Discovery

Question 1

3 stages of Layering for Pain

Answer 1

Clarification, Quantification, Amplification

Question 2

Clarification - Examples

Answer 2

• Can you provide more detail about X problem?
• How long has this been a problem?
• How often is this happening?
• What’s led you to find a solution for this issue now?
• Have you tried to solve this problem in the past?

Question 3

Quantification - Examples

Answer 3

• How long does it take you to resolve X?
• How much time are you spending on X?
• What does it cost you each time this happens?

Question 4

Amplification - Examples

Answer 4

• If you didn’t have to spend time on X, what would you be doing instead and how would that impact the business?
• What would you personally be doing with that time back?
• If we were able to mitigate that revenue loss, what would that do for the business?
• How does that impact you personally?

Question 5

SPIN

Answer 5

Situation
Pain/Problem
Implication
Need

Question 6

CORE 8

Answer 6

The main non-software, usually quantified, goals of the business

Question 7

Decision Making Process

Answer 7

Knowing what needs to happen to sign and pay, + who needs to be involved.

Question 8

Qualification Musts

Answer 8

Looking through the lens of long-term success with Extensiv from a feature function standpoint. Where will they get stuck in IM or churn?

Question 9

Core 8: Question 1 (biz goals)

Answer 9

Outside of what you’d like the software to solve, what are your main business goals?

Question 10

Core 8 : Question 2 ($)

Answer 10

Thinking more specifically in terms of revenue, what are your main revenue goals?

Question 11

Core 8 : Question 3 (time)

Answer 11

When do you need to hit (insert revenue) by?

Question 12

Core 8 : Question 4 (areas)

Answer 12

What areas of the business are you working on to achieve your goals?

Question 13

Core 8 : Question 5 (impact)

Answer 13

Now that I understand more about some of the challenges you’re facing and their impacts, I want to take a step back and understand the overall impact of your revenue goal.  What happens if you don’t reach your goal of $X by Y date?

Question 14

Core 8 : Question 6 (biz future if goals achieved)

Answer 14

Looking at this from the more positive side, let’s say you do reach your goal of $X by Y date, what does that enable you to do from a business perspective?

Question 15

Core 8 : Question 7 (personal impact)

Answer 15

What about from a personal perspective, is there an impact on you personally if you reach your goal of $X?

Question 16

Core 8 : Question 8 (long-term goals)

Answer 16

Changing things up to a more forward-looking view, what long term goals do you have for the business?

Question 17

LFP: Revenue

Answer 17

Tell me about your warehouse’s ability to generate and capture revenue.

Question 18

LFP: Inventory

Answer 18

Tell me about your ability to clearly track and find inventory.

Question 19

LFP: C2 Experience

Answer 19

Tell me about your customer’s experience when they’re interacting with your warehouse.

Question 20

LFP: Receiving

Answer 20

Walk me through your receiving process.

Question 21

LFP: Picking and Packing

Answer 21

Tell me about any inefficiencies in your current pick and pack process.

Question 22

LFP: Other

Answer 22

Outside of what we’ve talked about so far, tell me about any other areas where you feel your process is too manual.