Discovery Questions 1 - 100

Question 1

Talk me through your current process for dealing with _______.

Answer 1

–

Question 2

What would success look like?

Answer 2

–

Question 3

What are the top goals your team has for the upcoming year?

Answer 3

–

Question 4

What are the main obstacles to these goals?

Answer 4

–

Question 5

What’s your biggest challenge with regards to _______?

Answer 5

–

Question 6

What would be the effect on your _______ if these issues were solved?

Answer 6

–

Question 7

What’s your current process for dealing with _______?

Answer 7

–

Question 8

What solutions are you currently using?

Answer 8

–

Question 9

What’s working and not working?

Answer 9

–

Question 10

If you don’t find a solution that works, what will _______ look like in 6 months?

Answer 10

–

Question 11

Why is this a priority for you right now?

Answer 11

–

Question 12

What are the must-have features you’ve decided on?

Answer 12

–

Question 13

What kind of results do you expect to see with a new solution?

Answer 13

–

Question 14

When do you need to see those results?

Answer 14

–

Question 15

What other solutions are you looking at? Why those?

Answer 15

–

Question 16

Tell me more about that.

Answer 16

–

Question 17

Do you have an example of that?

Answer 17

–

Question 18

What exactly do you mean by _______?

Answer 18

–

Question 19

How much time does your team spend on _______ per week?

Answer 19

–

Question 20

How much are you paying _______ per hour?

Answer 20

–

Question 21

How did you hear about us?

Answer 21

–

Question 22

Talk me through the challenges you’re looking to solve.

Answer 22

–

Question 23

What’s your current process for _______?

Answer 23

–

Question 24

What solution are you currently using for _______?

Answer 24

–

Question 25

What are your other options to fix this?

Answer 25

–

Question 26

What kind of results do you need from a new solution?

Answer 26

–

Question 27

Unpack that for me.

Answer 27

–

Question 28

Are you happy with the current process?

Answer 28

–

Question 29

What are the requirements you’ve established for this project?

Answer 29

–

Question 30

What’s your budget and timeline for this project? Can I ask why?

Answer 30

–

Question 31

Would you ever consider investing in a product that didn’t include _______?

Answer 31

–

Question 32

It sounds like that’s very important to you. Why is that?

Answer 32

–

Question 33

Why is it important to address this right now?

Answer 33

–

Question 34

What do you think is causing _______?

Answer 34

–

Question 35

If this is not resolved, what does that mean for _______?

Answer 35

–

Question 36

How are you personally affected by _______?

Answer 36

–

Question 37

If your _______ were using the platform effectively, how could that affect _______?

Answer 37

–

Question 38

What goals is your team trying to achieve right now?

Answer 38

–

Question 39

What are the main roadblocks to achieving _______?

Answer 39

–

Question 40

What’s at stake if your team doesn’t get this done?

Answer 40

–

Question 41

Who’s involved in making this decision?

Answer 41

–

Question 42

What other systems has the company tried to use?

Answer 42

–

Question 43

Do you have any concerns about our product that I can address?

Answer 43

–

Question 44

Tell me about the processes that are critical to generating revenue.

Answer 44

–

Question 45

How does content factor into _______?

Answer 45

–

Question 46

Where is content being stored today?

Answer 46

–

Question 47

Have there been any pain points with current solutions that have made you explore new vendors?

Answer 47

–

Question 48

Which departments need to collaborate externally with customers, vendors and partners?

Answer 48

–

Question 49

How do you ensure content is shared securely?

Answer 49

–

Question 50

What would an ideal workflow look like for _______?

Answer 50

–

Question 51

How would _______ improve productivity / security / revenue?

Answer 51

–

Question 52

What about Box caught your attention?

Answer 52

–

Question 53

How will you decide on a vendor?

Answer 53

–

Question 54

What security, compliance and feature requirements do you have? Why?

Answer 54

–

Question 55

Who will be involved in the decision process?

Answer 55

–

Question 56

What will the decision process look like?

Answer 56

–

Question 57

Help me understand the biggest priorities and challenges for you right now.

Answer 57

–

Question 58

What about our outreach piqued your curiosity?

Answer 58

–

Question 59

What’s your understanding of Box?

Answer 59

–

Question 60

How do you think we can help?

Answer 60

–

Question 61

What’s been your experience with Box thus far?

Answer 61

–

Question 62

How do you think you’d apply Box to _______?

Answer 62

–

Question 63

What systems are you using today to solve for _______?

Answer 63

–

Question 64

Are you satisfied with their performance?

Answer 64

–

Question 65

How are you collaborating both internally and externally today?

Answer 65

–

Question 66

Who uses _______ most?

Answer 66

–

Question 67

What do you think of _______?

Answer 67

–

Question 68

Do you work with sensitive customer data?

Answer 68

–

Question 69

Where does your most sensitive content live today?

Answer 69

–

Question 70

What security controls are in place to protect confidential content?

Answer 70

–

Question 71

What types of sensitive files do you store and share?

Answer 71

–

Question 72

What kind of content are you most worried about losing?

Answer 72

–

Question 73

What are the mission critical business processes where sensitive content exchanges hands?

Answer 73

–

Question 74

Are you working with Regulated content?

Answer 74

–

Question 75

Are there any regulations you have to comply with?

Answer 75

–

Question 76

Do any of your critical files have retention policies?

Answer 76

–

Question 77

Do you have existing legal hold policies and processes?

Answer 77

–

Question 78

Do you have existing records retention policies and processes?

Answer 78

–

Question 79

How are you managing corporate records today?

Answer 79

–

Question 80

Does your data need to reside in any particular regions?

Answer 80

–

Question 81

Do you have EU customers?

Answer 81

–

Question 82

Do you have employees, partners and customers in different global regions?

Answer 82

–

Question 83

Do you require an audit trail of where data for every user is stored?

Answer 83

–

Question 84

Do you find it difficult to change where user content is stored when business requirements change?

Answer 84

–

Question 85

How many processes are manual or done via email today?

Answer 85

–

Question 86

Does your compliance team require you to manage and maintain duplicative systems in different regions to address data residency concerns?

Answer 86

–

Question 87

Do your international users want to increase performance when downloading content?

Answer 87

–

Question 88

Do your end users have a hard time understanding where different types of content are supposed to be stored to adhere to data residency regulations?

Answer 88

–

Question 89

Do you want to enable collaboration between your global network employees, partners and customers without having to worry about content being stored in the right region?

Answer 89

–

Question 90

What are your priorities as it relates to supporting stakeholders processes?

Answer 90

–

Question 91

How many processes today are manual or done via email?

Answer 91

–

Question 92

Are you using any workflow tools today?

Answer 92

–

Question 93

Is there a desire to provide workflow automation to a broader set of your users?

Answer 93

–

Question 94

What applications are connected to your content processes?

Answer 94

–

Question 95

What are some cross functional processes that you drive or are a part of?

Answer 95

–

Question 96

What are some tasks that you do on a daily/weekly basis?

Answer 96

–

Question 97

How many processes today do you do manually or via email?

Answer 97

–

Question 98

What are some iterative processes that you work on with your team?

Answer 98

–

Question 99

Is your output quality / timeliness affected by inefficient or non-standard processes?

Answer 99

–

Question 100

If this meeting could accomplish everything you could possibly hope for, what would that look like?

Answer 100

–

Question 101

What specifically are you trying to accomplish?

Answer 101

–

Question 102

What results do you want to drive from this?

Answer 102

–

Question 103

If I were to come back in 2 or 3 years and you had everything you need, what would be different?

Answer 103

–

Question 104

What would success look like for you?

Answer 104

–

Question 105

What is it that you expect to gain by implementing this kind of solution?

Answer 105

–

Question 106

You mentioned your goals were _______; how are your current systems and processes supporting your goals?”

Answer 106

–

Question 107

What are some of the key things you need more of that you don’t have today?

Answer 107

–

Question 108

What’s standing in the way?

Answer 108

–

Question 109

Where is _______ on your priorities today?

Answer 109

–

Question 110

Can you help me understand the biggest priorities and challenges for you right now?

Answer 110

–

Question 111

What are the most mission critical problems you’re dealing with today?

Answer 111

–

Question 112

Why is that an issueright now?

Answer 112

–

Question 113

What’s the underlying cause of _______?

Answer 113

–

Question 114

What are some of the things you like and dislike about _______?

Answer 114

–

Question 115

[Repeat last few words.]

Ex: “Ramp time is slow?” / “Messaging isn’t right?” / “Your numbers are too high?”

Answer 115

–

Question 116

Unpack that for me.

Answer 116

–

Question 117

Can you be more specific?

Answer 117

–

Question 118

What do you think is going on there?

Answer 118

–

Question 119

Tell me more about that?

Answer 119

–

Question 120

Why do you say that?

Answer 120

–

Question 121

What’s a recent example of that?

Answer 121

–

Question 122

Why do you do _______ this way?

Answer 122

–

Question 123

Why is that important to you?

Answer 123

–

Question 124

Can I ask you a difficult question?…

Answer 124

–

Question 125

How long has this been a problem?

Answer 125

–

Question 126

What’s stopped you from addressing this previously?

Answer 126

–

Question 127

How much do you think that’s cost you?

Answer 127

–

Question 128

What would you do if you could have that back?

Answer 128

–

Question 129

What have you tried to do about this? And did that work?

Answer 129

–

Question 130

What are your other options to solve this going forward?

Answer 130

–

Question 131

Have you given up trying to solve the problem?

Answer 131

–

Question 132

What are you currently doing / using today to address _______?

Answer 132

–

Question 133

Have you spoken with any other Vendors about addressing this? What did you think of them?

Answer 133

–

Question 134

It seems like you’re really [NEGATIVE EMOTION] with _______.

Answer 134

–

Question 135

Is that at all [NEGATIVE EMOTION]?

Answer 135

–

Question 136

It sounds like _______ is creating a lot of [NEGATIVE EMOTION]. Is that accurate?

Answer 136

–

Question 137

How do you feel about this?

Answer 137

–

Question 138

What’ll be the consequence of not addressing this right now?

Answer 138

–

Question 139

How would that affect you directly?

Answer 139

–

Question 140

Could the higher / longer / bigger [KPI] be adding to your [PROBLEM]?

Answer 140

–

Question 141

If you could solve this, what would it mean big picture?

Answer 141

–

Question 142

If you could solve this, what would it mean in terms of dollars?

Answer 142

–

Question 143

If you could solve this, what would it mean for you personally?

Answer 143

–

Question 144

Would [PROBLEM RESOLUTION] be of value to the organization?

Answer 144

–

Question 145

What if [PROBLEM] went away?

Answer 145

–

Question 146

What does it look like when your [PROBLEM] is solved?

Answer 146

–

Question 147

If we could improve the quality of [PROCESS], how would that help?

Answer 147

–

Question 148

How much [TIME / MONEY / etc.] would you save if we could reduce [KPI]?

Answer 148

–

Question 149

What effect would [PROBLEM RESOLUTION] have on your [KPI]?

Answer 149

–

Question 150

If you had lower [KPI], would that cut [PROBLEMS] and improve [DESIRED OUTCOME]?

Answer 150

–

Question 151

What if we could speed [PROCESS] by [#]%?

Answer 151

–

Question 152

How will success be measured by the business?

Answer 152

–

Question 153

What metrics around cost, efficiency or otherwise do you need to achieve?

Answer 153

–

Question 154

How will you measure the success of the project?

Answer 154

–

Question 155

So if I understand correctly, [UNCOVERED ISSUES] are the things that are causing [PROBLEMS].

But if we could [ADDRESS PAIN], that would [DELIVER BENEFITS] as measured by [METRICS].

Is that correct? Did I miss anything?

OK, we might be able to help you with that.

Answer 155

–

Question 156

So besides yourself, who else in the organization is affected by [PROBLEM] and how?

Answer 156

–

Question 157

Is [PROBLEM] causing [ PROBLEMS] elsewhere in the business?

Answer 157

–

Question 158

Would [TITLE] also be concerned?

Answer 158

–

Question 159

From what I just heard, it sounds like this is not just your problem, but really a company-wide problem.

Is that right?

Answer 159

–

Question 160

If we could fix that, what would that mean for your business more broadly?

Answer 160

–

Question 161

So in your view, what would the ideal [SOLUTION] look like and how do you want it to work?

Answer 161

–

Question 162

What specific capabilities are on your “must-have” list?

Is there anything else?

Answer 162

–

Question 163

Why is that important to you?

Answer 163

–

Question 164

You mentioned [REASONS FOR PAIN].

What if there were a way to [CAPABILITY(IES)], would that help?

Answer 164

–

Question 165

So, if you had the ability to [SUMMARIZE VISION], then you could [ACHIEVE GOAL]?

If we prove we can could do that, is that significant enough to jump through all the hoops needed to get it done?

Answer 165

–

Question 166

By when do you need this to project live?

Answer 166

–

Question 167

By when do you need this in place?

Answer 167

–

Question 168

Is there something specific that’s driving that timeframe?

Answer 168

–

Question 169

Is there anything that could to stop us working together by [DATE]?

Answer 169

–

Question 170

Aside from yourself, who else will be involved in making this decision?

Are there any formal boards?

Who owns the final signoff?

Answer 170

–

Question 171

Who owns the final sign-off?

Answer 171

–

Question 172

Assuming we meet your success criteria, what are the next steps and how long does this usually take?

Answer 172

–

Question 173

What are your top business priorities for making this decision?

Answer 173

–

Question 174

What are the top technical criteria for making a decision?

Answer 174

–

Question 175

How will you calculate the ROI to justify this kind of investment?

Answer 175

–

Question 176

Can I ask you a difficult question, is there Budget set aside for this?

Answer 176

–

Question 177

Can I ask you a difficult question? Is this a sponsored project?

Answer 177

–

Question 178

How do you intend to make this investment?

Answer 178

–

Question 179

Is there anyone else who would also benefit from joining us?

Answer 179

–

Question 180

Were we able to address all of your concerns today?

Answer 180

–

Question 181

Is there anything else I should know about prior to the next meeting?

Answer 181

–

Question 182

How do you currently secure your most sensitive IP?

Answer 182

–

Question 183

What policies do you have to secure sensitive content?

Which are most difficult to enforce?

Answer 183

–

Question 184

What other security tools do you have or are you evaluating to protect content or detect bad actors?

Answer 184

–

Question 185

Do you think this is something your org wants to focus in this year, or the following year?

Answer 185

–

Question 186

How do you secure access to content when collaborating with external parties?

Answer 186

–

Question 187

How do you secure content accessed on mobile and personal devices?

Answer 187

–

Question 188

How often are people in your organization using unsanctioned file sharing and collaboration services?

Answer 188

–

Question 189

How are you working with IT to get rid of unsecured data silos and processes?

Answer 189

–

Question 190

How are you mitigating risk with GDPR or CCPA?

Answer 190

–

Question 191

What regulations must you adhere to today?

Answer 191

–

Question 192

What’s your information security strategy today around data breaches and how has that changed since the move to remote work?

Answer 192

–

Question 193

How do users share content outside the company?

Answer 193

–

Question 194

Do you allow email attachments?

Answer 194

–

Question 195

What systems do you currently use to store content?

Answer 195

–

Question 196

Do you have file networks or SharePoint on-premise or have they been migrated to the cloud?

Answer 196

–

Question 197

What systems, besides email, do you currently use to share content? (eg: DropBox / FTP / GDrive / etc)

What percent of the company use those systems?

Answer 197

–

Question 198

What does your team do and what’s your role?

Answer 198

–

Question 199

What role does your department play in relation to others?

Answer 199

–

Question 200

How do you work with other departments?

Answer 200

–