Discovery Questions Flashcards
My boss just needs to approve it.
Great! If you hang tight I can have an e-sign sent over to you in 5 minutes, how about we just run it over to him quick to sign it and get you started!
If that can’t happen: Ok no problem. How often do you meet with your boss?
Do you have budget set aside for security measures?
Do you think he will be on board or is there anything he will push back on?
What ammo do you need to help you with this?
Should we set up a demo for your boss?
Once your boss approves it can he sign the quote to get started or are there any other steps?
They have to get it passed through their boss and then it goes to purchasing.
Does it go through purchasing for a PO? We do Net 30 terms and all I need is a signed quote, could your boss sign the quote before going to purchasing?
If not: Ok, no problem.
Does your company already have budget set aside?
How receptive is your boss to you proposing new programs?
Do you get a lot of push back or is he usually get on board easily?
How long does going through purchasing usually take?
What is your timeframe for implementation?
(relationship, budget, timeline)
It goes through a committee or board for approval and once that is done it goes through purchasing or he/she can sign off on it.
Is this something you already have in your budget?
How often does the committee or board meet?
When is the next committee or board meeting?
What info do you feel you need to get them on board?
What would their major concerns be?
Do they easily approve things you need for IT or do you have to jump through a lot of hoops?
How long does it normally take for them to make a decision on IT related items?
What primary concern of theirs will we need to handle?
Once the board approves it, do you have authorization to sign for it? Or are there additional steps?
(budget, power structure, relationship, timeline)
Has to get it approved through their boss, the CEO and then CFO.
Do you have budget set aside for this?
Do any of those people ever give you push back on buying IT related items?
What do you foresee coming up as a barrier when getting approval?
What ammo do you think you will need for anything that comes up?
How long does it usually take to go through all the approval personnel?
What if anything do you think might help the approval go faster?
Will your immediate boss be easily on board? Can he help you with your CEO?
What is your timeline for implementation on this?
Who is the final sign off; who has to sign the quote?
(budget, timeline, ammo, relationship/ hierarchy)
Why don’t you think they will approve it? (Handle whatever comes up, may require more questions)
What push back do you think you will get? (Handle whatever comes up, may require more questions)
What do you think would be a good solution that will get him/her to take a look at it?
How about running a PST? This will give you a baseline and is good ammo to show your boss the need for it.
I will help you with whatever you need to get it approved, what kind of reasons for disapproval would there be? (Get a list and work out a way to help him/her on each)
You are talking to the decision maker he/she says he/she doesn’t have budget but wants to see if he/she can find it.
Ok great! (If you could, then…) What would be the deciding factor if you can find budget or not?
Do you have to get approval from someone else to use money that isn’t budgeted?
What is that process?
How long does that typically take?
What information would you need to help you get budget for this?
(route, hierarchy, timeline, ammo)
Don’t see a need for this.
Why don’t you think this is a concern for your company?
What have you done in the past to manage the ongoing cyber threats?
How much time do you dedicate to re-imaging machines, training users and monitoring attempted phishing attacks?
How confident are you that your employees would not click on a malicious link?…lets run a free PST and find out for sure.
The prospect tells you they were hit with a USB attack last year and last week they finally got it all cleaned up.
Oh wow, that’s awful. You said it happened last year, when did it happen? (Calculate how much time it took him to clean it up and point it out e.g. Wow it took you 8 months to fully clean it up!)
Did you have to come in on your time off to handle any of that?
Did you accrue a lot of overtime for that?
Did it affect anyone else’s time? How much?
(Adding this all together it may have been more than the cost of the program, if so point that out)
