I’m not sure you have a big enough problem
Posted: Mon Jan 27, 2025 9:54 am
For example, suppose the successful deployment of your solution typically hinges on your ability to integrate with the customer’s email marketing platform. When the customer asks if you think your solution is a fit for them, you can respond with “I don’t know yet. Typically our solution works best when we’re able to integrate with your email marketing platform. Is that something we’ll be able to do? Have you seen it done with other vendors you’ve worked with? Who would need to sign off on that?”. While many of us would like to provide instantaneously positive feedback during the discovery process, holding back your approval pending deeper discovery can often be the gateway to the critical insights you’re after.
Here’s another short video that illustrates how to use this declaration.
Wait? What?!? If your solution can solve the business problem new zealand telegram data the customer has, shouldn’t you be jumping all over them to move forward? No!!! Your solution not only costs money but will require a certain amount of the customer’s organizational focus to deploy it successfully. If your solution costs $50K per year but the magnitude of the problem your customer is looking to solve is only a $20K per year, even if your solution is a great fit, there’s a high likelihood they will ultimately decide not to move forward simply based on the ROI. Similarly, if the ROI is solid but the organizational resources required to deploy it are focused elsewhere, there’s a good chance the project might not get approved or stall. That doesn’t mean you should make this declaration then drop the mic. Rather, use it as a catalyst to gain better insights through deeper discovery.
For example, as you’re working through your discovery process if you have concerns in this area you can say something like, “It looks like we’re a great fit functionally, but I don’t typically see projects like this get approved unless we can show a 3X return in the first year. Can you help me better understand the financial impact this problem is causing you?” or “I don’t typically see projects like this get approved unless it aligns with one of the organizations top three strategic initiatives. Can you shed some light on what those might be?”.
Here’s another video illustrating this concept.
Here’s another short video that illustrates how to use this declaration.
Wait? What?!? If your solution can solve the business problem new zealand telegram data the customer has, shouldn’t you be jumping all over them to move forward? No!!! Your solution not only costs money but will require a certain amount of the customer’s organizational focus to deploy it successfully. If your solution costs $50K per year but the magnitude of the problem your customer is looking to solve is only a $20K per year, even if your solution is a great fit, there’s a high likelihood they will ultimately decide not to move forward simply based on the ROI. Similarly, if the ROI is solid but the organizational resources required to deploy it are focused elsewhere, there’s a good chance the project might not get approved or stall. That doesn’t mean you should make this declaration then drop the mic. Rather, use it as a catalyst to gain better insights through deeper discovery.
For example, as you’re working through your discovery process if you have concerns in this area you can say something like, “It looks like we’re a great fit functionally, but I don’t typically see projects like this get approved unless we can show a 3X return in the first year. Can you help me better understand the financial impact this problem is causing you?” or “I don’t typically see projects like this get approved unless it aligns with one of the organizations top three strategic initiatives. Can you shed some light on what those might be?”.
Here’s another video illustrating this concept.