Discovery Structure
The AE should not start with a generic pitch. The call should identify the buyer's operational pain, current failure points, decision path, urgency, budget, and what proof would make the buyer comfortable.
| Area | Questions | Signal |
|---|---|---|
| Operational pain | What keeps breaking in the current process? What happens when a placement, vendor, or internal handoff fails? | Confirms whether this is a serious operations problem. |
| Authority | Who signs off? Who blocks the decision? Who owns the budget? | Prevents AE drift with non-decision makers. |
| Timeline | When does this need to be solved? What happens if nothing changes in 30 days? | Ranks urgency. |
| Proof | What evidence would make this feel safe to move forward? | Reveals the required trust asset. |
| Scope | Are you buying staffing, operations support, technology-enabled service, or a combination? | Routes to the correct cabinet. |