Instructions: Reframe discovery questions from uncovering feature gaps to surfacing workflow pains.
Think about: What is the customer's real workflow problem? What are they struggling with? How does this feature gap hurt them operationally?
Keep each answer to 3-4 sentences max.
Example: Feature: Excel Link
Feature-centric discovery (bad): "Do you use Excel in your pitch process?"
Workflow-centric discovery: "Walk me through your last pitch. How many times did you update comps between initial and final? Who had to manually copy-paste?"
Question 1 of 2
Tombstones for IB
❌ Feature-centric discovery (bad):
"Do you currently use Tombstones data in your deals?"
✓ Reframe the discovery question (surfacing workflow pain):
0/600
Question 2 of 2
Track Changes for FA
❌ Feature-centric discovery (bad):
"How do you manage changes from one version to another?"
✓ Reframe the discovery question (surfacing workflow pain):
0/600
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