Keep the following approaches in mind during your conversation and structure questions around these themes:

• POGO – Personal, Organizational, Goals, Obstacles
• BANT – Budget, Authority, Need, Time

Questions to draw from during your conversation(s), you’re not going to ask everything, but here is a backlog to consider:

• Problem, Challenges, Obstacles, Pains
  • What is a Business Problem we are solving?
  • What is a Business Driver?
  • What are Use Cases?
  • Any current pains?
• What
  • What are you trying to do?
  • What are we solving for?
  • What does your [App, Product, Service] do?
• Business, Customer Outcomes
  • What Outcomes are you looking for?
• What is the intent?
• Roadmap, Strategy, Vision, Goals, Priorities?
  • Do you have a [Cloud] Strategy?
  • How is it aligned to Business Problems?
  • What are your Priorities?
  • What do you care about?
• Why, Drivers?
  • WHY?
  • WHY are you doing this?
  • WHY did you call us?
• Success Criteria
  • How do you Measure success?
  • What is Success Criteria?
  • What does Success, “Good” look like?
• Business KPIs
  • What KPIs at the end will show we achieved success, right outcomes?
• ASK
  • What is the ASK?
• Use Case
  • What is the Use Case?
• Scope
  • What’s in Scope?
• Sponsor, Stakeholders
  • Do you have exec sponsor support?
  • Who are executive sponsors for this effort?
  • Who is part of the cross organizational core team involved in making a decision?
• Competitive Differentiator
  • What is different about your product, services?
• Competition
  • Who do you compete against?
• Budget
  • What is your budget?
  • Do they have budget allocated to this project?
• Responsibilities
  • What is responsibility split b/n partner, client, other partners, etc.
• Engagement
  • What does perfect engagement looks like e.g. strategy, staff, etc.?
• Workshop, Working Session
  • Ask for a working session, with Demo, and THEN we can suggest, recommend next steps, ideas, proposals
• Demo
  • Ask for a Demo
• Timelines, Due Date
  • What are the timelines, due dates?