Discovery

The Discovery call is stage 1 of the sales process — the first meeting the SE and AE run together. Its goal is to get to know the prospective client and the problem FlowFuse may be able to help them solve, and to turn that problem into a use case.

FlowFuse will use the "Discovery Call Playbook" in HubSpot, Learn how to use playbooks. Discovery follows the SPICED framework — Situation, Pain, Impact, Critical Event, Decision — to surface not just the pain but what it is worth and how the customer will decide.

What Discovery produces

Discovery owns the first portion of the PoV Workbook: the use case — the customer's pain, tied to its business impact. It may surface candidate apps, but they don't take form yet; that happens once the customer understands FlowFuse's fundamentals in the Demo and the solution is shaped in Solution.

Discovery is also where you begin to place the customer in a zone — Node-RED maturity against operational maturity — which shapes how the rest of the engagement runs (see the Customer Adoption Maturity Model). There are dedicated Z2 and Z4 discovery playbooks for this.

Next step

The next step depends on the outcome of the call, but usually results in a more technical discussion, a product Demo, or sending relevant content to follow up on at an appropriate time in the future.