The discovery call — listening, asking, qualifying

The Structure of a Good Discovery Call

A productive 60-minute discovery call follows a recognizable shape. Open (5 minutes): introduce yourself and the team; confirm the agenda; ask "what would success look like for this call?" Context (10 minutes): understand the customer's background, their organization, their current technology, their team. Problem (20 minutes): ask open-ended questions that surface the actual problem and its impact. This is the core of discovery. Solution exploration (15 minutes): explore what they have considered, what has worked or not in the past, what would ideally happen. Next steps (10 minutes):…