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Want to objectively measure Discovery session (Customer (reduce barrier…
Want to objectively measure Discovery session
Who to influence
Behavior to Change
TSM
Increase knowledge of the pool of people who are effective Discovery Session facilitators
Facilitator
Increase confidence in delivery methods
Decrease review of work that the customer has already done or already understands
increase helpful guidance from TSM/Sales on Customer specifics
Increase confidence on the success of the session
Increase ability to measure success
Increase use of methods in the discovery session that work in front of customers
Decrease uncertainty a new tactic worked/failed
environment and materials were helpful
What is working and what is not working
pacing of DS
RH performance
facilitator(s)
other team members
Increase confidence in customer satisfaction level assumptions
did the customer feel progress
share with DS team, TSM, Sales
Sales
Increase understanding a DS is a positive influence on our ability to close deals
decrease inherent need for 'urgency' in requests (maybe?)
Location of Discovery Session
Increase effective use of room
Decrease material clutter
How to track
Track the sales after a Discovery Session and look to see increased trend once implementing feedback
Survey Sales and TSMs on relationship and followon sales/opportunities with the customer pre&post discovery session
Customer
Increase feeling of commitment from RH
Increase feeling of progress towards a solution
Increase positive experience
Decrease feeling of "waste of time" and that RH brought in an "army" to the DS
reduce barrier for obtaining feedback
feedback is optionally nominative