Customer Discovery
When you need to understand your opportunity to pursue and WIN strategic, major revenue accounts, based on the guidance of the executives and technologists driving their buying decisions.
350+ Customer Discoveries delivered since 2009
98% Account Penetration
40-60% Revenue Opportunity Identification
Results in 45-60 DAYS
The Customer Discovery Experience
In a matter of days, Customer Discovery can tell you if you have a revenue opportunity with a targeted customer account. In a few days more, Customer Discovery will help you define the best path to winning the account, based on in-depth discussions with the executives and contributors who evaluate and select the products and services you sell.
Leveraging the skills and abilities of a premier technology headhunting firm, Customer Discovery identifies, and taps the knowledge and opinions of the most influential Decision Makers for your company’s solution set…producing the detailed decision-driving insight needed to begin building high confidence win road-maps.
Need and Fit Opportunity Qualification
When you begin the engagement process with a new, potential customer, you’re typically starting with a blank slate, despite the fact there’s a deep, rich use-case history and belief set in play on the customer’s side of the table.
Individual Decision Makers within targeted accounts have opinions as to the nature and level of “Need” they may have for a solution set like yours.
They also have an idea as to the advantages and challenges associated with the “Fit” for your solution set within their use-case environment.
The problem is, until you’ve actually spoken to the Decision Makers driving the evaluation and selection of your solution set, YOU don’t have the “Need” and “Fit” insight needed to prioritize Major Account sales opportunities, let alone pursue and win them.
Greywolf’s Customer Discovery team is expert in the precise identification of the Decision Makers defining your sales opportunity, and deeply experienced in the acquisition of “Need” and “Fit” guidance, based on telephone conversations with these Decision Makers.
Customer Discovery produces the information you need to assure your Major Account Sales team is pursuing the best possible set of Decision Makers at your highest potential customer targets, armed with the “Need “ and “Fit” insight required to optimize their messaging and positioning from Day 1.
Deep and Wide Data Gathering
Customer Discovery gathers opportunity qualification data from at least two confirmed Decision Makers as a function of every Discovery effort. We typically seek to connect with 3-5 Decision Makers at every targeted account.
We focus on speaking to the individuals most closely tied to the definition of the Need for our clients’ solution set, and the evaluation of the Fit for solutions under consideration.
Vice President…Director…Manager…Individual Contributor; the level of the people we interview is less important to us than their role in the buying process.
By expanding our reach to multiple high impact Decision Makers, the Greywolf Discovery team is able to triangulate and confirm information, so we can be as confident as possible in the accuracy of the Discovery data we deliver to our clients.
Our deep and wide approach to gathering data has produced exceptional results; the identification of near term revenue opportunities in 40-60% of the targeted customers we’ve penetrated.
We’ve occasionally exceeded that performance range, but have never failed to meet it.
Why we use a headhunting firm for Customer Discovery?
Greywolf’s Customer Discovery team is made up of retained search recruiters; headhunters with decades of experience; professionals equally comfortable speaking with CEOs or Technical Contributors, who’ve won and managed searches with 5 figure commission opportunities.
They’re deeply experienced in the pursuit of high dollar revenue opportunities, with moving targets on both ends of the deal.
While our Customer Discovery team would never, ever claim the ability to effectively sell your solution set, they are expert in their ability to:
- Identify who performs specific functions for targeted organizations
- Establish rapport with people they’ve neither met nor spoken to previously
- Present client companies, and the opportunity to work with them, in a positive light
- Qualify client opportunities against screening criteria
- Identify barriers to closure
This expertise is perfectly aligned with the skills requirements associated with Major Account Sales Customer Discovery.
As a result, no team is better qualified or prepared to execute the organizational research, Decision Maker interviews, and Need and Fit Qualification activities required to produce exceptional Customer Discovery results.