SlideShare a Scribd company logo
https://www.linkedin.com/in/desmond-leo/
8 Questions for commercial teams to help
product understand client feature requests
https://www.linkedin.com/in/desmond-leo/
Questions about reach
Who will use this feature?
(list the role: account manager, data analyst, accountants, CEO, etc.)
https://www.linkedin.com/in/desmond-leo/
What underlying task is the user trying to accomplish with
this feature?
(Describe the job the user was performing that led to this request)
Questions about reach
https://www.linkedin.com/in/desmond-leo/
Does the request solve a problem that is unique to the
customer?
(list other accounts that have expressed the same problem)
Questions about reach
https://www.linkedin.com/in/desmond-leo/
What type of value would this feature provide the customer?
(cost reduction, time savings, inner peace, compliance, etc.)
Questions about impact
https://www.linkedin.com/in/desmond-leo/
How often do they perform the task that requires this
feature?
(hourly, daily, weekly, monthly, quarterly, annually, less often etc.)
Questions about impact
https://www.linkedin.com/in/desmond-leo/
What alternatives have customers resorted to without this
feature?
(manual spreadsheets, word docs, crying in the bathroom, other tech, etc.)
Questions about impact
https://www.linkedin.com/in/desmond-leo/
Is it currently affecting their ability to deliver their top goals
for the year?
(not just any goals, but the ones that keep them up at night)
Questions about priority
https://www.linkedin.com/in/desmond-leo/
How does the feature compare to what product is working
on right now?
(is it more or less important to the customer?)
Questions about priority
https://www.linkedin.com/in/desmond-leo/
B2B is a team sport

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8 Questions B2B Commercial Teams Can Ask To Help Product Discovery