Expansion Discovery Quick Reference
Recall the discovery questions and prioritization checks that keep expansion grounded in customer value.
Discovery SPIN What order should expansion discovery follow? Situation, problem, implication, need-payoff. Value fit Feature interest vs. value proposition Use the Value Proposition Canvas before creating an expansion proposal. Priority What four factors make up RICE? Reach, Impact, Confidence, and Effort. Use RICE when expansion requires product, implementation, or executive bandwidth. Premature proposal Can you just send pricing for the Europe rollout? Champion asks for a proposal before discovery is complete. Your line I can, but I would rather avoid a quote that finance cannot defend. Let's spend 30 minutes validating the Europe job, pain, and expected gain, then I…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in