# Customer Discovery Call — {Company}

> **Type**: Discovery call (not a demo, not a sales pitch)
> **Target length**: 45 minutes
> **Prime directive**: Ask. Don't sell. Don't describe Dealix in the first 30 minutes.

---

## Meta

- **Company**: ________________
- **Interviewee**: ________________
- **Role**: ________________
- **Headcount**: ________________
- **Sector**: ________________
- **Actual duration**: ________________
- **Recording link** (with consent): ________________
- **Date**: YYYY-MM-DD

---

## 1) Frame (5 min)

> "Thanks for the time. This is a discovery conversation, not a sales pitch. I'm researching how commercial commitments are managed in companies like yours. By the end, if there's no fit, I'll say so directly. Does that framing work?"

Frame confirmed: [ ] Yes [ ] No

## 2) Background (5 min)

- Headcount?
- Sector?
- Your exact role?
- Time in role?

## 3) Problem Discovery (20 min)

### Q1 — "Walk me through the last time a commitment slipped between teams — or between your company and a partner."
Verbatim:
>

### Q2 — "How do you currently know what you've committed to, 6 months back?"
Verbatim:
>

### Q3 — "When prepping a board meeting, where do the numbers come from? When did someone last catch an error in a board pack?"
Verbatim:
>

### Q4 — "If I could design your ideal Monday morning as [CFO/COO], what's different from today?"
Verbatim:
>

### Q5 — "What tools have you tried that failed to solve this? Why did they fail?"
Tools cited:

### Q6 — "If this problem isn't solved in 12 months, what happens?"
Verbatim:
>

## 4) Quantitative Discovery (10 min)

### Q7 — Hours/week on executive reports
Answer: ______ hrs/week

### Q8 — Last decision delayed for missing information + cost of that delay
Answer:

### Q9 — "If a system solved 80% of this, what's a reasonable annual value from your perspective?"
**Unprompted figure** (no anchor from you): ______ SAR/year

### Q10 — "Who would decide to buy? Who could block it?"
Decision maker: ______
Steps to decision: ______

## 5) Close (5 min)

### Q11 — 15-minute Dealix demo next week?
[ ] Yes, scheduled: __________
[ ] Later: __________
[ ] No: reason __________

### Q12 — Referrals
Suggested names: __________

---

## Conclusions (written within 24h)

### Top 5 verbatim quotes
1.
2.
3.
4.
5.

### Pain level (1–10)
**Score**: _/10
**Rationale**:

### Trigger event
- [ ] Present: __________
- [ ] Absent

### Buyer accessibility
- Decision maker: __________
- Steps to decision: __________

### Stated willingness to pay (SAR/yr)
- Unprompted: __________
- After Dealix described: __________

### Competing alternatives mentioned
-

### Next step
- [ ] Demo scheduled: __________
- [ ] Follow-up: __________
- [ ] Declined: reason __________

---

## Hypotheses impact

Update only those affected; cite this file in `hypotheses.yaml`:

- H1 problem real & painful: SUPPORTED / FALSIFIED / AMBIGUOUS — why:
- H2 pain ≥ $10K/yr:
- H3 buyer reachable ≤3 meetings:
- H4 clear trigger event:
- H5 ≥ $50K budget:
- H6 Arabic-first preferred:
- H7 PDPL/ZATCA a stated criterion:
- H8 paid pilot accepted:
- H9 reference-willing on success:
- H10 land-and-expand signals:
- H11 value ≥ 10× price:
- H12 organic referrals likely:

---

## Founder private notes

>