When doing Discovery, “BANT” is simply insufficient for non-transactional software sales cycles. (BANT = Budget, Authority, Need(s), Timeline). It can be a good starting point, but clearly more in-depth questions and discussion is needed with our customers. Here are a few example questions to help stretch the discussion beyond BANT:
- Tell me about the culture here: what is the team’s willingness/ability to change?
- How does your company perceive itself – or want to be perceived: as an Early Adopter, a Fast Follower, more of a Majority type, or a careful Late Adopter?
- When was the last time the team had a change of process or implemented new software?
- What happened with the past few new systems you purchased and installed? How did those implementations go?
These few questions represent just a couple of areas to explore beyond BANT – any others you’d like to add to the list? (It should be a long list…!)