Technical Requirements Discovery
Systematically uncover technical needs, integrations, security requirements, and constraints to prevent deal-killing surprises late in the sales cycle.
npx gtm-skills add sales/qualified/technical-requirements-discoveryOutcome
Technical discovery completed on ≥5 opportunities in 1 week
Leading Indicators
- Technical discovery completion rate
- Technical fit score
- Early blocker identification rate
- Integration complexity assessment
Instructions
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Create technical requirements checklist covering: integrations needed, security/compliance requirements, data migration needs, technical architecture, performance expectations, user volume/scale.
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On first 5-10 qualified opportunities, conduct technical discovery call with prospect's technical stakeholder (IT, engineering, DevOps, security).
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Ask systematic questions in each area: 'What systems must we integrate with?', 'What security certifications do you require?', 'What's your deployment preference?'.
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Document all technical requirements in Attio custom fields; flag any show-stoppers or complex requirements immediately.
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Assess technical fit score (1-10) based on how well your product meets their technical needs; identify gaps that need product roadmap commitment.
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Track PostHog events: technical_discovery_completed, integration_required, security_requirement_identified, technical_blocker_found.
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Loop in technical team (engineering, solutions architect, security) early for complex technical requirements.
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Set pass threshold: Complete technical discovery on ≥5 opportunities in 1 week with ≥80% technical fit score.
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Compare deal outcomes: measure how technical discovery impacts close rate and identifies deal risks early.
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Document which technical questions uncover most critical requirements; proceed to Baseline if threshold met.
Recommendations
Time
6 hours over 1 week
Play-specific cost
Free