Discovery Questions 1 - 100 Flashcards
(200 cards)
1
Q
Talk me through your current process for dealing with _______.
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2
Q
What would success look like?
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3
Q
What are the top goals your team has for the upcoming year?
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4
Q
What are the main obstacles to these goals?
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5
Q
What’s your biggest challenge with regards to _______?
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6
Q
What would be the effect on your _______ if these issues were solved?
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7
Q
What’s your current process for dealing with _______?
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8
Q
What solutions are you currently using?
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9
Q
What’s working and not working?
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10
Q
If you don’t find a solution that works, what will _______ look like in 6 months?
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11
Q
Why is this a priority for you right now?
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12
Q
What are the must-have features you’ve decided on?
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13
Q
What kind of results do you expect to see with a new solution?
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14
Q
When do you need to see those results?
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15
Q
What other solutions are you looking at? Why those?
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16
Q
Tell me more about that.
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17
Q
Do you have an example of that?
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18
Q
What exactly do you mean by _______?
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19
Q
How much time does your team spend on _______ per week?
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20
Q
How much are you paying _______ per hour?
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21
Q
How did you hear about us?
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22
Q
Talk me through the challenges you’re looking to solve.
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23
Q
What’s your current process for _______?
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24
Q
What solution are you currently using for _______?
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25
What are your other options to fix this?
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26
What kind of results do you need from a new solution?
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27
Unpack that for me.
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28
Are you happy with the current process?
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29
What are the requirements you've established for this project?
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30
What's your budget and timeline for this project? Can I ask why?
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31
Would you ever consider investing in a product that didn't include _______?
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32
It sounds like that's very important to you. Why is that?
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33
Why is it important to address this right now?
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34
What do you think is causing _______?
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35
If this is not resolved, what does that mean for _______?
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36
How are you personally affected by _______?
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37
If your _______ were using the platform effectively, how could that affect _______?
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38
What goals is your team trying to achieve right now?
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39
What are the main roadblocks to achieving _______?
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40
What's at stake if your team doesn’t get this done?
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41
Who's involved in making this decision?
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42
What other systems has the company tried to use?
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43
Do you have any concerns about our product that I can address?
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44
Tell me about the processes that are critical to generating revenue.
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45
How does content factor into _______?
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46
Where is content being stored today?
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47
Have there been any pain points with current solutions that have made you explore new vendors?
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48
Which departments need to collaborate externally with customers, vendors and partners?
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49
How do you ensure content is shared securely?
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50
What would an ideal workflow look like for _______?
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51
How would _______ improve productivity / security / revenue?
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52
What about Box caught your attention?
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53
How will you decide on a vendor?
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54
What security, compliance and feature requirements do you have? Why?
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55
Who will be involved in the decision process?
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56
What will the decision process look like?
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57
Help me understand the biggest priorities and challenges for you right now.
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58
What about our outreach piqued your curiosity?
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59
What's your understanding of Box?
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60
How do you think we can help?
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61
What's been your experience with Box thus far?
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62
How do you think you'd apply Box to _______?
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63
What systems are you using today to solve for _______?
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64
Are you satisfied with their performance?
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65
How are you collaborating both internally and externally today?
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66
Who uses _______ most?
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67
What do you think of _______?
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68
Do you work with sensitive customer data?
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69
Where does your most sensitive content live today?
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70
What security controls are in place to protect confidential content?
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71
What types of sensitive files do you store and share?
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72
What kind of content are you most worried about losing?
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73
What are the mission critical business processes where sensitive content exchanges hands?
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74
Are you working with Regulated content?
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75
Are there any regulations you have to comply with?
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76
Do any of your critical files have retention policies?
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77
Do you have existing legal hold policies and processes?
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78
Do you have existing records retention policies and processes?
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79
How are you managing corporate records today?
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80
Does your data need to reside in any particular regions?
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81
Do you have EU customers?
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82
Do you have employees, partners and customers in different global regions?
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83
Do you require an audit trail of where data for every user is stored?
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84
Do you find it difficult to change where user content is stored when business requirements change?
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85
How many processes are manual or done via email today?
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86
Does your compliance team require you to manage and maintain duplicative systems in different regions to address data residency concerns?
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87
Do your international users want to increase performance when downloading content?
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88
Do your end users have a hard time understanding where different types of content are supposed to be stored to adhere to data residency regulations?
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89
Do you want to enable collaboration between your global network employees, partners and customers without having to worry about content being stored in the right region?
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90
What are your priorities as it relates to supporting stakeholders processes?
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91
How many processes today are manual or done via email?
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92
Are you using any workflow tools today?
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93
Is there a desire to provide workflow automation to a broader set of your users?
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94
What applications are connected to your content processes?
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95
What are some cross functional processes that you drive or are a part of?
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96
What are some tasks that you do on a daily/weekly basis?
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97
How many processes today do you do manually or via email?
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98
What are some iterative processes that you work on with your team?
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99
Is your output quality / timeliness affected by inefficient or non-standard processes?
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100
If this meeting could accomplish everything you could possibly hope for, what would that look like?
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101
What specifically are you trying to accomplish?
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102
What results do you want to drive from this?
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103
If I were to come back in 2 or 3 years and you had everything you need, what would be different?
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104
What would success look like for you?
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105
What is it that you expect to gain by implementing this kind of solution?
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106
You mentioned your goals were _______; how are your current systems and processes supporting your goals?"
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107
What are some of the key things you need more of that you don't have today?
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108
What's standing in the way?
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109
Where is _______ on your priorities today?
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110
Can you help me understand the biggest priorities and challenges for you right now?
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111
What are the most mission critical problems you're dealing with today?
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112
Why is that an issue right now?
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113
What's the underlying cause of _______?
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114
What are some of the things you like and dislike about _______?
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115
[Repeat last few words.]
Ex: "Ramp time is slow?" / "Messaging isn't right?" / "Your numbers are too high?"
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116
Unpack that for me.
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117
Can you be more specific?
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118
What do you think is going on there?
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119
Tell me more about that?
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120
Why do you say that?
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121
What's a recent example of that?
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122
Why do you do _______ this way?
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123
Why is that important to you?
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124
Can I ask you a difficult question?...
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125
How long has this been a problem?
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126
What’s stopped you from addressing this previously?
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127
How much do you think that's cost you?
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128
What would you do if you could have that back?
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129
What have you tried to do about this? And did that work?
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130
What are your other options to solve this going forward?
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131
Have you given up trying to solve the problem?
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132
What are you currently doing / using today to address _______?
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133
Have you spoken with any other Vendors about addressing this? What did you think of them?
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134
It seems like you're really [NEGATIVE EMOTION] with _______.
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135
Is that at all [NEGATIVE EMOTION]?
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136
It sounds like _______ is creating a lot of [NEGATIVE EMOTION]. Is that accurate?
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137
How do you feel about this?
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138
What'll be the consequence of not addressing this right now?
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139
How would that affect you directly?
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140
Could the higher / longer / bigger [KPI] be adding to your [PROBLEM]?
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141
If you could solve this, what would it mean big picture?
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142
If you could solve this, what would it mean in terms of dollars?
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143
If you could solve this, what would it mean for you personally?
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144
Would [PROBLEM RESOLUTION] be of value to the organization?
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145
What if [PROBLEM] went away?
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146
What does it look like when your [PROBLEM] is solved?
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147
If we could improve the quality of [PROCESS], how would that help?
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148
How much [TIME / MONEY / etc.] would you save if we could reduce [KPI]?
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149
What effect would [PROBLEM RESOLUTION] have on your [KPI]?
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150
If you had lower [KPI], would that cut [PROBLEMS] and improve [DESIRED OUTCOME]?
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151
What if we could speed [PROCESS] by [#]%?
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152
How will success be measured by the business?
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153
What metrics around cost, efficiency or otherwise do you need to achieve?
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154
How will you measure the success of the project?
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155
So if I understand correctly, [UNCOVERED ISSUES] are the things that are causing [PROBLEMS].
But if we could [ADDRESS PAIN], that would [DELIVER BENEFITS] as measured by [METRICS].
Is that correct? Did I miss anything?
OK, we might be able to help you with that.
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156
So besides yourself, who else in the organization is affected by [PROBLEM] and how?
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157
Is [PROBLEM] causing [ PROBLEMS] elsewhere in the business?
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158
Would [TITLE] also be concerned?
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159
From what I just heard, it sounds like this is not just your problem, but really a company-wide problem.
Is that right?
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160
If we could fix that, what would that mean for your business more broadly?
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161
So in your view, what would the ideal [SOLUTION] look like and how do you want it to work?
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162
What specific capabilities are on your "must-have" list?
Is there anything else?
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163
Why is that important to you?
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164
You mentioned [REASONS FOR PAIN].
What if there were a way to [CAPABILITY(IES)], would that help?
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165
So, if you had the ability to [SUMMARIZE VISION], then you could [ACHIEVE GOAL]?
If we prove we can could do that, is that significant enough to jump through all the hoops needed to get it done?
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166
By when do you need this to project live?
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167
By when do you need this in place?
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168
Is there something specific that's driving that timeframe?
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169
Is there anything that could to stop us working together by [DATE]?
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170
Aside from yourself, who else will be involved in making this decision?
Are there any formal boards?
Who owns the final signoff?
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171
Who owns the final sign-off?
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172
Assuming we meet your success criteria, what are the next steps and how long does this usually take?
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173
What are your top business priorities for making this decision?
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174
What are the top technical criteria for making a decision?
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175
How will you calculate the ROI to justify this kind of investment?
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176
Can I ask you a difficult question, is there Budget set aside for this?
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177
Can I ask you a difficult question? Is this a sponsored project?
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178
How do you intend to make this investment?
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179
Is there anyone else who would also benefit from joining us?
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180
Were we able to address all of your concerns today?
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181
Is there anything else I should know about prior to the next meeting?
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182
How do you currently secure your most sensitive IP?
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183
What policies do you have to secure sensitive content?
Which are most difficult to enforce?
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184
What other security tools do you have or are you evaluating to protect content or detect bad actors?
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185
Do you think this is something your org wants to focus in this year, or the following year?
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186
How do you secure access to content when collaborating with external parties?
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187
How do you secure content accessed on mobile and personal devices?
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188
How often are people in your organization using unsanctioned file sharing and collaboration services?
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189
How are you working with IT to get rid of unsecured data silos and processes?
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190
How are you mitigating risk with GDPR or CCPA?
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191
What regulations must you adhere to today?
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192
What’s your information security strategy today around data breaches and how has that changed since the move to remote work?
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193
How do users share content outside the company?
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194
Do you allow email attachments?
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195
What systems do you currently use to store content?
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196
Do you have file networks or SharePoint on-premise or have they been migrated to the cloud?
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197
What systems, besides email, do you currently use to share content? (eg: DropBox / FTP / GDrive / etc)
What percent of the company use those systems?
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198
What does your team do and what's your role?
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199
What role does your department play in relation to others?
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200
How do you work with other departments?
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