SaaS skills framework

The outcome of the discovery call is not just a pitch of your product and services but that you have obtained a solid understanding of their situation based on the following information:
S/P: What is their situation & pain
I: What is the impact they need
CE:Is there a critical event (date)
D: What are the decision criteria and decision process
This spells SPICED and it is neededto develop a recurring revenue deal.