Sales & Business Development
Requirements Discovery
Understand what the customer actually needs the technology to accomplish, before any product is selected.
- Trigger
- Opportunity is qualified.
- Owner
- Estimator
- Participants
- Inputs
- Qualified opportunity.
- Customer context from Qualification.
Steps
- Discuss the business problem and operational objective with the customer.
- Identify affected users, stakeholders, and areas.
- Capture desired system behavior and operational constraints.
- Distinguish critical requirements from nice-to-haves.
- Note known customer policies and customer responsibilities.
- Record known unknowns that need follow-up.
Decision points
- Is there enough information to proceed to Assessment, or do unresolved unknowns block it?
- Outputs
- Structured Operational Requirements list, with a known-unknowns log.
- Failure / exception path
- Critical unknowns remain — Assessment proceeds cautiously with unknowns flagged; Design Validation later requires them resolved or explicitly accepted before Estimate.
Candidate system state transition
Opportunity → REQUIREMENTS_DEFINED
Operational requirements captured — the opportunity is ready for Integrated Assessment.
Documented for Phase 2 — no state machine exists yet.
Related system objects
Related lifecycle stages
Related standards
Related forms
None yet
SOPs
None yet
Future automation opportunity
Prefill known customer/site context from the opportunity record, so discovery starts from what is already known, not a blank page.
Required data
- Business problem summary
- Operational objective
- Affected stakeholders/areas
- Critical requirements list
- Known unknowns log