Paid Discovery: How to Monetize the Discovery Process

In non-commoditized business-to-business (B2B) and business-to-consumer (B2C) markets for products and solutions that cost thousands of dollars or more, building trust is a crucial component of the pre-sale phase.

Prospects don’t make big-ticket investments without a lot of confidence in both the solution and the company. You can’t close a $50,000 to $100,000+ deal on the strength of an initial consultation or even a demo.

For software vendors and manufacturers, prospects may not even want to see a demo because they don’t want a sales rep conducting a dog-and-pony show for something they’re not even sure they need.

The Value of Solid Due Diligence

A paid assessment,