Too many solution engineers treat discovery like a checklist. But the best drive discovery like a business consultant, connecting technical depth to strategic impact.
In Robert Riefstahl's Demonstrating to Win!, there's a deceptively simple framework that every revenue-focused technical leader should be using.
Current
"How is your work currently done? Walk me through the gaps in workflow. What systems are you using to get around that?" You're not just documenting. You're diagnosing friction. This is how you identify the pain behind the process, a key to building urgency.
Desired
"What's your vision or ideal solution?" Here's the gotcha: assuming your solution is the answer. Instead, ask this in different language until they describe their ideal outcome in their own words, in positive rather than negative language. The goal isn't to pitch yet. It's to uncover what they want fixed, prioritized, and streamlined, while mapping a way to get them across the bridge to desiring your solution during your demo.
Impact
"If you had a magic wand and this solution was in place, what would be the impact on your time, or better yet, revenue lift?" This is where the ROI narrative gets built. Because if your demo doesn't quantify impact, you're leaving value on the table. Often, you're also losing the deal.
My Take
This framework isn't just for discovery calls. It's a mindset for every customer conversation.
When you approach discovery and demos with Current → Desired → Impact, you elevate the dialogue from features to business outcomes. That's where churn drops. Sales cycles shorten. And solution engineers become trusted advisors.
Have you used a discovery framework that works? I'd love to hear your take.