Discovery Analysis

Goal

Extract and organize the customer's stated goals, pain points, success criteria, and unresolved open questions from a discovery call transcript into a structured deal brief.

Trigger

After a discovery call is completed and a transcript is available for review.

Steps

1. 1

   Analyze the transcript below: $transcript

   • □Transcript is pasted and readable
   • □Speaker labels are identifiable (rep vs. prospect)

   Transcript:
   
   $transcript

2. 2

   Extract the customer's stated and implied business goals. List each goal as a concise bullet, noting whether it was explicitly stated or inferred from context. Flag goals that lack specificity or measurable targets.

   • □At least one explicit goal identified
   • □Implied goals are clearly labeled as inferred
3. 3

   Identify all pain points and frustrations surfaced during the call. Categorize each by type (process, technology, people, cost, risk) and note the severity or urgency signals the prospect used — e.g. words like 'critical', 'blocking', 'every week'.

   • □Each pain is categorized by type
   • □Urgency signals are quoted directly from the transcript
4. 4

   Define the success criteria the customer described — what 'winning' looks like for them. Include any metrics, timelines, or stakeholder expectations they mentioned. Note if success criteria are vague or entirely absent, as this signals a gap to address.

   • □Metrics or KPIs captured where mentioned
   • □Vague or missing success criteria are flagged explicitly
5. 5

   List all open questions that remain unanswered from the call — topics the prospect raised but didn't resolve, areas the rep didn't probe, and critical MEDDIC/SPIN gaps (economic buyer, decision process, budget, competition). Prioritize by deal risk.

   • □Each open question is tied to a deal risk or next action
   • □MEDDIC or qualification gaps are explicitly called out
6. 6

   Produce a final Discovery Brief summarizing: (1) Customer Goals, (2) Pain Points with severity, (3) Success Criteria, (4) Open Questions ranked by priority, and (5) Recommended Next Steps — specific follow-up questions or actions to take before the next meeting.

   • □All five sections are present
   • □Next steps are specific and actionable, not generic

Output format

A structured Discovery Brief with five clearly labeled sections: Customer Goals (bulleted, labeled explicit/inferred), Pain Points (bulleted with type and urgency), Success Criteria (bulleted with metrics and flags for gaps), Open Questions (ranked list with deal-risk rationale), and Recommended Next Steps (numbered action list). Use plain language — no jargon. Keep each section scannable for a 2-minute read.