Establishing business goals and the current Salesforce state in discovery
Key Takeaway
Discovery has two parts: establish the customer's business goals and establish their current Salesforce state. When you record the business, an initiative is what they do now and a strategy is what they plan to do.
Discovery is the work a consultant does to understand a customer before proposing a solution. You learn what the business wants to achieve and how the customer uses Salesforce today. The business goals you find decide what your analysis covers. The current Salesforce state shows what any solution has to work within.
What discovery covers
Discovery is the work a consultant does to understand a customer before proposing a solution. Discovery has two linked parts, and each part gives you something different.
| What you discover | What it gives you | |
|---|---|---|
| Business goals | What the business wants to achieve | The scope of the business analysis |
| Current Salesforce state | How the customer uses Salesforce products and how they benefit from them | The opportunities and constraints any solution must work within |
The scope comes from the customer's business strategies, goals, initiatives and challenges, because those set what the analysis covers. The opportunities and constraints come from analyzing the customer's Salesforce environment.
Discovery leads to strategies that you and the customer co-create from confirmed challenges, so the work targets what matters most to the customer. Discovery also keeps solutions the right size for the customer's needs, so the solutions can deliver on time and within budget. At the end, you and the customer share an understanding of their objectives and challenges.