COMPLEX TECHNICAL DISCOVERY™: A progressive, architecture-fi rst guide to using the Technical Sales Alliance - Customer Discovery Calculator (COMPLEX TECHNICAL PRE-SALES SOLUTIONS)

By Tony DeGonia

DISCOVERY IS NOT A MEETING. IT IS A DECISION DISCIPLINE.

Effective technical discovery requires more than completing a questionnaire. It
requires understanding the customer's people, priorities, business drivers, risks,
constraints, current environment, and desired outcomes-without making the
conversation feel like an interrogation.

Complex Technical Discovery(TM) provides a progressive, architecture-first
approach to planning, conducting, documenting, and advancing complex
customer discovery. Built from the seven-stage decision framework introduced
in Complex Technical Pre-Sales Solutions(TM), this practical guide explains
how to gather the right information, distinguish evidence from assumptions,
identify what remains unknown, and determine what must happen next.

Inside, practitioners will learn how to:

- Prepare for productive customer conversations
- Explore business, technical, operational, and security requirements
- Use conversational bridges instead of disconnected questions
- Document evidence, assumptions, risks, and dependencies
- Close discovery sessions with clear ownership and next steps
- Conduct progressive deep dives and after-action reviews

Designed as the official companion to the Technical Sales Alliance Customer
Discovery Calculator, this guide helps Sales Engineers, Solutions Architects,
consultants, and technical sellers turn customer information into shared
understanding-and shared understanding into better decisions.

• Format: Paperback
• Language: English
• ISBN: B0HCKST47G
• ISBN13: 9798190001563
• Release Date: July 2026
• Publisher: Independently published
• Length: 93 Pages
• Weight: 0.30 lbs.
• Dimensions: 9.0" x 0.2" x 6.0"