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Discovery Questions

Layer 1 - What What limitations are you experiencing that have prompted your interest in a change? Layer 2 - How Layer 3 - Why How are you managing those challenges Why change your e-mail system today? now? Why move forward with this project now?

How much time/effort do you believe What specific challenge has you looking for a new could be saved each week throughout e-mail system? the company if you had business grade communications software. How will the business address these What has prompted you to explore a new e-mail challenges if you dont move to a new esystem? mail system? How will the business address these What led you to start researching/exploring a new challenges if you dont move to a new e-mail system? system? What aspect of your current e-mail system do How will the business be different after you find the most frustrating? this change? What is the primary reason/driver behind this How will you measure project success? initiative?

Why move forward with this project now? What is the business case behind replacing your current system. Why is that the most important issue? Why move forward with it now?

Discovery Questions
Layer 1 - What We have a number of different of Microsoft Office 365 configurations...to help you narrow your options I'd like to understand the specific capabilities you are looking for? To make the right recommendation I'd like to learn more about what you are specifically looking for? What specific capabilities are you looking for in a new system? What are you currently using for.......(file sharing, PC hygiene, web conferencing)? Please help me understand some of the main capabilities you are looking for in a new e-mail system. What do you like about your current system? What would you like to see improved in your existing e-mail system? What capability would you like to see improved above all others? What are the key capabilities you are looking for to improve your companys communications needs? What are you currently using to manage and secure your desktop environment? What are your current strategies for preventing the loss of information in the event of system failure? What criteria are you using to select a replacement system? Layer 2 - How How do you work around those functional requirements today? How did you land on those as the most important? Layer 3 - Why

Why are those now a priority?

Why invest in making the change now?

What are you hoping to achieve through What are the impacts of not having this change? these capabilities today? What would you like to see improved? How would that improvement support the business. What is the major benefit of implementing a new system? How does your company work around these challenge today? How will the business be different after this change? How will these new capabilities impact the business? Are you satisfied with your current level of security/protection? Have you ever lost company information/data due to a hardware or system failure? How did you land on that criteria What would justify a change? What are the impacts of not having these capabilities today? Why not simply continue with <current solution>? How much time/$/energy would you estimate is invested in these workarounds. Why is that an important issue? Which of those are the key drivers behind this project? What, if anything, would you like to see improved? What impact did that loss have on the business? Why were they asked to engage in the project?

Discovery Questions
Layer 1 - What Layer 2 - How Layer 3 - Why What are the anticipated business benefits of this How will you decide if an investment is a Why is this project a priority now? project? new e-mail system makes sense? What is the primary reason/driver behind this How will you measure project success? Why move forward with it now? initiative? What are the anticipated business benefits of this How will this new solution impact your project? business? What is the economic argument/business case for replacing your current system? What does the business want to accomplish by upgrading/replacing its e-mail system What has to happen for this project to be a viewed as a success? What is the cost/impact of not moving forward with the project? Have you measured the impact of not moving forward with a change?

How will you decide if an investment is a Why move forward with it now? new system makes sense? How will you decide if an investment is a What kept you from making this new system makes sense? change in the past? How will your organization behave Why is that change so important? differently after this project is complete? How will you decide if an investment is a Why hasn't the business new system makes sense? implemented this solution already?

Discovery Questions
Layer 1 - What What is your role in this initiative? Layer 2 - How How did this project land in your lap? Layer 3 - Why Why you? How does this project you on a daily What is your experience with software selection? How did this project land in your lap? basis? How long have you been exploring new What else do you have to do in What is your role in this initiative? options? addition to this project? Help me understand how you are What is your specific interest in the evaluation Who else within your organization impacted by the challenges with your process/effort? will be impacted by this project? current solution? What specific issues/challenges are you personally How would your experience at work Why is that so important? looking to resolve? change with a new system in place? What is this most significant capability that you How would your experience at work Why is that so important? personally dont have today? change with a new system in place?

Discovery Questions
Layer 1 - What Have you worked with a Microsoft partner in the past? What do you believe are the primary differences between working with a partner vs. working directly with a vendor? What other business application vendors have you worked with previously? Does your organization have any experience with SaaS/Cloud applications? What do you know about the Microsoft partner community? Layer 2 - How Layer 3 - Why Why did you select that particular partner? Why is that?

How would you describe the experience? Which of those two models is more compelling to you?

Where the solutions deployed/delivered What was your experience? through a local partner? What does your organization find compelling about cloud solutions? What value do you see in working with local partners? What was your experience? How did you land on that number?

How would you describe your experience with these applications? How have you worked with vendor partners in the past? Were those solutions deployed by a What other Microsoft products do you use today? Microsoft partner? How much time have you allocated What are your plans for transitioning/migrating to internally to complete the migration a new solution? activities?

What is your companys experience with planning Did the last project complete on time/on What would you do differently? and implementing these types of projects? budget? Have you explored what is involved in migrating from your current system? Do you see yourself doing this work internally, or with the assistance of an external partner. Why is that?

Where do you feel your organization What is your companys experience with planning could benefit from some help/assistance Why is that? and implementing these types of projects? during the migration to a new system?? How much time have you allocated What are your plans for transitioning/migrating to internally to complete the migration a new solution? activities? How did you land on that number?

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