API Person

The last conversation went well, but taught us little

The team reports a positive call. The notes describe interest and features discussed, but not the customer’s current process, problem, consequences or desired change.

A useful distinction

Can we explain the consequence of the problem in the customer’s terms?

The consequence was discussedThere is some evidence of business impact, although the notes are incomplete.The consequence was not exploredThe discussion stayed at the level of interest, features or general pain.
Not sure yet: general approach