SaaS Discovery and Qualification

Acknowledgement: Shared by Peter Bamuhigire, techguypeter.com, +256 784 464178.

Use When

• A SaaS bid needs ICP articulation, Critical Event naming, pain-chain construction, impact quantification per role, and decision-process mapping.
• The buyer is enterprise, regulated-industry, or premium-priced, and a Bain/EY/McKinsey-grade Understanding of the Assignment section is expected.
• The ToR is incomplete and the agency must surface buyer logic through declared assumptions and clarification requests.
• The agency must produce an evaluator-ready proposal that demonstrates qualified, defensible, buyer-aware thinking.

Do Not Use When

• The engagement is not SaaS-related (use sales-discovery-and-objection-handling/ for general discovery).
• The proposal is purely a price response with no buyer-logic content.

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