Sales Enablement
Playbook

DISCOVERY CALL TEMPLATE (30 min)

[Min 0–5] Introduction
— "Tell me about your team and current infrastructure setup."
— Goal: understand stack (K8s? AWS/GCP? Terraform?), team size, SRE vs shared on-call.

[Min 5–15] Pain Exploration
— "Walk me through your last production incident. How long to resolve? Who was involved?"
— "How many P0s in the last quarter?"
— "What does an hour of downtime cost your business?"

[Min 15–20] Current Process
— "Who's on-call today? Shared or dedicated?"
— "What monitoring stack are you using? (Datadog, PagerDuty, etc.)"
— "Have you tried MSP or contractors before? What happened?"

[Min 20–25] Qualification
— "Do you have budget allocated for DevOps support/tooling?"
— "Who else needs to be in this decision?"
— "Is there a specific timeline — active incident, enterprise deal, board pressure?"

[Min 25–30] Next Step
• Active incident → "We can have a team on this today. Let me send the Emergency Rescue SOW."
• Planning ahead → propose retainer demo + SLA preview
• Not ready → schedule 2-week follow-up, send Emergency Rescue 1-pager