A phase, not a fixed weekly promise
A phase describes a set of decisions and acceptance checks; it does not promise delivery within one week or a four-week project.
Reverrr’s current homepage FAQ describes a typical system launch of 2–3 months, depending on context. Scope, infrastructure, data availability and review capacity affect the calendar. The agreement for a project determines its actual milestones. Reverrr: sistemas de adquisición B2B ↗
What to prepare before discovery
Prepare the offer, existing customer context and the decisions that currently block acquisition.
- Describe the problem your offer addresses and the situations where it does not fit.
- Bring examples of accepted and rejected accounts with reasons, using permitted information.
- Identify who handles commercial responses and who can approve scope.
- List existing tools, data sources and dependencies without sharing credentials.
The purpose is to reduce ambiguity before choosing channels or automation. A list of software subscriptions does not explain which account should be contacted or what a useful response would look like. Start with the decision, then identify the data needed to support it.
Separate company fit from the buying role
Company criteria describe the account; the buying role describes who can explain or evaluate the problem.
| Item | Decision to document | Evidence |
|---|---|---|
| Problem | What situation the offer addresses | Buyer description or verified process |
| Account fit | Required and preferred attributes | Source and date |
| Exclusion | What prevents adoption | Explicit constraint |
| Buying role | Who participates and what is unknown | Responsibility, not title alone |
| Commercial handoff | What sales will accept | Shared definition and owner |
Salesforce distinguishes an ideal customer profile from a buyer persona. Keep those units separate when translating discovery into data fields. Salesforce: perfil de cliente ideal ↗
The Spanish guide explains the ICP criteria matrix with account-level examples.
Three discovery decisions to test
Discovery should produce a decision that changes what the team does next.
The decision needs a documented owner and a test before the next phase.
What makes discovery ready for implementation
Discovery is ready when the next team can explain selection, exclusions and the expected handoff without guessing.
- Account criteria and their evidence are recorded.
- Unknowns are named, with a person responsible for resolving them.
- The commercial acceptance rule is understandable to both teams.
- Scope and dependencies are visible before a calendar is agreed.
Continue to system implementation to map these decisions into data and controls.
Connect this phase to the acquisition system
Use the phase output to support the next operational decision and keep its owner visible.
Review the complete methodology and the current scope before expanding work.
For directed acquisition, see the outbound B2B service; for editorial delivery, use the content system.
The LinkedIn B2B content service follows the same need for accurate inputs and clear responsibilities.
In summary
Accept this phase through a documented decision and evidence that another person can inspect. Keep unresolved dependencies visible instead of hiding them behind a calendar label.