Converting Interest into Revenue

Design Your Customer Engagement Process

Use a structured, repeatable discovery format—what we call the 4 Boxes Framework:

1. Current workflow — “How do you do this today?”
   
2. Pain point — “What breaks most often?”
   
3. Impact of pain — “What does it cost you (time, money, reputation)?”
   
4. Desired future state — “What would amazing look like?”

For prospective Buyers, the goal is to uncover measurable pain that ties to business value.

For Users, there are different motivations to adopt new products and the key is to understand the primary benefit they are seeking.