Discovery questions
Answer what you learned on the call. The scope updates as you go.
Checks
At a glance
Bill of scope
Why this scope
Leadership package
Everything your leadership will ask for, in one document.
A catalog file defines one product: its questions, plans, rules and outputs. Import a new file and ScopeOut reconfigures, with no code changes. Files are checked before anything loads.
Packaging
Estimating and thresholds
Discount limits
What each website visitor sees
Sellers always see list price. With no price book loaded, every visitor sees "pricing on request".
Rules
Each rule can only raise the requirement. The strictest rule sets the plan, and every decision lands in the trace.
Simple rules are built here. Calculated rules, like the services estimate, live in the catalog file.
Packaging data file
Imported files are checked row by row and land in the draft. Nothing reaches reps until an admin publishes.
Change log
Every published change, who made it and when. Scopes record which version they were built on.
Buyer summary
Paste into a proposal or follow-up email.
CRM payload
Deal properties and line items, typed for the CRM. No re-keying.
Email to prospect
Getting started
Your first scope takes about five minutes.
- Type the prospect's company name, or load one of the example scenarios to see how a finished scope looks.
- Answer the questions as you learn the answers on the call. You don't need them in order. Tap i on any question for what to listen for and what to ask next.
- Watch the Checks panel. A warning means ask another question, or route the deal to a solutions engineer before quoting.
- Read Why this scope so you can explain the plan to the buyer in one sentence.
- Open Output and copy the buyer summary into your follow-up email, or the CRM payload into the deal.
Key terms
How the plan is chosen
Seller and buyer views
| View | Who it's for | What they see |
|---|---|---|
| Seller | Reps and solutions engineers on a call | All questions with coaching tips, every check, the rule trace, list prices and the CRM output. |
| Buyer: quick overview | Executives deciding whether to look closer | Six questions and an at-a-glance summary. Pricing follows the setting for this audience. |
| Buyer: scoping a project | Directors building a case for approval | All questions, the full scope and a leadership package. Pricing follows the setting for this audience. |
Buyers never see internal flags such as SE review or services gaps, or the rule trace.
Roles and access
Reps can see the packaging but can't change it, and can discount up to the rep limit. Bigger discounts need a sales manager. RevOps admins edit packaging, rules and pricing visibility in a draft, then publish it to every rep at once. Each publish is recorded in the change log.
| Role | Can do |
|---|---|
| Sales rep | Build scopes, share buyer summaries, view packaging and the change log. |
| Sales manager | Everything a rep can do, plus approve or decline discounts between the rep limit and the approval ceiling. |
| RevOps admin | Everything a rep can do, plus edit packaging, price books, discount limits and rules (including new rules from the rule builder), import catalog and CSV files, set what website visitors see, and publish. |
| Solutions engineerplanned | Approve deals flagged for SE review, and override a plan with a recorded reason. |
| Finance approverplanned | Second approval before any price book change is published. |
| Partnerplanned | Scope with a partner price book, limited to the plans that partner resells. |
Question reference
Settings reference
These live on the Admin tab. Changes apply to every new scope immediately.