{"id":28416,"date":"2022-09-13T13:00:14","date_gmt":"2022-09-13T20:00:14","guid":{"rendered":"https:\/\/greatdemo.com\/?p=28416"},"modified":"2026-09-15T19:32:13","modified_gmt":"2026-09-15T19:32:13","slug":"discovery-on-the-fly-some-plane-thinking","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/discovery-on-the-fly-some-plane-thinking\/","title":{"rendered":"Discovery on the Fly? Some Plane Thinking"},"content":{"rendered":"

[A slightly edited excerpt from the new book Doing Discovery<\/em><\/a>]<\/p>\n

\u201cOn the fly\u201d is generally defined as doing something rapidly, without preparation, and on the spur of the moment. Most software organizations would refine this to combining<\/em> a demo with discovery \u2013 a \u201cdisco-demo\u201d \u2013 often characterized by alternating between showing capabilities and exploring the prospect\u2019s level of interest.<\/p>\n

The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the \u201cBook a Demo\u201d button. After all, they want to see a demo, right? We\u2019ll just ask them a few questions along the way\u2026<\/p>\n

Losing Airspeed\u2026<\/strong><\/p>\n

Sadly, these questions are often less about actual discovery and more focused on what the prospect is seeing in the demo, such as, \u201cWhat do you think of this feature?\u201d or \u201cCan you visualize your team using this?\u201d By definition, when you are showing your software in a demo, most of your questions \u2013 and your prospect\u2019s questions \u2013 will be centered on the software<\/em>. After all, humans are visual creatures and we tend to react to what we are seeing.<\/p>\n

That\u2019s one of the major challenges \u2013 and risks \u2013 of attempting Discovery on the Fly. There is an extremely strong tendency for vendors to focus on the capabilities of their software, largely ignoring the many (many!) other discovery topics. Accordingly, it often takes the form of a standard \u201cintro\u201d demo, with a few questions mixed in along the way.<\/p>\n

So why is this problematic? Let\u2019s start with an analogy\u2026<\/p>\n

Visualize a photo of a 1930\u2019s airplane flying at 10,000 feet (3048 meters), with the pilot trying both to fly the plane and troubleshoot a balky engine. It is pretty difficult for that pilot to look anywhere but<\/em> at the plane\u2019s instruments and certainly not<\/em> a time to enjoy the view (which is truly terrific, but the pilot can\u2019t spare time to take it in).<\/p>\n

But wait, there\u2019s more! There are two other planes headed right for the pilot\u2019s plane, but the pilot doesn\u2019t see them coming\u2026 And<\/em> there is also a bank of very dark and dangerous storm clouds dead ahead. But again, the pilot is fully occupied by keeping the wings level and trying different fuel\/air mixture combinations, switching tanks, checking the electrical system\u2026<\/p>\n

That\u2019s one of the biggest challenges with Discovery on the Fly: you are fixed on the immediate problem and ignore everything else. You focus on your software\u2019s features and are likely to ignore other discovery topics and opportunities.<\/p>\n

Flying on Instruments<\/strong><\/p>\n

Let\u2019s say our pilot has fixed the problem with the engine and all appears well again. The plane enters a bank of clouds and visibility drops to zero, forcing the pilot fly completely on instruments with no input from outside.<\/p>\n

This is perhaps a more accurate analogy for doing Discovery on the Fly, because all that can be examined is within the airplane itself. There is no exploration of the territory the plane is flying over; no ability to determine forest from desert or even land from sea.<\/p>\n

Is there a city nearby? Can\u2019t tell. Countryside and farms? Don\u2019t know. Mountains ahead? Unknown. All the pilot can see is the mist of the clouds surrounding the plane.<\/p>\n

In doing Discovery on the Fly, this is similar to focusing solely on the software being presented. And while there are no limitations to asking other discovery questions that go beyond the screens being viewed, most presales and salespeople act as if they are on instruments, focusing only on the software.<\/p>\n

They miss the opportunity to explore pain more deeply, uncover Related Pains, investigate Impact, examine Value, Demographics, Environment, Culture and other important elements of discovery. Like our pilot, they have their heads in the clouds \u2013 or more accurately, their software.<\/p>\n

A loss of visibility is only one risk, however\u2026<\/p>\n

Stalling Out \u2013 \u201cBuying It Back\u201d<\/strong><\/p>\n

Attempting Discovery on the Fly often causes the negative result known as \u201cBuying It Back\u201d. In a traditional demo \u2013 and, in principle, any demo done without prior discovery \u2013 each capability you show will fall into one of the following categories:<\/p>\n