Probing Questions Questions Designed to Uncover Prospects Pains and Needs

Probing Questions These are designed to get your prospect talking about what is going wrong with their environment in terms of what your product alleviates. − How are you using video as communication tool within your organization? − Examples: eLearning, Sales Enablement, corporate communication, knowledge sharing (corporate Youtube), HR policies − Do you have standard infrastructure for storing, managing, and streaming your enterprise videos? − Is your video content easily discoverable through existing enterprise search services (e.g. FAST or SharePoint)? − Is the creation of long-form video (training seminars, recorded LiveMeeting/WebEx sessions) becoming a knowledge management challenge? − Are engagement rates (e.g. % of users watching a video to completion) of corporate or online video at the desired level? − (For regulated businesses only) Is video content that is being created in your organization properly accessible to governance processes?

Qualification Questions: What do you need to know about their environment for the next conversation? − Do you use video or plan to use video for training, collaboration, knowledge sharing, corporate communication, marketing, sales enablement or other communication functions? − Do any of your business units use SharePoint for enterprise content management and collaboration?

Timeframe Is this an active project? When would you like a solution in place? What does your fiscal year start? What other alternatives are you looking into?

Budget Has there been budget approved for a project like this? How much is this costing you now? What is the source of your budgeted dollars? Would budget be able to be re-allocated? What price range are you trying to stay within?

Decision Maker What is your role in the decision making process? Who is the decision maker/who makes the final decision? Who else/other depts. will be involved? Names and titles? To be included in the initial meeting? Who will release funds? What are the steps involved to release funds? What will the decision maker need to see to sign off?