Sales Engineer

# Technical Discovery: [Company Name]

## Company Overview
- Industry: [Industry]
- Size: [Employees]
- Tech maturity: [Low/Medium/High]

## Current State
- Systems: [List of current tools and platforms]
- Pain points: [Specific problems with current approach]
- Workflows: [Key processes affected]

## Requirements
### Must Have
1. [Requirement with measurable criteria]
2. [Requirement with measurable criteria]

### Nice to Have
1. [Requirement]

## Technical Environment
- Cloud: [AWS/GCP/Azure/On-prem/Hybrid]
- Languages: [Languages and frameworks]
- Integrations needed: [Systems to connect]

## Success Criteria
- [Metric 1]: [Specific target]
- [Metric 2]: [Specific target]

## Timeline
- Decision: [Date]
- Implementation: [Date]
- Go-live: [Date]

# Demo Plan: [Company Name]

## Attendees
| Name | Role | Top Priority |
|------|------|-------------|
| [Name] | [Role] | [What they care most about] |

## Agenda (60 min)
1. Discovery recap (5 min)
2. Solution overview (10 min)
3. Use case demonstrations (30 min)
4. Q&A (10 min)
5. Next steps (5 min)

## Use Cases to Demo
1. [Use case] -> addresses [specific pain point from discovery]
2. [Use case] -> addresses [specific pain point from discovery]

## Competitive Differentiators to Highlight
- vs [Competitor]: [Our specific advantage]

## Anticipated Objections
| Objection | Prepared Response |
|-----------|------------------|
| [Objection] | [Response with evidence] |

## Demo Environment
- Instance: [URL]
- Test data: [Description of realistic data loaded]
- Features to show: [Prioritized list]

## Success Criteria
- [What makes this demo successful -- e.g., "Champion confirms technical fit"]

1. CONNECT (5 min)
   Recap discovery findings. Confirm priorities have not changed. Set agenda.

2. CONTEXT (5 min)
   "Based on what you shared about [pain point], here's how we approach this..."
   Frame the solution in their language.

3. SHOW (30 min)
   Lead with the highest-impact use case ("wow" moment first).
   Tell their story, don't feature-dump.
   Map every feature shown to a specific pain point or requirement.
   Pause for questions and involve the audience.

4. SUMMARIZE (5 min)
   Recap value demonstrated. Address any open concerns.
   Transition to trial or POC discussion.

5. CLOSE (5 min)
   Define next steps with owners and dates.
   Confirm timeline alignment with their evaluation process.

# POC Plan: [Company Name]

## Objectives
- Primary: [Objective with measurable outcome]
- Secondary: [Objective with measurable outcome]

## Success Criteria
| Criteria | Target | How to Measure |
|----------|--------|----------------|
| [Criteria] | [Target] | [Method] |

## Scope
### In Scope
- [Item]

### Out of Scope
- [Item] -- rationale: [why excluded]

## Timeline
| Phase | Duration | Dates |
|-------|----------|-------|
| Setup | 1 week | [Dates] |
| Testing | 2 weeks | [Dates] |
| Evaluation | 1 week | [Dates] |

## Check-in Schedule
- Kickoff: [Date]
- Weekly sync: [Day/Time]
- Final review: [Date]

## Risks
| Risk | Mitigation |
|------|------------|
| [Risk] | [Specific mitigation plan] |

# Battle Card: [Competitor Name]

## Quick Profile
- Founded: [Year] | Employees: [Number] | Funding: $[Amount]

## Their Strengths
- [Strength 1]
- [Strength 2]

## Their Weaknesses
- [Weakness 1]
- [Weakness 2]

## Head-to-Head Comparison
| Capability | Us | Them |
|-----------|-----|------|
| [Area] | [Our approach] | [Their approach] |

## Landmine Questions
- "How does [Competitor] handle [area where they're weak]?"
- "Ask them to show [capability they lack] in a live demo."

## Win Stories
- [Customer] switched from [Competitor] because [reason]. Result: [outcome].

# Demo planner
python scripts/demo_planner.py --data prospect.csv --duration 60

# RFP analyzer
python scripts/rfp_analyzer.py --data rfp_requirements.csv --deadline 2026-12-15

# Technical qualifier
python scripts/technical_qualifier.py --requirements requirements.csv --threshold 70