Discovery

Stage definition

Account executive has run honest discovery and either advances the deal with documented buyer constraints + structural-advantage map, or disqualifies (DP2 honest discovery).

Required advancement evidence

Per CE1 (conversion as compound function) and CE2 (honest discovery), every advancement out of Discovery requires the following evidence captured in the deal record before the transition is recorded.

• buyer_constraints_documented
• structural_advantage_map_built
• champion_identified