Perform broad and guided discovery

When talking to potential customers, find out if they need Adobe Substance 3D by asking qualifying questions about their needs.

Your mission at the discovery stage is to collect information about your customer's business problem and then demonstrate that you understand their needs.

TIP: Keep it conversational. Remember to listen to the customer’s needs.

Depending on their answers, you can determine if they are good candidates for Adobe Substance 3D and share its benefits.

1. Explore the customer's needs

Ask the right discovery questions. Start with questions about their current software environment and needs and then ask more specific questions based on their role (persona) in the company (for example, IT vs. creative manager).

Always listen to understand instead of listening to respond. And take detailed notes.

• Are you already using any Substance 3D software within your team/company?
• Do you have a current subscription with another texturing or 3D software? If so:
  • When does it expire?
  • How are you managing your 3D texturing and 3D materials library?
  • What do you need that's missing from your existing 3D software? 
• Describe what your workflow is like for your team:
  
  • Who do you work with (3D artists, designers, and so forth)? 
    Learn more about Substance 3D benefits by persona.
  • What type of software do you currently use for texturing, modeling, staging, and so forth?
  • Do you perform in-person photo shoots? Are 3D steps included in your content production process?
• How many users do you manage? Do you think your team will grow in the coming months or year?
• As an admin, are you also a 3D software user?
• Do you currently use other Adobe services and at what level (teams, enterprise, or individual)?

Find discovery questions for each target persona >

Find discovery questions for virtual photography >

2. Create an iPOV

The information you gather during discovery will help you create a short initial point of view (iPOV) presentation that confirms the customer's challenges and business objectives, so you can demonstrate that you understand their needs and you know how Substance 3D can solve them. 

Download the iPOV template for Substance 3D from the sidebar, and complete the presentation by editing slides 1 and 3 to tailor them for your customer.