Solutions Consultants and Sales Engineers at SaaS companies
Preparing for a first discovery call with a new enterprise prospect to understand their travel and expense management processes.
Use cases
About
The Discovery Notes mind map template is a structured interview guide used by Solutions Consultants at SAP Concur to conduct discovery sessions with prospective clients. It covers 98 nodes across 11 key areas, including Introductions, Pains/Priorities, Travel Policy, Expense Policy, Mobile, Credit Cards/Payment, Approval & Reimbursement, Accounting, Reporting, and Closing. This template helps consultants systematically capture client needs, pain points, and processes to tailor product demos. Key nodes like 'What causes frustration or pain with your current process?' and 'How do you communicate your travel policy to employees today?' drive the conversation. The mind map is organized as a radial tree with a central 'Discovery Notes' root, making it easy to navigate during live sessions. This Discovery Notes template is an essential cheat sheet for sales engineers and implementation consultants.
Terms and ConditionsWhen to use this template
Implementation Consultants and Product Managers
Conducting a needs assessment during a software evaluation to map client pain points to product features.
Sales Enablement Managers and Onboarding Specialists
Training new sales team members on structured discovery questioning techniques for complex B2B sales cycles.
How to use this template
Step 1
Open and Navigate Discovery Branches
Download the Discovery Notes file and open it in Xmind to access the structured radial tree covering eleven key areas like Pains, Travel, and Expense policies.
Step 2
Capture Real Time Client Responses
During the discovery session, expand the relevant nodes and type client feedback directly into the response branches to systematically document their specific pain points and processes.
Step 3
Analyze Data for Demo Planning
Review the captured notes and the Demo Flow branch to tailor your product presentation and finalize client details for a smooth handoff to the implementation team.
Frequently asked questions
The template includes 98 nodes across 11 categories: Introductions, Pains/Priorities, Travel Policy, Expense Policy, Mobile, Credit Cards/Payment, Approval & Reimbursement, Accounting, Reporting, Closing, and Demo Flow. Each category contains targeted discovery questions and response placeholders.
Open the .xmind file in Xmind, then navigate through each branch during the discovery call. Start with Introductions, then follow the order to capture pains, policies, and processes. Use the 'Responses' nodes to record client answers in real time.
Yes, the template is fully editable in Xmind. You can add, remove, or modify nodes to fit your specific discovery framework. It can also be exported as PDF or image for printing.
The 'Demo Flow' branch lists key product areas to demonstrate based on discovery findings, such as Travel, Trip Link, Receipt Capture, Expense, Approval, Mobile, Integration, Expense Pay, and Reporting. It helps tailor the demo to client needs.
Absolutely. The 'About' branch includes fields for Industry, Number of employees, Mission/Goals, Growth, and Contacts. You can adjust questions in each category to align with specific verticals or company sizes.
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