Run discovery with the Co-Session Discovery Guide

Use this play when you have a discovery call and a value model that already holds market estimates for the customer. The Co-Session Discovery Guide lets the customer correct those estimates on the call, with the model updating as they do.

Before you start. The deal needs a customer model. If the deal still shows "Researching…", wait for it to finish before you create the guide.

The situation

You have a discovery call booked. The value model has drivers and market estimates for this customer, and you want their real figures. Asking for them by email after the call takes weeks and often never lands.

Why it matters

Discovery run from a blank page produces notes. Discovery run against a working estimate produces confirmed variables. The Co-Session Discovery Guide is the live, collaborative version of the Discovery Guide: you and the customer look at the same working estimates and value drivers, they correct what is wrong, and every correction is recorded as theirs.

Steps in valueIQ

Prepare with the internal guide first. Deal → Value Stories panel → + New Value Story → Discovery Guide. This template is internal only: discovery questions grouped by topic, with seller-only "listen for" notes on what a good answer sounds like. It is never shown to the buyer.
Create the co-session version. Same panel → + New Value Story → Co-Session Discovery Guide. The questions sit beside the working estimates and value drivers they feed, so you walk through both with the customer.
Invite the customer. Open the story → Share → enter their email → Send invite. They join through a sign-in link. Field-level locking and presence mean your edits and theirs do not collide.
Run the call from the guide. Work through the topics. When a question lands on a variable, ask for their figure. The customer confirms or corrects uncertain variables in the interactive confirmation flow. Because the story renders live against deal data, the estimate updates as soon as a variable changes. On the deal page, the Deal Metrics bar shows "Recalculating…" while the model recomputes.
Capture the answers. The Q&A capture step packages the confirmed variables and answers, with "customer said" attribution, into the deal's chat context. The Deal Copilot uses it from then on.
Check what changed. Customer Model → Variables tab. Confirmed values now show customer-confirmed chips. A new confirmation supersedes the previous one, and the full history is kept.

Tip. Before the call, ask the Deal Copilot for a plan: "I'm running a discovery call tomorrow with [role] at [company]. Use the Smart Questions for Discovery to help me build a 5-question call plan, and add context based on our value model."

What to say

Lead with the estimate. "We've built a starting model from public data. These are market estimates, so some of them will be wrong for you. Tell me where."

Then, per variable: "We have [market estimate] for [variable]. What is it for your team?" When they give a number, ask them to confirm it in the guide so it is recorded as theirs.

What good looks like

The variables behind your top drivers carry customer-confirmed badges by the end of the call.
The expected value at the end of the call differs from the one at the start, and you can say why.
The Q&A capture has the customer's own words attached to the numbers.
Your next story, a Sales Deck, is built on confirmed inputs rather than estimates.