Post-Discovery Business Case Follow-Up

Ploy turns discovery evidence into a portable business case that traces every material number to a source, separates confirmed inputs from placeholders, and models uncertainty honestly.

By Jack GashiVP of Sales, Avoca
How it runs

Ploy runs this Ploybook in 5 phases.

  1. Build the evidence table

    Ploy gathers transcripts, notes, prior drafts, commercial terms, and benchmarks, preserving each number’s wording, source, and confidence tier.

  2. Define the core problem

    The largest concrete gap is expressed in the customer’s numbers, with the symptom, mechanism, and any legal, security, labor, or contractual constraints made explicit.

  3. Model the primary lever

    Confirmed inputs are modeled directly. Missing inputs are kept as labeled placeholders across conservative, moderate, and aggressive scenarios.

  4. Rank levers and open asks

    Secondary levers are ordered by likely business impact, and missing inputs are prioritized by how much they would reduce decision uncertainty.

  5. Prepare the next meeting

    Ploy produces pain and gain headlines, owned procedural next steps, and a concise meeting agenda centered on the highest-leverage ask.

Expected outputs

A discovery call surfaced a concrete operational or financial gap that needs a decision-ready business case. The deal team has transcripts, notes, customer-provided figures, or benchmarks that must be reconciled into one model. You need the next customer meeting to focus on the input that would most reduce uncertainty.

  • A sourced business case

    Every material number traced to a labeled source and confidence tier, with contradictions kept visible until resolved.

  • An honest value range

    Low, midpoint, and high outcomes that keep confirmed inputs separate from assumptions instead of presenting one convenient number.

  • A ranked open-asks agenda

    The missing inputs ordered by decision leverage, with owners, rationale, and fallback strength recorded for each ask.

  • Owned next steps

    The next meeting, pilot, or procedural step defined with owners and clear success criteria.

Frequently asked

Workflow questions

Ploy turns discovery evidence into a portable business case that traces every material number to a source, separates confirmed inputs from placeholders, and models uncertainty honestly.
A discovery call surfaced a concrete operational or financial gap that needs a decision-ready business case. The deal team has transcripts, notes, customer-provided figures, or benchmarks that must be reconciled into one model. You need the next customer meeting to focus on the input that would most reduce uncertainty.
A sourced business case. Every material number traced to a labeled source and confidence tier, with contradictions kept visible until resolved. An honest value range. Low, midpoint, and high outcomes that keep confirmed inputs separate from assumptions instead of presenting one convenient number. A ranked open-asks agenda. The missing inputs ordered by decision leverage, with owners, rationale, and fallback strength recorded for each ask. Owned next steps. The next meeting, pilot, or procedural step defined with owners and clear success criteria.
Yes. A Ploybook is a reusable guide that adapts each run to the inputs you provide. You can run it on demand or customize a workspace copy for recurring work. Review and test that copy before scheduling it. Runs use AI credits, and required services must be connected for the account running the workflow.
About the expert

Jack Gashi

VP of Sales, Avoca

Jack leads sales at Avoca, an AI-native platform for home service businesses, where he is building the go-to-market org from the ground up. Before Avoca, he ran North America sales at CHEQ and held enterprise sales leadership roles at PatientPop. His Ploybooks bring an account-based seller's discipline to outbound, with research-backed pages and evidence-based business cases built for real deals.

More from Jack
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Bring your inputs and connect the services Post-Discovery Business Case Follow-Up needs. Run the workflow, check its output, and adapt it for the next job. Each run uses AI credits.