Describe the moment. Who is doing it, where they are and what they're trying to get done. A good answer names a person and a job, not a feature.
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Describe what happens today instead. The workaround, the thing that gets skipped, the moment it falls apart. Be specific about who feels it and when.
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Put a number on it. Minutes per appointment, deals per month, reps who give up on it, dollars. Your best guess counts. A blank does not. This is how we decide what to build first.
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