Sending technical fit questionnaires to prospects kills deals... so I'm fixing it.
I've seen so many deals die on the vine because customers don't want to fill out a 50 line excel spreadsheet of their systems to make sure it matches our requirements. Why do we keep doing this!?
I have been working in b2b enterprise product teams for a decade. We're in a unique place right now where we can really shrink the time for our Sales Engineers, Forward Deployment, Technical Solutions Engs, whatever fun job title the company likes to come up with, to get from identifying a prospect to making sure technical fit.
That's why I'm building Scoped.
Instead of sending over a questionnaire, you have your system requirements built into the system. Your prospect can upload technical specs, or even previously filled out questionnaires for other tools, we sanitize, structure and compare the documents. You get notified immediately, see the compatibility, and even get a generated response to send back to the prospect if there are any gaps.
A technical questionnaire feels costly when the prospect has not yet experienced enough value to justify the work. I would prefill what you can, ask only questions that change the fit decision, and return an immediate recommendation so the exchange creates value for both sides.