STEP 1 — ICP AND PAIN MAP - ICP: Mid-size banks (200-1000 employees), Heads of Compliance. - Pain 1: Manual reporting takes 20+ hours/week. - Pain 2: Audit prep is stressful and error-prone. - Pain 3: Compliance costs are rising. STEP 2 — DISCOVERY QUESTIONS 1. "How much time does your team spend on manual compliance reporting?" Purpose: Quantify pain. Follow-up: "What would you do with 20 extra hours?" 2. "How do you currently prepare for audits?" Purpose: Understand process. Follow-up: "What's the biggest bottleneck?" 3. "What happens if an audit fails?" Purpose: Uncover risk. Follow-up: "Have you ever had a close call?" 4. "Who else is involved in compliance decisions?" Purpose: Map stakeholders. Follow-up: "How does the CFO weigh in?" 5. "What's your timeline for solving this?" Purpose: Qualify urgency. Follow-up: "What's driving that timeline?" STEP 3 — OBJECTION RESPONSES 1. "We already have a solution." Response: "Most teams do. The question is: are you getting 20 hours back?" Proof: Case study. 2. "Too expensive." Response: "Compared to manual work, this pays for itself in 3 months." Proof: ROI model. 3. "We can build it in-house." Response: "Most teams find it takes 2x longer. Want to compare timelines?" Proof: Comparison chart. STEP 4 — 30-60-90 DAY RAMP PLAN - 30 days: Learn product, shadow 5 calls. Goal: 10 discovery calls. Metric: 1 qualified opportunity. - 60 days: Run 20 discovery calls. Goal: 5 qualified opportunities. Metric: 1 demo booked. - 90 days: Run 30 discovery calls. Goal: 10 qualified opportunities. Metric: 1 deal closed. STEP 5 — PLAYBOOK SCORE Clarity: 9/10. Adoption: 8/10. Improvement: Add a one-page cheat sheet for quick reference.