Question bank
Questions for top-account change-of-control interviews
Run the first six before the announcement and the rest after
Nine reusable questions for interviewing the buyer, the daily owner and the renewal owner at a target's largest customers. The first six are written for before an announcement and never mention ownership. The last three are for after it. Swap in the product name and run them as written. The full guide in the playbook adds follow-up probes and one contract question that counsel should approve. Koji can run the guide as a voice or text interview.
Where this appears
What's in this question bank
Dependence
- How does [Product] fit into your work, and who else in your company relies on it?
- If [Product] stopped working tomorrow, what would break first?
- What would it take to replace it, and who would have to agree?
Renewal and alternatives
- When did you last decide to renew or expand, and who was in that decision?
- How likely are you to still be using [Product] in 12 months, from 1 to 10?
- What would make you reopen the evaluation of [Product]?
After the announcement
- You now know [Product] is changing owners. What was your first reaction?
- What would you need to hear from the new owner in the first 90 days to stay comfortable?
- If a peer asked whether to rely on [Product] after this change, what would you tell them?
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<a href="https://www.koji.so/visuals/change-of-control-customer-interview-questions"><img src="https://www.koji.so/visuals/change-of-control-customer-interview-questions/change-of-control-customer-interview-questions.png" alt="Question bank for interviewing a target's top customers in due diligence, covering dependence, renewal and the period after the announcement." width="1200" height="697" /></a>
<p>Source: <a href="https://www.koji.so/visuals/change-of-control-customer-interview-questions">Questions for top-account change-of-control interviews</a>, Koji</p>
