Question bank
Enterprise buyer interview questions before moving upmarket
Nine open questions for interviewing enterprise buyers, admins and users before a scaleup changes its product for larger customers. They ask about the last real purchase, the rollout after signing, and the work still done outside the tool, because people describe past events far better than they predict. Ask every role the same rollout questions and compare the answers. The questions work as a Koji interview guide as written.
Where this appears
What's in this question bank
The last purchase
- Tell me about the last time your team bought a tool like this. What started it?
- Who had to say yes, and who could have said no?
- What nearly stopped the deal?
- Which budget did it come from, and what did it replace?
The rollout
- What did you have to do after signing before anyone could use it?
- What did security or IT ask for that surprised you?
- Six months in, who uses it and who stopped?
The gaps
- What do you still do outside the tool, in spreadsheets or by hand?
- If you replaced it tomorrow, what would the new one have to do on day one?
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<a href="https://www.koji.so/visuals/enterprise-buyer-interview-questions-upmarket"><img src="https://www.koji.so/visuals/enterprise-buyer-interview-questions-upmarket/enterprise-buyer-interview-questions-upmarket.png" alt="Question bank for interviewing enterprise buyers before moving upmarket, in three sections: the last purchase, the rollout and the gaps." width="1200" height="680" /></a>
<p>Source: <a href="https://www.koji.so/visuals/enterprise-buyer-interview-questions-upmarket">Enterprise buyer interview questions before moving upmarket</a>, Koji</p>
