Cloud fit discovery call

A portfolio-quality branching scenario prototype designed like a modern Storyline or Rise interaction. The learner practices opening discovery, diagnosing monetization challenges, and positioning SSP value to a publisher in a simulated video call environment.

Learning objectives

Discovery questioning Business diagnosis Value positioning

Strong pathways reward curiosity, relevance, and clear business framing. Weak pathways show what happens when a rep rushes to pitch features or fails to uncover the publisher’s actual friction.

Success state

The best outcome is not “the publisher buys immediately.” It is that the rep earns the right to a deeper conversation by demonstrating understanding, diagnosing current challenges, and positioning the SSP in language the publisher cares about.

Simulated discovery call

Lauren Rutledge

VP, Revenue Operations · Mid-market publisher

“Thanks for making time. We already run header bidding, so I’m curious why your cloud approach would be worth discussing.”

You

New ad tech sales rep

Your first move should establish relevance without jumping into a product monologue.

Decision point 1

Opening discovery

Choose how the rep responds to the publisher’s initial skepticism.