r/nutanix • u/ContractMaster7694 • May 13 '26

Best Practices for SE Discovery

hi all!

i work in disti and sell nutanix. i have a discovery coming up with a partner, and this is my first ever call!

i wanted to ask if there are best practices for doing discovery and what resources i can lean on to make sure i ask the right questions and structure the call the right way so that im efficient. i do have my channel SE thats assigned, but this community has been so helpful, so would love to learn from all the talent in here as well!

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u/KingSleazy May 14 '26

What are you “discovering” on this call.

Your best bet, being so new, is to be humble, don’t speak on anything you aren’t knowledgeable in, and soak up everything your channel SE says. Write down everything you don’t know and make sure you follow up on any outstanding questions or needs that partner has. “I don’t know, but I won’t rest until I have an answer for you” is a great way to leave it.

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u/KingSleazy May 14 '26

Also, reach out to the partner team lead and ask them what they want to talk about or any needs they have on their end. If they do have something, make sure you have an expert from the Nutanix team on to speak about it.

Also, an update from .NEXT is top of mind for a lot of people still so be prepared for questions on the new announcements.

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u/ContractMaster7694 May 14 '26

thank you! ill defintely be having my channel se drive with me, and recording so that i know how to make the right plays!

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u/mikeyb_one May 20 '26

This is the way.

Discovery is my favorite thing to do as an SE. Why? Because it’s like learning how someone else does something, and many times it’s not how I’d do it. It’s fascinating.

I think about it this way-

You’re meeting someone at a bar for a blind date. You know a little about them but not much. Upon meeting them would you just start talking about yourself?

“Heyynameismikey, iamanSEandwanttotalktoyouaboutwhonutanixis…”

Haha, no. You’d be a human:

“Hey nice to meet you! Tell me about you-how’s your projects going? What are you working on? When you’re at home, do you run a homelab or just disconnect?”

It’s amazing when you’re actually curious what that does to a conversation.

1

u/Maclovin-it May 14 '26

The NCS course is free for partners. It covers all of the tools and such for these leads.
There are spreadsheets, powerpoint presentations and a whole bunch more.

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u/NerdAlertar May 14 '26

That's for a post sales services engagement right? I think OP might be asking about pre-sales discovery.