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Customer Discovery Questionnaire

Purpose​

This questionnaire helps qualify prospects and gather essential information for customizing Phoenix Rooivalk solutions. Use this during initial customer discovery calls to assess needs, technical requirements, and budget parameters.

Section 1: Organization & Contact Information​

Primary Contact​

  • Name: ********_********
  • Title: ********_********
  • Organization: ********_********
  • Email: ********_********
  • Phone: ********_********

Decision Makers​

  • Technical Decision Maker: ********_********
  • Budget Authority: ********_********
  • Implementation Lead: ********_********
  • Executive Sponsor: ********_********

Organization Details​

  • Industry Sector: [ ] Military/Defense [ ] Critical Infrastructure [ ] Commercial [ ] Other: **_**
  • Organization Size: [ ] <100 employees [ ] 100-1000 [ ] 1000-5000 [ ] 5000+
  • Annual Security Budget: [ ] <$100K [ ] $100K-$500K [ ] $500K-$2M [ ] $2M+

Section 2: Current Security Challenges​

Threat Environment​

  1. What types of drone threats do you currently face?

    • Consumer drones (DJI, etc.)
    • Commercial drones (delivery, surveillance)
    • Military-grade drones
    • Swarm attacks
    • Unknown/classified threats

  2. How frequently do you experience drone incidents?

    • Daily
    • Weekly
    • Monthly
    • Quarterly
    • Rarely

  3. What is your current response time to drone threats?

    • <1 minute
    • 1-5 minutes
    • 5-15 minutes
    • 15+ minutes
    • No current capability

Current Solutions​

  1. What counter-drone systems do you currently use?

    • RF jamming systems
    • Kinetic interceptors
    • Laser systems
    • AI-based detection
    • Manual visual monitoring
    • None

  2. What are the main limitations of your current solution?

    • Slow response time
    • High false positive rate
    • Network dependency
    • High operational costs
    • Limited coverage area
    • Poor evidence collection
    • Other: ********_********

Section 3: Technical Requirements​

Coverage Area​

  1. What is the size of your protection area?

    • <1 km²
    • 1-5 km²
    • 5-20 km²
    • 20+ km²

  2. What is the terrain type?

    • Urban environment
    • Rural/open terrain
    • Forested area
    • Mountainous
    • Coastal/maritime
    • Mixed terrain

Environmental Conditions​

  1. What are your typical operating conditions?
    • Indoor facilities
    • Outdoor facilities
    • All-weather operation required
    • Extreme temperatures (-40°C to +70°C)
    • High humidity environments
    • Dusty/sandy conditions

Network Infrastructure​

  1. What is your current network infrastructure?

    • High-speed fiber internet
    • Satellite communication
    • Cellular networks
    • Limited connectivity
    • No network dependency required

  2. Do you require GPS-denied operation capability?

    • Yes, critical requirement
    • Yes, preferred capability
    • No, GPS available
    • Not sure

Section 4: Performance Requirements​

Response Time​

  1. What is your target response time for threat neutralization?
    • <200ms (Phoenix Rooivalk capability)
    • <1 second
    • <5 seconds
    • <30 seconds
    • Not critical

Detection Accuracy​

  1. What detection accuracy do you require?
    • 95%+ (Phoenix Rooivalk capability)
    • 90%+
    • 85%+
    • 80%+
    • Not specified

Autonomy Requirements​

  1. Do you require autonomous operation without human intervention?
    • Yes, fully autonomous (SAE Level 4)
    • Semi-autonomous with human oversight
    • Manual operation acceptable
    • Not sure

Evidence Requirements​

  1. Do you require legal evidence collection for drone engagements?
    • Yes, court-admissible evidence required
    • Yes, audit trail for compliance
    • Basic logging sufficient
    • Not required

Section 5: Budget & Timeline​

Budget Parameters​

  1. What is your budget range for counter-drone solutions?

    • <$50K
    • $50K-$100K
    • $100K-$500K
    • $500K-$1M
    • $1M+

  2. What is your preferred pricing model?

    • One-time purchase
    • Subscription-based
    • Hybrid (hardware + software)
    • Pay-per-use
    • Not sure

Timeline​

  1. When do you need the solution deployed?

    • <3 months
    • 3-6 months
    • 6-12 months
    • 12+ months
    • No specific timeline

  2. What is your procurement process?

    • Direct purchase
    • RFP process
    • Government contracting
    • Pilot program first
    • Other: ********_********

Section 6: Integration Requirements​

Existing Systems​

  1. What security systems do you currently have?

    • CCTV cameras
    • Access control systems
    • Perimeter sensors
    • Command and control centers
    • Other: ********_********

  2. Do you require integration with existing systems?

    • Yes, critical requirement
    • Yes, preferred
    • No integration needed
    • Not sure

Compliance Requirements​

  1. What compliance standards do you need to meet?
    • ITAR compliance
    • DoD requirements
    • FAA regulations
    • Industry standards
    • None specified

Section 7: Success Criteria​

Key Performance Indicators​

  1. How will you measure success of the counter-drone system?
    • Reduction in security incidents
    • Faster response times
    • Lower operational costs
    • Improved threat detection
    • Better evidence collection
    • Other: ********_********

Risk Tolerance​

  1. What is your risk tolerance for false positives?
    • Very low (<1%)
    • Low (1-3%)
    • Moderate (3-5%)
    • Higher acceptable (5%+)

Section 8: Next Steps​

Decision Process​

  1. Who else needs to be involved in the decision process?

    • Technical team
    • Security team
    • Legal/compliance
    • Executive leadership
    • Procurement
    • Other: ********_********

  2. What information do you need to make a decision?

    • Technical specifications
    • Cost analysis
    • Pilot demonstration
    • References/case studies
    • Compliance documentation
    • Other: ********_********

Timeline for Decision​

  1. When do you expect to make a decision?
    • <1 month
    • 1-3 months
    • 3-6 months
    • 6+ months
    • Not determined

Qualification Scoring​

High Priority Indicators (Score 2 points each)​

  • Military/Defense sector
  • Budget >$500K
  • Timeline <6 months
  • GPS-denied operation required
  • Autonomous operation required
  • Court-admissible evidence required

Medium Priority Indicators (Score 1 point each)​

  • Critical infrastructure sector
  • Budget $100K-$500K
  • Timeline 6-12 months
  • Integration requirements
  • Compliance requirements
  • Technical decision maker identified

Low Priority Indicators (Score 0 points)​

  • Commercial sector only
  • Budget <$100K
  • Timeline >12 months
  • No specific requirements
  • No decision maker identified

Total Score: _ / 20

Qualification Level:

  • 15-20 points: High Priority Lead
  • 10-14 points: Medium Priority Lead
  • 5-9 points: Low Priority Lead
  • <5 points: Not Qualified

Follow-up Actions​

For High Priority Leads (15-20 points)​

  • Schedule technical demonstration
  • Provide detailed proposal
  • Arrange executive meeting
  • Prepare pilot program proposal

For Medium Priority Leads (10-14 points)​

  • Send technical specifications
  • Schedule follow-up call
  • Provide case studies
  • Add to nurture campaign

For Low Priority Leads (5-9 points)​

  • Send general information
  • Add to long-term nurture
  • Monitor for changes
  • Re-qualify in 6 months

This questionnaire is designed to qualify prospects and gather essential information for customizing Phoenix Rooivalk solutions. Use the scoring system to prioritize leads and determine appropriate follow-up actions.