# Customer Discovery Board

## Discovery Objective

Validate whether VaultAI's strongest buyer value sits in M&A data-room intelligence, sovereign core banking controls, ledger migration evidence, or enterprise acquisition tooling.

## Target Interview Groups

| Group | Interview Goal | Strong Signal |
| --- | --- | --- |
| Bank CIO/CTO | Understand core migration risk and replacement-cost pressure | They discuss parallel-run migration, reconciliation, data residency, or batch-to-real-time constraints |
| VDR Product Lead | Understand diligence automation roadmap gaps | They want AI extraction tied to evidence and buyer workflows |
| System Integrator Partner | Understand on-prem and sovereign deployment demand | They ask for portable deployment, Terraform, and audit artifacts |
| Risk/Compliance Lead | Understand audit evidence requirements | They ask for immutable logs, DORA mapping, resilience testing, and incident evidence |
| Corporate Development Lead | Understand build-vs-buy acquisition logic | They ask for source-code review, exclusive rights, and transfer terms |

## Interview Script

1. Where does diligence, ledger reconciliation, or core modernization currently create the most delay?
2. What evidence would make a new financial workflow acceptable to risk, security, and audit teams?
3. How do teams currently preserve source traceability for AI-generated analysis?
4. What would block a controlled pilot or source-code review?
5. What would make the asset more valuable as an acquisition rather than a subscription?

## Objection Log

| Objection | Follow-Up Probe | Product Response |
| --- | --- | --- |
| "Pre-revenue is hard to price." | Would replacement cost and source-control reduce that concern? | Provide manifest, deployment package, and source-review protocol. |
| "We need proof it handles real controls." | Which controls must be visible before source review? | Show audit logs, ledger invariants, API docs, and evidence routes. |
| "AI can rebuild this." | What is harder to rebuild: screens or operational context? | Emphasize full WorkspaceData, deployment files, evidence pack, and controlled handover. |

## Next Research Sprint

- Recruit 5 banking architects.
- Recruit 3 VDR/product leaders.
- Recruit 2 compliance/risk leads.
- Convert responses into buyer-specific demo tracks.