What time horizon is referenced for measuring outcomes in the discovery question?

What time horizon is referenced for measuring outcomes in the discovery question?

• A. Six months.
• B. Twelve months.
• C. Eighteen months.
• D. Twenty-four months.

Answer: (B)

In discovery conversations, you set a time frame for when you’ll measure the outcomes so the value proposition has a concrete target. Twelve months is used because it’s long enough to see meaningful impact from most initiatives, yet short enough to align with annual budgeting, forecasting, and decision timelines. This makes the ROI discussion practical and credible for the customer—outcomes like cost savings, productivity gains, or revenue impact are typically observable within a year. A six-month horizon often won’t capture full implementation or adoption, while eighteen or twenty-four months can push the payoff too far out to anchor decisions effectively. So, twelve months is the best balance for measuring outcomes in the discovery phase.

In discovery conversations, you set a time frame for when you’ll measure the outcomes so the value proposition has a concrete target. Twelve months is used because it’s long enough to see meaningful impact from most initiatives, yet short enough to align with annual budgeting, forecasting, and decision timelines. This makes the ROI discussion practical and credible for the customer—outcomes like cost savings, productivity gains, or revenue impact are typically observable within a year. A six-month horizon often won’t capture full implementation or adoption, while eighteen or twenty-four months can push the payoff too far out to anchor decisions effectively. So, twelve months is the best balance for measuring outcomes in the discovery phase.