Park Place Technologies · Entuity Software · v3 · August 2026
Discovery Field Reference
Every bucket question with its follow-ups, the pain points and probes for each competitor, and where Entuity wins. Five questions are marked must ask — protect those on every first call. Search it, filter by competitor, and check the questions you want into a Call Sheet you can copy or print.
How to use this
Run the bucket questions to understand the environment, how the operation runs, and what would make their life easier. Lead with the primary question, then a follow-up or two — don't read them like a checklist.
When you know the incumbent tool, filter to that competitor below and lead with its targeted probes. Treat the documented pains as a hypothesis to confirm, not a claim to assert. Once the customer confirms a pain, bridge to the matching Entuity edge.
Whatever the incumbent, always probe configuration management — the most under-asked, highest-traction topic. Tap the checkbox on any question to add it to your Call Sheet, then copy or print the list to bring into the call.
Five of these questions matter more than the rest. They're marked must ask in the bucket list and summarised at the top of Part 2. If a call gets short, those are the five to protect.
Part 1 · Discovery call openers
How you open sets the tone for everything after. Pick the opener that fits how the call came to be, set the agenda, earn permission, then move into the bucket questions. Swap in the brackets and copy the script.
Part 2 · The bucket questions
If you only ask five
These five are marked must ask in the list below. Everything else adds depth — these five decide whether the deal moves.
- What prompted you to look at your monitoring setup right now?No trigger means no urgency, and the deal slips a quarter.
- Is there a dedicated database behind it, and who maintains it?This is the SolarWinds wedge — you can't make the argument without it.
- How are you handling configuration management and backups today?Ask it, don't demo it. A nod is not a pain.
- How long does that take you — and how often does it happen?A follow-up, not an opener. A pain without a number is not a business case.
- Who else would need to see this, and what would they need to see?Ask on the first call or the deal stays single-threaded.
Universal high-traction probes — work regardless of incumbent
SQL / database overhead · alert noise · deployment & admin time · configuration management · licensing model (perpetual vs. subscription). Configuration management is the most under-asked and consistently lands — always probe it.
Part 3 · Commercial & process questions
Close with the questions that surface how a deal would actually move. Keep these conversational, not transactional.
Part 4 · Competitor pain points & probes
Pain themes are drawn from Park Place competitive material, analyst research, and real discovery calls. Filter to your incumbent:
Known battlecard gaps — ask enablement first
We don't have a card for StatSeeker (common in APAC/ANZ and telco/ISP), SolarWinds N‑able (the MSP-focused SaaS line — a different product from Orion, so don't assume the Orion pains apply) or Datadog. If one of these is the incumbent, don't improvise a comparison. Lean on the universal probes — database overhead, alert noise, admin time, config management, licensing model — and get help from enablement before you assert anything. For any MSP account, ask the deployment-model question first.
Part 5 · Real-world customer stories
Pattern-match: when a customer voices a pain, reach for the story that solved it. Each card leads with the words you'll hear, then the situation, what Entuity did, a proof point, and a copy-ready way to tell it. Filter by the pain theme you just heard on the call:
Tell it straight
These are published, shareable Park Place / EMA references — use the numbers and quotes as written. The Sealed Air and Foundever studies describe moving off a "legacy tool" and don't name the prior vendor, so don't attribute those switches to SolarWinds (or anyone) by name. We also have additional references not detailed here — RWJ Barnabas Health, Consortium Health Plans, Denver Public Schools, The Point Casino — ask enablement before quoting specifics.
Part 6 · G2 voice of the customer
Independent, verified reviews on G2 — third-party proof a rep can cite live and link to. Filter by the pain you just heard; each card has a short quote (always say "per G2"), the reviewer's context, and a copy-ready talk track. Tap "View on G2" to open the original.
How to cite G2 cleanly
Always attribute: "Per G2…" or "A verified G2 reviewer said…" and offer the link. Keep quotes short and in the reviewer's words — don't blend them into your own claims. Reviewers are anonymized by segment and industry, so reference them that way (e.g., "a mid-market network admin"), not by company name.
Part 7 · Traps — what cost us deals
Six habits that quietly cost us deals. Reading them once is usually enough to stop doing them.
Never invent a number
Noise-reduction percentages, competitor price increases, analyst endorsements — if you can't point to the source, don't say it. One unverifiable claim costs you the credibility of everything else you said. Everything you need is already in this guide: four published customer stories in Part 5 and verified G2 reviews in Part 6, all shareable as written.
Part 8 · Sample messaging plays
Six outreach strategies, each one a different angle into the same buyer. Match the play to what you know about the account, swap in the brackets, and copy the message straight out. Every play maps back to a pain theme from the rest of this reference.
Make these your own
Each play is a proven outreach strategy and a starting template — not a script. Adjust the wording so it sounds like you before you send it. Never invent metrics; the only numbers here (1,200 unmonitored devices, 4.6/5 on G2, nine tools down to two) are from published references and verified G2 reviews.