Power Platform Sales Discovery Map

The discovery flow for an IT Leader or Cloud Platform Owner conversation about citizen-development governance — the CoE-vs-no-CoE qualifying signal, the licensing pattern, the objection patterns, and the path to a governed Power Platform estate.

BusinessCapabilityTechnology
Compass
  • Businesspersona, use case, outcome
  • Capabilitywhat the org needs to do
  • Technologythe technology choices
Guided journey · Step 1 of 4

Center of Excellence Operating Model

Open on CoE. Do they have one? Is it staffed? Has shadow citizen-dev already happened? Each answer is a different sales motion.

~ 2 weeks

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Narrative intro

Selling Power Platform to an IT Leader divides cleanly into two motions: prospects who already have citizen-development sprawl (sell the CoE) and prospects who don't yet (sell the licensing floor and the CoE together). This map walks the discovery flow: open on CoE, diagnose environment strategy, test ALM maturity, land monitoring and compliance. The licensing decision is downstream of all of it.

Key takeaways

  • Two motions: existing citizen-dev sprawl (CoE first) vs greenfield (licensing + CoE together)
  • Environment strategy is the governance story — single sandbox is the smell test
  • ALM maturity is the production wedge — 'we'll worry about that later' is the qualifying signal
  • Monitoring evidence (abandoned-app cleanup, audit trails) is what closes the cycle

Programme shape

Estimated duration
4–10 weeks
Estimated FTE
Account team + Power Platform CoE architect + commercial lead
Spend tier
minimal
Risk level
low

Power Platform sales discovery hinges on whether the prospect already has citizen development sprawl. If yes, they need the CoE story. If no, they need the licensing-floor story.

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