How to help a founder prepare for the first discovery call

Helping Founders Prepare for the First Discovery Call

As a referral partner, your role is to make the initial introduction. When a founder you've referred moves towards a discovery call with SourceX, you can offer valuable guidance to help them prepare effectively. The goal is to ensure they understand the purpose of the call and what information will be relevant to discuss, without needing to share actual data prematurely.

1. Focus on Data Ownership and Rights

One of the most critical aspects for SourceX is understanding the company's rights to license its data. Encourage the founder to think about:

Ownership: Does the company own the material it creates, or are there agreements that limit its use? Confidentiality: Can the material be licensed without breaching client confidentiality, employee privacy, or third-party contracts? This is a key screening profile item (see who qualifies).

Founders should be prepared to discuss these legal and contractual considerations generally, rather than delving into specific data points.

2. Identify the Scope of Proprietary Operational Data

SourceX is interested in proprietary operational data that the company created itself. Advise the founder to consider:

Types of material: What internal documentation, processes, or historical records does the company generate? Illustrative: This could include Standard Operating Procedures (SOPs), internal knowledge bases, project histories, QA records, or support workflows. Originality: Is the material truly original to the company, or is it derived from third-party sources or public information? Material that belongs to the company's clients or is scraped data is generally not a fit (see who qualifies). Context:* What insights or context does this data provide about the company's operations?

They don't need to bring data samples to the first call, but rather be ready to describe the types of data they have and their potential scope.

3. Ensure an Authorized Sponsor is Involved

The initial call should ideally involve an owner, executive, or someone they designate who has the authority to approve a discussion about data licensing. This ensures productive conversations and that decisions can be made regarding potential next steps.

4. Understand the Referral Process and Reward Mechanics

While not directly related to data, a founder might ask you about the SourceX referral program. You can explain that you've made an introduction and that rewards are tied to a completed licensing deal, not just a meeting. Remind them that:

Your role is the introduction; the company controls whether to proceed, what scope to offer, and the terms it accepts ([see how it works](/how-it-works)). A reward is only triggered after the company completes a qualifying licensing deal, data is accepted, and buyer payment is received by SourceX (see rewards).

What to Avoid

Don't ask the founder to send you data: You should never export, upload, or describe confidential records. The company decides what to share directly with SourceX, under an agreement. Don't make promises: Avoid guaranteeing deals, payouts, or specific outcomes. SourceX evaluates opportunities for relevance to buyer demand, and not all introductions lead to partnerships.

By helping founders understand these preparatory points, you contribute to a more efficient and productive initial discovery call, setting a solid foundation for a potential data licensing partnership.