Discovery Questions for Selling DevOps Tools to Site Reliability Engineers in SaaS / Tech
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Summary:
Uncover reliability risks, scalability challenges, and efficiency gaps when selling DevOps tools to Site Reliability Engineers (SREs) in SaaS companies.
In SaaS & Tech organizations, Site Reliability Engineers focus on uptime, performance, automation, and scaling infrastructure without escalating costs. Their mission is to prevent outages, manage incident response, and optimize CI/CD pipelines, while ensuring security and compliance. The right questions help surface hidden reliability gaps and automation needs.
Here’s a curated set of 30 discovery questions designed for SREs in SaaS / Tech.
Early Discovery (Understand Current Setup & Challenges)
- What uptime and reliability targets (SLAs/SLOs) are you responsible for?
- How do you currently monitor system health across environments?
- What are your biggest challenges in scaling infrastructure as usage grows?
- How do you manage incident detection and resolution today?
- What role does automation play in your incident response workflows?
- How do you track and reduce MTTR (Mean Time to Recovery)?
- Where do most outages or reliability issues originate (infrastructure, code, third-party services)?
- How do you manage dependencies between microservices?
- What’s your approach to CI/CD reliability testing?
- How do you measure the efficiency of your DevOps toolchain?
Qualification (Identify Priorities & Buying Signals)
- Are you currently consolidating or expanding your DevOps stack?
- How do you evaluate new tools for impact on uptime and performance?
- Do you prioritize cost, speed of deployment, or reliability when evaluating solutions?
- What’s your process for integrating a new DevOps tool into existing pipelines?
- Who else (Engineering Manager, VP Eng, Security Lead) is involved in these decisions?
- How do you balance between open-source tools and paid platforms?
- Do you prefer modular tools or end-to-end platforms?
- What’s your typical evaluation cycle for new reliability tools?
- How do you calculate ROI for reliability improvements?
- How important is vendor support during outages or critical incidents?
Deep Needs Analysis (Quantify Impact & Tie to Outcomes)
- What’s the cost of downtime per hour in your SaaS environment?
- How much engineering time is currently spent on firefighting vs proactive work?
- What would a 10–20% improvement in MTTR mean for your SLAs?
- How do outages impact customer churn or NPS?
- What’s the cost of running duplicate infrastructure for redundancy?
- How do compliance and security requirements affect your SRE processes?
- What’s the biggest risk in your current monitoring or alerting system?
- How do you quantify the impact of scaling automation in infrastructure management?
- How much of your budget is allocated to reliability vs innovation?
- How do you see AI or predictive monitoring changing your role in the next 2–3 years?
How Pepsales AI Helps SREs in SaaS / Tech
Pepsales AI equips sales teams to sell into technical conversations by uncovering SRE-specific pain points.
What You Get:
- Role-specific discovery playbooks aligned to SRE metrics (uptime, MTTR, incident response)
- Real-time call guidance to navigate technical objections
- ROI-linked insights that tie tool adoption to reduced downtime and faster pipelines
- Automated meeting summaries for seamless alignment between SREs, engineering, and leadership
For SREs, this means faster reliability gains, smoother tool adoption, and clear value proof.
Ready to Speak the Language of Reliability?
Equip your teams with discovery questions that resonate with SREs in SaaS / Tech.
