Books by Tony DeGonia

A Pre-Sales Practitioner's Guide to Helping Customers Make Smarter Technology Decisions

Most technical sales professionals lose complex deals not because they lack product knowledge — but because discovery was incomplete, stakeholders weren't aligned, and expectations diverged long before the project reached implementation.

Written by a practitioner with more than 15 years of enterprise cybersecurity and technical presales experience, this book provides a practical, repeatable process for navigating complex technology decisions from first conversation to successful outcome.

• A seven-stage decision framework — Discovery, Assessment, Architecture, Validation, Executive Alignment, Implementation Planning, and Success Measurement
• Real-world After Action Reviews from enterprise cybersecurity deployments, including a $3M+ MDR rescue completed in eight weeks
• Practical guidance on stakeholder alignment, executive communication, and defining success before implementation begins
• Frameworks for building customer confidence and positioning yourself as a trusted advisor rather than a vendor

A Progressive, Architecture-First Guide to Using the Technical Sales Alliance Customer Discovery Calculator

Discovery is not a meeting. It is a decision discipline. Effective technical discovery requires more than completing a questionnaire — it requires understanding the customer's people, priorities, business drivers, risks, constraints, current environment, and desired outcomes, without making the conversation feel like an interrogation.

Built from the seven-stage decision framework introduced in Complex Technical Pre-Sales Solutions™, this practical guide explains how to gather the right information, distinguish evidence from assumptions, identify what remains unknown, and determine what must happen next.

• Prepare for productive customer conversations
• Explore business, technical, operational, and security requirements
• Use conversational bridges instead of disconnected questions
• Document evidence, assumptions, risks, and dependencies
• Close discovery sessions with clear ownership and next steps