# Diligence Question Set ## Questions that test the thesis **Demand** - How many pilots became production deployments? What is the time between them? - What is net revenue retention by customer cohort? **Product** - Which parts are product and which parts are custom work for each customer? - What share of each deployment re-uses earlier work? **Trust** - Which security audits and certificates exist? Who issued them? - Where do the data, the keys and the logs live for each customer? **Economics** - What is gross margin after model cost, by workflow? - What happens to margin if model prices fall? If they rise? **Competition** - Which deals were lost, and to which group? **Team** - Which engineers own connectors, policy and routing? What is the key-person risk? > [!tip] Use > Ask for evidence at grade A or B. See [[Evidence Quality and Vendor Claims]]. ## Related - [[AI Deployment Layer MOC]] - [[Technical DD Framework]] - [[Emerging Market SaaS DD]]