A technique for testing whether a prospect's stated interest is real: impose a moderately high-effort, legitimately useful ask — Wiz sent early proof-of-value (POV) candidates a long, detailed technical questionnaire, framed as necessary to scope integration requirements — and use the speed and thoroughness of the response as the qualifying signal. A prospect who is genuinely motivated returns it quickly and completely; one who stalls or answers thinly reveals that the interest wasn't as deep as it sounded. Related to B2B Buying-Signal Checklist (Pricing, PO Timeline, Internal Introductions) and Pull, Not Push (Sales Philosophy) as another early filter Wiz used to avoid investing resources in deals without real customer pull.