SELLING AGILE V E S A PA L M U @ W U N D E R . U K B U S I N E S - PowerPoint PPT Presentation

SELLING AGILE V E S A PA L M U @ W U N D E R . U K B U S I N E S S A N D S T R AT E G Y T R A C K

Vendor? Customer? In-house team? New to agile? Some agile? 100% agile?

Questions, feedback on Twitter #SellingAgile

The Story 1. Everybody wants agile, why is it so difficult to sell? 2. Don’t sell agile, sell the benefits 3. What if… #SellingAgile

How should vendors sell agile? Perttu Tolvanen Web & CMS Expert, Partner North Patrol Professional CMS vendor evaluator #SellingAgile

Everybody Wants Agile Why Is It So Difficult To Sell? #SellingAgile

Agile is simple, but it’s not easy #SellingAgile Photo Credit: ReillyButler

Photo Credit: Kalexanderson Everybody loves agile! #SellingAgile

Agile is NOT about • Implementation • …or magic • Software • Sprints • Pure T&M #SellingAgile

Sounds great! But… #SellingAgile

Fake agile! #SellingAgile

Trust t n e T r m a d e i g t i o a n n a a l m a g i e l e g Distributed In-house d e l w in-house team o n K Communication Vendor Vendor t n C e h m a offshoring co-location l e l e r n u g c e o s r P

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Don’t Sell Agile Sell The Benefits #SellingAgile

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Case 1: Fixed scope “Sure you can do agile, as long as you deliver the entire scope defined in the RFP within budget and on schedule.” #SellingAgile

Fixed Scope Vs Agile Fixed bid Agile Check requirement boxes Maximising business results Project focus with minimum effort and total cost of ownership Flexible, improved during a Fixed, expensive changes Scope project Hidden, trying to move it to Transparent, parties share the Risk the vendor risk #SellingAgile

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Create more value Manage the risk Lower TCO #SellingAgile

Case 2: No product owner “We’ll deliver the documentation and visual mock-ups to you and will be on holidays while you’ll implement them.” #SellingAgile

Customer Wunder Wunder Business Project Digital competence competence competence One Team Model #SellingAgile

Traditional (predictive) Plan the whole project beforehand. Scrum (empirical) Plan a little for the whole project and little in every sprint. Just In Time Planning #SellingAgile

Lower risk Better quality Saving money #SellingAgile

Case 3: Delayed feedback “We’ll do user acceptance testing before a big bang launch, at that point a list of defects will be provided.” #SellingAgile

Feedback Too much Optimal Time Feedback Too little #SellingAgile

Three number lottery Cost 0.01 € 3 € 0.1 € 1 € 1.1 € 1.11 € Time #SellingAgile

Real options Faster learning Cost effective #SellingAgile

Case 4: Design first “Our marketing has to approve all the visuals of the product before it gets built.” #SellingAgile

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Feature Detai l #SellingAgile

“80% of results are often achieved with 20% of effort.” By regular prioritisation you will achieve the important goals faster. Value to Customer (%) Time and Cost (%) The Pareto Principle #SellingAgile

Write a story Add a Definition of Done Story Project DoD DoD Quick prototype Option A UX Consider alternatives Option B Business Technology Option C Business decision: C Implement & Test: Option C Iterate&if required Story done Review Prototype Driven Development #SellingAgile

Improved product Much lower risk New ideas #SellingAgile

Case 5: Unfair relationship “We expect you to carry the entire project risk, our contracts are designed for transferring the risk” #SellingAgile

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Win-Lose Relationships? #SellingAgile

Pricing Models Contract Target Price Maximum Price Real Life Scenario A: Ahead of Target 20% Bonus Scenario B: Over Maximum Budget 40% Penalty #SellingAgile

T5 Contract Model #SellingAgile

Sustainable relationships Better risk management Better quality of life #SellingAgile

What do you ask when looking for an agile vendor? James Kutz Director, Product Implementations NBCUniversal, Inc Agile advocate #SellingAgile

What do you ask when looking for an agile vendor? Perttu Tolvanen Web & CMS Expert, Partner North Patrol Professional CMS vendor evaluator #SellingAgile

#SellingAgile

What if… a customer still requires fixed everything #SellingAgile

Don’t cave in Solution Effort Outcome Decline the RFP Low Business ok, nothing learned Decline, explain why Medium Costs a bit, customer may learn something Offer fixed scope, hope for Cost overruns, angry customers, unhappy High the best employees #SellingAgile

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#SellingAgile

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