Scrum in Sales Denny de Waard Jeff Sutherland iSense & - PowerPoint PPT Presentation

Scrum in Sales Denny de Waard Jeff Sutherland

iSense & … Founded in 1998 • • +/- 40 employees in Gouda • +/- 40 employees in Bangalore • +/- 200 ICT-professionals Mission: Increase success & happiness of people and organizations by facing challenges together

Business Units iSense • iSense ICT Professionals – Recruitment of ICT professionals (permanent and contract based) • iSense Prowareness – Agile coaching and training – Agile Development capacity • Local • Offshoring (India)

Why consider it? • Agile Coaching was a new service • It helped our client teams in India • iSense has a very open/transparent culture – All company figures are ‘public’ – Results are openly discussed

Scrum Overview Roles Artifacts Meetings Product Product Owner Sprint planning backlog Team Sprint backlog Daily Scrum Scrum Master Burndown Sprint Review Definition of Retrospective Done

Roles • Product Owner – Managing Partner • Team – Marketing, Sales and consultants • Scrum Master – marketing or sales trainee

Product & Sprint Backlog • Pipeline (product backlog) – Current Clients – Deal – Offer – Workshop – ‘They are interested’ (event) – ‘We want them’ • Sprint Backlog – What do we need to do this week to move someone through the pipeline?

Burn up Waardeplaatsing Q3 16 14 12 10 8 Ideaal 6 Subtotaal 4 2 0 0 27 28 29 30 31 32 33 34 35 36 37 38 39 Ideaal 0 1,00 2,00 3,00 4,00 5,12 6,25 7,38 8,50 9,50 10,5 11,5 12,5 13,5 Subtotaal 0 0,07 0,26 1,18 4,55 4,55 4,55 4,54 5,35 5,79 5,89 5,89 7,13 13,0

Burn down Agile Event (16 sep 2011 - W37) 30 25 20 Astitel 15 Ideaal Te gaan 10 5 0 23 24 25 26 27 28 29 30 31 32 33 34 35 36

Definition of Done • Signed contract and delivering value to the client

Daily Scrum • Everyday at 9:15 – If not available, explain the 3 questions to someone else who can share it

Retrospective • Everybody has to write 2 notes on 3 subjects: – What went well this sprint – What caused problems this sprint – What will cause problems in the future • Helps to end the week positive and create continuous improvement

Sprint Planning/review • Planning: Monday 9:00 – 10:00 – What actions will we do this week? – How to improve? • Review: Monday 11:00 – 12:00 – Demo of sales figures (Deals & Leads) – Wolfpack: how to hunt together?

Why are we happy with it? • Results increased dramatically! – 1 st July: revenue 2011 = 2x 2010 • Transparency in pipeline – Everybody can see everything – Actions can be taken proactively – Created the wolf pack – FUN!

Questions? You can contact me the following ways: Twitter: DDW_NL • Email: d.dewaard@scrum.nl • Phone: +31 (0)6-41382428 •