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

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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

Sep 10, 2022 364 likes •920 views

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.

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B U S I N E S S A N D S T R AT E G Y T R A C K

SELLING AGILE

V E S A PA L M U @ W U N D E R . U K

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

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#SellingAgile

Questions, feedback

  • n Twitter
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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

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Web & CMS Expert, Partner North Patrol Professional CMS vendor evaluator

Perttu Tolvanen

How should vendors sell agile?

#SellingAgile

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Everybody Wants Agile

Why Is It So Difficult To Sell?

#SellingAgile

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Agile is simple, but it’s not easy

Photo Credit: ReillyButler

#SellingAgile

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Everybody loves agile!

Photo Credit: Kalexanderson

#SellingAgile

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Agile is NOT about

  • Implementation
  • Software
  • Sprints
  • Pure T&M
  • …or magic

#SellingAgile

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Sounds great! But…

#SellingAgile

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Fake agile!

#SellingAgile

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Distributed in-house In-house team Vendor

  • ffshoring

Vendor co-location

Trust Communication T r a d i t i

  • n

a l a g i l e P r

  • c

u r e m e n t K n

  • w

l e d g e m a n a g e m e n t C h a l l e n g e s

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#SellingAgile

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Don’t Sell Agile

Sell The Benefits

#SellingAgile

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#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

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Fixed Scope Vs Agile

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

#SellingAgile

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SLIDE 21 http://www.flickr.com/photos/
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#SellingAgile

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Create more value Manage the risk Lower TCO

#SellingAgile

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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

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One Team Model

Customer Business competence Wunder Digital competence Wunder Project competence

#SellingAgile

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Just In Time Planning

Traditional (predictive) Plan the whole project beforehand. Scrum (empirical) Plan a little for the whole project and little in every sprint.

#SellingAgile

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Lower risk Better quality Saving money

#SellingAgile

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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

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Optimal Time Too little Too much

#SellingAgile

Feedback Feedback

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3€

Cost Time

1€ 1.1€ 1.11€ 0.1€ 0.01€

Three number lottery

#SellingAgile

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Real options Faster learning Cost effective

#SellingAgile

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Case 4: Design first

“Our marketing has to approve all the visuals of the product before it gets built.”

#SellingAgile

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#SellingAgile

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Feature Detai

l

#SellingAgile

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The Pareto Principle

“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 (%)

#SellingAgile

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Prototype Driven Development

Write a story Add a Definition of Done

Story DoD Project DoD

Quick prototype Option A Business decision: C Consider alternatives

Technology Business UX

Implement & Test: Option C Review Story done Option B Option C

Iterate&if required

#SellingAgile

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Improved product Much lower risk New ideas

#SellingAgile

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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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#SellingAgile

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Win-Lose Relationships?

#SellingAgile

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Real Life Contract

Pricing Models

Target Price Maximum Price Scenario A: Ahead of Target 20% Bonus Scenario B: Over Maximum Budget 40% Penalty

#SellingAgile

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T5 Contract Model

#SellingAgile

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Sustainable relationships Better risk management Better quality of life

#SellingAgile

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Director, Product Implementations NBCUniversal, Inc Agile advocate

James Kutz

What do you ask when looking for an agile vendor?

#SellingAgile

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Web & CMS Expert, Partner North Patrol Professional CMS vendor evaluator

Perttu Tolvanen

What do you ask when looking for an agile vendor?

#SellingAgile

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#SellingAgile

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What if…

a customer still requires fixed everything

#SellingAgile

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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 the best High Cost overruns, angry customers, unhappy employees

#SellingAgile

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#SellingAgile

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#SellingAgile

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WHAT DID YOU THINK?

EVALUATE THIS SESSION - LOSANGELES2015.DRUPAL.ORG/SCHEDULE

THANK YOU!