Compromises and not solutions

Uno dei più grandi problemi percepiti nel mondo agile è: “come faccio a far capire al commerciale che non può vendere un’applicazione al cliente senza aver discusso con il team di sviluppo?”. Uno dei più grandi problemi percepiti dai commerciali delle aziende agili è: “come posso far capire al team di sviluppo che senza un metro di riferimento economico non si vende nulla?”. La contrattazione è quindi necessaria non solo verso i clienti ma anche all’interno dell’azienda. Questo è il talk/confessione di un ex-sviluppatore passato al lato oscuro…

Transcript

1. Compromises, not solutions! Francesco Fullone ff AT ideato.it
2. Who am I Francesco Fullone aka @Fullo - PHP developer since 1999 - President - and Open Source Evangelist - CEO @ - founder @ - conference organizer - Nerd and geek
3. Warning! «works for me» talk
4. Once upon a time...
6. … a Log, is a Log... Sysadmin to CFO and HR, webops, ...
7. All for code... code for all! Dev to CTO and Coach, Product Owner, ...
8. Do things, see people... Consultant to CEO and Sales, Mkt, ...
9. Do people, see things... Consultant to CEO and Sales, Mkt, ...
10. Study, Do, Repeat do less, get more
11. The Zen approach “Floating customer, river sitting”
12. Upsell! You don’t love us!
13. Study, Do, Repeat sharpening the blade
14. The perfect Salesman Half Templeton «Faceman» Peck - half Stan
15. Agile... What?
16. Be a good salesman, is enough (at least for me)
17. Clienti? Customers?
19. Stime e story points Just pick two and don’t get too cocky
20. Prompt reply, Patient in getting it
21. Customers want products Or a service that is sold as a product
24. Study, Do, Repeat Salesaman as company MVP
25. Lean Manufacturing for a salesman
26. Compromises, not solutions!
27. Search the true goals are sometime hidden, even to clients
28. Avoid the «imprinting effect» Don’t let your clients lose the focus
29. Getting to yes needs euristic approach
30. You are not a real salesman!
31. Business Synergy As Partners not Client-Vendor
32. companies
33. What about Contracts? ad hoc: starto, time&mat, fixed price, fixed scope, etc...
35. jsDay + phpDay 2013 16-19 Maggio 2013 Verona www.phpday.it / www.jsday.it
37. via Quinto Bucci 205 47023 Cesena (FC) info AT ideato.it www.ideato.it Francesco Fullone ff@ideato.it @fullo
38. Credits Once upon a time Mario by www.AntonioTajuelo.com Imprinting photo by LIFE Extended Venn Graph by http://www.jonathancrossfield.com phpDay and JsDay are TM logos from GrUSP.org Kerning Conference Logo TM from Kerning Conference Stan is a character from Monkey Island TM OpenFont Lobster Two, Source Sans Pro