game of sales
DESCRIPTION
Game of Sales session at DrupalCamp Kyiv 2013, session about the world between Sales and Production, estimates in software development and importance of good communication and what we can do better.TRANSCRIPT
Game of Sales
Or how to deal with estimates and not get pissed off in the
processSlava MerezhkoCTO, Propeople Ukraine
Introduction
• Name: Slava• Company: Propeople• Background: Developer and PM in the
past; CTO and smartass right now; Sales and double smartass in future.
• What I’m doing: Technical presale, Business processes, Development workflow, Make people want more & better.
Plan
1. Why you can’t get rid of estimates.2. Typical problems in communication between Sales
and Production3. How Production can do it’s job better.4. How to make precise estimate without actually
having one.5. How Sales can do it’s job better, for God’s sake.6. What does all of this this has to do with Game of
Thrones?7. Conclusions we can make.8. Your questions, my answers.9. Bonus part. Some of the links I recommend to read.
Why you can’t get rid of estimates
• Each project has life cycle.• It starts with the sale.• Estimate is the part of the sale.• Proper estimations helps you to make
yourself comfortable during the process.
• So what’s the problem?
What’s the problem with estimates?
• Sales can’t say no.• Developers can’t say no.• Everyone can’t say no to stupid
requests.• Not enough time for proper
estimation.• Not enough info for the same thing.• Not enough communication between
Developers and Sales.
I’m developer, omg, what to do?
• Learn to say No to bullshit.• You have technical knowledge, use it.• You do estimate for yourself, not for
sales.• Give alternative options.• Share the info!
How to make precise estimate without actually having one
• Give ranged estimate (Min – Max).• Make assumptions.• Write down uncertainty factors.• Make estimate process iterative.
Why should I do that?
Because
With estimate
Without estimate
How to make precise estimate without actually having one
• Give range estimate (Min – Max).• Make assumptions.• Write down uncertainty factors.• Make estimate process iterative.
Holy cow! I’m Sales, what to do?
• Learn to say No to bullshit.• Every time you ask Devs to make
estimate. lower, God kills a kitten.• Fact of the sale isn’t enough
anymore.• Talk to developers, give them more
quality information. Use their knowledge for benefits.
What does this have to do with Game of Thrones?
• “Brace yourself, estimate is coming.”• “When you play a game of sales you
estimate or you die.”• “Little birdies told me.”• “Hodor Hodor Hodor HODOR!”
Conclusion
• Good estimate is a benefit for everyone.
• Information is money.• Good communication – that what is
needed for both good estimations and information flow.
• Sales and Devs are in the same boat.• If they think otherwise –they’d better
stop.
Bonus articles• The Art of Estimation - http://www.lullabot.com/blog/art-estimation • Lullabot’s Hierarchy of Qualification -
http://www.lullabot.com/blog/articles/lullabots-hierarchy-qualification • Why developers should start choosing conscience over profit http
://venturebeat.com/2013/02/18/developers-choosing-conscience-over-profit/
• RFP Advice From The Front Lines http://cognition.happycog.com/article/rfp-advice-from-the-front-lines
• Stop Writing Project Proposals http://www.smashingmagazine.com/2012/02/17/stop-writing-project-proposals/
• Искусство переговоров — это просто бизнес, ничего личного http://habrahabr.ru/post/141702/
• Про Элопа, Нокию и горящую платформу http://habrahabr.ru/post/171325/
• 4 ошибки, которые я допустил как технический директор http://habrahabr.ru/post/177063/