The Real World Agile Roadshow – Getting started with Agile Application Lifecycle Management

Michael KoesterDeveloper Tools Sales Lead

The Real World Agile RoadshowPlanning Deck

Content

Roadshow Summary, Value Props and Agenda

Where to Look for Wins and Revenue Impact Roadshow Offerings Elevator Pitch Resources (BOM) How the Program Works: Step-by-Step Workflow Diagram WE Delivery Details and Schedule Appendix

Roadshow Idea Summary

1 day event focusing on specific (Microsoft) technologies

Connects selected technologies with our ALM/DevTools story

Leads with technology – ALM is introduced during the day as the solution for development issues and problems

Uses selected technologies to introduce “real world” ALM

A mix of exciting, glossy and inspiring demos and valuable information for both practitioners and “newbies”

Shows that getting started is easy and safe with our tools

Morning sessions: overview and introduction (Level 100)Afternoon sessions: deep dive into ALM (Level 200/300)

At least 50% of the agenda is partner-driven

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Roadshow Agenda (DRAFT)

Keynote: Becoming and Being Agile – What Does This Mean?

An introduction to the meaning and importance of agile processes, lean development and Application Lifecycle Management. This session sets the big picture for the day and shows how we at Microsoft see ALM and how our platform supports Agile.

Agile in Action - Act 1: Set Up, Planning, Requirements Gathering and Architecture (*)

Part 1 of 3 – this session introduces Team Foundation Server and Visual Studio 2010 and shows how to work with TFS in Agile projects, talks about proper team set up using agile principles, introduces our demo project and covers topics like requirements gathering and the role of business analyst. Finally, the architect role and architecture tools in VS are introduced as we create the architecture for our demo application.

Agile in Action – Act 2: The Backend – The Windows Azure Platform (*)

Part 2 of 3 – this session begins implementation of our application and introduces the Windows Azure platform which we will use for the backend and data tier. This session covers the developer role and highlights features like source control, team build as well as other features in Team Foundation Server and Visual Studio 2010.

Agile in Action – Act 3: The Frontend – HTML5 and Silverlight for Windows Phone 7 (*)

Part 3 of 3 – this session introduces HTML 5 and Silverlight for Windows Phone 7 which we will use for the front end tier(s) of our application. This session will focus on test and stakeholder roles and will introduce reporting and automated and manual testing. It will also show how to build applications that target multiple form factors.

Getting Started – What can you do today to get value from Agile?

This session wraps up the day and provides tips, information and additional resources from Microsoftand Microsoft partners so that you can start immediately on your road to Agile!(*) We will migrate a classic Tier 1 application to the Microsoft platform. The demos will run through all project

phases and touch all team roles. We will demo all the features of TFS/VS in an Agile context and highlight the value of Software Quality.

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Value Proposition: Gives and Gets

CommitmentGives •Delivers: 1 or more event session(s)•Follow-Up: Opportunity follow-up•Closing: Closes DevTools deals•FY12 Closing: Oppties fully closed and invoiced by June 2012

Gets•Funding: funding for deployment, services & migration services (DPS)•Sponsorship: Microsoft Field/Corp sponsorship and sales support•MSFT Integration: Low risk/cost exposure to MSFT customer base

CommitmentGives •Funding: Fund and organize local event and identify and invite target customers•Win Commit: Field must provide opportunity pipeline follow-up and win commitment after the event•FY12 Results: Upon successful program completion field must commit to give feedback

Gets•Funding: Funding and resources for event preparation and oppty follow-up.•Dedicated Services: Corp provides speakers for event and follow-up

CommitmentGives •Funding: Funds partner integration and content creation•Execution Support: Centralized execution support and dedicated speaker resources•BOM: End-to-end program deliverables for field and partners

Gets•Revenue: DevTools revenue upside•Opportunity Momentum: Increase pipeline and migration visibility in GSX

Exposure and opportunity generation mechanism fully

funded by Microsoft.

Partner(s)

Opportunity acceleration and closure mechanism

with dedicated corporate engagement and resources.

Field

Opportunity velocity, revenue and market

momentum with broadened field compete focus.

Corporate

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Where to Look for Wins

Top 5 Opportunities Rationale Oppty Size

… …# Accounts

……

# Accounts

……

# Accounts

……

# Accounts

……

# Accounts

Total Opportunity # Accounts

1

2

3

4

5

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Revenue Impact

Small Subs: between $3k and $50k per sub 1 Opportunity per event Customer team size: between 5 and 10 IC team members SKUs purchased:

Visual Studio with MSDN (Premium or Ultimate): 1 license per team member or

Test Professional: 2 licenses per team

Medium Subs: between $6k and $100k per sub 2 Opportunities per event All other assumptions similar to small sub

Large Subs: between $9k and $150k per sub 3 Opportunities per event All other assumptions similar to small sub

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Roadshow Offerings

End-to-end process with in-a-box offerings in each step: Planning, Execution, Follow-Up, Closing

Content and BOM creation: Complete agenda, presentations, demos – ready for re-delivery Where applicable: speaker and partner management and

support Marketing BOM: invitation mail, landing page, digital promo

materials

Special focus on opportunity generation/driving sales: After-event mailing material/contact cadence/telesales process Partner(s) integrated into opportunity follow-up 1:1 follow-up through partners and/or MSFT resources Heavy push of Deployment Planning Services as follow-up Telesales materials for opportunity follow-up

Elevator Pitch

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Resources (BOM)

Real World Agile Roadshow event site (and Silverlight/HTML5 demos) Internal SharePoint site Marketing Collateral (Web site, Banner Ads, invitation mail templates

etc.) Roadshow Presentations and Demo Scripts Roadshow Follow-Up Resources All Roadshow Materials (external link): Data Mining Excel Sheet Data Mining Reports:

http://gmobi/Services/Analytics/Analytics%20Report/Forms/Current%20reports.aspx

Step-by-StepHow the Program Works

The Real World Agile Roadshow – Getting started with Agile Application Lifecycle Management

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Process

•Define internal collaboration (EPG/BMO/SMS&P)

•Define external collaboration (UG/MVPs/Partners)

•Define event parameters• Identify partners• Identify target customers

•Set up landing page (T-4)

•Send 1st invitation (T-4)•Personal invitation (T-4)

•Breadth communication

• Invitation follow-up (T-2)

•Pull registration report•Send reminder to negs (T-2)

Plan

•Event agenda/speakers•Event presentations/demos

•Partner materials•On-site info package•Attendee feedback forms

Execute •Create event report•First follow-up mail (T+1)

•Telesales follow-up (T+2)

•Create opportunities in GSX

•Final follow-up to negs (T+3)

•Create opportunity listFollow-Up

•Opp. handover to partner(s)or

•Execute MSFT follow-upor

• Initiate DPS process•Create final report (FY end)

Close

T-8 T T+4 T+8

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Workflow Diagram

Field

Partners

Corporate

Customers

Event report (Attendance,

Feedback, Leads)

Mktg. collateral,

content and speaker support

Review results, define

potential

Conversation to discuss

Corp involvement

Review leads, define actions

Initiate 1:1 Follow-Up Track process, report

on success metrics, etc.

Deliver engagement(s)

Run event

Send first Follow-Up

(T+1)

Start telesales Follow-Up

(T+2)

Send final Follow-Up to

negatives (T+3)

Invitations Put WIN in GSX, Get agreements

signed

Customer attends and

fills out feedback

Conversation to discuss

partner involvement

Review results, Define

potential

Customer responds to

Call to Action from 1st

Follow-Up

Customer responds to

telesales Follow-Up

Customer agrees to 1:1

activities

Initiate partner

Follow-Up

Op

portu

nity

has b

een

create

d in

GSX

by

Tele

sale

s/SSP a

nd is n

ow

at 4

0%

stage Purchase

FY E

nd

Report

Close

Review leads, define actions

Follow-UpPlan

Identify target customers

Contact, engage with stakeholders

Execute

Customer registers

Deliver Session(s)

Deliver engagement(s)