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Game of-sales-presentation Game of-sales-presentation Presentation Transcript

  • Game of SalesOr how to deal with estimates andnot get pissed off in the processSlava MerezhkoCTO, PropeopleUkraine
  • Introduction• Name: Slava• Company: Propeople• Background: Developer and PM in the past;CTO and smartass right now; Sales anddouble smartass in future• What I’m doing: Technical presale, Businessprocesses, Development workflow, Makepeople want more & better
  • Plan1. Why you can’t get rid of estimates.2. Typical problems in communication between Sales andProduction3. 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 this have 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 have life cycle• It starts with sale• Estimate is part of the sale• Proper estimate helps you to make yourselfcomfortable 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 information for the same thing• Not enough communication betweenDevelopers 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 estimatewithout actually having one• Give range estimate (Min – Max)• Make assumptions• Write down uncertainty factors• Make estimate process iterative
  • Why should Ido that?
  • Because
  • With estimate Without estimate
  • How to make precise estimatewithout 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 make estimatelower, God kills a kitten• Fact of the sale isn’t enough anymore• Talk to developers, give them more qualityinformation. Use their knowledge forbenefits
  • What does this have to do withGame of Thrones?• ―Brace yourself, estimate is coming‖• ―When you play a game of sales youestimate or you die‖• ―Little birdies told me‖• ―Hodor Hodor Hodor HODOR!‖
  • Conclusion• Good estimate is a benefit for everyone• Information is a money• Good communication – what’s need forboth good estimations and informationflow• Sales and Devs are in the same boat• If they think otherwise – they’d better stop
  • Questions?slava.merezhko@propeople.com.uaSkype slavka.merezhkoSlava MerezhkoCTO, PropeopleUkraine
  • 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 profithttp://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 личногоhttp://habrahabr.ru/post/141702/• Про Элопа, Нокию и горящую платформу http://habrahabr.ru/post/171325/• 4 ошибки, которые я допустил как технический директорhttp://habrahabr.ru/post/177063/