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Selling Agile

by pklipp on Sep 22, 2010

8,173 views

All agile development begins with the sales process. Internally, adopting agile approaches require the support of top management and project managers. External clients have to be sold on the agile appr...

All agile development begins with the sales process. Internally, adopting agile approaches require the support of top management and project managers. External clients have to be sold on the agile approach and convinced to sign a contract that allow for agile development. Sales teams have to be able to convince external clients that the agile approach is the best for their project.

Paul Klipp has been selling the agile process internally and to outside clients since 2004 with considerable success. In this presentation, he'll discuss how to sell the benefits of agile development to internal stakeholders and to outside clients and will provide an overview of different approaches to agile contracts.

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sales service marketing agile

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http://agileee.org	5435
http://agileee.com	236
http://www.armerkater.de	99
http://geerttheys.com	83
http://www.agileee.com	61
http://www.agile-nearshoring.com	59
http://test.agileee.org	34
http://webexpo.cz	13
http://us-w1.rockmelt.com	6
http://webcache.googleusercontent.com	4
http://feeds2.feedburner.com	4
http://translate.googleusercontent.com	3
http://webexpo.net	2
http://static.slidesharecdn.com	1

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Favorites: 4
Downloads: 126
Comments: 2
Embed Views: 6,040
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Geert Theys Hello,

I liked your presentation a lot. I'm very interested in de 1 page contract you showed on stage. Do you have a template you can share?

Regards,
Geert Theys (geert.theys@gmail.com) 1 year ago Reply
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pklipp I'm following the comments, so if you have any questions about this presentation, ask here and I'll try to answer in a timely manner. 1 year ago Reply
Are you sure you want to Yes No

For the feature releases photo, try searching for “software demo” because a feature release looks like one person (the client) looking at a feature and giving feedback to the development team.
I’ll talk about some software horror stories, to illustrate how bad most software is.

It’s of a French rocket costing half a billion dollars that explodes due to a software bug.
I’ll talk about some software horror stories, to illustrate how bad most software is.

It’s of a French rocket costing half a billion dollars that explodes due to a software bug.
I’ll talk about some software horror stories, to illustrate how bad most software is.

It’s of a French rocket costing half a billion dollars that explodes due to a software bug.
Your prospect is overwhelmed with options and details. Give them less to think about and they will trust you more. Give them one, just one, good reason to choose your service.
Tell your prospects the ten best things about your service, and he won't remember any of them.

and he'll remember it and assume that there are more good things besides.
Eliminate cliches from your message. Your prospects don't even register them and they undermine your message. Tell the straight truth without embellishment, and you'll be remembered.
Be grateful for the opportunity and express your gratitude in everything you do. It's not over when you deliver the product, either. The client still has no assurances that what you delivered is dependable or a better value than the service he didn't choose would have been. In extending his faith to your software, he's doing you another huge favor.
Be grateful for the opportunity and express your gratitude in everything you do. It's not over when you deliver the product, either. The client still has no assurances that what you delivered is dependable or a better value than the service he didn't choose would have been. In extending his faith to your software, he's doing you another huge favor.
Be grateful for the opportunity and express your gratitude in everything you do. It's not over when you deliver the product, either. The client still has no assurances that what you delivered is dependable or a better value than the service he didn't choose would have been. In extending his faith to your software, he's doing you another huge favor.
Be grateful for the opportunity and express your gratitude in everything you do. It's not over when you deliver the product, either. The client still has no assurances that what you delivered is dependable or a better value than the service he didn't choose would have been. In extending his faith to your software, he's doing you another huge favor.

4 Favorites

John Peltier , Organizer at ProductCamp Atlanta 1 month ago
Carlo Beschi , Agile Champion at Devsum Tags agile 9 months ago
Zdeněk Farana 1 year ago
Bruno Caimar , Software Developer at Imagem Tags sales agile 1 year ago

Selling Agile — Presentation Transcript

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