Powerpoint "Bagaimana menjual Scrum ke Managemen" pada saat meetup Komunitas Scrum Indonesia Chapter Bandung pada tanggal 25 September 2018 di Agate.id Bandung. Didasari bahwa meskipun kamu mungkin yakin sepenuhnya tentang manfaat Scrum, kebanyakan masih sulit buat kamu untuk meyakinkan manajer atau boss dikantor untuk membuat perubahan pada proses yang sudah biasa.... Karena Eksekutif secara alamiah biasanya menolak risiko, wajar jika mereka menyukai status-quo dan kepastian, dan mereka (mungkin) melihat Scrum sebagai sebuah risiko daripada solusi. Padahal, satu penyebab utama kegagalan Scrum adalah kurangnya dukungan dari Top Managemen. Tidak mudah memang untuk mendapatkan support dari mereka, terutama karena mereka memiliki pengalaman pengembangan software secara waterfall selama bertahun-tahun. Pada ppt dan sharing session dibahas tentang, WHY, HOW and WHAT kita bisa "menjual" atau mempersuasif pihak managemen agar tidak sekedar mengimplementasi Scrum tapi juga mengadopsi Scrum Framework dan Agile Mindset tidak hanya di team IT division tapi beyond that ke company.

1. How to Sell SCRUM
to Your Management!
By. Aria Hadi
www.ScrumAcademy.ID

2. The Excuses
● I prefer the old way
● We don’t have the budget for it
● The customer doesn’t want that
● It’s too expensive
● We’re in a hurry to meet the deadline,
we don’t have time to try that

3. The Excuses
● Sounds good, we’ll try it next year
● What is the immediate benefit?
● We don’t need that!
● Let me look into that and get back to you
later

4. WHY do we need SUPPORT from Management?
● They Set the Strategy
● Dead end to Self-Organized
team
● Organization Changed is
needed
● Safe to Fail Environment
● Supporting Bos/Senior Management is
pivotal to succesful Scrum Use

5. Source:
https://www.scrumalliance.org/learn-about-scrum/state-of-scrum
/2018-state-of-scrum

6. The Art of Selling
1. Get to Know Them
2. Just Do It
3. Tell the Stories
4. Deliver the messages
5. Upgrade
6. Be-Scrum

7. ○ What they have heard ‘bout Scrum and
Scrum
○ What Company’s objective and Their
Concern
○ What their Personal motivation and
ability
Get to Know Them
HOW YOU WILL REACT!
A &
L

8. The Game
1. You Learn and be Expert on Scrum mindset
and Scrum Framework
2. Spread it, Get your team know it as well
Just Do It
PROVE IT WORKS!
3. Create the Pilot team
4. Within 2 sprint, Let
them SEE!

9. Just Do It
○ Tracing Metrics (revenue, quality,
growth, velocity, etc)
○ Setting a Base line (our time to
market? How determine quality?
Our customer satisfaction level?,
etc)
○ Measuring Innovation and
Competitiveness
○ Measuring Improved Performance
(sales, mkt, output volume)
○ Measuring Employee Engagement
(happiness, motivation, turn over)
○ Measuring Tactically
Measure Scrum Success

10. ○ Business
○ Social
○ Client’s Testimonial
Tell Them Success Stories
Mostly We’re FOLLOWERs!

11. a. Don’t go into detail
b. Don’t say Scrum is the only way
c. Be empathic
Deliver the Messages
Value and Profit Perspective

12. i. Align to Corporate
Objective
● Save Cost
● Increase Revenue
● Mitigate the Risk
● Deliver added value
Deliver the Messages
Key Points to Address

13. ii. Align to Management’s Concern
● Delegate, Allocate, Managing, Authority (solved
by Self managed and Cross Functional team)
● What do I do?
Deliver the Messages
Key Points to Address

14. iii. Increase Capability
of the organization
● Skill and knowledge
● Dependencies
Deliver the Messages
Key Points to Address

15. a. Tell them to READ the
books/articles or Watch
YouTube
i. The Art of Doing Twice the work in half time by Jeff
Sutherland
ii. Scrum: A Pocket Guide by Gunther Verheyen
iii. Scrum at el by Ken Schwabber
b. Sent them to the Scrum Training
c. With him GO to the Meetup
Upgrade them and you

16. Learn,
Inspect,
Adapt

18. About Me
Founder | CEO | Scrum Practitioner
Aria Hadi Wardhana
CMSO @ PT. Walden Global Services
SM | Scrum Coach @ PT. Ekipa Scrum
Consultancy
Founder | CEO @ ScrumAcademy.id
Email:
aria@ScrumAcademy.I
DHP/Whatsapp:
+62-87825813767