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Compromises, not solutions!Francesco Fulloneff AT ideato.it
Who am IFrancesco Fullone aka @Fullo- PHP developer since 1999-              President-         and Open Source Evangelist...
Warning!«works for me» talk
Once upon a time...
Sysadmin to CFOand HR, webops, ...                      … a Log, is a                      Log...
Dev toProduct Owner, ...and Coach,           CTO            All for code...            code for all!
Consultant to CEO              and Sales, Mkt, ...   Do things,  see people...
Consultant to CEO              and Sales, Mkt, ...   Do people,  see things...
Study, Do, Repeat    do less, get more
The Zen approach“Floating customer, river sitting”
Upsell!You don’t love us!
Study, Do, Repeat sharpening the blade
The perfect SalesmanHalf Templeton «Faceman» Peck - half Stan
Agile... What?
Be a good salesman, is enough(at least for me)
Clienti?   Customers?
Stime e story points                   Just pick two                       and don’t get too cocky
Prompt reply,Patient in getting it
Customers want productsOr a service that is sold as a product
Study, Do, RepeatSalesaman as company MVP
Lean Manufacturingfor a salesman
Compromises,not solutions!
Search the true goalsare sometime hidden, even to clients
Avoid the «imprinting effect»         Don’t let your clients lose the focus
Getting to yes   needs euristic approach
You are not areal salesman!
Business SynergyAs Partners not Client-Vendor
companies
What about Contracts?ad hoc: starto, time&mat, fixed price, fixed scope, etc...
jsDay + phpDay 2013  16-19 Maggio 2013 Veronawww.phpday.it / www.jsday.it
Francesco Fullone       ff@ideato.it          @fullo    via Quinto Bucci 205     47023 Cesena (FC)      info AT ideato.it ...
Credits    Once upon a time Mario by www.AntonioTajuelo.com                   Imprinting photo by LIFEExtended Venn Graph ...
Compromises and not solution
Compromises and not solution
Compromises and not solution
Compromises and not solution
Compromises and not solution
Compromises and not solution
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Compromises and not solution

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One of the biggest problems perceived in the
agile's world is "how do I make it clear to the sales dept. that I can't sell an application to the client without having discussed (and evaluated) it with the development team?". One of the biggest problems perceived by agile salesmen is: "How can I make it clear to the development team that without an economic evaluation I can't sell anything?". Bargaining is necessary not only to customers but also within the company. This is the talk / confession of a former developer passed to the dark side ...

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Compromises and not solution

  1. 1. Compromises, not solutions!Francesco Fulloneff AT ideato.it
  2. 2. Who am IFrancesco Fullone aka @Fullo- PHP developer since 1999- President- and Open Source Evangelist- CEO @- founder @- conference organizer- Nerd and geek
  3. 3. Warning!«works for me» talk
  4. 4. Once upon a time...
  5. 5. Sysadmin to CFOand HR, webops, ... … a Log, is a Log...
  6. 6. Dev toProduct Owner, ...and Coach, CTO All for code... code for all!
  7. 7. Consultant to CEO and Sales, Mkt, ... Do things, see people...
  8. 8. Consultant to CEO and Sales, Mkt, ... Do people, see things...
  9. 9. Study, Do, Repeat do less, get more
  10. 10. The Zen approach“Floating customer, river sitting”
  11. 11. Upsell!You don’t love us!
  12. 12. Study, Do, Repeat sharpening the blade
  13. 13. The perfect SalesmanHalf Templeton «Faceman» Peck - half Stan
  14. 14. Agile... What?
  15. 15. Be a good salesman, is enough(at least for me)
  16. 16. Clienti? Customers?
  17. 17. Stime e story points Just pick two and don’t get too cocky
  18. 18. Prompt reply,Patient in getting it
  19. 19. Customers want productsOr a service that is sold as a product
  20. 20. Study, Do, RepeatSalesaman as company MVP
  21. 21. Lean Manufacturingfor a salesman
  22. 22. Compromises,not solutions!
  23. 23. Search the true goalsare sometime hidden, even to clients
  24. 24. Avoid the «imprinting effect» Don’t let your clients lose the focus
  25. 25. Getting to yes needs euristic approach
  26. 26. You are not areal salesman!
  27. 27. Business SynergyAs Partners not Client-Vendor
  28. 28. companies
  29. 29. What about Contracts?ad hoc: starto, time&mat, fixed price, fixed scope, etc...
  30. 30. jsDay + phpDay 2013 16-19 Maggio 2013 Veronawww.phpday.it / www.jsday.it
  31. 31. Francesco Fullone ff@ideato.it @fullo via Quinto Bucci 205 47023 Cesena (FC) info AT ideato.it www.ideato.it
  32. 32. Credits Once upon a time Mario by www.AntonioTajuelo.com Imprinting photo by LIFEExtended Venn Graph by http://www.jonathancrossfield.com phpDay and JsDay are TM logos from GrUSP.org Kerning Conference Logo TM from Kerning Conference Stan is a character from Monkey Island TM OpenFont Lobster Two, Source Sans Pro

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