[Pcamp19] - Como fazer seus processos de Discovery e Delivery convergirem: um Case da SumUp - João Victor Gonçalves & Rodrigo Kleinert | SumUp

1. SumUp – A better way to get paid.
Como fazer seus processos de
Discovery e Delivery convergirem
Um Case da SumUp

2. SumUp – A better way to get paid.
João Victor Gonçalves
Lead Product Designer,
Acquisition
Rodrigo Kleinert
Product Manager,
Partners

3. SumUp – A better way to get paid.
● Contexto e definição do problema
● Desenvolvimento em Dual Track
● Resultados
● Aprendizados
Agenda

4. SumUp – A better way to get paid.
Contexto e Definição do Problema

5. 30 milhões
de pequenos negócios
não aceitam cartão
3 a cada 10
reais são gastos
no cartão
mais da metade
dos CNPJs não
aceitam cartão
Mercado de pagamentos no Brasil

6. SumUp – A better way to get paid.
2018 - hoje2013 - 2016 2017
Foco em prospecção online
Será que atinge todo
o nosso público?

7. SumUp – A better way to get paid.
2018 - hoje2013 - 2016 2017
Foco em prospecção online
Será que atinge todo
o nosso público?
Experimentação de canais
offline:
● Varejo
● Parcerias
● Consultores

8. SumUp – A better way to get paid.
2018 - hoje2013 - 2016 2017
Foco em prospecção online
Será que atinge todo
o nosso público?
Experimentação de canais
offline:
● Varejo
● Parcerias
● Consultores
Foco: consultores

9. SumUp – A better way to get paid.
Quem são os consultores?

10. SumUp – A better way to get paid.
Payback saudável
Alcance
Escalabilidade
Razões para
o foco em
consultores

11. SumUp – A better way to get paid.
Tínhamos processos
validados, mas zero
tecnologia envolvida

12. SumUp – A better way to get paid.
Faca 1
Faca 2
Alicate
Faca 3
Chave
de fenda
Saca
rolha
Frigideira
Sofá-cama
Chuveiro
elétrico
Escavadeira
Foguete
Strogonoff
de frango
E quando perguntamos
ao time de vendas como
resolver o problema?

13. SumUp – A better way to get paid.SumUp – A better way to get paid.SumUp – A better way to get paid.
Mas por onde
começar?

14. SumUp – A better way to get paid.
Track de Discovery
Ciclos que permitem que pesquisa,
prototipagem e aprofundamentos de
validação aconteçam
Track de Delivery
Time multidisciplinar de 6 pessoas
rodando SCRUM
Ciclos de 15 dias com refinamentos
baseados no resultado da track de
delivery

15. SumUp – A better way to get paid.
Design Sprint
Refinamento
e Iteração
Pesquisa
DISCOVERY
D0 D30 D0 D30

16. SumUp – A better way to get paid.
Design Sprint
Refinamento
e Iteração
Pesquisa
DISCOVERY
D0 D30 D0 D30
DELIVERY
Sprint de
desenvolvimento

17. SumUp – A better way to get paid.
DISCOVERY

18. SumUp – A better way to get paid.
Pesquisar
e definir
problemas
Validar uma
possível
solução
Refinar e
quebrar em
entregáveis
Ciclo de
Discovery

19. SumUp – A better way to get paid.

20. SumUp – A better way to get paid.
Pesquisar
e definir
problemas
Validar uma
possível
solução
Refinar e
quebrar em
entregáveis
Ciclo de
Discovery

21. SumUp – A better way to get paid.
De problemas
para protótipos
*altamente influenciado
pela metodologia do GV
de Design Sprints

22. SumUp – A better way to get paid.

23. SumUp – A better way to get paid.
Vilson
Tech Lead
Sebastian
ERP
Sylvie
CRM
Darcie
Logistics
Milena
Back-end
Herbert
Front-end
Prandi
Back-end
Aline
Account
Manager
Mariana
QA
Time de Discovery
João
Product
Designer
Rodrigo
Product Analyst
Isadora
Product Owner

24. Resultado
da Sprint

25. SumUp – A better way to get paid.
Pesquisar
e definir
problemas
Validar uma
possível
solução
Refinar e
quebrar em
entregáveis
Ciclo de
Discovery

26. Épicos

27. Alguns milestones...
🏳Habilitar a atribuição através do canal de vendas online
🏳Visibilidade dos leads que ficaram pra trás no canal online
🏳Atualização de dados de negócios de cada consultor
🏳Customização e criação de sub-links no canal online
🏳Onboarding e criação do primeiro link de vendas online
🏳Realização de pedidos de pronta entrega
🏳Venda assistida de leitores com clientes

28. Factível
Valor adicionado

29. Factível
O1S1 - I, as consultant,
would like to be able to
sell online in order to
reach more people
S1S1 - I, as consultant,
would like to be able to
access the platform in
order to use it
D1S1 - I, as a consultant,
would like to order and
receive card readers to
sell offline in order to
boost my performance
D1S5 - I, as consultant,
would like to see my
prompt delivery orders in
order to identify any
errors
D1S4 - I, as consultant,
would like to track the
delivery of my prompt
delivery order to organize
my sales plan
P1S1 - I, as consultant,
would like to have a
portfolio of clients in
order to have long term
incentives to stay in the
program
P1S4 - I, as consultant,
would like to receive
incentives from my
portfolio in order to have
real long incentives to
stay in the program
P1S3 - I, as consultant,
would like to receive for
the referrals from my
portfolio in order to not
feel injusticed
P1S2 - I, as consultant,
would like to see the
information of who are
behind my portfolio
incentives in order to
trust this info
O1S3 - I, as consultant,
would like to see the
details of my non
converted sales in order
to try to convert them
O1S4 - I, as consultant,
would like to have a easy
and shareable way to sell
online in order to reach
full sales potential
C1S3 - I, as the sales
team, would like to
calculate a monthly
commission based on
previous defined ruleset
in order to not have
churn
Valor adicionado
Nice to have
Exploração e
simplificação
Core fundamentals
Quick wins
D1S5 - I, as consultant,
would like to see my
prompt delivery orders in
order to identify any
errors
Sorry, but no
Core fundamentals

30. Factível
O1S1 - I, as consultant,
would like to be able to
sell online in order to
reach more people
S1S1 - I, as consultant,
would like to be able to
access the platform in
order to use it
D1S1 - I, as a consultant,
would like to order and
receive card readers to
sell offline in order to
boost my performance
D1S5 - I, as consultant,
would like to see my
prompt delivery orders in
order to identify any
errors
D1S4 - I, as consultant,
would like to track the
delivery of my prompt
delivery order to organize
my sales plan
P1S1 - I, as consultant,
would like to have a
portfolio of clients in
order to have long term
incentives to stay in the
program
P1S4 - I, as consultant,
would like to receive
incentives from my
portfolio in order to have
real long incentives to
stay in the program
P1S3 - I, as consultant,
would like to receive for
the referrals from my
portfolio in order to not
feel injusticed
P1S2 - I, as consultant,
would like to see the
information of who are
behind my portfolio
incentives in order to
trust this info
O1S3 - I, as consultant,
would like to see the
details of my non
converted sales in order
to try to convert them
O1S4 - I, as consultant,
would like to have a easy
and shareable way to sell
online in order to reach
full sales potential
C1S3 - I, as the sales
team, would like to
calculate a monthly
commission based on
previous defined ruleset
in order to not have
churn
Valor adicionado
Nice to have
Exploração e
simplificação
Core fundamentals
Quick wins
D1S5 - I, as consultant,
would like to see my
prompt delivery orders in
order to identify any
errors
Sorry, but no
Core fundamentals
S1S1 - I, as consultant,
would like to ……. in
order to ...
D1S3 - I, as consultant,
would like to ……. in
order to ...
D1S2 - I, as consultant,
would like to ……. in
order to ...
D1S5 - I, as consultant,
would like to ……. in
order to ...
D1S4 - I, as consultant,
would like to ……. in
order to ...
P1S4 - I, as consultant,
would like to ……. in
order to ...
O1S3 - I, as consultant,
would like to ……. in
order to ...
O1S4 - I, as consultant,
would like to ……. in
order to ...
C1S1 - I, as consultant,
would like to ……. in
order to ...
C1S2 - I, as consultant,
would like to ……. in
order to ...
C1S4 - I, as consultant,
would like to ……. in
order to ...
I1S2 - I, as consultant,
would like to ……. in
order to ...
I1S1 - I, as consultant,
would like to ……. in
order to ...

31. SumUp – A better way to get paid.
DELIVERY

32. SumUp – A better way to get paid.
Ciclo de
Delivery
Refinamento
do protótipo e
das estórias
Planning +
Execução
Review +
Retrospectiva

33. SumUp – A better way to get paid.
Primeiro Protótipo Produção

34. SumUp – A better way to get paid.
Vilson
Tech Lead
Milena
Back-end
Herbert
Front-end
Prandi
Back-end
Mariana
QA
Time de Delivery
João
Designer
Rodrigo
Product Owner

35. SumUp – A better way to get paid.
Refinamento
do protótipo e
das estórias
Planning +
Execução
Review +
Retrospectiva
Pesquisar
e definir
problemas
Validar uma
possível
solução
Refinar e
quebrar em
entregáveis

36. SumUp – A better way to get paid.
Resultados

37. SumUp – A better way to get paid.
Visibilidade de Vendas
online
30 dias
antes
0h
hoje
Erros de atribuição
30%
antes
0.34%
hoje
Tempo de processamento
interno de pedidos
5 dias
antes
1 dia
hoje

38. SumUp – A better way to get paid.
Número de consultores
out/17
mai/19
2x
2x
fev/19

39. SumUp – A better way to get paid.
Crescimento das vendas
out/17 fev/19 mai/19
x3
x5

40. SumUp – A better way to get paid.
Aprendizados

41. SumUp – A better way to get paid.
A arte de simplificar. Nunca é tarde
para repensar processos.1 Foco na dor/problema

42. SumUp – A better way to get paid.
Engaje com usuários e stakeholders
colocando a mão na massa2 Não há fonte maior de insights e empatia

43. SumUp – A better way to get paid.
O negócio muda mais rápido do que
a velocidade de desenvolvimento3 Atualizamos prioridades diversas vezes

44. SumUp – A better way to get paid.
Os ciclos de discovery e delivery se
afastaram bastante em certo ponto4 Colocamos o pé no freio durante um bom tempo

45. SumUp – A better way to get paid.
Nunca acaba. Estamos refinando o
nosso protótipo original até hoje5 (E vamos continuar refinando)

46. SumUp – A better way to get paid.
Setembro/2018 Dezembro/2019

47. SumUp – A better way to get paid.SumUp – A better way to get paid.SumUp – A better way to get paid.
Obrigado!
João Gonçalves linkedin.com/in/joaovictortg/
Rodrigo Kleinert linkedin.com/in/rodrigokleinert/
sumup.com.br/carreiras