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Dude, where’s my backlog?!




Robin Dymond CST
Who am I?
  Robin Dymond, CST
  Owner of U.S. based Innovel LLC
  Gold sponsor for Agile E.E. 
  20 years in software development
  8 yrs doing Scrum + XP,5 yrs applyingLean
  Agile Program Coach in the largest Agile
   transition in Banking
  Trained 800+ people in Scrum in Ukraine
  Clients in Europe, US, Canada, Brazil

                     10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Have you ever seen a backlog
that looks like this?




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
How about this backlog?




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Is your Product Owner spending
quality time with your team?




                 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Whatcanyou do about this?




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Our algorithm guy has this
great idea! Let’s build it!




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Let’s write a defect
trackerwith [insert new technology here]!




                        10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
What do you really want?




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Create a great product
that customers love?




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Techniques to get to a great
Product Backlog




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net   © 2008, 2009,
                                                                                2010 Innovel
                                                                                LLC, Rights
                                                                                Reserved.
                                                                                www.innovel.net
                                                                                11
                                                                                11
Forget the Backlog for a
moment…
   Lets focus on the system that creates
   the backlog:
     People
     Managing PO work
     Defining PO work




                  10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Do you have the right
person as PO?
        People over process




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Key Product Owner
Attributes
    A subject matter expert
    Knowledgeable about the business
    Has decision making authority
    Has lots of time for the team
    Good communicator
    Uses the system being developed
    Facilitates stakeholder input
    Listens to the team
    Understands the key role of a Product Owner in Scrum
    Helps the team improve
                        10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Get the right person for
the job




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
ManagingPOwork




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Pulling features from
the Backlog
            Ready for                                                              Priority
            next iteration
Team
        Next 2-3 Iterations,
        Less defined



                Epic Story


   A group of stories that
   Comprise a capability


                Epic Story

                               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Backlog Grooming
                                                                               Priority
    PO and Team



  PO and Team or Analyst




    PO and other POs




                           10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Add sprint preplanning with
 Team and PO to Scrum
Product Backlog


                                                  Backlog Review meeting
   Product
   Backlog
                                    Product
                                    Backlog



                                                                NO SURPRISES


              Goal: xyz

              Sprint 1
              Backlog

                               Sprint1                                                  Sprint 2

             Week 1            Week 2                  Week 3                                 Repeat

                  Iteration-             Daily                            Demo
                   planning             Standup                       Retrospective
                                        meeting

                                    10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Define a “ready to develop”
state for User stories to enter
sprint planning.




                 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Reduce the PO Work in
Progress (WIP)
   How much stuff is the P.O. working on?
   What other projects do they have?
   What does sales and marketing demand for
    road maps and future plans?
   How do they interact with stakeholders?
   Are there regular facilitated stakeholder
    meetings to work on the backlog?


                    10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Use a personal kanbanto
manage P.O. WIP




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Onlinekanbanfor off site
P.O.




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Map the Value Stream

   Often all the work done by Product
    Owners is not clear
   Mapping the value stream can reveal
    bottlenecks for example, approvals




                  10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Making a process flow

More workin process drives a longer cycle time.
Putting more work in process does not increase throughput or efficiency.

Work in process (WIP), cycle time and production completion rate
are all interrelated:

       WIP = Rate x Cycle time thus Cycle time = WIP / Rate




                                                                                                  Agile   Scrum
                                                                                     Lean
                               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Teams have a capacity, so do
Product Owners
            How much can 7 people do in 2 weeks?
            How about the next 2 weeks and the next 2
             weeks…?
            A team’s velocity is the amount of working
             tested software completed every Iteration.
 Product
 Backlog


            How much capacity does the PO have?
            With a value stream map and a kanban you
             can start to understand PO capacity.
                           10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Product Ownership: scope
creation or scope management?




                 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Ensuring what gets built
delivers value




                10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Product Management with Fast
Feedback
                  Revise product
                   direction based
                on market feedback
Plan product   Release every Sprint                                             Check
increments,                                                                    Market
Market tests                                                                  response




                      10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Do PO’s evaluate if what
was built is being used?




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Automate market
feedback, make it
transparent




               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Prioritization Thinking
Tools

Purpose Alignment Model
  Simple set of criteria
  Creates a decision filter that should be
   dispersed throughout the company
  Great scope cutter!

        * Stand back and Deliver, Pixton et. al.

                          10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Purpose Alignment Model

                             High

                                     Partner              Differentiating
    Market differentiating
                             Low




                                    Who Cares                      Parity

                                        Low                         High

                                          Mission critical
                                               10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Would you put that project or
capability on a billboard?




                 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
A Framework for Product
Ownership
                                                                 Backlog &
 Business   Business                               Categorize
                         Prioritize                               Release
  Case      Drivers                                   Capabilities
                                                                   Plan




     Strategic planning to
     Optimize for Return on Investment



                       10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
The Business Case
 Business Case
 Undertaking a project needs to make
 economic sense. The return required to
 achieve a tangible output must justify
 the investment made.
 Like all other things Agile, the business
 case is a living document that will
 adjust as the situation changes.

Product Owner Responsibilities
Craft and update the business case
 Ensure all parties are continually aware of overarching goals
 Ensure alignment of project to corporate strategic goals

                                10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Writing the Business Case
The effort to create a business
case should be appropriate to the
level of investment and the
perceived risk.

Often there is a standard of
business case practices within a
company.

Don’t fall into the trap of analysis paralysis
 If you go beyond two weeks of effort for consider if you
   have spent enough time?
 Agile enables you to stop projects early if the results are
   not as expected.

                            10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Product Ownership
Framework
                                                                              Backlog &
  Business     Business                             Categorize
                           Prioritize                                         Release
   Case        Drivers                              Capabilities
                                                                               Plan
Business case
 Examine the business case, looking for key elements of value
  creation.
 Look for opportunities to deliver value incrementally

Find the Business Drivers
 Find the categories of value creation “Why do this project”,
   “What kind of value are we creating and for whom”, “What do I
   really care about”, “What do our customers really care about”?

                           10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Business
Business Drivers                             Drivers


Prioritize Business Drivers
 With input from your stakeholders, prioritize the
    business drivers
 Don’t allow everything to be a number one priority

Example Business Drivers:

  Driver 1. Be first to market
  Driver 2. Increase revenue through convenience
  Driver 3. Delight the customer to increase usage

                          10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Framework #2

                                                                              Backlog &
  Business     Business                             Categorize
                           Prioritize                                         Release
   Case        Drivers                              Capabilities
                                                                               Plan

Create and Categorize capabilities
 Create high level capabilities based on customer value, with
  the help from the business. User stories provide a good
  approach.
 Sort the capabilities into which business driver they support.
 Some capabilities may support more than one driver, pick the
  most relevant driver.


                           10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
                                                                                              41
Framework #3

                                                                               Backlog &
  Business     Business                              Categorize
                            Prioritize                                         Release
   Case        Drivers                               Capabilities
                                                                                Plan

Create Product Backlog and Release plan
 Use your prioritized business drivers and list of capabilities to
  build the product backlog.
 Don’t forget to consider items that require long lead times
  and infrastructure necessary to support the creation of value
 Identify points where you think there has been enough value
  created to release capabilities to production


                            10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Strategic vs Tactical
 Business Case, Business Drivers, and High Level
  Capabilities are strategic

 Product Backlogs are tactical, incorporating release
  planning, estimates, and detailed User Stories.

 Great Product Ownership uses tactics of product
  backlog management to achieve strategic goals.

 Features are not the point. Customer and business
  value creation and value validation is the purpose.
                        10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Your Product Owner needs
a process too
  Scrum is silent on how product owners should
   manage their work
  Product Owners feed the rest of the
   development system and are a constraint
  Find ways to build and support effective work
   processes for your POs.
  Define what “Ready for development” means
   for user stories
  Use Lean and just in time ideas to eliminate
   overworked POs
                     10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Questions?




             10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Innovel LLC
Training and Consulting in
Scrum XP Agile Lean Kanban
                  GOLD SPONSOR OF
                  AGILE E.E.
                  Robin Dymond, CST
                  rdymond@innovel.net
                  www.innovel.net
                  www.scrumtraining.com
                  Americas: (804) 239-4329
                  Europe: +32 489 674 366
Adding Just in Time User Interface
design with Paper Prototyping




                    10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
                                                                                       47
How to create a paper
prototype?
  Remember being a kid?
  Use materials at hand - post-it
   notes, paper, sketches, white boards, tape
  Can also print (or make) blank UI widgets
   such as text boxes, drop down
   menus, displays, etc.
  Clicking a button should change the
   prototype, take the user to a new
   prototypedscreen, pop up, etc.

                     10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Building Tips
 Keep the prototype flexible, allow change from
  stakeholders - it is paper!
 Focus on the hard parts, Flows, interaction
  design, information layout
 DON’T make it pretty
 Do it with your team for collaboration and learning.



 UI elements should
be movable so you
can easily re-layout
the screen.
                         10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
Fast and useful usability
testing
   Outsourced usability testing is expensive to hire, takes
      time, and is often too late in the project to be useful
     Take an Agile approach with iterative in house testing.
     A knowledgeable facilitator and observer are required
      (training for staff)
     Morae (PC based test recording tool) for capturing
      usability testing in UIs
     Setup: Laptop, web cam, network, remote PC for
      observation of testing



                          10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net

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Dude where's my backlog?

  • 1. Dude, where’s my backlog?! Robin Dymond CST
  • 2. Who am I?  Robin Dymond, CST  Owner of U.S. based Innovel LLC  Gold sponsor for Agile E.E.   20 years in software development  8 yrs doing Scrum + XP,5 yrs applyingLean  Agile Program Coach in the largest Agile transition in Banking  Trained 800+ people in Scrum in Ukraine  Clients in Europe, US, Canada, Brazil 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 3. Have you ever seen a backlog that looks like this? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 4. How about this backlog? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 5. Is your Product Owner spending quality time with your team? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 6. Whatcanyou do about this? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 7. Our algorithm guy has this great idea! Let’s build it! 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 8. Let’s write a defect trackerwith [insert new technology here]! 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 9. What do you really want? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 10. Create a great product that customers love? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 11. Techniques to get to a great Product Backlog 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net © 2008, 2009, 2010 Innovel LLC, Rights Reserved. www.innovel.net 11 11
  • 12. Forget the Backlog for a moment…  Lets focus on the system that creates the backlog:  People  Managing PO work  Defining PO work 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 13. Do you have the right person as PO? People over process 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 14. Key Product Owner Attributes  A subject matter expert  Knowledgeable about the business  Has decision making authority  Has lots of time for the team  Good communicator  Uses the system being developed  Facilitates stakeholder input  Listens to the team  Understands the key role of a Product Owner in Scrum  Helps the team improve 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 15. Get the right person for the job 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 16. ManagingPOwork 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 17. Pulling features from the Backlog Ready for Priority next iteration Team Next 2-3 Iterations, Less defined Epic Story A group of stories that Comprise a capability Epic Story 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 18. Backlog Grooming Priority PO and Team PO and Team or Analyst PO and other POs 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 19. Add sprint preplanning with Team and PO to Scrum Product Backlog Backlog Review meeting Product Backlog Product Backlog NO SURPRISES Goal: xyz Sprint 1 Backlog Sprint1 Sprint 2 Week 1 Week 2 Week 3 Repeat Iteration- Daily Demo planning Standup Retrospective meeting 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 20. Define a “ready to develop” state for User stories to enter sprint planning. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 21. Reduce the PO Work in Progress (WIP)  How much stuff is the P.O. working on?  What other projects do they have?  What does sales and marketing demand for road maps and future plans?  How do they interact with stakeholders?  Are there regular facilitated stakeholder meetings to work on the backlog? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 22. Use a personal kanbanto manage P.O. WIP 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 23. Onlinekanbanfor off site P.O. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 24. Map the Value Stream  Often all the work done by Product Owners is not clear  Mapping the value stream can reveal bottlenecks for example, approvals 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 25.
  • 26. Making a process flow More workin process drives a longer cycle time. Putting more work in process does not increase throughput or efficiency. Work in process (WIP), cycle time and production completion rate are all interrelated: WIP = Rate x Cycle time thus Cycle time = WIP / Rate Agile Scrum Lean 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 27. Teams have a capacity, so do Product Owners  How much can 7 people do in 2 weeks?  How about the next 2 weeks and the next 2 weeks…?  A team’s velocity is the amount of working tested software completed every Iteration. Product Backlog  How much capacity does the PO have?  With a value stream map and a kanban you can start to understand PO capacity. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 28. Product Ownership: scope creation or scope management? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 29. Ensuring what gets built delivers value 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 30. Product Management with Fast Feedback Revise product direction based on market feedback Plan product Release every Sprint Check increments, Market Market tests response 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 31. Do PO’s evaluate if what was built is being used? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 32. Automate market feedback, make it transparent 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 33. Prioritization Thinking Tools Purpose Alignment Model  Simple set of criteria  Creates a decision filter that should be dispersed throughout the company  Great scope cutter!  * Stand back and Deliver, Pixton et. al. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 34. Purpose Alignment Model High Partner Differentiating Market differentiating Low Who Cares Parity Low High Mission critical 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 35. Would you put that project or capability on a billboard? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 36. A Framework for Product Ownership Backlog & Business Business Categorize Prioritize Release Case Drivers Capabilities Plan Strategic planning to Optimize for Return on Investment 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 37. The Business Case Business Case Undertaking a project needs to make economic sense. The return required to achieve a tangible output must justify the investment made. Like all other things Agile, the business case is a living document that will adjust as the situation changes. Product Owner Responsibilities Craft and update the business case  Ensure all parties are continually aware of overarching goals  Ensure alignment of project to corporate strategic goals 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 38. Writing the Business Case The effort to create a business case should be appropriate to the level of investment and the perceived risk. Often there is a standard of business case practices within a company. Don’t fall into the trap of analysis paralysis  If you go beyond two weeks of effort for consider if you have spent enough time?  Agile enables you to stop projects early if the results are not as expected. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 39. Product Ownership Framework Backlog & Business Business Categorize Prioritize Release Case Drivers Capabilities Plan Business case  Examine the business case, looking for key elements of value creation.  Look for opportunities to deliver value incrementally Find the Business Drivers  Find the categories of value creation “Why do this project”, “What kind of value are we creating and for whom”, “What do I really care about”, “What do our customers really care about”? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 40. Business Business Drivers Drivers Prioritize Business Drivers  With input from your stakeholders, prioritize the business drivers  Don’t allow everything to be a number one priority Example Business Drivers: Driver 1. Be first to market Driver 2. Increase revenue through convenience Driver 3. Delight the customer to increase usage 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 41. Framework #2 Backlog & Business Business Categorize Prioritize Release Case Drivers Capabilities Plan Create and Categorize capabilities  Create high level capabilities based on customer value, with the help from the business. User stories provide a good approach.  Sort the capabilities into which business driver they support.  Some capabilities may support more than one driver, pick the most relevant driver. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net 41
  • 42. Framework #3 Backlog & Business Business Categorize Prioritize Release Case Drivers Capabilities Plan Create Product Backlog and Release plan  Use your prioritized business drivers and list of capabilities to build the product backlog.  Don’t forget to consider items that require long lead times and infrastructure necessary to support the creation of value  Identify points where you think there has been enough value created to release capabilities to production 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 43. Strategic vs Tactical  Business Case, Business Drivers, and High Level Capabilities are strategic  Product Backlogs are tactical, incorporating release planning, estimates, and detailed User Stories.  Great Product Ownership uses tactics of product backlog management to achieve strategic goals.  Features are not the point. Customer and business value creation and value validation is the purpose. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 44. Your Product Owner needs a process too  Scrum is silent on how product owners should manage their work  Product Owners feed the rest of the development system and are a constraint  Find ways to build and support effective work processes for your POs.  Define what “Ready for development” means for user stories  Use Lean and just in time ideas to eliminate overworked POs 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 45. Questions? 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 46. Innovel LLC Training and Consulting in Scrum XP Agile Lean Kanban GOLD SPONSOR OF AGILE E.E. Robin Dymond, CST rdymond@innovel.net www.innovel.net www.scrumtraining.com Americas: (804) 239-4329 Europe: +32 489 674 366
  • 47. Adding Just in Time User Interface design with Paper Prototyping 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net 47
  • 48. How to create a paper prototype?  Remember being a kid?  Use materials at hand - post-it notes, paper, sketches, white boards, tape  Can also print (or make) blank UI widgets such as text boxes, drop down menus, displays, etc.  Clicking a button should change the prototype, take the user to a new prototypedscreen, pop up, etc. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 49. Building Tips  Keep the prototype flexible, allow change from stakeholders - it is paper!  Focus on the hard parts, Flows, interaction design, information layout  DON’T make it pretty  Do it with your team for collaboration and learning.  UI elements should be movable so you can easily re-layout the screen. 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net
  • 50. Fast and useful usability testing  Outsourced usability testing is expensive to hire, takes time, and is often too late in the project to be useful  Take an Agile approach with iterative in house testing.  A knowledgeable facilitator and observer are required (training for staff)  Morae (PC based test recording tool) for capturing usability testing in UIs  Setup: Laptop, web cam, network, remote PC for observation of testing 10-08-2010 ©2010Innovel LLC. All rights reserved www.innovel.net

Editor's Notes

  1. Differentiating:Excel at theseGrow marketshare, create competitive advantage, better than anyone else, claim to fameActivities include: What you do to win customers, gain marketshare, generate sustainable competitive advantageParity: Maintain parity with marketplace does not create advantage but is mission criticalCurrent best practicesAVOID over investing in.Partner: Non-core activities that open new customer opportunities.Who do you partner with today? Guest tek?Who caresPerform as little as possibleHow would you decide what featuresdiferentiate your business from competitors?Would you put it on a bill board? Do your customers care about it?
  2. Differentiating:Excel at theseGrow marketshare, create competitive advantage, better than anyone else, claim to fameActivities include: What you do to win customers, gain marketshare, generate sustainable competitive advantageParity: Maintain parity with marketplace does not create advantage but is mission criticalCurrent best practicesAVOID over investing in.Partner: Non-core activities that open new customer opportunities.Who do you partner with today? Guest tek?Who caresPerform as little as possibleHow would you decide what featuresdiferentiate your business from competitors?Would you put it on a bill board? Do your customers care about it?