The journey of CSP Fast Pass from failure to success.

1. Learning from Product
Failure to Achieve New
Product Success!
@carlton858
Carlton E. Nettleton
carlton@lookforwardconsulting.com

3. 15

4. What is our journey?
What problem are we
trying to solve?
Early Missteps
Lean Startup
CSP Fast Pass
Next Steps

5. 19%
1,240,000,000

7. Manifesto for Agile Software Development
We are uncovering better ways of developing software by doing it
and helping others do it. Through this work we have come to value:
Individuals and interactions over processes and tools
Working software over comprehensive documentation
Customer collaboration over contract negotiation
Responding to change over following a plan
That is, while there is value in the items on the right, we value the
items on the left more.

8. Fragile
Scrummerfall
Wagile
Waterscrum
Water-scrum-fall
Scrumbut

11. Scrum Alliance Certification Program
Certified
Enterprise
Coach
Certified
ScrumMaster
Certified
Product Owner
Certified
Scrum
Professional
Certified
Scrum Trainer
~350000
~75000
~4100
~10
~190
Certified
Team Coach
~90

12. What is our journey?
What problem are we
trying to solve?
Early Missteps
Lean Startup
CSP Fast Pass
Next Steps

13. 0

14. ? ?
?
?
?
? ?
?
?
??
?
? ? ?
?

15. “…serious games that power innovation by enabling
you to better understand your customers.”
What are
Innovation Games®?

16. Me & My Shadow
The Apprentice
Spider Web
Give Them A Hot Tub
Start Your Day
20-20 Vision Remember The Future
Product Box
Prune the Product Tree
Show & Tell
Buy A Feature
Speed Boat

17. Prune the Product Tree Buy A Feature

18. # COURSE NAME DESCRIPTION BENEFITS COST
1
User Stories & Use Cases That
Don’t Suck
Comprehensive one-day workshop focused
exclusively on the techniques required to …
Improve the delivery of customer value each Sprint, increase
collaboration between the development team, the …
$104
2
Overcoming the Challenges of
Distributed Scrum
Half-day class to analyze and discuss different
strategies to overcome the challenges of …
Strengthen communication and alignment between on-shore
and off-shore Teams, decrease delays due …
$142
3
Advanced ScrumMaster:
Secret Skills to Success
Two-day, in-depth seminar to discover and
p r a c t i c e t h e c r u c i a l f a c i l i t a t i o n ,
communication and leadership skills
necessary to masterfully execute Scrum.
Preserve and expand your organizational investment
in Scrum, enable Teams and organizations to grow
beyond the basics of the Scrum framework to reach
customer value faster and develop new interpersonal
skills to advance your career.
$65
4
Getting Real on Scrum Teams:
Beyond the Basics
One-day training to equip Team members with the
vital thinking tools and communication practices…
Improve communication between team members, the
business and the customer, increase product quality … $111
5
Scrum Lab: Uncovering Your
Organizational Strengths
Unique, one-and-a-half day live action role-playing
game that allows you to observe and …
Learn what individual, and group, patterns of behavior are
inhibiting the growth of your Teams and organization … $102
6
W h e n W i l l I t B e D o n e ?
Estimating & Planning for
Scrum Teams
One-day workshop describing how Scrum teams
plan and coordinate their activities to provide
project roadmaps for teams, senior leaders …
Improve communication between team members, the
business and the customer, increase team ownership of
business outcomes and goals and boost the accuracy…
$98
7 Advanced Facilitation
One-day short course designed exclusively for the
facilitator to improve their facilitative listening …
Improve meeting effectiveness, identify and resolve business
challenges as they occur and enable Teams to take …
$243
8
Deliver Customer Value Now:
The Lean Thinking Service
Patch for Scrum
Learn how to amplify the impact of Scrum during
this one-day class by adding some simple Lean
concepts - flow, value stream mapping, cycle …
Increase efficiency by removing unnecessary delays, improve
customer satisfaction by delivering small chunks of value
regularly and raise product quality by empowering…
$179
9
Achieve Higher Levels of
Organizational Agility
During this one-day class, you will learn how to
align your business around the need for …
Increase organizational efficiency, communication and
alignment, maintain high-levels of quality and …
$258
10
S c r u m E s s e n t i a l s f o r
Executives & Decision Makers
Half-day workshop for executives and senior
leaders to envision and discuss the future state of
their business and learn how Scrum, combined …
Understand the essential Scrum and Lean Thinking concepts
that to empower customer-driven teams, provide greater
guidance, support and insight to corporate change…
$57
11
Deliver Value Every Time with
Large-Scale Scrum
Identify which practices to follow and which
practices to avoid during this ½ day short course to
examine…
Increase efficiency and communication, improve quality and
customer satisfaction and faster time-to-market. $110
12 Certified ScrumMaster
Introductory, two-day examination of the Scrum
framework for ScrumMasters, and Scrum…
Enhance productivity through Team empowerment, improve
communication through feedback and teamwork and …
$21
13 Certified Product Owner
Two-day course in the basics of Scrum from the
Product Owner's perspective with ideas on how …
Improve the productivity of Scrum Teams, increase customer
satisfaction and deliver innovative products…
$19

19. Large-Scale Scrum
Advanced ScrumMaster
Advanced Facilitation
Scrum Lab
Organizational Agility
Lean Thinking & Scrum
Distributed Scrum
Certified Product OwnerCertified ScrumMaster
Scrum
Essentials for
Executives
User Stories & Use Cases
Estimating & Planning
Getting Real on Teams
Prune the Product Tree Results
Spring 2013

20. Buy a Feature Results
Spring 2013
1. Certified Product Owner
2. User Stories & Use Cases That Don’t Suck
3. Getting Real on Scrum Teams: Beyond the Basics
4. When Will it be Done? Estimating & Planning for
Scrum Teams
5. Advanced ScrumMaster: Secret Skills to Success
6. Overcoming the Challenges of Distributed Teams
7. Achieve Higher Levels of Organizational Agility

21. Conclusions
1. Do not assume you know more than your
customers.
2. At this level, people do not consider themselves
ready for “advanced” material.
3. Courses that help people with their day-to-day
jobs are most desirable.
4. Give the people what they want!

22. 00 1
0

23. What is our journey?
What problem are we
trying to solve?
Early Missteps
Lean Startup
Value Proposition
Design
CSP Fast Pass

25. ? ?
?
?
?
? ?
?
?
??
?
? ? ?
?

26. or

27. CERTIFIED SCRUM PROFESSIONAL (CSP) REQUIREMENTS
from the Scrum Alliance
1. Be an active Certified ScrumMaster (CSM),
Certified Product Owner (CPO) or Certified Scrum
Developer (CSD)
2. 3600 hours of documented experience on an
AgileScrum team in the last five years.
3. 72 hours of continuing education in the form of
Scrum Education Units (SEU)

28. Build a prototype of the CSP program
Month 1 Month 2 Month 3 Month 4
Sprint 1 Sprint 2 Sprint 3 Sprint 4 Sprint 5 Sprint 6 Sprint 7 Sprint 8
Opening
Workshop
(4 SEU)
Workshop
(14 SEU)
Workshop
(7 SEU)
Workshop
(7 SEU)
Scrum Day
(7 SEU)
Scrum
usergroup
(1.5 SEU)
Scrum
usergroup
(1.5 SEU)
Scrum
usergroup
(1.5 SEU)
Scrum
usergroup
(1.5 SEU)
Closing
Workshop
(4 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Book
Review
(3 SEU)
Webinar
(1 SEU)
Webinar
(1 SEU)
Scrum
Presentation
(2 SEU)

29. Prune the Product Tree 20-20 Vision

30. # COURSE NAME DESCRIPTION BENEFITS COST
1
User Stories & Use Cases That
Don’t Suck
Comprehensive one-day workshop focused
exclusively on the techniques required to …
Improve the delivery of customer value each Sprint, increase
collaboration between the development team, the …
$104
2
Overcoming the Challenges of
Distributed Scrum
Half-day class to analyze and discuss different
strategies to overcome the challenges of …
Strengthen communication and alignment between on-shore
and off-shore Teams, decrease delays due … $142
3
ScrumMaster Plus: Secret
Skills to Success
Two-day, in-depth seminar to discover and
p r a c t i c e t h e c r u c i a l f a c i l i t a t i o n ,
communication and leadership skills
necessary to masterfully execute Scrum.
Preserve and expand your organizational investment
in Scrum, enable Teams and organizations to grow
beyond the basics of the Scrum framework to reach
customer value faster and develop new interpersonal
skills to advance your career.
$65
4
Getting Real on Scrum Teams:
Beyond the Basics
One-day training to equip Team members with the
vital thinking tools and communication practices…
Improve communication between team members, the
business and the customer, increase product quality … $111
5
Scrum Lab: Uncovering Your
Organizational Strengths
Unique, one-and-a-half day live action role-playing
game that allows you to observe and …
Learn what individual, and group, patterns of behavior are
inhibiting the growth of your Teams and organization …
$102
6
W h e n W i l l I t B e D o n e ?
Estimating & Planning for
Scrum Teams
One-day workshop describing how Scrum teams
plan and coordinate their activities to provide
project roadmaps for teams, senior leaders …
Improve communication between team members, the
business and the customer, increase team ownership of
business outcomes and goals and boost the accuracy…
$98
7 Advanced Facilitation
One-day short course designed exclusively for the
facilitator to improve their facilitative listening …
Improve meeting effectiveness, identify and resolve business
challenges as they occur and enable Teams to take …
$243
8
Deliver Customer Value Now:
The Lean Thinking Service
Patch for Scrum
Learn how to amplify the impact of Scrum during
this one-day class by adding some simple Lean
concepts - flow, value stream mapping, cycle …
Increase efficiency by removing unnecessary delays, improve
customer satisfaction by delivering small chunks of value
regularly and raise product quality by empowering…
$179
9
Achieve Higher Levels of
Organizational Agility
During this one-day class, you will learn how to
align your business around the need for …
Increase organizational efficiency, communication and
alignment, maintain high-levels of quality and …
$258
10
S c r u m E s s e n t i a l s f o r
Executives & Decision Makers
Half-day workshop for executives and senior
leaders to envision and discuss the future state of
their business and learn how Scrum, combined …
Understand the essential Scrum and Lean Thinking concepts
that to empower customer-driven teams, provide greater
guidance, support and insight to corporate change…
$57
11
Deliver Value Every Time with
Large-Scale Scrum
Identify which practices to follow and which
practices to avoid during this ½ day short course to
examine…
Increase efficiency and communication, improve quality and
customer satisfaction and faster time-to-market. $110

31. Treasure Beach Results
Summer 2014
ScrumMaster Plus
Advanced Facilitation
Scrum Lab
Organizational
Agility
Lean Thinking & Scrum
Distributed
Scrum
Scrum
Essentials for
Executives
User Stories
& Use Cases
Estimating
& Planning
Getting Real on Teams
Large-Scale
Scrum
20-20 Vision

32. Conclusions
1. Do not assume you know more than your
customers.
2. Not one group put ScrumMaster Plus in the CSP
program.
3. This is too big for one person.

33. Build a prototype of the landing page
Attention: Certified ScrumMasters and Product Owners Who
Want To Increase Opportunities, Credibility and Expertise.
Did you know that Certified Scrum Professionals (CSP) can earn $35,000 more than CSM
and $20,000 more than PMP?
This is a huge opportunity just waiting for you! While there are over 360,000 of CSM and
CPO today, less than 1% take the next step to become a CSP. Why don’t you take that
next step with a complete program focused on your success?
Finally! A Fast Way to Get to the Next Level of Scrum
Certification with Advanced Education, Peer-to-Peer
Collaboration and Expert Guidance!
In just four short months, master the skills and knowledge needed to successfully take your
team and organization to the next level with Scrum & Agile by completing the CSP Fast
Track…

35. Value Proposition Design

36. Jobs
Gains
Pains
Customer Profile

37. Customer Profiles
Spring 2015

38. Customer Profiles
May 2015

39. ScrumMaster Profile Results
May 2015
Jobs Pains Gains
Impediment removalremove
roadblocks
My manager only wants me to
do SM 10% of my time
Distinguish from the CSM
masses
One-on-one coaching Time for self-study Credibility
Training
Lots of work for unknown gainI
can’t imagine a gain
Bring me closer to my CECCST
goal
Conflict resolution No employer knows CSP More respect
Standardize AgileScrum in the
entire company
Finding time -> not work time,
not family time
Better able to contribute to our
Agile journey
Help pilot projects doing Scrum Lack of clear pathinformation Job Opportunities
Scrum ceremonies Time to fill out formapplication
More marketable outside the
company
Minimize distractions
Getting credits & maintaining
credits
Encourages continuous learning
growing my expertise

40. What is our journey?
What problem are we
trying to solve?
Early Missteps
Lean Start-up
CSP Fast Pass
Next Steps

41. Build the CSP Fast Pass site

42. CSP Fast Pass value proposition

43. “The site is awesome. Intensely jealous.”
“Love the landing page, especially above the fold.”
“I like the crisp, clear objective/goal of CSP FastPass.”
“If my employer offered to pay for it, I would attended.”
“No, not for me, because I read a lot and attend professional meetings.”
“When does this program start?”
“What are the classes?”
“Will you offer this in London?”
“I don’t believe in certifications.”
“Do I have to do the whole program?”
“How much travel is involved?”
“How much?”

44. ? ?
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?
? ?
?
?
??
?
? ? ?
?

45. “Finding time -> not work time, not family time”
“Time to self-study.”
“Cost of additional certificationstrainings”
“Expenses not covered by employer"
“Lack of time"
“My manager only wants me to do SM 10% of my time”
“Time to complete SEU"
“Time to attend Gatherings”

46. Learn on-demand more popular
Month 1 Month 2 Month 3 Month 4
Sprint 1 Sprint 2 Sprint 3 Sprint 4 Sprint 5 Sprint 6 Sprint 7 Sprint 8
Opening
Workshop
(7 SEU)
Coaching
Circles
(2 SEU)
Closing
Workshop
(7 SEU)
Coaching
Circles
(2 SEU)
Coaching
Circles
(2 SEU)
On-Demand
(2 SEU)
On-Demand
(3 SEU)
On-Demand
(3 SEU)
On-Demand
(3 SEU)
On-Demand
(3 SEU)
On-Demand
(2 SEU)
On-Demand
(2 SEU)
On-Demand
(2 SEU)
Scrum Day
(7 SEU)
Scrum
usergroup
(1 SEU)
Scrum
usergroup
(1 SEU)
Scrum
usergroup
(1 SEU)
Scrum
usergroup
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Blog
Entry
(1 SEU)
Book
Review
(3 SEU)

47. Build the first lesson

48. What is our journey?
What problem are we
trying to solve?
Early Missteps
Lean Start-up
CSP Fast Pass
Next Steps

49. April 2016
September 2016
22
June 2016
March 2016
35

50. The journey begins…