1. How to Win Bigger Mobile Deals
Dennis Ashby
Director/Professional Services
Appcelerator
@JustBeingDennis
dashby@appcelerator.com

2. The Road Ahead
• Solutions, not Apps
• UX-Led Engineering
• Agility in Delivery
• Trusted Advisor

3. Solutions > Apps

4. Anatomy of an
App Conversation
• What can we build for you?
• What does is need to look like?
• What are the app requirements?
• Tell me what you want your app
to do?
• Do you have wireframes?

5. Results of an
App Conversation
• Focuses primarily on the SDK
• Addresses only short-term
needs
• Focuses on what the customer
believes they need
• Misses key up/cross-selling
opportunities
• Very hard to demonstrate
thought leadership

6. Anatomy of a focused
Solution Conversation
• What are the goals you are
trying to achieve with mobility?
• What is your mobile strategy?
Do you have a mobile strategy?
• Describe the experience you are
envision for your users.
• Tell me about a few user stories
you envision supporting through
mobile.

7. Results of a focused
Solution Conversation
• Comprehensive solution that fills
the current need and accounts
for the long term objectives
• Opportunity to cross and up-sell
additional platform tools by
expanding the solution
• Opportunity to show thought
leadership in mobility
• First step to reaching Trusted
Advisor status

8. It’s the
Experience, stupid.

9. UX is not UI
• UI is what people user to interact
with the product
• UX is how they feel while they
interact with the product
• UI is TECHNICAL
• UX is EMOTIONAL
• UI is a small part of UX

10. Why is UX Hard?
• User experience needs to be a
competence, not a function
• Creating great user experiences
takes a multidisciplinary team
that shares ownership of UX
• Truly great UX design occurs
when the designer’s, client’s and
user’s perspectives are
considered

11. Why UX matters?
• Mobile success is measured by
the effectiveness of the UX
design
• The UX design is typically NOT
decided by just ONE
stakeholder.
• Thought leadership in UX is
hard! But if done right, it binds a
customer to you.

12. Be Agile

13. Embrace Change!
• Change in Mobile Development
is inevitable!
• Agile Methodology allows you to
bend, not break
• Delivery results regularly
• Get the UX to the targeted
devices ASAP

14. In Summary

15. Summary
• Listen to clients goals and create
a comprehensive mobile solution
that solves the problem today
and creates a framework for
tomorrow.
• Focus on the UX, follow with a
compelling UI
• Delivery in an Agile manner
• Get the UX to the device quickly

16. Dennis Ashby
@JustBeingDennis
dashby@appcelerator.com