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VISUAL BUSINESS DEVELOPMENT
Anders Holmberg
VISUAL BUSINESS DEVELOPMENT
@SOFTHOUSE
Anders Holmberg
Business: “We sell scrum
and Kanban coaching to
development teams.”
BUSINESS DEVELOPMENT
Bringing more value to more customers with more profit
If you can’t see it,
you cant improve it!
Building
BlockBuilding
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
BlockBuilding
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Building
Block
Guess
Guess
Guess
Guess
Guess
Guess
GuessGuess
Guess
Development
teamScrum &
Kanban-
coaching
Sales-
person
Softhouse Process Coach Anders
Development
team?
Customer ≠ User
IT manager Development
team
Development
team?
IT managerNiclas 42 years
Manage
20
developers
Always
on the
run to
a meeting
Gain
profit
Have time
for
family
Scrum &
Kanban-
coaching
Sales-
person
Softhouse Process Coach Anders
Development
team
IT manager
a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person
a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person
IT manager
Scrum &
Kanban-
coaching
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course
January February
April
March
IT manager
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course
Business
Development
Agile
Management
Scaling
Agile
January
February
April
IT manager
Customer
meets the
coaches
Softhouse Process Coach Anders
Sales-
person
Coach
meets
customers
Free 2 day
course
Business
Development
Agile
Management
Scaling
Agile
VISUALIZE
EXPERIMENT
IMPROVE
SUMMARY
1. TEST ALL YOUR ASSUMPTIONS
2. USER ≠ CUSTOMER
3. EXPERIMENT WITH CUSTOMERS
THANK YOU!
Anders Holmberg

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