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What Engagement is


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What Engagement is

  1. 1. 1 Engagement Yes We Can
  2. 2. 2 Speaker Overview I n t r o d u c t i o n Started as a software developer, work for Microsoft Business Solutions, custom software development, Microsoft CRM / SharePoint development and implementation BA / EM Anton Vityaz
  3. 3. 3 #01 Presale – How it works Content W h a t w e w i l l d i s c u s s t o d a y #02 Presale Team #03 Definitely Not Africa #04 Engagement is … #05 Skillset for BA in Engagement #06 BA Challenges #07 Yes We Can (if)
  4. 4. 4 ALL ABOUT MONKIES Monkey can truly engage most peoples around. Externally needed after 18:00 Thank you all for being here after the end of the business day! RELAX & FUN
  5. 5. 5 How it works W h o d o e s w h a t Let’s review presale process on the very high level #1
  7. 7. 7 ABOUT US C u s t o m e r s a y s Few words about company, business state, industry WHAT WE NEED C u s t o m e r s a y s From few lines to several pages, from time to time it looks like Big Fucking Tender with lots of pages inside NEW REQUEST COMES O N E S U N N Y D A Y
  8. 8. 8 • Statements of Work • WBS • Team • Architecture • Preliminary estimations Offer • Suggestions • Demo • Business Development Bonuses • Communications • Dedicated person(s) Relationship • Members • Processes Team It highly depends on the customer culture, size of the task, budget, previous experience and relationships WHAT CUSTOMER EXPECTS I N A F E W D A Y S
  9. 9. 9 OUR H o w w e i d e a l l y w o r k We work as a team to get things done – presale team work jointly under proposal, solution architecture. All team members – analysts, architects, lead specialist and event team members – are involved in presale process. We have enough time, resources and capabilities to handle all presale challenges. As a result we provide set of documents – including proposal, detailed WBS, project plan, presentation, architecture description. From time to time we even can run small MVP to proof future solution.
  10. 10. 10 Pre Sales Team W h o d o e s w h a t Who plays what roles: Account Manager, Experts, Architects, Business Analysts, Project managers #2
  11. 11. 11 #01 Knows how to find Promises to do almost everything that we mostly can do #02 Agreement Responsible for price and conditions negotiations. Prepares legal stuff, signatures #03 Positive Account Manager S a l e s T e a m R o l e
  12. 12. 12 #01 Governs resources Knows all about competences, general availability. Can help with missing resources #02 Build competences Drives competences development #03 Fight for territory Due to the Business Motivation and General Politics Line Manager S a l e s T e a m R o l e
  13. 13. 13 #01 Manages project Promise to do almost everything that we mostly can do #02 Manages resources Price and conditions negotiations #03 Protects the House Say “R-r-r-r-r” to all bad boys asking for resources Delivery Manager P o s t S a l e s T e a m R o l e
  14. 14. 14 #01 Technology guru #02 Design system #03 Looks like a mage Architect
  15. 15. 15 #01 Analysis #02 Solid background #03 Heavy & Time Consume Business Analyst
  16. 16. 16 #01 Do what to do Quickly run MVP, represent concrete skills and personas in team #02 Micro design Suggest on low level design #03 Fight for territory TBD Brave Soldiers
  17. 17. 17 #01 Welcome #02 Engage #03 Do all other things What others can not do because too busy. Motivated by banana. Engagement
  18. 18. 18 Not Africa B e r e a l i s t i c ! i t i s … How it really works – you can find different variations in the ideal picture (how it should be) #3
  19. 19. 19 AS(S) IS
  20. 20. 20 ALL ARCHITECTS ARE BUSY Please wait for a 5-7 days for a one who can help
  21. 21. 21 OK, WE NEED 3-5 DAYS TO PROCESS Y o u f i n d q u a l i f i e d p e r s o n
  22. 22. 22 IT IS LACK OF DETAILS. WE CANNOT DO IT FINALLY F e w d a y s c o m e a n d y o u w i l l h e a r
  23. 23. 23 GOT IT. IS ANY MORE HELP NEEDED? F i n a l l y
  24. 24. 24 What to do?
  25. 25. 25 ENGAGE!
  26. 26. 26 ENGAGEMENT 4.What is
  27. 27. 27 1 Understand • What they say • What they think • What they want • Why they need Engagement skills S e t o f s u p e r h e r o p o w e r a n d a b i l i t i e s
  28. 28. 28 2 3 Write Letters / Documents – Clear, Simple, Targeted Present Communicate with business and IT, run fluent speech on standup and full presentations
  29. 29. 29 4 5 Design Design High Level Solution Architecture, clearly define key components, their capabilities, needed technologies. Estimate Prepare WBS – starting from initial analysis and design till implementation and rollout.
  30. 30. 30 6 Sale Really this is the main goal. Everything that you do should be subordinated to Sales Success.
  31. 31. 31 Skill Set J u s t w h a t t o k n o w What you need to know to be VERY good Business Analyst in Engagement #5
  32. 32. 32 Skillset 1. Strategy Analysis 2. Enterprise Architecture 3. Business thinking 4. Innovative thinking 5. Industry experience 6. Technology background (full stack ) 7. Implementation experience Must: Document, Presentations, Fluent communications + Non documented skill set
  33. 33. 33 Strategy Analysis S k i l l C a r d Understand key elements of Strategy Analysis – problems, opportunities, goals, objectives, stakeholders, stakeholder needs
  34. 34. 34 Enterprise Architecture S k i l l C a r d Zachman is cool
  35. 35. 35 Business Thinking S k i l l C a r d Value, Value Chain, Business Model, ROI, Costs, Risks
  36. 36. 36 Innovating Thinking S k i l l C a r d Innovation big and small, new product development, TRIZ
  37. 37. 37 Industry Experience S k i l l C a r d Very nice to have a deep and wide understanding, multiple business
  38. 38. 38 Technology Background S k i l l C a r d Really helpful to understand how to build software in your technology stack
  39. 39. 39 Implementation Experience S k i l l C a r d Training, Change management, Transitions, Migration
  40. 40. 40 Challenges I s i t n o t e a s y a n d f u n n y ? W h y C h a l l e n g e s ? Specific challenges that could challenge you in engagement process #6
  41. 41. 41 How to handle Clarify expectations, quickly test approach, ask for their internal standards Tools to apply Checklist, Desired Artefacts, Number of Pages, Requirements to results What affect Disappointed by the Quality / Complexity LIGHT VS BFR W H A T A P P R O A C H Y O U N E E D T O C H O O S E There is no one way to do presale. It highly depends on multiple factors. There are too formal and well defined “Big Fucking Rocket” standards. On the other hand there are multiple very lightweight approaches.
  42. 42. 42 How to handle Plan meeting immediately, simplify communication, prepare variants. Do not wait for all answers Tools to apply Questions with Answers. Assumptions. Variants. What affect What you understand, how quickly you can get the answers Time W H A T A P P R O A C H Y O U N E E D T O C H O O S E Key limit for all your analysis activities
  43. 43. 43 How to handle Plan per days / per hours. Minimize number of dependencies. Do engagement only with people who really can work under No Time Constraint. Plan B. Very simplified Plan C. You do everything alone Tools to apply Schedule, Templates, Simplify What affect What you can do, what you can investigate, how quickly you can get the answers Availability H o w y o u c a n w o r k w i t h c u s t o m e r How frequently you can be in contact with key stakeholders
  44. 44. 44 How to handle Clarify expectations, test on questions-answers-proposals Tools to apply Schedule, Templates, Simplify What affect Satisfaction / Angry Innovations C o u l d o r M u s t o r … Is it required to get your ideas? How far you can go with?
  45. 45. 45 YES, WE CAN (IF) W o w ! T h i s i s l a s t s e c t i o n Are you really ready to be Business Analyst in Engagement? #7
  46. 46. 46 Can do the same in 1 Week. 1 Day. 1 Hour
  47. 47. 47 Take responsibility on Solution
  48. 48. 48 Lead the Myths. Define the Truth. Build right Focus
  49. 49. 49 Connect reality, opportunity and personas
  50. 50. 50 Feel like a Diamond
  51. 51. 51 Any questions? S e e m s t h a t i t i s a l l