visual business development - my case study

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!

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GuessGuess

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Guess

DevelopmentteamScrum &

Kanban-coaching

Sales-person

Softhouse Process Coach Anders

Are we sure?

Developmentteam?

Customer ≠ UserIT manager Development

team

Developmentteam?

IT managerNiclas 42 years

Manage20

developers

Alwayson therun to

a meeting

Gainprofit

Have timefor

family

Scrum &Kanban-coaching

Sales-person

Softhouse Process Coach Anders

Developmentteam

IT manager

Are we sure?

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 managerScrum &Kanban-coaching

Customermeets the coaches

Softhouse Process Coach Anders

Sales-person

Coachmeets customers

Free 2 daycourse

Are we sure?

January February

AprilMarch

IT managerCustomermeets the coaches

Softhouse Process Coach Anders

Sales-person

Coachmeets customers

Free 2 daycourse

BusinessDevelopment

AgileManagement

ScalingAgile

What do they like?

January

February

April

IT managerCustomermeets the coaches

Softhouse Process Coach Anders

Sales-person

Coachmeets customers

Free 2 daycourse

BusinessDevelopment

AgileManagement

ScalingAgile

Do we need

partners?

Can we cut

costs? Right price

level?

VISUALIZEEXPERIMENTIMPROVE

SUMMARY

1. TEST ALL YOUR ASSUMPTIONS

2. USER ≠ CUSTOMER

3. EXPERIMENT WITH CUSTOMERS

THANK YOU!

Anders Holmberg