Download - Palestra agile brazil 2016 pay what you want
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PAY WHAT YOU WANTUMA NOVA ABORDAGEM PARAA PRECIFICAÇÃO DE PROJETOS
ÁGEIS
AGILE BRAZIL | CURITIBA | 2016COLABORAÇÃO COM O CLIENTE MAIS DO QUE NEGOCIAÇÃO DE CONTRATOS
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VOCÊ SABIA?ESTUDO REALIZADO NA UNIVERSIDADE DENEW YORK EM 2009 APONTOU QUE A DOR
PSICÓLOGICA DE PERDER DINHEIROPODE SER EQUIVALENTE A DOR FÍSICA
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L Í D E R D E M A R K E T I N G ,P R O D U T O E N E G Ó C I O S D AM O B I L T E C S I S T E M A S ;
C O N S U L T O R A D E M A R K E T I N GE S T R A T É G I C O ;
F O R M A D A E M A D M I N I S T R A Ç Ã OD E E M P R E S A S E M A R K E T I N G ;
I N C E N T I V A D O R A D A A D O Ç Ã OD E M E T O D O L O G I A S Á G E I S A L É MD O S O F T W A R E .
ALINE ROQUE@ALINEROQUEMKT
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DESENVOLVIA COM AGILE
MAS VENDIA ESCOPO FECHADO
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T I P O S D E P R E Ç O A D O T A D O S
P R E Ç O B A S E A D OE M U S E C A S E S
P R E Ç O F I X OP O R S P R I N T
P R E Ç O H O M E M X H O R A
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5 PEDIDOS DE PROPOSTAS 3 MESES
TODOSEM EMPRESAS COM ESCOPO
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T O D O S O SB E N E F Í C I O S
D O A G I L EA P R E S E N T A D O S
T O D O S !
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PROPOSTAS FECHADAS
0
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NÃO ENTENDÍAMOSO QUE ESTAVA FALHANDO
PREÇO ALTO? PREÇO BAIXO?
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EU PRECISAVAENTENDER
O POR QUÊ!
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TUDO É RELATIVO!CRIAMOS ÂNCORAS
PARA APOIAR NOSSA DECISÃO
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A PRIMEIRA PROPOSTA VAISERVIR DE ÂNCORA PARA
ANALISAR CUSTO XBENEFÍCIO DAS DEMAIS.
INCLUSIVE EM NEGOCIAÇÕES FUTURAS
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ISSO SE REPLICA EM DIVERSOS CONTEXTOSCOMPRAS | EMPREGO | POLÍTICA | RELACIONAMENTOS
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NOSSAS PROPOSTASNÃO FECHAVAM
PORQUE O PREÇOESTAVA MAL
DIMENSIONADO!
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ERA PRECISOVALIDAR ESSA
HIPÓTESE
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VENDENDOMARKETING COMMETODOLOGIAS
ÁGEIS
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O QUE É ESSE MODELO?
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FaceEM ALGUNS CENÁRIOS,OS CLIENTES (EMMÉDIA) PAGAM MAIS DOQUE O PREÇO DETABELA.
EM OUTROS, PAGAMMENOS.
SERÁ QUE FARIASENTIDO NA VENDA DECONSULTORIA ÁGIL?
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PAGUE O QUANTO QUISER=
GRÁTIS
FRACASSO
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ACEITA UMCHOCOLATE?
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Quando acreditamos deantemão que uma coisa é boa,
geralmente ela é. O opostotambém é verdade.
Dan Ariely
EFEITO PLACEBO
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NESSE CONTEXTO,BARATO DEMAISNÃO ERA BOM.
FRACASSO
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APRENDIZADO+
AJUSTES=
SUCESSO!
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PREÇO MÍNIMOBASEADO EM CUSTOS.
PREÇO MÁXIMO BASEADOEM VALOR GERADO.
RESULTADO MELHOR DOQUE O VALOR COBRADOEM ESCOPO FECHADO.
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COLABORAÇÃOCOM O CLIENTE
MAIS QUENEGOCIAÇÃO
DE CONTRATOS
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CONTRATO FLEXÍVEL POR SPRINT, A PARTIR DE UMAPREVISÃO DE SPRINTS
O CLIENTE TINHA AS ÂNCORAS A PARTIR DE OUTRASPROPOSTAS
NO SPRINT PLANNING ERA DEFINIDO O OBJETIVO DOSPRINT E ESTABELECIDO O PREÇO
NA RETROSPECTIVA ERA DISCUTIDO SE O PREÇO FOICOERENTE COM A ENTREGA
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APRENDIZADO+
AJUSTES=
NOVO CASO
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CLIENTE PAGANDO O MÍNIMO POR TRÊS SPRINTSSEGUIDOS FEZ MUDAR AS REGRAS
A PERCEPÇÃO DE VALOR ERA MAIOR NO FINAL DO SPRINT,ENTÃO O PREÇO PASSOU A SER DEFINIDO NARETROSPECTIVA
EFICIENTE EM CASOS QUE O TOMADOR DE DECISÃOPARTICIPA DO PROCESSO
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VAMOS CONTINUAR JUNTOS?
Qual a sua maior dificuldade na precificaçãode projetos ágeis?
Que tal começarmos a construir um guiacolaborativo para a criação/aplicação denovos modelos de precificação no ágil?