what did they *really* want? bottom line impacts of customer collaboration

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WHAT DID THEY REALLY WANT? BOTTOM LINE IMPACTS OF CUSTOMER COLLABORATION 1 @berniemaloney

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WHAT DID THEY REALLY WANT?BOTTOM LINE IMPACTSOF CUSTOMER COLLABORATION

1@berniemaloney

HAVE YOU EVER HEARD A CUSTOMER SAY…

@berniemaloney 9

@berniemaloney 12

“bunny party invites” by Elena Roussakis is licensed under CC BY

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

@berniemaloney 13

@berniemaloney 15

ANY QUESTIONS?

“Any Questions?” by Matthias Ripp is licensed under CC BY

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

@berniemaloney 16

@berniemaloney 17

“bunny party invites” by Elena Roussakis is licensed under CC BY

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

@berniemaloney 18

@berniemaloney 20

“Debriefing” by tash lampard is licensed under CC BY

EXERCISE RETROSPECTIVE

@berniemaloney 22

“Sesame Street Birthday Party Invitations” by Stepahnie is licensed under CC BY

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

Produce

ONE card at a time

@berniemaloney 24

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

Produce

ONE card at a time

@berniemaloney 26

@berniemaloney 27

“Sesame Street Birthday Party Invitations” by Stepahnie is licensed under CC BY

THE PRODUCT: PARTY INVITES

• Fold Paper In Half

• On Front:Happy Face

• Inside:“You’re Invited” + Signed

• Back:Addressed & “stamped”

• “Delivered”into box

Work Individually

Produce

ONE card at a time

@berniemaloney 28

@berniemaloney 30

“Debriefing” by tash lampard is licensed under CC BY

EXERCISE RETROSPECTIVE

THE PRODUCT: POSTCARD

• Tear Paper In Half

• On Front:Sunset

• Back One Side:“Wish You Were Here” + Signed

• Back Other Side:Addressed & “stamped”

• “Delivered”into box

Appoint a Product Owner

Work as a Team

@berniemaloney 35

THE PRODUCT: POSTCARD

• Tear Paper In Half

• On Front:Sunset

• Back One Side:“Wish You Were Here” + Signed

• Back Other Side:Addressed & “stamped”

• “Delivered”into box

Appoint a Product Owner

Work as a Team

@berniemaloney 37

THE PRODUCT: POSTCARD

• Tear Paper In Half

• On Front:Sunset

• Back One Side:“Wish You Were Here” + Signed

• Back Other Side:Addressed & “stamped”

• “Delivered”into box

Appoint a Product Owner

Work as a Team

@berniemaloney 39

@berniemaloney 41

“Debriefing” by tash lampard is licensed under CC BY

EXERCISE RETROSPECTIVE

@berniemaloney 43

“Domino” by Bro. Jeffrey Pioquinto, SJ is licensed under CC BY

BOTTOM LINE RESULTS

SAMPLES FROM PRIOR WORKSHOPS

@berniemaloney 44

First Article(dot to mark it as sample)

Sorting after checking acceptance criteria

Output from someone who decided to add humor

WIP30

BUGS22

OK44

WIP124

OK1

BUGS9

ROUND 1 ROUND 2

FOCUS ON SMALL BATCH DELIVERYOVER HI ESTIMATES FOR DEVELOPMENT

@berniemaloney 49

-200

-150

-100

-50

0

50

100

150

200

Est Act Est Act

Batch Flow

1 @ 100s many @ 60s

Client T3

Estimated Acceptable Bugs WIP

BOTTOM LINE #1:WHILE ESTIMATED UNITS MAY DROP

@berniemaloney 50

-200

-150

-100

-50

0

50

100

150

200

Est Act Est Act

Batch Flow

1 @ 100s many @ 60s

Client T3

Estimated Acceptable Bugs WIP

EARLIERSHIPMENTS

LESS WIP

-200

-150

-100

-50

0

50

100

150

200

Est Act Est Act

Batch Flow

1 @ 100s many @ 60s

Client T3

Estimated Acceptable Bugs WIP

BOTTOM LINE #2:REWORK/BUGS AS A % OF SHIPMENTS

@berniemaloney 51

DROPS20-75%

BUGS SHIPPED

= 50%

BUGSSHIPPED

= 29%

BOTTOM LINE #3:ACCEPTABLE UNITS SHIPPED RISE 2-5X

@berniemaloney 52

-200

-150

-100

-50

0

50

100

150

200

Est Act Est Act

Batch Flow

1 @ 100s many @ 60s

Client T3

Estimated Acceptable Bugs WIP

SAMPLES: EXTERNAL CLIENTS

@berniemaloney 53

-225

-125

-25

75

175

275

375

Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act

Batch Flow Batch Flow Batch Flow Batch Flow Batch Flow

1 @60s

3 @30s

1 @60s

1 @40s

1 @100s

many@ 60s

1 @100s

1 @37s

Client F Client T1 Client T2 Client T3 Client T4

Estimated Acceptable Bugs WIP

SAMPLES: INTERNAL TEAM + AGILISTS

@berniemaloney 54

-250

-150

-50

50

150

250

350

Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act Est Act

Batch Flow Batch Flow Batch Flow Batch Flow Batch Flow

1 @120s

1 @ 42s 1 @ 60s1 @ 35s 1 @ 80s3 @ 30s 1 @ 80s3 @ 30s 1 @ 80s3 @ 30s

Team S AA2016 ALN TV AGW 2016 SGMUN16

Estimated Acceptable Bugs WIP

VALUE SOONER WITH THIN SLICES

@berniemaloney 55

Design 1

Code 1

Test 1

Design 2

Code 2

Test 2

Design 3

Code 3

Test 3

Design 4

Code 4

Test 4

Design 5

Code 5

Test 5

Sprint 1 Sprint 2 Sprint 3 Sprint 4 Sprint 5 Sprint 6 Sprint 7

1st SW

Inter-sprintWaterfall:

Intra-sprintWaterfall:

Des

ign

1

Co

de

1

Te

st

1

Des

ign

2

Co

de

2

Te

st

2

Des

ign

3

Co

de

3

Te

st

3

Des

ign

4

Co

de

4

Te

st

4

Des

ign

5

Co

de

5

Te

st

5

1st SW

1st SW

CrossFunctionalSprinting

X

X

X

THE ECONOMY OF THIN VERTICAL SLICES

Graphichttp://www.methodsandtools.com/archive/archive.php?id=18p3From “Software by the Numbers”

@berniemaloney 56

DOING AGILE APPEARS EASY

59@berniemaloney

DOING AGILE APPEARS EASYBEING AGILE TAKES DISCIPLINE

& COURAGE

60@berniemaloney

@berniemaloney 61

Bernie Maloney, CSPPE, CSM, CSPO

Agile CoachAccelerating Genius

Turning Strategies into ResultsFrom Startup to Beyond $100M

bit.ly/[email protected]/in/berniemaloney