Game of Sales
Or how to deal with estimates and not get pissed off in the
processSlava MerezhkoCTO, Propeople Ukraine
Introduction
• Name: Slava• Company: Propeople• Background: Developer and PM in the
past; CTO and smartass right now; Sales and double smartass in future
• What I’m doing: Technical presale, Business processes, Development workflow, Make people want more & better
Plan
1. Why you can’t get rid of estimates.2. Typical problems in communication between Sales
and Production3. How Production can do it’s job better.4. How to make precise estimate without actually
having one.5. How Sales can do it’s job better, for God’s sake.6. What does this have to do with Game of Thrones?7. Conclusions we can make.8. Your questions, my answers.9. Bonus part. Some of the links I recommend to read.
Why you can’t get rid of estimates
• Each project have life cycle• It starts with sale• Estimate is part of the sale• Proper estimate helps you to make
yourself comfortable during the process• So what’s the problem?
What’s the problem with estimates?
• Sales can’t say no• Developers can’t say no• Everyone can’t say no to stupid
requests• Not enough time for proper
estimation• Not enough information for the same
thing• Not enough communication between
Developers and Sales
I’m developer, omg, what to do?
• Learn to say No to bullshit• You have technical knowledge, use it• You do estimate for yourself, not for
sales• Give alternative options• Share the info!
How to make precise estimate without actually having one
• Give range estimate (Min – Max)• Make assumptions• Write down uncertainty factors• Make estimate process iterative
Why should I do that?
Because
With estimate
Without estimate
How to make precise estimate without actually having one
• Give range estimate (Min – Max)• Make assumptions• Write down uncertainty factors• Make estimate process iterative
Holy cow! I’m Sales, what to do?
• Learn to say No to bullshit• Every time you ask Devs make
estimate lower, God kills a kitten• Fact of the sale isn’t enough anymore• Talk to developers, give them more
quality information. Use their knowledge for benefits
What does this have to do with Game of Thrones?
• “Brace yourself, estimate is coming”• “When you play a game of sales you
estimate or you die”• “Little birdies told me”• “Hodor Hodor Hodor HODOR!”
Conclusion
• Good estimate is a benefit for everyone
• Information is a money• Good communication – what’s need
for both good estimations and information flow
• Sales and Devs are in the same boat• If they think otherwise – they’d
better stop
Bonus articles• The Art of Estimation - http://www.lullabot.com/blog/art-estimation • Lullabot’s Hierarchy of Qualification -
http://www.lullabot.com/blog/articles/lullabots-hierarchy-qualification • Why developers should start choosing conscience over profit http
://venturebeat.com/2013/02/18/developers-choosing-conscience-over-profit/
• RFP Advice From The Front Lines http://cognition.happycog.com/article/rfp-advice-from-the-front-lines
• Stop Writing Project Proposals http://www.smashingmagazine.com/2012/02/17/stop-writing-project-proposals/
• Искусство переговоров — это просто бизнес, ничего личного http://habrahabr.ru/post/141702/
• Про Элопа, Нокию и горящую платформу http://habrahabr.ru/post/171325/
• 4 ошибки, которые я допустил как технический директор http://habrahabr.ru/post/177063/