Lean SalesUp

Business Workflow

Some comments...

10Pines way of development

• It's not easy to convince them to do it
• Free vs. not-free
• You can define your contract from this
• Mutual election

Scope vs. Business Value

Fixed

Variable

User Story Mapping

Final

Thoughts

My 5 lean sales principles

Development process redefinition

Who am I?

Eliminate waste

Mutual buy-in

Is the client always right...?

Ground-zero dev

Challenge the client's

assumptions

Discounts!!!

Respectfully!

Holistic vision

Challenging ideas instead to flatter them will make the product more solid.

+10 years developing software

Co-founder 10Pines

Engineer & professor

Speaker at several conferences

Cooperation & transparency

Share the control

Jorge Silva

Initial motivation

Eliminate waste

from presale

1 "Product Discovery" iteration

+

X iterations (fixed)

+

All-you-can-pay iterations (variable)

Bridge the gap between

developers and salesmen

10pines.com

Top 3 countries in organ donations form

Experience report:

http://goo.gl/7fk8lt

default option: DONATE

How to show the proposal?

Organ donation Worst countries

form

Practice into theory

How options influence

default option: DON'T DONATE

100% real cases from real experiences

"A lot of tiny people

in small places

making small things

can change the world"

What is "Lean" for me?

Classical Way of waiting the bus

Lean Sales Up

Washington, August 2015

Making value from product conception

by Jorge Silva