Scrum in Sales

Denny de Waard

Jeff Sutherland

iSense & …

• Founded in 1998

• +/- 40 employees in Gouda

• +/- 40 employees in Bangalore

• +/- 200 ICT-professionals

Mission:

Increase success & happiness of people and

organizations by facing challenges together

Business Units iSense

• iSense ICT Professionals

– Recruitment of ICT professionals (permanent and contract based)

• iSense Prowareness

– Agile coaching and training

– Agile Development capacity

• Local

• Offshoring (India)

Why consider it?

• Agile Coaching was a new service

• It helped our client teams in India

• iSense has a very open/transparent

culture

– All company figures are ‘public’

– Results are openly discussed

Scrum Overview

Roles Artifacts Meetings

Product OwnerProduct backlog

Sprint planning

Team Sprint backlog Daily Scrum

Scrum Master Burndown Sprint Review

Definition of Done

Retrospective

Roles

• Product Owner – Managing Partner

• Team – Marketing, Sales and consultants

• Scrum Master – marketing or sales trainee

Product & Sprint Backlog

• Pipeline (product backlog)

– Current Clients

– Deal

– Offer

– Workshop

– ‘They are interested’ (event)

– ‘We want them’

• Sprint Backlog

– What do we need to do this week to move someone through the pipeline?

Burn up

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Ideaal 0 1,00 2,00 3,00 4,00 5,12 6,25 7,38 8,50 9,50 10,5 11,5 12,5 13,5

Subtotaal 0 0,07 0,26 1,18 4,55 4,55 4,55 4,54 5,35 5,79 5,89 5,89 7,13 13,0

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Waardeplaatsing Q3

Ideaal

Subtotaal

Burn down

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Asti

tel

Agile Event (16 sep 2011 - W37)

Ideaal

Te gaan

Definition of Done

• Signed contract and delivering value to the client

Daily Scrum

• Everyday at 9:15

– If not available, explain the 3 questions to someone else who can share it

Retrospective

• Everybody has to write 2 notes on 3 subjects:

– What went well this sprint

– What caused problems this sprint

– What will cause problems in the future

• Helps to end the week positive and create continuous improvement

Sprint Planning/review

• Planning: Monday 9:00 – 10:00

– What actions will we do this week?

– How to improve?

• Review: Monday 11:00 – 12:00

– Demo of sales figures (Deals & Leads)

– Wolfpack: how to hunt together?

Why are we happy with it?

• Results increased dramatically!

– 1st July: revenue 2011 = 2x 2010

• Transparency in pipeline

– Everybody can see everything

– Actions can be taken proactively

– Created the wolf pack

– FUN!

Questions?

You can contact me the following ways:

• Twitter: DDW_NL

• Email: d.dewaard@scrum.nl

• Phone: +31 (0)6-41382428