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Upgrade Your Offer! How to Sell Business Value

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Jakob Persson

The document presents a detailed overview of NodeOne, a leading Drupal services provider in Scandinavia, discussing its range of services including web strategy, design, development, and training. It emphasizes the importance of understanding stakeholder needs, establishing clear project goals, and using effective metrics to evaluate success. The content also highlights the value of collaboration between teams and clients to ensure projects deliver expected business outcomes.

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Upgrade your offer Drupal Business Days,Vienna May 4th 2012 Jakob Persson, NodeOne STOCKHOLM | GÖTEBORG | KØBENHAVN www.nodeone.se
Introducing me Web Strategist and CKO Co-Founder of NodeOne Worked with Drupal since 2005 jakob@nodeone.se http://www.twitter.com/realsolipsist http://drupal.org/user/37564 STOCKHOLM | GÖTEBORG | KØBENHAVN www.nodeone.se
Introducing am and clients So me of No deOne’s te Scandinavia’s largest Drupal services provider Employs 60 people Offices in Sweden and Denmark
What we do at NodeOne, apart from...
card games... Hi, I’m Dries!* * No he’s not really Dries, but you knew that already. www.drupalcardgame.com
Druplicons wielding nun- chuks... Druplicon Road Trip – “Showdown in Paris” (YouTube)
Drupal rock stars... “The Kitten Killers” Live at DrupalCon Copenhagen (photo by Dries)
Drupal air fresheners... Drupal air fresheners revealed to the world
Druplicon cookie cutters https://instagr.am/p/Jwg1XUiOIX/
Strategy and Usability Web strategy, usability studies and effect mapping Design and UX User experience, GUI and graphic design Development Modules, themes, distributions and install profiles Hosting and scalability Hosting, optimization and monitoring Training Courses, books, screencasts and learning library Consulting Technical consulting and solution architecture
http://www.flickr.com/photos/jeffsand/3871415191/ The problem
http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
What the Buyer says http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
What the What the Buyer says Design Agency hears http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
What the What the What Buyer says Design Agency hears you are told http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
What the What the What Buyer says Design Agency hears you are told What the stakeholder needs = idiot! http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
How did this happen?
??? http://morguefile.com/archive/display/191422 http://www.sxc.hu/photo/444954
Idea Nee d
Idea Require- ments Nee d
Co ol idea! Idea Require- ments Nee d
Co ol idea! Idea Require- ments Nee d
Co ol idea! Idea Require- ments Wo ot! New project! Nee d
Co ol idea! Idea Require- ments Wo ot! New project! Nee d the end result often being WTF!
Project DNA
Project DNA Why? Whom? What? How?
Project DNA Assumptive Explorative Why? Whom? What? How?
Project DNA Assumptive Explorative Why? Whom? What? How?
Project DNA Assumptive Explorative Why? Whom? What? How?
Upgrade Your Offer! How to Sell Business Value
The actual buyer about Talk to RIGHT person the main goal and return
The actual buyer about Talk to RIGHT person the main goal and return The stakeholder about Talk to the RIGHT person his/her needs and goals about the RIGHT things in realizing the main goal
The actual buyer about Talk to RIGHT person the main goal and return The stakeholder about Talk to the RIGHT person his/her needs and goals about the RIGHT things in realizing the main goal Talk to the RIGHT person The stakeholder about about the RIGHT things how to best support said in the RIGHT context needs and goals
Building the right team
Upgrade Your Offer! How to Sell Business Value
Upgrade Your Offer! How to Sell Business Value
Upgrade Your Offer! How to Sell Business Value
Upgrade Your Offer! How to Sell Business Value
yo u n ee d Who a hear re we I web site. design ing fo a r? What’s yo ur busine t sure. ss reas on Er r r... no for do i are the n g th is ? B ut here requir ements!
Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
Upgrade Your Offer! How to Sell Business Value
yo u nee d I hear site. a web
yo u nee d I hear site. a web What’s busine yo ur ss reas for do i on n g th is ?
yo u nee d I hear site. a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas for do i on n g th is ?
Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas for do i on n g th is ?
Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas it. I hate for do i on l be usin g n g th is I’l e ? rs. Pleas co mpute ke it suck. don’t ma
Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas it. I hate for do i on l be usin g n g th is I’l e ? rs. Pleas I can tell you how to co mpute integrate with our ke it suck. don’t ma CRM system!
Is there someone who... • knows and understands the expected return of this project and how it fits with other efforts? • knows the technical infrastructure? • can learn the needs and goals of the stakeholders and end users? • can design something that fits those needs? • can build the functionality designed?
engineering, a re· quire· ment [r i-kwahyuhr-muhnt] noun. In nctional need that a requirement is a singul ar documented physical and fu ust be or perform... particular product or service m Why are the requirements what they are?
http://www.flickr.com/photos/43117091@N00/348575751/ tw hy ? Bu e. tom w Talk t kno igh y. I m wh Why indeed? What do we want to achieve?
Define it as an ‘effect’
Define it as an ‘effect’ {...} Concise Not more than a few sentences
Define it as an ‘effect’ {...} Concise Not more than a few sentences Measurable You need to be able to evaluate whether the website achieves the effect using metrics and KPI’s
Define it as an ‘effect’ {...} Concise Not more than a few sentences Measurable You need to be able to evaluate whether the website achieves the effect using metrics and KPI’s Long-term The effect should reflect change over long time and be strategic, not tactical
Making it happen...
http://www.flickr.com/photos/12694739@N00/207706000/ No, contrary to popular belief, nerds can’t do it. Gear or no gear.
Upgrade Your Offer! How to Sell Business Value
These guys c do it! an
? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? What do they want? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? What do they want? ? ? What do they need? ? ? ? ? ? ? ? ? ? ? ? ? ?
Who are they?
Who are they? Job title Age Department
Who are they? Job title Age Department
Who are they? Job title Age Department Needs Expectations Behavior
Who are they? Job title Age Department Needs People with common needs, expectations or similar behavior when using the website Expectations Behavior
“Offer a low threshold to interaction and convert interactions into sales.” Why What’s in What do I should I it for me? have to gain? care?
What goals are yo an d n u ee ds? What sho uld lo ok a the n d fee l be like? What featur are m es ost us eful to yo u ? Interviews Observation Personas Focus groups Brainstorming Task analysis
User goals Want to replace paper forms with online forms Need to avoid a lot of emails and phone calls just to forward documents and applications Want to be able to answer administrative queries on the intranet Administrators
Turning user goals into actions Goals Actions Administrators • Be able to create forms for common Want to replace paper applications and requests forms with online forms • Make it possible for users to digitally sign forms Need to avoid a lot of emails • Be able to create administrative and phone calls just to workflows forward documents and • Being able to notify others about pending applications tickets/forms/issues Want to be able to answer administrative queries on • Receive messages sent from a contact form the intranet
Actions and user stories Users, their goals and actions form user stories Administrators Goal Action User Story As an administrator I’d Be able to create like to be able to create Want to replace forms for forms for common paper forms common applications and requests with online applications and so that I can replace forms requests paper forms with online forms
http://www.flickr.com/photos/jocke66/4611545685/ These are the features we need. we need I’ve em. An d e d t h ior itiz pr
http://www.sxc.hu/photo/535922 Are we eyet? t her
“Offer a low threshold to interaction and convert interactions into sales.” What to measure How to measure When to evaluate What percentage of visitors comment, Review search logs Every six months share and like content on the site. and use tracking. Track users and use What percentage of users who funnels to track Every six months interact end up buying something. conversions. Track interaction The percentage of visitors who using Google Every six months interact more than once. Analytics.
Measuring users’ success in achieving their goals Administrators 50% of forms Want to replace paper forms with should be on the online forms intranet Need to avoid a lot of emails and Survey to users that phone calls just to forward documents asks about reduced and applications use of email 90% of Want to be able to answer administrative administrative queries on the intranet questions are made through the intranet
Effect map for an intranet
Effect
Metrics
Users
User Goals
Actions
Recall the team?
R o ug h ly 120 ho urs. 0 Sprint plan S1: 300 hrs S2: 300 hrs S3: 300 hrs S4: 300 hrs Sprint demo
TODO Feature AB Feature C Feature D Feature E Feature 20 storyFeature F points 50 storyFeature G points 10 storyFeature H points 20 storyFeature I points 50 storyFeature J points 50 storyFeature K points 50 story points Sprint plan 50 story points 50 story points 50 story points 50 story points S1: 300 hrs
TODO Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points 50 story points 50 story points 50 story points 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
S1: 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
S1: 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
S1: 300 hrs Sprint demo Feature B Feature D Feature E 50 story points 20 story points 50 story points
S1: 300 hrs Sprint demo ✔ ✔ Feature B Feature D Feature E 50 story points 20 story points 50 story points
E - th TODO way t is one’s rickie we th r than o ught ! Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points w ith n der y 50 story points 50 story points wo 50 story points No egac S2: 300 hrs th ose l o -O rive rs... d Feature E it’s 50 story points it – way. ave any , le ity Ok rior lo wp
E - th TODO way t is one’s rickie we th r than o ught ! Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points w ith n der y 50 story points 50 story points wo 50 story points No egac S2: 300 hrs th ose l o -O rive rs... d it’s it – way. ave any for later , le ity Save Ok rior lo wp
Sorr y we di d have t n’t DONE ime fo r it all. Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points 50 story pointsJ Feature 50 story points 50 story points We got 50 story points the stu importa ff most nt for o ur effect! S1: 300 hrs S2: 300 hrs S3: 300 hrs S4: 300 hrs Save for later Sprint demo
All the good stuff • Embrace the fact that things are unknown • A shared commitment to delivering the return • Employees get to meet the customer • No estimates based on hope and ‘best case’ • Promotes transparency
http://www.flickr.com/photos/stefansundkvist/4697877240/ Software development is innovation “Build a fighter jet, these are the performance specs, this is the budget and we want it done in five years.”
Innovation in businesses 1985 2003 Inception Success
Improved innovation management Filter out the best 1985 solutions/idea candidates sooner Produce more viable 2003 solutions and ideas Reduce time to market Inception Success
How agile deals with innovation Filter out the best “Responding to change 1985 solutions/idea over following a plan” candidates sooner “Working software over Produce more viable 2003 comprehensive documentation” solutions and ideas Reduce time to market Inception Success
http://www.flickr.com/photos/stefansundkvist/4697877240/ Project DNA Assumptive Explorative Why? Whom? What? How?
Delivering the project to a strict specification, on a set budget and within a set time frame
BA DIDEA Delivering the project to a strict specification, on a set budget and within a set time frame
Delivering the project within the agreed upon time frame in such a way that it delivers the expected business value
GOOD IDEA Delivering the project within the agreed upon time frame in such a way that it delivers the expected business value
The shift
“ We’ll achiev help y e yo u ou goals r busi on the ness web” e anag The business- “W e’ll m yo ur ld an d bui ect” oriented agency j we b pro “ We’ll build The project managing site in 50 0 h yo ur o urs” agency The ‘nuts and bolts’ agency
Summary ✓ Involve your team and customer early and shift focus to business goals. ✓ Reduce dependence on guesswork estimates and details – focus on the actual case. ✓ This contributes to projects being more fun and you do not need to pay the price for early over- commitment ✓ UX is key to translating business needs to user stories in the backlog.
Thank you for listening! We’re h iring! UX’ers, s developers, product owner and mo re! Talk to me. email jakob@nodeone.se twitter http://www.twitter.com/realsolipsist drupal.org account http://drupal.org/user/37564

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Upgrade Your Offer! How to Sell Business Value

  • 1. Upgrade your offer Drupal Business Days,Vienna May 4th 2012 Jakob Persson, NodeOne STOCKHOLM | GÖTEBORG | KØBENHAVN www.nodeone.se
  • 2. Introducing me Web Strategist and CKO Co-Founder of NodeOne Worked with Drupal since 2005 jakob@nodeone.se http://www.twitter.com/realsolipsist http://drupal.org/user/37564 STOCKHOLM | GÖTEBORG | KØBENHAVN www.nodeone.se
  • 3. Introducing am and clients So me of No deOne’s te Scandinavia’s largest Drupal services provider Employs 60 people Offices in Sweden and Denmark
  • 4. What we do at NodeOne, apart from...
  • 5. card games... Hi, I’m Dries!* * No he’s not really Dries, but you knew that already. www.drupalcardgame.com
  • 6. Druplicons wielding nun- chuks... Druplicon Road Trip – “Showdown in Paris” (YouTube)
  • 7. Drupal rock stars... “The Kitten Killers” Live at DrupalCon Copenhagen (photo by Dries)
  • 8. Drupal air fresheners... Drupal air fresheners revealed to the world
  • 10. Strategy and Usability Web strategy, usability studies and effect mapping Design and UX User experience, GUI and graphic design Development Modules, themes, distributions and install profiles Hosting and scalability Hosting, optimization and monitoring Training Courses, books, screencasts and learning library Consulting Technical consulting and solution architecture
  • 12. http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
  • 13. What the Buyer says http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
  • 14. What the What the Buyer says Design Agency hears http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
  • 15. What the What the What Buyer says Design Agency hears you are told http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
  • 16. What the What the What Buyer says Design Agency hears you are told What the stakeholder needs = idiot! http://www.sxc.hu/photo/444954 http://www.flickr.com/photos/wolfgangstaudt/2053446134/ http://www.flickr.com/photos/alisdair/17553437/ http://www.flickr.com/photos/seier/513735240/
  • 17. How did this happen?
  • 18. ??? http://morguefile.com/archive/display/191422 http://www.sxc.hu/photo/444954
  • 20. Idea Require- ments Nee d
  • 21. Co ol idea! Idea Require- ments Nee d
  • 22. Co ol idea! Idea Require- ments Nee d
  • 23. Co ol idea! Idea Require- ments Wo ot! New project! Nee d
  • 24. Co ol idea! Idea Require- ments Wo ot! New project! Nee d the end result often being WTF!
  • 26. Project DNA Why? Whom? What? How?
  • 27. Project DNA Assumptive Explorative Why? Whom? What? How?
  • 28. Project DNA Assumptive Explorative Why? Whom? What? How?
  • 29. Project DNA Assumptive Explorative Why? Whom? What? How?
  • 31. The actual buyer about Talk to RIGHT person the main goal and return
  • 32. The actual buyer about Talk to RIGHT person the main goal and return The stakeholder about Talk to the RIGHT person his/her needs and goals about the RIGHT things in realizing the main goal
  • 33. The actual buyer about Talk to RIGHT person the main goal and return The stakeholder about Talk to the RIGHT person his/her needs and goals about the RIGHT things in realizing the main goal Talk to the RIGHT person The stakeholder about about the RIGHT things how to best support said in the RIGHT context needs and goals
  • 39. yo u n ee d Who a hear re we I web site. design ing fo a r? What’s yo ur busine t sure. ss reas on Er r r... no for do i are the n g th is ? B ut here requir ements!
  • 40. Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
  • 41. Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
  • 42. Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
  • 43. Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
  • 44. Co ol idea! Idea Require- ments Wo ot! New project! Nee d WTF!
  • 46. yo u nee d I hear site. a web
  • 47. yo u nee d I hear site. a web What’s busine yo ur ss reas for do i on n g th is ?
  • 48. yo u nee d I hear site. a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas for do i on n g th is ?
  • 49. Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas for do i on n g th is ?
  • 50. Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas it. I hate for do i on l be usin g n g th is I’l e ? rs. Pleas co mpute ke it suck. don’t ma
  • 51. Who a re we yo u nee d design ing fo I hear site. r? a web ho le w ents eop mm nt p co wa ost e op us. W t f rom m e b uy co to What’s busine yo ur ss reas it. I hate for do i on l be usin g n g th is I’l e ? rs. Pleas I can tell you how to co mpute integrate with our ke it suck. don’t ma CRM system!
  • 52. Is there someone who... • knows and understands the expected return of this project and how it fits with other efforts? • knows the technical infrastructure? • can learn the needs and goals of the stakeholders and end users? • can design something that fits those needs? • can build the functionality designed?
  • 53. engineering, a re· quire· ment [r i-kwahyuhr-muhnt] noun. In nctional need that a requirement is a singul ar documented physical and fu ust be or perform... particular product or service m Why are the requirements what they are?
  • 54. http://www.flickr.com/photos/43117091@N00/348575751/ tw hy ? Bu e. tom w Talk t kno igh y. I m wh Why indeed? What do we want to achieve?
  • 55. Define it as an ‘effect’
  • 56. Define it as an ‘effect’ {...} Concise Not more than a few sentences
  • 57. Define it as an ‘effect’ {...} Concise Not more than a few sentences Measurable You need to be able to evaluate whether the website achieves the effect using metrics and KPI’s
  • 58. Define it as an ‘effect’ {...} Concise Not more than a few sentences Measurable You need to be able to evaluate whether the website achieves the effect using metrics and KPI’s Long-term The effect should reflect change over long time and be strategic, not tactical
  • 60. http://www.flickr.com/photos/12694739@N00/207706000/ No, contrary to popular belief, nerds can’t do it. Gear or no gear.
  • 62. These guys c do it! an
  • 63. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
  • 64. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
  • 65. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? What do they want? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ?
  • 66. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? Who are they? ? ? What do they want? ? ? What do they need? ? ? ? ? ? ? ? ? ? ? ? ? ?
  • 68. Who are they? Job title Age Department
  • 69. Who are they? Job title Age Department
  • 70. Who are they? Job title Age Department Needs Expectations Behavior
  • 71. Who are they? Job title Age Department Needs People with common needs, expectations or similar behavior when using the website Expectations Behavior
  • 72. “Offer a low threshold to interaction and convert interactions into sales.” Why What’s in What do I should I it for me? have to gain? care?
  • 73. What goals are yo an d n u ee ds? What sho uld lo ok a the n d fee l be like? What featur are m es ost us eful to yo u ? Interviews Observation Personas Focus groups Brainstorming Task analysis
  • 74. User goals Want to replace paper forms with online forms Need to avoid a lot of emails and phone calls just to forward documents and applications Want to be able to answer administrative queries on the intranet Administrators
  • 75. Turning user goals into actions Goals Actions Administrators • Be able to create forms for common Want to replace paper applications and requests forms with online forms • Make it possible for users to digitally sign forms Need to avoid a lot of emails • Be able to create administrative and phone calls just to workflows forward documents and • Being able to notify others about pending applications tickets/forms/issues Want to be able to answer administrative queries on • Receive messages sent from a contact form the intranet
  • 76. Actions and user stories Users, their goals and actions form user stories Administrators Goal Action User Story As an administrator I’d Be able to create like to be able to create Want to replace forms for forms for common paper forms common applications and requests with online applications and so that I can replace forms requests paper forms with online forms
  • 77. http://www.flickr.com/photos/jocke66/4611545685/ These are the features we need. we need I’ve em. An d e d t h ior itiz pr
  • 79. “Offer a low threshold to interaction and convert interactions into sales.” What to measure How to measure When to evaluate What percentage of visitors comment, Review search logs Every six months share and like content on the site. and use tracking. Track users and use What percentage of users who funnels to track Every six months interact end up buying something. conversions. Track interaction The percentage of visitors who using Google Every six months interact more than once. Analytics.
  • 80. Measuring users’ success in achieving their goals Administrators 50% of forms Want to replace paper forms with should be on the online forms intranet Need to avoid a lot of emails and Survey to users that phone calls just to forward documents asks about reduced and applications use of email 90% of Want to be able to answer administrative administrative queries on the intranet questions are made through the intranet
  • 81. Effect map for an intranet
  • 84. Users
  • 88. R o ug h ly 120 ho urs. 0 Sprint plan S1: 300 hrs S2: 300 hrs S3: 300 hrs S4: 300 hrs Sprint demo
  • 89. TODO Feature AB Feature C Feature D Feature E Feature 20 storyFeature F points 50 storyFeature G points 10 storyFeature H points 20 storyFeature I points 50 storyFeature J points 50 storyFeature K points 50 story points Sprint plan 50 story points 50 story points 50 story points 50 story points S1: 300 hrs
  • 90. TODO Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points 50 story points 50 story points 50 story points 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
  • 91. S1: 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
  • 92. S1: 300 hrs Feature B Feature D Feature E 50 story points 20 story points 50 story points
  • 93. S1: 300 hrs Sprint demo Feature B Feature D Feature E 50 story points 20 story points 50 story points
  • 94. S1: 300 hrs Sprint demo ✔ ✔ Feature B Feature D Feature E 50 story points 20 story points 50 story points
  • 95. E - th TODO way t is one’s rickie we th r than o ught ! Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points w ith n der y 50 story points 50 story points wo 50 story points No egac S2: 300 hrs th ose l o -O rive rs... d Feature E it’s 50 story points it – way. ave any , le ity Ok rior lo wp
  • 96. E - th TODO way t is one’s rickie we th r than o ught ! Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points Feature I J Feature 50 storyFeature K points 50 story points Sprint plan 50 story points w ith n der y 50 story points 50 story points wo 50 story points No egac S2: 300 hrs th ose l o -O rive rs... d it’s it – way. ave any for later , le ity Save Ok rior lo wp
  • 97. Sorr y we di d have t n’t DONE ime fo r it all. Feature A Feature C 20 storyFeature F points 10 storyFeatureGH Feature points 50 story pointsJ Feature 50 story points 50 story points We got 50 story points the stu importa ff most nt for o ur effect! S1: 300 hrs S2: 300 hrs S3: 300 hrs S4: 300 hrs Save for later Sprint demo
  • 98. All the good stuff • Embrace the fact that things are unknown • A shared commitment to delivering the return • Employees get to meet the customer • No estimates based on hope and ‘best case’ • Promotes transparency
  • 99. http://www.flickr.com/photos/stefansundkvist/4697877240/ Software development is innovation “Build a fighter jet, these are the performance specs, this is the budget and we want it done in five years.”
  • 100. Innovation in businesses 1985 2003 Inception Success
  • 101. Improved innovation management Filter out the best 1985 solutions/idea candidates sooner Produce more viable 2003 solutions and ideas Reduce time to market Inception Success
  • 102. How agile deals with innovation Filter out the best “Responding to change 1985 solutions/idea over following a plan” candidates sooner “Working software over Produce more viable 2003 comprehensive documentation” solutions and ideas Reduce time to market Inception Success
  • 103. http://www.flickr.com/photos/stefansundkvist/4697877240/ Project DNA Assumptive Explorative Why? Whom? What? How?
  • 104. Delivering the project to a strict specification, on a set budget and within a set time frame
  • 105. BA DIDEA Delivering the project to a strict specification, on a set budget and within a set time frame
  • 106. Delivering the project within the agreed upon time frame in such a way that it delivers the expected business value
  • 107. GOOD IDEA Delivering the project within the agreed upon time frame in such a way that it delivers the expected business value
  • 109. “ We’ll achiev help y e yo u ou goals r busi on the ness web” e anag The business- “W e’ll m yo ur ld an d bui ect” oriented agency j we b pro “ We’ll build The project managing site in 50 0 h yo ur o urs” agency The ‘nuts and bolts’ agency
  • 110. Summary ✓ Involve your team and customer early and shift focus to business goals. ✓ Reduce dependence on guesswork estimates and details – focus on the actual case. ✓ This contributes to projects being more fun and you do not need to pay the price for early over- commitment ✓ UX is key to translating business needs to user stories in the backlog.
  • 111. Thank you for listening! We’re h iring! UX’ers, s developers, product owner and mo re! Talk to me. email jakob@nodeone.se twitter http://www.twitter.com/realsolipsist drupal.org account http://drupal.org/user/37564