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

Questions?

slava.merezhko@propeople.com.uaSkype slavka.merezhko

Slava MerezhkoCTO, Propeople Ukraine

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/