SELLING AGILE ACROSS THE ENTERPRISEEvan Leybourn
Evan Leybournlean / agile business leader and authorSingapore@eleybournhttp://theagiledirector.com
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understand the outcomeswhy are you in business?
understand the “enterprise architecture”how does everyone and everything fit together?
how can you “be” agile in a non-agile business?
finance & procurementresponsible for the dreaded annual budget cycle
finance & procurementresponsible for the dreaded annual budget cycle
finance & procurementresponsible for monetary aspects of the business
understand the interfacefinance & procurement
understand the outcomesfinance & procurement
human resources & recruitmentresponsible for slowing everyone down
human resources & recruitmentresponsible for slowing everyone down
human resources & recruitmentresponsible for people aspects of the business
understand the interfacehuman resources & recruitment
understand the outcomeshuman resources & recruitment
sales & marketingresponsible for leaving us to fix up their mess
sales & marketingresponsible for leaving us to fix up their mess
sales & marketingresponsible for new business aspect of the business
understand the interfacesales & marketing
understand the outcomessales & marketing
there is a natural evolution to agilityalign the interfaces
rolling monthly budgetsfinance & procurement
contingency & trustfinance & procurement
cadence, flow & transparencyfinance & procurement
agile metrics & kpi’shuman resources & recruitment
agile recruitment policieshuman resources & recruitment
kanban for hrhuman resources & recruitment
collaboration & transparencysales & marketing
embed sales into development teamssales & marketing
eliminate commissionssales & marketing
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it all comes down to communication
friendly negotiation strategiesselling agile across the enterprise
1.build credibility2.build a relationship3.find a concession point4.naming the first price5.ask questions6.know when to walk
away
if you’re reading this you’re not paying attention
pre-emptive agile alignmentfind the existing alignment to the manifesto
find the value drivers
find the revenue drivers
To learn more, check out
Directing the Agile Organisationby Evan Leybourn
available at Amazon and all good book stores
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