Visual Business Development - My Case Study
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VISUAL BUSINESS DEVELOPMENT
Anders Holmberg
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VISUAL BUSINESS DEVELOPMENT@SOFTHOUSE
Anders Holmberg
Business: “We sell scrum and Kanban coaching to
development teams.”
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BUSINESS DEVELOPMENT
Bringing more value to more customers with more profit
If you can’t see it, you cant improve it!
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BuildingBlockBuilding
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BuildingBlockBuilding
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GuessGuess
Guess
Guess
Guess
Guess
GuessGuess
Guess
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DevelopmentteamScrum &
Kanban-coaching
Sales-person
Softhouse Process Coach Anders
Are we sure?
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Developmentteam?
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Customer ≠ UserIT manager Development
team
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Developmentteam?
IT managerNiclas 42 years
Manage20
developers
Alwayson therun to
a meeting
Gainprofit
Have timefor
family
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Scrum &Kanban-coaching
Sales-person
Softhouse Process Coach Anders
Developmentteam
IT manager
Are we sure?
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a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person
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a sales person can
sell coaching activities so the coaches
have more time to do their work.
trying to sell enough for two coaches
how many closed sales we
If we sell for 200 KSEK
Sales Channel May 2013
get
each month
have a sales person
![Page 13: Visual Business Development - My Case Study](https://reader035.fdocuments.us/reader035/viewer/2022070302/547e6207b4af9f81678b4648/html5/thumbnails/13.jpg)
IT managerScrum &Kanban-coaching
Customermeets the coaches
Softhouse Process Coach Anders
Sales-person
Coachmeets customers
Free 2 daycourse
Are we sure?
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January February
AprilMarch
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IT managerCustomermeets the coaches
Softhouse Process Coach Anders
Sales-person
Coachmeets customers
Free 2 daycourse
BusinessDevelopment
AgileManagement
ScalingAgile
What do they like?
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January
February
April
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IT managerCustomermeets the coaches
Softhouse Process Coach Anders
Sales-person
Coachmeets customers
Free 2 daycourse
BusinessDevelopment
AgileManagement
ScalingAgile
Do we need
partners?
Can we cut
costs? Right price
level?
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VISUALIZEEXPERIMENTIMPROVE
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SUMMARY
1. TEST ALL YOUR ASSUMPTIONS
2. USER ≠ CUSTOMER
3. EXPERIMENT WITH CUSTOMERS
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THANK YOU!
Anders Holmberg