iSense - Agile Alliance

Scrum in SalesDenny de WaardJeff Sutherland

iSense & …• Founded in 1998• +/- 40 employees in Gouda• +/- 40 employees in Bangalore• +/- 200 ICT-professionalsMission:Increase success & happiness of people andorganizations by facing challengestogether

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/transparentculture– All company figures are ‘public’– Results are openly discussed

Scrum OverviewRoles Artifacts MeetingsProduct OwnerProductbacklogSprint planningTeam Sprint backlog Daily ScrumScrum Master Burndown Sprint ReviewDefinition ofDoneRetrospective

Roles• Product Owner – Managing Partner• Team – Marketing, Sales and consultants• Scrum Master – marketing or salestrainee

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 movesomeone through the pipeline?

Burn up16Waardeplaatsing Q314121086IdeaalSubtotaal4200 27 28 29 30 31 32 33 34 35 36 37 38 39Ideaal 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 13,5Subtotaal 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

AstitelBurn down30Agile Event (16 sep 2011 - W37)252015IdeaalTe gaan105023 24 25 26 27 28 29 30 31 32 33 34 35 36

Definition of Done• Signed contract and delivering value tothe client

Daily Scrum• Everyday at 9:15– If not available, explain the 3 questionsto someone else who can share it

Retrospective• Everybody has to write 2 notes on 3subjects:– What went well this sprint– What caused problems this sprint– What will cause problems in the future• Helps to end the week positive and createcontinuous 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 withit?• Results increased dramatically!– 1 st 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