Hacking the Sales Process with Kanban/Agile

The sales process is hard. As a business owner, you spend your entire time doing it. Often wishing you were back, cutting code. If you are successful you might have a raft of sales people closing deals under their own process while your product people deliver under Agile. Your worlds are split and often, it breaks.

Change that. Apply Agile and Kanban to supercharge your sales team. Get your developers and scrum master in on the action. Unify your company.

Kavita has spent the last two years changing the global process of a leading Ad Agency while based in Delhi. Now at Fifty based in London and Barcelona she has created a unified Product and Sales team from scratch. Turning her work over the last 6 months into a case study, get a fresh of the presss step by step break down of hacking the sales process from both the CEO, developer and copy writer perspective. Kavita will be transparent about mistakes and the open about the recipe for success.

 
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Outline/structure of the Session

Introduction

Case Study Background :

Founded in 2013 by a group of retail software developers Fifty had grown to a team of ten people successfully churning out fantastic new software products using pure agile and  word of mouth for sales. In the summer of 2014 the CEO brought in co-founder Kavita Kapoor to hack the product sales and marketing process. Setting the ambition to grow to a 'fifty' elite software team. 

Case Study The Challenge : Global vs Local

The core team spans London, Barcelona, Prague, Singapore and Delhi and clients span North America, Europe and China.  Yet the sales team was London centric. It needed to rapidly evolve. Span the communication challenges of federated product team and captalise on the oppertunity popping in differnt locations. In the talk Kavita will reveal why spoke and hub model and tradional salesforce weren't going to work. 

Case Study The Challenge : Rapid Growth 

In less than a year Fifty had gone from a single product retail solution to a multi sector multi product company smashing their own business plan. Like all start-up sales was the preserve of the leadership team. Kavita will discuss how at rapid growth rate sales has to scale and keep up with a productive product team aligned to an agile process.

Case Study The Challenge : Agile Envy   

The success of the first year trading and like all start-up's the energy around prefered technology needed to be harnessed. Kavita will discuss the skills set and structure and process envy that made rolling out Agile to sales a 'no brainer'

Case Study :  Implementation

Kavita constructed a roll out plan over 6 months and managed the process from a coffe shop in Leh, Ladakh and a remote island in Scotland. The Talk will break down the month by month plan and show how remote delivery actually benefitted the process.

Case Study : Cool Tools

The implementation reviewed several remote working tools. The Case Study covers the selection criteria and the structure of the final tool set, including Trelli, Slack and Bitrix.

Case Study : Success or Failure 

As you can imagine rolling out a new agile proces from Ladakh to London had its challenges. Kavita will give you run down on the 80% that worked and  20% is has been overhauled for 2015 Q1.

Case Study : Questions

Ask away and Kavita shall answer.

Learning Outcome

  • Practicle suggestions for changing your sales process
  • List of tools both for the agile process and for your more tradional sales person CRM
  • Adding to your vocabulary of change in a distributed organisation
  • Some of the basics of global Agile dev teams with a London centric sales team.
  • Overcoming 'Juggard' and quick fixes.

Target Audience

business leaders, start ups, product developers

schedule Submitted 2 years ago

Comments Subscribe to Comments

comment Comment on this Proposal
  • Naresh Jain
    By Naresh Jain  ~  2 years ago
    reply Reply

    Hi Kavita,

    Can you please share what remote working tools your team uses and the selection criteria for them?

    • kavita kapoor
      By kavita kapoor  ~  2 years ago
      reply Reply

      Hi Naresh

      Sure - can I get a bit more context behind the question ?

      Kavita

      ps we have just updated our corporate website today fiftytechnology.com. Have a look at Play Book for some more context.

      • Naresh Jain
        By Naresh Jain  ~  2 years ago
        reply Reply

        One of the learning outcomes listed on the proposal is: List of tools both for the agile process and for your more tradional sales person CRM

        Without any slides or link, its hard for us to know what tools you would recommend and also what is your subject matter expertize. And hence the question.

        • kavita kapoor
          By kavita kapoor  ~  2 years ago
          reply Reply

          Aha that makes sense ! I have actually made a start in my slides (as I needed them for something else). And I have a day off tomorrow so I shall reply to this and Prasad's question.

          Also my Scrum Master is keen to co-present is it too late/or too complicated to add him on ?

          • Naresh Jain
            By Naresh Jain  ~  2 years ago
            reply Reply

            OK, look forward to the slides or answers.

            You can edit the proposal and add a co-presenter. Make sure he is registered in this system.

            • kavita kapoor
              By kavita kapoor  ~  2 years ago
              reply Reply

              Hi Naresh

              Trust you are well.

              Our remote working tools for Development are Trello and Slack.

              For Sales we reviwed

              • AffinityLive
              • BitRix32
              • Sales Force
              • Signal 37 
              • http://simplyhq.com

              we selected on the following

              • How it handles contact details
              • How it tracks calls/email and other follow ups
              • Integrate with bulk email platform Mail Chimp
              • Tracking of sales financials
              • Ease of implementation
              • UI
              • Language support
              • Costs
              • Remote availability and latency

               

              Including one system that kept throwing up their Swedish version not something I speak (fluently). 

              Is this of some help ?

              Having not been to your conference before - how would you describe your audience ?

              Cheers

              Kavita

              • kavita kapoor
                By kavita kapoor  ~  2 years ago
                reply Reply

                Hi Naresh 

                Very excited to have been accepted to speak. Thank you.  

                I am just organising my flights back as I am in Berlin/London this month. When will you decided the final running order ? 

                Also can you tell me what size of room you have for me - and I have looked at the audience stats but any guideance on key happiness metrics would be awesome.

                Kavita 

                 

                • Naresh Jain
                  By Naresh Jain  ~  2 years ago
                  reply Reply

                  Not sure by when the program will be finalised, but its safe to assume you'll speak on the same day that your session is currently listed under - http://2015.agileindia.org/#program

                  IMHO "Key Happiness Metrics" a brilliant vanity matric. Do we even know what happiness mean? Let alone trying to quantify it. The only true measure of impact is: "how many people are willing to pay out of their pocket and come back to next year's conference."

                  • kavita kapoor
                    By kavita kapoor  ~  2 years ago
                    reply Reply

                    Brilliant ! We put a Happiness Metric into our restrospective I shall tell you all. And will figure out a ROI on repeat visits. ;) 

                    Now those Donuts. I shall make an order nearer the time when the program is locked. 

                    Cheers. 

  • Prasad
    By Prasad  ~  2 years ago
    reply Reply

    Kavita,

    Very interesting..Application of Agile sprit and values in the area of sales hmm..

    My 2 cents..

    Analogy of Agile out of S/w is a beaten track. There will not  be any new take away for this community.  

     

    Technology has blurred the lines between the digital and traditional methods of dealing with a consumer/ prospects of any Global Enterprises.  More connected consumers, automated processes, and sophisticated analytics place unprecedented demands on IT functions. What will be interesting is the renewal of Sales in new Digital world and how they are positioned to bring  real 'business agility'.

    Count me in if you are looking for a partner for this talk…

    ~ Prasad

    Analogy of Agile out of S/w is a beaten track. There will not  be any new take away for this community.  

    Technology has blurred the lines between the digital and traditional methods of dealing with a consumer/ prospects of any Global Enterprises.  More connected consumers, automated processes, and sophisticated analytics place unprecedented demands on IT functions. What will be interesting is the renewal of Sales in new Digital world and how they are positioned to bring  real 'business agility'.

    Count me in if you are looking for a partner for this talk…

    • kavita kapoor
      By kavita kapoor  ~  2 years ago
      reply Reply

      Hi Prasad

      I would certainly like to meet you and colloborate - you have some intressting talks.

      In your post you when you talk about renewal of Sales do you mean new prospects or developing existing relationships ?

      A lot of the work we have done in implementing agile across my growings sales team is about moving 'the sale' from the so called sales leads into the entire product dev team. So yes focused on new sales and linking that to new functionality.

      Could you elucidate on your beaten track ?

      Cheers

      Kavita

      • Prasad
        By Prasad  ~  2 years ago
        reply Reply

        Hi Kavita,

        There is lot of value in your proposal, by no means I undermine it. We are trying to bring best out to this community..

        Analogy of Agile beyond software is a beaten track, means applying Agile practices like backlog, user stories, definition of done, sprints, rolling plans, review, retrospection etc.. to manage a sales process  may not be exciting for this community. It makes more interesting if you cover, how sales were part of a development sprint? how they brought  client feedback to developers? How they helped to articulate business value? How sales targets were brought as part of definition of done? How engineering teams were brought into the perspectives of sales? How sales & engineering targets were aligned?

        In the space of engineering we found  DevOps as  a way of working pattern where Dev & Ops collaborates and do what it takes to add continuous  value  to a software both from Agility & stability  perspectives.  Similarly can we find a way of working pattern of Sales collaborating with engineering team to measure and learn  to ensure that right ‘it’ is getting build.

        ~Prasad

        • kavita kapoor
          By kavita kapoor  ~  2 years ago
          reply Reply

          Hi Prasad

          Sorry for the slow reply. Busy week in the office as we refresh our corporate website (fiftytechnology.com) and hanging out with those pesky customers.

          Completely onboard with what you are saying. In fact I am not the person you want explaning the application of process you want Russ from my team. My presentation will focus on the more tangible results and downsides of our approach and how we fixed it.

          Its going to be hard to explain  the business benefits were without going through some of the process application however. They seem completely intertwined to me.

          For example taking your first point organising the backlog for the sales team in Trello where we keep our dev Backlog was a challenge. With some proper emotionally upset sales staff. In the end we left them inside their Bitrix CRM system but aplied Kanban boards to align it with our Trello dev Backlog boards.

          Do you think that your audience would benefit if I present some of the softer things we have had to change to make this work ?  Also how our board has reacted ?

          Cheers

          Kavita

           

           

           

  • Naresh Jain
    By Naresh Jain  ~  2 years ago
    reply Reply

    Hi Kavita, thansk for the donuts! Can you please share a video and slides from any of your past conference? 

    • kavita kapoor
      By kavita kapoor  ~  2 years ago
      reply Reply

      Hi Naresh Not a problem - jam filled I assume ? 

      I am just waiting for copyright clearance on my last set of material. If it doesn't come through I shall post it removing the video - do you have a cut off date  ?   Cheers Kavita

      • Naresh Jain
        By Naresh Jain  ~  2 years ago
        reply Reply

        In a day or two would be good.

        • kavita kapoor
          By kavita kapoor  ~  2 years ago
          reply Reply

          Hey Naresh, getting clearance on my Olympic stuff is dragging. So I have published a set of slides and taped you a video. Will keep you posted. Cheers.

          • Naresh Jain
            By Naresh Jain  ~  2 years ago
            reply Reply

            Thanks for the video. Can't see the slides.

            • kavita kapoor
              By kavita kapoor  ~  2 years ago
              reply Reply

              whoops I broke the link when I changed the date...

              Fixed now - do scroll down the page as I have added the copyrighted video on the page (below the slides). Loved producing them (any suggestion for agile video on this let me know!)

              http://kavitakapoor.org/2014/12/bupa-digital/

  • Steve Ropa
    By Steve Ropa  ~  2 years ago
    reply Reply

    Hi Kavita,

    Can you provide a little more detail on what the case study will cover?  The titles in the outline are interesting, but I think it would be helpful to have a little more understanding on what you were going to say for each of those titles.

     

    Thanks,

    Steve

    • kavita kapoor
      By kavita kapoor  ~  2 years ago
      reply Reply

      Hi Steve

      Thanks for the feedback. The Outline has been updated. How does it look now ?

      One thing to know is that we ran the first phase of our agile sales process till the end of last year and are just finishing evaluation. We start roll out of Phase 2 on Monday and so a few aspects are still being hotly debated.

      Let me know if you need anything else tweaked.

      Cheers

      Kavita