Seeking the sales pitch first vs last

What is our sales pitch?

What is the value to the business of the customer?  (ROI).

Why should they buy this? 

Recently I heard these questions coming out of the sponsor of the product, just a couple of days prior to the product presentation to one of the  customers. Seeking the sales patch at the fag end of the development process is wasting a myriad of opportunities which we could have leveraged by asking the same questions very early in the development process.

Product’s Inspirational Quotient (PQ)

Have you ever deleted an application and re-installed it later?. Have you ever deserted a familiar brand temporarily and then came back to it afterwards?. This happened with me with Nokia’s user interface for android phones. I used it for a while, deleted it and then re-installed. it happened with facebook too. Jira is another case. Sometimes I wonder why I am taking extra pains to recommend some products to my clients, trying to convince them to go for it. Because I feel that it is designed o provide value to the users.

Have you ever wondered  about the teams who conceived the product idea, designed it, developed it, tested it, supported it, marketed it. These are the teams who experienced great project experiences, by delivering great products with tremendous user experiences. They will be able to honestly say that they took pride in what they were doing. They were building great products, not just coding and testing. They were building cathedrals not carrying stones.  Project experience and product experience are intertwined. Everything starts with the product’s inspirational quotient (PQ). If it has the potential to get the stakeholders inspired, half of the job is done. If it is low, it is too risky to continue with the product idea. ‘Fast failures’ are always better than ‘late failures’.

Product’s inspirational quotient (PQ) is linked to the value the product offers to the users of the product and the tangible business benefits to their organizations. Identifying the user’s of the product and classifying them based on the  quadrants of;

  • High power. high interest groups
  • High power low interest groups
  • Low power high interest groups
  • Low power low interest groups

during the very early stages of the development process, helps us to focus on the value to these users. This helps to engineer ‘user delights’ into the product while capturing, grouping and prioritizing user stories. Here starts the compelling sales pitch of the product, which the buyers cannot ignore.

About the blogger 

Abrachan Pudussery is an highly experienced and independent agile culture consultant working with teams in helping them to improve their project and product experiences. Click here to contact  him


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