Software by Numbers | Book Series

Overview:

Ultimately, software development is about creating value—yet, all too often, software fails to deliver the business value customers need. This book will help you change that, by linking software development directly to value creation. You’ll learn exactly how to identify which features add value and which don’t—and refocus your entire development process on delivering more value, more rapidly.

Software by Numbers shows you how to:

  • Identify Minimum Marketable Features (MMFs)—the fundamental units of value in software development
  • Accelerate value delivery by linking iterative development to iterative funding
  • Optimize returns through incremental architecture techniques
  • Effectively involve business stakeholders in the development process
  • Sequence feature delivery based on “mini-ROI” assessments
  • Quantify financial risk at every step throughout the development process
  • Manage “intangibles” throughout the software development process

Whatever methodology you’re already using—whether it’s RUP or XP—this book shows how to achieve the goals that matter most to your business: reduced risk, better cash flow, and higher ROI.

Author:   

Mark Denne

Published In:

18 October 2003

The New Rules of Sales and Service | Book Series

Overview:

The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you’re an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace.

David Meerman Scott provides up-to-the-minute analysis of the current state of the digital commercial landscape, plus expert guidance toward the concepts, strategies, and tools that every business needs now.

Among the topics covered in detail:

  • Why the old rules of sales and service no longer work in an always-on world
  • The new sales cycle and how informative Web content drives the buying process
  • Providing agile, real-time sales and service 24/7 without letting it rule your life
  • The importance of defining and understanding the buyer personas
  • How agile customer service retains existing clients and expands new business
  • Why content-rich websites motivate interest, establish authority, and drive sales
  • How social media is transforming the role of salesperson into valued consultant

Author:   

David Meerman Scott

Published In:

27 June 2016