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Friday
Apr022010

Certification is Discrimination

With all of the intense discussions about certifications in the Agile Community, I thought it would be good to share an article that James Bach and I wrote in 1999 when Ed Yourdon challenged us to take a stand. This was in the days just before Y2K, and there was a lot of concern. I'm still thankful for Ed in challenging James and me to write this article, and for the thoughtful collaboration James provided. I'm glad we worked hard on it, because I think what we wrote directly applies to what the Agile and Scrum Community is discussing now.


Certification is Discrimination


by James Bach and Luke Hohmann

[we worked then at SmartPatents, Inc. which was later renamed to Aurigin Systems, Inc., and acquired by Thomson].

“So here’s the question for you: if you and your colleagues are about to have massive
licensing and certification restrictions imposed upon your ability to call yourself a
programmer, and upon the way you carry out your trade, what things would be most
important to include or exclude for such certification regulations? If you don’t express an
opinion, then you’ve abdicated and you’ll just have to live with whatever bone-headed
rules the politicians come up with.”
— Ed Yourdon, private email to Luke Hohmann

 


Introduction


This is a question of discrimination. Specifically, in what way should the powers that be discriminate in favor or against people who peddle software services? If Ed's premise is true, and the Y2K debacle will bring the specter of certification and licensing upon us, then our craft will be
at the mercy of politicians, lawyers, lobbyists. They’ll do their deals under the hot light of media hysteria, and we’ll have to live with what they decide for us—just as the new software quality law, Article 2B, is being written with virtually no involvement of technical people (that’s why you
probably haven’t heard of it). Still, since Ed asked, we do have some thoughts on the matter.
Chiefly these:


  • The most important thing is not what is certified or licensed, but who is subject to it, who grants it, and who controls that process.

  • Different communities and application domains within the software industry have very different views about what should constitute certification or licensing for them.

  • While technical people tend to think of certification in terms of competence, the issue will more likely be forced upon us as a way to promote accountability for work, rather than good work, per se.

  • Many parts of our field are still too diverse, and changing too quickly to achieve consensus about what constitutes competence.

  • When software people are licensed, they will take far less risk, software will cost much more, and technology development will slow to a crawl. Is that a better world?

 


Certification != Licensing


What do licensing and certification really mean? According to Webster’s Ninth New Collegiate Dictionary, to certify is “to attest as being true or as represented or as meeting a standard.” Someone vouches that something is true. It is a testament of fact. Certification is not the same as licensing. According to Webster’s, a license is “a permission to act”, or more specifically “a permission granted by competent authority to engage in a business or occupation or activity otherwise unlawful”. Although many licenses require some form of competency certification, it's not an inherent part of licensing. It may be illegal to fish for bass without a fishing license, but no particular expertise is required to get a license.

A certification is a statement of fact. It provides a basis for making other decisions. A license is a granted privilege. Licensing provides control.

We are not opposed to certification or licensing… in principle. It’s hard to be opposed to the basic idea of certification or licensing. Friendship, for example, involves a form of certification ("You're okay in my book…"). By publishing this article, Ed has “certified” that it meets the editorial requirements for American Programmer. We grant "licenses" in the form of privileges to our co-workers or spouses. By sending this article to Ed, we granted him a license to publish it. The basic utility of certification and licensing concepts on a personal level are beyond question.

The controversy begins when these ideas are pursued by companies, industries, or governments; when we have to decide as a group how to evaluate and regulate ourselves. That's when discrimination becomes a matter of grave concern and debate. Formal certification and licensing of programmers means creating what is essentially a new professional ruling class.

Certain groups of people are bound to be disenfranchised by that process, and some of the "in crowd" are bound to use their franchise to as a way to drive up the price of their services. The obstetric profession is a good example of this. After decades of treating all pregnancies as if they were serious illnesses, and all midwives as if they were criminals, research is finally showing that, for the majority of women, having a baby at home with the aid of a trained midwife is actually safer than going to the hospital (note that professional midwives pre-qualify their patients and work with medical backup nearby to handle serious complications). Since the majority of pregnant women are healthy enough to expect an uncomplicated labor, the obstetric profession would be in for big competition if more of their patients were aware of this research. Midwives make as little as $10,000 a year, compared to the $150,000-$200,000 salaries of obstetricians.

In business, it's impossible to live without the raw concepts of certification and licensing. But realize that in practice those concepts require us to discriminate between who is in and who is out.


On what basis to license?


The legal definition of a profession is well established. Cem Kaner discusses it in his paper Computer Malpractice, Software QA Vol. 3, No. 4. He notes that most courts have ruled that computing does not meet the requirements for le gal treatment as a profession. Even if computing isn't legally considered a profession, though, it still could be subject to licensing, just as are the trades of plumbing and construction. So, if software people were licensed, on what basis might those licenses be handed out? We can think of a few: competency, accountability, or money.

Competency: We might give licenses to practice only to those people who meet a minimum standard of competence. How do we certify competence? A "competency certified" practitioner has passed some sort of test that verifies his or her ability to perform. Genuine competency certification is rare. More likely, certification means that the practitioner has merely survived some sort of obstacle course that is presumed to be related to competence. They took enough credit hours to earn a degree, or they passed tests that required the mere recitation of facts, rather than prove their ability to apply that knowledge to real problems (e.g. the American Society for Quality’s Certified Software Quality Engineer program requires eight years of experience and passing a multiple choice test).

Obstacle-course certification is popular because it's much less expensive to verify, and it involves far less subjective judgment than does the certific ation of actual competency. Although obstacle -course certification is not the same as certified competency, we worry that those not intimately familiar with the domain will mistake such a certification for a guarantee of genuine competence or even professionalism. In that way, certification becomes mere tokenism that distracts us from the pursuit of excellence. There are professions, such as medicine and law, that work very hard to assure that their certification processes are related to competence. Is our field ready to work that hard?

Our biggest concern about competency certification is the glacial pace at which such certification standards evolve. Once codified, so many vested interests vie for control of the standard that innovation becomes virtually impossible, and real change is driven not by the technical community at large, but rather by bureaucrats and professional lobbyists.

Accountability: We could also grant licenses based upon a certification of accountability sidestepping many of the problems of competency-based certification. Accountability certification may involve nothing more than a demonstrated understanding of a programmer's responsibilities under the law (this should be simple, since there are so few to understand!), and perhaps professional liability insurance. We can imagine, in this wild-eyed Y2K season, a law being passed that required programmers to be listed in a national registry, and to uphold a code of ethics, such as that of the IEEE or ACM.

The ACM code is very demanding. It would certainly introduce interesting new dynamics into software projects if each programmer were legally obligated to adhere to it. One effect might be that programmers would lose any incentive for low-balling schedules, and project managers would get much more visible feedback about the realism of their scheduling suggestions ("You want to ship this next week? First I must advise you of the potential risks in accordance with section 2.5 of the ACM code."). Another effect might be that some programmers will be more passionate about team programming (in order to distribute their legal risk) or more passionately opposed to it (in order not to be held liable for someone else's mistakes). We'd fully expect malpractice insurance for programmers to do booming business, and software companies would have to pick up the tab (and pass it on the their customers). Independent programming consultants and small software companies would be hard hit by the new expenses.

Again, if we accept Ed’s premise that certification and licensing will be forced upon us by an angry public, then accountability certification seems to us to address the matter more directly than does certification based on competency.

Money: Licenses could simply be purchased. If they were expensive enough, say $10,000 a year, a lot of money would be generated that could go to further the development of our craft. Expensive licenses would encourage the development of software development guilds who would pay for the licenses on behalf of their members. These guilds would have tremendous influence over the kind of software that got developed and over programming practices. Expensive licenses would also fuel a thriving underground of unlicensed programmers who would telecommute, perhaps from offshore, or work for fly-by-night contracting firms. Similarly illegal labor already plays an important part in the agriculture and garment industries.

Other: We could grant a license based on some other attribute, such as gender or age. Sounds inconceivable, right? Well, it wasn't all that long ago that it was considered acceptable practice to discriminate based on ethnicity. Who is to say that in the mad dash for licensing that we won't pick an equally absurd attribute by which we license programmers.


It ain’t what, it’s who


No matter how licenses are handed out, or what will comprise the administrative details of any related certification, the big question is who matters.

Who is “we”? There is no consensus on which set of people represent the “in” and the “out” crowd in the software industry. In Silicon Valley, the “in” crowd is certainly not the creators or followers of the SEI-CMM, while in Pittsburgh "Good Enough Software" are fighting words.

This industry is composed of many different communities: academic research, embedded systems, MIS, medical systems, system software, telecommunications, utilities, games, multimedia, client server enterprise systems, military, government systems. The list goes on. We don’t yet have even a consensus about what communities even exist, much less a consensus on what standards apply to them. One of us (Bach) was a member of the ASQ CSQE team team, and was surprised to find that the standard was designed around a model of one unified field, without reflecting our diversity at all (Cem Kaner, another member of the team, discusses that process in his paper Software Negligence and Testing Coverage, Proceedings of STAR96, Orlando, Fl., May 1996, see http://www.kaner.com). But we know that technologies, quality standards, processes, market dynamics and cultures vary substantially between communities. Thus, it appears hopeless to us that a universally meaningful form of competency certification could be achieved. Each community will be on its own.


Who should be accountable?


When you think certification, do you think only software developers should be certified? Why not the project managers, who demand the impossible and hold our jobs in ransom? Perhaps software customers should be certified, or else force to sign a blanket waiver before they are allowed to purchase software. Perhaps software itself should be certified, through some kind of national testing laboratory, or government SDA (Software and Drug Administration) inspection process.

Good luck! We suspect that efforts to certify and license programmers that do not also address the issues of software management, documentation, component suppliers, SQA, SCM, technical support, and software quality itself will do little to address the fundamental issue of bad software.


How licensing and certification might affect you


How might licensing affect you? Take a moment and examine your career. Have you ever changed jobs in such a way that you were suddenly working in an entirely new problem domain? If we pursue competency based certifications, will this affect your ability to change your job? As we presented above, failing to pursue competency based certifications could lead to a certification based on other factors. Are you willing to be discriminated against in your next job based on arbitrary reasons that may not directly relate to your ability to perform that job?

Then again, maybe it won't matter much. There are already laws under which you can be sued for negligence, even without any certification, licensing, or formal recognition as a professional. Yet, in the history of the US, there is record of only five such lawsuits. Is Ed stirring up an empty hornets' nest with this question? Isn’t the real issue, no matter how you consider this issue, your personal ethics and your own sense of professionalism?


Will we pay?


Is the problem really that programmers aren't competent? Or, is it that the benefits of software technology are in such demand, and the lack of even moderately skilled programmers so acute, that most customers are willing to accept the risks associated with fast-paced software development?

The whole concept of certification and licensing may not be an issue at all once the rage and frustration of Y2K has died down. The extra costs will bring people back to Earth. If I am a certified software developer, I’m going to expect to be paid more money. If I am licensed, I’m going to take more time in creating software systems to ensure that I’m not sued for malpractice.

Will the marketplace accept these greater costs? Does the world really want us to slow down and stop cutting corners? For certain problem domains, yes, it will. But for many others, perhaps even most others, the answer is “No.” The phenomenal development of Internet technology is a testament to the value of speculative, chaotic innovation. It has its place.

So even if the software industry is certifiable (Webster's: "to officially attest to the insanity of") the inmates are going run the asylum for a while to come.

Acknowledgements

The authors thank Cem Kaner for his review and critique.

[At the time of writing, the author's biographies were:]
James Bach is the Manager of Software Process Support at SmartPatents, Inc., the leading provider of analytical software tools for intellectual property management. James is also the editor of the IEEE Computer Software Realities department. Author of dozens of technical articles, he
can be reached at j.bach@computer.org.

Luke Hohmann is Vice President of Engineering at SmartPatents, Inc., the leading provider of analytical software tools for intellectual property management. Author of Journey of the Software Professional: A Sociology of Software Development, he can be reached through his
web site at http://members.aol.com/lhohmann.

Sunday
Mar212010

Is Agility Making You Less Innovative?

It has now happened four times in the last 9 months: A Senior Executive of a company called us up because they were unhappy with their Agile (typically Scrum) practices. It has taken a bit of time to understand the pattern, but I think we've got it: Agility is making some companies less innovative. Let's explore some of the reasons why this can happen and how to fix it.


The Slippery Slope to Less Innovation



When an executive calls us looking for help, we typically ask a few broad questions. Executives at organizations who have been practicing Agile for some time usually report that quality is greatly improved, the development organization is happier, releases are more predictable, and the overall organization, including such things as putting software into production, just runs more efficiently.

So what's wrong? When I ask executives "Are you being innovative?" - meaning - are you creating and delivering "big chunk" innovations that continue to establish or maintain market leading positions, the executives typically exclaim "That's it! We're more Agile, but we're less innovative!". In one case, an executive admitted that he didn't think  they'd delivered anything genuinely innovative in over a year. That's unacceptable, and it was a good thing that this executives "spidey sense" tripped.

The slippery slope to less innovation begins when teams adopt many common - and *very good* agile practices: Creating and prioritizing a backlog and producing potentially shippable, working software in 2-4 week time boxes (in Scrum-speak, a Sprint).

Sounds good, right?

Well, it _can_ be more than good. It can be _great_. Teams creating working software in predictable chunks? What can be better than that?


Innovation is Not Predictable



One problem is that innovation isn't predictable. It is a bit messy. As your teams gets better and better at hitting every iteration, they can inadvertently start to favor small pieces of work that always get done. Heck - we tell people that SMALL stuff is good and have a wonderful acronym invented by Bill Wake: INVEST. So, people create small stuff. Big chunky innovations get dropped. They are, after all, risky. They don't always work. They can negatively impact velocity. In fairness, it is entirely understandable that teams start focus on small, safe stuff.

From a product improvement perspective, customers do indeed enjoy small, incremental improvements along a number of dimensions. My friend Jeff Patton teaches this brilliantly when he explains why iterations are critical to successful Agile development.

Unfortunately, while customers often _enjoy_ small, incremental improvements, what they _really want_ are "big chunky innovations" to solve their ever-changing landscape of hard problems. And big chunky innovations are not small, incremental, are not iterative, and don't fit into one sprint. (And don't waste your time flaming me about the idea that customers enjoy small improvements. Sure, we all enjoy small improvements to our favorite applications. But that's not enough. And you know it.).


Epics are NOT big, chunky innovations



The Agile community has readily adopted the term "epic" to mean something that takes longer than a sprint. Typically decomposed into many user stories and related requirements (in creating our online Innovation Games® some of our own epics have exploded into more than 50 user stories and even more related requirements), epics are important for capturing big pieces of work.

But epics are not equivalent to the big, chunky innovations that I'm talking about.


Roadmaps capture big, chunky innovations



The big, chunky innovations that I'm talking about are best captured by your roadmap. Which is needed, because your roadmap is your antidote to the lack of innovation that can creep into Agile teams.

Which brings me full circle to the start of this post. Inevitably, when executives tell me that their Agile teams are being _less_ innovative, they also tell me that they don't have a roadmap, or that their roadmap only extends a meager 6 months into the future.

Keep all the power and greatness of Agile AND maintain your ability to deliver big, chunky, innovations into your market. Create a market-driven agile roadmap, make sure it captures big, chunky innovations, and use it as the first step in setting the direction of your team.

Finally, don't get so hung up on "perfect" velocity. In fact, if your teams are _always_ hitting "done, done" in every iteration, start to worry.

PS. Thanks to my friend Ron Lunde for pointing out much needed edits to the original post.

 

Monday
Mar082010

Enthiosys in 2010

Although we're nearly done with Q1 2010 I thought it was high time to share with our clients and the world the very exciting new journey we have started this year with some changes to the team, vision and structure of Enthiosys.

Team: Having worked with me since 2004, first as a consultant, then as President of Enthiosys, starting in 2006, Scott Gilbert has been invaluable in growing Enthiosys into the leading Agile Product Management Consulting firm it is today.  After years of helping other companies and teams understand and succeed with Agile, he is going back into a senior product management role where he can practice what he’s been preaching, test out new ideas and move the Agile PM tribe forward.  This fits with the Enthiosys’ core value of being able to speak from experience, not just quote ideas and theories created by others.

Rich Mironov also excelled during his tenure as CMO for the firm. Rich was instrumental in honing our service offerings into a cohesive and coordinated set of engagements, improving our messaging, and providing terrific services to our clients. Rich is returning to his solo consulting practice, where he’ll continue to write Product Bytes, champion agile product management causes and work with Enthiosys on selected projects. On a personal note, I was proud to have Enthiosys sponsor the production and publication of Rich's book The Art of Product Management. Rich continues to provide product management leadership for the upcoming Product Camp Silicon Valley and the product management stage at Agile 2010 - both of which were started and nurtured through Enthiosys. It is especially gratifying to see the amazing and rapid growth of Product Camps around the world.

I sincerely thank Scott and Rich for all of the help they have provided me and the firm during their time with the company and I wish them both the best in their future endeavors.

I welcome Jason Tanner to the staff as President. Jason spent part of 2008 and all of 2009 in the field serving two of our largest customers helping them transition to Agile practices. Jason lived the transition from a ‘traditional’ product manager to an Agile Product Manager and has leveraged his experiences into quality service to our clients. Jason has embraced Innovation Games® in creative ways to increase collaboration for clients and other groups from the Product Camp RTP to the DFW Scrum Users Group.

Vision: While we will maintain a focus on Agile Product Management, this year we plan to expand our scope to Agile product delivery. In 2009, our customers asked us for more than product management consulting. They desired more complete services to build and start exceptional teams with great product managers and terrific coaches. They asked for assistance with development and testing practices with longer time horizons for continuous improvement. As a result, we broadened our network of senior consultants to provide a targeted combination of services to delight our customers. This subtle and important evolution will continue this year. Our offerings will grow with a new selection of services, training courses and content to address customer needs. You should also expect to see us continue to leverage our partners to increase our ability to deliver a full suite of services. Our vision also include increasing the emphasis on our training offerings.

Structure: We launched online Innovation Games® last year and grew the games team to continue enhancing the platform while increasing adoption of the games. Along the way, we started to notice that our clients and other consultants were using the games to solve a variety of serious problems in areas of sales management & execution and corporate strategy -- in themselves novel and exciting uses of the games. To better position ourselves to capture these emerging growth opportunities, this year we will spin out The Innovation Games® Company as a separate business entity.

In many ways, these changes reflect the natural evolution and growth of our organization, including the natural growth of Innovation Games®. We're very excited about 2010, and look forward to serving you as you create breakthrough products and services.
Wednesday
Nov252009

Site Licenses and Other Real-World Intrusions

The Enthiosys team just finished up a major pricing exercise with a start-up in the enterprise software space: tuning up their prices, improving their upgrade model, and looking at alternative pricing metrics (i.e. what to meter when quantifying the customer's usage). A great opportunity to match quantitative models against actual customer behaviors.

During the engagement, the client's sales team identified some real-world messiness that we (as product managers) would prefer to ignore: high-end customers who demand enterprise-wide licenses - instead of limited-use licenses tied to volume. These are sometimes called "all you can eat" or AYCE deals. Let's describe the situation, then explore a few of the messy conclusions.


PRICING FOR VOLUME

We always try to price our products based on customer value, but enterprise software is ultimately tied to some unit of measure: the thing we count to compute what customers owe us. (See Disruptive Pricing Units and Pricing for Start-Ups). Oracle favors per-CPU pricing; SalesForce focuses on per-seat-per-month subscriptions; Symantec counts desktops; VeriSign and RSA track tokens or certificates.

To protect the innocent, let's imagine a fictional product that scans each customer's software and magically identifies obscure coding mistakes. Our uniquely fictional pricing model is to charge only for the mistakes our product finds. Scanning clean code is free, but users will pay us for each error that this is detected and explained.

Being deeply analytical product managers, we've carefully built a tiered pricing structure which gives deeper volume discounts as customers buy more. For $500 per month, the customer can identify up to 100 mistakes. (That's $5 per error). $800 per month to find up to 200 problems (at $4 each), $1500 for 500 mistakes ($3 each) and so on. It turns out that a perfectly designed pricing model will appear linear on a log/log chart, so we build some very impressive scatter charts. We feel great, having brought order to a complex problem.

.


YES, BUT...

All is going well until the deals start to get big, and enterprise customers assign their purchasing agents to negotiate contracts. Suddenly, customers start to toss the following at our sales teams:

  • "We write a tremendous amount of software, and have no idea how to count the errors that come out of Development. Just give us a one-time 'all-you-can-eat' price for unlimited use, and we'll consider it."
  • "If we make you part of our standard software process, we'll be scanning billions of lines of code each month. That could turn up tens of thousands of very minor errors. You've priced yourself out of being a strategic solution that we use everywhere. We shouldn't bother with a proof-of-concept test if we know we can't afford to choose you.""We preconfigure all of our servers the same, with copies of every software package we might need. That way, everyone in the Engineering and Operations groups has identical tools. All of our other vendors have agreed to site-licenses and unlimited installations."

 


Sales people hear this all the time. Product managers, though, are buffered behind layers of Sales Ops and SEs and Marketers. As product managers, though, we're surprised that our carefully designed pricing plans don't fit every situation. And we want to take these demands at face value – assuming the customers are communicating clear pricing requirements. Customer input is our credo. ("Gee," says the PM. "I guess we need a site license for deals above 20,000 errors detected per month.")

So, to get some perspective, Enthiosys polled some Sales VPs at other enterprise software start-ups. How do they think about customer demands for site licenses and 'all-you-can-eat'? What's real and how can you tell? Here's what I learned:


SELLING IS A MESSY, INEXACT PROCESS

[1] Customers try to get the best deal from us. Some have well-designed buying processes to force down prices. This includes purchasing agents paid based on the discount they negotiate; buying from multiple vendors; demands for unreasonable service level agreements; product bake-offs; painstaking reviews of license agreements; upgrade guarantees; pay for performance; etc. Some prospects demand 'most favored nation' pricing, where they are entitled to the lowest price you offer to any customer, ever.
So the enterprise buying process often includes a demand for site licensing, regardless of whether it's truly required by the customer.

Good sales reps can usually sort out whether the customer has a legitimate need for AYCE or is simply using it as a negotiating tactic. (Often, there's a champion on the customer side who clues in our sales team.) And good Sales VPs push hard to minimize special deals.

[2] Taking the deal off the table. If you have competitors (and everyone has competitors), the market sets an upper limit for some deals. Large customers can get your competitors to chop prices, and you'll be forced to follow. Sales teams are paid to discover how much money the customer will actually spend, and which are mostly motivated by saving money. Eventually, your Sales VP has to decide which deals are important enough to throw away the price list and agree to something unique.

[3] Some customers have a legitimate need for enterprise-wide licensing. There may not be a reasonable way to track usage, or it may be extremely hard to predict volumes before deployment. Or perhaps your customer is bundling your cool-new-thing into a package that incorporates many different pieces, and is pricing that on an entirely different basis.  Etc.
It's your job as a product manager, though, to generalize these deals. What if fifty more customers presented the same reasons for AYCE? Have we created a convenient way to undercut our pricing strategy and revenue stream?


SO WHAT SHOULD WE DO?

Our panel of Sales VPs offered two thoughts for managing individual deals and limiting the impact of AYCE licenses.

Is this one of our top 10 deals for the quarter? If not, then we shouldn't spend our energy chasing a one-off with unique terms and conditions. The sales team needs to refocus on selling the value of our solution, or identifying champions within the account to push our agenda. And we might just lose this one.

  • How can we put limits on this initial sale, and come back later for additional revenue? Maybe we offer an 'all-you-can-eat' for three years, and postpone renewal terms for a while. Maybe we set a very large volume cap (up to 50,000 errors per month) and revisit usage after the first year. Maybe this license only covers one division of a huge company, and we're free to sell more elsewhere. We should avoid unlimited perpetual licenses whenever we can.


Back on the product management side, it's important to watch for trends without letting a handful of deals whipsaw our pricing model.  Part of PM's value is to provide strategy and stability in the face of daily events.


SOUND BYTE

High-end selling is a messy, complicated, people-intensive process. Every deal appears to be a special case. Sales teams are hired, trained and paid to sort it out and find the revenue. Product managers should be humble, helpful and ready to spot the trends.

 

Sunday
Nov012009

What we’re all about…

I'm proud to be speaking at the Business of Software conference on Nov 11, 2009 on how Innovation Games® and collaborative play can create breakthrough products and services. I'm proud because I've long admired Joel Spolsky's work. He's insightful, articulate, passionate, and, while I don't always agree with everything he writes, I'm always glad that I read it.

Joel's latest post, Figuring out what your company is all about is just awesome. He references another of my favorite bloggers and authors, Kathy Sierra, who, as Joel describes, challenges us to explain our mission in the in the form, “We help $TYPE_OF_PERSON be awesome at $THING".

Here at Enthiosys, we can answer that simply and directly: We help Product Managers be awesome at Agile Product Management.

When we focus on our Innovation Games practice area, we find that who we help and how we help them be awesome becomes even richer.

  • Innovation Games help sales teams develop the deep customer relationships that result in sustainable, mutually beneficial transactions.
  • Innovation Games help strategic planning teams develop their strategy, and then the games help these teams negotiate and select the projects that align most effectively to the firms strategy.
  • Innovation Games help corporate leaders who want to engage their global workforcein tackling the issues that are challenging us all through serious, collaborative play.
  • Innovation Games help market researchers generate the insights that result in breakthrough products and services.
  • Innovation Games help product teams create richer, more accurate project plans, improve their development processes, and manage the evolution of their products and services.


Whew! That's a lot! Stay tuned, because we'll be expanding on how our games accomplish all of these things over the next few months.

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