Charla para el ScrumDay Perú 2017

1. 1
I N N O V A T I O N
A C C O U N T I N G
IN AN AGILE TRANSFORMATION

2. KLEER
HIROSHI HIROMOTO
AGILE COACH & KATA GEEK
@hhiroshi

3. “Había una vez…
U n a h i s t o r i a d e u n a t r a n s f o r m a c i ó n á g i l

4. Warning
Cualquier parecido con
la realidad es pura
coincidencia ;)

5. 5
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

6. 6
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

7. 7
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

8. 8
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

9. 9
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

10. 10
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

11. 11
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

12. 12
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

13. ¿Cómo vamos?

14. 14
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

15. métricas de
proceso

16. 16
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

17. Ah!
métricas de resultado

18. 18
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

19. Como usuario
me gustaría funcionalidad
para beneficio

20. Como PO
me gustaría que construyan esta
funcionalidad que me dijo mi jefe
para quedar bien con él en la
próxima reunión.

21. 21
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

22. 22
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

23. 23
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

24. Como Cristina
me gustaría guardar mis
operaciones recurrentes
para realizarlas en menor tiempo la
próxima vez.

25. Ah!
métricas de resultado

26. Innovation Accounting
“ Th e m e t h o d I r e c o m m e n d i s c a l l e d i n n o v a t i o n
a c c o u n t i n g , a q u a n t i t a t i v e a p p r o a c h t h a t a l l o w s
u s t o s e e w h e t h e r o u r e n g i n e - t u n i n g e f f o r t s a r e
b e a r i n g f r u i t . ” - E r i c R i e s

27. 27
todo es una
hipótesis
usuarios
apasionados
métricas

28. 28
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

29. Creemos que acción / capacidad
resultará en outcome
y sabremos que hemos sido
exitosos si métrica
H y p o t h e s i s D r i v e n D e v e l o p m e n t ( H D D )
HYPOTHESIS DRIVEN DEVELOPMENT

30. Creemos que dandole a Cristina
la capacidad de guardar las
operaciones frecuentes.
resultará en ¿las realice en
menos tiempo?
y sabremos que hemos sido
exitosos si ??

31. 31
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

32. 32
S A T I S F I E D P A S S I O N A T E
USUARIOS APASIONADOS
A W A R E H O P E F U L
A d a p t a c i ó n d e D a v i d B l a n d d e l L i b r o L e a n E n t r e p r e n e u r

33. Creemos que dandole a Cristina
la capacidad de guardar las
operaciones frecuentes.
resultará en convertirla en un
cliente “satisfecho”
y sabremos que hemos sido
exitosos si ??

34. 34
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

35. 35
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n

36. 36
R E T E N T I O N R E F E R R A L R E V E N U E
MÉTRICAS DEL PIRATA (AARRR!!)
A W A R E N E S S A C T I V A T I O N
P o r D a v e M c C l u r e

37. 37
ESTADÍO DESCRIPCIÓN PREGUNTA MÉTRICAS
AWARENESS
EL CLIENTE ESTÁ VISITANDO TU
PRODUCTO / SERVICIO
¿CÓMO EL CLIENTE TE
ENCUENTRA?
VISITAS, VISTAS, APERTURAS,
MENCIONES
ACTIVATION EL CLIENTE ESTÁ SIENDO ACTIVO
¿EL CLIENTE TIENE UNA GRAN
PRIMERA EXPERIENCIA?
REGISTROS, SUBSCRIPCIONES,
CREACIÓN DE CUENTAS, TIEMPO
EN EL SITE
RETENTION
EL CLIENTE ESTÁ REGRESANDO
REPETITIVAMENTE
¿EL CLIENTE VUELVE?
USO EN EL TIEMPO, CTR,
TRANSACCIONES REPETIDAS
REFERRAL
EL CLIENTE ESTÁ REFIRIENDO A
OTROS
¿ EL CLIENTE ESTÁ
REFIRIÉNDOTE A OTROS
INVITACIONES ENVIADAS,
COMPARTIR, NPS
REVENUE
EL CLIENTE ESTÁ REALIZANDO
UNA ACCIÓN MONETIZABLE
¿CÓMO HACES DINERO? CONVERSION RATE, GANANCIAS
MÉTRICAS DEL PIRATA

38. Creemos que dándole a Cristina la
capacidad de guardar las operaciones
frecuentes.
resultará en convertirla en un cliente
“satisfecho”
y sabremos que hemos sido exitosos si
se incremente un 5% de las
transacciones repetidas.

39. 39
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
A company is an association or
collection of individuals, whether
natural persons, legal persons,.
Y O U R T I T L E H E R E
VALUE
NAME 1
Y O U C A N W R I T E H E R E
E n t r e p r e n e u r i a l a c t i v i t i e s d i f f e r
s u b s t a n t i a l l y d e p e n d i n g o n t h e t y p e
o f o r g a n i z a t i o n
G r a p h i c b y D a v i d B l a n d
¿ENTONCES?

40. 40
A C T I V A T I O N R E T E N T I O N R E V E N U E
2 2
3
5
2.4
1.8 1.8
3
¿CÓMO VAMOS?
t

41. 41
H i r o s h i H i r o m o t o
K L E E R
¿Preguntas?
!
"
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