How to Win Bigger Mobile Deals

Dennis AshbyDirector/Professional Services

Appcelerator@JustBeingDennis

dashby@appcelerator.com

• Solutions, not Apps

• UX-Led Engineering

• Agility in Delivery

• Trusted Advisor

The Road Ahead

Solutions > Apps

• What can we build for you?

• What does is need to look like?

• What are the app requirements?

• Tell me what you want your app to do?

• Do you have wireframes?

Anatomy of an

App Conversation

• Focuses primarily on the SDK

• Addresses only short-term needs

• Focuses on what the customer believes they need

• Misses key up/cross-selling opportunities

• Very hard to demonstrate thought leadership

Results of an

App Conversation

• What are the goals you are trying to achieve with mobility?

• What is your mobile strategy? Do you have a mobile strategy?

• Describe the experience you are envision for your users.

• Tell me about a few user stories you envision supporting through mobile.

Anatomy of a focused

Solution Conversation

• Comprehensive solution that fills the current need and accounts for the long term objectives

• Opportunity to cross and up-sell additional platform tools by expanding the solution

• Opportunity to show thought leadership in mobility

• First step to reaching Trusted Advisor status

Results of a focused

Solution Conversation

It’s the Experience, stupid.

• UI is what people user to interact with the product

• UX is how they feel while they interact with the product

• UI is TECHNICAL

• UX is EMOTIONAL

• UI is a small part of UX

UX is not UI

• User experience needs to be a competence, not a function

• Creating great user experiences takes a multidisciplinary team that shares ownership of UX

• Truly great UX design occurs when the designer’s, client’s and user’s perspectives are considered

Why is UX Hard?

• Mobile success is measured by the effectiveness of the UX design

• The UX design is typically NOT decided by just ONE stakeholder.

• Thought leadership in UX is hard! But if done right, it binds a customer to you.

Why UX matters?

Be Agile

• Change in Mobile Development is inevitable!

• Agile Methodology allows you to bend, not break

• Delivery results regularly

• Get the UX to the targeted devices ASAP

Embrace Change!

In Summary

• Listen to clients goals and create a comprehensive mobile solution that solves the problem today and creates a framework for tomorrow.

• Focus on the UX, follow with a compelling UI

• Delivery in an Agile manner

• Get the UX to the device quickly

Summary

Dennis Ashby@JustBeingDennis

dashby@appcelerator.com