Gartner Research

Overcome Objections and Sell the Benefits of Moving From Projects to Products and Agile

Published: 12 February 2019

ID: G00383228

Analyst(s): Bill Swanton

Summary

Clients moving from projects to products are asking how to get the organization to change. Stakeholders are uncomfortable about funding models, a perceived lack of control, and no fixed scope, timeline or cost. Application leaders must be able to answer the question “What’s in it for me?”

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Make Work Easier to Manage by Breaking It Into Smaller Pieces
    • Objection 1: Agile and Product Have No Fixed Plans, Milestones or Budget
    • Objection 2: Dedicated Teams Mean the Work Never Ends and Costs Will Spiral
  • Get Value Sooner and Adapt to Changing Conditions
    • Benefit 1: Product Teams Deliver Measurable Value Sooner
    • Benefit 2: Product Roadmaps Change With Learning
    • Benefit 3: Products Fix Capacity, Making Stakeholders Prioritize
    • Benefit 4: Product Teams Understand and Want to Delight Their Customers
    • Benefit 5: Products Minimize Quality Escapes
    • Benefit 6: Product Teams Can Flex With Changing Conditions
    • Benefit 7: Product Organizations Are Flatter, With Fewer Overheads
  • Overcome the Objections and Explain the Benefits

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