SyncDev Process, Tools, and Services

Test Sell

A typical SyncDev project involves test selling to thirty customers in five waves of six meetings each, one wave every three weeks. Meetings last two to three hours with a debrief between each so that the Pitch can be adjusted before the next meeting. The team keeps their evenings free to fix presentation and demonstration problems to prepare for meetings the next morning.

Conducting SyncDev meetings with ten or twelve people, half your team and half the customer’s team, is not easy. Most people are new to each other, even if you are meeting with current customers for an improved product. The assimilation of data at the end of each wave is where the demand for skill and art exceeds the science of procedure. To aid this there is a forty-four page booklet, the bible of SyncDev, the Wave Meeting Guide, that provides: 1) customer rules of engagement to avoid false positives, 2) debrief and account-grading criteria, and 3) assimilation procedures.