1. Software Company Structure, Product Management, Marketing, Sales, Business Strategy and More Margarita Antonova Volunteer Trainer @ Telerik Academy academy.telerik.com Business System Analyst Telerik Corporation

2. 2  The Trainer  Course Format  Exams and Evaluation  Course Project  Introducing the Themes  Course Syllabus  Resources for the Course  HW Assignment

3.  Margarita Antonova – Maggie  MBA and BS in Commerce  Experience in Sales and Marketing of Software  Business System Analyst  Product Manager  margarita antonova  maggie antonova 3

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5. To familiarize software engineers with the basic business structures and processes that affect the development of software and hence their own work experience. 5

6. If we are software engineers, why do we need business skills?

7. Is software a house? 7

8. 8 Who do we sell to? Who do we code for?

9. The Software Challenge: What is software? 9 How do you define software? Is it a product, a service, an experience? How do you know you need it? How do you evaluate it? How do you purchase it? Build vs. Buy

10.  What do we sell?  How are we making it?  Where do we sell?  How do we sell?  Are we making a profit?  How do we continue to sell at a profit?  Who do we sell to? 10 A Business Approach Can Help

11. 11  Looking to complete a task with our software product/service usually in the fastest easiest way.  In most cases is interested in an end result not the process or the details  In most cases will not have the expertise, knowledge and insight on the product we do.  It is good to have a middle-man – the business analyst, product manager and project manager – but YOU are important too The End User

12. 12  Is a CLIENT – the client is always right and usually paying or significantly contributing to our revenue  B2B vs. B2C The End User

13. How Is the Course Going to Be Conducted?

14. Project, Criteria, Certificates

15.  If you are here  Project: “Business Plan” – 70 %  Attendance in class – 20 %  Homework – 10 %  If you are online  Project: “Business Plan” – 70 %  Homework – 20 %  Forum activity – 10 % 15

16. 16  The best up to 5 teams  3-5 people per team

17. 17  Executive summary  Marketing Plan  Operations Plan  Financial Plan  Risk analysis  Decision Making Criteria Business Plan for Your Own Product Due Date: July 2014

18. 1. 1. Warm Up: Answer the Business Questions 2. 2. Cost-Benefit Analysis of Your Product Ideas 3. 3. SWOT Analysis 4. 4. Marketing Mix Analysis - 7Ps 5. 5. Sales Force Operations Plan 6. 6. Porter’s 5 forces 7. 7. Your MVP 18

19. What Are We Going to Cover?

20. 1. 1. Role of the Software Engineers – Production & Support 20

21. 2. 2. How Does the Business Work? 21

22. 3. 3. Product Development 22 The Kodak paradox: http://www.forbes.com/sites/chunkamui/2012/01/18/how-kodak-failed/ http://www.forbes.com/sites/chunkamui/2012/01/18/how-kodak-failed/

23. 4. 4. Marketing & Advertising 23

24. 5. 5. Gamification 24

25. 6. 6. Sales Process & Sales Cycle 25

26. 7. 7. The Startup Culture – the MVP 26

27. 8. 8. How to Sustain Our Business? 27

28. 28  Defining software is hard  Selling software is hard  Software is for the user  Software development is a business

29. форум програмиране, форум уеб дизайн курсове и уроци по програмиране, уеб дизайн – безплатно програмиране за деца – безплатни курсове и уроци безплатен SEO курс - оптимизация за търсачки уроци по уеб дизайн, HTML, CSS, JavaScript, Photoshop уроци по програмиране и уеб дизайн за ученици ASP.NET MVC курс – HTML, SQL, C#,.NET, ASP.NET MVC безплатен курс "Разработка на софтуер в cloud среда" BG Coder - онлайн състезателна система - online judge курсове и уроци по програмиране, книги – безплатно от Наков безплатен курс "Качествен програмен код" алго академия – състезателно програмиране, състезания ASP.NET курс - уеб програмиране, бази данни, C#,.NET, ASP.NET курсове и уроци по програмиране – Телерик академия курс мобилни приложения с iPhone, Android, WP7, PhoneGap free C# book, безплатна книга C#, книга Java, книга C# Николай Костов - блог за програмиране http://academy.telerik.com/student-courses/soft-skills-and-business-skills/business-skills-for-developers/about

30. What We Need in Addition to This Course Content?

31. 1. Fast Company - 1. Fast Company - www.fastcompany.comwww.fastcompany.com 2. 2. Wired Magazine - www.wired.comwww.wired.com 3. 3. TechChrunch - http://techcrunch.com/http://techcrunch.com/ 4. Wall Street Journal / Personal Technology - http://online.wsj.com http://online.wsj.com 5. New York Times / Technology - http://www.nytimes.com/pages/technology/index.html http://www.nytimes.com/pages/technology/index.html 6. Business Week / Technology - www.businessweek.com/technology www.businessweek.com/technology 7. CIO, international - 7. CIO, international - www.cio.comwww.cio.com 8. LinkDIn - topical groups 9. StatCounter Global Stats - http://gs.statcounter.com/ http://gs.statcounter.com/ 10. McKinsey Quarterly - http://www.mckinseyquarterly.com http://www.mckinseyquarterly.com 11. Advertising Age - http://adage.com/ http://adage.com/ 31

32.  The Business Skills course official web site  Register for the "Telerik Academy Forums":  Discuss the course exercises with your colleagues  Find solutions for the exercises  Share and discuss ideas and analysis 32 Business Skills at the Academy Forums Business Skills at the Academy Forums http://academy.telerik.com/student-courses/soft-skills- and-business-skills/business-skills-for-developers/about

33.  The Telerik Integrated Learning System (TILS)  www.telerikacademy.com www.telerikacademy.com  Important resource for all students  Homework submissions  Homework peer reviews  Presence cards with barcode  Reports about your results 33 http://telerikacademy.com/Courses/Cour ses/Details/39 http://telerikacademy.com/Courses/Cour ses/Details/39

34.  Business Skills for Developers @ Telerik Academy  http://academy.telerik.com/student-courses/soft-skills-and- business-skills/business-skills-for-developers/about http://academy.telerik.com/student-courses/soft-skills-and- business-skills/business-skills-for-developers/about http://academy.telerik.com/student-courses/soft-skills-and- business-skills/business-skills-for-developers/about  Telerik Software Academy  academy.telerik.com academy.telerik.com  Telerik Academy @ Facebook  facebook.com/TelerikAcademy facebook.com/TelerikAcademy  Telerik Software Academy Forums  forums.academy.telerik.com forums.academy.telerik.com

35. 35  A few sentences answering: 1.What do they sell? 2.How do they make it? 3.Who do they sell to? 4.Where do they sell? 5.How do they sell? Answer the business questions for a startup of your liking. Deadline – next lecture: discuss in class 6.Are they profitable? 7.Are they sustainable?

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