The Box Fight Analogy: A Blueprint for Pre-Sales Requirements Engineering Workshop

نویسنده

  • Christoph Oemig
چکیده

Requirements engineering (RE) is typically associated with the creation of a service or product. Its activities are usually not immediately considered to be part of the pre-sales phase. Yet, not only salesbut a lot of requirements engineering activities actually do occur during this phase. Besides tender processes where customers provide a detailed Request for Proposal (RfP) and a potential contractor provides the answers, there are also alternate ways for a customer seeking a solution. The purpose of pre-sales workshops is to learn more about a specific product or service and to get to know potential vendors to inform a later RfP or to directly proceed with the solution at hand. For vendors they provide a chance to attain some of the customer’s goals and business requirements to position their product in a favorable way. Staff having not only sales but RE skills are likely to be involved, since they own a large degree of product knowledge and they know how to run these workshops. The only thing they usually lack is an appropriate workshop strategy for the pre-sales phase mastering its specific challenges. This paper presents an overview of these challenges and a strategy blueprint based on analogy to a famous sports event: box fights.

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تاریخ انتشار 2015