1. Europe’s leading independent specialist software QA, Test & Validation full services provider Test as a business versus the business of Test

2. ! Agenda Introduction Declan Kavanagh “27 years in the business” & Insight Group

3. ! Scene setting How is test viewed in business terms within the organisation? Ask the MD!: “ We are a quality organisation so we have to have Test !” “We need to know what we build works ” “An important cost/overhead centre” “Its in development group, isn't it?” There should be no such thing as a cost centre in an organisation only value creation centres!

4. ! Scene setting The topic proposition “ Test creates value for the business but how do they maximise it and make it visible?” “Test managers and teams should become more entrepreneurial and influential ” “Adopting best practice business principals and running test as a mini business can have a major impact” “How might we go about this?”

5. ! Definition Most commonly, the term entrepreneur applies to someone who establishes a new entity to offer a new or existing product or service into a new or existing market, whether for a profit or not-for-profit outcome Entrepreneurs often have strong beliefs about a market opportunity and are willing to accept a high level of personal, professional or financial risk to pursue that opportunity..

6. ! Preface Ask yourselves What is my business in Test about? What is the business we are in? Why are we in it? Who are our clients? Who are the stakeholders? What is important? Have we consensus?

7. ! anticipate Ask yourself what could happen ? Change Happens A new entrant impacts our sales A new technology arrives A new methodology Expansion to lower cost locations A Release is poor getting to market The Alternatives (Competition) Invest in some other function or process Carry out activity in another location In source or Out source Have Developers do test Have support do test Have business do test Automate and reduce test Do Nothing

8. ! Business of Test Drivers: Releases Requirements & Regulations Past Performance Process Improvement Information People & Skills Functions: Test Process Definition Test Strategies Risk Analysis Test Plans Test Cases Test Environment Test Tools Test Execution Test Information (Metrics and Reports)

9. ! Test as a Business Drivers: Internal & External customer needs Business Context and Constraints Delivery of Measurable Value ROI Business Cases Business of Test Drivers Functions: Business of Test functions (Operations) Strategy (Value creation and realisation) R and D (Innovation & Appropriate Practice) Marketing (Offerings, Value Proposition, Collateral, PR, Awareness, interventions) Sales ( ID need, Consequences, Present solution, benefits, business case and close) Channels and Partners

10. ! A Mission The Steps Business environment Customer Stakeholder Value Chain Core Competence Value Proposition Vision Roles Business Plans & Cases Performance Management (Results)

11. ! Awareness Market for companies products and services. Suppliers Technology Competition (internal/external) Geography Corporate SWOT Business Environment What is happening ? Is the team aware, monitoring, networked ? Do the team capture and review?

12. ! connections End Customer/User Product Management and or BA’s Development Business (Sales, Marketing etc) IT Development Senior Management Test Stakeholder Customers Do we Know who they are ? And their Needs? They all have some vested interest, need and power. Are we engaged with them?

13. ! influence What is happening more locally ? Eh BU, Function, Division, Dept. Do we understand where each component in the process adds value? Are we clear where Test currently adds value and where there is potential to add value? Where are we adding value in the supply chain to satisfy needs? Are there local/internal competitive drivers?

14. ! Differentiate A core competence is a skill or capability within test that we really excel at, it underpins the value we bring to the company and enables us create and deliver specific services. Core competencies should be difficult to acquire and should be continuously reviewed and developed. If they are easy to acquire then they can be developed by alternative sources and thus do not differentiate us. Core Competencies Have Test got the right ones? Will they help meet current or future stakeholder customer needs?

15. ! A Mission Offerings packaged, methods etc Pain, Consequences, Solution, Benefits, Evidence. Test is a service (a new product every time) Communication Leverages competencies Differentiates Qualitative and Quantitative current and target situation Value Proposition from Test Can we make it clear to stakeholder customers? Creating the link to stakeholder goals

16. ! Vision Goals o o o o o Mission Values Team

17. ! Vision Company Vehicle Company Team Have we a plan and are we equipped for the journey? Have we contingency and skills to address problems as they arise? Is the leader pointing us all in the right direction? Do the stakeholder team know where we are and visa versa? Do we know where we are and how we are progressing? Are we all on the same page and know our roles?

18. RoleTraditionalExpanded Test Manager Planning & co ordination. Strategy Interface Strategic plan & value creation. Promotion Partnering Test Architect Design, Methods & Stds Offerings MIS & tools Advice Team Leads Work mgmt Dev I/F Test Plan & exe Supplier management. Competence Dev Pre Sales Senior Engineer Test Design Test exe Consultants New Specialists Trainers Test Analysts Test exe Scripting Specialists Automation Non Functional Coaches QA & Process Stds & Audit Fit for purpose Best Practice

19. ! Execution Metrics Key Performance Indicators Meetings ( Daily/Weekly etc) Monthly program reviews 90 Day objective reviews Formal and Informal meetings with stakeholder customers Surveys Performance Management Knowing how we are doing and adjusting Creating the link to stakeholder goals

20. ! Best Practice Business Plan and Cases Plan Summarises the vision Acts as a guide – Road map Vehicle for Comms and buy in Demonstrates the value over time Brief document 10 pages max Case Structure for investment decisions Leverages best practice metrics Demonstrates ROI Quantitative & Qualitative 2 Page standard Document

21. ! Summary Considerations : I own my business mind set What's the ROI? Visible business value Recognition of the importance of test and test practitioners Investment Justified Career Development Importance of Customer Focus Importance of team work Making it happen : Agree the principal Do the Test Business Plan (3-4 pages) Get Sign off on the plan from Stakeholders Review performance against the plan Use Business Case for investment

22. ! Summary Test as a Business : Run Test as if it was your own business Create and share the vision Focus on customer needs (internal and external) Understand your core competencies and gaps. Fill gaps through development and partnerships Define your niche Understand and demonstrate your value proposition Bring stakeholders and your team along with you (Teamwork) Have an agreed plan Create visibility

23. Ireland’s largest & leading specialist software QA, Test & Validation services provider Thanks for your attention Questions? Copies of white paper available on www.insight-test.com