Why Great Product Managers Should Have No Good Ideas

Many product managers feel pressure to be the visionary—the one with all the answers, all the ideas, all the breakthroughs. But this expectation can be a trap. When product leaders focus on generating ideas rather than understanding the real problems, they risk building fast—but not right. 

At Kenway, we often meet talented product managers navigating this very tension: the desire to innovate versus the need to deeply listen. The shift from creator to connector may seem counterintuitive, but it’s often the difference between a good product and a great one. 

The Shift: From Ideas to Insight 

Great product managers don’t succeed by being idea machines. They succeed by being problem experts—by understanding user pain points so well that solutions naturally emerge from the team around them. 

“If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and five minutes thinking about solutions.” — Albert Einstein 

Few professionals can afford to follow Einstein’s ratio literally. But the principle holds: time spent understanding the problem multiplies the quality of the solution. 

A prime example is the Life360 integration with Tile, where the team sought to enhance the SOS feature across devices. Instead of assuming they knew exactly what users wanted, they surveyed their audience. Questions like “How would you use an SOS button?” revealed the need for discreet, family-focused functionality—an insight no existing feature had fully addressed. This empathy-driven approach led to an SOS capability that resonated profoundly with families, demonstrating that understanding user pain points is often the key to building genuinely impactful products. 

At Kenway, we guide clients through this type of discovery process. We offer structured ways to surface unmet needs—balancing data with emotional intelligence, curiosity with discipline. 

The Role: From Custodian to Collaborator 

Another pitfall we see: product managers feeling they must “own” the solution. But the strongest ideas come not from one brain, but from many voices. 

Great product managers: 

We’ve seen time and again that collaboration isn’t about relinquishing control—it’s about extending influence. When everyone has a stake, teams move faster, align better, and deliver more thoughtfully. 

The Practice: Don’t Conjure—Collect 

Innovation is rarely about epiphany. It’s about synthesis. 

The best product leaders don’t conjure ideas—they collect them. They pull from: 

This disciplined curiosity is a hallmark of mature product leadership. It creates space for better thinking, and ultimately, better decisions. 

The Outcome: Products—and Teams—that Endure 

Collaboration isn’t just a better way to work—it’s a better way to win. When product managers foster shared ownership: 

The downstream effect? Greater user satisfaction, higher adoption, and stronger business outcomes. 

Ready to lead through clarity, not chaos? 

We know the job of a product manager is demanding. You’re balancing user needs, business strategy, technical constraints, and organizational dynamics—all while trying to keep teams aligned and motivated. 

If you’re navigating a product challenge—or building a product practice—let’s talk. 
Reach out to Kenway for a conversation on how we can help you unlock insight, alignment, and momentum. 

Assemble your SWAT Team to face Market Volatility

Market volatility is back. To survive and outperform, organizations must act quickly to build internal shock absorbers starting with a Pricing SWAT Team: a cross-functional group empowered to react quickly, make informed decisions, and minimize the impact of volatility on revenue, margin, and customer trust. If you haven’t started already, start small and iterate to deliver impact quickly.


What a High-Impact SWAT Team Does

A mature Pricing Team drive value through optimal pricing. These teams are agile, informed, and engaged with all parts of the business. Their core responsibilities are:

This team becomes your organization's shock absorber, helping you respond to volatility instead of being steamrolled by it.

The SWAT Team Maturity Curve: Where Do You Stand?

Our clients land across the maturity spectrum. Here’s how we define the four stages of evolution:

Level 0: Least Mature

Your business is flying blind—and every shock hits you at full force.

Level 1: Foundational

You’re beginning to reduce friction, but execution is still inconsistent.

Level 2: Structured

You now have a real shock absorber—capable of withstanding moderate volatility.

Level 3: Strategic

You’re not just absorbing shocks—you’re turning them into strategic wins.


Kenway Can Help You Get Ready — Now

We help clients:

Prepare to React Quickly to Tariffs. Build out your ‘What-If’ Tools

Companies that were caught off guard by the spikes in inflation and tariffs a few years ago, lost market share and profit. Those who were prepared, were able to position themselves advantageously.

Uncertainty and rapid change are back. Companies need to be able to quickly respond and adjust.

For leaders managing complex product portfolios and pricing agreements, relying on manual analysis cobbled together from multiple sources will lead to slow and poor decision-making. The company will be at risk of margin erosion and competitive disadvantage.

What-If Analysis

To navigate this volatility successfully, organizations need processes and technology that enable swift, data-driven decision-making. The goal is to move beyond reactive adjustments towards proactive scenario planning, understanding potential impacts before they fully materialize. One highly effective approach is What-If Analysis.

What-if analysis is a data simulation technique used to understand how changes in a set of input variables will impact key business outcomes.

For example, a firm may need to understand the overall impact of different scenarios where country-specific tariffs, input costs, inflation, are all moving at once and unequally impact each of their SKUs. As they weigh the probability of different scenarios, they will need to know the potential impacts to things like product line margin, business unit profitability, inventory holding cost, competitor price positioning, etc.

What-if Analysis allows leaders to explore various potential future states based on different assumptions and external factors.

Real-World Example

Imagine a new 10% tariff, effective in 30 days, is unexpectedly announced on goods from Vietnam. A robust What-If model could be leveraged in the following way:

By modeling scenarios, you can quickly evaluate options and choose the strategy that best balances profitability, customer relationships, and market realities.

Building out Your What-If Dashboard

Several key steps are needed to build out a What-If Dashboard:

  1. Define the Needed Answers: Clearly identify the business questions related to tariffs, inflation, pricing, costs, and inventory that you expect to address.
  2. Identify Critical Data Inputs: Determine the essential data points which often include:
    • Product Master Data: SKU, Hierarchy, Finished Good and Component Countries of Origin
    • Costing Data: Raw Component Costs
    • Inventory & Procurement Data: On-hand/In-transit/Open POs; Tier 1 and Tier 2 Supplier Locations
    • Pricing & Sales Data: List Price, Average Sell Price, Special Pricing Agreements
    • Market & External Factors: Competitor pricing intelligence, inflation indices, FX rates, demand elasticity estimates.
  3. Consolidate & Prepare Data: Define the best approach to consolidate the data. More advanced companies will have already integrated their BI tools with sources of this critical data. Maturing companies may need to find scrappier, manual work arounds to quickly gain access to insights.
  4. Build & Validate the Model: Develop the analytical model incorporating the data and business logic. Validate outputs rigorously against historical data or known scenarios to build confidence in its accuracy.
  5. Select the Right Tool/Platform: Choose technology that offers the necessary flexibility. While sophisticated spreadsheets can work for simpler cases, BI platforms are better equipped to handle complex calculations.
  6. Integrate & Iterate: Embed the tool and its outputs into key business processes (e.g., Pricing SWAT/Committee reviews). Ensure cross-functional teams (Sales, Finance, Supply Chain, Procurement) understand how to use the insights. Continuously refine the model as business needs and data sources evolve.

Kenway Can Help

We've supported many of our clients build out What-If Analysis to support data-driven decision-making. Don’t lose margin or market share because you didn’t act fast enough to prepare for these volatile times. If you want to know how it would work in your organization, read more here or reach out to us today.

Building Shock Absorbers in a Volatile Environment

The current business landscape is marked by significant uncertainty. Rising costs, potential tariffs, and shifting supply chain dynamics create a volatile environment that demands proactive preparation. Companies that merely react to these pressure risk margin erosion, operational disruption, and damage to customer trust. Instead of being caught flat-footed, forward-thinking organizations are building internal functions that can act as "Shock Absorbers,” strategic capabilities designed to reduce the impact of macroeconomic volatility. These shock absorbing capabilities are not established overnight; safeguarding your company requires investment and planning.  

1. Acknowledge Volatility and Assemble a SWAT Team:

It must be recognized that navigating turbulence requires dedicated focus by a core, strategic, cross-functional SWAT team. This group, comprised of leaders from finance, operations, supply chain, sales, and data analytics, must be empowered to:

2. Implement Rapid, Decision-Grade Reporting:

Gut feel isn't enough in volatile times; quantitative analysis is critical. Your SWAT team needs timely, relevant data to make informed choices. This means moving beyond standard operational reports to:

3. Define Adaptive Business Processes:

Decisions are only effective if they can be implemented swiftly. You should review and refine your core business processes related to pricing, sourcing, inventory management, and production planning. The goal is to create workflows that are:

4. Master Change Management and Communication:

Volatility impacts everyone: employees, partners, and customers. Clear, consistent and reliable communications are critical to maintaining trust with your internal partners and customers.

Building Your Resilience with Kenway Consulting

Developing these internal shock absorbers requires expertise and focused execution. This is where Kenway Consulting can help.

Don't wait for the next economic jolt. Proactively building your business shock absorbers will not only help you weather the coming months but also position you for greater stability and competitive advantage in the long run. Contact us today to partner with you to transform your organization into a resilient enterprise that thrives amidst tariff uncertainties and supply chain volatility.

Case Study – Streamlining Success: Transforming Transfer Agency Processes 

Client Profile 

Background 

As a leading player in the financial services industry, the client has a reputation for delivering exceptional custodial services. Within their portfolio lies their critical role as a transfer agent, supported by specialized teams including: 

Each time the client acquires new business, their transfer agency team undertakes the intricate process of onboarding and converting services from the previous custodian. This transition demands immense coordination and precision, often straining resources and impacting downstream processes. 

When the client secured a significant new business, they quickly faced unprecedented challenges, including higher-than-expected volumes and unique client demands. 

Challenges 

The onboarding process for the new business revealed several operational hurdles: 

The situation threatened to impact client commitments and relationships, requiring immediate intervention. 

Approach and Solution 

With Kenway’s help, the client reimagined their transfer agency processes. Together, we developed a scalable operating model that empowered the client to drive successful change in their organization. 

We embarked with a comprehensive review of the client’s current state in a timely and efficient manner that drove definition of roadmap for future improvements: 

  1. Current and Future State Analysis: 
    • Conducted SME interviews across all teams to map existing workflows. 
    • Standardized over 300 procedure documents to streamline operations. 
    • Facilitated tabletop discussions to uncover inefficiencies and align team processes. 
    • Recommended prioritized improvements with measurable ROI. 
  1. Future State Documentation: 
    • Created end-to-end process flows for transfer agency subgroups, enhancing transparency and accountability. 
    • Developed a conversion runbook, ensuring consistency and quality in future client transitions. 
    • Added new procedure documents, user guides, and client reporting templates to close documentation gaps. 
  1. Change Management Execution: 
    • Established a Resolutions Team and Quality Assurance Team to address critical gaps, supported by detailed onboarding materials. 
    • Built the Transfer Agency Knowledge Center on SharePoint, transforming a difficult to maintain shared drive into a centralized repository for streamlined knowledge management and easy self-service. 

Results and Impact 

The partnership between the client and Kenway delivered tangible, lasting results: 

A Partnership for Lasting Success 

Through close collaboration, the client demonstrated their ability to adapt and innovate in the face of challenges. By leveraging Kenway’s Product and Program Management expertise, operational inefficiencies were turned into opportunities for growth. 

The client’s feedback speaks to the power of this partnership --"Amazing, a model for what a lot of teams should have." 

The redesigned processes and tools allowed the client to ensure delivery commitments were met, creating tangible results for the servicing of their client and the management of business operations.  

Ready to Transform Your Business? 

Partner with us to drive innovation, streamline processes, and achieve results tailored to your unique needs. Contact us today to see how we can help you succeed. 

The Strategic Shift: Project Management vs Product Management

In today’s fast-paced business landscape, companies recognize the need to shift from a traditional project-centric mindset to a more modern product-centric mindset. This transition is not for indulgence of a buzzword; but rather represents a fundamental change in how businesses conceive, develop, and deliver value to their customers. But why is this shift necessary, and what product management benefits does it bring to an organization? Let’s explore.

Project Management vs Product Management: Understanding the Difference

A project-centric mindset (“project management”) focuses on the completion of specific tasks within a defined timeline and budget. The objective is to deliver a particular output or deliverable with success measured by an on-time, on-budget delivery. In contrast, a product-centric mindset (“product management”) focuses on the continuous development and improvement of a product throughout its lifecycle. The primary objective is to create and sustain value for both users and the business with success measured by customer satisfaction, product adoption, and adherence to strategic business outcomes.

Why the Shift from Project Management to Product Management?

The shift from project management to product management is a strategic move that can enable a company to see many long-term benefits:

Customer-Centricity: Projects often prioritize meeting deadlines and budgets over delivering real customer value, which can result in products that, while completed on time, do not meet user needs or market demands. Product management, especially when aligned with agile product management, places the customer at the center, continuously iterating and improving based on feedback and usage data. This ensures that the product evolves in alignment with user expectations and market trends.

Agility and Flexibility: Projects typically follow a fixed scope and timeline, making it difficult to adapt to changing market conditions or emerging technologies. In contrast, product management embraces an agile methodology, allowing for ongoing adjustments and refinements. This adaptability is crucial in a rapidly changing market environment.

Long-Term Value Creation: Projects are transient, with an emphasis on completing a set of tasks. Once a project ends, the team’s involvement usually diminishes, potentially leading to a lack of ownership and accountability for long-term success. Product management, however, is continuous, focusing on the product’s entire lifecycle. This approach ensures sustained effort toward improvement, maintenance, and innovation, leading to long-term value creation for both customers and the business.

Cross-Functional Collaboration: Projects often operate in silos, with teams working on their specific tasks without a holistic view of the product’s impact on the customer or business. Product management fosters cross-functional collaboration, bringing together different departments such as development, marketing, sales, and customer support. This integrated approach ensures that all aspects of the product are aligned towards common goals.

Market Responsiveness: Projects can suffer from a lack of responsiveness to market changes because of their fixed nature. Product management, being inherently market-driven, continuously gathers and analyzes market data to guide product decisions. This responsiveness helps companies stay competitive and relevant.

Innovation and Iteration: Projects may conclude with the delivery of the initial version of a product, with limited scope for subsequent innovation. Product management, however, supports continuous iteration and innovation. By constantly seeking customer feedback and experimenting with new ideas, product teams can keep the product fresh and competitive.

What Transitioning Looks Like and How Kenway Can Help

Shifting from project management to product management involves significant changes in mindset, skillsets, and processes. The mindset shift requires teams to focus on product outcomes that create sustained value for the customer, rather than project outputs that prioritize business objectives. Investing in product management skills is crucial for this transition, including providing training, hiring experienced product managers, and fostering a collaborative culture that promotes cross-functional teamwork and open communication. Additionally, implementing agile practices enhances flexibility and responsiveness by continuously gathering and analyzing customer feedback, allowing for real-time adjustments to product strategies to ensure alignment with market needs.

At Kenway, we specialize in helping organizations seamlessly transition from project management to product management by designing an operating model that aligns with the required mindset, skillset, and process changes. Our approach begins with a thorough assessment of your current organizational structure to identify areas where project-focused thinking still prevails. We then design a tailored framework that shifts the focus toward customer-driven outcomes, ensuring teams prioritize long-term product value over short-term project outputs. Through workshops, targeted training, and the introduction of product-centric metrics, we help transform the mindset of your teams and align business goals with customer needs.

To develop the necessary skillsets, Kenway will create a customized talent strategy, focusing on upskilling current employees, cultivating top-tier product management talent, and embedding experienced product leaders within your teams. We also facilitate cross-functional collaboration by dismantling organizational silos, fostering open communication, and establishing governance structures that promote teamwork. Additionally, we integrate agile practices across your teams, introducing iterative planning, sprint reviews, and continuous feedback loops to enable real-time adjustments to product strategies. Through this holistic operating model, Kenway ensures that your organization is fully equipped to adopt product management, adapt to market changes, and drive sustained success.

Conclusion

The shift from project management to product management is a strategic move that can significantly enhance a company's ability to deliver value, innovate, and stay competitive in a dynamic market. By focusing on long-term product success rather than short-term project completion, businesses can better meet customer needs, respond to market changes, and drive sustainable growth. The journey may be challenging, but the rewards are well worth the effort. We at Kenway believe it is a shift worth making and we are more than happy to help you on your way. For any further information you or your company may need, do not hesitate to contact us or email us at  info@kenwayconsulting.com for further help and assistance.

Starting Strong with a New Scrum Team

Taking on a new scrum team or entering a new organization can be both exciting and challenging. At Kenway Consulting, we emphasize a clear scrum evaluation process within the first two weeks to set a solid foundation for improvement.  Our agile transformation services are designed to assess and elevate key Scrum practices, focusing on critical areas such as story quality, retrospectives, and team dynamics. By emphasizing continuous improvement and addressing the common challenges teams face, we enable organizations to move beyond initial adoption and thrive in their agile practices.

Agile Adoption & Maturity Levels
Most organizations have adopted agile methodologies like Scrum, but often struggle with low maturity and a lack of focus on continuous improvement. One of the key reasons Scrum teams stagnate is that they are often asked to do more than their capacity allows. The demand for work exceeds their ability to deliver, and once teams adopt Scrum, there’s a common misconception that they've "arrived." This leads to a halt in pursuing continuous improvement, leaving teams stuck in their current state instead of evolving.

Key Focus Areas for Evaluation
We begin by assessing the team’s Scrum practices across three key areas: stories, retrospectives, and team collaboration.

  1. Evaluating Stories
    High-quality user stories are foundational to any successful Scrum team. We assess:
    • Are developers consistently seeking clarification after sprints start? If so, the stories may be lacking necessary detail.
    • Are reference documents and discussions properly linked and documented within each story? This ensures all stakeholders are aligned and developers have the full picture.

Tactical Recommendation: Implement a Definition of Ready” checklist. Before a story is brought into a sprint, ensure it includes all necessary acceptance criteria, reference materials, and dependencies. This practice guarantees that developers can work without confusion, and it minimizes the need for mid-sprint clarifications.

  1. Optimizing Retrospectives
    Retrospectives are another crucial element for any scrum team. We look at:
    • Is the team consistently holding retrospectives?
    • Is the conversation collaborative or dominated by a Scrum Master or lead developer?
    • Are successes celebrated alongside areas for improvement? Do all team members participate?

Tactical Recommendation: Introduce a rotating facilitator role in retrospectives. Each team member takes turns leading the retrospective, which fosters inclusivity, reduces dominance by a single voice, and encourages broader participation and ownership in the process.

  1. Observing Team Dynamics
    Beyond processes, we assess the scrum team’s overall vibe and collaboration. This “soft skill” evaluation takes time but is essential:
    • Does everyone have a voice, including developers, product owners, and business partners?
    • Does the team feel ownership over its work and decision-making power in how it operates?

Tactical Recommendation: The Scrum Master should take an active facilitation role by ensuring balanced participation in discussions, using techniques like “round-robin” or “silent brainstorming” to give quieter team members space to contribute. They should also model open communication and guide the team toward collaborative problem-solving, helping foster a culture of shared decision-making and accountability.

Where We Start
We prioritize improving stories, retrospectives, and teamwork. A scrum team that excels in these areas is positioned for success, driving higher-quality output and continuous improvement.

By focusing on these elements from the start, we help teams establish strong foundations, fostering a culture that not only delivers value but also thrives over time.  Contact us today tofor learn more about our agile transformation services.

Kenway’s Strategies for Data-Driven Sales Enablement

There are dozens of growth strategies for businesses and their sales teams to choose between, and while choice is a luxury, many companies would prefer concrete data to inform their efforts toward success.

Rather than continuing to make uninformed sales decisions, a data-driven approach can significantly boost sales performance and client satisfaction with reasoning to back it up. Using data to drive success in sales transforms your company’s isolated data systems into strategic assets for enhanced sales strategies and performance.

Data-Driven Sales Enablement Definition

What is data-driven sales enablement? Simply put, it is a method of sales planning and implementation that relies on quality customer data for highly tailored targeting at every step of the sales cycle. 

Data-driven sales enablement is not only useful for companies to understand their customers and the competitive landscape, but it is also increasingly becoming a non-negotiable aspect of successful sales strategies.  

A thorough data enablement strategy and a strong data foundation empower companies to understand customer needs, behaviors, and preferences, informing more targeted outreach and optimizing sales approaches and tactics. If you are just beginning your data-enablement journey, starting with the basics will help ensure sustained success as your data capabilities grow in the future. 

How Does a Data-Driven Sales Approach Benefit Organizations? 

Regardless of your organization’s size or industry, sales enablement analytics can produce several significant benefits:

Enhanced Customer Insights 

Sales enablement analytics can provide a deeper understanding of customer behaviors, preferences, and trends, creating a comprehensive  360-degree view of your clients. Data provides a unique understanding of the customer base, enabling organizations to reach and serve their target customers through tailored sales approaches, impactful marketing, and customer-specific solutions.

Increased Sales Efficiency

Rather than spending weeks, months, or even years testing sales strategies based on theories of what might work, companies can leverage effective sales tactics and channels with specificity. These tactics include optimizing lead generation and conversion processes by efficiently identifying and filling gaps in the process and allocating resources optimally. What results is every company’s goal – higher seller productivity and reduced operational costs. ​

Improved Decision-Making 

The plight of most sales teams is endless decision-making that may not yield satisfactory or desired results. Access to real-time data and analytics equips sales teams and leaders to make informed decisions quickly and effectively without as much gray area. As your competitive advantage rises due to increased responsiveness to market changes and customer needs, those sales decisions won’t feel quite so cumbersome and opaque. 

Personalized and Streamlined Customer Experiences

Customer data equips sales teams to engage in intentional, human-centric, tailored interactions. This personalization produces offerings in more direct alignment with customer needs. The result is customers who feel seen and heard, higher conversion rates, and improved customer loyalty.

If this hyper-personalization sounds a bit over the top, we encourage you to think again. Buyers are drastically different today than they were twenty or even five years ago – with prevalent access to information, consumers spend more time researching their needs and buying options than ever before. Personalizing and streamlining the sales process is no longer a nice-to-have, but necessary for success.  

Predictive Analytical Capabilities 

With a sound data enablement strategy, organizations can not only use data to understand what customers care about, but can also forecast future trends and customer behaviors, allowing them to proactively adjust strategies and stay ahead of market demands and competition​.

Scalability 

Scaling for growth shouldn’t involve guesswork, it should involve actionable insights based on expanding data sets that allow growth without excessive risk.

Data-driven approaches provide the framework to scale your sales operations effectively, ensuring that strategies and processes evolve based on how you need to grow. In other words, a data-driven approach helps your company scale sales operations with confidence. 

Challenges in Data-Driven Sales Enablement

We know the incredible benefits of a data-driven sales strategy – but what about the challenges? Oil is known as the most valuable resource across the globe, but many now say that data is the new oil. Data and oil share qualities as  powerful tools that can create great success, but both require intentional strategies for effective use. Some of the biggest hurdles surrounding data-driven sales are: 

Data Quality and Consistency 

Incomplete, inaccurate, or outdated data contributes to misleading sales insights and poorly informed decision-making. The solution to this challenge is to protect data integrity through enhanced data management and governance mechanisms. Developing a right-sized governance framework will help your team effectively manage your data lifecycle in every area, for improved sales strategies and reduced confusion.

Data Silos

Siloed data is a major issue for most organizations. Large amounts of data are often collected across different departments and systems with little to no integration. This fragmentation can hinder the comprehensive analysis necessary for effective data-driven sales enablement because of an incomplete view of customer interactions and preferences. Breaking down these silos is a complex task, but skilled data experts can implement solutions for seamless data access across platforms.

Integration of Data with Existing Systems 

Both existing and legacy systems can pose challenges as you optimize your data for successful sales efforts. Data needs to flow seamlessly across platforms for sales teams to take action on real-time insights, but integrating new data sources with existing business systems and processes can be technically challenging. 

Skill Gaps 

Many organizations lack the necessary resources to effectively analyze and interpret complex data sets. Support from a partner like Kenway is one of the most effective solutions for educating and empowering your employees. This intentional enablement helps teams better utilize data-driven insights in their sales and marketing efforts,​ and empowers teams to take ownership of these responsibilities for increased self-service opportunities.

Privacy and Security

Increasing regulatory requirements and rising concerns about data privacy mean businesses walk a fine line between using sales enablement analytics and navigating the legal implications of working with customer data (i.e., GDPR, CCPA, or CPRA). Ensuring compliance while still gaining valuable insights from data is a significant but necessary hurdle to overcome.

Change Management

Arguably, the most significant challenge to overcome when adopting a data enablement strategy is the change management required for your people and processes. Effective change management strategies are needed to align all stakeholders with the new data-centric approach so that every team member is set up for success from day one. 

How Can Businesses Successfully Implement Sales Enablement? 

There is a lot to consider for your business as you implement data-driven sales enablement. Rather than feeling overwhelmed by legacy systems, change management, and the influx of data you need to gather and interpret, focus on measurable steps that can drive change for more successful sales efforts in your company.

Steps to Ensure Successful Data-Driven Sales Enablement

Kenway's top tips for integrating data effectively from your tech platforms to your company’s sales processes are: 

1. Data Collection and Integration 

Gather data from various sources, including CRM systems, customer feedback platforms, social media, market research, website analytics, transactional data, third-party data, and sales outcomes. This data should then be integrated into one unified platform for a comprehensive view of customer behaviors and sales trends.

2. Data Analysis and Insight Generation 

Now that your data is in one place, it needs to be analyzed. Paint a 360-degree view of your unique customers through data analysis. This step involves identifying patterns, trends, and insights that can inform strategic decisions in sales planning and execution.

3. Sales Strategy Development 

Based on data analysis and the insights gleaned, it's time to put those learnings to work. Develop targeted sales strategies to address customer needs, market opportunities, and areas for improvement.

4. Implement Technology

Now it's time to deploy technologies that support your new sales strategy and enable your people. This could include CRM software, data analytics and visualization platforms, and automated marketing tools.

5. Training and Enablement

Use the previous steps to arm your sales teams with the necessary training to understand and utilize your data insights effectively. Educate your teams on the tools and techniques needed for data analysis, as well as best practices for applying those data-driven insights in their various sales pursuits.

6. Monitoring and Continuous Improvement 

Once data is integrated, insights are generated, strategies are developed, technology is enabled, and teams have been trained, continuous monitoring is the next step. Evaluate the performance of sales strategies and make adjustments based on newly generated data. Continuous evaluation informs and refines your sales approach so that sales efforts remain aligned with your overarching business objectives.

Kenway’s Data-Driven Sales Enablement Solutions

Kenway is not a sales consulting company,  but we do help companies build successful sales enablement strategies through a foundation of strong data. Data governance and Salesforce platform optimization are two areas that many companies struggle with. Kenway is poised to help your organization alleviate these pain points so you can get on the path toward stronger data-driven sales strategies. 

Sales Cloud as a Sales Team Solution 

Optimized processes and management go hand in hand with data-driven sales initiatives. Salesforce Sales Cloud features a variety of powerful tools designed to enhance sales processes, including centralized customer information, automated sales processes, performance metrics and reporting, scalability, seamless integration, mobile data access, and lead management. This list is just a sample of how Kenway’s Salesforce consulting enables sales teams to experience success.

Two examples illustrate the impact of Sales Cloud and Kenway Consulting: 

1.  A national enterprise using Salesforce achieved a deeper understanding of buyer behavior by capturing data in their Sales Cloud instance. This led to reduced deal times, increased efficiency, and improved customer satisfaction. 

2. A small manufacturing customer wanted to limit their sales team’s access to their back-end financials while consolidating activities. The result was a 40% improvement in their sales process by automating redundant tasks, consolidating account sales access, and providing executive access to troubled areas or personnel. 

Alignment of Data-Driven Sales Enablement and Data Governance 

Data-driven sales enablement and data governance both aim to maximize the value and integrity of data within an organization. They complement each other through: 

Data Quality and Consistency 

Data governance ensures that data is accurate, consistent, and reliable across the organization. This foundational aspect is essential for effective data-driven sales enablement, as high-quality data is necessary to derive meaningful insights and make informed decisions. By establishing data governance policies and processes, organizations can maintain data integrity, which in turn supports successful sales strategies.

Compliance and Risk Management 

Data governance frameworks include measures to ensure compliance with regulations and industry standards around data handling and privacy controls. By adhering to these standards, organizations mitigate the risk of data breaches, safeguarding customer trust and the company’s reputation. This alignment with data governance objectives empowers sales teams to deliver personalized experiences and drive sales without fear of data privacy or security breaches. 

Strategic Decision Making

The end goal of using data as a business tool is aligning data initiatives with broader business objectives. Proper data governance will strategically align data with sales enablement goals, such as achieving specific sales targets, enhancing customer satisfaction, and driving overall business growth. By integrating data governance principles into sales enablement strategies, organizations can optimize their sales processes and achieve their desired outcomes.

The Kenway Approach 

When implementing a data enablement strategy for sales, your organization has many options to choose from. At Kenway, we appreciate the value of technical tools and proven processes, but we also recognize that the people within your company play a crucial role in shaping effective data management in sales. 

The Kenway method focuses on people first, processes second, and then technology. This means that while the solutions proposed in this blog are helpful, evaluating your company culture and the needs of your sales team is equally important. 

Our consultants have a keen eye for understanding how to implement data solutions with a human approach, and we would love to help you on your data-driven sales enablement journey. Connect with a consultant today to learn more.

 

Mastering Hybrid Agile: Building the Foundation for Scaled Scrum

In the realm of project management, the evolution towards agile methodologies, particularly through the adoption of Hybrid Agile approaches like Scaled Scrum, marks an important shift for organizations aiming to navigate the complexities of large-scale project and program execution. Scaled Scrum extends the conventional Scrum framework to coordinate multiple teams' efforts, enabling a cohesive approach to managing expansive projects emphasizing collective effort and phased development. This methodology is especially pertinent for organizations that have experienced success with individual Scrum teams. However, many organizations still need the sequential nature of the Waterfall model due to the demands of staying coordinated with the strategic and operational objectives of the organization. Individual Scrum teams emphasize the need for ownership and autonomy. While these are important qualities of a successful Scrum team, cross-team dependencies, timing, and architectural scalability require communication and coordination.  Transitioning to a Scaled Scrum environment through a hybrid model provides an opportunity to leverage this success on a broader scale, introducing agility while maintaining the structural benefits of traditional waterfall program management practices.

ACHIEVING BALANCE THROUGH A HYBRID SCALE SCRUM

Integrating Scrum practices into the Waterfall model as part of a hybrid approach allows a melding of bottom-up and top-down approaches using now familiar structures. By blending the predictability of the Waterfall model with the flexibility and responsiveness of Scrum, organizations can achieve a balanced project management approach. This balance is crucial for navigating project challenges effectively and delivering complex projects successfully. However, the foundation of this success lies in the correct organization and optimal sizing of Scrum teams, underscoring the principle that organizational structure is the bedrock upon which agile methodologies can flourish.

OPTIMIZING SCRUM TEAM SIZE IN HYBRID AGILE ENVIRONMENTS

For this transition to be effective, organizations must first ensure they are correctly structured. A crucial aspect of this structure is the formation of Scrum teams that are optimally sized to maintain a manageable span of control This discussion thread on this topic summarizes  observations made in many hybrid agile environments. This foundational step is essential for creating teams that can function efficiently and with a high degree of responsiveness within the Scaled Scrum framework. Only with teams that are properly organized and sized can organizations begin to address the dual objectives of maturing their Scrum practices and interconnecting these teams within a hybrid program, especially when these teams are collaborating on a common product or striving towards a shared goal and fully recognizes the benefits of agile.

The tendency of organizations to perceive challenges as stemming from personnel issues rather than underlying structural problems is a common pitfall. This perspective often overlooks the importance of organizational design in facilitating effective team dynamics and agile adoption. Proper organization is a prerequisite for accurately assessing the capabilities of a team, identifying potential skill and behavioral gaps, and implementing targeted improvements. It is only within a well-organized framework that the true potential of each team member can be realized, and the collective strengths of the team can be directed towards achieving project objectives.

EXPLORING AGILE SUCCESS WITH KENWAY

Are you prepared to harness the potential of Agile methodologies for your business pursuits? Whether you are embarking on your Agile journey or seeking to refine established practices, our experienced team is poised to provide steadfast support. Navigate the complexities of Agile alongside us, as we work together to revolutionize your business landscape. Connect with us today to embark on a journey towards transformative success.

FAQs:

What is hybrid agile?

Hybrid agile is a project management approach that leverages both waterfall and agile methodologies. It aims to provide the predictability and structure of waterfall while benefiting from the flexibility and responsiveness of agile practices at the team level. 

While Scrum teams focus on delivering value within their sprints, program management oversees the project's overall direction, setting milestones and monitoring progress against predefined schedules and budgets. The project is divided into phases, with each phase representing a significant milestone or deliverable. At the end of each phase, there's an integration and testing phase to ensure the work completed by different teams aligns with project objectives.

Throughout the project, mechanisms are in place to gather feedback from stakeholders, customers, and end-users. This feedback loop allows for adaptation of the project plan, refinement of requirements, and necessary course corrections. Once all phases are completed and the product is ready for release, there's a final deployment phase where the entire product is integrated, tested, and deployed for production use.

What is the difference between agile and hybrid agile?

Pure agile methodologies are favored when projects require maximum flexibility, rapid adaptation to changing requirements, and a high degree of collaboration among cross-functional teams. It's typically employed in scenarios where the end product is not clearly defined upfront or when the market demands quick releases and frequent updates. Startups, small teams, and projects with dynamic or uncertain requirements often find pure agile approaches beneficial.

However, in larger organizations with more complex projects or those operating in highly regulated industries, there's often a need for a degree of predictability and structure that pure agile methodologies may not inherently provide. This is where hybrid agile comes into play. Larger organizations may opt for a hybrid approach when they want to leverage the benefits of agile practices while still maintaining some level of predictability and control over timelines and deliverables.

In essence, the decision to use pure agile or hybrid agile depends on the specific context of the project, including its size, complexity, regulatory requirements, market dynamics, and organizational culture. Pure agile is best suited for projects where flexibility and adaptability are paramount, while hybrid agile is preferred in situations where a balance between agility and predictability is necessary to meet organizational objectives effectively.

What is a hybrid Agile team structure?

A hybrid Agile team structure when scaling with Waterfall Program Management and individual Scrum teams typically involves a combination of traditional waterfall project management practices at the program level and Agile methodologies at the team level. Here's how it can be structured:

At the program level, a traditional waterfall project management approach is employed. This involves detailed upfront planning, sequential execution of phases, and a focus on predefined schedules and budgets.

Program managers oversee the overall direction of the project, setting milestones, monitoring progress, and ensuring alignment with organizational objectives.

Requirements are typically defined upfront and undergo a formal change control process to manage scope changes.

Within the program, individual Scrum teams operate in an Agile framework. These teams are cross-functional and self-organizing, focusing on delivering value in short, iterative cycles known as sprints.

Each Scrum team works independently, with its own Product Owner responsible for managing the product backlog and prioritizing tasks.

Scrum teams hold regular ceremonies such as sprint planning, daily stand-ups, sprint reviews, and retrospectives to facilitate collaboration, transparency, and continuous improvement.

What is large scale scrum?

In large organizations, balancing top-down planning and dependency mapping with Agile principles at the team level is crucial for successful execution of complex projects. While the Scaled Agile Framework (SAFe) is gaining prominence as a widely adopted approach, it's important to note that SAFe is not the only Scrum at scale methodology. However, SAFe stands out for its structured approach to scaling Agile practices across multiple teams.

At the top-down level, SAFe emphasizes the importance of strategic alignment and planning. This involves defining clear objectives, prioritizing initiatives, and allocating resources effectively. By establishing a shared vision and roadmap, leadership ensures that all teams are aligned with organizational goals and priorities.

Simultaneously, SAFe recognizes the importance of Agile principles at the team level. Agile teams operate in short iterations, delivering value incrementally and responding quickly to change. They are empowered to self-organize, collaborate closely, and make autonomous decisions to achieve their objectives.

To reconcile these two perspectives, SAFe introduces mechanisms for dependency mapping and coordination. Teams identify dependencies early on and work collaboratively to address them. Regular synchronization events, such as PI Planning and Scrum of Scrums, provide opportunities for teams to align their work, resolve dependencies, and ensure that everyone is moving in the same direction.

By maintaining a balance between top-down planning and Agile principles at the team level, organizations can achieve agility at scale while ensuring alignment with strategic objectives. This enables them to respond effectively to market changes, deliver value to customers, and drive continuous improvement across the enterprise.

Agile Flexibility vs. Hybrid Agile: Understanding the Difference

Does the term “Agile flexibility” sound redundant to you? To those familiar with Agile project management, it is implied that Agile practices will allow for flexibility… in theory. In practice, there is often resistance to being more flexible after transitioning to Agile. It’s common for teams to push back against modifying Scrum ceremonies to meet a project’s unique circumstances or adding more traditional waterfall approaches in a hybrid approach.

These are real phrases that we have heard at client sites while managing projects using the Agile methodology. However, their projects may actually require a more flexible hybrid Agile methodology. The Agile waterfall hybrid approach allows you to cater to the needs and capabilities of the team working on the project. It also enables you to take advantage of the strengths of Agile and waterfall methodologies while minimizing their weaknesses.

Hybrid Agile or Agile Flexibility?

What is the difference between hybrid Agile and Agile flexibility? Agile is, by definition, flexible. It was designed for speed and adaptability, which businesses need to compete in today’s fast-moving landscape. 

How Agile’s Flexibility Helps Companies Remain Relevant

As businesses struggle with the demands of compiling, scaling, and managing their data, Agile practices offer flexibility that can help them adapt. For example, when a telecommunications firm wanted to incorporate more data-driven processes in their business, they were stifled by constantly changing requirements and business priorities. Kenway took a multi-pronged approach to helping them leverage their data more effectively, with Agile transformation being a key component. 

First, we created a more robust data governance process for their reporting applications to minimize data quality and availability issues caused by the high velocity of change in their environment. We called this the “front door.” This streamlined and organized the process for submitting requests for new applications. 

Next, we collaborated with their team to build a continual, iterative approach to development. After a request was submitted, we interviewed each client to gather their high-level requirements for each application, with the goal of building out more detailed requirements while setting the expectation that there would be future changes in subsequent interviews. This Agile approach allowed for faster development while prioritizing the firm’s most critical needs first. 

Because requirements and features of applications may change from our initial interviews, Agile workflows ensured that our process and applications were built with the idea that there would never be a “final” product. These applications needed to be updated quickly as the business needs evolved. Agile’s flexibility enabled the firm to make requests on a day-to-day basis and achieve quality results in a timely manner without worrying about the effects of continual change.

Why Hybrid Agile Is Needed

Despite the success of companies like the telecommunications firm, using Agile alone may not be suitable for every project at every organization. Transitioning from a traditional waterfall to Agile can result in gaps in vision, planning, and coordination, which often bring frustration and an unwillingness to blend approaches in a way that meets the unique needs of the environment. Often, the most fervent Agile evangelists are hesitant to try a hybrid approach due to the belief of regression or the scrum team losing control and being directed from the top. Deviating from tried and true Agile methods in the eyes of the converted presents a cavalcade of risks. 

The hybrid Agile approach allows for teams that are currently using Agile to continue using Agile and gradually blend in any waterfall teams or practices to ensure alignment and the ability to stay in sync with the needs and objectives of the organization. This Agile waterfall hybrid approach can be especially useful for large organizations that want to scale Scrum beyond a small team. 

For example, multiple longer-duration, concurrent sprints can be used at the onset of a project. This works well with the waterfall-experienced teams. Eventually, these sprints merge into combined sprints as the project progresses, molding into a more traditional Agile structure. With large projects, a “Scrums of Scrums” can be leveraged in the early stages of the project, to keep teams aligned. A “Scrum of Scrums” or Program Meeting is a regularly occurring forum that brings together representatives from the various sprints and scrum teams in the same meeting which allows for information sharing, collaboration, and planning.

Hybrid Agile in Practice

Kenway was tasked with implementing Agile on a large, complex project that involved five independent IT teams: two that used traditional waterfall methodology and three that used Agile development. The project was on an 8-month (32-week) timeline.  

In order to cater to the different teams that used different development methodologies, the initial sprint structure for the first six months had Agile and traditional waterfall teams on concurrent sprints schedules and a program manager. The three Agile teams used traditional, two-week sprints, and the waterfall teams were allowed to run individual, concurrent sprints with longer lengths of four to six weeks. 

This gave the teams new to the process (i.e. the two waterfall teams) time to learn Agile tools, become familiar with daily Scrum and stand-up meetings, and the stakeholder reviews of requirements, retrospectives, plans, and backlogs. By extending sprints to four to six weeks, the learning curve around Agile meetings and tools was much easier to handle. Over the final nine weeks, the last three sprints were positioned as a final merge or blend of all of the teams. 

Amazingly, the traditional waterfall teams embraced the Agile methodology about two months into the project (roughly midway through the second sprint), and by the time the sprints were merged, several of the traditional waterfall team members became such strong supporters and became “Agile Evangelists.” That is, instead of taking the expected six months to adopt Agile, the traditional waterfall resources embraced it within two! 

By allowing extra time and presenting Agile in small steps, the traditional waterfall teams not only had the time to learn the tools and the methodology, but were also able to experience the value of Agile Development—concise design documentation tools and processes, more rapid QA cycles, immediate feedback, and regular interaction with business teams.

The Benefits of a Hybrid Agile Approach

So, what are the benefits of embracing a hybrid agile methodology?

  1. Employee morale and motivation often increase in Agile, because this reward of production-ready code is frequent (monthly or even weekly) as opposed to the longer traditional waterfall cycles. To see your work moving into production using timely software releases following manageable blocks of effort is measurably rewarding. 
  2. Furthermore, increased communication between technical and business teams, often a challenge at first, becomes rewarding and enjoyable. The Agile waterfall hybrid approach using program management with multiple Agile teams not only breaks down the communication barriers that often exist between business and IT teams, it allows leadership the ability to influence and guide the efforts in keeping with the strategic and operational objectives of the organization. Agile groups quickly realize that the two organizations are working together toward a common objective. Scrum and stand-up meetings, as well as the backlog grooming, retrospective analysis, collaborative planning, and regular stakeholder meetings, allow personalities to shine and bonds to form that may not have previously occurred. On many occasions, I have witnessed programmers and business managers that had been sitting on the same floor for years without speaking become trusted work partners, even fostering friendships and socialization outside of the workplace! Agile breaks down social barriers as well as business and technical barriers. Yes, cats are playing with dogs, and now white coats and blue coats can eat lunch together!

Finding the Ideal Agile Partner

Undergoing an Agile transformation to improve your organization’s processes is no small undertaking. Kenway can help your organization make the transition and ensure alignment between various teams and stakeholders involved in your processes. Our experts can guide you through the most challenging aspects of Agile transformation, including determining whether and where to incorporate a hybrid Agile approach. 

To discuss how Kenway can help with your Agile development concepts and Agile transformations, connect with one of our consultants to learn more.

Hybrid Agile and Agile Flexibility FAQs

What is hybrid waterfall Agile?

A hybrid waterfall Agile approach combines practices from Agile and traditional waterfall methodologies. The hybrid Agile waterfall can help companies ease the transition to Agile and use development practices that are more suited to their projects and business needs. 

Can Agile and waterfall be combined?

Yes, Agile and waterfall methodologies can be combined into an approach called Hybrid agile.