Warning: preg_replace() [function.preg-replace]: Compilation failed: unknown option bit(s) set at offset 0 in /var/www/wordpress/wp-includes/shortcodes.php on line 227
Warning: preg_replace() [function.preg-replace]: Compilation failed: unknown option bit(s) set at offset 0 in /var/www/wordpress/wp-includes/shortcodes.php on line 227
Warning: preg_replace() [function.preg-replace]: Compilation failed: unknown option bit(s) set at offset 0 in /var/www/wordpress/wp-includes/shortcodes.php on line 227
Warning: preg_replace() [function.preg-replace]: Compilation failed: unknown option bit(s) set at offset 0 in /var/www/wordpress/wp-includes/shortcodes.php on line 227
Believe it or not, we talk about metrics here all the time. I bet it is the same around your near real-time, software-driven enterprise too. For Agile teams, the pursuit of good metrics and forms of feedback to steer their work is an obsession. I swear we have as many “quants” in this company as engineers, service or sales professionals.
At Rally, we currently track four categories of metrics in a kind of balanced score card of SMART numbers:
- Employee satisfaction (see Colorado Best Company and Outside Magazine); We also use an on-demand 360-degree peer review system
- Value Throughput (% of value demand versus failure demand, work in process, cycle time, services backlog and lead time, along with any awards and/or positive reviews)
- Financial (Lifetime value of customer, cost of sales, breakeven point, bookings growth, renewals %, cash)
- Current Customer Satisfaction (Control charts of cases and escalated cases normalized by user base)
NPS as part of your Agile Metrics
We are about to start measuring a new number – NPS. Ever since Tom Poppendieck exposed me to the Fred Reichheld’s book on Net Promoter Score back in 2006, I have been interested to see how a powerful tool like this could be applied to Rally.
The theory behind Net Promoter Score is, as the book’s title says, “The Ultimate Question” – measuring customer satisfaction. On Wikipedia, you can see the criticism of this measure versus other questions, but I really like the rigor and material available behind this approach. You can find success stories, along with blogs, additional resources and information about what makes up a good NPS on the NetPromoter.com web site. Of course, Net Promoter is just one of a balanced set of metrics to help understand performance, improvement and stakeholder value. We see NPS as an increase in discipline around customer satisfaction measures. For an Agile enterprise, those end-of-pipe measures become a great predictor of future financial performance and growth.
Iteration One of NPS at Rally
We decided it was time to measure NPS at Rally due to four factors:
- our recent growth in staff, due to financing in late 2009
- success in moving other customer metrics this year
- the search for an over-arching metric around customer satisfaction
- increased sophistication and capabilities in our IT environment and belief that the feedback can help prioritize strategic work for 2011
Our team started this effort as a skunk works out of IT. Once we completed our first iteration and understood how we would need to scale NPS, our IT team prototyped a solution in and between our instance of Salesforce and Eloqua. We then expanded the team to include support, customer advocacy and marketing. This team’s first goal was to get smarter by reaching out to other friendly SaaS vendors we work with who had implemented NPS. We are extremely grateful for the time that Nadia De Villa of Eloqua and Susan Gingrich of Readytalk spent with us to share their experiences. (This Readytalk blog post led us to Susan.)
The first phase of our NPS survey will go out this week. If you are one of the randomly selected customers who receive it, please take the 30 seconds needed to respond.

We are eager to hear your feedback and ready to adjust things as necessary. If you can’t wait for our survey, please feel free to comment on this post or send me an email: ryan.a.martens@rallydev.com. We really want your feedback as we are trying to be a GREAT company.
Since NPS only measures customer satisfaction and we have to balance a portfolio of stakeholders, I am sure this will not become the one or “ultimate” number for the company. But, I am confident that this will become a part of the weekly corporate dashboard. If this is an interesting topic for folks, let me know and I will post follow-ups in the future. We would also love to hear about the experience of your team or company with NPS.
Ryan Martens is a tomato canner, school board member at Friend School Boulder, and CTO at Rally Software Development.










I have a reason for liking
Agile philanthropy started as a way of trying to meld my passion for doing good in the world with my passion for agile methods. Using the power that is evident in the agile community to do great things is one of the goals of Agile Philanthropy. Ideally we will get to the point that this movement is self-sustaining. But we are really just starting out on this journey. I hope that I can grow the movement in the direction of local chapters doing work for local not for profits. Right now everyone is very busy and I am the bottleneck. We are currently working with 
depending on which end of the letter your name appears. That letter puts a pretty hard stop to a relationship. It’s communicating detachment and finality. It can create a lot of pain whether intended or not. In contrast, a love letter is uplifting. The endorphins fly! Someone is revealing their attraction for you, and their hopes and wishes for a future with you.

Do you notice a difference between problems and difficulties? A problem has a solution. When engineers solve it, the problem goes away. It’s a question raised for solution with fixes, tests, and checklist updates. In contrast, a difficulty has no solution. A difficulty wants you to sit with it, address it, not solve it. Artists know this world of the difficult very well. No definitive fix, test, or checklist will suffice. Sitting with and playing with the difficult is simply part of the knowledge work of the artist.


My father, Jim Tabaka, was a life-time white collar worker for GM, starting fresh out of University of Illinois with his mechanical engineering degree. He worked 12 hour days, on his feet the entire time, walking the plant floor, making sure cars kept coming off the line at all costs. He retired at age 55 with a great pension and unbelievable health benefits.
My brother Tim Tabaka is a retired GM blue collar autoworker. Well, retired is the euphemism for, “Would you please leave early so that we can bring in a younger, less experienced, cheaper workforce?” During his time at GM he worked any shift he was told to work. He even moved to a different, older plant. Why? He needed the job and they wanted to replace the older workforce with a cheaper, younger workforce.

