Measuring Quality as a Sales Tool
So far, we've been examining the use of quality metrics as a bottom-line activity. We presented monitoring of development processes as a means of reducing the costs of preventable bugs. However, these metrics also have a top-line aspect: Showing prospective customers your metrics enables them to see your commitment to quality. My company, Agitar Software, for example, posts the results of tests run on internal projects and products directly to our web site. We have found that doing so gives our customers considerably more confidence in the reliability of our products and it provides leverage against competitors: Why aren't they posting their results? Could it be because they don't perform rigorous testing or because they don't want customers to see the results? Either way, quality talks, and if competitors have nothing to say, then the onus to prove quality is squarely on them.
Jerry Rudisin is CEO of Agitar Software.
