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

Abstract. 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 sales- but 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 w...

• Type: Journal
• Year: 2015
• Where: REFSQ
• Authors: Christoph Oemig
• Keywords: REFSQ 2015, Software Engineering