PowerPoint Presentation

[Audio] This course covers the Video Game QA Project Lifecycle From Lead to Delivery to Reporting and Invoicing and finally creating Quarterly Business Reviews and End Of Project Reports.

[Audio] Slide Overview: This slide illustrates the end-to-end lifecycle of a video game QA project from the first client contact through project delivery, reporting, and long-term relationship management. It shows how Business Development (BD) remains engaged through each stage — ensuring continuity between sales, operations, and client success. 🧩 Phase-by-Phase Notes: 1. Lead Generation Goal: Identify and qualify opportunities by understanding client needs, project scope, and pain points. BD Role: Conduct discovery meetings, gather requirements, and ensure the opportunity fits TestFly's service capabilities. Key Deliverables: Monday.com entry, proposal preparation (in collaboration with Operations). 👉 Focus on aligning opportunity potential with delivery feasibility. 2. Kickoff Goal: Achieve seamless onboarding between BD, Operations, and the client. BD Role: Facilitate handoff to Operations, ensure communication channels (Slack, Teams, Monday.com) are set up, and confirm all agreements (SOW, NDA). Key Deliverables: Kickoff deck, signed SOW, and executed NDA. 👉 BD remains visible to reinforce trust and continuity from sales to delivery. 3. Execution Goal: Deliver high-quality QA efficiently and on schedule. BD Role: Maintain oversight to ensure delivery aligns with agreed scope, budget, and expectations. Key Deliverables: Regular status calls, timely Change Orders for scope adjustments. 👉 BD safeguards the commercial relationship while Operations executes the QA work. 4. Reporting Goal: Maintain transparency through data-driven insights. BD Role: Translate QA performance metrics into ROI and business impact for the client. Key Deliverables: Weekly reports, KPI dashboards, trend analysis. 👉 This is where BD reinforces value — showing how QA outcomes reduce risk and speed up launch. 5. Invoicing Goal: Ensure accurate and timely billing to preserve financial trust. BD Role: Validate project completion milestones, liaise between Operations and Finance, and follow up on POs or payment approvals. Key Deliverables: Invoice approval confirmation, PO validation, financial reporting alignment. 👉 Clean billing is a reflection of strong operational governance. 6. MBR/QBRs/EOP Goal: Retain and grow the client account through reviews, reporting, and strategic alignment. BD Role: Lead QBRs (Quarterly Business Reviews) and EOP (End of Project) reviews, highlight performance, ROI, and propose renewal or upsell opportunities. Key Deliverables: QBR/EOP decks, renewal proposals, and roadmap discussions for upcoming projects. 👉 This phase transforms one-time projects into ongoing partnerships..

[Audio] BD Impact: Sets tone for professionalism and speed. Prevents under-scoping or over-promising. Ensures NDA and contract governance compliance before build access..

[Audio] This slide introduces the first and most critical phase of the Video Game QA Project Lifecycle — Lead Generation & Qualification. The goal here is to identify studios or publishers that might need QA services and determine whether there's a strong fit with TestFly's capabilities, pricing, and timelines. This phase sets the foundation for everything that follows — it's about precision, qualification, and relationship building. 🧩 1. Prospecting This is where BD begins the hunt for opportunities. You'll research studios, publishers, or co-development houses that have upcoming or ongoing projects that require QA. BD teams categorize them — AAA, AA, Indie, or Mobile — and track all potential leads in Monday.com CRMfor visibility and follow-up. 👉 The focus here is on mapping the ecosystem and identifying who's most likely to need QA help soon. ☎️ 2. Discovery Call Once a lead is identified, the BD rep conducts a discovery call to uncover the project's scope, timelines, and — most importantly — pain points. The PITA framework (Pain, Impact, Trust, Ask) is used here: What problems are they facing? What's the business impact? Do they trust TestFly's expertise? What exactly are they asking for in terms of partnership? 👉 This is where BD qualifies the opportunity — not every studio is a fit, and this step helps filter the right ones. 📄 3. Scoping & Proposal After the discovery call, BD collaborates with Operations and Finance to define what's being offered: Service type (FQA, CQA, LQA, Playtesting, etc.) Duration Team size and pricing BD then drives the proposal creation, ensuring expectations align with delivery capacity, timeline feasibility, and target margins. 👉 The goal is to present a solution that's accurate, profitable, and realistic. 🧾 4. Contracting & NDA Once the client agrees to move forward, BD coordinates the legal and compliance stage: Execute NDAs to protect IP. Finalize MSAs and SOWs for scope and pricing. BD ensures that all documents flow smoothly between the client, Legal, and Finance, maintaining trust and professionalism. 👉 This is the final step in converting a qualified lead into an actionable, contracted project. 💡 Key Takeaway This phase is all about establishing credibility and clarity. By the end of Lead Generation & Qualification, BD should have: A clear understanding of the client's needs, A validated and scoped opportunity, and A signed NDA or agreement to move into onboarding..

[Audio] BD Impact: Sets tone for professionalism and speed. Prevents under-scoping or over-promising. Ensures NDA and contract governance compliance before build access..

[Audio] This slide takes the Lead Generation & Qualification framework we just reviewed and applies it to a real-world example — Poncle, the indie studio behind Vampire Survivors. The goal is to show how BD takes a potential lead from early research all the way to a signed agreement, step by step. By walking through this case, new BD hires can see how qualification and collaboration with Operations come together in practice. 🔍 Step 1: Prospecting BD begins by identifying Poncle as a promising prospect — a fast-scaling indie developer with a breakout title that's now preparing console and mobile ports. Since Poncle is expanding across platforms, their QA needs are growing quickly — a classic signal for BD outreach. BD logs Poncle in Monday.com CRM, tagging it as Indie → Cross-Platform → FQA + CQA. 👉 This demonstrates the importance of structured CRM tracking — it helps visualize opportunity types and ensures follow-up. ☎️ Step 2: Discovery Call During the call, BD learns key details: Poncle's producer mentions an upcoming Nintendo Switch release, and the need for certification and compliance support to hit a holiday launch window. Using the PITA framework, BD identifies: Pain: Limited internal QA bandwidth Impact: Delays could miss the critical holiday sales period Trust: TestFly's previous partner success stories build credibility Ask: Support for FQA + CQA across all platforms 👉 This is a textbook example of how structured questioning uncovers both urgency and opportunity. 📄 Step 3: Scoping & Proposal BD now partners with Operations to define the project — a multi-platform FQA engagement covering Xbox, PS5, Switch, and PC. Together, they align on timeline, resources, and certification-readiness milestones, ensuring the proposal reflects both delivery capacity and client urgency. BD then presents a detailed, visually clear proposal, positioning TestFly as a strategic QA extension of Poncle's team. 👉 This step bridges sales and delivery — ensuring what's promised can be delivered profitably and on schedule. 🧾 Step 4: Contracting & NDA Once Poncle approves the proposal, BD sends over the NDA and SOW, which are signed within a week. BD ensures proper legal routing and confirms that all documents comply with TestFly's NDA governance and data-handling policies. 👉 This reinforces client confidence and demonstrates operational maturity — key differentiators for TestFly in the QA industry. 💡 Key Takeaway This example illustrates how a structured approach — from prospecting through contracting — helps BD: Identify a high-value client, Diagnose real pain points, Build trust through clear solutions, and Close the deal efficiently. Poncle's case is a great reminder that discipline, documentation, and teamwork turn opportunities into long-term partnerships..

[Audio] This phase focuses on ensuring a smooth handoff from Business Development to Operations. The objective is clear: to make sure the delivery team has all the client context, expectations, and commitments before testing begins. At this stage, BD's role transitions from selling to supporting delivery success — ensuring the promises made during proposal are fully understood and actionable by Operations. 🔁 Step 1: Internal Handoff BD formally transfers all account notes, client expectations, and SOW details to the Delivery Leads through Monday.com. This includes project objectives, timelines, communication preferences, and key KPIs. BD discusses special client requirements (such as scope nuances or platform coverage) directly with Operations to eliminate ambiguity. 👉 This step ensures the delivery team begins with full clarity — no surprises or gaps between what was sold and what's delivered. 👥 Step 2: Team Allocation Once the handoff is complete, Operations assigns the appropriate Leads, Testers, and Platforms based on project needs. BD stays engaged to confirm that resource coverage and language align with what was promised in the proposal. This protects against under-staffing, misalignment, or capability mismatches. 👉 BD's oversight here safeguards client trust and ensures TestFly's commitments are operationally achievable. 💬 Step 3: Communication Setup Next, all communication and collaboration channels are configured — Slack, Teams, email, and project management tools like Monday.com, TestRail, or Jira. BD joins the Kickoff Call alongside Operations to maintain relationship continuity and establish escalation protocols with the client. This shared visibility reassures the client that TestFly is aligned internally and externally. 👉 The goal here is to create a single source of truth for collaboration, progress tracking, and feedback loops. 🔒 Step 4: Build & Data Access Before testing begins, NDAs are verified and build handover occurs through secure channels. BD ensures the client delivers the correct build on time, confirming integrity and access. If issues arise — wrong build, missing credentials, or delayed transfer — BD helps troubleshoot directly with the client. 👉 This phase protects TestFly's data security standards while keeping momentum toward test start. 💡 Key Takeaway Phase 2 is all about operational readiness and relationship reinforcement. By the end of this stage: The Operations team is fully briefed and equipped, The client feels continuity and confidence, and BD has set the tone for a transparent, well-structured collaboration..