We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve."-Karen Quintos, CMO and SVP, Dell Inc."The concepts outlined in this book are critical skills to building a world-class presales organization."-Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP"Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We've never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm."-Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company"The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!"-Ken Powell, Vice President, Worldwide Sales Enablement, ADP"The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool."-Aron Ain, CEO, KronosAbout the Book: In today's highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition-or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story-the one in which they are the heroes and they achieve success.Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale.Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals.With Conversations That Win the Complex Sale, you'll learn how to:Differentiate yourself from the competition by finding your "Value Wedge" Avoid parity in your value propositions by creating "Power Positions" Create a message that can literally double the number of deals you close Spike customer attention and create "Wow" in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story-a story customers don't want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers.Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today's crowded markets.

    Difficult issues need to be figured out, such as scalability, consistency, reliability, efficiency, and maintainability. In addition, we have an overwhelming variety of tools, including relational databases, NoSQL datastores, stream or batch processors, and message brokers. What are the right choices for your application? How do you make sense of all these buzzwords?In this practical and comprehensive guide, author Martin Kleppmann helps you navigate this diverse landscape by examining the pros and cons of various technologies for processing and storing data. Software keeps changing, but the fundamental principles remain the same. With this book, software engineers and architects will learn how to apply those ideas in practice, and how to make full use of data in modern applications. Peer under the hood of the systems you already use, and learn how to use and operate them more effectively Make informed decisions by identifying the strengths and weaknesses of different tools Navigate the trade-offs around consistency, scalability, fault tolerance, and complexity Understand the distributed systems research upon which modern databases are built Peek behind the scenes of major online services, and learn from their architectures

    Because no one can be an expert on everything, designers have always had to scramble to find the information and know-how required to make a design work - until now. Universal Principles of Design is the first cross-disciplinary reference of design. Richly illustrated and easy to navigate, this book pairs clear explanations of the design concepts featured with visual examples of those concepts applied in practice. From the 80/20 rule to chunking, from baby-face bias to Ockham's razor, and from self-similarity to storytelling, 100 design concepts are defined and illustrated for readers to expand their knowledge.This landmark reference will become the standard for designers, engineers, architects, and students who seek to broaden and improve their design expertise.

    Mastering this art will not only make you the most desired developer in the market, but it will transform the craziest deadline into "Consider it done, Sir".

    Now, for the first time, leading agile methodologist Scott Ambler and renowned consultantPramodkumar Sadalage introduce powerful refactoring techniquesspecifically designed for database systems. Ambler and Sadalagedemonstrate how small changes to table structures, data, storedprocedures, and triggers can significantly enhance virtually anydatabase design - without changing semantic

    As a result, many people are left with an incomplete understanding of this transformative new technology and its massive implications for the future. The goal of this book is not to plumb the depths of the mathematical wizardry used to code blockchain-based applications, but rather to serve as an introduction to the broader architecture and conceptual background behind blockchain technology. We will take a practical approach, examining how Blockchains are used in the real world. In this short, concise guide you will learn: A Brief History of Blockchain Technology Blockchain Basics: Managing Digital Transactions What is a Distributed Ledger? Blockchain Beyond Bitcoin Implications Of Blockchain: Big Data, Privacy & Personal Data Profiting from Blockchain Technologies Limitations & Challenges of Blockchain The Future of Blockchain For Centuries, people have relied on corrupt Centralized Institutions like banks and Governments to serve as intermediaries when it comes to storing and transacting financial assets. This is ALL About To Change... Make sure you take action and join the Financial Revolution by reading this book!

    It has saved me hours in troubleshooting complicated operations problems." -Trotter Cashion, cofounder, Mashion DevOps can help developers, QAs, and admins work together to solve Linux server problems far more rapidly, significantly improving IT performance, availability, and efficiency. To gain these benefits, however, team members need common troubleshooting skills and practices. In DevOps Troubleshooting: Linux Server Best Practices , award-winning Linux expert Kyle Rankin brings together all the standardized, repeatable techniques your team needs to stop finger-pointing, collaborate effectively, and quickly solve virtually any Linux server problem. Rankin walks you through using DevOps techniques to troubleshoot everything from boot failures and corrupt disks to lost email and downed websites. You'll master indispensable skills for diagnosing high-load systems and network problems in production environments. Rankin shows how to Master DevOps' approach to troubleshooting and proven Linux server problem-solving principles Diagnose slow servers and applications by identifying CPU, RAM, and Disk I/O bottlenecks Understand healthy boots, so you can identify failure points and fix them Solve full or corrupt disk issues that prevent disk writes Track down the sources of network problems Troubleshoot DNS, email, and other network services Isolate and diagnose Apache and Nginx Web server failures and slowdowns Solve problems with MySQL and Postgres database servers and queries Identify hardware failures-even notoriously elusive intermittent failures

    The RESTful approach to web services design is rapidly become the approach of choice. Unfortunately, too few people have truly solid REST API design skills, and discussions of REST can become bogged down in dry theory.The REST API Design Handbook is a simple, practical guide to aid software engineers and software architects create lasting, scalable APIs based on REST architectural principles. The book provides a sound foundation in discussing the constraints that define a REST API. It quickly goes beyond that into the practical aspects of implementing such an API in the real world.Written by cloud computing expert George Reese, The REST API Design Handbook reflects hands on work in consuming many different third party APIs as well the development of REST-based web services APIs. It addresses all of the debates the commonly arise while creating these APIs. Subjects covered include:* REST architectural constraints* Using HTTP methods and response codes in an API* Authenticating RESTful API calls* Versioning* Asynchronous Operations* Pagination and Streaming* Polling and Push Notifications* Rate Limiting

    A pocket-sized overview of roles, artifacts and the sprint cycle, adapted from the bestseller The Elements of Scrum by Chris Sims & Hillary Louise Johnson

    Building these systems is complicated and, because few formally established patterns are available for designing them, most of these systems end up looking very unique. This practical guide shows you how to use existing software design patterns for designing and building reliable distributed applications.Although patterns such as those developed more than 20 years ago by the Gang of Four were largely restricted to running on single machines, author Brendan Burns--a Partner Architect in Microsoft Azure--demonstrates how you can reuse several of them in modern distributed applications.Systems engineers and application developers will learn how these patterns provide a common language and framework for dramatically increasing the quality of your system.

     The first ebook in the series, Microsoft Azure Essentials: Fundamentals of Azure, introduces developers and IT professionals to the wide range of capabilities in Azure. The authors - both Microsoft MVPs in Azure - present both conceptual and how-to content for key areas, including: Azure Websites and Azure Cloud Services Azure Virtual Machines Azure Storage Azure Virtual Networks Databases Azure Active Directory Management tools Business scenarios Watch Microsoft Press’s blog and Twitter (@MicrosoftPress) to learn about other free ebooks in the “Microsoft Azure Essentials” series.

    You will learn the techniques successful leaders use to make their strategic decisions and you will be given the tools to ensure that your team is in alignment to achieving common goals. Leading Quality is the first book that teaches why quality is important and how to incorporate it within the workspace. Praise for Leading Quality:   “A quality mindset remains key to differentiating your product and your company. Leading Quality offers key lessons to develop this mindset.” - Michael Lopp, author of Managing Humans and VP of Product Engineering at Slack “Leading Quality communicates just how important a focus on quality is within your company and is one of the few titles that actually teaches how to lead quality in a clear yet captivating manner.”  - Shesh Patel, Engineering Manager at The New York Times “Three elements define any successful product: quality, quality, and quality. Leading Quality is a comprehensive and practical guide to embedding quality into the DNA of any product organization.” - Nick Caldwell, CPO at Looker and former VP of Engineering at Reddit

    It's an essential read for anyone dealing with scaling an online business."--Chris Lalonde, VP, Technical Operations and Infrastructure Architecture, Bullhorn "Abbott and Fisher again tackle the difficult problem of scalability in their unique and practical manner. Distilling the challenges of operating a fast-growing presence on the Internet into 50 easy-to understand rules, the authors provide a modern cookbook of scalability recipes that guide the reader through the difficulties of fast growth."--Geoffrey Weber, Vice President, Internet Operations, Shutterfly "Abbott and Fisher have distilled years of wisdom into a set of cogent principles to avoid many nonobvious mistakes."--Jonathan Heiliger, VP, Technical Operations, Facebook "In "The Art of Scalability," the AKF team taught us that scale is not just a technology challenge. Scale is obtained only through a combination of people, process, "and "technology. With "Scalability Rules," Martin Abbott and Michael Fisher fill our scalability toolbox with easily implemented and time-tested rules that once applied will enable massive scale."--Jerome Labat, VP, Product Development IT, Intuit "When I joined Etsy, I partnered with Mike and Marty to hit the ground running in my new role, and it was one of the best investments of time I have made in my career. The indispensable advice from my experience working with Mike and Marty is fully captured here in this book. Whether you're taking on a role as a technology leader in a new company or you simply want to make great technology decisions, "Scalability Rules "will be the go-to resource on your bookshelf."--Chad Dickerson, CTO, Etsy ""Scalability Rules "provides an essential set of practical tools and concepts anyone can use when designing, upgrading, or inheriting a technology platform. It's very easy to focus on an immediate problem and overlook issues that will appear in the future. This book ensures strategic design principles are applied to everyday challenges."--Robert Guild, Director and Senior Architect, Financial Services "An insightful, practical guide to designing and building scalable systems. A must-read for both product-building and operations teams, this book offers concise and crisp insights gained from years of practical experience of AKF principals. With the complexity of modern systems, scalability considerations should be an integral part of the architecture and implementation process. Scaling systems for hypergrowth requires an agile, iterative approach that is closely aligned with product features; this book shows you how."--Nanda Kishore, Chief Technology Officer, ShareThis "For organizations looking to scale technology, people, and processes rapidly or effectively, the twin pairing of "Scalability Rules "and "The Art of Scalability "are unbeatable. The rules-driven approach in "Scalability Rules "makes this not only an easy reference companion, but also allows organizations to tailor the Abbott and Fisher approach to their specific needs both immediately and in the future!"--Jeremy Wright, CEO, BNOTIONS.ca and Founder, b5media 50 Powerful, Easy-to-Use Rules for Supporting Hypergrowth in Any Environment "Scalability Rules" is the easy-to-use scalability primer and reference for every architect, developer, web professional, and manager. Authors Martin L. Abbott and Michael T. Fisher have helped scale more than 200 hypergrowth Internet sites through their consulting practice. Now, drawing on their unsurpassed experience, they present 50 clear, proven scalability rules-and practical guidance for applying them. Abbott and Fisher transform scalability from a "black art" to a set of realistic, technology-agnostic best practices for supporting hypergrowth in nearly any environment, including both frontend and backend systems. For architects, they offer powerful new insights for creating and evaluating designs. For developers, they share specific techniques for handling everything from databases to state. For managers, they provide invaluable help in goal-setting, decision-making, and interacting with technical teams. Whatever your role, you'll find practical risk/benefit guidance for setting priorities-and getting maximum "bang for the buck." - Simplifying architectures and avoiding "over-engineering"- Scaling via cloning, replication, separating functionality, and splitting data sets- Scaling out, not up- Getting more out of databases without compromising scalability- Avoiding unnecessary redirects and redundant double-checking- Using caches and content delivery networks more aggressively, without introducing unacceptable complexity- Designing for fault tolerance, graceful failure, and easy rollback- Striving for statelessness when you can; efficiently handling state when you must- Effectively utilizing asynchronous communication- Learning quickly from mistakes, and much more

    An effective testing strategy will deliver new functionality more aggressively, accelerate user feedback, and improve quality. However, for many developers, creating effective automated tests is a unique and unfamiliar challenge. xUnit Test Patterns is the definitive guide to writing automated tests using xUnit, the most popular unit testing framework in use today. Agile coach and test automation expert Gerard Meszaros describes 68 proven patterns for making tests easier to write, understand, and maintain. He then shows you how to make them more robust and repeatable--and far more cost-effective. Loaded with information, this book feels like three books in one. The first part is a detailed tutorial on test automation that covers everything from test strategy to in-depth test coding. The second part, a catalog of 18 frequently encountered "test smells," provides trouble-shooting guidelines to help you determine the root cause of problems and the most applicable patterns. The third part contains detailed descriptions of each pattern, including refactoring instructions illustrated by extensive code samples in multiple programming languages. Topics covered includeWriting better tests--and writing them faster The four phases of automated tests: fixture setup, exercising the system under test, result verification, and fixture teardown Improving test coverage by isolating software from its environment using Test Stubs and Mock Objects Designing software for greater testability Using test "smells" (including code smells, behavior smells, and project smells) to spot problems and know when and how to eliminate them Refactoring tests for greater simplicity, robustness, and execution speed This book will benefit developers, managers, and testers working with any agile or conventional development process, whether doing test-driven development or writing the tests last. While the patterns and smells are especially applicable to all members of the xUnit family, they also apply to next-generation behavior-driven development frameworks such as RSpec and JBehave and to other kinds of test automation tools, including recorded test tools and data-driven test tools such as Fit and FitNesse.Visual Summary of the Pattern Language Foreword Preface Acknowledgments Introduction Refactoring a Test PART I: The Narratives Chapter 1 A Brief Tour Chapter 2 Test Smells Chapter 3 Goals of Test Automation Chapter 4 Philosophy of Test Automation Chapter 5 Principles of Test Automation Chapter 6 Test Automation Strategy Chapter 7 xUnit Basics Chapter 8 Transient Fixture Management Chapter 9 Persistent Fixture Management Chapter 10 Result Verification Chapter 11 Using Test Doubles Chapter 12 Organizing Our Tests Chapter 13 Testing with Databases Chapter 14 A Roadmap to Effective Test Automation PART II: The Test Smells Chapter 15 Code Smells Chapter 16 Behavior Smells Chapter 17 Project Smells PART III: The Patterns Chapter 18 Test Strategy Patterns Chapter 19 xUnit Basics Patterns Chapter 20 Fixture Setup Patterns Chapter 21 Result Verification Patterns Chapter 22 Fixture Teardown Patterns Chapter 23 Test Double Patterns Chapter 24 Test Organization Patterns Chapter 25 Database Patterns Chapter 26 Design-for-Testability Patterns Chapter 27 Value Patterns PART IV: Appendixes Appendix A Test Refactorings Appendix B xUnit Terminology Appendix C xUnit Family Members Appendix D Tools Appendix E Goals and Principles Appendix F Smells, Aliases, and Causes Appendix G Patterns, Aliases, and Variations Glossary References Index "

    And in a perfect world, those who produce the best code are the most successful. But in our perfectly messy world, success also depends on how you work with people to get your job done.In this highly entertaining book, Brian Fitzpatrick and Ben Collins-Sussman cover basic patterns and anti-patterns for working with other people, teams, and users while trying to develop software. It's valuable information from two respected software engineers whose popular video series, "Working with Poisonous People," has attracted hundreds of thousands of viewers.You'll learn how to deal with imperfect people--those irrational and unpredictable beings--in the course of your work. And you'll discover why playing well with others is at least as important as having great technical skills. By internalizing the techniques in this book, you'll get more software written, be more influential, be happier in your career.