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Francesco Ciriaci   Get Plone To Business!
 

Francesco Ciriaci Get Plone To Business!

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Trust the power of Plone and build the trust in customers, colleagues and friends. Plone is, for many aspects, such a good product that it fails sometimes in presenting itself right. We can do a ...

Trust the power of Plone and build the trust in customers, colleagues and friends. Plone is, for many aspects, such a good product that it fails sometimes in presenting itself right. We can do a better job, of course. The talk will present common communication/sales problems and practices to try to solve some of these problems; through examples and case studies it will try to give arguments and ideas to those willing to spread the Plone word.

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    Francesco Ciriaci   Get Plone To Business! Francesco Ciriaci Get Plone To Business! Presentation Transcript

    • Get Plone to Business! 1
    • A few words before About me About this talk ● ● Requires some – knowledge of Plone... ... not for developers – Business “biased” – About sales – Tries to help solving a – common problem Needs your feedback – 2
    • Summary Very short introduction to ● Marketing – Communication – Sales – Getting Plone to Business (Sales process) ● What's next ● 3
    • Marketing Marketing ● Communication – Sales – Plone marketing is ● Poorly documented – Something we shall improve – But great resources (plone.org, plone.net, forums, ● mailing lists, “web 2.0 style pr”, love.) 4
    • Plone is ? 5
    • Plone is 6
    • Plone is a product 7
    • Getting Plone to Business plone(ISellable).getToBusiness() 8
    • Sales: what could sales be Telling “stories” ● Building trust ● Pretending Plone is something it is not ● Knowledge transfer ● Consulting ● ... ● 9
    • Two main ingredients The Champion The compelling event ● ● 10
    • Main steps 1.Prospecting 2.Demo 3.Proposal work 4.Value proposition and final discussion 11
    • Prospecting 12
    • Be ready, calm and prepared Elevator speech ● Know who you're talking to ● Next appointment ● 13
    • Elevator speech is not easy (1) “Reflab: you don't know what they do, but they do it pretty well.” 14
    • Elevator speech is not easy (2) “Why don't you get a real job” 15
    • Elevator speech is not easy (3) (puzzled face) “... ahhhh, I see. You're a web agency, right?” 16
    • Some hints lot on who you're talking to Depends a ● CM is very “intangible” matter, try to make it more ● physical We're not all “building sites” ● Comparison with other softwares is ok, if “under ● control” Give a reference. ● 17
    • Some Keywords Web web 2.0 Innovation content management Sites Intranet Collaborative framework Zope3 adaptor 18
    • Who you're talking to (1) Pragmatist Innovator ● ● Will not trust you Will support – – Will ask for a Will invest – – smaller (then smaller) Will listen – (then even smaller) project Plone is quite innovative! 19
    • Who you're talking to (2) Consultant/technical CTO profile ● ● Interested in knowing Variable profiles – – more Focuses more on the – Focuses more on the product – framework Wants to go deeper in – Wants to go deeper in – testing You testing the software Plone is a very good product 20
    • ... cool I created some interest Next appointment 21
    • Demo 22
    • Demo... is all about preparation a)General software presentation b)Live demonstration c)Indepth: Q&A d)Larger group demonstration 23
    • General presentation - Overview Overview ● General description – Base functionnalities – Zope – Python – Other nice things that you love (at your own – risk) 24
    • General presentation - MoreInfo Licence ● Roadmap ● Community ● ... something that the person you're ● talking to will love 25
    • Common pitfalls ZODB (historically most famous pitfall) ● Versions mayhem (Zope2, Zope3, Five, CMF, ...) ● Hosting ● (add yours here) ● 26
    • Live demonstration Prepare, prepare, prepare ● Use scenarios if possible (if provided) ● Pre-populate with contents and users ● Take your time, don't rush, stay in the UI ● Starts with the basics ● 27
    • Plone live demonstration tips Leverage the importance of the extra-cool ● super-usable Plone UI Show the “how”, not only the “what” ● Focus on the default not on possible ● customizations 28
    • Q&A time Even more difficult phase ● Very important for trust-building ● Praparation again is important but more difficult ● In depth of strenghts and weaknesses ● Some questions could be (already) about ● market, competitors, references... 29
    • Q&A on Plone tips Do not avoid telling everything about Zope ● Python, if well presented, can be a plus. ● Market and competitors ● Where do Plone rocks? – (not, not on everything, sorry) Which are its main competitors? – References, numbers... (in your head) – Attend all sessions you can during this conference! 30
    • Proposal work 31
    • Proposal work - Do not do it alone! ... write, rewrite, sweat, improve (with ● your staff and the champion) Listen – Train – Improve – Listen – Improve – ... – 32
    • Competitive strategy Requires defined and clear evaluation criteria Frontal Flanking ● ● 33
    • Plone Strategy Tips Default, simple ● Leverage Plone power and flexibility here ● Single solution, not a collection ● Avoid the “all included/not included” trap ● 34
    • Value Proposition 35
    • Value proposition The bigger the project the more formal ● Aimed to the economic buyer ● Focus on ● Metrics – References – 36
    • Metrics examples Time to publish ● SEO ● ... ● 37
    • Building a value proposition for Plone Scarce formal material, yet ● Plone.net helps ● Mostly based on own data and experience ● References are also provider-depended ● 38
    • Then... repeat Final discussion ● Formal purchase order ● Implementation ● ... and repeat. 39
    • Thanks! francesco@reflab.com 40
    • What's next? 41
    • 42 slide nd See more in evangelism ML ● Friendly competition in marketing/sales? ● Support for Marketing ● Q&A 42