Taco Potze discusses his company GoalGorilla's transition from offering services to developing products. GoalGorilla created the Open Social product to improve user and client happiness by providing higher quality, scalable software. Potze outlines nine factors for successfully creating a product journey, including staying close to your current business, finding a repeatable success story, researching the market, gaining team support, and prioritizing product development. He shares Open Social's sales model and goals to keep clients, employees, and the community engaged through the transition.

1. From offering
Services to Products
Kiev - June 10th, 2017

2. Taco Potze (33)
➔ Industrial Engineering
➔ co-Founder of GoalGorilla (2008)
➔ co-Founder of Open Social (2016)
➔ +8 years in Drupal CMS community
➔ 4 yrs board of Dutch Drupal Association
➔ 5th time in Ukraine, 1st time in Kiev

3. Who are you?

4. Intro: GoalGorilla
❖ Full-service Online Creative Agency
❖ 30 people on staff
❖ Part of Blue Ocean Alliance incl. Lemberg
❖ Clients as Greenpeace, T-Mobile, Dutch government,
United Nations etc.
❖ Goal: be as close to our users as possible

6. Small
projects

7. Large projects

8. Greenwire: 100.000
active users

9. In 2015 (our best year ever),
we decided change our course
Why?!

10. Services
vs.
Products

11. Services
“What can you do for me?”
- Intangible, not scalable
- Pay per hour / month
- Strategy, Design, Development etc.
- Work you will do in the future

12. Products
“What can you give me?”
- Tangible (even digital) and scalable
- Pay per piece or month (SaaS)
- Work you have done in the past

13. Hybrids
- Villa offering services next to rooms
- Service companies offering products as
training, audits, hosting or support etc.
- Product companies offering services
as enterprise support, consultancy or
development.

14. Why sell
products?

15. #happiness
Happier:
❖ Users
❖ Clients
❖ Employees
❖ Companies
❖ Community

16. Our client’s clients expect better web experience.
❖ Increased quality
❖ More innovation
❖ More testing
❖ Better UX/design
❖ Iterative improvements
Happy users
1

17. Happy clients
Our clients want:
❖ Better (out-of-the-box) software
❖ Better Support
❖ Reduce cost
❖ Faster innovations
2

18. Happy employees
Improve conditions for your team
❖ Get paid to work on open-source projects
❖ Better planning means no late night sessions
❖ Focus on larger tasks instead of running all over
the place
❖ More time to make cool quality software
3

19. Happy companies
Increase financial health of your company
❖ Recurring income from happier clients that
stay with you longer
❖ Higher margins
❖ Expand your market
❖ Less dependent due to diverse portfolio
❖ Do more marketing
4

20. Happy Open-Source (Drupal)
❖ Better software: higher quality, more innovation
❖ Attract more clients, developers and companies
❖ Help Initiatives and Drupal 8.x development
❖ Satisfied developers will attract more
45

21. How do we get
there?

22. 9 factors
to create order in
your product journey

23. Stay close to
your business..

24. Success story:
Greenpeace
Community

25. Success story:
Dutch Interactive
Awards 2015

26. Social Business Software by GoalGorilla
+19%
p.a.
Source: IDC market analysis 2015 on
Enterprise Social Networks
Know your market
size and growth

27. Social Business Software by GoalGorilla
Source: IDC market analysis 2015 on
Enterprise Social Networks
Research your
competition

28. Social Business Software by GoalGorilla
Social Software
for
organizations
Software
domain
Target industry
Non-
profits
Government
Intrane
t
Collaboratio
n
Business
process
support
Other
enterprises
Other irrelevant
domains
Unknown
relevant
domain
Initial
target
segmen
t
(~$280M*)
$3.5B in
2019
* Estimated market size ’19, see backup
Source: IDC market analysis 2015
?
?
First user experiences in ‘17
will help to identify other
relevant areas of expansion
?
?
?
?
Think ahead!

29. Create support
from your team

31. Setting up Open Social within GoalGorilla
➔ 10% shares sold through crowdfunding
➔ 10% shares for our employees
➔ Dedicated Open Social dev team
➔ Moved office to TQ incubator
➔ Setup marketing team
➔ Think like a SaaS startup

35. 9 months later..

36. Build, build, build..!!

38. 1. Open-Source Distribution
Open-source community product deployed to their own
hosting choice. No support or maintenance other than our
community efforts. Drupal community is a great lead
generator for our products and services.
1. SaaS Basic
Easy automatic setup, hosting, maintenance, support,
onboarding and additional features by GetOpenSocial.com
for a fixed price of 490 USD/month up to 1.000 users and
990 USD/month up to 10.000 users.
1. SaaS Enterprise
Flexibility for specific organisational needs on top of the
Open Social platform. Our professional services include
consultancy, design, development, support and community
building experts. The SaaS Enterprise fee starts at 2300
USD/month.
Sales model

40. Keep everybody on board
GoalGorilla˙

44. Enjoy the ride!

45. ❖Stay close to your current business
❖Search for a success story you can repeat over and over
❖Check the market (competition, growth etc.)
❖Talk to your team
❖Get your finance together
❖Build build build.. !
9 factors to create order in your product journey:

46. Questions?

47. Thank you for your attention!
@tacopotze
@goalgorilla
@opensocialhq
www.goalgorilla.com/en
www.getopensocial.com