Demo like a Champ
Adam Malone
Senior Solutions Architect
Acquia Asia Pacific & Japan
@adammalone
How to sell free software
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About me ىԭ౯
→Acquia age: 3
→Drupal age: 6
→typhonius most places online
→Didn't realise typhonius was a species of toad
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About Acquia ىԭ Acquia
→Founded in 2007
→Products, Services,
Training, Certification
→>800 employees globally
→35 employees in APAC
Rest of World
APAC
Australia
New Zealand
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What is a Solutions Architect?
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What is Solutions Architecture?
→Presales
→Work with prospects and partners
→Help customers understand where Drupal fits
→Handle objections
→Define solutions
The important things:
→Security certifications
→Editorial ease
→Customer journeys
→Personalisation
→Content audits
→Reuse of content/assets
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Why?
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People don’t look for technology
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People are driven by:
→Security certifications
→Content audits
→Editorial ease
→Personalisation
→Customer journeys
→Reuse of content/assets
Safer
Faster
Cheaper
Faster
Easier
More $
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People are driven by:
→Security certifications
→Content audits
→Editorial ease
→Personalisation
→Customer journeys
→Reuse of content/assets
Risk
Reward
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People look for solutions
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Organisations don’t look for code
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Organisations look for solutions
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I provide a solution
(it just happens to use Drupal)
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The Architect’s sales process
→Discovery
→Technical Win
→Business Win
→Contract Negotiation/Signature
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Discovery
→What is your current state and why is it causing problems?
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Discovery
→What is your current state and why is it causing problems?
→What does your ideal state look like?
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Discovery
→What is your current state and why is it causing problems?
→What does your ideal state look like?
→What happens if you don’t change?
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The Architect’s sales process
→Discovery
→Technical Win
→Business Win
→Contract Negotiation/Signature
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Getting the Technical Win
→Don’t solution too quickly
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Getting the Technical Win
→Don’t solution too quickly
→Demonstrating capabilities
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Getting the Technical Win
→Don’t solution too quickly
→Demonstrating capabilities
→‘So What’ answers
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Getting the Technical Win
→Don’t solution too quickly
→Demonstrating capabilities
→‘So What’ answers
→The ‘5 Whys’ technique
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We need you to install ActiveMQ on your network
1. Why do you need ActiveMQ?
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We need a Java Messaging Service
2. Why do you need a JMS?
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We need to exchange data between Drupal and
multiple endpoints
3. Why do you need to transfer data?
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To synchronise content and users
4. Why do you need to synchronise content and users?
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Because content and users are created on legacy
systems and needs to be moved to Drupal.
5. Could you use a Message Queue like Amazon SQS and Drupal Migrate?
…
…
…
I guess we could
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Prepare for a fight
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Objection Handling
→Open source is insecure
→Drupal is only suitable for hobbyists
→PHP is a poor language choice
→Product roadmap?
→Memories of Drupal 4.7
→Support?
→Licensing
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The demo
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Why do we demo?
→To prove Drupal can meet the required capabilities
→To show off everything Drupal could do
→So the customer can see how Drupal will help their
business
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How do we demo?
→By showing not teaching
→By taking the customer on a logical, relevant journey
→By holding court
→With demo tools (https://www.drupal.org/project/df)
→With pretty sites and slick functionality