Selling to Developers: Mission Impossible?

Some tips and tricks on how to sell to software developers, based on my experiences with RailsKits.com and Honeybadger.io.

Given at Microconf 2014

Transcript

1. Selling to Developers: Mission Impossible? Ben Curtis / ben@honeybadger.io / @stympy
2. “We will encourage you to develop the three great virtues of a programmer: laziness, impatience, and hubris.” ! Larry Wall, Programming Perl (1st edition)
3. Laziness
   Sell benefits and features
4. Tell me MOAR
5. Impatience
   Remember your audience
6. Common Questions ‣ How long will it take to try? ‣ Do I need to get permission?
7. Hubris
   Time is money
8. Common Questions ‣ Can I build this myself? ‣ How long would it take? ‣ Will this really save me time, or am I going to spend as much time integrating this as I would building my own?
9. speakerdeck.com/stympy Ben Curtis / ben@honeybadger.io / @stympy ‣ Larry Wall: http://en.wikipedia.org/wiki/File:Larry_Wall_YAPC_2007.jpg ‣ Money: http://www.stockvault.net/photo/104657/us-dollars ‣ Menu: http://www.stockvault.net/photo/108392/menu-at-detroit-diner ‣ Woman using computer: http://www.stockvault.net/photo/115011/woman-using-computer Photo Credits ‣ https://speakerdeck.com/macournoyer/the-number-1-job-of-your-sales-page ‣ https://speakerdeck.com/sarahmei/unpacking-technical-decisions-mountain-west-ruby-conf-2014 Other Resources