Demo like a Champ

Selling free software as a solutions architect by demoing the product at the right level to the right audience.

Transcript

1. Demo like a Champ Adam Malone Senior Solutions Architect Acquia Asia Pacific & Japan @adammalone How to sell free software
2. About me ىԭ౯ →Acquia age: 3 →Drupal age: 6 →typhonius most places online →Didn't realise typhonius was a species of toad
3. 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
4. What is a Solutions Architect?
5. What is Solutions Architecture? →Presales →Work with prospects and partners →Help customers understand where Drupal fits →Handle objections →Define solutions
6. Nobody cares
7. Nobody cares about: →Software names →Versions →Code language →Technical terminology →Drupal
8. Nobody cares about:
9. What do people care about?
10. The important things: →Security certifications →Editorial ease →Customer journeys →Personalisation →Content audits →Reuse of content/assets
11. Why?
12. People don’t look for technology
13. People are driven by: →Security certifications →Content audits →Editorial ease →Personalisation →Customer journeys →Reuse of content/assets Safer Faster Cheaper Faster Easier More $
14. People are driven by: →Security certifications →Content audits →Editorial ease →Personalisation →Customer journeys →Reuse of content/assets Risk Reward
15. People look for solutions
17. Organisations don’t look for code
18. Organisations look for solutions
20. I provide a solution (it just happens to use Drupal)
21. The Architect’s sales process →Discovery →Technical Win →Business Win →Contract Negotiation/Signature
22. Discovery →What is your current state and why is it causing problems?
24. Discovery →What is your current state and why is it causing problems? →What does your ideal state look like?
25. 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?
27. The Architect’s sales process →Discovery →Technical Win →Business Win →Contract Negotiation/Signature
28. Getting the Technical Win →Don’t solution too quickly
29. Getting the Technical Win →Don’t solution too quickly →Demonstrating capabilities
30. Getting the Technical Win →Don’t solution too quickly →Demonstrating capabilities →‘So What’ answers
31. Getting the Technical Win →Don’t solution too quickly →Demonstrating capabilities →‘So What’ answers →The ‘5 Whys’ technique
32. We need you to install ActiveMQ on your network 1. Why do you need ActiveMQ?
33. We need a Java Messaging Service 2. Why do you need a JMS?
34. We need to exchange data between Drupal and multiple endpoints 3. Why do you need to transfer data?
35. To synchronise content and users 4. Why do you need to synchronise content and users?
36. 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
37. Prepare for a fight
38. 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
39. The demo
40. 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
41. 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
43. Two demonstrations
44. Say what is possible, not what is actual
45. Questions? @adammalone typhonius adam.malone@acquia.com https://www.adammalone.net https://www.acquia.com ൉ᳯ෸ᳵ