Demo like a champ (DrupalSouth)

Full recording available here: https://www.youtube.com/watch?v=aL8OLNBs3MY

Quite often we're asked to demonstrate the powers of Drupal, yet miss the mark on how to effectively show Drupal's strengths. As developers, it's really easy to get too deep into the weeds and confuse less technical stakeholders whether we mean to or not.

How can we change the focus of Drupal from being about the technology into being about the experience? This session will help you to tailor your demo to the right audience and have you being applicable to developers, marketers, content editors and C-level audiences.

By the end of it, you should be armed with an array of techniques to Demo Drupal like a Champ.

Transcript

1. Demo like a Champ Adam Malone Senior Solutions Architect Acquia Asia Pacific & Japan @adammalone How to sell free software
2. About me typhonius most places online 3.5 years with Acquia 6 years of Drupal Didn’t realise typhonius was a species of toad Demo like a Champ — @adammalone
3. About Acquia Products, services, enterprise support & certification Founded in 2007 >800 employees globally 35 strong in APJ Demo like a Champ — @adammalone
4. 01 What is a Solutions Architect?
5. 01 Presales Trusted advisor Where Drupal fits Spokesperson Defining solutions What is Solutions Architecture? Objection handling Demo like a Champ — @adammalone
6. 01 Nobody cares
7. Nobody cares about… Names Versions Language Jargon Drupal Demo like a Champ — @adammalone
8. Nobody cares about… Demo like a Champ — @adammalone
9. What do people care about? Demo like a Champ — @adammalone
10. 01 The important things Editorial ease Security certifications Customer journeys Personalisation Content audits Reuse of content/assets Demo like a Champ — @adammalone
11. Why? Demo like a Champ — @adammalone
12. People don’t look for technology Demo like a Champ — @adammalone
13. 01 People are driven by Editorial ease Security certifications Customer journeys Reuse of content/assets Content audits Personalisation Safer Easier Reduction of effort Strategic alignment Better experience Governance More $ Demo like a Champ — @adammalone
14. 01 People are driven by Editorial ease Security certifications Customer journeys Reuse of content/assets Content audits Personalisation Risk Reward Prevent $ loss Make more $ Demo like a Champ — @adammalone
15. People look for solutions Demo like a Champ — @adammalone
16. Organisations don’t look for code Demo like a Champ — @adammalone
17. Organisations look for solutions Demo like a Champ — @adammalone
19. I provide a solution (It just happens to use Drupal) Demo like a Champ — @adammalone
20. The Architect’s sales process Discovery Demo like a Champ — @adammalone
21. Discovery What is your current state and why is it causing problems? Demo like a Champ — @adammalone
22. Discovery What is your current state and why is it causing problems? What’s the ‘dream state’? Demo like a Champ — @adammalone
23. Discovery What is your current state and why is it causing problems? What’s the ‘dream state’? What happens if you don’t change? Demo like a Champ — @adammalone
24. The Architect’s sales process Technical Win Discovery Demo like a Champ — @adammalone
25. Getting the Technical Win Don’t solution too quickly Demo like a Champ — @adammalone
26. Getting the Technical Win Don’t solution too quickly Demonstrating capabilities Demo like a Champ — @adammalone
27. Getting the Technical Win Don’t solution too quickly Demonstrating capabilities ‘So What’ answers Demo like a Champ — @adammalone
28. Getting the Technical Win Don’t solution too quickly Demonstrating capabilities ‘So What’ answers The ‘5 Whys’ technique Demo like a Champ — @adammalone
29. We need you to install ActiveMQ on your network 1. Why do you need ActiveMQ? Demo like a Champ — @adammalone
30. We need a Java messaging service 2. Why do you need a JMS? Demo like a Champ — @adammalone
31. We need a to exchange data between Drupal and multiple endpoints 3. Why do you need to transfer data? Demo like a Champ — @adammalone
32. To synchronise content & users 4. Why do you need to sync content & users? Demo like a Champ — @adammalone
33. Because content and users are created on legacy systems and need to be moved to Drupal 5. Could you use a Message Queue like Amazon SQS and Drupal Migrate? … I guess we could … … Demo like a Champ — @adammalone
34. The Architect’s sales process Technical Win Business Win Contract negotiation Discovery Demo like a Champ — @adammalone
35. Prepare for a fight
36. Objection Handling Open source is insecure Drupal is for hobbyists PHP is a poor language choice Drupal 4.7 was ugly AF No support No licensing Drupal has no roadmap Doesn’t include a marketing suite Demo like a Champ — @adammalone
37. The demo Demo like a Champ — @adammalone
38. 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 Demo like a Champ — @adammalone
39. How do we demo? By showing not teaching By taking the customer on a logical relevant journey By holding court With demo tools With pretty sites and slick functionality Demo like a Champ — @adammalone
40. Demo like a Champ — @adammalone
41. Two demonstrations Demo like a Champ — @adammalone
42. Say what is possible, not what is actual Demo like a Champ — @adammalone
43. Questions? typhonius @adammalone www.adammalone.net adam.malone@acquia.com Demo like a Champ — @adammalone