selling drupal & wem to large enterprises: choose your battles & choose them wisely

Selling Drupal & WEM to Large Enterprises: Choose Your Battles and

Choose them Wisely

Felipe Rubim DrupalCon Munich – Aug - 2012

Oh, Hallo!

• Felipe Rubim• Chief Architect @Ciandt• @frubim• felipe.rubim@gmail.com• Drupal: 4 yrs+

Some Context: Ci&T

It’s official: Drupal has been promoted to the global Enterprise level…

…thus the fight has now been moved to a tougher arena

Battling for the Web CMS Enterprise World

Drupal Sales Team

“Other” Sales Team

What worked in the past may not work anymore – the fight could be unfair

sometimes

You’d need new ways to continue winning those battles

We know they are working in their secret labs

Drupal sales force needs to build muscles, strategies and tactics to take

them on

Understand Drupal’s strengths and weaknesses at

the Enterprise level

Understanding Enterprise Requirements:

Focus on the next level

Understand what is a “large Enterprise”

What is involved

Proprietary Software Model

Several groups involved

Several systems integration points

Fortune 500 companies

Global Reach

Regulated industry

Become a specialist in CMS challenges for the Enterprise

Performance Integration

Multiple Sites Management

I18n/Localization

Support

Hosting

SDLC Process Multiple internal audiences

Drupal in the “Enterprise”

Master what Drupal has to offer to the Enterprise world

Demonstrate Drupal’s tremendous flexibility

Show Drupal’s Innovation rate

Understand what is on the way to continuously improve Drupal

for Enterprise

Improved Content Authoring capabilities

Content Staging Initiative

Configuration Management Initiative

Click icon to add pictureClick icon to add picture

Learn how competitors are

adapting and preparing their

attack

Be aware of the FUDs that are still around

SUPPORT

They may be looking for one throat to choke

Hostage Scenario

Proprietary CMS– i18n, personalization, content services, A/B Testing, Content, SEO

ESB

Comp X …Comp Y Commerce

SSO

User/Business Rules Database

Portal Mobile SiteBlog Site

ESB

Social Media

…

Analytics

Mobile Apps

SaaS/API Services

Consumer Sales Rep Content Editor

Email Marketing

eLearning

Surveys

Innovation Fostering Scenario

Drupal – i18n, pesonalization, content services, A/B Testing, Content, SEO

ESB

Comp X …Comp Y Commerce

SSO

User/Business Rules Database

Portal Mobile SiteBlog Site

ESB

Social Media

…

Analytics

Mobile Apps

SaaS

Consumer Sales Rep Content Editor

Email Marketing

eLearning

Surveys

Rest assured, there is plenty of support available

SECURITY

Security is a concern, as with any other web solution

PERFORMANCE

Performance is doing well, thanks for asking!

Drupal Roadmap influence

Company should get involved in the community

Credits: http://www.myspace.com/154223581

LSD – Large Scale Drupal

Understanding Web Experience Management

Components of Web Experience Management

Multi-Channel Management

Content Optimization

Conversational Engagement

Demand Generation

Do your Pre-Sales 101 and support it

with the Community

CMS Enterprise Pre-Sales 101

Help build a “requirements score” matrix

Understand the business gap

IT

•Total Cost to support•Application Management•Decrease dependency from IT•Cross-brand leverage•Boost ability to innovate•Responsiveness to business demands•That’s impossible to implement!•Approval process and compliance•Let’s reuse assets!

Marketing

•Generate more revenue•Create loyalty and brand awareness•Speed, speed, speed•Really leverage digital•Flexibility, freedom to be creative•IT should not restrict me•IT must be less expensive•After the creative is done, why IT takes so long?!

Build the best strategy for your Drupal sales team

Tailor Drupal to your customer in the demo

Not the plain flavor!

Team up during Pre-Sales

Know when to give up

Drupal failed in requirements score matrix

Wrap up

Drupal Enterprise Sales Team

Drupal Enterprise Sales Team

Questions ?

Questions ?

Bis Später!

Thank you!

• Felipe Rubim• Felipe.rubim@gmail.com• @frubim

Please provide feedback at DrupalCon website:

munich2012.drupal.org/program/sessions/selling-drupal-web-experience-management-large-enterprises-choose-your-battles-and