selling drupal & wem to large enterprises: choose your battles & choose them wisely
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Selling Drupal & WEM to Large Enterprises: Choose Your Battles and
Choose them Wisely
Felipe Rubim DrupalCon Munich – Aug - 2012
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• [email protected]• @frubim
Please provide feedback at DrupalCon website:
munich2012.drupal.org/program/sessions/selling-drupal-web-experience-management-large-enterprises-choose-your-battles-and