While the WordPress community rightly celebrates powering > 24% of the web, Enterprise customers have a drastically different perspective. How can we more effectively sell Enterprise clients on the benefits of WordPress, without losing the ease of use and simplicity that has made WordPress great?

1. WO R D P R E S S A N D T H E
E N T E R P R I S E D I S C O N N E C T
O C TO B E R 3 1 S T, 2 0 1 5
@jeckman • #wcnyc
https://www.youtube.com/watch?v=hnDtQAjYhRQ

2. @jeckman • #wcnyc
http://trends.builtwith.com/cms
@jeckman • #wcnyc

3. @jeckman • #wcnyc

4. @jeckman • #wcnyc

5. @jeckman • #wcnyc
Automattic appears significantly less than other vendors
. . . where key scenarios require integration with other
enterprise systems . . . some customers are cautious of
the complexity — and quality — involved in employing . . .
third party components.
The downside of WordPress' usability and accessibility is
. . . content sprawl and reduced governance.
WordPress' simple elegance suits organizations with
simple requirements, but the innovative aspirations of
many enterprises . . . require more innovation and
sophistication. WordPress lags behind . . . in areas such
as context awareness.

6. @jeckman • #wcnyc
http://jboye.com/blog/wordpress-the-most-used-cms-in-the-world-and-still-not-good-enough/

7. @jeckman • #wcnyc
“Despite all these apparent strengths, very
few organisations consider WordPress as
an option when they go through a CMS
selection exercise. Large and complex
organisations seem to mostly ignore it.”
http://jboye.com/blog/wordpress-the-most-used-cms-in-the-world-and-still-not-good-enough/

8. W H O A R E E N T E R P R I S E
C U S TO M E R S ?
O R G T Y P E :
• Large for-profit
companies
• Well Funded Non-
Profits/NGOs
• Government
• Education
B E H AV I O R :
• Scaling Processes and
technology
• Multilingual / multisite /
complex org structures
• Significant infrastructure
• Many integrations
@jeckman • #wcnyc

9. @jeckman • #wcnyc
W H Y D O W E WA N T T H E M ?

10. N O, R E A L LY
• Impact
• Innovation at scale
• Long-term predictable
relationships
• Open Source value
exchange
• Customers with money but not
time
• Users with time but not money
@jeckman • #wcnyc

11. @jeckman • #wcnyc
S E L L I N G TO E N T E R P R I S E
C U S TO M E R S

12. @jeckman • #wcnyc
A N A LYS T S

13. @jeckman • #wcnychttp://www.emailvendorselection.com/omg-your-rfp-is-killing-me/

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N E G OT I AT I N G W I T H B I G G E R C O.
https://www.flickr.com/photos/miguel77/5541356248/

16. @jeckman • #wcnyc
H OW C A N W E W I N I N
T H E E N T E R P R I S E ?

17. https://www.flickr.com/photos/jonesggallery/433534597

18. https://www.flickr.com/photos/zoonabar/5333818971

19. @jeckman • #wcnyc
- T O N Y B Y R N E , R E A L S T O RY G R O U P
( 2 0 0 4 )
“Vendors often report little interest in
usability among prospects and buyers
beyond the basic authoring interface.
We don't believe that. The problem
remains that end-users are too often
shut out of buying decisions.”

20. @jeckman • #wcnyc
L E T ’ S N OT LO S E W H AT M A K E S
WO R D P R E S S G R E AT I N S E A R C H O F
M A K I N G I T “ E N T E R P R I S E F R I E N D LY ”

21. P H I LO S O P H Y- D R I V E N
D E V E LO P M E N T
• Out of the Box
• Design for the
Majority
• Decisions, not
Options
• Clean, Lean, and
Mean
• Striving for Simplicity
• Deadlines are not
Arbitrary
• The Vocal Minority
• Our Bill of Rights
@jeckman • #wcnyc

22. @jeckman • #wcnyc

23. A D D R E S S B U S I N E S S I M PAC T
• Using the prospect’s
language, not insider terms
• Telling the business story
• White papers, case studies,
slide decks, videos
• Outside the WordPress
bubble
http://www.alphasandesh.com/blog/how-to-use-relevant-content-in-your-email-marketing/
@jeckman • #wcnyc

24. I N F LU E N C E T H E A DV I S O R S
@jeckman • #wcnyc

25. I N F LU E N C E T H E A DV I S O R S
@jeckman • #wcnyc

27. john@10up.com
@jeckman
johneckman.com
openparenthesis.org
goatless.org

28. @jeckman • #wcnyc