Trust the power of Plone and build the trust in customers, colleagues and friends. Plone is, for many aspects, such a good product that it fails sometimes in presenting itself right. We can do a better job, of course. The talk will present common communication/sales problems and practices to try to solve some of these problems; through examples and case studies it will try to give arguments and ideas to those willing to spread the Plone word.
2. A few words before
About me About this talk
● ●
Requires some
–
knowledge of Plone...
... not for developers
–
Business “biased”
–
About sales
–
Tries to help solving a
–
common problem
Needs your feedback
–
2
3. Summary
Very short introduction to
●
Marketing
–
Communication
–
Sales
–
Getting Plone to Business (Sales process)
●
What's next
●
3
4. Marketing
Marketing
●
Communication
–
Sales
–
Plone marketing is
●
Poorly documented
–
Something we shall improve
–
But great resources (plone.org, plone.net, forums,
●
mailing lists, “web 2.0 style pr”, love.)
4
16. Elevator speech is not easy (3)
(puzzled face)
“... ahhhh, I see. You're a web agency, right?”
16
17. Some hints
lot on who you're talking to
Depends a
●
CM is very “intangible” matter, try to make it more
●
physical
We're not all “building sites”
●
Comparison with other softwares is ok, if “under
●
control”
Give a reference.
●
17
18. Some Keywords
Web web 2.0 Innovation
content management Sites
Intranet Collaborative
framework Zope3 adaptor
18
19. Who you're talking to (1)
Pragmatist Innovator
● ●
Will not trust you Will support
– –
Will ask for a Will invest
– –
smaller (then smaller) Will listen
–
(then even smaller) project
Plone is quite innovative!
19
20. Who you're talking to (2)
Consultant/technical CTO profile
● ●
Interested in knowing Variable profiles
– –
more
Focuses more on the
–
Focuses more on the product
–
framework
Wants to go deeper in
–
Wants to go deeper in
–
testing You
testing the software
Plone is a very good product
20
21. ... cool I created some interest
Next appointment
21
23. Demo... is all about preparation
a)General software presentation
b)Live demonstration
c)Indepth: Q&A
d)Larger group demonstration
23
24. General presentation - Overview
Overview
●
General description
–
Base functionnalities
–
Zope
–
Python
–
Other nice things that you love (at your own
–
risk)
24
25. General presentation - MoreInfo
Licence
●
Roadmap
●
Community
●
... something that the person you're
●
talking to will love
25
26. Common pitfalls
ZODB (historically most famous pitfall)
●
Versions mayhem (Zope2, Zope3, Five, CMF, ...)
●
Hosting
●
(add yours here)
●
26
27. Live demonstration
Prepare, prepare, prepare
●
Use scenarios if possible (if provided)
●
Pre-populate with contents and users
●
Take your time, don't rush, stay in the UI
●
Starts with the basics
●
27
28. Plone live demonstration tips
Leverage the importance of the extra-cool
●
super-usable Plone UI
Show the “how”, not only the “what”
●
Focus on the default not on possible
●
customizations
28
29. Q&A time
Even more difficult phase
●
Very important for trust-building
●
Praparation again is important but more difficult
●
In depth of strenghts and weaknesses
●
Some questions could be (already) about
●
market, competitors, references...
29
30. Q&A on Plone tips
Do not avoid telling everything about Zope
●
Python, if well presented, can be a plus.
●
Market and competitors
●
Where do Plone rocks?
– (not, not on everything, sorry)
Which are its main competitors?
–
References, numbers... (in your head)
–
Attend all sessions you can during this conference!
30
32. Proposal work - Do not do it alone!
... write, rewrite, sweat, improve (with
●
your staff and the champion)
Listen
–
Train
–
Improve
–
Listen
–
Improve
–
...
–
32
33. Competitive strategy
Requires defined and clear evaluation criteria
Frontal Flanking
● ●
33
34. Plone Strategy Tips
Default, simple
●
Leverage Plone power and flexibility here
●
Single solution, not a collection
●
Avoid the “all included/not included” trap
●
34
38. Building a value proposition for Plone
Scarce formal material, yet
●
Plone.net helps
●
Mostly based on own data and experience
●
References are also provider-depended
●
38
39. Then... repeat
Final discussion
●
Formal purchase order
●
Implementation
●
... and repeat.
39