Crossing the Drupal Shop Chasm
johnkennedy
Crossing the chasm between small development shop and medium-sized agency can be treacherous. After working with a number of digital agencies, systems integrators and Drupal shops I have observed a few important strategies in this process. Many past sessions of this type have focused on operational functions and/or culture. This talk will specifically focus on the sales process.
What this session will not cover:
- How to run a drupal agency
- How to build a product company
- My Drupal agency story (not this time)
- A development / project management methodology
This session will cover:
- The Drupal Shop chasm and why it exists
- 5 redacted rate-cards and their significance
- How to make your most difficult customer an engine of growth
- How to reliably get the technical win before the sale
- A successful approach to new territory expansion in EMEA
- The structure of a healthy project pipeline
- Bonus Topic - Why you should hire a “Sales Guy” (and how)