Selling Drupal - Confessions of a Solutions Architect
mtndan
fdemets
Here at DrupalCon, we all the think Drupal is the best thing since wifi. Unfortunately not every prospective customer feels the same way…..yet!
When prospects are looking for a new CMS platform, they could be comparing Drupal with anything from proprietary systems such as Adobe or Sitecore to other open source software like Wordpress or Joomla. How do we differentiate Drupal, but more importantly, how do we elevate the conversation above just a mundane feature comparison exercise?
Our job as Solutions Architects is to get the technical win - for Drupal, for Acquia, and for our partners. In the case of CMS competes, that means getting the Drupal win. In this session, we'll share selling secrets and special "demo-fu" that help our Acquia pre-sales team get the technical win for Drupal in deals, large and small.
Topics we’ll cover include:
- Value selling Drupal
- Knowing your CMS competition
- Presenting effective demos
After this session, you will have a better understanding of how to sell Drupal by focusing on value, not features. You’ll have a better understanding of the competition, and you’ll leave with tools and techniques to take into your next sales calls and demos to absolutely nail the technical win.