Selling in India, a price sensitive market

India is always seen an outsourcing hub; a market where the rates prevail and price sensitivity is at peak. In such a market how can non-indian companies make inroads! Let’s talk about that.

India’s IT competency is very mature and there’s tough competition. However, Drupal is a stronghold in the market and gives serious competition to everyone’s favourite Wordpress (which doesn’t stand Drupal in complex scenarios) in a big way.

In this session we would cover few real case studies sharing a clear roadmap to breakthrough one of toughest market in the world; few of the points we would cover:

• Price first, value later. How do we show value in the early stages.

• Eyeing the innovators; stand out by investing in them!

• Not to compromise the price,

• Position Drupal as an enterprise framework; weed out Wordpress & Joomla.

Few case studies that I’ll reference:

• Indian Marketing head of a global group worth 19 billion euros believed on us to build their digital experience on Drupal; result: organic leads increased by 300%. How did we surpassed the fear ?

• Indian govt wanted to built one of the most trafficked websites in India. How did we convince them to move to Drupal?

• Drupal Commerce is a great piece of software. How about multiple merchants, multiple stores? And how about we start with 1 million SKU’s and 250,000 merchants already in place. Exciting isn’t it.

• 2nd largest online ticketing company in India chooses Drupal over Sitecore. What made them go with Drupal?

With above examples these insights would be available with the audience:

• How to deal with complex purchase process of Indian enterprises? How to handle capex?

• CMO’s language, what made them fall in love with Drupal?

• CIO’s vs CMO’s: when to target whom?

• Pricing in Indian market. How to compete with competitors with low cost proposals? How to sell on premium?

• Meaningful Conversations vs Meetings; what works in India?