Transcript How to be successful in selling Kentico CMS

How to be successful in selling Kentico CMS
Wayne Jasek, Account Manager
It’s no rocket science!
Agenda
I.
Understanding Kentico Licensing
II.
Partner Program and its benefits
III. How to approach small & large deals
IV. Key selling points and possible weaknesses
V. Frequently asked questions you hear from clients
I. Kentico licensing
• How does it work?
- per website
- per server
• General rules and policies
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Definition of a website
Maintenance & Support
Source Code
Upgrades
Rebranding
I. Kentico licensing
• Kentico CMS
–Small Business ($999)
–Base
($1999)
–Packages
($1499 each)
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E-commerce
Advanced
Social Networking
Document Management
–Ultimate
($4499)
• Kentico Enterprise Marketing Solution – 6.0
I. Kentico licensing
Ok, I have a project, which license do I need?
• Example 1
1 Web – 1 main domain, 3 aliases, 3 language cultures
 1 Web Site License only
I. Kentico licensing
• Example 2
1 Web, 1 sub domain pointing to campaign subsite, main
site loadbalanced across 2 servers
 2 Web Site Licenses and 1 Additional license for a
webfarm
• Example 3
3 sites for a single client, all on same server
 1 Server License for 10 Sites
II. Partner Program
• Benefits
- Promotion for your work
- Sales kits, beta versions, webinars, etc.
• Partners and Licensing
- Partners – not listed, 10% discount for all
- Certified Partners – listed, 20% for web, 30 for server lic.
- Gold Partners – toplisted, 30% for web, 40% for server lic.
II. Partner Program
• Multi-Client Licenses
- for partners only
- allow running multiple websites for different client under single
license
1 Server Small Business License for 50 Sites
$5999
$9995
1 Server Base License for 10 Sites for Multiple Clients
$22495
1 Server Ultimate License for 10 Sites for Mutliple Clients
III. Approach for small & large deals
• What is a typical total budget size for project?
• How much of that do license costs cover?
III. Approach for small & large deals
• Smaller projects
Definition:
- Deals below $30K
- Rather simple sites
- Cost sensitive client
- Low awareness of CMS value
III. Approach for small & large deals
• Smaller projects
What to focus on:
 Rapid development
 Ease of use
 Very extensible
 One off payment
 Professional support and strong company background
III. Approach for small & large deals
• Larger projects
Definition:
- Deals above $50K
- Large scale projects
- Heavily focused on marketing features
- Deep integrations
III. Approach for small & large deals
• Larger projects
What to focus on:
 Pure ASP.NET
 Proved, stable solution with great support
 ROI
 Scalability and Performance
 World wide references
 Performance
 User friendly
IV. Key selling points
 Pure ASP.NET
 Out of the box rich feature set
 Top class support
 Extremely flexible
 Scalability and performance
 References
 Affordability
IV. Key selling points
• Who is using Kentico?
IV. Possible weaknesses
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i.e. Which areas could be issue
General:
Awareness of the product
Open source
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Features:
Ecommerce – 6.0
Online marketing – 6.0
Cloud support -6.0
V. FAQ’s you hear from clients
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Why is it so expensive?
Why is it so cheap?
Do I need to pay for license every year?
Why should I use paid software instead of Open source?
Is there a money back guarantee?
Does it support accessibility standards?
Can we add our existing content/modules into Kentico?
Are there any training materials?
Summary
• Licensing per web or per server
• Multi client options for partners
• Solution for any size of projects
• Big brands use Kentico
• Sell:
 Ease of use
 ROI
 Rapid development – save time and money
 Reasonable price
More info:
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Email: [email protected]
Twitter: www.twitter.com/WayneJasek
Linkedin: www.linkedin.com/in/WayneJasek
WWW: www.kentico.com
Questions and answers
Enjoy the Conference!
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