This document provides tips for selling Drupal 8 to potential clients. It outlines key benefits clients care about such as profitability, innovations, cost savings, efficiency and risk mitigation. These benefits are explained in the context of Drupal 8 features like improved security, mobile responsiveness, RESTful APIs, and streamlined development processes. The document also addresses common objections to Drupal and provides an elevator pitch for the platform. Overall, it aims to equip salespeople with arguments for how Drupal 8 can help clients achieve their business goals.

1. How to sell Drupal 8
by Anatolii Pazhyn, CEO at AnyforSoft
Kharkiv, Ukraine
2016

2. Who was incredibly happy
when Drupal 8
was finally released?

3. Who we are?
●
Backend Developers
●
Frontend Developers
●
Project Managers
●
QA
●
Sales
●
Business owners

5. Our Experience
●
Big Drupal 8 project with custom functionality (total 2k hours) almost done
●
Drupal 8 based mobile app (Ionic Framework) almost done
●
Drupal 5 to Drupal 8 migration project in progress

6. How is Drupal 8 doing?

7. We are here. #DriesNote

8. Who are our clients?
●
Digital agencies
●
Design agencies
●
Marketing agencies
●
Large software development providers
●
Retailers and wholesalers
●
Local businesses
●
Governments
●
Our employers

9. What do clients care about?
●
PROFITABILITY ($$$)
●
Innovations
●
Cost savings
●
Efficiency/Productivity
●
Risk mitigation

10. What do they care about?
●
PROFITABILITY ($$$)
●
Innovations
– Faster speed of innovation
– Reduced Cost of Risk
– Running faster with PHP7
– RESTful
– Adaptive design
– etc

11. What do they care about?
●
PROFITABILITY ($$$)
●
Innovations
●
Cost savings
– No license fee
– Faster time to market
– Large number of Drupal providers
– Huge community of bug fixers
– Free updates for new features

12. What do they care about?
●
PROFITABILITY ($$$)
●
Innovations
●
Cost savings
●
Efficiency/Productivity
– Integrated solutions
– Configuration management
– Drupal Console
– Symfony 2 components
– Plugins

13. What do they care about?
●
PROFITABILITY ($$$)
●
Innovations
●
Cost savings
●
Efficiency/Productivity
●
Risk mitigation
– Security
– Better Quality
– Trusted Solution
– Large number of Drupal providers

14. Drupal users
●
Media
●
Government (public sec)
●
Entertainment
●
Higher Education

15. Open Source benefits
●
The more you use open source solution the more valuable it is
●
The more people use it the better it’s going to be
●
You are free to use it
●
Study it: understand what you are using
●
Modify it: fix it, make it better
●
Share it: redistribute, sell, give back
●
More secure: you see what is inside

16. Drupal 8 vs Drupal 7 vs Drupal 6

17. Drupal 8 security

18. Drupal 8 security
●
Twig templates used for html generation
●
Removed PHP input filter and the use of PHP as a configuration import format
●
Site configuration exportable, manageable as code, and versionable
●
User content entry and filtering improved (built in CKEditor)
●
Clickjacking protection enabled by default
●
Automated CSRF token protection in route definitions

19. Drupal 8 features

20. We code as grown-ups now :)
●
OOP
●
Configuration management
●
Symfony components
●
Twig templates
●
We can hire developers from out of Drupal PHP world

21. Drupal 8 features
●
Mobile first admin and editing with responsive tables
●
HTML5 / responsive default frontend
●
Native web-services / RESTful
●
Authoring experience
●
Incremental release cycle
●
Multilingual
●
Views in core
●
Editable admin views
●
Everything is entities
●
Block types

22. Drupal 8 UX
●
WYSIWYG built in (CKEditor)
●
Customize CKEditor
●
Inline Editing
●
HTML5 field types
– Email
– Tel
– Number
– Date

23. Who is excited about PHP7 release?

24. Scalability and speed
●
Precise caching (cache invalidation and cache tags)
●
Client-side caching (HTML5 local storage / session storage)
●
PHP7
●
BigPipe
●
RefreshLess (refreshing only changed parts of the page)

25. Development cycle
●
Faster, predictable innovation cycles
●
New significant features allowed in between major releases
●
Release minor versions on a timed cycle

26. Overcoming Objections
●
Drupal vs Wordpress
– Security, Functionality limitation
●
Drupal vs Magento
– Limited functionality, very slow development, limited community
●
Drupal vs Joomla
– No comments
●
Drupal vs custom solution
– For custom purposes

27. Overcoming Objections
●
Drupal 8 vs Drupal 7
– Yes, initial development could be longer
– Yes, risks in initial estimates could be also bigger (50% vs 30%)
– Developers readiness
– Life cycle of Drupal 8 is bigger (EOL for Drupal 6 as example)
– You will not need to migrate to newer version for years
– Security support
– New features only for Drupal 8
– Performance is better
– Multilingual

28. Drupal 8 is not for everything yet
●
Commerce
●
Organic groups
●
Urgent deadline

29. Elevator pitch
●
Free
●
Powerful
●
Flexible
●
Open Source
●
Community
●
Innovative features
●
Security

30. What do clients care about?
●
PROFITABILITY ($$$)
●
Innovations
●
Cost savings
●
Efficiency/Productivity
●
Risk mitigation

31. Share your Drupal selling tips and tricks!
About me
Anatolii Pazhyn
CEO at AnyforSoft (ex HTML and CMS)
anatolii@anyforsoft.com
https://linkedin.com/in/pazhyn
https://facebook.com/pazhyn
https://twitter.com/pazhyn
https://drupal.org/u/pazhyn
https://facebook.com/anyforsoft
https://anyforsoft.com