How to sell SilverStripe in the enterprise and public sector markets - StripeCon EU 2021

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Silverstripe is an amazing CMS framework that competes with the biggest names in our industry. In that presentation, my goal is to convince you of this. I know that being here you are not thinking about Drupal, SiteCore or Kentico but if you have ever talked to clients, they might have challenged you on that statement? Has that happened to any of you recently? So if you still have any doubt, I will demonstrate how we made that statement come true.

Tecnologia

StripeCon EU 2021 / @SylvainReiter
StripeCon EU 2021

StripeCon EU 2021 / @SylvainReiter
Main takeaway
“Silverstripe is an amazing CMS
framework that competes with the
biggest names in our industry.”
Sylvain Reiter, Sept 2021

StripeCon EU 2021 / @SylvainReiter
Together, we transform digital

StripeCon EU 2021 / @SylvainReiter
The story
• < 12-month delivery

• Complex integrations

• Regulatory environment

• 5% uplift in users rating
the website as ‘easy to
use’

StripeCon EU 2021 / @SylvainReiter
How it started…
• “New web CMS solution”

• “Appropriate content
workflows”

• “Security and
performance testing”

• “Staff training”

StripeCon EU 2021 / @SylvainReiter
Sales consideration
“You’ve got to start with the customer
experience and work backward to the
technology. You can’t start with the
technology and try to
fi
gure out
where you’re going to see it.”
Steve Jobs, 1997

StripeCon EU 2021 / @SylvainReiter
Where do you begin?
• Sell a process, not a solution

• Stay open-minded - Silverstripe might not be
right for every project

• Rely on accreditations and previous success
stories from other clients

• Consider everyone’s requirements

StripeCon EU 2021 / @SylvainReiter
Who is selecting the CMS?
• Marketing

• Editorial

• Tech Support

• IT & InfoSec

• Legal & Compliance

• Procurement

StripeCon EU 2021 / @SylvainReiter
Selection criteria
• Editors’ experience

• Publication features

• Security credentials

• Community support

• Total cost of ownership

• Framework extensibility

StripeCon EU 2021 / @SylvainReiter
Highlight core credentials
• Re-usable blocks

• Multi-site capabilities

• Open-source stack

• Community modules

StripeCon EU 2021 / @SylvainReiter
Build trust in the platform
• Set up several demos

• Let the client play with
it for a week

• Reconcile their
requirements against
what they experienced

StripeCon EU 2021 / @SylvainReiter
Now the real work starts…
🎉 🎉

StripeCon EU 2021 / @SylvainReiter
UX deliverables
• Stakeholders & persona
interviews/research

• Content audits

• IA

• Prototypes

• Usability testing

StripeCon EU 2021 / @SylvainReiter
Prototypes to drive the tech specs

StripeCon EU 2021 / @SylvainReiter
Technical specifications
• Content types

• Search logic

• Workflows

• Tracking

• Testing

StripeCon EU 2021 / @SylvainReiter
Accessibility
• Colour contrast

• HTML structure

• DOM elements

• ARIA tags

• Captions

• Forms

StripeCon EU 2021 / @SylvainReiter
Accessibility testing (automated)

StripeCon EU 2021 / @SylvainReiter
Accessibility testing (manual)

StripeCon EU 2021 / @SylvainReiter
Building the CMS
• Page types

• Search engine

• Multi-site module

• Custom integrations

StripeCon EU 2021 / @SylvainReiter
Contributed modules
• Community support for
most user needs
 
• New custom modules
created for this project

StripeCon EU 2021 / @SylvainReiter
Quality assurance
• Document test scenarios upfront

• Manual cross-browser testing

• Automated regression testing

• Load testing before launch

• External security testing

StripeCon EU 2021 / @SylvainReiter
DevOps
• AWS cloud hosting

• Automated CI pipeline

• External pen-test audits

• Cloudflare security layer

StripeCon EU 2021 / @SylvainReiter
Together, we transformed digital
 
 
with

StripeCon EU 2021 / @SylvainReiter
The power of the community
• Run more events

• Build more modules

• Showcase more work

We are all in this together!

StripeCon EU 2021 / @SylvainReiter
Any questions?

Reach out on Twitter
@SylvainReiter

www.cyber-duck.co.uk
Many thanks

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How to sell SilverStripe in the enterprise and public sector markets - StripeCon EU 2021

1. StripeCon EU 2021 / @SylvainReiter StripeCon EU 2021

2. StripeCon EU 2021 / @SylvainReiter Main takeaway “Silverstripe is an amazing CMS framework that competes with the biggest names in our industry.” Sylvain Reiter, Sept 2021

3. StripeCon EU 2021 / @SylvainReiter Together, we transform digital

4. StripeCon EU 2021 / @SylvainReiter The story • < 12-month delivery • Complex integrations • Regulatory environment • 5% uplift in users rating the website as ‘easy to use’

5. StripeCon EU 2021 / @SylvainReiter How it started… • “New web CMS solution” • “Appropriate content workflows” • “Security and performance testing” • “Staff training”

6. StripeCon EU 2021 / @SylvainReiter Sales consideration “You’ve got to start with the customer experience and work backward to the technology. You can’t start with the technology and try to fi gure out where you’re going to see it.” Steve Jobs, 1997

7. StripeCon EU 2021 / @SylvainReiter Where do you begin? • Sell a process, not a solution • Stay open-minded - Silverstripe might not be right for every project • Rely on accreditations and previous success stories from other clients • Consider everyone’s requirements

8. StripeCon EU 2021 / @SylvainReiter Who is selecting the CMS? • Marketing • Editorial • Tech Support • IT & InfoSec • Legal & Compliance • Procurement

9. StripeCon EU 2021 / @SylvainReiter Selection criteria • Editors’ experience • Publication features • Security credentials • Community support • Total cost of ownership • Framework extensibility

10. StripeCon EU 2021 / @SylvainReiter Highlight core credentials • Re-usable blocks • Multi-site capabilities • Open-source stack • Community modules

11. StripeCon EU 2021 / @SylvainReiter Build trust in the platform • Set up several demos • Let the client play with it for a week • Reconcile their requirements against what they experienced

12. StripeCon EU 2021 / @SylvainReiter Now the real work starts… 🎉 🎉

13. StripeCon EU 2021 / @SylvainReiter UX deliverables • Stakeholders & persona interviews/research • Content audits • IA • Prototypes • Usability testing

14. StripeCon EU 2021 / @SylvainReiter Prototypes to drive the tech specs

15. StripeCon EU 2021 / @SylvainReiter Visual design • Align with the brand • Think in ‘blocks’ • Map out all components

16. StripeCon EU 2021 / @SylvainReiter Technical specifications • Content types • Search logic • Workflows • Tracking • Testing

17. StripeCon EU 2021 / @SylvainReiter Accessibility • Colour contrast • HTML structure • DOM elements • ARIA tags • Captions • Forms

18. StripeCon EU 2021 / @SylvainReiter Accessibility testing (automated)

19. StripeCon EU 2021 / @SylvainReiter Accessibility testing (manual)

20. StripeCon EU 2021 / @SylvainReiter Building the CMS • Page types • Search engine • Multi-site module • Custom integrations

21. StripeCon EU 2021 / @SylvainReiter Contributed modules • Community support for most user needs   • New custom modules created for this project

22. StripeCon EU 2021 / @SylvainReiter Quality assurance • Document test scenarios upfront • Manual cross-browser testing • Automated regression testing • Load testing before launch • External security testing

23. StripeCon EU 2021 / @SylvainReiter DevOps • AWS cloud hosting • Automated CI pipeline • External pen-test audits • Cloudflare security layer

24. StripeCon EU 2021 / @SylvainReiter Together, we transformed digital     with

25. StripeCon EU 2021 / @SylvainReiter The power of the community • Run more events • Build more modules • Showcase more work We are all in this together!

26. StripeCon EU 2021 / @SylvainReiter Any questions? Reach out on Twitter @SylvainReiter www.cyber-duck.co.uk Many thanks

How to sell SilverStripe in the enterprise and public sector markets - StripeCon EU 2021

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