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#87487 (In Topic #17829)

Opinions and help wanted

I've taken the unusual step of not being all private and secretive regarding ocProducts business discussions ;). We have these kinds of discussions within the staff team pretty routinely, but I thought I'd open this up to a wider audience.

0000648: Tell stories, and reach out to big business clients - ocPortal feature tracker

What are your views, anyone got any input?

Probably best to discuss here rather than in the tracker.

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Item has a rating of 5 (Liked by Chris GrahamLiked by FletchLiked by BobSLiked by Jean)  

Non-joined user

To reach out to big business you need to do 3 things:

1.  Get in touch with the Chief Technology Officers, etc., directly by phone - emails will be ignored.  Arrange a 1 hour presentation, and then come to them and present.  Show them 2.  If they're interested, go to 3.

2.  Show them that if they switch they'll get the benefits of Open Source (mainly cost), without losing the benefits of paid for software (customised specifically for them if necessary, outsourceable to a central development team if necessary, good support, training, etc.)

3.  Wine and dine.  Sounds tacky, but it works.  If anyone of importance shows any interest, then discuss it further over a meal.  Pay for everything.  They'll often bring their boss along too, as they get to wine and dine their boss for free, and you'll get their boss's attention. Just remember, everything they say is both fascinating and remarkably insightful.  ;-)

Basically, you have to play the sales game.  If you're not that type of person, then you need to hire someone who is.

Alternative approach - get web designers/developers to use OCPortal.  If they develop using your product, then the (often CMS agnostic) customer is invested in to your system.  This will get OCPortal in use by medium sized businesses without having to actually sell to them.

Again, it's a sales game, but potentially easier, because web design agencies are usually smaller, and might like the fact you're smaller and more personal too.  (So they know their voice won't be drowned out by big business.)  Plus, as you're Open Source, there's no up-front costs for them.
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Community saint

O said

… you need to do 3 things:
… you have to play the sales game.  If you're not that type of person, then you need to hire someone who is.
I may not necessarily 'like' it, but I am not naive either. I suspect this is the 'realistic' scenario!

O said

Alternative approach - get web designers/developers to use OCPortal … Again, it's a sales game, but potentially easier …
For me, a preferable approach, but the 'game' goes on, and it HAS to be played!


Take my advice. I'm not using it!

View my working ocPortal site (version 9.x.x) at Anglo-Indian Portal
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Community saint

O did a great job of summarizing what must be done. It's a real PITA but that is the way the game is played and I speak here from experience both selling software and services.

I will add one thing. If you have had some success with medium-sized businesses or web developers/designers, I'd be sure to post some case studies. This will most likely appeal to other mid-sized businesses but has the potential to open the door to larger accounts.

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