How to be successful in selling Kentico CMSWayne 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 - Definition of a website- Maintenance & Support- Source Code- Upgrades- Rebranding

I. Kentico licensing

•Kentico CMS–Small Business ($999)–Base ($1999)–Packages ($1499 each)

•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

1 Server Base License for 10 Sites for Multiple Clients $9995

1 Server Ultimate License for 10 Sites for Mutliple Clients $22495

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

• i.e. Which areas could be issue• General:- Awareness of the product- Open source

• Features: - Ecommerce – 6.0- Online marketing – 6.0- Cloud support -6.0

V. FAQ’s you hear from clients

• 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:

• Email: Wayne.jasek@kentico.com • Twitter: www.twitter.com/WayneJasek• Linkedin: www.linkedin.com/in/WayneJasek• WWW: www.kentico.com

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