How to be successful in selling and providing development services

1. How to be successful in selling and providing development services

2. Contents • How to be successful in selling and providing development services • Gather which services can be provided by a development agency • Identify which can be your potential target markets • Find ways to reach your potential customers • Examine which can be your competitors and which your competitive edges to deal with them are. • Get some recommendations to make a successful proposal • Learn the best ways to retain your customers

3. Tecnofín • Founded in 1992 to help companies to get into e-Business • 1992 consulting and training services in e-Banking • Banks • Large treasuries • 1996 consulting, training and development services in e-Commerce • 300+ development projects • 1996 MS Site Server Commerce Edition • 2003 Proprietary solution derived from Commerce Edition • 2010 nopCommerce (70 + stores)

4. Tecnofin team

5. Services • Services that can be provided by a development agency • Consulting • Web design • Development and customization • Selling plugins and themes • Hosting and operation • Enhancement and upgrades • e-Marketing

6. … Services • Consulting • Understand the client • Analyze the market • e-Commerce proposal • Recommended strategy and tactics • Marketing plan • Business plan • Implementation calendar

7. … Services • … Consulting • Understand the client and its business • Activity • Size (employees, sales, stores/points of sale/dealers, etc.) • Operation • Products • Market • Target market (B2B/B2C/B2E…, geography, socio-economic, gender, etc.) • Market size (sales, employees, customers, etc.) • Competitors • Competitive advantages

8. … Services • … Consulting • Analyze the market • Market potential: present and future size • Behavior in other countries • Key issues to be successful in e-Commerce • e-Commerce proposal • Products catalog • Functionalities and features • Stock handling • Payment methods and fraud exposure and protection • Shipping methods • Required resources (human, technical , financial, etc.) • Tasks, distribution and organization chart

9. … Services • … Consulting • Recommended strategy and tactics • Marketing plan • Business plan • Implementation calendar • We provide this in a workshop with their top management in five 4 hour sessions (+ 40 hours for research and documentation). We make a 40% discount in price if they later require our development services.

10. … Services • Web-Design • Templates • Clients web/advertising agency or internal designers • Freelance designers

11. … Services • Development and Customization • Customization • Apply design • Configure nopCommerce features • Integrate 3rd party plugins • Develop new features • Develop connections • ERP/CRM • Payment providers • Shipping providers • 3rd party systems

12. … Services • Hosting, maintenance and support • Hosting + Cloudflare • Preventive maintenance (backups, resets, logs cleansing, etc.) • Response to incidents and emergencies (including weekends and holidays) • Protection against cyberattacks • Update servers and platform • Technical support and assistance • Massive products updates • Configurations and settings • Complex tasks • Changes to skin and design • Etc. • Strategic support (marketing, logistics, efficiency, etc.) • Business plan • Implementation calendar

13. … Services • Enhancement and upgrade • New features • New connections • Changes in design • Upgrades

14. Potential Markets By market size Vertical Markets Medium (10 to 1000 employees) Large (+1000 employees) Small (-10 employees) Clothing & Shoes Wholesalers Etc. Florists

15. Potential customers • Ways to reach your potential customers • Website • Powered by Tecnofin • nopCommerce Solution Partnership • Referrals • Hosting, support and maintenance services to your own customers • Alliances with advertising and web design agencies and developers • Google ads • Participate in associations and conferences (as a speaker, with booth or sponsor) • e-Commerce • For specific industries or sectors • Organize conferences and workshops

16. Competition Competitors • Solutionpartners of competing software • IT department • Advertising agencies • eCommercedevelopers • IT developingcompanies • Freelancedevelopers • Freelance web designers • Friends and family Competing Software • ERP/CRM witheCommercesolution • Enterprise solutions • Open sourcesolutions • SAAS solutions • Market places CompetitiveEdges • Specialization • Experience • Developmentabilities • Client portfolio • Show cases • Verygoodproposal • Patience and persistance • Competitivepricing

17. A good and detailed proposal • Sales interview to get acquainted with your client: • Products, markets, operation, payment/shipping methods, etc. • e-Commerce needs • Approximate budget • Proposal: • Within their budget • In line with their needs • Include your own and honest recommendations • Contents: • Understanding of the client and his needs • General business proposal (design; tools for search/navigation, product visualization, operation, payment/shipping, service, etc.). • Cost and timing • Diagram/map of recommended features • Detailed description of all features and services included or not • Implementation calendar • Consulting • Understand the client • Analyze the market • e-Commerce proposal • Recommended strategy and tactics • Marketing plan • Business plan • Implementation calendar

18. ... A good and detailed proposal

19. ... A good and detailed proposal

20. Retaining your customers • Service • Service • Service • Better than expected • Learn what is important to each one of your customers • Help them succeed • Build a personal relationship • Attractive upgrade and enhancement proposals • Assure your personnel is fully committed to service quality and is rewarded accordingly

21. Thankyou