1. How to be successful in selling Kentico CMS Wayne Jasek, Account Manager

2. It’s no rocket science!

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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. 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.

9. 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

10. III. Approach for small & large deals What is a typical total budget size for project? How much of that do license costs cover?

11. III. Approach for small & large deals Smaller projects Definition: - Deals below $30K - Rather simple sites - Cost sensitive client - Low awareness of CMS value

12. 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

13. III. Approach for small & large deals Larger projects Definition: - Deals above $50K - Large scale projects - Heavily focused on marketing features - Deep integrations

14. 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

15. IV. Key selling points  Pure ASP.NET  Out of the box rich feature set  Top class support  Extremely flexible  Scalability and performance  References  Affordability

16. IV. Key selling points Who is using Kentico?

17. 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

18. 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?

19. 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

20. More info: Email: Wayne.jasek@kentico.comWayne.jasek@kentico.com Twitter: www.twitter.com/WayneJasekwww.twitter.com/WayneJasek Linkedin: www.linkedin.com/in/WayneJasekwww.linkedin.com/in/WayneJasek WWW: www.kentico.comwww.kentico.com

21. Questions and answers

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