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

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 Competing Software Competitive Edges
Solution partners of competing software
IT department
Advertising agencies
eCommerce developers
IT developing companies
Freelance developers
Freelance web designers
Friends and family
Competing Software
ERP/CRM with eCommerce solution
Enterprise solutions
Open source solutions
SAAS solutions
Market places
Competitive Edges
Specialization
Experience
Development abilities
Client portfolio
Show cases
Very good proposal
Patience and persistance
Competitive pricing

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
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. Thank you