“Hello”

Wow! Statement: Core Value Proposition

“Okay, what do you mean by that?”

We’re a company that ... fill in with what your
company does as it relates to OutSystems
3 major capabilities:
...with “building block” integrations in any combination needed, like
It integrates everything... SAP, Oracle, Salesforce, Sharepoint, Box, Twilio, NetSuite, etc.
...in a low- or no-code visual ...that automates the time-consuming, mundane stuff like
dev environment... queries, scripts, API calls, aggregating and manipulating data
...that makes change easy ...with lifecycle management and automated deployment, plus
for the lifetime of the app. performance monitoring, built-in user feedback tools, and more.

“So, exactly what types of apps are we talking about?”

Build high-performance mobile apps with great UIs Manage complex workflows and business process,
using device sensors (GPS, cameras, etc.) specifically tuned to your exact needs, by role,
...Like Charles River, who just won a 2014 Mobilize within your enterprise
Award (over Delta & Airwatch) for apps that ...Like Intel, who spend $100M annually supporting
connect mobile workers directly to customers, a their chip sampling program; they are using
Mobile Apps game-changing competitive advantage Workflows OutSystems to modernize
...even modern Front Ends
CRM, ERP, contact center
Quickly create or re-do consumer-, partner-, or Build secure, custom business dashboards that apps - and more - many
employee-facing portals that plug into existing work perfectly on any device using complex data customers, like X, Y, and Z
back-ends, and work great on every type of device constructs and logic use OutSystems to define
...Like HP, who evaluated 40+ vendors in several ...Like Fidelity - even though they already have a employee-facing interfaces
product categories, and are now re-building their dashboard tool (Tableau), OutSystems gives them to their back end systems of
Portals partner capital leasing portal in OutSystems Dashboards the sophistication, speed and flexibility they need record

“Are you a services company?”

Insert elevator pitch for your company at this point
Conversation Kick-starters

CAS E S TU D IE
S

• Sample case study Company X

• Solution highlights
“We develop” • Value realized by the
“We don’t develop”
customer Excellent! Almost a third of our customers
“Everyone says they’re fast... how fast?” are in the same situation!
True! With OutSystems, we are talking multiples faster,
customers build complex apps more than 4X faster, like... “We hire an SI or dev shop to build for us”
Our customers tell us they are delivering apps up to ten times Are you „held hostage,‟ OutSystems apps are visually
faster than they were before... (4X is just the dev, 10X is only the vendor knows built and self-documenting;
everything - full application lifecycle automation) how it„s built or how it knowledge transfer is easy
works?
Not only is it faster to deliver the first build, but many of our Change is easy & fast, many
customers have a 4-8 week cadence for regular updates, Do you spend a ton of customers publish updates
some as low as 1 and 2 weeks money on “scope creep” every 4-8 weeks, or less
and change orders?
No lock-in! Outputs standard
Did the vendor build your .NET and Java, and fosters
app using software you don‟t collaboration via the cloud
have or know how to use?
“We already use to develop”
“We don’t have developers...”
This is dramatically different, far simpler and faster than
cobbling things together - let me prove it to you... Do you have people Even basic knowledge of
that manage your web Javascript and/or SQL is
Are you completely satisfied with the tool‟s ability to help
site or Sharepoint? enough for real, custom apps
you meet your schedules, on-spec?
Do you usually just off- There‟s really no need to any
Does scope-creep from management derail your schedules? shore this kind of work, or more; are you happy with
Are you - and your internal customers - satisfied with your outsource it entirely? turnaround times and costs?
ability to keep up with the speed of business? e.g. feature Is that because your That‟s fine! Our cloud-based
requests, change orders, user complaints, etc. needs are actually very solution grows with your
simple? needs, it‟s low-cost & low-risk

“We’re not doing mobile” “We usually buy software off the
You use mobiles, of That used to be the case, but Isshelf...”
it because it‟s With OS apps; you get exactly
course, but is supporting with OS, the “extra work” to inexpensive and “good what you want, custom, often
mobile too impractical? deliver mobile apps is trivial enough”? for less than pre-packaged

Do you lack the time or
resources to tailor to
mobile? Or can‟t afford
mobile devs?
Do you just target
desktops, because that‟s
what your people mainly
use?
You can have a “real” iOS and Does your partner/SI or
Android apps with no special- in-house team just
ized, mobile-focused coders customize it for you?
Would they use mobiles if they Do they build using
could? What about your most software you don‟t know
important customers: execs? and would have to buy, if you
“took over”?
If the team has skills enough to
customize an app, they can
use OutSystems Platform
No lock-in! Outputs standard
.NET and Java, and fosters
collaboration via the cloud

speed ROI/cost integration mobile

H O W TO COUNTE R H O W T O COUNTE R
“MODE R N S PE CI ALI S TS ” “LAG GI N G G IANTS ”
Close for Demo/Discovery
Common Themes: Direct competitors; if any of these are in play, the prospect is Common Themes: Indirect competitors; the “big guys” all have an agenda,
open to a new approach and unfamiliar vendor, so OutSystems deserves a look; if which is to expand their sales footprint into current accounts; their solutions
a prospect likes any of these, there‟s a good chance they will love us. always favor their own expensive monolithic apps and lock-in is generally
assured.
Winning messages: We‟re of similar purpose, but better; faster and no lock- Winning messages: We‟re Purpose-, not Product-focused, Flexibility, Lower
in Cost

Integration is MUCH easier with
OutSystems; ask to see a demo of
integrating an external database,
they‟ll avoid showing this in a
demo or PoC; we can show it
being done in minutes
Has a proprietary software
stack; anything you build, you‟ll
have to pay Mendix for life to
change- you‟re locked in
Mendix is tuned for single,
one-off apps, we allow you to
centrally manage (and
troubleshoot across) entire
portfolios of apps
If you‟re looking at Mendix,
please let us do a head-to-head
PoC
If all your skillsets are
Javascript, it‟s a good
collections of pieces that you
can wire together...
But it‟s still hand-coding (in
Eclipse), it‟s just different;
OutSys- tems is a different
approach entirely; it‟s rapid
visual dev
And then you end up glued to
them, because they have their
own proprietary syntax similar
to CSS and XML
They claim a “40% improvement”
in speed; our customers - big
ones, with very complex apps -
tell us they got a 4X speed
improve- ment with half the
Is a clever idea, but everything
revolves around their
proprietary interpreter, so
you‟re stuck with Kony for life,
strong lock-in
Mobile-focused, the web is a
second-class citizen; only
feasible for simple web stuff,
whereas OutSystems delivers
optimized, responsive HTML5
It‟s a complex, disjointed set of
software tools and usually 2X
of our pricing that shows
Kony‟s consultancy heritage
Not really dev-oriented; Kony is
offshoring-focused; 85% of its
workforce is in India
W ORKLI GHT
It‟s got a similar set of building
blocks to many out there, but
ultimately, it‟s similar productivity
to hand coding (PhoneGap +
HTML5)
Sure, they‟re eager to bundle it or
give it away to get you onboard,
but it gets very expensive fast as
deployments grow
It‟s only fast for simple database
stuff; any complexity requires
hand-coding in Java
Disjointed collection of software
tools, still requires varied
skillsets, and is XML-based
integration, so less control and
flexibility
It‟s SAP, so still hand-coding
centric and heavy lifting;
simplifies some coding, and of
course there‟s an SAP agenda of
lock-in: builds only on SAP SDK;
no standards (.NET or Java)
It‟s OK if you‟re entirely smart-
phone-focused, UIs for tablets or
web UIs are more work by hand
For complex, data-centric apps,
troubleshooting is key, no depen-
dency or change impact analysis
as apps are built, and there‟s no
perfomance monitoring
No visual modeling; knowledge
transfer and collaboration is
difficult
If your whole business revolves
around Salesforce, it‟s good, but
weak for external integrations
Of course, Saleforce‟s agenda is
lock-in; scripting is proprietary,
simple stuff is simple, but
complex is dramatically more
difficult
That same agenda means that
integration is limited to their
APIs; can‟t extend w/ Java or C#
Designed for their CRM data
model and app; limited
flexibility, and cloud only; no on-
premises option
Maintenance and re-factoring of
large apps is a nightmare; w/OS