Posted 30 Mar 2009
Link to this post
Not all that strange really. While I don't have a 'business case' for the Telerik controls, we do have to 'sell' suites like this to our customers. Usually the best case to make is to show it off. The new web mail demo is a very good thing to show off for example. It looks like Outlook, changes skins on the fly, it is responsive enough and shows off nicely what the suite can do. Albeit that someone from Telerik should state how long it took to create the web mail demo, as that will help a lot.
Several of my customers (we deal with large to ridiculously large corporations (or subsidiaries of these corporations) mostly, but there are exceptions) have purchased Telerik controls based upon a simple presentation of the capabilities (within one of our products or a demo of the proposed product for the customer), in turn we develop the software for them based on the control suite the customer picked in the end.
We tend to pick what suits best for what the customer is looking for and Telerik is not always the right choice (as goes for other suites as well), but 'selling' it to your managers manager shouldn't be too hard, best advice I can give you is to have your manager keep the details to a minimum (the higher the manager, the less detail they want, in general) and, if possible, you do the actual presentation, since your knowledge of the product is most likely of a higher level than your manager. This also gives you the opportunity to 'put yourself on the map' with the higher up manager, which is never a bad thing.
In your case, I would attempt to steer clear of making comparisons between Telerik and other suites, mainly because the information level goes WAY up and can possibly confuse the higher manager as well as 'taint' his judgment based on what exactly is shown. 'Looks' often override functionality with higher up management for example.
The best 'bet' in these cases is always cost, how much money will the company save by using Telerik controls, the less money the company spends, the higher the profit margin when the finalized product is sold. A decrease in development time is a big one here, time is after all money within business. Quantifying the time savings is very hard unless you already have a functional/technical design done for the product to be developed, but as an experienced developer it shouldn't be too hard to give a rough estimate, just be prepared to answer the question 'how did you estimate this?'.