Partner Day at DrupalCon Sydney

Partner day Sydney 
 

February 5th 2013

@josephwykes joe.wykes@acquia.com

Acquia head ofﬁce !
earlier this week!

!
!
!
What greeted me on Sunday!

Picture form joe’s phone of Chris in Boston in january
explaining the territory to me, drawing map of australia.!

Chris outlining the Asia
Paciﬁc Japan region

Agenda!
•  1:00 - 1:30 PM: Welcome and Partner Program Update presented by Joe Wykes, VP of
Channels, Acquia!
•  1:30 - 2:00 PM: The global picture of Drupal (Joe Wykes)!
•  2:00 - 2:15 PM: Q&A / Break / Networking!
•  2:15 - 3:00 PM: APJ Business Overview with Chris Harrop & Chris Hemberger!
•  3:00 - 3:15 PM: Acquia Partner Certiﬁcation (Joe Wykes)!
•  3:30 - 3:50 PM: Acquia Commons 3.0 (David Peterson)!
•  3:50 - 4:15 PM: WEM (Chris Harrop and David Peterson)!
•  4:30 - 5:15 PM: Acquia Cloud & Acquia Network demos (David Peterson)!
•  5:15 - 5:30 PM: Free Dev Cloud for Partners (Joe Wykes)!
•  5:30 - 6:00 PM: Closing remarks / Q&A!

!
!
!
To revolutionize !
the creation and growth !
of extraordinary web experiences !
the open source way !
!
!


Inside Many 
Large
Organizations,  
the Web Is
Broken!

• Disparate systems
• Duplication of content
• Fragmented experiences
• High cost to manage
• Not scalable


Customer demand
integrated
experiences!

2013 Strategic objective!

!
!
!
Enabling partners to succeed!
! !!
! !Enables customers to succeed!
!
!Enables Acquia to succeed!
!


Building a great business together !

•  Common Growth Goals!
- Expand the Drupal market!
- Deepen account relationships!
- Develop vertical solutions !
- Geographic Expansion!

•  Investing in Acquia channel team & ﬁeld sales!
- Compete & Win against Adobe, SiteCore, Jive, Oracle etc!
- Help grow the size of the deal !
- Provide support during sales cycle !


•  High res picture of rainforest bustling with life – an eco-
system!

A vibrant eco-system
for extraordinary
websites

Technology Digital
Companies/ Marketing
ISV’s
Agencies

Systems Web
Integration Development
companies
companies


Flexible, Open, Freedom

!
Mobile Social! Email Community Video!
Primary !
application! FB/Twitter! campaign! site! portal!
site!

Measurement and reporting

Integrated content store (local + aggregation)

Rich media assets
User generated   CRM
Feeds
Marketing
content
automation


Program levels !
•  Ready Partner (570 members)!
-  Open to all!
-  Automation via Partner Portal!
-  Channel Marketing Programs!

•  Enterprise Partner (30 members)!
-  Eligible based upon product certiﬁcation & sales performance!
-  Dedicated sales & marketing support; business plan & QBRs !
-  Inclusion in Acquia opportunities!

•  Enterprise Select Partner (18 members)!
-  By invitation only (sales; global reach; expertise; contributions)!
-  Executive sponsorship; strategic planning!
-  Prioritized involvement in Acquia opportunities!


Partner program principles!

•  Partnerships need to be bi-directional!

•  Business model alignment!

•  Product alignment!

•  Risk mitigation!

•  Increased margin!


Program beneﬁts!
•  Products to remove complexity, !
minimize risk & increase margin!

•  Marketing activities!

•  Training & enablement!

•  Sales & business development!
!
!


Things to do immediately!

•  Partner proﬁle !
- https://www.acquia.com/partners/showcase/partnername!
!
•  Discover the partner portal and give us feedback!
- https://www.acquia.com/partner/portal/products/open-wem !

•  Complete the Learn, Try & Sell enablement training
sessions https://www.acquia.com/partner/portal/overview !

•  Work with us on account pursuits!


The global picture of Drupal

February 5th 2013


Drupal is the Largest  
Open Source Project in the World!

Open source, web phenomenon

Market Presence 1,500,000+ sites
Global Adoption 228 countries
Extensive Capabilities 16,000+ modules
Broad Community 800,000+ members
Active Development 17,000+ developers

2X the size of Linux developer community

Drupal Adoption in Key Verticals!

7 of top 8! 24% ! 71 of top 100!
Of media websites ! of .gov websites ! universities!

Momentum in life sciences, high tech,
healthcare, financial services


Drupal Adoption in Key Verticals

5 of the Big 6 US media companies
11 of the top 18 US media brands
71 of the top 100 universities worldwide
3 of the top 3 global music companies
130 nations using Drupal for Gov websites
2 largest global pharmaceutical companies
Momentum in education, government, media,
hi-tech, healthcare, non-proﬁt, ﬁnancial
services


The innovators solution – open source

•  Technology moves too fast for
companies

•  Companies want the freedom to
innovate

•  “Roadmap Prison”
•  Faster time to market via
assembly of modules

•  More ﬂexibility .. Want a slightly
diﬀerent behavior … you can
ameliorate with a partner

•  Better total cost of ownership


Acquia Delivers a Global  
Open Cloud Platform for Drupal

DRUPAL!

Acquia Digital experiences, !
Cloud
delivered as a service in the cloud!

Acquia Delivers a Global  
Open Cloud Platform for Drupal

DRUPAL!

Acquia delivers:!
•  Web, mobile, social and commerce applications!
•  Application management suite with expert support!
•  Highest performance Drupal cloud, around the globe!

250 +!
Warner Music Group!
artist websites running
on Acquia Cloud!

400%! !
Increase in site visitors
on night of awards

60%! !
Reduction in hosting
operations costs

100 +! websites migrated to

!
a single, integrated !
digital platform

30K!
Concurrent visitors
!
during Hurricane Sandy

10,000,000!
signatures in past year!

22!
hospital campuses
integrated into!
!
one digital platform

Acquia Customers!
Media! Entertainment! Public Sector! Higher Ed!

PROPRIETARY AND CONFIDENTIAL - do not redistribute

Acquia Customers!
High Tech! Pharma / Healthcare! Financial Services! Others!

PROPRIETARY AND CONFIDENTIAL - do not redistribute

Thank you!
!
Any questions?!
!
!
!
15 minute break!


APJ Overview

Chris Harrop, Regional Director

February 5th 2013

APJ Team, March 2012

“Chris”

“Chris”

“Chris”

APJ Team, less than 1 year later

What have we been doing?!

Joined
Acquia
Limited
Drupal

Improve
inbound
resource

Acquia
messaging

leads

Met
with
customers

Reviewed
all
leads
in
SFDC

Some
bad

experiences

Met
with
partners

No
widespread

Met
with
Drupal
A>ended
User
Group
Meet-‐ups
enterprise

community
leaders

adopDon

Reviewed
APAC
crawler
Improve
enterprise

accounts
Singapore

Met
with
opportuniDes

Acquia
on-‐boarding

Data
sovereignty,

latency
(Acquia

Search)

April
May
June

18k+ 800k+
modules

members

Pinterest hits New Drupal module 15 Drupal sites go live
10M unique visitors created for website with
Users “pinned” images Pinterest integration

February 2012 March 2012 April 2012

[!start!!]!

The
Enterprise
Guide
to
Drupal
Learn!

Build!

Deploy!

Operate!

[!enterprise !
deployment! ]!

[!start!!]!

Learn!
“Partners

Partners

Build!

Partners”

[! ]!
enterprise !
deployment!

[!start!!]!
Internal hardware
Learn!

Build!

•  Management of entire Drupal stack!
•  Drupal-tuned runtime environment!
Deploy!
•  Single server or high-availability, fully
redundant architecture!
•  Keeping the Drupal site live rather than just
monitoring the O/S and server uptime!

!

[! ]!
enterprise !
deployment!

Acquia Cloud Regions

Acquia
Cloud
Regions

Enterprise-class 24x7 Support
[!start!!]!

Learn!
•  Experienced Drupal customer support specialists
•  Follow the sun support team
•  Phone, email, web ticketing
•  Unlimited tickets
Build!
•  Unlimited hours per ticket
•  1 hour critical SLA response time
•  Custom modules supported
Deploy!
•  (Managed Cloud) Server management
•  Advisory Hours
Operate!
•  Module security updates
•  Lightweight site changes
[! ]!
enterprise !
deployment!

[!start!!]!

Learn!
•  Articles
•  FAQs
•  Podcasts
•  Webinars
Build!
•  Videos

Deploy!

..and don’t forget
Operate!

Acquia Forums
[! ]!
enterprise !
deployment!

[!start!!]!

Learn!
•  Acquia developed tools

Build!
•  Subscriptions to useful 3rd party tools

Deploy!

Operate!

[! ]!
enterprise !
deployment!

Driving our APJ business!

•  Inbound
interest

•  Partner
referrals

•  Outbound

•  Account
management

Inbound interest!
Total Australia Singapore NZ

Q2 896 182 12 30
Q3 980 228 26 46
Q4 1236 203 53 34

•  Drupal
adoption

•  Acquia
brand
awareness

•  Webinars

•  Events

•  PR

•  Case
studies

Partner referrals!

•  Referral
fees

•  Working
together
to
win
new
enterprise
accounts

•  Architecture
support

•  Commons

•  WEM

•  Tenders

•  Acquia
managing
the
complexity
of
supporting
large

enterprise
accounts

Outbound!

•  Cold
calling

•  Generating
meetings
for
Chris
Hemberger

•  9,500
Drupal
sites
in
APJ

•  Target
verticals

•  Target
solutions

Account management!
Microsite

Intranet

Corp-com
site Microsite

Main
Website Product
Site Community
Platform

Main
Website

Working with the APJ team!

Whitepapers

Cold
calls
Tender
responses
Drupal
architecture
advice

Acquia
information

WEM
demo
Resource
sharing
/
ﬂexing

Proposals

Events
Hosting
speciﬁcation

Competitor
intelligence

Commons
demo

Sales
calls
Training
Gartner
&
Forrester
Reports

Partner certification

February 5th 2013


Acquia certiﬁcation!

•  Increased enquiries by Customers and Partners !

•  Signs of quality issues are surfacing which effect all of us!

•  An opportunity for differentiation!

•  An opportunity for endorsement!


What’s inside!
•  Desktop development!
•  Version control and collaboration strategy!
•  Deployment, testing and continuous integration!
•  Mastering Acquia network services: !
- Search!
- Insight!
- SEO grader!
- Performance monitoring!
- Load testing.!
- Translation services!
- More…!


Format!

Live test with
8hrs video,
instructor
classroom,
Interactive
On/oﬄine chat
scenario
instructed
based
training
assessment

Hands on
Online exam
practice

Multiple choice
Mentored
+ subjective
trials


Benefits of certification!

•  Preferred partner status with Acquia!

•  Best practices in application lifecycle management!

•  Streamlined relationship with Acquia PS and Support!

•  Access to beta products and certified partner
communications!


Acquia Commons & web
experience management,

David Peterson, Solution Architect

February 5th 2013

What is WEM?!

Web Experience Management

“Digital Experience Management. Organizations today strive to have
consistent, integrated online experiences, across all channels - web,
mobile, and social - for all stops on the buyer's journey. But delivering
integrated digital experiences that drive desired results can be extremely
challenging.”

“Demystifying Web Engagement Management”

“Digital experiences made easier.
Delivering digital experiences that translate seamlessly between
smartphones, tablets, and the desktop is a challenge…”

“It enables organizations to target segmented users and deliver dynamic,
personalized and contextual rules-based content, measure customer
sentiment, and provide consumable information across every digital
interaction.”

“Web Experience Management enables marketers and business users to easily
create and manage contextually relevant social and interactive online experiences
across multiple channels on a global scale to drive sales and loyalty.”

“To connect with consumers and to influence their
purchasing behaviors, marketers are now forced to deal
with dozens of channels and engagement methods.
Managing all of this is incredibly complex and time
consuming”

Inside Many Large Organizations, the Web Is Broken

Microsite Microsite
Microsite
Intranet Intranet
Landing Page

Web Content
Microsite
Blog Microsite
Social
Management
Landing Page
Blog Business
Community
platform
Event site Software
Main website Extranet
Corp-com
site Microsite
Corp-com Wiki
Extranet
site Community
platform

Media Event site
Media gallery Product
gallery site
Main website Wiki
Promotion

eCommerce
Product
Microsite site
Ecommerce site
site
Promotion Microsite

eCommerce

Integrated Experiences for the Digital Consumer
Foster self-organizing
collaboration across
Deliver targeted promotions to
customer segments / groups
refined customer segments

Deliver campaigns
Create community
across channels
websites and media
Leverage rich media
to deliver immersive Connect and create
experiences and loyal brand advocates
campaigns on mobile apps and
owned media
Drive conversion rates
through personalized content

Leverage user generated
content including comments Optimize online shopping
or ratings about products across channels and devices

Embrace digital Offer clear guidance Engage in the selection/
engagement in store about products shopping conversation across
environments and services channels (forums)

Marketing is now Digital Marketing
“CMO and CIO:
A Beautiful
“Marketers: Digital Offers “Why Web Experience
Friendship?”
us More for Less” -The Buzz Bin
is a Marketing Must”
- Ad Age - CMO Magazine

“Content Marketing
“Marketers Must
belongs in…Marketing” “Creating a Winning
be Technologists” - Social Times Web Presence”
- Balihoo - MarketingProfs

“B2B Sales and
“Landing Pages 3.0:
Marketing
How content and
Lack Tools
context
for Effective
plays a more
Selling
meaningful role”
Conversations” - Search Engine Land
- MarketingProfs

WEM Drives Real ROI 55% of consumers felt
positively when companies responded
to a social
Tablet visitors spend media posting.

Companies
over 50% more
that change content than visitors who use
based upon visitor smartphones, and
behavior
over 20% more

than visitors who WEM + DAM
use desktop or
laptop computers. is a powerful combination to

148% translate online marketing
strategies that are measurable
return on marketing and repeatable.
investments
‣ Customers who are fully engaged
63% represent an average 23% premium
in terms of share of wallet,
current profitability, revenue,
growth in and relationship growth.
revenues

So, what’s our story?!

OpenWEM

This complexity, speed and constant change is perfect for
Open Source

This complexity, speed and constant change is perfect for
Open Source
Open
Open SaaS Productivity
Freedom from vendor
Lowest solution TCO
lock-in and maps marketing
and the fastest learning
spend to marketing success
curve amongst developers
AND Digital Marketers.

Open
Development Open Ecosystem
Realtime innovation offers Your trusted partners drive
the fastest time to market customer success and
for new web services/ reduce risk with support for
campaigns. 100% of your solution.

Open Context Open Architecture
Data centric approach enables
multi-channel engagement and Marketing is empowered to embrace
contextual delivery across the right tools to meet unique
systems. business requirements.

OpenWEM embraces the Open Web

OpenWEM allows customers to
embrace their digital future by
leveraging the principles of the
Open Web:!
•  Open culture and community of developers!

•  Open APIs to leading best of breed
engagement tools!

•  Accelerated innovation with Open Source
Development!

•  Responsive design mobile best practices!
Forrester: Embracing the Open Web: January 2012

What is OpenWEM?!

1) A new Acquia Product Suite or Family of products?
No, OpenWEM is not a new product or suite of ý
products

2) A high level messaging umbrella for Acquia
Solutions for Digital Engagement?
Yes, OpenWEM is an Acquia initiative for delivering
amazing yet simple digital experiences across a
✔
unified platform for content, community, and
commerce on the Open Web.

Drupal Delivers Rich, Integrated Experiences

Microsite

Intranet

Corp-com
site Microsite

Main
Website Product
Site Community
Platform

Main
Website

Acquia Cloud & Network

David Peterson, Solution Architect

Acquia Cloud free tier


Currently available: www.acquia.com/free!

Acquia Free Trial – Launched in private beta!

What is it?!
•  No Credit Card required, no end date.!
•  Includes:!
- 30+ Acquia Insight Alerts!
- Up to 25,000 searches per month with Acquia Search!
- Access to the Acquia Library!
- Free development on Acquia Cloud!

Free Development on Acquia Cloud!

What is it?!
•  A permanently free development environment for Drupal
sites!
•  Acquia will host Development and Staging environments;
not Production!
•  Anyone can take advantage of Acquia s automated tests,
workﬂow tools, and integration w/ Git!

Free Development on Acquia Cloud!

Free Development on Acquia Cloud: 
Limitations!
•  No domain name!
•  Only 2 PHP processes!
•  Memory Limits!
•  No SSL!
•  2 environments (Dev/Stage)!
•  Shared infrastructure!
•  No Cloud API/Hooks!
•  SSH, Cloud API and Cloud Hooks currently offered, but
will likely be removed!

Thank you!
!
Any questions?!
!

joe.wykes@acquia.com! christopher.harrop@acquia.com!
@josephwykes! @cvharrop!
+1 415 734 0754! 0438 498 880!


•  High res picture of rainforest bustling with life – an eco-
system!

Book your partner
meeting with Joe &
Chris this week

Partner Day at DrupalCon Sydney

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