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PARTNER
BOOTCAMP
July 15, 2021
TODAY’S AGENDA
5 min Welcome and Intro: Peter Ford
10 min New DXP Composable Pitch: Jonas Master
5 min DXP: Alex Dal Canto
20 min Product Updates: Kevin Cochrane, Maggie Schroeder, Ryan Piccini
10 min DX Alliance: Alex Dal Canto
5 min LIVE Q&A
1 min QUIZ: stay till the end to win a Prize ($20 Amazon Voucher)
Composable DXP
Pitch Decks
Jonas Master
PITCH TYPES
DXP
Pure Play DC
Pure Play MC
Single Product
DX Alliance
EDU
Finance
Retail
High Tech
FED
VERTICAL
Etc…
APJ
EMEA
GEO
NA
LATAM
CMO
CIO
BUYERS
EA
CISO
Developers
Etc…
WHY COMPOSABLE PITCH DECKS
Meeting 1
Exec
Meeting 2
Project
Sponsor
Meeting 3
Technical
Overview
Meeting 4
Stakeholder
Overview
Meeting 5
Deep
Dive(s)
SERIES OF
PITCHES
– 340+ new pitch slides
– 8 vertical pitch decks
– 6 pitch scenarios
– 6 example recordings
PITCH
RESOURCES
– Improve relevance of every pitch
– Increase NBM conversion
– Increase pipeline
– Less time building slide decks
– More standardized messaging to market
BENEFITS
ASSET
DEEP
DIVE
Available in Acquia Academy:
Partner Marketing Hub
Available
Assets
● 5 & 15 minute pitches for
DC/MC/DXP (6)
● Vertical decks - Travel, FED,
Healthcare, EDU, etc (8)
● USP + Case Study Library
● Example Videos
● Financial Services
● Media and Entertainment
● Retail
● Education
● Consumer Packaged Goods
● Healthcare
● Government
● Travel
8 vertical decks
Shifting fan engagement
from hail mary to hat trick
Venue
microsite
Customer Journey
Fan A
Name unknown
Team
website
Mobile
app
Ticketing
system
In
venue
TRANSACT
RESEARCH RETAIN
“Buy Merch
during the
game and win
a chance to
meet your
favorite player”
Buy Merch during the game
and win a chance to meet
your favorite player
[Missing]
Context on fan
preferences, past
purchases, and
in-game interests
Mobile
[Missing]
Context on who they are
Content relevant to the
fan experience beyond
the stats
[Missing]
Context on their fan
loyalty, favorite players,
and past games
attended
What entrance
should I use?
Where is the
nearest food
vendor?
“Upgrade your
seating”
“Buy single
game tickets
for one, least
expensive
option by
default”
Engage
with the
community
during the
game and
learn about
the home
arena
Learn about
the team, our
performance
and next
games.
Desktop Mobile Kiosk App
[Missing]
Context on
geolocation, seat
location, venue flow
[Missing]
Context on previous
purchases, seating
selection preferences,
and family unit
From sports injury
to flourishing athlete
Customer Journey
Patient A
Name unknown
App
What is your
inclination?
Why should I
choose you
over others?
RESEARCH
Desktop
Will my
insurance
cover an a
need injury?
Who’s in
network?
Voice
How serious
is my injury?
Should I see a
specialist or my
primary doctor?
If I need surgery
will it be
covered?
Service Line
Content
Virtual
Consultation
TRANSACT
Video Call
Reviews /
Voice
Search
Find-a-Doc
+ Schedule
What is the
doctor’s
availability?
What prep
work is
needed?
What office
are they at?
[Missing]
Content: discharge
instructions, family
updates, etc.
Data: Previous
requests during
surgery, family needs
Kiosk
How long will
this take?
What meds
should I take?
What should I do
post surgery?
How do I update
family?
Receive
Care
Serve
[Missing]
Content: about how
to treat specific
injuries / “self
diagnosis” content
Data: about my age
and type of injury
[Missing]
Content: self service
content about common
questions so meeting
is efficient like post
surgery process
Data: Decision criteria
[Missing]
Content: Fitness
level / activities
and peer reviews
of doctors
Data: Propensity
to get surgery
[Missing]
Content: regarding
the doctors location
and availability
without a scheduler
Data: the location and
data that would be
convenient
Example DXP Pitch
Alex Dal Canto
From Inspiration
to Wheels Up
Why am I being
advertised a trip
to Raleigh?
I’m already a rewards
member, why doesn’t your
chatbot know this??
Where I want to be...
Customers are met with friction points at each stage in the journey
and employees are just as frustrated on the back end
ACT
Brand
website
Property
microsite
Booking
portal
Kiosk on
site at
Property
Brand app
(Support)
Loyalty
page
DISCOVER INSPIRE INTERACT RETAIN ADVOCAT
E
Mobile Desktop App Kiosk Mobile Mobile
What are your interests?
Skiing in the
Rockies
BRAND
BRAND
BRAND
®
Support
Sales
“Need to meet
my quota”
“Need to meet
my quota”
“Want to get you to
another property to
create another future
sales opportunity”
“Need to receive
payment”
“Hotel Y needs to
book more local tours
to meet their quota”
“Hotel X has a high
availability of suites”
Marketing
“Hotel restaurant
needs more
reservations”
“Hotel Y has high room
inventory; need to move
it by EOM to meet
my quota”
“Hotel X just
launched in the
hottest segment”
“Up-sell new
amenities”
“Retain client
for brand”
“Retain client
for hotel
network”
Employees
are siloed
Different teams
Different goals
Different technologies
Customers are
anonymous
Name unknown
TRANSACT
ADVOCACY
RESEARCH
ENGAGE
DISPARATE CUSTOMER ENGAGEMENT CAN CONFUSE, OVERWHELM AND FRUSTRATE
Ad 1
Ad 2
Booking portals
Book Room on
Property site/app
Booking portal
promotional email
Ad 3
Brand Call Center
Owner Benefits
Direct Mailer
App - Brand
WWW - Brand
Inventory - Mfr
Promotional
Email -
Property
Property SMS
Finance Portal
Owner Portal
Property Concierge
Upgrade Offer
Service
Offer
Payment Reminder
Mobile
Desktop
App
Kiosk
App
Mobile
Email
Email
Email
Print
Email
App
Mobile - SMS
Desktop
Desktop
Mobile - SMS
Email
Mobile?
Email
Desktop
Content
+ Data
Content
+ Data
How? Content & Data underpin the end-to-end experience, personalizing each interaction
Exp. 1A
Display Ad/
Landing Page
Exp. 2A
Brand site
Exp. 4A
Reservation
Portal
Exp. 5A
Concierge
Exp. 6A
Email
Exp. 3A
Property
Microsite
Exp. 1B
Display Ad/
Landing Page
Exp. 2B
Brand site
Exp. 3B
Property
Microsite
Exp. 4B
Reservation
Portal
Exp. 5B
Concierge
Exp. 6B
Email
Family Friendly
Joyce Rivera
Foodie Couple
Tan Morse
THE ST. FRANKLIN – ASPEN
Re-imagine
“family time”
Stay 3 nights, ski free
Your health + wellbeing is our #1 priority
Venture beyond the ordinary and discover multiple destinations in a single trip with customized itineraries from West Elk Loop Scenic and the Historic Byway into
wilderness areas like Kebler Pass
Enjoy seclusion and privacy in locations of unprecedented beauty and
sweeping vistas you won’t believe are real.
Adventures in the extraordinary
Escape the everyday
See Aspen like
never before
Dynamic
Vacation Content using
Behavioral Data
Dynamic
Property Content using
Preference Data
Static Brand
Content
Static Brand Content/Navigation
Family Friendly
Joyce Rivera
RESEARCH TRANSACT ENGAGE
Property Microsite
THE ST. FRANKLIN – ASPEN
THE ST. FRANKLIN –
ASPEN
110 Skislope Way, Aspen, CO 81611
303-285-4882
www.thesaintfranklin.com/aspen
Mountain View Room
Sleeps 4 | 2 Queen Beds
Start your day with a dip in the pool and a $150 breakfast credit each
morning, a special offer just for families staying with us.
2 adults, 2 children
2 adults, 2 children
$1,624
Mountain View Deluxe Suite
Sleeps 4 | 2 King Bedrooms, 1 sitting room
In-room child care available
Use code ‘FAMILY’ for special
rates
$0
Reservation Content
Zero-Party Data
Offer Content
Behavioral Data
Static
Brand
Content
Static Brand Content/Navigation
Roon Content
Loyalty Data
Static
Brand
Static Brand Content
Room Content
Loyalty Data
Reservation Portal
RESEARCH TRANSACT ENGAGE
Family Friendly
Joyce Rivera
THE ST. FRANKLIN – ASPEN
Free in-room childcare
Amenities
Reservation Details
We are looking forward to seeing you
“I’ve had some
extra bedding placed
in your room, along with
hypoallergenic pillows for
your son’s allergies”
Offer Content
Preference Data
Activity content
Behavioral Data
“Can I go ahead and book
ski lessons for the 4 of
you for tomorrow?”
Concierge
RESEARCH TRANSACT ENGAGE
Family Friendly
Joyce Rivera
INTEREST
Search for
destination on web
Personalized
recommendations in-app
Browse upgrades & activities
Receives a cart
abandonment email
Books trip
Receives email confirmation
& rewards status
Asks for late checkout from
in-room voice connected device
Receives a personalized offer
for airport transport
Rates their stay
Shares pictures &
review on social media
AWARENESS
PURCHASE
RETENTION
ADVOCACY
Break Down Silos to Deliver A Personalized Journey
INTEREST
PURCHASE
Content & Data underpin the end-to-end experience
Drive meaningful moments delivering value to your customers no matter where, when or how they engage
Employees
Cohesive Engagement
& Employee Satisfaction
AWARENESS
CONSIDERATION
RETENTION
ADVOCACY
 
 
DRUPAL CLOUD
Agile Content with unmatch speed,
flexibility and security
 
 
MARKETING CLOUD
Understand, personalize & engage
customers on any channel
O P E N D X P
Composable
Scenarios
Meeting Scenarios and Assets
CIO CMO CDO/CTO/EA
5 Min DXP. 15 min DC, 5 Min
Corp Pitch
5 Min DXP. 15 min MC, 5
Miin Corp Pitch
15 min DXP. DC + MC USP
Library, 5 Min Corp Pitch
15 min DC + Product Pitches 15 min MC + Product
Pitches
(see CIO or CMO track)
5 min DC + Product Pitches +
Canned Demo
5 min MC + Product Pitches
+ Canned Demo
x
Deep Dive Demos & Trap
Setting
Deep Dive Demos & Trap
Setting
x
Meeting 1
Exec (30 min)
Meeting
2
Sponsor
(60 min)
Meeting 3
Stakeholder
(90 min)
Meeting 4
Deep Dives
(Series)
DXP Vision
Ryan Piccini
So, what is true
10 years ago, TODAY, and 10 years from now?
?
What will still be true 10 years from now?
MORE CONTENT
Customers will have more content delivered on different channels
Manage both
content and
digital assets
Multi-channel
publishing with
headless
Composable
or reusable
content
WYSIWYG
content
creation
Simplify
developer
experience
Decoupled /
headless
Continuous
Delivery
Many-site and
Many-campaign
mgmt
What will still be true 10 years from now?
MORE APPLICATIONS
More applications, created by developers and/or marketers
Data
integration
platform
Automation
with machine
learning
Self-service Unified
UX
What will still be true 10 years from now?
MORE DATA
More data and digital experiences will be 100% data-driven
Compliance
with evolving
requirements
Governance for
a fleet of
applications
Isolated
environments
with specific
needs
Customer data
growth and
management
What will still be true 10 years from now?
MORE RISKS
More risks; security, compliance, legal, privacy, and brand risks
MACHINE
LEARNING
ORCHESTRATION
SITES
SERVICE
S
DATA
CONTENT
CHANNELS
MODALITIES APPLICATIONS
Content and data are at the core of the new
architecture to deliver digital experiences
SUPPORT
SERVICE
DIGITAL CRO
SUPPORT
SERVICE
DIGITAL CRO CMO CIO
COMPOSABLE ARCHITECTURE
COMPOSABLE EXPERIENCES
COMPOSABLE ENTERPRISE
COMPOSABLE ENGAGEMENT
COMPOSABLE
STACKS
Enterprise Architect
COMPOSABLE
BIZ CAP.
Developer
COMPOSABLE
DATA
Head Of Analytics
COMPOSABLE
JOURNEYS
Head Of Cx
OPEN
INTEGRATIONS
OPEN
DATA
OPEN
INTELLIGENCE
COMPOSABLE
ML MODELS
Head Of Data
Science
INFRASTRUCTURE, SECURITY, COMPLIANCE, AND PERFORMANCE
COMPOSABLE
BLUEPRINTS
Head Of Marketing
Ops
ACQUIA OPEN DXP: ENABLING THE COMPOSABLE ENTERPRISE
COMPOSABLE
DESIGNS
Designer
OPEN
CONTENT
COMPOSABLE
CONTENT
Site Builder
Our Architecture : Core Capabilities
COMPOSABLE ENTERPRISE
INFRASTRUCTURE, SECURITY, COMPLIANCE, AND PERFORMANCE
– MODULES
– EVENTS
– APIs APIS
COMPOSABLE EXPERIENCES
INTEGRATIONS
THIRD PARTY CLOUD
EVENTS –
APIs –
ACQUIA
DRUPAL
CLOUD
ACQUIA
MARKETING
CLOUD
Enterprise content
management
Multi-site for content
applications
Low-code for
content applications
Secure, fast and
responsive content
Master design
system to guide
your content
Content syndication
and discovery
CDP
Campaign
Orchestration
Personalization
DAM Machine Learning Analytics
e.g.
Advanced Search
e.g
Commerce
 
 
DRUPAL CLOUD
Build, design and run sites
and applications
MARKETING CLOUD
Understand, personalize and engage
with customers on any channel
ACQUIA
OPEN
DXP
Q2 Innovations
CLOUD NEXT
KEY CAPABILITIES
﹣ Industry’s first Kubernetes-native enterprise-grade platform optimized for Drupal
﹣ Amazon Aurora DB - 5x delivery throughput compared to MySQL
﹣ Amazon EFS - 10GB/sec performance
KEY BENEFITS
﹣ Guaranteed performance - Self-healing and auto-scaling without human
intervention
﹣ Better troubleshooting - system spins up new pods in minutes
﹣ Invisible maintenance events - no customer impact
VALUE: Improve scale and resiliency of all your applications - without added cost
CHINA MANAGED SERVICE
The Acquia China Managed Service enables organizations
to deliver web experiences to their China audience through
a managed Drupal service operated from within the Great
Firewall.
Benefits:
● Accelerate Time to Launch in China
● Eliminate Operational Costs of delivering Experiences in China
● Reducing Ongoing Maintenance of China Presence
EMPLOYEE EXPERIENCE
VALUE: A packaged solution to help organizations engage and empower employees.
Helping organizations improve retention and employee productivity.
KEY CAPABILITIES:
● Access - employees are informed on the latest company information
● Discovery - employees can to find all the relevant information that helps them do their job is critical.
● Connectivity - integrates HR applications into the cohesive employee experience (Integration layer)
● Collaboration - employees can learn about projects their colleagues are working on,
● Intelligence -employees, in an automated fashion, get the information or access they desire.
BENEFITS:
● Work productivity - Aligned employees, empowered employees deliver better deliverables
● Collaborative company culture - an EX portal is a foundational asset to encourage knowledge sharing and
teamwork
SEARCH V3
BENEFITS:
● Fast and Engaging Site Searches: Search that is fast for site visitors and provides the best matches for the search to
keep site users engaged with content.
● Discoverability: The ability for users to find content that enables them to stay engaged with the site.
● Auto Scaling: Search that will scale on its own when increases in traffic/ use occur. Ensure it will always be available
for site users.
● Fully Managed: Search as a service. Search that is fully managed by Acquia. Enabling customers to have a solution
for their needs without having to have a third-party contract.
VALUE: Search as a service. Fully managed Solr search that is fully integrated into the
Cloud Platform.
KEY CAPABILITIES:
● Solr Cloud Platform Architecture
● Solr 7 (and higher in the future)
● Control Plane as the “Controller”
● Self Services through Cloud UI
Evolved Developer Experience
BENEFITS:
● 100% Cloud-based solution
● Make developers operational and productive within a matter of minutes
● Development, staging and deployment in one common workflow
● Meets the needs of developers, IT managers and InfoSec leaders when it comes to
deploying new features for a digital application
● Enhanced onboarding time for new development projects
● Support for the latest versions of Drupal
● Support for the latest PHP version improvements - up to 30% more performant
VALUE: 100% Cloud Based Development Lifecycle
KEY CAPABILITIES:
● Create and manage IDEs in the Cloud UI
● Cloud IDE visual database editor
● Cloud IDE support for decoupled Drupal
● Support Drupal 9.2.0
● Support PHP 8
MARKETING CLOUD - Q2 2021
Kevin Cochrane
1. Marketer-Friendly Look and Feel
VALUE: Marketers expect an elegant, modern, intuitive UI in a
product made for marketers. The Enhanced Marketer
Experience updates the look and feel of Acquia Marketing
Cloud products to meet this expectation.
THEME: Enhanced Marketer Experience
KEY CAPABILITY:
● More intuitively navigate all products within Acquia
Marketing Cloud with a refreshed and modern user
experience
Benefits:
● Increase time to value for new users; increase adoption
across your organization; more easily get value from the
platform
SO, WHAT
DOES IT
LOOK LIKE?
SO, WHAT
DOES IT
LOOK LIKE?
2. Unified Marketer Experience
VALUE: Users of multiple Acquia Marketing Cloud products
need to easily move across these products and feel like they all
provide the same user experience (i.e., one unified cloud).
THEME: Enhanced Marketer Experience
KEY CAPABILITY:
● Easily toggle between Acquia CP, Acquia Personalization,
Acquia Campaign Studio, and Acquia Campaign Factory
with zero friction and a unified look and feel
Benefits:
● Gain greater efficiencies when using multiple Acquia
Marketing Cloud products; more easily navigate from one
Marketing Cloud capability to another.
So, what does it look like?
4. Visual AB Testing of Variants
VALUE: Faster time to value with AB testing and Personalization
campaign creation
KEY CAPABILITY:
● Helpful for marketers who have created multiple variants in an
Acquia Personalization campaign, Visual AB Testing provides
an easy, visual way to preview the different variants in the
campaign and verify their integrity with a single action.
Benefits:
● Speed up time to launch campaigns in market and give
marketers a way to easily preview the different variations of
the campaign.
So, what does it look like?
3. Golden Template in Campaign Factory
VALUE: Useful for distributed environments with multiple teams,
geographies, and brands all leveraging the same core resources,
make updates in one centralized place and have all other instances
reflect that change, including syncing or unsyncing changes as
needed.
THEME: Governance and Compliance
KEY CAPABILITY:
● Streamline the way you publish campaigns with a golden
template that can change all downstream child instances,
inclusive of email, segments, complete campaigns and more.
Benefits:
● Save time by leveraging more efficient workflows as your
marketing team maintains and updates campaigns. Boost
agility with automation designed to protect against human
error, while ensuring corporate consistency and governance.
So, what does it look like?
5. Machine Learning Center (“ML Center”)
VALUE: Give marketers and business leaders a dashboard that
unifies all ML-driven intelligence into one view.
THEME: Machine Learning
KEY CAPABILITY:
● This is a new Metrics Launchpad dashboard that will be
enabled for all Acquia CDP customers who use machine
learning as part of the platform.
Benefits:
● Gain greater insights into your business; democratize insights
and intelligence powered by machine learning for all teams
across your business.
So, what does it look like?
So, what does it look like?
So, what does it look like?
So, what does it look like?
Acquia DX Alliance
Alex Dal Canto
Acquia DX Alliance: Q2 Momentum
800,000+
Impressions
391
MQLs
225
Opportunities
$2.7M
Topline
$1.6M
Qualified
FIRST
Deal Closed
➔ Reference Commerce Solution Delivered
➔ Q2 Commerce Campaign Executed
➔ Joint & Partner-led Campaigns Executed
➔ 20+ Net New Assets
➔ 4 New DX Alliance Partners
➔ Launched Employee Experience GTM
Acquia DX Alliance: Capturing the Right Audience
➔ CVS Health
➔ Walmart
➔ NBA
➔ Nike
➔ Adidas
➔ Pfizer
➔ McKesson
➔ Home Depot
➔ Ford Motors
➔ Under Armour
➔ Verizon Wireless
➔ Walt Disney Co.
➔ Mattel
➔ Nestle
➔ HP
➔ USPS
➔ Chewy
➔ Barnes & Noble
➔ Toyota
➔ Puma
➔ Procter & Gamble
➔ Marriott International
➔ NBC Universal
➔ Nvidia
➔ Warner Music Group
➔ T Mobile
➔ AbbVie
➔ General Electric
➔ Whole Foods Market
➔ Nordstrom
➔ Advance Auto Parts
➔ Beam Suntory
➔ Altice
➔ IBM
➔ CEO
➔ COO
➔ CIO
➔ CDO
➔ CTO
➔ CMO
➔ VP/Dir Tech/Platform
➔ VP/Dir Infosec
➔ VP/Dir Product/Digital
➔ VP/Dir Marketing
➔ VP/Dir E-Commerce
➔ VP/Dir Digital
➔ VP/Dir Marketing Ops
➔ VP/Dir CX
➔ VP/Dir IT
➔ Enterprise Architect
Accounts Influenced (sample) Titles Influenced (sample)
THE WORLD'S ONLY OPEN DXP TECHNOLOGY PARTNER PROGRAM
An open & extensible ecosystem of business-ready solutions composed with our best-of breed
technology partners, quickly and jointly delivered by our expert channel partners.
NEW!
NEW!
NEW!
NEW!
Acquia has integrated with Yext AI
search to serve up the most relevant,
direct answers to employee questions.
Employees can find content quickly and
work more productively with AI search.
Your employees are asking specific questions and are searching in
multiple places to find the answers they’re looking for.
Yext + Acquia: Employee Experience Redefined
Acquia has partnered with inriver to
deliver enriched product experiences
everywhere with Acquia DXP.
Gain full control of the buying journey,
streamlining operations to focus on
intelligent experience creation without
the need for endless synchronization &
internal taxonomies.
Rethink product experiences from scratch, delivering unique value to your
customers while removing the complexity and overhead of managing and
integrating multiple product information sources and endpoints.
inriver + Acquia: Catalog Untethered
Leverage a single platform and
infrastructure to create an enterprise
Marketplace platform and extend the
reach of your digital commerce
initiatives, including B2B and B2C
merchants, multi-brand management
and direct-to-consumer (D2C) models.
A fast, cost-effective way to create and
deploy unique business applications
without bottlenecks.
A secure and composable backbone which acts as the operating system for
both first- and third-party commerce partners and marketplaces.
Spryker + Acquia: On-Demand Shoppable Experiences
Algolia provides Acquia clients with
transparent, fully customizable ranking
and personalization capabilities.
Algolia’s AI-optimized search and
recommendation platform learns more
about each customer’s preferences as
they interact with your site and surfaces
customer relevant experiences, facets
and content in milliseconds.
Reach every customer in the moment with immersive, content-rich experiences
by unleashing customer insights and leveraging data both online and off to
inform a more personalized experience.
Algolia + Acquia:
Personalized Merchandising in Moments
Acquia DX Alliance H2’21 Opportunity
➔ Scale DXP GTM
◆ Partner in every deal!
◆ Build a $5M DXP Pipeline for Commerce
◆ Scale Employee Experience Solution
◆ Enter EMEA market with support from our partners
◆ Launch new accelerators with 5 channel partners
➔ We want to team with you in as many opportunities as possible, capitalizing on
Acquia DX Alliance momentum
➔ We want to help you create more accelerators for commerce, employee experience
and beyond.
➔ RCS is available to Partners for co-development, hackathons & accelerator creation.
We want our partners to build connectors to existing & future DX Alliance partners &
technologies
NEXT STEPS:
- LEVEL-UP with new composable pitch deck in the refreshed
Marketing Hub
- REGISTER for 24 August Bootcamp: Demos
- FILL OUT our feedback form for a chance to win a $15 amazon gift
card.
Q&A
QUIZ
New pitch
slides
03 04
PITCH RESOURCES
Vertical Pitch
Decks
Pitch Scenarios
Example
Recordings
~340 8 6 6
By the numbers

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July 2021 Partner Bootcamp

  • 2. TODAY’S AGENDA 5 min Welcome and Intro: Peter Ford 10 min New DXP Composable Pitch: Jonas Master 5 min DXP: Alex Dal Canto 20 min Product Updates: Kevin Cochrane, Maggie Schroeder, Ryan Piccini 10 min DX Alliance: Alex Dal Canto 5 min LIVE Q&A 1 min QUIZ: stay till the end to win a Prize ($20 Amazon Voucher)
  • 4. PITCH TYPES DXP Pure Play DC Pure Play MC Single Product DX Alliance EDU Finance Retail High Tech FED VERTICAL Etc… APJ EMEA GEO NA LATAM CMO CIO BUYERS EA CISO Developers Etc… WHY COMPOSABLE PITCH DECKS
  • 5. Meeting 1 Exec Meeting 2 Project Sponsor Meeting 3 Technical Overview Meeting 4 Stakeholder Overview Meeting 5 Deep Dive(s) SERIES OF PITCHES
  • 6. – 340+ new pitch slides – 8 vertical pitch decks – 6 pitch scenarios – 6 example recordings PITCH RESOURCES
  • 7. – Improve relevance of every pitch – Increase NBM conversion – Increase pipeline – Less time building slide decks – More standardized messaging to market BENEFITS
  • 8. ASSET DEEP DIVE Available in Acquia Academy: Partner Marketing Hub
  • 9. Available Assets ● 5 & 15 minute pitches for DC/MC/DXP (6) ● Vertical decks - Travel, FED, Healthcare, EDU, etc (8) ● USP + Case Study Library ● Example Videos
  • 10. ● Financial Services ● Media and Entertainment ● Retail ● Education ● Consumer Packaged Goods ● Healthcare ● Government ● Travel 8 vertical decks
  • 11. Shifting fan engagement from hail mary to hat trick
  • 12. Venue microsite Customer Journey Fan A Name unknown Team website Mobile app Ticketing system In venue TRANSACT RESEARCH RETAIN “Buy Merch during the game and win a chance to meet your favorite player” Buy Merch during the game and win a chance to meet your favorite player [Missing] Context on fan preferences, past purchases, and in-game interests Mobile [Missing] Context on who they are Content relevant to the fan experience beyond the stats [Missing] Context on their fan loyalty, favorite players, and past games attended What entrance should I use? Where is the nearest food vendor? “Upgrade your seating” “Buy single game tickets for one, least expensive option by default” Engage with the community during the game and learn about the home arena Learn about the team, our performance and next games. Desktop Mobile Kiosk App [Missing] Context on geolocation, seat location, venue flow [Missing] Context on previous purchases, seating selection preferences, and family unit
  • 13. From sports injury to flourishing athlete
  • 14. Customer Journey Patient A Name unknown App What is your inclination? Why should I choose you over others? RESEARCH Desktop Will my insurance cover an a need injury? Who’s in network? Voice How serious is my injury? Should I see a specialist or my primary doctor? If I need surgery will it be covered? Service Line Content Virtual Consultation TRANSACT Video Call Reviews / Voice Search Find-a-Doc + Schedule What is the doctor’s availability? What prep work is needed? What office are they at? [Missing] Content: discharge instructions, family updates, etc. Data: Previous requests during surgery, family needs Kiosk How long will this take? What meds should I take? What should I do post surgery? How do I update family? Receive Care Serve [Missing] Content: about how to treat specific injuries / “self diagnosis” content Data: about my age and type of injury [Missing] Content: self service content about common questions so meeting is efficient like post surgery process Data: Decision criteria [Missing] Content: Fitness level / activities and peer reviews of doctors Data: Propensity to get surgery [Missing] Content: regarding the doctors location and availability without a scheduler Data: the location and data that would be convenient
  • 17. Why am I being advertised a trip to Raleigh? I’m already a rewards member, why doesn’t your chatbot know this?? Where I want to be...
  • 18. Customers are met with friction points at each stage in the journey and employees are just as frustrated on the back end ACT Brand website Property microsite Booking portal Kiosk on site at Property Brand app (Support) Loyalty page DISCOVER INSPIRE INTERACT RETAIN ADVOCAT E Mobile Desktop App Kiosk Mobile Mobile What are your interests? Skiing in the Rockies BRAND BRAND BRAND ® Support Sales “Need to meet my quota” “Need to meet my quota” “Want to get you to another property to create another future sales opportunity” “Need to receive payment” “Hotel Y needs to book more local tours to meet their quota” “Hotel X has a high availability of suites” Marketing “Hotel restaurant needs more reservations” “Hotel Y has high room inventory; need to move it by EOM to meet my quota” “Hotel X just launched in the hottest segment” “Up-sell new amenities” “Retain client for brand” “Retain client for hotel network” Employees are siloed Different teams Different goals Different technologies Customers are anonymous Name unknown
  • 19. TRANSACT ADVOCACY RESEARCH ENGAGE DISPARATE CUSTOMER ENGAGEMENT CAN CONFUSE, OVERWHELM AND FRUSTRATE Ad 1 Ad 2 Booking portals Book Room on Property site/app Booking portal promotional email Ad 3 Brand Call Center Owner Benefits Direct Mailer App - Brand WWW - Brand Inventory - Mfr Promotional Email - Property Property SMS Finance Portal Owner Portal Property Concierge Upgrade Offer Service Offer Payment Reminder Mobile Desktop App Kiosk App Mobile Email Email Email Print Email App Mobile - SMS Desktop Desktop Mobile - SMS Email Mobile? Email Desktop
  • 20. Content + Data Content + Data How? Content & Data underpin the end-to-end experience, personalizing each interaction Exp. 1A Display Ad/ Landing Page Exp. 2A Brand site Exp. 4A Reservation Portal Exp. 5A Concierge Exp. 6A Email Exp. 3A Property Microsite Exp. 1B Display Ad/ Landing Page Exp. 2B Brand site Exp. 3B Property Microsite Exp. 4B Reservation Portal Exp. 5B Concierge Exp. 6B Email Family Friendly Joyce Rivera Foodie Couple Tan Morse
  • 21. THE ST. FRANKLIN – ASPEN Re-imagine “family time” Stay 3 nights, ski free Your health + wellbeing is our #1 priority Venture beyond the ordinary and discover multiple destinations in a single trip with customized itineraries from West Elk Loop Scenic and the Historic Byway into wilderness areas like Kebler Pass Enjoy seclusion and privacy in locations of unprecedented beauty and sweeping vistas you won’t believe are real. Adventures in the extraordinary Escape the everyday See Aspen like never before Dynamic Vacation Content using Behavioral Data Dynamic Property Content using Preference Data Static Brand Content Static Brand Content/Navigation Family Friendly Joyce Rivera RESEARCH TRANSACT ENGAGE Property Microsite
  • 22. THE ST. FRANKLIN – ASPEN THE ST. FRANKLIN – ASPEN 110 Skislope Way, Aspen, CO 81611 303-285-4882 www.thesaintfranklin.com/aspen Mountain View Room Sleeps 4 | 2 Queen Beds Start your day with a dip in the pool and a $150 breakfast credit each morning, a special offer just for families staying with us. 2 adults, 2 children 2 adults, 2 children $1,624 Mountain View Deluxe Suite Sleeps 4 | 2 King Bedrooms, 1 sitting room In-room child care available Use code ‘FAMILY’ for special rates $0 Reservation Content Zero-Party Data Offer Content Behavioral Data Static Brand Content Static Brand Content/Navigation Roon Content Loyalty Data Static Brand Static Brand Content Room Content Loyalty Data Reservation Portal RESEARCH TRANSACT ENGAGE Family Friendly Joyce Rivera THE ST. FRANKLIN – ASPEN Free in-room childcare Amenities Reservation Details We are looking forward to seeing you
  • 23. “I’ve had some extra bedding placed in your room, along with hypoallergenic pillows for your son’s allergies” Offer Content Preference Data Activity content Behavioral Data “Can I go ahead and book ski lessons for the 4 of you for tomorrow?” Concierge RESEARCH TRANSACT ENGAGE Family Friendly Joyce Rivera
  • 24. INTEREST Search for destination on web Personalized recommendations in-app Browse upgrades & activities Receives a cart abandonment email Books trip Receives email confirmation & rewards status Asks for late checkout from in-room voice connected device Receives a personalized offer for airport transport Rates their stay Shares pictures & review on social media AWARENESS PURCHASE RETENTION ADVOCACY Break Down Silos to Deliver A Personalized Journey INTEREST PURCHASE Content & Data underpin the end-to-end experience Drive meaningful moments delivering value to your customers no matter where, when or how they engage Employees Cohesive Engagement & Employee Satisfaction AWARENESS CONSIDERATION RETENTION ADVOCACY
  • 25.     DRUPAL CLOUD Agile Content with unmatch speed, flexibility and security     MARKETING CLOUD Understand, personalize & engage customers on any channel O P E N D X P
  • 27. Meeting Scenarios and Assets CIO CMO CDO/CTO/EA 5 Min DXP. 15 min DC, 5 Min Corp Pitch 5 Min DXP. 15 min MC, 5 Miin Corp Pitch 15 min DXP. DC + MC USP Library, 5 Min Corp Pitch 15 min DC + Product Pitches 15 min MC + Product Pitches (see CIO or CMO track) 5 min DC + Product Pitches + Canned Demo 5 min MC + Product Pitches + Canned Demo x Deep Dive Demos & Trap Setting Deep Dive Demos & Trap Setting x Meeting 1 Exec (30 min) Meeting 2 Sponsor (60 min) Meeting 3 Stakeholder (90 min) Meeting 4 Deep Dives (Series)
  • 29. So, what is true 10 years ago, TODAY, and 10 years from now? ?
  • 30. What will still be true 10 years from now? MORE CONTENT Customers will have more content delivered on different channels Manage both content and digital assets Multi-channel publishing with headless Composable or reusable content WYSIWYG content creation
  • 31. Simplify developer experience Decoupled / headless Continuous Delivery Many-site and Many-campaign mgmt What will still be true 10 years from now? MORE APPLICATIONS More applications, created by developers and/or marketers
  • 32. Data integration platform Automation with machine learning Self-service Unified UX What will still be true 10 years from now? MORE DATA More data and digital experiences will be 100% data-driven
  • 33. Compliance with evolving requirements Governance for a fleet of applications Isolated environments with specific needs Customer data growth and management What will still be true 10 years from now? MORE RISKS More risks; security, compliance, legal, privacy, and brand risks
  • 34. MACHINE LEARNING ORCHESTRATION SITES SERVICE S DATA CONTENT CHANNELS MODALITIES APPLICATIONS Content and data are at the core of the new architecture to deliver digital experiences SUPPORT SERVICE DIGITAL CRO SUPPORT SERVICE DIGITAL CRO CMO CIO
  • 35. COMPOSABLE ARCHITECTURE COMPOSABLE EXPERIENCES COMPOSABLE ENTERPRISE COMPOSABLE ENGAGEMENT COMPOSABLE STACKS Enterprise Architect COMPOSABLE BIZ CAP. Developer COMPOSABLE DATA Head Of Analytics COMPOSABLE JOURNEYS Head Of Cx OPEN INTEGRATIONS OPEN DATA OPEN INTELLIGENCE COMPOSABLE ML MODELS Head Of Data Science INFRASTRUCTURE, SECURITY, COMPLIANCE, AND PERFORMANCE COMPOSABLE BLUEPRINTS Head Of Marketing Ops ACQUIA OPEN DXP: ENABLING THE COMPOSABLE ENTERPRISE COMPOSABLE DESIGNS Designer OPEN CONTENT COMPOSABLE CONTENT Site Builder
  • 36. Our Architecture : Core Capabilities COMPOSABLE ENTERPRISE INFRASTRUCTURE, SECURITY, COMPLIANCE, AND PERFORMANCE – MODULES – EVENTS – APIs APIS COMPOSABLE EXPERIENCES INTEGRATIONS THIRD PARTY CLOUD EVENTS – APIs – ACQUIA DRUPAL CLOUD ACQUIA MARKETING CLOUD Enterprise content management Multi-site for content applications Low-code for content applications Secure, fast and responsive content Master design system to guide your content Content syndication and discovery CDP Campaign Orchestration Personalization DAM Machine Learning Analytics e.g. Advanced Search e.g Commerce
  • 37.     DRUPAL CLOUD Build, design and run sites and applications MARKETING CLOUD Understand, personalize and engage with customers on any channel ACQUIA OPEN DXP
  • 39. CLOUD NEXT KEY CAPABILITIES ﹣ Industry’s first Kubernetes-native enterprise-grade platform optimized for Drupal ﹣ Amazon Aurora DB - 5x delivery throughput compared to MySQL ﹣ Amazon EFS - 10GB/sec performance KEY BENEFITS ﹣ Guaranteed performance - Self-healing and auto-scaling without human intervention ﹣ Better troubleshooting - system spins up new pods in minutes ﹣ Invisible maintenance events - no customer impact VALUE: Improve scale and resiliency of all your applications - without added cost
  • 40. CHINA MANAGED SERVICE The Acquia China Managed Service enables organizations to deliver web experiences to their China audience through a managed Drupal service operated from within the Great Firewall. Benefits: ● Accelerate Time to Launch in China ● Eliminate Operational Costs of delivering Experiences in China ● Reducing Ongoing Maintenance of China Presence
  • 41. EMPLOYEE EXPERIENCE VALUE: A packaged solution to help organizations engage and empower employees. Helping organizations improve retention and employee productivity. KEY CAPABILITIES: ● Access - employees are informed on the latest company information ● Discovery - employees can to find all the relevant information that helps them do their job is critical. ● Connectivity - integrates HR applications into the cohesive employee experience (Integration layer) ● Collaboration - employees can learn about projects their colleagues are working on, ● Intelligence -employees, in an automated fashion, get the information or access they desire. BENEFITS: ● Work productivity - Aligned employees, empowered employees deliver better deliverables ● Collaborative company culture - an EX portal is a foundational asset to encourage knowledge sharing and teamwork
  • 42. SEARCH V3 BENEFITS: ● Fast and Engaging Site Searches: Search that is fast for site visitors and provides the best matches for the search to keep site users engaged with content. ● Discoverability: The ability for users to find content that enables them to stay engaged with the site. ● Auto Scaling: Search that will scale on its own when increases in traffic/ use occur. Ensure it will always be available for site users. ● Fully Managed: Search as a service. Search that is fully managed by Acquia. Enabling customers to have a solution for their needs without having to have a third-party contract. VALUE: Search as a service. Fully managed Solr search that is fully integrated into the Cloud Platform. KEY CAPABILITIES: ● Solr Cloud Platform Architecture ● Solr 7 (and higher in the future) ● Control Plane as the “Controller” ● Self Services through Cloud UI
  • 43. Evolved Developer Experience BENEFITS: ● 100% Cloud-based solution ● Make developers operational and productive within a matter of minutes ● Development, staging and deployment in one common workflow ● Meets the needs of developers, IT managers and InfoSec leaders when it comes to deploying new features for a digital application ● Enhanced onboarding time for new development projects ● Support for the latest versions of Drupal ● Support for the latest PHP version improvements - up to 30% more performant VALUE: 100% Cloud Based Development Lifecycle KEY CAPABILITIES: ● Create and manage IDEs in the Cloud UI ● Cloud IDE visual database editor ● Cloud IDE support for decoupled Drupal ● Support Drupal 9.2.0 ● Support PHP 8
  • 44. MARKETING CLOUD - Q2 2021 Kevin Cochrane
  • 45. 1. Marketer-Friendly Look and Feel VALUE: Marketers expect an elegant, modern, intuitive UI in a product made for marketers. The Enhanced Marketer Experience updates the look and feel of Acquia Marketing Cloud products to meet this expectation. THEME: Enhanced Marketer Experience KEY CAPABILITY: ● More intuitively navigate all products within Acquia Marketing Cloud with a refreshed and modern user experience Benefits: ● Increase time to value for new users; increase adoption across your organization; more easily get value from the platform
  • 48. 2. Unified Marketer Experience VALUE: Users of multiple Acquia Marketing Cloud products need to easily move across these products and feel like they all provide the same user experience (i.e., one unified cloud). THEME: Enhanced Marketer Experience KEY CAPABILITY: ● Easily toggle between Acquia CP, Acquia Personalization, Acquia Campaign Studio, and Acquia Campaign Factory with zero friction and a unified look and feel Benefits: ● Gain greater efficiencies when using multiple Acquia Marketing Cloud products; more easily navigate from one Marketing Cloud capability to another.
  • 49. So, what does it look like?
  • 50. 4. Visual AB Testing of Variants VALUE: Faster time to value with AB testing and Personalization campaign creation KEY CAPABILITY: ● Helpful for marketers who have created multiple variants in an Acquia Personalization campaign, Visual AB Testing provides an easy, visual way to preview the different variants in the campaign and verify their integrity with a single action. Benefits: ● Speed up time to launch campaigns in market and give marketers a way to easily preview the different variations of the campaign.
  • 51. So, what does it look like?
  • 52. 3. Golden Template in Campaign Factory VALUE: Useful for distributed environments with multiple teams, geographies, and brands all leveraging the same core resources, make updates in one centralized place and have all other instances reflect that change, including syncing or unsyncing changes as needed. THEME: Governance and Compliance KEY CAPABILITY: ● Streamline the way you publish campaigns with a golden template that can change all downstream child instances, inclusive of email, segments, complete campaigns and more. Benefits: ● Save time by leveraging more efficient workflows as your marketing team maintains and updates campaigns. Boost agility with automation designed to protect against human error, while ensuring corporate consistency and governance.
  • 53. So, what does it look like?
  • 54. 5. Machine Learning Center (“ML Center”) VALUE: Give marketers and business leaders a dashboard that unifies all ML-driven intelligence into one view. THEME: Machine Learning KEY CAPABILITY: ● This is a new Metrics Launchpad dashboard that will be enabled for all Acquia CDP customers who use machine learning as part of the platform. Benefits: ● Gain greater insights into your business; democratize insights and intelligence powered by machine learning for all teams across your business.
  • 55. So, what does it look like?
  • 56. So, what does it look like?
  • 57. So, what does it look like?
  • 58. So, what does it look like?
  • 60. Acquia DX Alliance: Q2 Momentum 800,000+ Impressions 391 MQLs 225 Opportunities $2.7M Topline $1.6M Qualified FIRST Deal Closed ➔ Reference Commerce Solution Delivered ➔ Q2 Commerce Campaign Executed ➔ Joint & Partner-led Campaigns Executed ➔ 20+ Net New Assets ➔ 4 New DX Alliance Partners ➔ Launched Employee Experience GTM
  • 61. Acquia DX Alliance: Capturing the Right Audience ➔ CVS Health ➔ Walmart ➔ NBA ➔ Nike ➔ Adidas ➔ Pfizer ➔ McKesson ➔ Home Depot ➔ Ford Motors ➔ Under Armour ➔ Verizon Wireless ➔ Walt Disney Co. ➔ Mattel ➔ Nestle ➔ HP ➔ USPS ➔ Chewy ➔ Barnes & Noble ➔ Toyota ➔ Puma ➔ Procter & Gamble ➔ Marriott International ➔ NBC Universal ➔ Nvidia ➔ Warner Music Group ➔ T Mobile ➔ AbbVie ➔ General Electric ➔ Whole Foods Market ➔ Nordstrom ➔ Advance Auto Parts ➔ Beam Suntory ➔ Altice ➔ IBM ➔ CEO ➔ COO ➔ CIO ➔ CDO ➔ CTO ➔ CMO ➔ VP/Dir Tech/Platform ➔ VP/Dir Infosec ➔ VP/Dir Product/Digital ➔ VP/Dir Marketing ➔ VP/Dir E-Commerce ➔ VP/Dir Digital ➔ VP/Dir Marketing Ops ➔ VP/Dir CX ➔ VP/Dir IT ➔ Enterprise Architect Accounts Influenced (sample) Titles Influenced (sample)
  • 62. THE WORLD'S ONLY OPEN DXP TECHNOLOGY PARTNER PROGRAM An open & extensible ecosystem of business-ready solutions composed with our best-of breed technology partners, quickly and jointly delivered by our expert channel partners. NEW! NEW! NEW! NEW!
  • 63. Acquia has integrated with Yext AI search to serve up the most relevant, direct answers to employee questions. Employees can find content quickly and work more productively with AI search. Your employees are asking specific questions and are searching in multiple places to find the answers they’re looking for. Yext + Acquia: Employee Experience Redefined
  • 64. Acquia has partnered with inriver to deliver enriched product experiences everywhere with Acquia DXP. Gain full control of the buying journey, streamlining operations to focus on intelligent experience creation without the need for endless synchronization & internal taxonomies. Rethink product experiences from scratch, delivering unique value to your customers while removing the complexity and overhead of managing and integrating multiple product information sources and endpoints. inriver + Acquia: Catalog Untethered
  • 65. Leverage a single platform and infrastructure to create an enterprise Marketplace platform and extend the reach of your digital commerce initiatives, including B2B and B2C merchants, multi-brand management and direct-to-consumer (D2C) models. A fast, cost-effective way to create and deploy unique business applications without bottlenecks. A secure and composable backbone which acts as the operating system for both first- and third-party commerce partners and marketplaces. Spryker + Acquia: On-Demand Shoppable Experiences
  • 66. Algolia provides Acquia clients with transparent, fully customizable ranking and personalization capabilities. Algolia’s AI-optimized search and recommendation platform learns more about each customer’s preferences as they interact with your site and surfaces customer relevant experiences, facets and content in milliseconds. Reach every customer in the moment with immersive, content-rich experiences by unleashing customer insights and leveraging data both online and off to inform a more personalized experience. Algolia + Acquia: Personalized Merchandising in Moments
  • 67. Acquia DX Alliance H2’21 Opportunity ➔ Scale DXP GTM ◆ Partner in every deal! ◆ Build a $5M DXP Pipeline for Commerce ◆ Scale Employee Experience Solution ◆ Enter EMEA market with support from our partners ◆ Launch new accelerators with 5 channel partners ➔ We want to team with you in as many opportunities as possible, capitalizing on Acquia DX Alliance momentum ➔ We want to help you create more accelerators for commerce, employee experience and beyond. ➔ RCS is available to Partners for co-development, hackathons & accelerator creation. We want our partners to build connectors to existing & future DX Alliance partners & technologies
  • 68. NEXT STEPS: - LEVEL-UP with new composable pitch deck in the refreshed Marketing Hub - REGISTER for 24 August Bootcamp: Demos - FILL OUT our feedback form for a chance to win a $15 amazon gift card.
  • 69. Q&A
  • 70. QUIZ
  • 71.
  • 72. New pitch slides 03 04 PITCH RESOURCES Vertical Pitch Decks Pitch Scenarios Example Recordings ~340 8 6 6 By the numbers