The document summarizes a partner day event held by Acquia in Sydney, Australia. It provides an agenda for presentations and discussions around Acquia's partner program, the global adoption of Drupal, and Acquia's cloud platform. It also discusses Acquia's strategy to grow its business in the Asia Pacific Japan region through inbound leads, partner referrals, outbound sales, and account management. Examples of Acquia customers and growth metrics for inbound interest in different countries are also presented.
2. Acquia head office !
earlier this week!
!
!
!
What greeted me on Sunday!
3. 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
4. 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)!
• 3:15 - 3:30 PM: Q&A / Break / Networking!
• 3:30 - 3:50 PM: Acquia Commons 3.0 (David Peterson)!
• 3:50 - 4:15 PM: WEM (Chris Harrop and David Peterson)!
• 4:15 - 4:30 PM: Q&A / Break / Networking!
• 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!
5. !
!
!
To revolutionize !
the creation and growth !
of extraordinary web experiences !
the open source way !
!
!
@josephwykes joe.wykes@acquia.com
6. Inside Many
Large
Organizations,
the Web Is
Broken!
• Disparate systems
• Duplication of content
• Fragmented experiences
• High cost to manage
• Not scalable
@josephwykes joe.wykes@acquia.com
8. 2013 Strategic objective!
!
!
!
Enabling partners to succeed!
! !!
! !Enables customers to succeed!
!
!Enables Acquia to succeed!
!
@josephwykes joe.wykes@acquia.com
9. 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 !
@josephwykes joe.wykes@acquia.com
10. • High res picture of rainforest bustling with life – an eco-
system!
A vibrant eco-system
for extraordinary
websites
11. Technology Digital
Companies/ Marketing
ISV’s
Agencies
Systems Web
Integration Development
companies
companies
@josephwykes joe.wykes@acquia.com
12. 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
@josephwykes joe.wykes@acquia.com
13. 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!
@josephwykes joe.wykes@acquia.com
14. Partner program principles!
• Partnerships need to be bi-directional!
• Business model alignment!
• Product alignment!
• Risk mitigation!
• Increased margin!
@josephwykes joe.wykes@acquia.com
15. Program benefits!
• Products to remove complexity, !
minimize risk & increase margin!
• Marketing activities!
• Training & enablement!
• Sales & business development!
!
!
@josephwykes joe.wykes@acquia.com
17. 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!
@josephwykes joe.wykes@acquia.com
18. The global picture of Drupal
February 5th 2013
@josephwykes joe.wykes@acquia.com
19. 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
@josephwykes joe.wykes@acquia.com
20. 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
@josephwykes joe.wykes@acquia.com
21. 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
@josephwykes joe.wykes@acquia.com
23. 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
@josephwykes joe.wykes@acquia.com
24. Acquia Delivers a Global
Open Cloud Platform for Drupal
DRUPAL!
Acquia Digital experiences, !
Cloud
delivered as a service in the cloud!
25. Acquia Delivers a Global
Open Cloud Platform for Drupal
DRUPAL!
Acquia Digital experiences, !
Cloud
delivered as a service in the cloud!
26. Acquia Delivers a Global
Open Cloud Platform for Drupal
DRUPAL!
Acquia Digital experiences, !
Cloud
delivered as a service in the cloud!
27. 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!
28. 250 +!
Warner Music Group!
artist websites running
on Acquia Cloud!
29. 400%! !
Increase in site visitors
on night of awards
43. 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
47. 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
50. [!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!
58. 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
59. Outbound!
• Cold
calling
• Generating
meetings
for
Chris
Hemberger
• 9,500
Drupal
sites
in
APJ
• Target
verticals
• Target
solutions
60. Account management!
Microsite
Intranet
Corp-com
site Microsite
Main
Website Product
Site Community
Platform
Main
Website
61. 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
63. 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!
@josephwykes joe.wykes@acquia.com
64. 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…!
@josephwykes joe.wykes@acquia.com
65. 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
@josephwykes joe.wykes@acquia.com
66. 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!
@josephwykes joe.wykes@acquia.com
71. “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.”
72. “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”
73. 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
74. 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)
77. 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
78. 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
81. 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.
82. 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
83. 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.
93. 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!
94. 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!
96. 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!