Congratulations on a successful 2019! We are happy to be starting off 2020 with our partner-exclusive webinar in our to discuss program strategy, execution, and updates. You are a valued member of a dedicated community and we want to share more with you. Join Joe Wykes, SVP of Worldwide Partnerships & Sales for our Channel Program quarterly update with special featured guest, Molly Shenberger, Sr. Director, Global Channels, Sales and Partner Enablement. You'll walk away with: -A recap of partner performance in 2019 -Acquia roadmap and enablement updates to fuel your success this year -New 2020 partner program details

1. ©2016 Acquia Inc. — Confidential and Proprietary
Q1 Cup of Joe
Hosted by Joe Wykes,
SVP Global Partnerships & Sales

2. AGENDA
#ACQUIAKICKOFF
AGENDA
2019 Recap
2020 Program Updates
Words of Welcome

3. AGENDA
#ACQUIAKICKOFF
AGENDA
Compete Session
Upcoming Events
Product News & Updates

4. Words of Welcome

5. Guest Speaker
Mark Royko
Practice Development Manager
Acquia

6. Team Updates
Chris Doggett
Chief Revenue
Dave Bor
Director of Partner
Marketing
Stan Taigen
Area VP of Sales
West & Midwest
Sophie Camberou
Regional Partner Manager
Ryan Willette
VP, Global Account
Management

7. 2019 Recap

9. Drupal Contributors Page on Acquia.com
Thank you for helping make Drupal
what it is. We support our partners that
contribute and encourage all partners
to do so in 2020.
How can you contribute?
-Write code
-Host a meetup
-Sponsor Drupal events
-Donate
-Market Drupal

10. 2020 Program Updates

11. 54%
New logo deal
units sourced in
2019
PARTNER CONTRIBUTION
55%
New Logo $$$
sourced in 2019
38
Engage
Sponsorships
72%
Of Certifications
in 2019 from
Partners
10%
Partner sourced
New Logo deals
have a 10% better
close rate than
other deals
1,309
Deals registered
in 2019
12
Partner
Success
Day events
49%
Of all Webinars in
2019 were
Partner Led

12. The three ways we categorise our partners
Influence Partners:
hundreds of firms
associated with DXP; the
long tail
Retention Partners: Hundreds-
potentially thousands- of
firms active across our base,
mostly reactive
300 Core
Partners:
committed and
enabled
- We focus on our Core Partners - business plans,
joint solution marketing, shared target accounts
and a deep commitment to GTM. 80% of our
production is tied to this group.
- Retention partners are active in our accounts,
usually providing developer talent. Periodically
they recommend Acquia and are looking to stay
informed on the latest and greatest
developments. They help us retain our
customers.
- Influence partners are loosely affiliated with
Acquia and provide a wide net of ideas, brand,
credibility through association and occasional
lead generation.

13. Practice Development
Program Introduction & Overview

14. Guest Speaker
Mark Royko
Practice Development Manager
Acquia

15. Program Vision:
Help Acquia Partners
Build, Sell and Support the
World’s Only Open Platform.

16. WHAT MAKES A PARTNER SUCCESSFUL?
IT COMES DOWN TO
THREE SIMPLE QUESTIONS...
Can I Sell? Can I Deliver? What’s My Expertise?
Do you have the
tools and ability to
sell Acquia Products?
Can you identify
opportunities and
close deals?
Do you have the
technical know-how
to deliver Acquia
products at scale?
Do you have a target
niche or vertical you
can sell to? Do you
have a unique
competency.

17. Practice Development
Is A Cross-Functional
Program Designed To
Make You More
Successful.

18. First Initiative:
Joint Go-To-Market Planning

19. Develop Solutions
❏ Identify Product Groups
❏ Assess Delivery Capabilities
❏ Assess Need for Unique
Coding Solutions
❏ Recommend Training
❏ Create Unique IP
❏ Define Joint Sales Opps
❏ Identify Market Pain Points
❏ Define Partner Expertise
❏ Create messaging around
how Acquia Products and
Partner Expertise solves the
problem
❏ Assess Repeatability
❏ Pitch, Sell, Deliver
❏ Identify Similar Ops.
❏ Extend Engagements
❏ Market Partner Success
Identify Opps Drive Sales

20. GET INVOLVED…
Talk To Your
Partner Manager
About Go-To-Market
Participation.

21. Product News & Updates

22. #ACQUIAKICKOFF
The world suffers from experience
sameness and experience
mediocracy.

23. Our goal is to make it
easier to create
great digital experiences

24. ACQUIA OPEN DIGITAL EXPERIENCE PLATFORM
DRUPAL CLOUD
Build, design and run sites
and applications
MARKETING CLOUD
Understand, personalize and engage
with customers on any channel
Copyright © 2020 Acquia Inc. All Rights Reserved. Drupal is a registered trademark of Dries Buytaert.

25. Content
Delivery
ACQUIA OPEN DIGITAL
EXPERIENCE
PLATFORM
DRUPAL
CLOUD
MARKETING
CLOUD
Experience
Data

26. 2020 OBJECTIVES
DRUPAL CLOUD
GROW AND DEFEND
DRUPAL CLOUD
MARKETING CLOUD
EVOLVE INTO THE DXP

27. OPEN
● Maximize existing
martech investment
● Reduce vendor
lock-in
● Utilize existing skills
and best practices
CONTENT
AT ITS CORE
● Deliver consistent
brand experiences
● Reuse content
across channels
● Drive customer
engagement
DATA DRIVEN
● Drive clarity around
attribution
● Gain key insights
that inform strategy
● Maximize data
sharing and
utilization
Our Value Drivers 2020

28. Partner Co-Marketing Form
We’re providing you with a form
to share your ideas on how
you’d like to co-market with
Acquia. This includes tactics
such as:
● Webinars
● Editorial Content
● Videos
● Press Releases
● Events/Sponsorships

29. Packaged Campaigns
Head over to
partners.acquiaacademy.com
to access 12 packaged email
campaigns you can use for
lead generation.

30. Compete Session

31. How we differentiate from the competition
ACQUIA THE COMPETITION
Faster time to market
validated by analysts, and side-by-side enterprise POCs
Lengthy 9-12 month implementations
are common for traditional enterprise CMSs
Greater autonomy for business users
low-code tools that simplify authoring & publishing
Lack of low-code tooling
results in high dependency on developers and low adoption
Lower Total Cost of Ownership
lower cost of license, resources, implementation
and ongoing maintenance
High complexity, high TCO
analysts point to high complexity, scarcity of resources & expertise
impacting TCO, ongoing services & resources
Modern architecture
component-based & structured for hybrid
and omni-channel delivery
Legacy architecture
limits customers largely to web-based solutions
with heavy lifting for non web-based channels
Open Source
faster innovation, more extensions and integrations
than any leading platform
Proprietary
fundamentally proprietary focused on proprietary integrations

32. Deal Spotlight:
Bayer

34. DEAL SUMMARY
Initial Contract Value: $550K ACV, $3.2M NACV
Acquia Solutions:
-Acquia Cohesion, Additional TAM, Professional Services
-Building the Global Self Service Portal for Bayer
-Roadmap: China, Mautic, ACE, ACSF, Lift upsize
Partners Involved: Coherence & Anthill
The Challenge:
-1 year into 5 year contract with Acquia

35. From High code to Low Code
approach
2019 2020
Building websites Assembling Websites
Built 15 sites in 14 months Increased velocity : ramp to 200 sites per
month being built. 1,5000 websites to be
rebuilt in 12 months
Slow, Drupal approach Fast, Low Code approach
Expensive Developer resources Less Expensive, more plentiful ‘Design’
resource
Governance challenges Highly governed (Brand templates)

36. BRINGING INNOVATION FORWARD
Number
of Sites
Time
Cohesion +
ACSF
ACSF
Coding
X
Bringing Innovation Forward

37. PAYING FOR INNOVATION
TIME
COST
BRING FORWARD INNOVATION
BUDGET TO PAY FOR IT

38. RISK
COST
GROWTH

39. Events
Subject to change as we monitor COVID-19 reports

40. ©2016 Acquia Inc. — Confidential and Proprietary

42. October 27-29, 2020
FONTAINEBLEAU HOTEL
Interested in sponsoring? Email partners@acquia.com
MIAMI BEACH

43. Postponed Partner Success Days
● March 12th - London
● March 19th - Munich
● March 19th - Mexico City
We are in the process of planning virtual versions of
these events on and will contact you with details ASAP.

44. Marketing Checklist
❏ Sign up to sponsor Engage 2020
now! Don’t wait and miss the
package you were hoping for.
❏ Register for our quarterly platform
update webinar in April
❏ Make sure we have the right
contact information for your team
so we can keep you in the loop
❏ How are we going to market
together? Develop a joint value
proposition that we can tackle
together.
❏ Fuel your lead generation with
email packaged campaigns
available on
partners.acquiaacademy.com
❏ Get up to speed on our 2 cloud
product strategy and how we’re
going to market - request a sales
enablement session or demo
from your partner manager
❏ Book a 2020 planning session
with your Partner Manager
❏ Register a sales opportunity and
review open opportunities with
your Partner Manager
❏ Refresh your profile page on our
partner finder
❏ Register & login to the Acquia
Academy! Invite team members.
Bookmark it. Check back often.
❏ Check out enablement
resources in Acquia Academy
❏ Request access to Acquia
Product sandboxes
❏ Get your experts certified!
❏ Drupal
❏ Cloud Pro
❏ Site Factory Pro
❏ Lift Pro
❏ Get up to speed on Cohesion so
you are ready for the
certification exam coming in Q2
Sales Checklist Technical Checklist

45. Q&A