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Drupal isn’t enough anymore. Move up the value-add chain. Jeffrey A. "jam" McGuire Drupal Camp London V March 5, 2017
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Drupal isn’t enough anymore.Move up the value-add chain.
Jeffrey A. "jam" McGuireDrupal Camp London VMarch 5, 2017
Drupal isn’t enough anymore.Move up the value-add chain.
Jeffrey A. "jam" McGuireDrupal Camp London VMarch 5, 2017
“No one wants a website.”
Jeffrey A. "jam" McGuire
Evangelist, Acquia
dev.acquia.com/podcastacquia.libsyn.com/rss
iTunes: tinyurl.com/acquiapodcast
@horncologne
Documentation
Outline
1. Situation
2. How you win
3. Some winners
4. Go win, too!
Problem: Drupal isn’t enough anymore.
Documentation
Alex UA,Zivtech / Probo.ci.
“At first the problem was just getting a website up
and running. Back in 04/05 that wasn't nearly as simple as it is today.”
Documentation
Tim Deeson, Deeson.
“What were previously high value, complex solutions
are increasingly becoming commoditized and client
expectations are evolving.”
Global organizations use the Acquia Platform to build world-class digital experiences that deliver transformative business results.
Acquia.comJeffrey A. "jam" McGuire, Evangelist, Acquia
Freedom to Innovate
Competitive landscape
+?
Drupal 8 is not the problem.
What’s the answer?
Getting to The Why.
The Golden CircleSimon Sinek, TEDx 2009
“How Great LeadersInspire Action”
https://goo.gl/S8KNUx
Book: “Start With Why”
WHAT?1. Strategic
RoadblocksNot knowing “The Why” ...
WHAT?
Wrong …
1. StrategicRoadblocks
Not knowing “The Why” ...
Megan Sanicki,Drupal Association.
“You need to shift from selling tech to consultative
selling. Help someone solve their business
problem or create a new business opportunity.”
WHY?
Right …
1. StrategicRoadblocks
Not knowing “The Why” ...
Tim Deeson, Deeson.
“No one wants a website.”
Tim Deeson, Deeson,on agency work:
Do for me.Help me think.Think for me.
Lukas Fischer, NetNode /
OpenInbound.
“Honestly, Drupal itself does not create value for
our clients.”
Specification1. Why?2. How?3. What?
Specification
1. Why?(Think for me)
2. How? (Help me think)
3. What?(Do for me)
Approaches: Specialize or do it all?
Documentation
Alex UA,Zivtech / Probo.ci:
“We're constantly trying to find ways to help our
customers, and that often means taking ownership of additional pieces of
their tech stack.”
Productize it!
Documentation
Dave Ingram,Acquia Lift.
“Lift is a SaaS product that offers
personalization that works despite Drupal’s
flexibility.”
Lukas Fischer, NetNode / OpenInbound.
“Running a consultancy is a solid business model, but hard to scale. SaaS
tools can create an ongoing revenue stream.”
Adrian Rollet, Roomify.
“We use Drupal as the basis for our core products
- it gives us an easily extensible, rock-solid CMS
“for free”, as well as a highly flexible framework for custom development.”
Documentation
Dominique de Cooman,Dropsolid / Cooldrops.
“With Cooldrops instead of selling websites, we are selling a business solution
to SMEs.”
Productize it!
Empathy is for winners.
Documentation
Alex UA, Zivtech / Probo.ci:
I think the biggest thing you need to do is have
empathy and really make an effort to see the world from their perspective.”
Megan Sanicki,Drupal Association.
“What keeps the business line manager
up at night? It's not about choosing Drupal
or WP or Adobe.”
Documentation
Recap
1. Situation
2. How you win
3. Some winners
4. Go win, too!
www.openstratageypartners.com
Tim Deeson, Deeson:
“Ensuring you're at the why rather than the how end of the conversation is critical.”
Photo Credits - Thank You.• jetBlue, Morning Departure, John Murphy, https://www.flickr.com/photos/kingair42/5651962509/, https://creativecommons.org/
licenses/by-sa/2.0/• Walter Insam, https://www.flickr.com/photos/tigrebianca/9227335293/, https://creativecommons.org/licenses/by-sa/2.0/• img_6105, Zohaib Akhtar, https://www.flickr.com/photos/xobe/21613310609/, https://creativecommons.org/publicdomain/mark/1.0/• South By, Basher Tome, https://www.flickr.com/photos/basheertome/5530900495/, https://creativecommons.org/licenses/by/2.0/• 2010 Airshow 66, JoshuaMHoover, https://www.flickr.com/photos/joshuamhoover/9614364816/, https://creativecommons.org/
licenses/by-nd/2.0/• sunrise at 5000ft, hotrodnz, https://www.flickr.com/photos/hotrodnz/21539854483/, https://creativecommons.org/licenses/by/2.0/• Somewhere over nowhere, Billie Grace Ward, https://www.flickr.com/photos/wwward0/30410247261/, https://
creativecommons.org/licenses/by/2.0/• Finnish Airlines Douglas DC-3, Benjamin Horn, https://www.flickr.com/photos/beije/20210063836/, https://creativecommons.org/
licenses/by/2.0/• Gap, John Mettraux, https://www.flickr.com/photos/jmettraux/19872069392/, https://creativecommons.org/licenses/by/2.0/• Aisle, John Mettraux, https://www.flickr.com/photos/jmettraux/19691498138/, https://creativecommons.org/licenses/by/2.0/• Aeroplane, glasseyes view, https://www.flickr.com/photos/axelhartmann/6310094736/, https://creativecommons.org/licenses/by-
sa/2.0/• Me, aged seven, in 1949, George Redgrave, https://www.flickr.com/photos/funfilledgeorgie/14351020066/, https://
creativecommons.org/licenses/by-nd/2.0/• Propeller, Jason Goodger, https://www.flickr.com/photos/jasongoodger/405667009/, https://creativecommons.org/licenses/by/2.0/
Documentation
Alex UA, Zivtech / Probo.ci:
“TRUST ME. IT WILL BE THE BEST STUFF IN
THE HISTORY OF STUFF. PERIOD.”
Jeffrey A. "jam" McGuire
Evangelist, Acquia
dev.acquia.com/podcastacquia.libsyn.com/rss
iTunes: tinyurl.com/acquiapodcast
@horncologne
Thank you!
