98
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)!• 3:15 - 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!
!!!
To revolutionize !the creation and growth !
of extraordinary web experiences !the open source way !
!!
@josephwykes [email protected]
Inside ManyLarge Organizations, the Web Is Broken!
• Disparate systems • Duplication of content • Fragmented experiences • High cost to manage • Not scalable
@josephwykes [email protected]
Customer demand integrated experiences!
2013 Strategic objective!
!!!Enabling partners to succeed!
! !!! !Enables customers to succeed!
!!Enables Acquia to succeed!
!
@josephwykes [email protected]
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 [email protected]
• High res picture of rainforest bustling with life – an eco-system!
A vibrant eco-system for extraordinary websites
Digital Marketing Agencies
Web Development companies
Systems Integration companies
Technology Companies/
ISV’s
@josephwykes [email protected]
Flexible, Open, Freedom
Integrated content store (local + aggregation)
Social!FB/Twitter!
!Primary !site!
Email campaign!
Video!portal!
Mobile application!
Community site!
Measurement and reporting
Rich media assets User generated content
Marketing automation
CRM Feeds
@josephwykes [email protected]
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 [email protected]
Partner program principles!
• Partnerships need to be bi-directional!
• Business model alignment!
• Product alignment!
• Risk mitigation!
• Increased margin!
@josephwykes [email protected]
Program benefits!• Products to remove complexity, ! minimize risk & increase margin!
• Marketing activities!
• Training & enablement!
• Sales & business development! ! !
@josephwykes [email protected]
Partner Site of the Year 2012
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 [email protected]
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
Drupal is the Largest Open Source Project in the World!
Open source, web phenomenon
2X the size of Linux developer community
@josephwykes [email protected]
Drupal Adoption in Key Verticals!
Momentum in life sciences, high tech, healthcare, financial services
24% !of .gov websites !
71 of top 100!universities!
7 of top 8!Of media websites !
@josephwykes [email protected]
@josephwykes [email protected]
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
Drupal Adoption in Key Verticals
Momentum in education, government, media, hi-tech, healthcare, non-profit, financial
services
@josephwykes [email protected]
@josephwykes [email protected]
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
DRUPAL!
Acquia Delivers a Global Open Cloud Platform for Drupal
Digital experiences, !delivered as a service in the cloud!
Acquia Cloud
Digital experiences, !delivered as a service in the cloud!
Acquia Cloud
DRUPAL!
Acquia Delivers a Global Open Cloud Platform for Drupal
DRUPAL!
Acquia Delivers a Global Open Cloud Platform for Drupal
Digital experiences, !delivered as a service in the cloud!
Acquia Cloud
Acquia delivers:!• Web, mobile, social and commerce applications!• Application management suite with expert support!• Highest performance Drupal cloud, around the globe!
DRUPAL!
Acquia Delivers a Global Open Cloud Platform for Drupal
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!
Media! Entertainment! Public Sector! Higher Ed!
Acquia Customers!
PROPRIETARY AND CONFIDENTIAL - do not redistribute
High Tech! Pharma / Healthcare! Financial Services! Others!
Acquia Customers!
PROPRIETARY AND CONFIDENTIAL - do not redistribute
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!
APJ Overview Chris Harrop, Regional Director
February 5th 2013
“Chris”
“Chris”
“Chris”
APJ Team, March 2012
APJ Team, less than 1 year later
Man flu!!
It’s real!
What have we been doing?!
April May June
Singapore
Reviewed all leads in SFDC
Reviewed APAC crawler
Met with partners
Met with customers
A>ended User Group Meet-‐ups
Joined Acquia
Acquia on-‐boarding
Acquia messaging
Met with opportuniDes
Improve inbound leads
Limited Drupal resource
No widespread enterprise adopDon
Data sovereignty, latency (Acquia
Search)
Improve enterprise accounts
Some bad experiences
Met with Drupal community leaders
Customers!
SBS
What have we been saying?!
February 2012 March 2012 April 2012
Pinterest hits 10M unique visitors
New Drupal module created for website
Users “pinned” images
15 Drupal sites go live with
Pinterest integration
800k+ members
18k+ modules
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!
Operate!
The Enterprise Guide to Drupal
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
“Partners
Partners
Partners”
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!• Management of entire Drupal stack!• Drupal-tuned runtime environment!• Single server or high-availability, fully
redundant architecture!• Keeping the Drupal site live rather than just
monitoring the O/S and server uptime!
!
Internal hardware
Acquia Cloud Regions
Acquia Cloud Regions
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!
Operate!
Enterprise-class 24x7 Support
• Experienced Drupal customer support specialists
• Follow the sun support team
• Phone, email, web ticketing
• Unlimited tickets
• Unlimited hours per ticket
• 1 hour critical SLA response time
• Custom modules supported
• (Managed Cloud) Server management
• Advisory Hours
• Module security updates
• Lightweight site changes
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!
Operate!
• Articles
• FAQs
• Podcasts
• Webinars
• Videos
Acquia Forums
..and don’t forget
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!
Operate!
• Subscriptions to useful 3rd party tools
• Acquia developed tools
[!start!!]!
[!enterprise !deployment!]!
Learn!
Build!
Deploy!
Operate!
The Enterprise Guide to Drupal
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
Community Platform
Main Website
Microsite
Microsite
Main Website Product
Site
Intranet
Corp-com site
Account management!
Working with the APJ team!
Acquia information
Training
Tender responses
WEM demo
Commons demo
Proposals
Sales calls
Drupal architecture advice
Hosting specification Events
Whitepapers
Gartner & Forrester Reports
Competitor intelligence
Resource sharing / flexing
Cold calls
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 [email protected]
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 [email protected]
Format!
On/offline instructed
training
Hands on practice Online exam
Interactive scenario based
assessment
8hrs video, classroom,
chat
Mentored trials
Multiple choice + subjective
Live test with instructor
@josephwykes [email protected]
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 [email protected]
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!
Acquia Commons & web experience management, David Peterson, Solution Architect
February 5th 2013
What is WEM?!
Web Experience Management
“Digital experiences made easier. Delivering digital experiences that translate seamlessly between smartphones, tablets, and the desktop is a challenge…”
“Demystifying Web Engagement 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.”
“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.”
“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.”
“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
Web Content Management
Social Business Software
eCommerce
Microsite
Microsite
Promotion
Microsite
Microsite
Event site
Blog
Product site
Corp-com site
Extranet
Wiki
Media gallery
Community platform
Intranet
Ecommerce site
Landing Page
Main website
Microsite Microsite
Promotion Microsite
Microsite
Event site
Blog
Product site
Corp-com site
Extranet
Wiki
Media gallery
Community platform
Intranet
eCommerce site
Landing Page
Main website
Foster self-organizing collaboration across customer segments / groups
Create community websites and media
Connect and create loyal brand advocates on mobile apps and owned media
Integrated Experiences for the Digital Consumer
Deliver targeted promotions to refined customer segments
Deliver campaigns across channels
Leverage rich media to deliver immersive experiences and campaigns
Drive conversion rates through personalized content
Leverage user generated content including comments or ratings about products
Optimize online shopping across channels and devices
Engage in the selection/shopping conversation across channels (forums)
Offer clear guidance about products and services
Embrace digital engagement in store environments
Localisation
Social
Marketing is now Digital Marketing
“Marketers: Digital Offers us More for Less”
- Ad Age
“CMO and CIO: A Beautiful
Friendship?” -The Buzz Bin
“Why Web Experience is a Marketing Must”
- CMO Magazine
“B2B Sales and Marketing Lack Tools
for Effective Selling
Conversations” - MarketingProfs
“Creating a Winning Web Presence”
- MarketingProfs
“Content Marketing belongs in…Marketing”
- Social Times “Marketers Must
be Technologists” - Balihoo
“Landing Pages 3.0: How content and
context plays a more
meaningful role” - Search Engine Land
Tablet visitors spend
over 50% more than visitors who use
smartphones, and over 20% more
than visitors who use desktop or
laptop computers.
WEM Drives Real ROI
‣ Customers who are fully engaged represent an average 23% premium
in terms of share of wallet, profitability, revenue,
and relationship growth.
55% of consumers felt positively when companies responded
to a social media posting.
148% return on marketing
investments
63% current
growth in revenues
Companies that change content based upon visitor
behavior
WEM + DAM
is a powerful combination to translate online marketing
strategies that are measurable and repeatable.
So, what’s our story?!
OpenWEM
This complexity, speed and constant change is perfect for Open Source
Open SaaS Freedom from vendor lock-in and maps marketing spend to marketing success
Open Development Realtime innovation offers the fastest time to market for new web services/campaigns.
Open Architecture Marketing is empowered to embrace the right tools to meet unique business requirements.
Open Context Data centric approach enables multi-channel engagement and contextual delivery across systems.
Open Ecosystem Your trusted partners drive customer success and reduce risk with support for 100% of your solution.
Open Productivity Lowest solution TCO and the fastest learning curve amongst developers AND Digital Marketers.
This complexity, speed and constant change is perfect for Open Source
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 products
ý
✔ 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.
Commons!
Drupal Delivers Rich, Integrated Experiences
Community Platform
Main Website
Microsite
Microsite
Main Website Product
Site
Intranet
Corp-com site
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!
Acquia Cloud & Network David Peterson, Solution Architect
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!
Currently available: www.acquia.com/free!
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!
Acquia Free Trial – Launched in private beta!
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!
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?!!
@josephwykes [email protected]
[email protected]!@josephwykes!
+1 415 734 0754!
[email protected]!@cvharrop!
0438 498 880!
• High res picture of rainforest bustling with life – an eco-system!
Book your partner meeting with Joe & Chris this week
