acquia partner webinar_canada
TRANSCRIPT
The Benefits of Partnering with AcquiaAn exclusive webinar for existing and prospect partners
March 24 2015
Agenda
→ Introduction: Digital Disruption
→ Acquia’s Positioning
→ The Commerce Opportunity
→ Go to Market with Acquia
→ Partner Program
Presenters
Paul Treichler
Channel Director
Mathieu Weber
Director - Canada
A few words: Acquia is The Digital Experience Company
→ 3800+ customers
→ 600+ employees
→ Privately held, backed by New Enterprise
Associates (NEA), North Bridge Venture Partners,
Sigma Partners, Tenaya Capital, and Amazon.com
→ Canada:
→Employees: 3 (FY14) 21 (FY15)
→R&D Lab / Sales / Marketing
→Key customers: Empire Life / ADM / Bombardier /
Ottawa / D+H / Enercare
Partners
Customers
Awards
Canada Market Opportunity
→ Canada is 3-5 years behind ROW in terms of cloud / open standards
adoption
Ability to leapfrog / propose a fresh approach to your clients
→ Competition is a good thing: Prices / quality / choice
Break the traditional: Java = Adobe; Microsoft= Sitecore mold
The suite approach is very 2006
→ Acquia’s brand awareness in Canada is growing
Ride the wave
Acquia a Leader in 2014 Gartner WCM Magic Quadrant Acquia is the Fastest Rising Vendor Over Three Year Period
Transformation is not optionalOrganizations who focus on
customer experience are thriving.
Companies with poor customer
experience are dying.
*Data from “The Customer Experience Index, 2014” by Forrester Research.
The age of the customer is here
43.0%
14.5%
-33.9%-40.0%
-30.0%
-20.0%
-10.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
Stock Performance (2007-2012)
Source: Forrester Research and Wartermark Consulting
Customer
Experience
Laggards
S&P 500 IndexCustomer
Experience
Leaders
What will it take to succeed?Embrace all things digital to drive
a great customer experience
“How can you keep up with
empowered customers? Be more
digital. Your customers, your
channels, and your competitors are
digital.
The future of your business is digital.”
- Forrester Research
Turn big data into
business insights
Embrace the
mobile mind
shift
Accelerate
your digital
business
Transform the
customer
experience1
2
3
4Four Market Imperatives
in the Age
of the
Customer
Acquia customer DNA: Are Canadian clients ready?
Traditional Information Technology
Siloed teams with different solutions
delivering disjointed experiences
Disciplined (slow) processes for
building and deploying digital experiences
Proprietary solutions whose technology
evolves too slow
On-premise infrastructure with rigid &
costly capital expenses
New Business Technology
Integrated teams with a shared solution
delivering unified experiences
Agile (fast) process for building and
deploying digital experiences
Open Source solutions that evolve at the
speed of the web
Cloud-based infrastructure with flexible
and lower cost operational expenses
Value Acquia brings to you
→ Superior / differentiated value prop based in Cloud and Open
Source
→ Enterprise Class products with high market demand
→ Strong sales support and personal attention from our team
→ Sales and marketing tools
→ Referral payments and co-marketing opportunities
Acquia Positioning
Together we can help companies transform
The Acquia Platform
provides the software
necessary to build and
deliver extraordinary
digital experiences faster.
The Acquia Platform The Acquia Experience
The Acquia Experience is the
intersection of the Acquia
Platform and our commitment
to Customer Success.
We offer education,
professional services, and
ongoing support.
The Acquia PlatformFreedom to Accelerate
→ For Marketers & Merchandisers
Acquia puts you in control of delivering
personalized experiences and driving
conversions.
→ For Brand & Content Managers
Acquia helps you deliver unified brand, social,
and commerce experiences across devices &
borders.
→ For Developers & Technical Leaders
Acquia helps developers create high quality
applications faster, and gives technical leaders
the security, reliability, and scalability they need.
Digital Experience CloudBuild Smarter Faster with Acquia Cloud
Acquia Cloud
Free
Acquia Cloud
Site Factory
Acquia Cloud
Professional
Acquia Cloud
Enterprise
A free Drupal dev &
stage environment
with access to our
power tools
A self-service,
single-server
environment tuned
for Drupal including
access to all of our
application
assurance tools
A full-managed,
multi-tier
environment that
ensures high
availability and
99.95% site uptime
for customers,
backed by our
support team
A managed solution
for deploying many
sites from a single
governed code base
Digital Engagement ServicesDeliver contextualized experiences with Acquia Lift
Acquia Lift ContextDB
Blend known and unknown data
sources to improve user insight
across channels and drive fine-
grained customer segments.
Acquia Lift Target
Build segments that matter,
automatically target content
using A/B/n testing, and
implement personalized
experiences.
Acquia Lift Recommend
Merchandise assortments of
your best content and products
for each individual visitor,
measure, and optimize offers.
Acquia Commerce
Commerce is being disrupted
Commoditizing the MarketDisrupting the Market
The “Two-Site Syndrome”
Industry Data
• We are well positioned to be
the experience management
platform for commerce
• The commerce platform
will increasingly become
operational infrastructure
Acquia & Partner Market Opportunity• $4B, 65 year, Global Brand
• Board edict to unify customer
experience
• Varied market opportunities and
needs across markets
• Varied commerce platforms in
use today
• Core needs: global scale,
repeatable processes,
ecosystem choice
• Acquia Gets:
• Support and Maintenance Sub
• Acquia Platform
• Partner Gets:
• Site Redesign
• Commerce & Content
Implementation Services
• Digital Marketing Retainer
Go To Market with Acquia
Key Value Propositions
→ Drupal: Flexibility, Innovation, Speed, Talent, Openness, Cost
→ Acquia: Enterprise, Secure, Scalable, Reliable, Drive Conversion
→ Scenarios: Replatform, Many Sites, Content+Commerce, Platform
Consolidation, Conversion
→ Verticals: MEP (e.g Sports), Gov, NGO/Assoc., EDU, Life Sciences,
FinSrv, Healthcare, CPG, Travel & Transport
→ Themes: Bridging Marketing & IT, Digital Disruption, Best of Breed
We can scale with your client needs
→ Client requires full service – design, dev, integration, program management,
managed service, and support
→ Project is global in scope
→ Conversion/transaction is core to the project.
Large – multi-million dollar services deals
→ As low as $134/mo on Acquia.com – self service
→ Register the opportunity to include an Acquia rep for projects starting at
~$1000/mo go.acquia.com/deal-reg.html
Small – self service to small enterprise subscriptions
Competition
CMS: Adobe (AEM), Sitecore, OpenText/Vignette, Tridion (SDL),FatWire, Liferay, DotNetNuke, Umbraco, Kentico, Percussion, Ektron, Joomla
Social/Collaboration: Jive, Lithium, Telligent, Sharepoint
Microsite/Many Site: Wordpress
Hosting: Rackspace, Pantheon, Amazon (can help here)
Flexibility of Drupal/Acquia offering allows us to compete effectively in all of these places. We have materials, cases, and whitepapers to help you effectively compete with these technologies. Let us know EARLY if you see these technologies.
Digital, Creative Strategy
Application Development System Integration Campaign ExecutionPa
rtner
Platform Expertise,
Training & Tools
24x7 Global Ops &
Support
Acquia
• Accelerate time to market
• Mitigate project risks
• Improve conversion
• Increase project margins
Committed Together to
Customer Success
Acquia Confidential
Program Management
Roles & Responsibilities
Resources & Process
→ Sales Resources Case Study, Whitepaper, Battlecards, Client Call,
Deep Dive Enablement for your team (e.g. Lift)
Sales Lead + Solutions Architect
→ Process Deal Reg EARLY and OFTEN (leads to attribution for commission and gives
you the best chance of winning)
Sales will follow up with you within 24 hours
→ Also… Partner revenue recognition
Commission (5-15%)
Deal Reciprocity
We can also utilize…
→ Marketing
Webinar
Event (e.g. Digital Transformation)
Blog
→ PR
→ Solutions – pre-packaged solution around particular need in a
vertical industry
Q&A
→ Feedback
→ Questions?
