acquia partner webinar_canada

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?

Thanks!

go.acquia.com/deal-reg

paul.treichler@acquia.commathieu.weber@acquia.com