nobody wants a website - move up the value chain

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

jam@acquia.com

horncologne@gmail.com

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

jam@acquia.com

horncologne@gmail.com

Thank you!