4. 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
5. 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
6. Acquia a Leader in 2014 Gartner WCM Magic Quadrant
Acquia is the Fastest Rising Vendor Over Three Year Period
7. 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
8. 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
4
Four Market
Imperatives
in the Age
of the
Customer
9. 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
10. 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
12. 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.
13. The Acquia Platform
Freedom 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.
14. Digital Experience Cloud
Build 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
15. Digital Engagement Services
Deliver 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.
19. Industry Data
• We are well positioned to be
the experience management
platform for commerce
• The commerce platform
will increasingly become
operational infrastructure
20. 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
22. 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
23. 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
24. 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.
25. Digital, Creative Strategy
Application Development System Integration Campaign Execution
Partner
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
26. 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
27. We can also utilize…
→ Marketing
Webinar
Event (e.g. Digital Transformation)
Blog
→ PR
→ Solutions – pre-packaged solution around particular need in a
vertical industry
See Forrester: The Total Economic Impact™ Of Acquia Cloud Site Factory. Accelerating Time-To-Market And Enabling Cost-Effective Deployment of Multiple Websites
Project Director: Michelle S. Bishop. November 2014
Also see Gartner: Toolkit: Total Cost of Ownership Calculator for Web Content Management
Mick MacComascaigh. 26th Feb 2010
These and other materials have been reviewed when compiling an Acquia business case template for Digital Transformation.
Acquia is the Digital Experience Company that helps customers think ahead. We’ve experienced tremendous growth as we’ve helped many leading organizations adopt open source for their digital experience through simplifying the learning curve, and bullet proofing the experience delivery. We’re global, with over 500 employees, and private (for now) with backing from some of the leading venture capital firms in the world. Our partner ecosystem is immense – across technical partners, system integrators, digital agencies, and boutique development partners. We ensure success for our customers every step of the way.
Drupal is an open source web content management system
Forrester Research recently published two reports – one for the CIO and one for the CMO: “The blueprint for strategy in the age of the customer.” They’re excellent reports and share similar content. Specifically they point out that organizations who focus on customer experience outperform those that don’t on Standard & Poor’s 500 list over the past 6 years.
Here are example Customer Experience leaders from the Forrester CX Index Report 2014 (they are ranked highly for a wide variety of reasons that typically include offline experiences and online experiences, customer sat, executing on the brand promise, streamlining the experience / satisfaction for customers, etc):
Retailers: Old Navy, Kohls, Amazon, Costco
Travel: Delta Airlines, Southwest
Healthcare: Kaiser Permanente, BCBS Michigan
Insurance and Fin Serve: USAA, State Farm, Geico, Amex
Hotel: Courtyard by Marriott; Marriott Hotels & Resorts; Hilton
Investment firms: Ameriprise, Edward Jones
They go on to provide advice on the market imperatives organizations must tackle to succeed. First you need to harness big data and make it actionable. You need to transform the customer experience to make it personal and contextual. You need to accelerate your digital business by taking advantage of cloud-based innovation, and you need to embrace the mobile mind-shift and architect for the always-on, and always on the go consumer.
The Acquia Platform offers our customers the freedom to move faster.
The Acquia Platform offers our customers the freedom to move faster.
Starting with Digital Experience Solutions – Drupal gives Brand and Content Managers the ability to deliver a unified experience across brand, social and commerce experiences. You don’t need point solutions for these use cases, and multiple content management systems. Drupal can do it all. We’ll talk in a bit about how Drupal also helps marketers, merchandizers, developers, and architects.
On top of the application layer we have the Digital Innovation Cloud which is where Developers gain the development solution that helps them create high quality web experience faster, and technical leaders gain the security, reliability, and scalability they need to serve the always-on experience.
Unfortunately – that’s not enough – you need to be driving personalized experiences that take into consideration each users context. That’s where Digital Engagement Services come in – they put Marketers and Merchandizers in control of delivering personalized experiences without needing IT. Let me take you through each area in more detail…
The Acquia Cloud solution set spans the creation and delivery of everything from unique applications on Acquia Cloud Enterprise to using one code base to drive hundreds of experiences with Acquia Cloud Site Factory.
Acquia Cloud Enterprise is the development platform your technical team will use to build your digital experiences. It includes access to power tools and APIs that help automate mundane testing and Quality Assurance work. Limiting development time on those tasks frees the up to focus on feature and experience innovation. On top of the development tools, it’s also a powerful hosting environment that’s tuned for Drupal applications. It’s highly available – with redundant environments if failover is necessary, and it’s also backed by a cloud operations and Drupal support team you can trust.
Acquia Cloud Site Factory is purpose built for easing the deployment of many sites. It comes down to a single governed code base – which your technical team will benefit from because that simplifies any updates needed to ensure performance and security. On the front-end, your marketing team retains creative control. Even though hundreds of sites are sharing one code base and functionality, the experiences can all look different, and marketers can quickly deploy from templates to decrease time-to-market.
The foundation of Acquia’s Digital Engagement Service is Acquia Lift ContextDB. ContextDB is a solution built for marrying known and unknown customer data from across channels and information sources – and packaging up that insight in a unified customer profile for each individual customer. Using an open and smart data approach, your customers can directly access their data and surface this insight using the analytics tool of theirchoice. This helps them drive fine-grained customer segments.
Once you have the segments, Acquia Lift Target helps you with behavioral targeting, understanding your customers’ context in real-time, and testing personalized experience that will resonate with each segment using A/B, headline testing, or multivariate testing.
As your personalized experiences start yielding results, increase the impact with personalized offers and content recommendations from Acquia Lift Recommend that will keep customers engaged with the site resulting in increased conversion around your calls-to-action.
Then you iterate! This is all about taking an agile approach, learning, and improving quickly and helping your customer create a culture and center of excellence around optimization.
So what does this mean to brands? Brands on the left are disrupting the market and changing expectations through new business models and a different approach to commerce, while brands on the right are commoditizing it and it’s a race to the cheapest-fastest seller.
This leaves brands in the middle trying to figure out how to survive in this changing landscape. How do they compete with the Bonobos of the world? Many of these brands use Amazon as another retail channel, yet how do they keep their brand from being commoditized?
To meet evolving customer needs and expectations and to try to keep their brand identities online retailers are finding they need to take extra steps to differentiate their brands and provide the customer with a rich branding experience.
Take Hermes. Hermes is a luxury brand with a very strong brand identity offline, and a very rich history. However, when you go to Hermes.com you’re immediately asked to make a choice. You can ‘Discover’ the brand. Buy online. Or Find a Store.
If you click ‘discover’ you’re taken to a very rich branding experience full of content to interact with. However you can’t actually make a purchase. If you click ‘buy’ you’re taken to a very standard-issue shopping experience, void of content.
Hermes is not unique, this is a problem faced by a lot of brands. They’re unable to include branding content within the shopping flow, so instead they’ll build separate branded experience to house that content.
This results in what Forrester calls the “Two-Site Syndrome”, and leaves the consumer with a very broken disjointed experience.
We play role of vendor
Sales & Marketing - win more deals, side by side
Layout field organization.
Assets, resources, back up, support
Products that mitigate risk/remove complexity and allow you to increase your margin and keep maintain a long term customer relationship