If you’re like many businesses, you want to get websites and digital experiences up and running faster. You also want to unlock greater productivity in your team. And, of course, you want to show you’ve made wise investments. But proving ROI can be tough. Let us help. Join our webinar on September 12, 2019 @ 10:00AM ET/ 3:00PM BST to hear a guest speaker from Forrester as they discuss findings from the Total Economic Impact™ (TEI) of Acquia Cloud Site Factory and Acquia Liftٰ¹. This in-depth analysis explores how companies are using Acquia’s technology to deliver impactful business results. Acquia will discuss how the intersection of people, process and technology involves shining a light on legacy mindsets and rollout approaches associated with getting the best engagement from your digital channels. In this webinar, we will cover: - How companies are using Acquia’s technology to deliver impactful business results - How businesses can see their ROI increase to 316% - What is DXP and how do you manage digital chaos? - How to solve the innovation gap from ‘Websites’ to DXP - Agility leading to competitive advantage - A detailed analysis of the TEI study conducted by Forrester Consulting on behalf of Acquia Visit www.acquia.com/acquiaROI to learn more about the study & how Acquia can help you drive more ROI. _______________________________________ ٰ¹The Total Economic Impact™ Of Acquia Cloud Site Factory And Acquia Lift, a June 2019 commissioned study conducted by Forrester Consulting on behalf of Acquia.

1. Total Economic Impact of
Acquia: Featuring Research
from Forrester Consulting
September 12, 2019

2. Speakers
Alan Botwright
Senior Solutions Architect,
Acquia
Jon Erickson
VP, Director,
TEI at Forrester Research

3. 3© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Agenda
›Background
›Executive summary
›Analysis
›Financial summary
›Question and answer
Please note:
This slide presentation is an abridged,
graphical, and complementary
representation of a case study.
For a full explanation of methodology
and details on model calculations, please
refer to the full case study (The Total
Economic Impact of Acquia Cloud Site
Factory and Acquia Lift, June 2019)

4. 4© 2019 FORRESTER. REPRODUCTION PROHIBITED.

5. Common challenges

6. Common challenges preventing effective customer engagement
`s
PLATFORM CHALLENGES DATA CHALLENGES
– Agility - speed of innovation
– Governance
– Simple content authoring & publishing
experience
– Time to market
– Security, Compliance
– Standardisation, dealing with Scale
– Cost and Complexity
– Omnichannel delivery
– Single view of the customer
– Customer lifecycle management
– Macro Analytics
– Attribution to Biz KPIs
– Success metrics

7. Digital chaos - the ‘multi multi’ problem
– Multiple Platforms
– Multiple Brands
– Multiple Countries
– Multiple Channels
– Multiple Campaigns
– Multiple Teams
Campaign
Microsites
Mobile
App
Brand X .com
.co.uk
Brand Y .com
Brand Z .com
Brand 123 .com
Corporate
Sites
Customer
forum
Legacy sites
Commerce sites
Country sites
CONTENT
TEAM
MARKETING
TEAM
AGENCY
PARTNERS
IT TEAM

8. Digital Culture - from ‘Websites’ to DXP
“Insanity is doing the same thing over and over again and expecting different results.”
Standard rollout methodologies are locked into a 15 year old paradigm designed to build
monolithic websites. Outcomes rarely deliver the agility and 1:1 customer journeys that
modern business aspire to.
Customer
Journey
Monolithic
Build
The innovation gap
The larger the innovation
gap the greater the
negative impact to
business

9. Getting the right balance
Agility empowering brand
owners and marketers to be
able to build digital campaigns
quickly and effectively through
repeatability and re-use.
Factory standardisation
repeatability across brands /
sites
Single view of the customer -
Improved customer lifecycle
management through
integrated real time user data
Creative
Flexibility
Repeatability &
Re-use
(Standardisation)
Agility
Governance
Security & Compliance

10. Complexity of Digital Teams, Diverse Channels
A mixture of People,
Process, and Technology.
Acquia’s proven
governance methodology
for Speed & Agility while
achieving Scale.
Governance driving
standardisation for
compliance at scale
Web Campaigns Social IoT CommerceMobile
LATAM NA
APAC
Experience
Orchestrator
Content
Editor
Developer
Partner
Creative
Partner
Developer
Partner
Creative
Partner
Content
Editor
Content
Editor

11. Understood customers
Create a unified customer profile by
integrating data from many different data
sources (CRM, commerce, service,
marketing automation). This offers an
unparalleled opportunity to build a 1:1
relationship with your customers in real time.
Anonymous customers
We know very little about this kind of
customer and our relationship is either
new or transactional. Our voice to the
customer is very reactive and not
proactive.
Known customers
inferred customer preferences
based on what content a user is
interacting with - real time data
UNDERSTOOD
KNOWN
ANONYMOUS
The path to better engagement

12. Competitive advantage through agility - Acquia DXP
Unified customer profile
integrating data from many
different data sources
Content
Authoring
Brand ‘A’
Brand ‘B’
Acquia DXP
Unified Customer
Profile Data
Governance
Factory Agility, Content personalisation, Marketing
Automation, Omni Channel Orchestration
User User User
Segments Cohorts Personas
ANONYMOUS
PROSPECT
KNOWN
CUSTOMER
UNDERSTOOD
CUSTOMER
Websites
Marketing
Automation
Commerce
Mobile
Apps
Signage
& Kiosk
Bots & IoT
Portals
3rd Party
Analytics+

13. 13© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
“Next-level” business case justifications are increasingly
important for technology investments
TCO ROI TEI
IT impact
IT costs
IT cost savings
Business
impact
User efficiency
Business effectiveness
Risk/
uncertainty
Risk mitigation
Risk versus reward
Strategic
impact
Scalability
Flexibility
What is an effective business case?
Base: 825 IT decision-makers at North American enterprises

14. 14© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
Forrester took a multistep approach to evaluate the
impact of Acquia Cloud Site Factory and Acquia Lift
Start
Due
diligence
Customer
interviews
Create
composite
Create financial
model
Write case
study
Review and
finalize

15. 15© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Lift, June 2019
Forrester has
determined
the following
three-year
impact
Based on an analysis of
Acquia Cloud Site
Factory and Acquia Lift
customer feedback and
quantified benefit, cost,
risk, and flexibility factors.
ROI NPV BENEFITS PV
316% $6.3 million $8.3 Million

16. 16© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
Forrester interviewed four Acquia customers
Food and Beverage Packaged
Goods Conglomerate
Life Sciences
Conglomerate
• European based
• Interviewed Lead architect for
enterprise integration
• 2,000 over three years
Food and Beverage
• US-based
• Interviewed head of digital analytics
• 40+ million unique website visitors
each year
• US-based with international offices
• Interviewed Manager, Owned platform
and CRM Senior director, technology
at partner agency
• -90 Websites
• European-based
• Interviewed Senior manager of digital
communications
• -200 websites
Higher Education

17. 17© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Lift, June 2019
The customers shared experiences before and after
using Acquia Cloud Site Factory and Acquia Lift
The Customer Journey
KEY CHALLENGES
•Expensive and complex to create
and managing multiple sites –
inhibiting the ability to create
effective customer engagement
•Could not meet scalability and
agility requirements of the business.
•Struggled to engage their
customers consistently and
effectively, and personalization was
daunting

18. 18© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Lift, June 2019
The customers shared experiences before and after
using Acquia Cloud Site Factory and Acquia Lift
The Customer Journey
KEY CHALLENGES
•Expensive and complex to create
and managing multiple sites –
inhibiting the ability to create
effective customer engagement
•Could not meet scalability and
agility requirements of the business.
•Struggled to engage their
customers consistently and
effectively, and personalization was
daunting
SOLUTION REQUIREMENTS
•Provide a standardized global
platform to improve scalability, agility
and efficiency.
•Decrease reliance on multiple
agencies and costly CMS solutions.
•Enable optimization in conjunction
with broader investments into unified
customer data management.
•Allow for quick migration of any of
their existing sites that are
Drupal-based
•Support stringent security and
compliance standards without
impacting creativity and flexibility.

19. 19© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Lift, June 2019
The customers shared experiences before and after
using Acquia Cloud Site Factory and Acquia Lift
The Customer Journey
KEY CHALLENGES
•Expensive and complex to create
and managing multiple sites –
inhibiting the ability to create
effective customer engagement
•Could not meet scalability and
agility requirements of the business.
•Struggled to engage their
customers consistently and
effectively, and personalization was
daunting
SOLUTION REQUIREMENTS
•Provide a standardized global
platform to improve scalability, agility
and efficiency.
•Decrease reliance on multiple
agencies and costly CMS solutions.
•Enable optimization in conjunction
with broader investments into unified
customer data management.
•Allow for quick migration of any of
their existing sites that are
Drupal-based
•Support stringent security and
compliance standards without
impacting creativity and flexibility.
KEY RESULTS
•Increased customer engagement,
resulting in increased incremental
revenues.
•Improved productivity across internal
departments and eliminated
unnecessary costs
•Increased scalability and efficiencies
of content

20. 20© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
Forrester created a composite organization
representative of customer interviewees
$6 billion
ANNUAL REVENUE
100 Websites
30 migrated from legacy
CMS
Multiple brands
Support for over
1 million unique
monthly visitors

21. 21© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
The customers quantified key benefits from investment
in Acquia, resulting in benefits of $8.3M
Incremental
revenues due to
improved time to
market of new
sites/features
85%
faster time to market
for new sites and
features
Improved customer
retention from
increased audience
engagement
Created more relevant,
engaging experiences,
increasing customer
retention by
3%
Cost avoidance of
additional
headcount
Avoided costs
associated with
5.5
future hires each year
Digital marketing
productivity
savings
60%
increase in
productivity of the
digital marketing team
due to faster site dev
and updates and
improved content
personalization
Avoided External
Website
Development
Costs
Avoided costs
associated with
multiple agencies and
maintenance and
support of legacy
CMS
~$600K

22. 22© 2019 FORRESTER. REPRODUCTION PROHIBITED.
Source: The Total Economic Impact Of Acquia Cloud Site Factory and Acquia Lift, June 2019
Three-year model summary results
ROI
316%
BENEFITS PV
$8.3 million
NPV
$6.3
million

23. Thank you!
Questions?