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- 1. The Benefits of Partnering with Acquia An exclusive webinar for existing and prospect partners March 24 2015
- 2. Agenda → Introduction: Digital Disruption → Acquia’s Positioning → The Commerce Opportunity → Go to Market with Acquia → Partner Program
- 3. Presenters Paul Treichler Channel Director Mathieu Weber Director - Canada
- 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.
- 16. Acquia Commerce
- 17. Commerce is being disrupted Commoditizing the MarketDisrupting the Market
- 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
- 21. Go To Market with Acquia
- 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
Notes de l'éditeur
- 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