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Partner Program Update November 8, 2017 Joe Wykes Meg Fitzgerald Patrick Goulet Molly Shenberger
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Acquia Partner Program Update

Jan 21, 2018

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Page 1: Acquia Partner Program Update

Partner Program Update

November 8, 2017

Joe WykesMeg FitzgeraldPatrick GouletMolly Shenberger

Page 2: Acquia Partner Program Update

Welcome!

We’re excited you’re here.

Page 3: Acquia Partner Program Update

The Acquia Partner Program mission

The Acquia Partner Program supports, enables, and recognizes our Partners so that they choose to

build their businesses with Acquia.

Page 4: Acquia Partner Program Update

Context around these changesYou and your success is our top priority.

● Context for the change

○ Since Forrester awarded Acquia a 5 out of 5 on Partnering, we have been

thinking about how to continue to make our program best in class and evolve

○ In order to stay relevant and keep up with the fast-moving market, we need to

adapt

○ Recently, we’ve experienced massive momentum with Partner Delivery

○ More to come with a Partner Sales Enablement Program in 2018

● What we’ve discovered

○ Need clearer segmentation for vast partner ecosystem/levels (we have

evaluated this)

■ New level needed

■ More distinction between requirements and benefits for each level

● Portal now allows accessibility variance

Page 5: Acquia Partner Program Update

Why are we making these changes?

● Efficiency

● Productivity

● Support

● Differentiation

Page 6: Acquia Partner Program Update

What are the key changes?● Partner Levels

○ Naming

○ Levels

■ Introducing two new levels to replace Community level

○ Sales Enablement/Certification

■ Marketing Benefits

● Partner Credit System

○ Introducing referral fee development fund

Page 7: Acquia Partner Program Update

Partner level updatesSee Benefit/Requirement By Level Chart Here

● Marketing

○ Co-marketing benefits do not kick in until

Preferred

● Sales

○ Foundation Plus and above are eligible for

joint account planning and business reviews

● Enablement and Support

○ Preferred and above are eligible for onsite

sales training

● Rewards and Incentives

○ Preferred and above eligible for the Credit

System

Page 8: Acquia Partner Program Update

Partner Success Stories with Acquia

Page 9: Acquia Partner Program Update

Program Case Study

Partner Profile

– 100 Person, Sitecore Platinum Partner

– New to Acquia and Drupal

– Specialized Industry Partner

– Adopted Self Service Program

– Strong Executive Commitment

– Proactive Practice Development

The Results

– 2 new wins, $170k in New ARR

– 6 new Acquia/Partner Opportunities

– Leveraged Acquia Assurance Model

– Distribution Development Underway

Page 10: Acquia Partner Program Update

Project Case Study

Project Profile

– Customer: Top 200 Fortune Company

– Industry: Consumer Packaged Goods

– Technology: Drupal 8, ACSF, & Lift 3

– Partner Experience: New to Drupal 8 &

Acquia

Results

– Executive alignment (sales & delivery)

– Strong delivery organization alignment &

cooperation

– Focus on high value enablement activities

– Prioritized Governance & Scope

Management

– Leveraged Assurance Model & TAM

Project & Partner Success

– Released 20+ sites to date on the

platform

– Joint case study under development

– High Customer satisfaction driven by

fully capable partner

– Programmatic Approach to Delivery

Enablement Underway

– COE Operationalized in 2018

Page 11: Acquia Partner Program Update

Acquia Partner Credit System● Available to Preferred and Global Select Levels

○ Put referral fees into a “bank” that Acquia manages

○ Use those referral fees towards Marketing, Enablement,

and Certification

● Action

○ Opt into the Credit System if eligible (Preferred/Global

Select)

■ Form here

■ Must sign and return

○ Start thinking about what to use your credits for

○ Discuss with your Partner Manager and loop in the correct

Acquia folks

Page 12: Acquia Partner Program Update

Team organization

● Segmented on Region, Territory, Size, and Level

● Global Team Leaders; local contacts

● Closely aligned with sales reps in territory

● 2018 Leadership simplification

Page 13: Acquia Partner Program Update

When will these changes take place?

– All new program levels, benefits, and requirements for the program will take place

January 1, 2018

– Level moves will be based on 2017 performance

– Credit System available to Preferred and Global Select

– Preferred and Global Select must opt in first thing in 2018 (forms will be

distributed then)

– Opting in for a minimum 12 months

Page 14: Acquia Partner Program Update

● How are we exceeding our 2017 goals with new products?

● Establishing Partner Plans for 2018

● Call your partner manager to understand your current performance & level

● Understand and learn about our new products

Next steps

Page 15: Acquia Partner Program Update

Open Q&A