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Partner Program Update
November 8, 2017
Joe WykesMeg FitzgeraldPatrick GouletMolly Shenberger
Welcome!
We’re excited you’re here.
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.
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
Why are we making these changes?
● Efficiency
● Productivity
● Support
● Differentiation
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
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
Partner Success Stories with Acquia
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
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
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
Team organization
● Segmented on Region, Territory, Size, and Level
● Global Team Leaders; local contacts
● Closely aligned with sales reps in territory
● 2018 Leadership simplification
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
● 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
Open Q&A
