Competing with Giants - How to Win with Drupal vs Proprietary Alternatives
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Competing with Giants - How to Win with Drupal vs Proprietary Alternatives

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Drupal has become a serious player in the enterprise market, encountering a new set of competitors along the way. ...

Drupal has become a serious player in the enterprise market, encountering a new set of competitors along the way.

Free software alone isn't enough for most larger organizations to choose Drupal. The technical selection process is more intensive, with many more stakeholders influencing the decision process - each with their own biases and requirements. Additionally, enterprises rely on guidance from analysts and their peers to create their short list of potential options to consider. Raising the visibility of Drupal's strengths and success stories is critical to competing effectively in the enterprise market.

In this session, we'll share our experiences positioning Drupal with the analyst community and with senior level executives from prospective customers. We'll discuss Drupal's weaknesses and lessons we've learned when Drupal has lost during the selection process, and how we, as a community, can work together to improve our chances in the future.

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Competing with Giants - How to Win with Drupal vs Proprietary Alternatives Competing with Giants - How to Win with Drupal vs Proprietary Alternatives Presentation Transcript

  • Competing with GiantsHow to Win with Drupal vs Proprietary AlternativesBryan HouseVice President, MarketingAcquia@bryanhouse
  • Objectives for Session• Explore market opportunity for Drupal• Review how analysts perceive Drupal• Discuss how to position Drupal to win• Explore how you
  • Drupal Social Publishing Platform Open source, social publishing phenomenon. Drupal powers >1.5% of the Web. Market Size [1,000,000+ sites] Innovation [7,000+ modules] Community [500,000+ members] [ “… is as much a Social Software platform as it is a web content management system.” ] CMS Watch, The Web CMS Report 2009
  • Enterprise Web Infrastructure External Websites Product sites Corp Site Marketing Microsites Community sites Other sites Internal Websites Collaboration Intranet Departmental Sites
  • What are Organizations Trying to Accomplish?• Publish & organize rich content quickly• Manage collections of sites• Build communities to support ad hoc business activities
  • Yet, for Most Organizations Their Web Strategy Looks Like This
  • Or, More Likely, This...
  • Competitivelandscape is shiftingas Drupal enters the Enterprise
  • Who is the Enterprise?“Global 10,000” • More than 2,500 employees • Greater than $500M revenues • Actually approximately 14,000 businesses Worldwide
  • Who is the Enterprise?Well defined procurement processesMultiple decision influencers • Technical stakeholders • CIO & CTO, Architects, sysadmins, development • Business stakeholders • CMO, department heads, content contributors
  • For many, its not simplya choice between open source options
  • Web ContentManagement / CMS Market
  • Gartner WCM Magic Quadrant • Drupal doesn’t make the list Why? • Minimum threshold - $10M in revenue • How to measure in an open source ecosystem?Gartner Magic Quadrant for Web Content Management 2010
  • Forrester WCM Wave • Again, Drupal doesn’t make the list Why? • Minimum threshold - $25 million in revenue • 100+ customers with >1,000 employeesForrester Wave: Web Content Management For External Sites, Q2 2009
  • Real Story Group formerly known as CMS Watch Drupal “Designed explicitly for community-generated content, combining social interaction and web publishing into one platform” “a relatively risky” choice • Just released a significant major upgrade • Not all modules upgraded • Lack of experienced resources in the fieldReal Story Group: 2011 WCM Market Analysis
  • Real Story Group 2009 Categorization 2010 Categorization Complex EnterpriseEnterprise Platform Upper-rangeUpper-Tier PlatformsMid Market Mid-RangeMainstream PlatformsMid Market Mid-RangeChallengers Products Hosted ServicesCommercial Simpler ProductsOpen SourceCommunityOpen Source
  • Real Story Group 2009 Categorization 2010 Categorization EMC Documentum,Vignette, EMC Documentum, OpenText Complex EnterpriseEnterprise IBM, Interwoven, OpenText, Vignette, IBM, Autonomy / Oracle Platform Interwoven, Oracle Percussion, CoreMedia, Day, Percussion, CoreMedia, Day, Upper-rangeUpper-Tier FatWire, Mediasurface, SDL FatWire, Mediasurface, SDL Tridion Platforms Tridion Drupal, Hippo, Refresh, Atex Polopoly, Alterian CME,Mid Market Ektron, Escenic, Ingeniux, Mid-Range Microsoft, Open Text WebMainstream Microsoft, PaperThin, Sitecore Platforms Solutions, Plone, Sitecore, Typo3,Vyre e-Spirit, Hannon Hill, Refresh, Clickability, CrownPeak, e-Mid Market TerminalFour, Alterian, Enonic, Mid-Range Spirit, Hannon Hill, Refresh,Challengers EPiServer, GOSS, Lyris, Telerik, Products Ektron, Escenic, eZ Publish, Vyre Ingeniux, Enonic, EpiS, GOSS Hosted CrownPeak, OmniUpdate, Services Clickability Alterian CMC, Wordpress,Commercial Alfresco, Hippo, DotNetNuke, eZ DotNetNuke, Joomla, Kentico, Systems, Magnolia Simpler Products OmniUpdate, OpenCMS,Open Source PaperThin, Telerik, TerminalFourCommunity Drupal, Joomla, OpenCMS,Open Source Plone, TYPO3
  • Real Story Group 2009 Categorization 2010 Categorization EMC Documentum,Vignette, EMC Documentum, OpenText Complex EnterpriseEnterprise IBM, Interwoven, OpenText, Vignette, IBM, Autonomy / Oracle Platform Interwoven, Oracle Percussion, CoreMedia, Day, Percussion, CoreMedia, Day, Upper-rangeUpper-Tier FatWire, Mediasurface, SDL FatWire, Mediasurface, SDL Tridion Platforms Tridion Drupal, Hippo, Refresh, Atex Polopoly, Alterian CME,Mid Market Ektron, Escenic, Ingeniux, Mid-Range Microsoft, Open Text WebMainstream Microsoft, PaperThin, Sitecore Platforms Solutions, Plone, Sitecore, Typo3,Vyre e-Spirit, Hannon Hill, Refresh, Clickability, CrownPeak, e-Mid Market TerminalFour, Alterian, Enonic, Mid-Range Spirit, Hannon Hill, Refresh,Challengers EPiServer, GOSS, Lyris, Telerik, Products Ektron, Escenic, eZ Publish, Vyre Ingeniux, Enonic, EpiS, GOSS Hosted CrownPeak, OmniUpdate, Services Clickability Alterian CMC, Wordpress,Commercial Alfresco, Hippo, DotNetNuke, eZ DotNetNuke, Joomla, Kentico, Systems, Magnolia Simpler Products OmniUpdate, OpenCMS,Open Source PaperThin, Telerik, TerminalFourCommunity Drupal, Joomla, OpenCMS,Open Source Plone, TYPO3
  • Social Software /Community Software Market
  • Gartner Internal Social Software • Drupal a “Visionary” Criteria? • 15 Current users • 100,000 active internal seats • 4 organizations with 5,000 active users willingGartner Magic Quadrant, Social Software in the Workplace 2010 to provide references
  • Gartner External Social Software • Drupal a “Visionary” Criteria? • $3M revenues • 250,000 active users • 5 organizations with 5,000 active users willing to provide referencesGartner Magic Quadrant for Externally Facing Social Software, 2010
  • Forrester Community Platform Wave • Only 5 vendors Criteria? • 50% of clients deploy for customer-facing communities • 20% of install base has >$1B annual revenue • Several communities with at least 250,000 membersForrester Wave: Community Platforms, Q2 2010
  • How The Analysts See DrupalStrengths • Community-oriented publishing and communication • Lightweight core, extensible via vast array of modules • Dynamic web application development framework • Content services approach to content organization
  • How The Analysts See DrupalWeaknesses• Lack of configuration management tools• Weak content staging support• Not a fit for formal editorial approval processes
  • How To Impact Analyst CoverageShare success storiesSpeak about your Drupal implementationsAsk the analysts about Drupal
  • ImplicationsDrupal is becoming a first class citizen in anenterprise web infrastructurebut, clearly room for improvement...
  • How to position Drupal to Win
  • where cost and speed to market are both criticalfactors, open source software can play a key role in helping organizations develop the capabilities they need to achieve high performance quickly and at reduced cost
  • Shift to Content Services• From self-contained, page-centric applications to content services frameworks• Modular, flexible architecture to support rapid application development• RESTful services - core infrastructure of the Web
  • How Drupal Manages ContentViewsReferences blog wiki webContent post entry page video image mediaNodes
  • Dynamic Content Organization • Free of hierarchical folder / site map approach to content organization • Content service-level controls • Vocabulary driven organization
  • How Drupal Organizes ContentContent Tagging
  • How Drupal Organizes ContentContent Tagging
  • How Drupal Organizes Content !"#$"%Site Visitors &(")$*+,-."%Content Tagging
  • How Drupal Organizes Content !! !!Site Visitors !!Content Tagging
  • How Drupal Organizes Content !! !"#$"% !!Site Visitors !! &(")$*+,-."%Content Tagging
  • Content + Community, at the Core• As much a Social Software platform as a Web Content Management system• Legacy systems add features, but not native
  • Community Powered. Innovation. profiles / content friends (micro) rich media blogging UGC Social Publishing templates workflowanalytics taxonomy groups social tagging Drupal theme
  • How Drupal Manages Users Administrator Authenticated Anonymous Users Users Roles authors editors Groups of like users Permissions Create Page Edit Page Operations allowed by role Views My Posts All Posts Determined by permissions
  • How Drupal Manages Users Administrator Authenticated Anonymous Users Users Roles authors editors Groups of like users Unlimited Permissions Create Page Edit Page Operations allowedroles, custom by role permissions & views Views My Posts All Posts Determined by permissions
  • 500,000of DevelopmentDemocratization strong!
  • Case studies:Where Drupal wins
  • Situation Result• 30+ websites • Killed in-progress project, shifted to Drupal• Approaching end of 2 year, 8 figure project • Focused on agile dev, quick with proprietary system wins for business• Falling well short of • Access to source code & business requirements thriving community were prior to launch key decision factors
  • Multnomah County, OregonSituation Result• Existing Vignette user • Pilot Drupal project• Difficult to use, lots of • Extended feature set training • Turnkey site launches• Incremental costs for • Improved site image resizing, media performance & uptime handling, DocMgmt • Significant cost reduction• Upgrading sites > 1 year
  • Financial Services CompanySituation Result• Using sunsetted version • Trapped! of SDL Tridion • Stuck in middle of 5• Migration assessment - year amortization $150,000! • Incremental license• Explored different costs cheaper option options
  • Community Powered. Innovation. more capabilities flexible architecture faster time to market better value
  • You Can Help This Year!Gartner Magic Quadrants: • Global 2,000 • Web Content Management • >1,000 employees • Social Software in the Workplace • >$1B revenue • External Social Software • Communities with:Forrester Waves: • >5,000 active users • Web Content Management Wave • >250,000 members • Community Platforms Wave
  • You Can Help This Year!Real Story Group • Analysts - Tony Byrne, Adriaan Bloem, Kas Thomas • feedback@realstorygroup.comEconsultancy in UK • Global CMS Report • E-Commerce Platform Buyer’s GuideIdealware • Open Source CMS Report - for Non Profit sectorIDC • Covers both WCM and Social Software • Mike Fauscette, @mfauscetteAltimeter Group
  • Thank You Contact:Bryan House | bryan@acquia.com | @bryanhouse
  • What did you think?Locate this session on the DCC website:http://chicago2011.drupal.org/sessionsClick the “Take the Survey” link.Thanks!