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Starting & Growing a Drupal-based 
Business 
6 Valuable Lessons Learned 
By: Dave Terry 
Oct 4th, 2014 
#DcATL
Dave Terry 
Partner 
Mediacurrent 
Background 
● Partner/Owner at Mediacurrent for 
7+ years (45+ person distributed 
team) 
● Hired & interviewed hundreds of 
people at various skill and 
experience levels 
● Lover of all things related to sales, 
marketing, and culture 
● A primary organizer of DcATL, ADUG, 
and Drupal Business Summit 
● Drupal/OSS evangelist 
@Mediacurrent
#6
The More 
You Give 
The More You 
Will Get Back
Do You Know This Person?
Complimentary 
Service Providers 
Wedding List 
The Drupal community 
hosting 
companies
Drupal Give
#5
Listen to Your 
Employees & 
Customers
Job security/ 
peace of mind 
Communication/feedback 
is desirable 
Iron sharpens Iron 
open 
strategy/vision 
Challenge/variety 
is welcomed 
Is innovation 
fostered? 
Is my voice 
being heard? 
What have 
we heard? 
Is Innovation fostered? 
Can I work on things I like 
doing?
● Polled a cross-section of 12 customers (2013) 
● Independent feedback is key (unfiltered) 
● Perception is reality 
● Become more strategic, consultative, and pro-active 
● Do not take me for granted - show appreciation 
● We value people more than the technology 
(Drupal)
#4
Create Scalable 
Processes
Employee Handbook
Starting & Growing a Drupal Based Business
#3
Positioning and 
a Singular Focus 
are Critical
Drupal Experts 
● 300+ Blog Posts 
● 60+ Industry Presentations 
● 4 Whitepapers, 8 eBooks, and weekly 
webinars 
● Case studies w/global brands 
● 45 Drupal Events Organized 
● Maintain hundreds of modules 
● Drupalcon Platinum Sponsor 
● Average Drupal Experience: 
6+ years
Drupal Experts 
● Primary organizer of the Atlanta 
Drupal Business Summit & past 
organizer and current supporter 
Drupalcamp Atlanta 
● Over 600 Drupal enthusiasts from 
across the Nation 
● Largest Drupal event on East coast
● Serves every kind of destination 
● Serves every kind of traveler 
● Offers every class of service 
● Operates every kind of aircraft 
Unprofitable for most of the past decade 
and recently emerged from bankruptcy. 
● Serves only well-traveled destinations 
● Serves one kind of traveler (leisure) 
● Offers only one class of service 
● Operates only one kind of aircraft 
Profitable every year since they started in 
business 20 years ago.
● Serves organizations that need Drupal 
● Singular focus on one CMS 
● Offer world-class customer service 
● Operates to constantly improve 
processes & contribute back to the open-source 
community 
Profitable every year since we started 
in business 7+ years ago. 
● Serves only well-traveled destinations 
● Serves one kind of traveler (leisure) 
● Offers only one class of service 
● Operates only one kind of aircraft 
Profitable every year since they started in 
business 20 years ago.
#2
Keep Sales 
Ahead 
of Delivery
Understanding the Value of Inbound Marketing 
Outbound 
● Cold calling 
● Trade-shows 
● Traditional advertising (ads, radio, tv, 
etc.) 
● Direct mail 
● Billboards 
● Phone book (Yellow Pages) 
Inbound 
● Blogging 
● Organic page ranking (SEO) 
● White papers/ebooks 
● Video (interview customers, training 
tutorials) 
● Case Studies 
● E-newsletter/marketing campaigns 
● Webinars 
● Speak or organize industry events 
● Referrals 
VS
Understanding the Value of Inbound Marketing 
Inbound 
VS Outbound 
CMO Sales
Accountability
#1
Culture should 
always be #1
How Do You Define 
Your Culture? 
1. Who We Hire 
2. Accountability & Trust 
3. Professional Growth and Career 
Development
Examples of Supporting Professional 
Development and Personal Growth... 
● Industry Conferences 
(Dreamforce, SHRM, 
Connections, 
ConvergeSE, etc) 
● Certifications (Acquia, 
Agile PM, AWS, etc.) 
● Leadership Committees 
(AiMA, TAG) 
● Development Contrib 
Time 
● Responsive web design 
time / research 
● Time for Personal Brand 
● Code Sprints 
● Sandler Sales Training 
● Drupalcon Attendance 
● Android App 
Development 
● Research Time 
● Presentations/blogging 
● Drupalcamps/Summits 
● Weekly knowledge 
shares (webinars) 
● Company Retreat 
(Callaway Gardens)
Hiring: Capability 
Should Trump 
Proximity
#1
The 4 C's
Thank You! 
Questions? 
Dave.Terry@mediacurrent.com 
@Mediacurrent Mediacurrent.com 
slideshare.net/mediacurrent

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Starting & Growing a Drupal Based Business

  • 1. Starting & Growing a Drupal-based Business 6 Valuable Lessons Learned By: Dave Terry Oct 4th, 2014 #DcATL
  • 2. Dave Terry Partner Mediacurrent Background ● Partner/Owner at Mediacurrent for 7+ years (45+ person distributed team) ● Hired & interviewed hundreds of people at various skill and experience levels ● Lover of all things related to sales, marketing, and culture ● A primary organizer of DcATL, ADUG, and Drupal Business Summit ● Drupal/OSS evangelist @Mediacurrent
  • 3. #6
  • 4. The More You Give The More You Will Get Back
  • 5. Do You Know This Person?
  • 6. Complimentary Service Providers Wedding List The Drupal community hosting companies
  • 8. #5
  • 9. Listen to Your Employees & Customers
  • 10. Job security/ peace of mind Communication/feedback is desirable Iron sharpens Iron open strategy/vision Challenge/variety is welcomed Is innovation fostered? Is my voice being heard? What have we heard? Is Innovation fostered? Can I work on things I like doing?
  • 11. ● Polled a cross-section of 12 customers (2013) ● Independent feedback is key (unfiltered) ● Perception is reality ● Become more strategic, consultative, and pro-active ● Do not take me for granted - show appreciation ● We value people more than the technology (Drupal)
  • 12. #4
  • 16. #3
  • 17. Positioning and a Singular Focus are Critical
  • 18. Drupal Experts ● 300+ Blog Posts ● 60+ Industry Presentations ● 4 Whitepapers, 8 eBooks, and weekly webinars ● Case studies w/global brands ● 45 Drupal Events Organized ● Maintain hundreds of modules ● Drupalcon Platinum Sponsor ● Average Drupal Experience: 6+ years
  • 19. Drupal Experts ● Primary organizer of the Atlanta Drupal Business Summit & past organizer and current supporter Drupalcamp Atlanta ● Over 600 Drupal enthusiasts from across the Nation ● Largest Drupal event on East coast
  • 20. ● Serves every kind of destination ● Serves every kind of traveler ● Offers every class of service ● Operates every kind of aircraft Unprofitable for most of the past decade and recently emerged from bankruptcy. ● Serves only well-traveled destinations ● Serves one kind of traveler (leisure) ● Offers only one class of service ● Operates only one kind of aircraft Profitable every year since they started in business 20 years ago.
  • 21. ● Serves organizations that need Drupal ● Singular focus on one CMS ● Offer world-class customer service ● Operates to constantly improve processes & contribute back to the open-source community Profitable every year since we started in business 7+ years ago. ● Serves only well-traveled destinations ● Serves one kind of traveler (leisure) ● Offers only one class of service ● Operates only one kind of aircraft Profitable every year since they started in business 20 years ago.
  • 22. #2
  • 23. Keep Sales Ahead of Delivery
  • 24. Understanding the Value of Inbound Marketing Outbound ● Cold calling ● Trade-shows ● Traditional advertising (ads, radio, tv, etc.) ● Direct mail ● Billboards ● Phone book (Yellow Pages) Inbound ● Blogging ● Organic page ranking (SEO) ● White papers/ebooks ● Video (interview customers, training tutorials) ● Case Studies ● E-newsletter/marketing campaigns ● Webinars ● Speak or organize industry events ● Referrals VS
  • 25. Understanding the Value of Inbound Marketing Inbound VS Outbound CMO Sales
  • 27. #1
  • 29. How Do You Define Your Culture? 1. Who We Hire 2. Accountability & Trust 3. Professional Growth and Career Development
  • 30. Examples of Supporting Professional Development and Personal Growth... ● Industry Conferences (Dreamforce, SHRM, Connections, ConvergeSE, etc) ● Certifications (Acquia, Agile PM, AWS, etc.) ● Leadership Committees (AiMA, TAG) ● Development Contrib Time ● Responsive web design time / research ● Time for Personal Brand ● Code Sprints ● Sandler Sales Training ● Drupalcon Attendance ● Android App Development ● Research Time ● Presentations/blogging ● Drupalcamps/Summits ● Weekly knowledge shares (webinars) ● Company Retreat (Callaway Gardens)
  • 31. Hiring: Capability Should Trump Proximity
  • 32. #1
  • 34. Thank You! Questions? Dave.Terry@mediacurrent.com @Mediacurrent Mediacurrent.com slideshare.net/mediacurrent