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DrupalCamp Baltics: You Need to Grow to Stay Alive

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Janne Kalliola's session slides from DrupalCamp Baltics 2017 about Drupal agencies' need to grow.

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DrupalCamp Baltics: You Need to Grow to Stay Alive

  1. 1. YOU NEED TO GROW TO STAY ALIVE. www.exove.com @exove
  2. 2. About Myself §  Janne Kalliola, CEO of Exove §  Have been coding since 1983 – Basic, Pascal, Lisp, Fortran, C/C++/Obj C, Java, PHP, JavaScript §  Working with web publishing since 1994 and open source CMS from 2003 §  Now running Exove, a leading Nordic company focusing on open web technologies
  3. 3. www.kallio.la @plastic
  4. 4. Exove in Brief Exove is a leading digital services design and development company focusing on open technologies. We help companies to grow their digital business. Quick facts: §  Founded 2006 §  Over 90 people §  Served more than 250 clients §  Offices in Finland, Estonia, and 
 the UK §  AAA credit rating
  5. 5. www.exove.com @exove
  6. 6. GROWTH AND DRUPAL
  7. 7. Let's face it.! Drupal has lost momentum.!
  8. 8. Not all of it. Just enough.!
  9. 9. It won't anymore give us the growth we are accustomed to enjoy.
  10. 10. Instead,
  11. 11. We need to grow with our own skills.
  12. 12. And that is actually quite darn hard.
  13. 13. But not impossible.
  14. 14. Just follow these instructions ! very carefully.
  15. 15. ;-)
  16. 16. FINDINGS FROM DRUPAL BUSINESS SURVEY
  17. 17. Companies focus only on limited set of industries and services.
  18. 18. 18 Industries Served
  19. 19. 19 Industries Served
  20. 20. 20 Industries Served
  21. 21. 21 Industries Served
  22. 22. 22 Industries Served
  23. 23. The price point is too low. Because client perceived value is too low.
  24. 24. 0 5 10 15 20 25 Less than 10K 10 - 29K 30 - 49K 50 - 99K 100 - 249K 250 - 499K 500 - 1000K Marketing site Community platform Enterprise solution Typical Budgets (2016)
  25. 25. 0 5 10 15 20 25 Less than 10K 10 - 29K 30 - 49K 50 - 99K 100 - 249K 250 - 499K 500 - 1000K Marketing site Community platform Enterprise solution Typical Budgets (2016)
  26. 26. Focus is on too much in technical stuff.
  27. 27. 27 Services Provided
  28. 28. 28 Services Provided
  29. 29. 29 Services Provided
  30. 30. Yeah, I know - we all love technology.
  31. 31. But competition in technology is fierce and will be even tougher in the future.
  32. 32. Low-end stuff will be eaten away by automation, SAAS, and Upwork style providers.
  33. 33. And by cheaper countries.
  34. 34. 34 Project Pipeline & Deal Sizes 0% 25% 50% 75% 100% Europe 136 responses North America 92 responses South America 5 responses Africa 10 responses Asia 30 responses Oceania 11 responses 0% 25% 50% 75% 100% Grew No Change Shrank
  35. 35. 35 Project Pipeline & Deal Sizes 0% 25% 50% 75% 100% Europe 136 responses North America 92 responses South America 5 responses Africa 10 responses Asia 30 responses Oceania 11 responses 0% 25% 50% 75% 100% Grew No Change Shrank
  36. 36. Further, companies that are stuck with older technologies will not survive.
  37. 37. 37 0% 25% 50% 75% 100% 0% 25% 50% 75% 100% Project Pipeline & Deal Sizes D8 only Mostly D8 Some D7 50 / 50 D8 / D7 Mostly D7 Some D8 D7 Only Grew No Change Shrank
  38. 38. 38 0% 25% 50% 75% 100% 0% 25% 50% 75% 100% Project Pipeline & Deal Sizes D8 only Mostly D8 Some D7 50 / 50 D8 / D7 Mostly D7 Some D8 D7 Only Grew No Change Shrank
  39. 39. So, what then?
  40. 40. MY ADVICE
  41. 41. Diversify. Specialise. Go upstream. Become more strategic.
  42. 42. Learn new skills. Conquer new industries. Hire multitalents. Keep them.
  43. 43. Be bold. Make noise of your success.
  44. 44. Always think of client value and your part of delivering it.
  45. 45. Never let the client down.
  46. 46. Because, it is always easier to win business from your existing clients.
  47. 47. Finally, remember that when markets are growing faster than you are,
  48. 48. You are actually shrinking.
  49. 49. So, set your mind for growth and make it happen.
  50. 50. THANK YOU!
 
 QUESTIONS? www.exove.com @exove
  51. 51. We deliver digital growth.

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