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

1. YOU NEED
TO GROW TO
STAY ALIVE.
www.exove.com
@exove

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. www.kallio.la
@plastic

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. www.exove.com
@exove

6. GROWTH
AND DRUPAL

7. Let's face it.!
Drupal has lost
momentum.!

8. Not all of it.
Just enough.!

9. It won't anymore give us
the growth we are
accustomed to enjoy.

10. Instead,

11. We need to grow with
our own skills.

12. And that is actually quite
darn hard.

13. But not impossible.

14. Just follow these
instructions !
very carefully.

15. ;-)

16. FINDINGS
FROM DRUPAL
BUSINESS
SURVEY

17. Companies focus only
on limited set of
industries and services.

18. 18
Industries Served

19. 19
Industries Served

20. 20
Industries Served

21. 21
Industries Served

22. 22
Industries Served

23. The price point is too
low.
Because client
perceived value is too
low.

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. 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. Focus is on too much in
technical stuff.

27. 27
Services Provided

28. 28
Services Provided

29. 29
Services Provided

30. Yeah, I know - we all love
technology.

31. But competition in
technology is fierce and
will be even tougher in
the future.

32. Low-end stuff will be
eaten away by
automation, SAAS, and
Upwork style providers.

33. And by cheaper
countries.

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
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. Further, companies that
are stuck with older
technologies will not
survive.

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
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. So, what then?

40. MY ADVICE

41. Diversify.
Specialise.
Go upstream.
Become more strategic.

42. Learn new skills.
Conquer new industries.
Hire multitalents. Keep
them.

43. Be bold. Make noise of
your success.

44. Always think of client
value and your part of
delivering it.

45. Never let the client down.

46. Because, it is always
easier to win business
from your existing clients.

47. Finally, remember that
when markets are
growing faster than you
are,

48. You are actually
shrinking.

49. So, set your mind for
growth and make it
happen.

50. THANK YOU!
QUESTIONS?
www.exove.com
@exove

51. We deliver digital growth.