The document provides an update on changes to Acquia's Partner Program. Key points include: - Two new partner levels are being introduced to replace the Community level and provide more distinction between requirements and benefits. - A Partner Credit System is being launched that allows preferred partners to earn referral fees that can be put towards marketing, enablement, and certification. - Program changes like new levels and credit system will take effect January 1, 2018. Partners are encouraged to discuss upcoming plans for 2018 with their partner managers. - Case studies highlight examples of partners succeeding through the program, like one new to Acquia achieving $170k in new business and another delivering over 20 sites for a large customer.

1. Partner Program Update
November 8, 2017
Joe Wykes
Meg Fitzgerald
Patrick Goulet
Molly Shenberger

2. Welcome!
We’re excited you’re here.

3. 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.

4. Context around these changes
You 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

5. Why are we making these changes?
● Efficiency
● Productivity
● Support
● Differentiation

6. 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

7. Partner level updates
See 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

8. Partner Success Stories with Acquia

9. 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

10. 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

11. 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

12. Team organization
● Segmented on Region, Territory, Size, and Level
● Global Team Leaders; local contacts
● Closely aligned with sales reps in territory
● 2018 Leadership simplification

13. 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

14. ● 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

15. Open Q&A