As we say goodbye to 2019, it's time for our last Cup of Joe webinar of the year. We always look forward to getting together with our partner community to discuss program strategy, execution, and updates. Join us for our Channel Program quarterly update hosted by Joe Wykes, SVP of Worldwide Partnerships & Sales with special featured guest, Mike Sullivan, President & CEO of Acquia. You'll walk away with: -Lessons learned & win stories from Q3 -Product news & updates -Acquia roadmap and enablement update to fuel your success for the new year

1. ©2016 Acquia Inc. — Confidential and Proprietary
Q4 Cup of Joe
Hosted by Joe Wykes,
SVP Global Partnerships & Sales

2. AGENDA
#ACQUIAKICKOFF
AGENDA
2019 Momentum
Product Updates
Engage Recap

3. AGENDA
#ACQUIAKICKOFF
AGENDA
CEO Update - Mike Sullivan
Questions / Wrap Up
Partner Enablement

5. Diamond
Platinum Gold Silver Premier
Breakout
Partner Level
Special thanks to
THANK YOU TO OUR
SPONSORS

6. October 27-29, 2020
FONTAINEBLEAU HOTEL
Interested in sponsoring? Email partners@acquia.com
MIAMI BEACH

7. ● This year we had 30 partner
finalists and 11 partner winners
● Why submit?
○ Discounted tickets to
Engage
○ Recognition for the work
you have done with your
clients
○ Capitalize on your win
throughout the year
● Start thinking about 2020
Engage submissions now!

8. WINNERS
Closing the CX Gap Leader of the Pack Healthcare: Leader of the Pack: Technology Excellence in Digital Marketing
&
Leader of the Pack: Travel and
Transportation
Best Personalization in Practice Leader of the Pack: Higher Ed Leader of the Pack: Financial Services
Best Return on Investment
&
Innovator of the Year
Leader of the Pack: Commerce Leader of the Pack NGO Innovator of the Year

9. Acquia Partner Awards 2019
Partners of the Year Growth Partners of the Year Most Wins of the Year
Awarded based on overall
revenue performance in 2019
Awarded based on overall
growth with Acquia during
2018-2019
Awarded based on overall
closed won new logo
performance in 2019
We will announce winners in February. There’s still time left in the quarter to win!

10. Momentum

11. 1 OUT OF 40
sites in the world run on Drupal
3%
of web
40,000+
modules
1M+
registered users
on drupal.org
2M+
unique visitors
per month to
drupal.org
FREE
2019
8,000+
contributors to Drupal

13. ACQUIA’S 2019
94%
customer
satisfaction
$225M+
in revenue
4,000+
customers
across sectors
45%
increase in
R&D investment
1,000
employees
worldwide
Vista Equity
Partners
recent majority
investment
43%
growth in
multi-product
customers
MOMENTUM
70
new features
launched
across 5 new
products

14. New Additions to the Team
Florian Schwendner
Central Europe Partner Leader
Munich, Germany
Antonio Cennamo
Senior Director, Channel
Reading, UK
Bruce Boettcher
Global Alliances Director
North America

15. Q3 Partner Win Story
● Bluespark is guiding Sport Obermeyer through the digital
transformation process and building/integrating
components of their digital experience platform
● Enterprise Drupal 8 ecommerce platform
● Consolidated 3 separate Obermeyer websites into a
single unified platform, now deployed on Acquia Cloud
● Made open source contributions to drupal8 and
drupalcommerce ecosystems in order to be able to
complete the project
What’s next?
● Building out their D2C capabilities which will launch
worldwide in 2020
● Continue to guide Sport Obermeyer along the
transformation timeline

16. WW Partner Team Performance YTD
65%
New logo
subscription
$$$ were
partner
originated
54%
New logo
subscription
units were
partner
originated
All
subscription
$ are
partner
influenced
15%
We are still missing out on many opportunities.

17. How We Are Looking to Build Practices
RECRUITMENT AND ONBOARDING
Geo, Vertical, Segment, Capability
DEMAND GEN & CO-MARKETING
PR
Thought-Leadership
Case studies, webinars
Field Events & Conferences
Awards & Recognition
Joint Promotion
SALES
GTM Plans
Target Accounts
Alignment with Acquia Sellers
Joint selling
Reward
RE-USABLE IP
Reference Architectures
Solution Accelerators
Product Integrations
IMPLEMENTATION
Solution Specialization
Certification
Training
Delivery Assurance
PS Augmentation
PARTNER
MANAGEMENT

18. How We Are Looking to Build Practices
Partner team priorities
- Align Partners to Sales GTM
- Partner coverage in each territory
- Building broad and deep practices within each Focus partner that deliver consistent growth
Operating Principles
- Defend each other in accounts
- Support each other in existing account expansion
- Win new logos together

19. The 2020 Partner Team Strategy is about SCALE
– Working more broadly & deeply within existing partners
– Collaborating on install base Up/Cross Selling “White Space
Campaign”
– Launching “sales” certifications to improve partner enablement
– Measuring and rewarding Drupal contribution
– Recruiting new partners into program and GTM
– Continuing to acquire additional products to enable more high
margin partner services
– Investments in delivery capability

20. Acquia Product
Updates

21. To deliver the universal
platform for the world’s
greatest digital experiences
Acquia’s Vision

22. We are delivering more
product than we ever have
in Acquia’s 12 year history.
In 2019
alone…
5
new
products
70
new
features
2
recent
acquisitions
6,000+
Open Source
code contributions

23. ACQUIA OPEN DIGITAL
EXPERIENCE PLATFORM
SITE
FACTORY
DRUPAL CLOUD
Everything you need to build, design
and run sites and applications
CLOUD
COHESION
EDGE
DEVELOPER
STUDIO
LIGHTNING
MARKETING CLOUD
Connect, personalize, and engage with
customers on any channel
LIFT
JOURNEY MAESTRO
MAUTICCONTENT
HUB
CONTENT CLOUD
Authoring and publishing for headless
digital experiences
CaaS
DAM

24. Customers have reasonable expectations,
and brands struggle to meet them.
Of course, that doesn’t mean brands
should give up.
The results of the Acquia-commissioned global survey
present an opportunity for marketers to plot a new course.
Visit acquia.com/CX to download a copy of
Acquia’s latest customer experience trends report
“Deliver the CX They Expect” and join the
conversation at #AcquiaCX
DOWNLOAD NOW

25. Marketers Are Focused
on Improving Their CX
of marketers say that personalization for
customers and personalization for
potential customers is part of their
marketing strategy for the next 12 months.

26. Acquia Partner
Enablement

27. ENABLEMENT RESOURCES
Available Now
NEW RESOURCES
Coming soon...
๏ Acquia Academy
○ Product Overviews for Sellers
○ Technical Product Onboarding
○ Partner Delivery Enablement
○ Sales collateral
๏ Demo Enablement delivered by Acquia SA’s
๏ Product Sandboxes -
○ ACSF, Lift, DAM, Mautic, Cohesion
๏ Sales Champions enablement events
๏ Certification programs
๏ Sales GTM Planning
๏ Solution Partner Programs to enable
practice development
๏ New Partner Portal with SFDC
Integration
๏ Product Enablement Boot Camps
○ Cohesion Early Adopter Program
kicking off again in January 2020
๏ New calendar of Sales Champions
events for 2020
๏ Sales Certification
๏ Acquia Value Selling

28. ACQUIA PRODUCT SANDBOXES
Create and manage hundreds
of sites in one place
Request access through your
partner manager or email
partners@acquia.com
Personalization to Drive
Engagement
Request access through your
partner manager or email
partners@acquia.com
Develop and Run Drupal Sites
Locally
Download at dev.acquia.com
Drupal 8 distribution for Rapid
Site Development.
Download at acquia.com
Low-code site builder for
Drupal 8, available exclusively
with Acquia Cloud or Acquia
Cloud Site Factory
Download at
cohesiondx.com/get-demo
Open Marketing Cloud
Request a demo instance at
acquia.com
Build & manage digital
experiences of all shapes and
sizes; Node.js supported
Register at
insight.acquia.com/free/regi
ster
Manage Digital Assets and
Achieve Brand Consistency
Request access through your
partner manager or email
partners@acquia.com
Acquia Dev Desktop

29. ACTION: Access Acquia Academy today. Register at partners.acquiaacademy.com. The domains of authorized
partners are whitelisted. If you experience difficulties logging in, please contact partners@acquia.com.

30. Acquia Product
Specialization

31. Early
Adopter
Program
for
Partners

32. Cohesion Early Adopter Partner Program
PROGRAM DETAILS:
Free, 6 week program for partners which combines live webinars and self-guided e-learning;
20-25 hour approx. commitment per participant
PROGRAM OVERVIEW:
Sales positioning and site builder workshops/tutorials with weekly assignments, check ins and
certification; Technical support available throughout the program
AUDIENCE:
Design-focused, CSS-aware front end developers (primary audience); Drupal developers who
assist with Project support and Drupal set up (secondary audience); Sales and Business
Development (for first 1-2 sessions on sales positioning)
GET STARTED:
Next Cohesion EAP for Partners starts in Mid- to Late-January. Apply to join through your
partner manager or contact partners@acquia.com.

33. Leverage Acquia’s data-first
personalization tool to create in
context experiences that drive
engagement and conversion for
your customers
PROGRAM DETAILS
﹣ Full Lift product access
﹣ Guided onboarding and implementation support
delivered by our Digital Experience Team
﹣ Campaign launch planning and support
﹣ Acquia Lift Product Certification for your team
﹣ Co-Marketing and joint-promotion initiatives with
Acquia Marketing Team
﹣ Lift Solution Partner Badge displayed on Acquia
Partner Finder Listing
LIFT SOLUTION
PARTNER PROGRAM

34. ©2018 Acquia Inc. — Confidential and Proprietary
MAUTIC SOLUTION PARTNER PROGRAM COMING SOON!
- Product Access
- Guided Onboarding
- Best Practices and Support
- Co-Marketing and Joint Promotion
Contact your Partner Manager or partners@acquia.com to Learn More!
- Badge/Recognition within Acquia Partner
Program and on the Acquia Partner Finder
- Programs for Reselling and Referring

35. Marketing Checklist
❏ Sign up to sponsor Engage 2020
now! Don’t wait and miss the
package you were hoping for.
❏ Register for our quarterly platform
update webinar in January
❏ Register for our Partner events in
Q1!
❏ Make sure we have the right
contact information for your team
so we can keep you in the loop
❏ How are we going to market
together? Develop a joint value
proposition that we can tackle
together.
❏ Get up to speed on Cohesion,
Mautic - request a sales
enablement session or demo
from your partner manager
❏ Book a 2020 planning session
with your Partner Manager
❏ Register a sales opportunity and
review open opportunities with
your Partner Manager
❏ Come to our Boston HQ!
❏ Build your personalization
practice around Acquia Lift - Join
the Lift Solution Partner Program
❏ Learn more about the Mautic
Solution Partner Program
❏ Sign up for the next Cohesion
Early Adopter Partner Program
❏ Register & login to the Acquia
Academy! Invite team members.
Bookmark it. Check back often.
❏ Request access to Acquia
Product sandboxes
❏ Get your Drupal developers
certified
Sales Checklist Technical Checklist

36. #ACQUIAKICKOFF
Make plans to visit
Acquia HQ in 2020.
Talk to your Partner Manager about scheduling a visit.

37. Guest Speaker:
Mike Sullivan, President & CEO

38. Q&A

39. THANK YOU