Professional Services in Open Source Professional Services leverages unparalleled expertise to help you plan, implement, optimize, and accelerate the demonstration of the business value of your project.

Jenn Sramek – Partner Delivery Manager, Acquia Established in 1971, Jenn specializes in enterprise project discovery, planning, and management, and works with Acquia’s Partners to establish their own (open source) technical centers of excellence. @ideaseed Jenn intro

Mark Sakurada – PS Technical Solutions Manager, Acquia Established in 1970, Mark leverages unparalleled expertise to help you plan, implement, optimize and accelerate business value with digital programs on the Acquia Platform … and steals marketing speak. @marksakurada Mark intro

Professional Services - Open Source Examples Civic Actions One of the first Drupal Professional Services companies (2004) Built one of the earliest enterprise Drupal sites 100% remote company Immediate access to Drupal project leads and maintainers Dozens of new digital experiences launched per year Acquia Over 100 top industry Drupalists >250 combined person-years total Drupal/WCMS experience >100 module and core contributors with thousands of commits Access to Drupal project leads and maintainers 250+ projects per year We are going to be talking today from our experience, so with that in mind, here are some details about the two companies

Professional Services … Adoption With proprietary software, there is a central place for innovation and development, but slow progress With OS, the community is decentralized, but responsive to the greatest need http://buytaert.net/drupal-learning-curve March 10, 2007 codeM0nK3Y.com December 16, 2012

Professional Services … Why? How PS helps to Gain Adoption Tech is hard (dedicated people make it work) Community is awesome but decentralized - design patterns evolve Projects grow in complexity as they are adopted by larger and larger clients/customers Best practices need to be established and real-world application helps establish them Engineers get feedback from ‘principatus’ (first user/customer) Prepares client and partner organizations for Open Source practices

PS Ecosystem JENN: Open Source Prof. Services is an ecosystem with lots of actors:

Services in a Product Company Services Product How far do you turn the dial of investment? It was a Journey… Phase One: Community Time to market acceleration was important No budget for licenses/custom software Initial doubt about something they did not know anything about - had to be won over - trust was really important Some small orgs that dealt with volunteers for IT took it on because they had a “friend” interested in it Drupal was something some technologists did, but there were few firms dedicated to Drupal. Phase Two: Smaller Orgs Smaller teams less process/communication to execute Ecosystem of developers was not initially large, so orgs had to think about who was going to fix it/maintain it (smaller community of developers) Admin interface was really rudimentary at first, so content managers were not initially sold Phase Three: Adoption at Scale. Corporate/Enterprise. State & Federal. Winning over IT … Open source as a “new” paradigm … one guy vs corporate department policy and steering committees Winning over Legal … Buying something you don’t own Certifications did not exist so quality and hiring was unpredictable - Lack of initial maturity (Framework, CI, Testing) needed to grow and develop into best practices. <- PS helped establish Best practices. - Risk of custom solutions (one off) vs. scalable Platforms Security, specialization Revision, workflow, approvals, regulatory, uptime, SLA, multi-region, globalization.

Growth Evolution Consult Build Partner Strategy Sites Platforms Advise Workshops Drupal Jumpstarts Architect Audit Co-Develop Sprints Develop Test Iterate Demonstrate Celebrate Certification Sales Assist Co-Pitch Co-Develop Qualified Teams Enable Governance Product Certification COEs Sites Platforms Products People

Delivery Models Certified Partner PS-Led Your Team Engage directly with a PS Partner for design & build PS Acquia provide best recommendations and workshops Partners are skills Certified PS will provide engagement and technical leadership throughout the implementation and transition PS will manage partnerships, application design & build of platform Leverage your Discovery materials using your own team for design & build (assumes Drupal expertise) PS can provide consulting support on an as needed basis This slide explain the “next step” options the customer has after completing a Discovery Workshop.

Thank You!