1. 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.

2. 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

3. 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

4. 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

5. 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
March 10, 2007
codeM0nK3Y.com
December 16, 2012

6. 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

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

8. 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.

9. 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

10. 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.

11. Thank You!