 I don't know how much people does actually know one of or face it one of these CMS During their don't know beads or RFP's or whatever Adobe or Oracle or site for how much you Won against them or they won you won all the time No, yeah, you won't like good. Well, this is what we're going to talk about Mainly the competition the real competition of Drupal today and Try to get some tips or ideas to win against them Actually, probably, you know us. I wrote its largest Drupal shop. I'm not sure. Maybe Wondercroat is larger. Who knows Nobody knows actually So who they are Yesterday the competition of Drupal was like this kind of type of free fighting who is the best open source CMS in the world War press jumlah Jaya or many others Actually, this is what we was facing five years ago When we go to RFPs, it was always I select type of free or I prefer war press. Okay Nowadays, it's a little bit changed the background of of Drupal Stats to be much more Competitive with big organization ectron adobe oracle and site core. There's couple photos in the Gartner matrix But actually those four are the the ones we face all the day in our beads So I know that ectron is not so present in in the Europe. It's my mainly dotnet us product adobe is a for us the Highest competition the most complicated to fight product oracle sites fat wire for once, you know and site core Well oracle and adobe for us are the other most complicated So But the question may you may ask why we should sell Drupal actually we have the largest open source community We have so many people here and everybody knows in Rupal. It's open source is free. Why should we sell it? Well, let's see just some simple example imagine you are answering to an RFP and Then you propose Drupal what happens on the other side the guy actually will see the marketing chief officer chief marketing officer or The chief IT director digital IT director will check out what Drupal looks like probably somehow if he never used it before And we got this Five minutes on Google and you have this demo site well Okay, but he's he's smart guy. He knows that it's open source. So he then gets I Have he has probably some couple of guys in big organization They all has all had friends running Drupal sites. So he will Call them or or check out how it works in other places So he let's say he's Joe Calls his Joe and well, how do you create pages on your Drupal site? How it looks like and Joe opens him an access to his dashboard and look why have a dashboard and I see my articles It's pretty cool. And then I can go and edit them with my my Interface, okay, it's pretty cool And let's call Mike then like Mike's imaginary friend and how he managed contact and Mike runs not the media website But it more standard. I don't know In corporate website and he has this. Ah, I never get the site and I edit pages directly Yeah, using in drag and drop. Yeah, like directly look at my screen. I drag and drop my pens there He said, okay, quite different approach and then Because his last friend Mary who learns the internet Drupal internet and he got this like look I have this interface for Drupal So the problem as you may see all this is good, but there is absolutely no one Drupal installation There is no standards no integration every single Drupal website will be quite different from another some of them You will use standard Drupal interface with garland team. I know if somebody uses steel garland team, but maybe some of well will probably Created administration team completely from Different so the problem. There is no real way to discover Drupal. What is Drupal how it works? So you need to sell it because while you do not sell it the others they do extra five seconds on the internet on Google you get this Drag and drop everything is clear. They and they explain every single you have URL aliasing in line aging But it's a Drupal does all this. Yes, but they sell it If you want the same demonstration with Drupal, you have to go to Path auto model you have to go to panels model You have to go to admin menu amber theme maybe amber or another. This is a problem and the beats even worse You go on their website. They have hundreds thousands of hours of videos They got pretty cool guy explaining you how it's easy to manage your website Look you can drag and drop you have your assets. You have your sites. You have a very cool back office interface Everything is clean and working and integrated So actually what the competition have they have the demo effect when they arrive on the RFP especially with adobe teams they usually Grab the website the current website of of the client and say look this is your website Let's edit it and they edit it start edit it was in line editing. So they have this demo effect They have of course the sales team. They have a dedicated sales team We are all spread in Drupal shops and different Drupal shops. They have a centralized editor sales team Also, it's quite easy the largest Drupal shop. Well, Wunderkraut us. I don't know who they are like hundred to hundred people Maybe 300 people in Brazil Oracle adobe they are much bigger. So they will not fail They have integrated solution. This is a big big problem. If you see adobe adobe they integrate they have Standard back office interface for creating websites managing websites managing personas targeting analytics whatever And they have a very industrialized sales process you receive some RFP some others received in others But there is no channel organized sales process Who do you call to have a Drupal website? Well aqua probably starts to doing But again You have to find you call your friends. There is no integrates into this realize sales process and of course they have Very strong marketing efforts if today we go to Drupal org There is no demo. There is no videos. Well, they are on Drupal eyes me They had some Drupal shops creating very nice tutorials, but nothing centralized So what we would need right now? I've talked yesterday with Joanna from Drupal Association. It's really something we really need We need hosted demos per industry. So for instance, we will start By the end of this year will provide some demos Integrated demos of Drupal per industry. So we'll have one retail one for e-commerce one for Media publishing websites. We have standard solution. We'll talk about this a little bit later Standard solution are really important because there are many ways to do same things in Drupal We need integrated solution to and we'll see how and we need Drupal.org marketing resources hosted. So well, maybe we can We'll talk with John after if everybody can talk to Drupal Association. I'll turn to that. It will be cool So let me go but then how market but imagine you you receive the RFP and how you will market this Drupal thing But let's start with a small story Actually, I was born in a country that doesn't exist anymore That gives me so much realization to talk about two very important things the communist and the capitalist Don't worry. You can not leave right now. Wait until the end, please So let's start a little bit coming capital is for dummies. You have customers They have needs and then they go to the shop who buy for big industry to get the units Everybody's happy Okay, then how the communists work actually they have a one smart guy the analyst in Moscow deciding where he To set up the factories. What kind of and how much decap size it brought they need to produce for the entire county for five next Years, this leads to unhappy customers because some of them not Feed the size and in Omsk, there is no see and no need for anchors So you get the point actually I See that Ektron adobe oracle. They are kind of communists. Why because there is a smart Guys who they are deciding what kind of feature they have to implement in this roadmap So there is a guy somewhere in the United States sitting there and asking. Ah, let's do comments in the next CQ 6 or CQ 5 release Okay, so there are a bunch of guys working on this Comments and releasing in one one year this is bullshit because On Drupal side, there is a needs there are many many models popping out from the community and then one of them gets selected by Darwin the natural selection so They can never compete in terms of time to market of new features if you have a new Social network getting out it will be ready probably in some release, but in one year six months three months They can also say you that they can develop it But the problem is that you will pay for that and everybody will pay for that So there is a big value big big value losing Big money is lost in doing the same thing all the time so How can we pitch there? No editor can compete with the community the number of developers we have there We have the largest community the open source in the world We have the latest features always available. It's amazing as soon as you have a yellow There is Ellen social network. I can bet that in one month will have be yellow connect and the L integration So we don't need to wait a road map and we have 26,000 models already there This is kind of important to say in and explain to the clients like look this is the real reality of Drupal Then one one objection we see all the time is Drupal is less secure as its open source which actually it's really not true Drupal have a very Proactive security team we launched Yesterday we launched Drupal 8 hack challenge and the some guy actually managed to hack it But after we disactivated brute force in Finland So actually nobody there was about 250 different IP unique IP trying to hack Drupal 8 beta and nobody succeeded to do it You have millions of eyes on the code of Drupal besides the dedicated security team So and also we are the community are eager to communicate on holes and security Exploits very often rather if you are adobe you will not say hey guys. We have a security issue If I have a problem, I have no support. This is classical I'm a small Drupal shop. I I go with a big account. They will say but there is no what happens if you fail Well, actually you have today. I have to say that you have aqua Well, they are they have a big bunch of money we see it by the number of guys from aqua here And they provide actually 24 hour support So well you can say like look if you are really scared to work with me you have aqua There is no clear roadmap, but actually yes, that's true There is no roadmap in Drupal. You never know what kind of features will Will come but what we noticed is that you don't really need a roadmap here because you have this modularity So you the models will the features will appear as soon as you need the market needed So the roadmap is bad actually you have to try to explain to your clients that the roadmap is bad Because they'll have to wait to the roadmap Um Another thing we always sees Drupal is hard to integrate to my internal system, especially with Oracle guys They have Oracle database Oracle authentication Oracle digital asset management Oracle Oracle Oracle And then you try to put small Drupal there and they say but it will be complicated. Actually, it's not complicated everything on Oracle or even other be they provide API all the All the ear PC RM whatever IS systems you have and they all have API so based RPC whatever files we have services module we have fees we have migrate and we have in Numerous examples of large organization large sites connected to everything. Look, this is very common We have this experience age pay count giraf logistic SAP and it all works now So you can just send examples of big transactional platforms One another example PHP slow all the rest are all net or Java which actually is true PHP slow Drupal is kind of slow But you have you have a lot of things on top of Drupal. You don't install only Drupal. You have varnish You have internal cash with memcache You have probably you can also set up some MongoDB storage if necessary And you have many examples of very fast and high traffic website. I'll just zero is example free rice They get 20 millions page you per day So those argument are not real Content authoring so this is actually the guys you're selling CMS So you sell content authoring many the rest is just package But at the end the guys who create content. How does it work? Yes? There's very big difference between Drupal and the rest Drupal is a kind of stand-up. We have entities We have fields. We have values. We have field API. We have it's based on the mysql or what have database classical relationship database system So usually when you create content you say What is my content you create your content types and how I show my content and then you create your page your templates and the rest In adobe cq 5 now it's adobe experience management. It's a totally different approach to the To the content structure. They are based on Jack rabbit content repository. So who knows Jack rabbit GCR? Well, cool. So Jack rabbit actually they contribute open source Jack rabbit is open source and they create a commercial product named CRX So it's a tree basically Jack rabbit content repository. It's a tree of content So they don't it's kind of a mix between a database and the file storage so they can put in structure at content This is really powerful system. I must confess Many times it's very powerful very simple because they can manage and structure at content This is really paining the ass and Drupal. You have like look I have this small page with one image here title here and three blocks and then I have totally different design Do I create a content type for that? Do I go with panels and there is no like? seamless Way to create unstructured content in Drupal. You can have many options, but there will be all different Another thing they achieve it pretty good because of this X path like Content repository is front-end editing. This is a demo effect Drupal start to do because aqua acquired a lot of guys from adobe So they created spark initiative and this is a front-end editing is very important for trees and is true They have it still better But we need to really to try to work on this front-end editing thing because this is a demo effect They arrive on your RFP process and you say look. This is your website. I can edit it directly and Of course because it's a repository. It's the content staging is much easier. They can just copy the content I know that in Drupal 8. It's maybe different. You can use you UIDs But still we are in database and they copy files almost Oh sorry The thing they do the content repository is okay for unstructured content But then there are problems of course because you have this tree structure You have to put your content always in some some tree. So as soon as you start to talk about aggregated content orders in voices Everything which is transactional is very complicated. It's slow and it's not so easy to create real Aggregated content who is like we do with joints and and stuff and Also, they have difficulties to create Because of the same problem user generated content. Where do you put your content on user nodes or leaves or where do you put the content and? Also it comes True that we need some consistency across our sites because you cannot You have content types in Drupal in other BCQ 5. It's unstructured So you cannot really have a structure. They actually have Scaffolding it's our content types things So you create forms to create content of certain type. It's kind of the same that we have so But look, this is an explanation of how to create a content structured content copy paste from their website Okay, so I will let you read it and I'll go back now It's it's kind of a looks like we need that we will add that on top of our content repository So they are publishing system. It's also interesting They have authoring and they have publishing system and dispatches like our varnish So they separate strongly the back office in the front office So they they in this is again from their site auto generate content and visitor post comments Okay, but what happens if visitors generate content? Do they go to the author company or you have to create everything actually doesn't work really well So if your site on your RFP, they have a lot of interaction with users or you want to have or you want to have a front-end editing of Your content it will be much more complicated for them because they have to go to dispatch and then send back Well, it's not so easy So in terms of content operating they cannot customize the back office They have an integrated beautiful back office, but it's still a back office They have a quite limited support of user generated content. They have Comments they have forums they have blogs, but again, it's all in the road map It's kind of fixed and you have to develop everything if you want something specific you have to develop everything by yourself and They have a kind of complicated system You have to store your aggregated content in the database, so you will mix your GC air and your your database Second point imagine you have a commerce RFP on commerce you have Well in adobe it's quite easy They fucked up the buy of Ibris Ibris was acquired by SAP Because if adobe acquired Ibris that will be pain of the ass. They don't have they don't have only Connectors and they have only intended for demonstration purpose only commerce, so that's good Actron has a quite of a basic support of commerce, but look really it's looks very Perfectly UI UX nice Beautiful, so you you're not have to be feared of extra actually the real Competition for Drupal commerce is demonware oracle Ibris and magento, so I would say we got this discussion like Months ago with a big RFP and commerce, so the good thing for you is kill the adobe Wcm vendors with commerce because they don't have it and kill the commerce vendors with Drupal CMS because all the Ibris ATG Demandware and magento they don't have CMS components, so Drupal makes the two so just push on it And you have a lot of already big brands using commerce today. You have Cartier you have Royal Mail you're a star They are all shown on commerce guys Like I would say gallery of art I would say Because they have Aerial is from Holland Using Drupal five fifty millions of Euro of revenue going on Drupal commerce. It's a big Lush So your Drupal pitch for Drupal would be a fully integrated commerce suite. You have a flexible OMS and PIM This is important. Many guys saying me on RFP But does Drupal do PIM because I we could integrate with external PIM Drupal is a very powerful PIM You have workflow you have translation engine you can manage images you can manage everything you have a PIM inside Drupal You can sell it perfectly You have this you have revisioning you have everything so you it's a real good PIM you have order management system It's very flexible. You can manage it in any way Natively multi-county multilingualist domains model and Multi-county system you have a powerful promotion design rules It's not very beautiful, but you didn't see the ones from Ibris and Demonware. They're not so beautiful, too And it's socially enabled you can create things with Facebook whatever Integration this is for me the main Drupal problem as I said at the beginning Our main competition is Adam your marketing cloud. They have everything integrated. They buy many companies It's not they didn't develop everything But it's all in the same interface the marketing director sees the statistics The target the analytics the CMS everything is in the one interface seamless nice beautiful back office We have this we kind of we have several Social yes, we have organic group Twitter Facebook, whatever we have for analytics. We have several Modules for targeting we have we have to integrate with external similar systems like aqua leaf qubit VW context panels Whatever so there is no clear solution We have no clear union UI and we have a lot of third-party tools. This is our big problem. So we hope that in future Months and years or whatever we'll get something to to solve those problems especially targeting in analytics because this is two main Problems we don't have the rest we have social. It's okay, but analytics and target. We don't have Another problem. This is what's from the beginning of the presentation. This is like typical Drupal project looks like Before you even start coding or thinking about what you have to do You have to start use VBO panels workbench features admin menu and blah blah blah all these models are always almost always present in your Drupal installation We actually have distribution partially solve this issue But we still have a big standards problem. We don't have a standard solution for standard needs This is a big problem. How do you manage your home page? So look look a simple web page like that How do you manage it the content? Do you have a somebody have good ideas of how manage this using Drupal? No, you've never did Drupal websites before Okay, good. Anyway, so we have not cues you can push your content to not cues You can create a content type for the home page. You can create views with draggable views You can use solar with views you can use panels. There is a Many many ways to create and when you go from one site to another from one company to another It's all different based on the vendors so How can we sell it? Well, we have the flexibility blah blah, okay? The most important you can shape your project like Lego. So, okay, we don't have integrated solution, but we can create a solution just right for your needs and You don't have to adapt to the back office of adobe or the way of adobe works We can set up your website your Drupal installation adapted to your needs And you also have to push on TCO total cost of ownership. We'll talk about it a little bit later So what we need right now is a one kickstart standard distribution I know there are some work started with beer panoply or whatever. We need a unified UI This is something we we need UI not admin theme This is something we really need to work on and I know that there will be a lot of works Done this year in our for for our demonstration will release it open source And we need standard solution. Why do we need hundreds of way to create a home page after all? This is a fucking home page Probably we need something actually you have some Starting good you you have to start you have the demo framework. It's actually a little bit buggy So you can Harris aqua guys to correct the bugs right now, but lightning is quite well We we did a lot of demo while effect demo against site core was using lightning. It's quite okay Panoply it's very nice for moving your blocks and drag-and-drop and you have beer. It's kind of startup Distribution so you can use this to to demonstrate Drupal One have one thing we have also is social Social things so well social Drupal blasts out all the rest because it's actually based on social thing It's social thing goes very fast So this is I take again on the last social cave features from other be they they present this I didn't select them So we have scoring in badging. We have them and karma user point. We have tagging We have activity streams actually at the end the end everything is much more flexible because you can Hashing slash all your features as you wish the same for Blocks forums private messaging comments, but you have so have chats You have hundreds of social networks all around the world integrated with Drupal. So this is really important and Again, this is the main thing that editor will be stuck with social Features in their roadmap because it's changed too fast. You have the by-do tomorrow. We will have another yellow secret whisperer whatever You maybe you will have some integration with you well All this is good at the end. We all know that the client what he looks at the end is the cost of their project so Nothing better to ask. I asked it some other big guys to come they kindly refused but They are marketing you for to help us because we have this Very nice video from their other experience manager last conference. So open your ears And we need your help to do that as Bill said last year we grew 70% in license The average deal size on an adobe experience manager deal is 450,000 the services on top of that you saw that graph It's at least for a three to four X and over the lifetime much more than that Thank you. So average other be double you experience manager is two million dollars With a 450 case for licenses so you gave half a million of dollars to adobe just to use their integrated solution How much money you could save and use it for your project? Keep the money in the project you have a classical 100 whatever a budget you have strategy design Implementation testing software licenses and annual SNF of license Don't use that Move it to whatever implementation or whatever There is another One small thing, but well, it's it's not really fair, but I have to take about it The average salary taken from salary.com is 55 K for a PHP developer 80 K for a Java good to know Well at salary.com. I know that it strongly depends of location on County over there. We are in Europe We have prices goes from 20 to 200, but okay Yes, also another thing we have to talk about is that editor support is not that easy actually This is a classical ping-pong thing. You have the hosting host adobee is not so easy You have integrator support the guy who actually does your website and they have editor support in case of a real problem There will be up and Down It's not my fault the tickets on is on side of integrator. They did a bad job. No, it's editor bug So the idea in in Drupal usually you remove the editor support and you have like hosting and Integrated support so you remove one components Also, what's important? Well, actually we have obviously lower TCO So they pay actually what they pay for is for services for added value and not for licenses So there is not a rental company. You don't have a vendor looking if once you go with adobee complicated to get out and You have your integrators have a better understanding of the product Many integrators of adobee they can create themes They can create they know what they know about what it's possible to create on adobee They don't know how the adobee inside a CQ 5 works really All the Drupal shops know how Drupal works. This is a big asset So if they have problems they have opti they can optimize sites you have aqua support That's true. They they can help any at any time and it's much easier to host Well, actually, I think I finished Thank you. So well if you have questions Yes, very nice presentation What I wanted to I think when the Drupal community is looking a lot at At adobee and what they're doing and competing with them But I think it's very important that I think it's very important that we also Look at what the customer what the customers need Because I think companies like adobee a better understanding that at this moment for some part What the real business needs are of Real enterprises like for example good media management as management these kind of things and it's very important I think that we do not only look at what adobee is doing because then we're only going to Walk behind them and but I think it's important that we look at what the market needs and not only focus on technical parts of Of the solution and the product but also the real needs of the consumer and how we can address it. So I'm not sure if it was a question But I'm what's your experience with that and with your customers Do they ask questions about what about these features and how this community Is addressing that? well, actually Yes, they ask about features obviously and about when the Drupal 8 will be ready. This is the two main questions, but Yeah What we faced every day in our beads is to try to demonstrate how Drupal is actually already better or Does what they need the only problem we face right now we have much more features I think than the competition Out of analytics and targeting because this is something is not really addressed by by open source and by Drupal community yet but in terms of Content management framework and we have much more features. We already Shaped the market because it's as soon as we got the there was problems with media management Media model at this early stage was crappy. There are two model created one by us But one by a competition scalded in assets. Well assets is better But this is how what happens, but nobody knows about assets because we created in our it you it's used by huge French media companies, okay But nobody in the United States knows about it Nobody in Australia doesn't know when somebody creates a crappy feature in other be every single salesman knows how to demonstrate it This is a difference. We had the features. We only have to find a way to To share our marketing resources to have standard solutions. This is what the idea of what we really need I think we already do the features based of the market because all small Drupal shops create features. We only need to Share it So, okay. Oh Thank you So I think another very important point is that Many of the customers in large newspapers Enjoy the flexibility that Drupal brings to the table Unlike in adobe if they need to make a customization, they need to go back to adobe Whereas in Drupal, they are able to Maintain an internal team that can do many of the changes that they need and Agility is very important in the newspaper industry because as news comes by they want to be able to come up with Different ways of presenting the content. Yeah, that's why probably in news industry. There's not so much adobe is told Yeah, that's a good thing because it's complicated correct Well, then you can