 Welcome to this first session after the keynote and the pre note that I hopefully all of you were attending this session is about how we pitch Drupal and how we pitch to large enterprises and How basically we create business value by using Drupal? So my name is but the Sonya bright. I've come from Iceland. I have a bachelor in computer science I have a master from Vienna here the technical university in Engineering management. I have two kids that get every year. They're drood droid t-shirts here at the con So if you have kids meet the guys at the droid and get a t-shirt for your kids This is always the Christmas card every year and I also have Husband and I've been doing Drupal since 2007. So since Drupal was version 5 and we basically did everything wrong back then But we've learned a lot since then So I own a Drupal shop in Frankfurt and we also have employees actually around in Reykjavik and As of the 1st of November, we will have office in Coneel in Spain. Yay. We're gonna do bitch code the beach coding We are 18 people at the moment, but as of November, we will be 20 something a very international crowd Speak 13 different languages Or we have 13 different nationalities in our team But most important we use distributions a lot and we contribute to the distributions We use Drupal 8 mainly except that the projects that we are actually Just maintaining but we since two years now. We only create Drupal 8 projects And we are maintaining the de golf distribution for the German government. We have a booth here, too So please come and visit us. We are partnering with image X on open edu. It's a distribution for higher education We are working with the Thunder distribution and the commerce guys We launched the first web shop in 2009 now in April and beginning of April in commerce, too And we have done a couple of them since pretty pretty good I advise you also to go and meet them but most important. I'm really involved in the community and organized camps and organized local events both in Germany and in Iceland and One of my one of the highlights are probably the northern lights camp that was a little bit Where people flew in from the States and flew in from the Europe or where we are now and they met in Iceland And did a lot of sprinting and we had a lot of fun there. So we're gonna do this again but What am I gonna be talking about I'm definitely not gonna be talking about Drupal nor Drupal 7 or 8 Symphony open source license fees or anything like that The session is going to be about how enterprises or large Organizations can create value by using Drupal and how we actually pit pitch this when we go to large Organizations and how we like this is basically our pitch that I'm gonna be presenting So I only have 20 minutes, so it's gonna be a little bit quick But I hope that I will at least be five minutes before I have an end to it so you can ask questions So what do we mean by large organizations or you know, that is like large companies like for example Buddha media in Germany Pfizer Johnson and Johnson. It's also about government Universities, it's about agencies marketing agencies that That are always doing the same thing again and again and again So the bottom line is it's basically for Companies or organizations that have very many web projects and this is Of course happening all over in in large organizations So what are the problems that these companies and organizations? Enterprises are actually having today So I tried to make this slide nice I couldn't because I have to say so much on it So the problems that Enterprises are having is that they have very many websites. So it means they often have very many different technologies So they have like Drupal WordPress site core Joomla core media Adobe homemade solutions. Wow that is in Iceland That is the thing in Iceland or was at least So when you have very many technologies, what do you then need to have you have to have a different experts You have to have different teams different deployment mechanisms different hostings So these are all the problems that you have when you have very many large Web projects or not even largest in general many web projects So basically you will need an expert for every single site that you are maintaining or creating this Causes high risk high cost and burnouts and this we've been seeing again and again and Therefore I want to tell you about the example that As I said before I come from Reykjavik and we are a country of three hundred thousand people and we are really good in football and soccer So the city of Reykjavik we have 120,000 people living there and Of which 10% work for the city of Reykjavik Because the city of Reykjavik basically does everything they take care of the schools and the kindergartens so 10% almost Of the people that live in Reykjavik. They work for the city So let's look at that as an example and see how we can help them to create value for the city This is the status quo. How it is today They have 50 Drupal websites. They have 150 Jumla websites to at the five content access L websites 25 VIX websites 25 WordPress websites and 25 sites made in some kind of our other system So you can imagine the problems that you have if you're trying to maintain this this is 300 websites so They all though have one thing in common. They were all created. They were deployed There is maintenance and bug fixing going on all the time 300 times So you can imagine what is the problem there? So how can we solve it? That's why we are here, right? So we can solve it by focus on one single technology and that is that can be Drupal That can be something else, but we decide to use Drupal because we think that Drupal Can really do that plus the city of Reykjavik. They have said that they want to use open source technology So let's look at this Example a little bit differently. So imagine we have the 300 sites there on the right side or from you guys on the left side so every single website Consists of four different layers at least and this is just like So we have in the base. We have the base system layer. That's a management content management system that you're using Then you have the core layer and that is the core modules the base theme the you know the installer So you have maybe created some kind of a blog or events or news Then you have the context layer. So for example when you're creating 120 websites for schools, you know, there are certain things that the schools needs needs and there's something else that other Projects need but you create that in the context layer and then on top you have the project layer and this is the specific layer for your website So this is how we like to like Look at it because When we analyzed all 300 website we noticed that there is so much stuff in common At least from bottom and up So how do we then do that? We create a distribution So by creating a distribution or a puppy is they even here? there was a nice blog that he had about distributions and What you basically do you take these Modules or elements and you pack them into something so basically you take The bottom with we use Drupal 8 and we use aqua lightning on top of that and this is just because we have looked at it and we have Seen that they have a lot of good stuff already in there. So we don't have to build that too So we start like by clicking together the modules that we like and we use again and again and again Then we take the core layer. We have the the base theme we have the All these all these elements or the blog element and the events and all that and That we go on. So are you so far with me? Just recently there was a meet-up in Boston where trees was actually addressing Let's make distributions great And he said people don't really want to download all these different pieces and couple them together and figure out how to Configure them and deal with maintaining them and upgrading them Distributions can really reduce so many barriers to adoption So by having a distribution we can already have all this We don't have to do it again and our programmers. They also don't like doing these things again I don't know how many of your programmers have created some kind of a news module on a website every single time So let's now think about so we're trying to create value and one of the Variables that we are using there is cost So let's just imagine that we have an average price per site 10,000 euros that not that is not a lot of money, but let's just play with that number a little bit So if we say like of course we know in the city of Reykjavik that we have very many sites that are really expensive and much more Expensive than that so let's just but there is also very many landing pages that do not cost so much So let's just use this example and you can use this number and you can put it up or down Depending on who to who you're talking to Let's then take the layers and just put 2,500 on each layer You know it would be interesting and this is what we are thinking about just try to see like what is the real relationship in Each layer, but let's say that it's one fourth It means that for the city of Reykjavik and all other enterprises with this type of Web project they have spent 3 million euros on creating these websites So 300 websites times only 10,000 euros is 3 million euros That's a lot of money and if you just put this number up to 20,000 you will have a lot higher number So Let's then try to look at it if we do the same calculation with a distribution. Okay Distribution cost money. That's no doubt. So let's just put any number on it Let's just put like hey, we have to do so much we have to work like we have to create all these modules You know Glenn, you know how much time it takes to create a distribution, you know So let's just put 750,000 euros and creating the distribution seems to be a lot of money But in comparison with the what's gonna what you're gonna end up with is not very much and Then for all the websites that we are creating every single time we only need to spend 2,500 euros on each website So we have 300 websites times 2,500 euros. That's 750,000 euros Then we have the initial cost of the distribution and having maybe a somebody Maintaining that distribution and taking care of it and that will result in 1.5 million euros Which means it's late leaves us with 1.5 million years Which is a lot of money in a governmental space for example and in any enterprise of course So this is seems really clear like why are we not doing that? Why are we not just all doing exactly this if we have this problem that? We have very many projects So it is not only about the cost it is also about Freeing resources for innovation and it is also about using this 2,500 euros To do something for the project itself to the website, you know make some awesome front end with React, you know do something really cool and use the money on that don't use the money on Doing this stuff that you're doing again and again and again So we can even like then we can calculate and this is what we do we calculate with the client We say like okay, let's take the 2,500 and let's hire that up So like make that a little bit larger portion on the top You know then you even have more money to to you know to have your departments play with and do something awesome But it is not only about freeing like getting less having less cost Freeing resources for innovation in your company But it's also about having your employees happier and very much less Burnout for example because if they have to only focus on one single technology It's definitely easier than having to deal with the problem that I showed you before and of course the risk For an IT and now coming up the the EU Governor like the compliance laws and all the data protection Of course, this is also very important that that is just all part of your basic distribution So they don't have to start doing that again and again and some people some agencies do it bad and other do it differently And then you know the IT is trying to maintain that and can't do that So this is then the question that comes up every single time here, but we already paid 3 million So how do we solve that? Well, it's not like that We are going to be taking all of the 300 websites and create and put them into the distribution That would be madness So what we're gonna do we are gonna create the distribution as the first thing we're gonna do We're gonna work together with a team we are gonna find out what the layers are and Then every single new project that is gonna come it's gonna be put on the distribution and That is how we're gonna do it So slowly from now you are going not to spend 3 million next time because we all know that the web projects They live not longer than maybe maximum five years So they anyhow have to be done and again and again So we already have maybe 25 website that we can just start them doing right now because they have to be done anyways so Basically, it is still a pitch. We are Asking for a lot of money now to create a distribution To of course save money later But the good thing about ruble 8 is that it is Upgradable it has no end and this is one of the big things that we use in our okay I said that I'm not gonna talk about ruble 8 in the beginning But I have to say this one thing that it has no end so triple 7 will have an end Where it's not being maintained, but ruble 8 and on will continue so for enterprises This is also a very good Tool to start using this is though possibly a problem that we are always seeing is that We are possibly asking them to kick out their favorite vendors and they are already used you know using a lot of web agency that they love working with and These web agencies don't necessarily write code and PHP nor like Drupal There we have to work a lot with the client. We have to offer a lot of training We have to create a lot of documentation of how to use this so they can still work with a with with their vendors And that is very important It will never work that I come in there and say like hey guys I'm gonna take care of it all and I'm gonna take all the 300 websites that are out there for the rest of the world We know that too. So we really like Tell them that we are gonna help you, you know, we are gonna take care of your distribution We are gonna help you with that stuff and we are even gonna enable you to work with the best front-end company and the best Company that does integration to whatever system they're using So that is really important in the pitch to tell them this that we are not or that is not our mission That we're gonna throw everything out We are just gonna make sure that your basic stack Technology stack is just under control and we're gonna help you to save money there so therefore the bottom line as I As this is a very short session and normally often you also have a very short pitching time So this was my pitch. You just have to say we have lower cost less risk and happier employees and I can assure you that this is gonna make the sale Like they are gonna believe that because it is also true and this is being done now All over I talked to earlier about open edu distribution for a higher education Made by image X media here clan We have the D go for the government now and we see the commerce guys. So there's this is being done a lot now in Drupal and Thunder with with the Buddha media. So I encourage you just to look at that and also use that when you are promoting And now you're trying to convince the clients to go this way So just a little advice in the end that came also up in this Boston user group On the 5th of September. It's a good friend Mike Miles who also came to the triple camp in Iceland He said two things that are really important. So number one If you want to build a distribution, you need to remember that you're not building a single site You need to abstract your problems and solutions though. They work for many sites You have to think about that and you have to build your distribution that way you can't just Focus on this one side So and the next is that if you're building a distribution You will probably deal with very many different teams And they have different expertise and priorities. So not everything is a need to have So try to get the teams to think in terms of brand best practices and guidelines When describing the functionality they are looking for and this is a lot of work This is probably the biggest challenge you have is to convince them all to That not everything is necessary and try to put that stuff maybe up to the top layer that we looked at before so That is I think I have already I think five minutes. So I was I made it Yeah, questions. Yes, please and could you maybe come here because of the otherwise I will repeat your question Because they have to record it all I have a question. I'm actually I Guess one of you not yours, but I'm saying just a person that uses Drupal our business has over 64 websites Plus because we keep acquiring companies And then we have this we're working in 7.5 right now We are actually trying to get money for the upgrade for Drupal 8 now We are converting we have over 22 websites already in 7.5 and we're trying to get to this Yes, right. So as part of that and what you were saying is totally right trying to even though we're a fortune 100 company in the United States We still struggle getting money. I'm part of the digital marketing. I'm the head of the digital marketing So my question is this when you put in can you put in back that slide where you had the buckets? This one. No the buckets where you had like the definition on the bottom Yeah, right there base theme and all that So when you were saying that there's nice to have and they're the ones that we truly need Would you say that these buckets are kind of like the foundation of when it comes to functionality? Yeah, and then when you add me once you just add additional buckets with them Yeah, well, we try to fit them into the buckets So we try like and this is most likely the context layer then where we start to like put your Your business into like what is alike and if we think about the city of Reykjavik, you know We have the kindergartens. They are pretty similar and they have same API integrations And then you have the the schools and we put them and then we start creating that Modules in the context layer and then on top that is just very side-specific Module and how did a quia help you get there? What sorry a quia, which is the partner the offer to buy yeah So we are using a quia lightning and they just come with a lot of for example in media They have a lot of stuff done already that we are just using and this is also open source so the the the droopalate and the The a quia lightning is open source products and there are very many agencies that are using a quia lightning as their base when they start creating websites and We just pack this together and we put on the correct modules how we like it and they have already done this configuration for us Partly and they are also maintaining and making sure that the media for example is just working out of the box And that's a challenge that we have often been having that every single time you have to you know They come with some new module and then you put in this module or you know and we just use that as a base and and work from there on and the base could be then you know the same Open edu Distribution they are also using the same same base as we are Okay, thank you. Yeah, I hope it answered the question Anybody else no Yes, please Can you go to the microphone? Yeah, thank you We as a droopal building company have often the problem that customers have very special wishes for modules or other Contrib things Which are not really sellable to other customers This is not really fitting in your plan to build everything you do for the cluster of your whole Customership, so how do you deal with this problem? You have to you have to make a really good decision Where does it fit in this here? at the moment like What what we have been doing with de cough then we are basically open sourcing the bottom to Which means that that part is just something that when there comes a wish We look at it and we have experts of people who then decide if it is a good good thing to put in the Distribution that is open source or not just like actually just like we do it in a droopal project the same Procedures the same way and then you go to the next level and you start thinking about doesn't make sense for this level or not and then it always ends up then in the in the top layer which then can grow You know, but at least you have saved the the 2.5 times 3 You've already saved that and then you just can use at least that money You can even use 10,000 euros than to do the top one, which is then awesome Cool. Yeah, thanks Any more questions? Good, so I hope you enjoyed it. If you have any questions, you can at any time come feel free I'm probably walking around here and Yeah, just come and talk to us