Starting & Growing a Drupal Based Business
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Starting & Growing a Drupal- based Business 6 Valuable Lessons Learned By: Dave Terry Oct 4th, 2014 #DcATL
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Mediacurrent's Dave Terry shares the 6 valuable lessons he's learned while growing a successful Drupal based business. From Drupalcamp Atlanta 2014
Transcript of Starting & Growing a Drupal Based Business
Starting & Growing a Drupal-based Business6 Valuable Lessons Learned
By: Dave TerryOct 4th, 2014#DcATL
Dave TerryPartnerMediacurrent
● Partner/Owner at Mediacurrent for 7+ years (45+ person distributed team)
● Hired & interviewed hundreds of people at various skill and experience levels
● Lover of all things related to sales, marketing, and culture
● A primary organizer of DcATL, ADUG, and Drupal Business Summit
● Drupal/OSS evangelist
Background
@Mediacurrent
#6
The More You Give
The More You Will Get Back
Do You Know This Person?
Complimentary Service Providers
Wedding List
hostingcompanies
The Drupal community
Drupal Give
#5
Listen to Your Employees &
Customers
Communication/feedback is desirable
Job security/peace of mind
open strategy/vision
Challenge/variety is welcomed
Is innovation fostered?
Is my voice being heard?
What havewe heard?
Is Innovation fostered? Can I work on things I like doing?
Iron sharpens Iron
● Polled a cross-section of 12 customers (2013)● Independent feedback is key (unfiltered)● Perception is reality
● Become more strategic, consultative, and pro-active
● Do not take me for granted - show appreciation● We value people more than the technology
(Drupal)
#4
Create Scalable Processes
Employee Handbook
#3
Positioning and a Singular Focus are Critical
● 300+ Blog Posts● 60+ Industry Presentations● 4 Whitepapers, 8 eBooks, and weekly
webinars● Case studies w/global brands● 45 Drupal Events Organized ● Maintain hundreds of modules● Drupalcon Platinum Sponsor● Average Drupal Experience:
6+ years
Drupal Experts
● Primary organizer of the AtlantaDrupal Business Summit & past organizer and current supporter Drupalcamp Atlanta
● Over 600 Drupal enthusiasts from across the Nation
● Largest Drupal event on East coast
Drupal Experts
● Serves every kind of destination● Serves every kind of traveler● Offers every class of service● Operates every kind of aircraft
Unprofitable for most of the past decade and recently emerged from bankruptcy.
● Serves only well-traveled destinations● Serves one kind of traveler (leisure)● Offers only one class of service● Operates only one kind of aircraft
Profitable every year since they started in business 20 years ago.
● Serves organizations that need Drupal● Singular focus on one CMS● Offer world-class customer service● Operates to constantly improve
processes & contribute back to the open-source community
Profitable every year since we started in business 7+ years ago.
● Serves only well-traveled destinations● Serves one kind of traveler (leisure)● Offers only one class of service● Operates only one kind of aircraft
Profitable every year since they started in business 20 years ago.
#2
Keep Sales Ahead
of Delivery
● Cold calling● Trade-shows● Traditional advertising (ads, radio, tv,
etc.)● Direct mail● Billboards● Phone book (Yellow Pages)
Outbound
● Blogging● Organic page ranking (SEO)● White papers/ebooks● Video (interview customers, training
tutorials)● Case Studies● E-newsletter/marketing campaigns● Webinars● Speak or organize industry events● Referrals
Inbound
Understanding the Value of Inbound Marketing
VS
Inbound
Understanding the Value of Inbound Marketing
VS Outbound
CMO Sales
Accountability
#1
Culture should always be #1
How Do You Define Your Culture?
1. Who We Hire
2. Accountability & Trust
3. Professional Growth and Career Development
Examples of Supporting Professional Development and Personal Growth...
● Industry Conferences (Dreamforce, SHRM, Connections, ConvergeSE, etc)
● Certifications (Acquia, Agile PM, AWS, etc.)
● Leadership Committees (AiMA, TAG)
● Development Contrib Time
● Responsive web design time / research
● Time for Personal Brand
● Code Sprints
● Sandler Sales Training
● Drupalcon Attendance
● Android App Development
● Research Time
● Presentations/blogging
● Drupalcamps/Summits
● Weekly knowledge shares (webinars)
● Company Retreat (Callaway Gardens)
Hiring: Capability Should Trump
Proximity
The 4 C's
