Hey everyone. Thanks for joining me today. Can you guys all hear me? Does that sound good in the back? All right, good. All right, I'll start my timer. So it's one o'clock, so let's get started. This session is competing with Giants. How to win with Drupal vs. Proprietary Alternatives. My name's Brian House. I'm Vice President of Product Marketing at Acquia. How many people get e-mail from me? Excellent. You know how it is. So, objectives for this session. So what I'm going to do is talk a little bit about my experience personally and what we're seeing at Acquia and in general about the market opportunity for Drupal. Certainly the competitive landscape for Drupal and where we're seeing Drupal compete and how it competes against some of the proprietary vendors in the market. The analysts perceive how the gardeners, foresters, real story groups of the world perceive Drupal in comparison to some of these other vendors and how you can think about positioning Drupal to win. One of the things that we see day in and day out at Acquia when we're talking to large organizations that are considering Drupal is we as the vendor working with our partners can talk a lot about Drupal but when an organization makes a big bet on Drupal it's because there's internal champions that can articulate the story, they can tell them why Drupal is a better solution for their organization as compared to whatever those alternatives may be. And so a lot of what this we do day in and day out is training people within our customers, our prospects how to tell the Drupal story, how to position it with procurement, how to position it with their business stakeholders if they're on the IT side, or how to sell it to IT who's maybe resistant to open source or other pieces that make Drupal. And then the last thing I'll wrap on today is how you can help. What's critical in this process of growing Drupal's market share, growing the opportunity for Drupal in winning is to share stories, to talk to the analysts, to tell your story loudly. That's probably the biggest driver of success and we've seen it sort of when peers share with one another and so I'll have some ways that you can help and hopefully that'll inspire you to reach out to us or reach out to other folks directly. So how many of you would consider yourselves enterprise users of Drupal? Excellent, excellent. So you guys probably see all this day firsthand and know from firsthand experience. The landscape is definitely shifting as Drupal enters the enterprise. Perception in many ways is reality. This is a quote we came across from an Adobe lead sales engineer. And so thinking about how other vendors position themselves against Drupal is really, really critical. The proprietary vendors of the world love to use FUD, fear, uncertainty, and doubt to position against us. They love to put us in boxes, you know, small sites, you know, open source, not ready for prime time, not ready for the enterprise. And they'll be very explicit about that when they talk amongst themselves and certainly when they talk to their prospects. And so providing the ammunition to you and see your counterparts with inside your organization is critical to combat this FUD. So when I think about the enterprise and sort of the perspective I'm using for this presentation, it's thinking about the global 10,000, which actually consists of about 14,000 businesses according to IDC, but global 10,000 is a nice rank to it. But these are organizations that have more than 2,500 employees and have greater than $500 million in revenue. And what we see here is that when you're talking to organizations like this, they have well-defined procurement processes. They understand how to purchase technology, they purchase it a lot. There's a lot of stakeholders and decision influencers that you go through. And so they've got this down pretty well down pat. Now there's typically technical stakeholders and this group changes, but it's the CIO and the CTO are concerned about business transformation and sort of where do they lead their business to effectively achieve three things, improve top-line growth, reduce costs, or improve customer satisfaction. And then the people that are operating and using the system on a day-to-day basis, the architects, sysadmins, the developers, dev ops teams. You know, on the flip side, there's the business stakeholders. It's the CMO, the VP of marketing that own the websites, are responsible for the website and making the website work for their business. It's the VP of digital or e-marketing with an organization, as well as their department heads. And then finally, the people that use the system every day. You know, we have countless situations when we're bringing Drupal to a large organization where we've got the technical side of the house. They understand the architecture. They like what it does. They're bought off on it. And then we go over to the marketing department. The people that are going to use the system on a day-to-day basis. And they throw up all over Drupal. And they say, hey, I saw this sexy demo from, you know, insert your proprietary CMS system here. And I want that to look like that. That looks really cool. That looks really easy. And so they can derail a process based on the demo. There's a bof tomorrow about marketing Drupal, and this is a big piece of it. One of the things we need is a sexy demo. We've seen the flip side happen too, right, where you sell it into marketing. You talk about social publishing and all the things that Drupal can do. And then you take it over to the IT. And IT comes in and they don't know the lamp stack. They're not ready for open source technologies. They're resistant because it's a change to how they do business. And we all know change is very, very difficult to manage. And so, you know, you need to address both of these audiences when you're talking to sell Drupal, particularly in an enterprise environment because people aren't empowered, in many cases, to make these decisions sort of on a one-off basis. But regardless of the department, you know, and who the stakeholders are at the table during this process, you know, what we find is that what they're trying to accomplish, their objectives are oftentimes very, very much aligned. They want to publish and organize rich content. They want to do it quickly. They want to get more out of their site. They want to have more social experiences to their site. Increasingly, they want to have more mobile experiences and have multi-channel publishing to create these rich experiences and push them out to multiple devices.  It's not one or 10 sites. How many people here have more than 10 Drupal sites that they manage in their organization? Thank you. My point is that this is becoming a real challenge and there's great opportunities for Drupal, but this is, you know, what organizations are trying to do. And then they need help building communities to support ad hoc business activities. And so Drupal provides a nice flexible environment to do that. And so, you know, increasing what we're seeing is how they're looking for solutions that bridge the gap between what marketing is trying to accomplish, creating great experiences, creating personalized experiences for visitors, managing digital assets and making more, put their content to work, and then managing and measuring and tracking that with IT objectives, which is, you know, manage costs, manage the infrastructure, create content distribution so that way you can sort of get a standardized platform and get some benefits of leverage and scale when this thing they build so that way when you manage hundreds, tens, or hundreds of sites, you can do so cost-effectively and then be able to integrate that into your existing infrastructure. There's lots of data systems, lots of sources that you need to tie to SSO, security systems, certainly CRM and marketing automation systems are top of mind with everybody. So, you know, the nice piece is that, you know, how do you position Drupal to help bridge this gap rather than reinforce the differences between these two? And so when we talk to organizations, and I'll talk about some of this in some of the case studies at the end, they only look like this. They've got lots of disconnected sites, and more likely, they have lots of disconnected sites and lots of different technologies powering their content on those sites. We talked to a large pharmaceutical company recently. They have 600 websites and they estimated they had 60 CMSs that they were managing somewhere in the world. You know, so internal teams, local teams, outside resources. I mean, this is incredible complexity for them as an organization and what that translates into is costs and slow, you know, they're slows down their delivery to their business and they're not able to deliver consistent experiences to the business as a result because they don't know who owns the technology, do they have the resources in that area to serve that business needs. And so what we're looking, you know, the challenge here is they see tremendous duplication of content and duplication of effort amongst their editorial teams that are trying to manage content across these. They've got lots of information in disparate sources. They can't connect all that. They can't take advantage of all these great knowledge assets, content assets that exist in the organization because it's hard to push across these technologies. It's impossible to report on this. And what they find is, yeah, there's maybe areas where we're doing really, really well, but they can't make it scale. They can't replicate this. This is one of the things we're hearing over and over again is I want to experiment in my organization. I want to apply agile methods to our web properties because I know I have a lot of them. I want to try things, test, iterate on it, and then when it works, then roll it out across the organization. You can't do that when every technology underpinning this is different. And so, you know, you don't have any way to scale and repeat what works across your infrastructure. And so what we're increasingly hearing is what the business wants is something like this. They want a central repository. This could be one doc route. This could be many code bases. Boy, they can have content services model across multiple sites. They can reuse content across multiple sites. They also now can get to multi-channel delivery, so they can take those nodes and push them out to mobile devices. They can push them out to their marketing automation system to push to marketing campaigns. They can push them out to social channels and re-get some scale and leverage across this. And so, you know, there's a new term we'll talk about here in a minute called web experience management or web engagement management. There's lots of ways to describe it. There's a central infrastructure that powers across many of your web properties. You know, and from an IT perspective, what we hear time and time again is this is the challenge. We have tens, if not hundreds, of websites. I want to be able to get some benefit and scale. You know, one of our customers is an organization, Florida Hospital. They have 150 websites behind the firewall. And they have some 80 websites outside the firewall. And so, one of the benefits they saw when standardizing on Drupal was that they can get leverage from their theming and their design teams, from their development organizations, from their CIS admins and the DevOps teams that run the infrastructure. So now, they can deliver websites as a service. So this is great for the IT organization. They can reduce costs. They can replicate best practices. They can create process to roll out sites very, very quickly and scale and still affect their bottom line. So now what they want to do is they can access and be able to make that available across multiple channels. So it's not just the website, but it's actually being able to create sites that work in mobile that communicate beyond just the properties that they drive their traffic to. Now, what we're seeing is Drupal's uniquely positioned to do this and do this very well. Because Drupal addresses the broadest range of needs for site creation in the market. So this scale is the scale of the site. How much traffic? How does it peak on the vertical access versus the complexity and longevity of the site? How many systems are you integrating it with? How much, you know, custom development work do you need to meet your goals? And, you know, there's lots of alternatives and we'll talk about them that can do the corporate site really well or can do very, very sophisticated editorial publishing very well and you can create very sophisticated workflows. But you know what, to build a marketing site in those, very, very difficult to do. And when you need a marketing site next week, it's impossible to do. And so that's when they go outside and they hire an agency to bring in an external technology. That's when they go and experiment with something sort of off the grid from IT or from sort of where the systems teams manage. Because they can't get it done either way. You know, we have an organization that we talk to. They needed mobile sites for some of their business stakeholders for promotional campaigns. And their core system was an Oracle fat wire system. And so the business come in and said, hey, you know, I need a mobile site for this promotional campaign, but we're running it in two weeks. Can you do it?  Can you wait two months? Can you hold your campaign? Well, of course not. They can't hold their campaign. So then this is where, this is one of the ways that Drupal enters the organization. They're like, well, we can do it in Drupal in two weeks. Do you have any problem if we do it in Drupal? No, we don't have a problem with that. Guess what, now they've got a Drupal site. And they've got it in mobile site. And they're like, hey, that's really great because we have three more of those. So this is one of the things that Drupal is really, really well suited for. And the organizations that are open-minded about how they approach their web technologies and are embracing open source, that's the things that they see. This agility and time to market becomes critical, but they're not sacrificing the web application framework to do the larger sites. They know that they can still address some of their more complex requirements with this. And so for many it's not simply a choice between open source options. This is a map I like to show from the real story group. This is one of the analyst firms that covers the market. We're in a pretty complicated space as it turns out. There's a lot of vendors in the content management space in one form or another. And so Drupal is down here at the bottom, in the bottom right left-hand corner. But you see this, when they think about content technologies, they think about documents and records, web content management, portals, collaboration and social software. And then SharePoint all together. So, you know, it's hard to break through in this ecosystem. But one of the things that's nice about Drupal is it meets many of these different capabilities. But because it's an application framework and it's an open platform, in the areas that it's not going to excel, you're not going to use Drupal to do document management. You're not going to use Drupal to use records management. You can integrate with a system to do that. You can use CMIS, you can use something like Canopy or Fresco. So it gives you a lot more flexibility when you're in this map. So you don't have this technology sprawl, if you will. Now when we think about the opportunity here, so there's lots of vendors, we also look at the opportunity, how big is this market? So when we think about where Drupal plays and sort of the roles it fits, it crosses the lines in a couple of different places. But it certainly plays in the web WCM, CMS market, a $2 billion market in 2014. It plays in the social software market. Lots of people are doing community websites with this. External communities, developer communities, it competes with the jives of the world. That's an over-billion-dollar market. And then certainly cloud-based, cloud-delivered pieces. And what's not represented here is commerce. You know, with Drupal, commerce is a whole other, much bigger market. And as Dries talked about yesterday in his keynote, you know, this doesn't really capture mobile either. It's really in there because you're using these technologies but really doesn't capture the real opportunity and the spend around this category. So this is an attractive market. This is growing. This is the web contents, the fastest growing portion of the overall content technologies market. And so it attracts attention. So what I mentioned before, that the landscape is changing fast and open source really isn't the only option anymore. You know, open source, we talked in Dries' keynote video, we heard from people like the CTO of Maxim magazine and others that open sources reach parity if not surpassing some of the proprietary technologies from a functional perspective. But at the same time, all these organizations are seeing the opportunity here and they're seeing that innovation and the pace of change is happening in Drupal with WordPress and with the open source market and they're coming in and they're making acquisitions to go here. Adobe has purchased in the last few years a day software, traditional web content management company, Omniture.  They've created a product suite, CQ5 and they've actually moved it out of Adobe over into the Omniture group. So now they're selling marketing solutions to marketers, you know, people that buy Omniture in traditional web analytics tools. So very much a CMO sale. Oracle a few years ago or actually just last year purchased FatWire and then they recently purchased in DECA software, Enterprise Search Company. So now they're putting those things together. They also a few years ago purchased Stellent software. So we're starting to see Oracle in opportunities. HP, I mean last probably vendor you'd think would be in this market, but they bought Autonomy another powerful search tool. Autonomy had recently purchased Interwoven. So now they're in the web content management space building cloud web content management solutions. So as you see here these are big companies. These are big companies with very very large market caps and they're all looking at the web and mobile as part of the web in this concept of web experience management to and really attacking this market. You know the vendor that of late that's keeping us up the most and me up the most personally is Salesforce. How many people are familiar with site.com? Few hands. How many people use Salesforce here? Next time you log into Salesforce you'll see an ad for site.com right there. And so this is you know this is an interesting play here. This is you know they're you know they love the no software mantra and it's worked well for CRM and they disrupted that space. But they're going to come in hard to this market. They claim they're the first cloud CMS product in the market as of late and you know be interesting to see how that goes. This is why you hear things like from AQUA talking about things like open sass and open cloud because it's a way to disrupt these people like Salesforce and sort of change the landscape on them when competing with them in deals. So hopefully this gives you an idea at a high level of sort of what the market opportunity is and why the players are now coming in. So let's dig into a little bit so how the analysts perceive this market. So I'm going to walk through some of the magic quadrants and waves to give you an idea of sort of where people perceive Drupal as compared to some of these vendors. So this is the 2011 WCM magic quadrant from Gartner. Are you guys familiar with magic quadrants and Forrester Waves and all that? So in this one Drupal doesn't make the list. Now we see the oracles and autonomies which is now HP and open texts of the world. And so this is one you know I talk to Mick Makomska from Gartner all the time and so of course my question to him is how do we get Drupal on this list? You know we send him references from some of the largest Drupal users, people that are featured in the keynote video, some of the largest brands and organizations that you hear when you go to Drupal.org and how they're using Drupal but yet we still can't crack into this. The piece is this is where the vendor dynamic becomes really really important because the analyst firms don't understand how to evaluate open source projects in the context of these market criteria's they use. You know a magic quadrant is completeness of vision which is sort of a technical view of how well you address the needs of this market tied to ability to execute and ability to execute is very much tied to vendor. Vendor size, how big are you and so it's skewed to a backwards looking view of vendors and skews to larger the vendor the better your ability to execute. More likely you'll be there to take out risk from someone a technology procurement process. You know if you're a buyer you're going to invest $100,000 or $250,000 or a million dollars you're looking to mitigate risk with that purchase and so that's really what this is a measure of on the vertical axis here. And so it's very very difficult to break into this. Particularly when they measure your minimum threshold in license revenue. So the minimum threshold to get into this Magic Quadrant is $10 million in license software revenue. So because it's open source we don't have license software. So I know we get calls all the time when we're selling where's Drupal in the Magic Quadrant? Do you have the Magic Quadrant in the wave that shows me that I can go to take to procurement that I can go take to legal that I can go take to my CIO to validate the choice. You know we've run two or three Drupal projects or maybe we've run 10 or 12 Drupal sites. We understand how it works technically but I need that third party validation that's in order to go get us to move from you know a $50,000 investment to Drupal into a $500,000 investment into Drupal. And so this is really really hard and they don't have a good answer for this frankly. So we badger them over and over again and you'll see when I talk about how you can help the most important thing you can do in competing against these vendors is to talk to the gardeners and the foresters. Tell your story and tell them why they need to be covering them in market overviews. Foresters frankly even worse. So they again Drupal doesn't make this list it's a smaller list one of the things that Forrester does is actually reduces they're constantly trying to reduce the number of vendors that make their market analysis evaluations because they like they want to keep it simple so they'll tell you they have 100 people on the list but you know 8 or 10 make it and sometimes even 5. And for them the minimum threshold is $25 million in software license revenue. So again we talked to them a lot and they understand Drupal we've introduced them to customers people that are using Drupal in a large way whether they're an aquia customer or not frankly to help them tell the story but they're still skewed very much to legacy players, legacy vendors and sort of you know this type of business model that they understand and can compare apples to apples which is around software license revenue. The other thing that they talk about is they want interest from Forrester clients. So how many people here are Forrester clients? Anyone? Couple hands. How many Gartner clients anyone? Alright so you know this is key if they're not getting phone calls about the technology from those of you that have subscriptions and frankly those of you that don't or if you can see them at a conference and ask them about Drupal you know they're hard to put you on the radar they're focused on what their customers and their clients are calling them about. And so we need more people you know they hear vendor pitches all the time we talk to them about Drupal you know every few months but until they hear it from their clients and get that pull from the market they struggle with making sure that we get into these kinds of lists. Now real story groups a little bit different. They have these they don't really do market analysis so relative position on this 2x2 wave matrix this is not supposed to really have any value so unlike the Forester and Gartner ones your goal is not to be upper right hand quadrant if you will but they do these cross checks to give you sort of relatively viability but again you can see what they're trying to measure they say what's the product maturity on the horizontal what's the vendor maturity on the bottom and then what's the relative risk and so last year when Drupal 7 had just been released it had been out for 2 months and so Drupal was way up higher on the risk scale because there weren't a lot of modules there was a relatively new version of the platform so there was a lack of comfort and the report had just come out after Drupal 7 was released. Now Drupal 7 has been out for a year it surpassed Drupal 6 and usage it's coming back into the middle if anywhere in this chart you want to be somewhere in the middle but you don't want to be static static that would be bad so the nice thing about the real story group is of all the firms they do the most technical due diligence of a product what they do is they actually talk to practitioners in fact they don't talk to people like Acquia they're not interested in talking to vendors at all you have to sort of beg, borrow and steal to get any analyst time with them to just talk about Drupal but what they do want to do is they want to talk to your clients they want to talk to practitioners and they'll go in so how many of you have ever read a real story group report? Anyone? They'll go in they're very lengthy they're 12, 15 page reports they'll talk about the architecture the user experience, the paradigms they understand how Drupal works versus a page based system and frankly they have pretty frank feedback they understand what Drupal's shortcomings are and they're pretty open about that they also understand what Drupal's weaknesses are and they undersell those firm but that at least gives you an idea if you're competing in your own organization or if you're selling to your clients and you know there's a competitor they're pretty spot on they score Drupal pretty well and they understand what's good and bad so they have a very similar view of the competitive technologies so if you're looking for how's Drupal going to compete against Sitecore or SDL Tritian or Fatwire or whatever the technology I certainly encourage you to look at this this is why we use the service and actually so now if we go over to the social software market this was the WCM view we see something a little bit different we see a little bit more sort of forward thinking at least from Gartner so this is the social software in the workplace so this is specific for social and community applications behind the firewall within an organization so again the criteria here is lowered it's decreased in terms of the amount of revenue although the requirements for the number of active users and the number of organizations with large scale active users is pretty large actually finding four organizations with 5,000 person intranets that are all active users for Drupal it's not the easiest thing in the world how many people have intranets that big on Drupal or bigger one person I see one hand in the room so we'll need to talk after the session so this is a challenge but the good news is there's a guy Nico Strakos who's in Portugal and Jeffrey Mann who's in the Netherlands are the two analysts that run the they understand Drupal they see the value in the platform and they're bullish on it so they position Drupal as visionary here now you'll notice they say Drupal slash Aquia and this goes back to the vendor issue they don't understand open source projects they don't understand how it fits in their construct so they're looking for a vendor and so that combination is what they end up putting in this report and so when I fill there's these long questionnaires like an RFP it's got 500 questions they're sort of ridiculous but when I do that for these I tell them what we're evaluating is Drupal the project doesn't have anything to do with Aquia when there's company questions I fill it from an Aquia perspective because we can fill the role of the vendor in their mindset and then they insist on putting that in there even though we ask them not to because frankly it doesn't work you know work well we want you regardless of whether you're using Aquia as any of our products we want you to be able to use this report and again provide it to procurement provide it to the people in your organization to build a business case for Drupal and if that having Aquia in this threatens that then we haven't achieved our objective so we continue to push on them now for externally facing software this is social software these are external communities developer communities again Drupal's in the visionary category but if an organization is using a magic quadrant to develop a shortlist Drupal's number four so that's actually great position for us you know it's still early days to be a leader and obviously they don't really believe anyone has established as a true leader in this market but if you go and say who are the top five vendors in this Drupal's number four Life Rays number five so that's you know that's progress in the world of industry analysts again every year they increase the number of seats and users although you know now they're starting to adjust their criteria here explicit to open source but these are the some of the thresholds and criteria by which they evaluate different projects you'll notice that Microsoft and IBM on the internal behind the firewall where a leader is far and away this is SharePoint and the Lotus products now you go to external they're barely laggards and they're falling behind you know people don't use those for external facing things so tremendous opportunity here Forester again same thing as they did in before they're trying to reduce the number of vendors out there this is a little bit old this is from 2010 they haven't updated this report but you know you see the criteria so again we talked to them we told them all about Drupal for external use and they get it but you know it's hard to make the vendors make the waves so that it's all about the questions for them and increasing their visibility of who's using this in large scale deployments so when we talk to the analysts and when they write reports and they cover this market how do they see Drupal so from a strengths perspective they see the value of the community and then the features that come out of that they're driving from a publishing perspective as well as a collaboration and community development perspective and they understand this concept this mean that we created right when I first joined we have social publishing actually resonates with them and so when we talk to them about how do we position Drupal in a particular opportunity whether it's against Oracle or whether it's against Adobe they always come back to the native social capabilities that's the thing that Drupal has above all else that differentiates itself against those in that market the fact that it's open and modular and has a lightweight core is good it's nice for dynamic web application so you know more and more people are building much more interactive and dynamic pages and so obviously Drupal does that well and there's this concept of placeless delivery so I talked about the delivery push to mobile and other applications this is going to be really important but the other thing they say is they talk about how this is a significant paradigm shift for people in terms of how they evaluate web technologies and so it seems native and sort of very intuitive to us those of us have been in the Drupal community for a while you know this concept of having nodes delivering them and putting them wherever and having sort of treating them as atomic elements is very easy but Adobe has a very much a page framework all these legacy systems treat documents content on the web as documents and XML files and HTML files and they treat them and manage them as such and so they have a much more rigid infrastructure and because that's the legacy introducing change there is difficult from a weaknesses perspective I don't think anybody in this room who's experienced with Drupal would be surprised by any of these configuration management content staging you know lack of sort of formal editorial approval processes a lot has happened with workbench and things that are for sort of more editorial process but still that remains an issue here and again it's finally too many enterprise success stories I put all the criteria from these various analyst reports in here to give you an idea of the sense and scale they're looking for and so there's just great success stories around Drupal but we need more of them to convince this community to write about it in a way that becomes an asset for you to use so you can sell Drupal to your clients and within your organizations so how do you impact analyst coverage share success stories that's probably the most important thing you can do talk about your Drupal implementations if anybody wants to geek out with the real story group I'd be happy to make introductions so you can walk them through all the cool things that you've done and showcase the innovation whether you've built cool mobile apps and they have responsive design or you're pushing content from a Drupal repository into a third-party store into other applications those are the kinds of things that help us position Drupal in a way that it should be on their radar in a way that they should be promoting Drupal to their clients that are asking these questions rather than be like well I don't really know what Drupal is but we hear about it a lot and then ask the analysts about Drupal what's the most important thing call them up ask them about it tell them you want to learn more tell them they need to do more research they haven't written it about enough because this is a critical piece to driving them to action so you know Drupal we know the success stories it's becoming a first-class citizen but there's lots of room for improvement here Drupal 7 is a huge initiative and a huge effort and a step in the right direction here and we're seeing a lot more recognition of that but there's more we can do to position Drupal to win so one of the things that we hear the most about is time to market Bob Kerner talked about in the video yesterday in the keynote that they made a commitment to launch a site in 30 days and hit that commitment time to market is critical we're talking to more and more organizations that are rolling out a site or more than one site per week and so cost and speed to market are probably the two biggest issues and it's interesting to see Accenture presenting this in sort of their innovation center for organizations that are focused on innovation they can achieve open source enables them to do that faster it must more cost effectively and so this is where this concept of a shift from to content services is critical you know I mentioned it before placeless delivery from going from page-centric applications to these content services frameworks and being able to articulate what that means from your organization is critical certainly this open modular architecture is important it speeds application development but we all know that community module qualities is variable so you need to be able to you know the 15,000 modules or whatever the number is today is both a blessing and a curse when you talk about innovation within your organization some people love the fact that they get a starting point to achieve their objectives quickly other people like oh wait a minute that sounds like the paradox of choice that's too much how do I figure out what to use I think we all live that and then certainly this restful services a way to deliver these services out to applications and so this is a slide that we use to talk about you know explain the node concept to people that are unfamiliar with Drupal and how you can use nodes and assemble those together to create content types and then link those to other elements and then present views to aggregate and mash those up together to present your content delivery and so you know this is very very different from this page-centric model and so now it's a little bit sometimes hard to grasp for somebody who's coming from a legacy world but at least it's a way for them to start to put this framework together so this is a critical piece of this atomic approach to managing content free of the sort of hierarchical structure to content organizations and really empowering organizations to get more reuse of those sites and we saw both on the IT and the marketing side getting more reuse of those content assets and putting those to work in a way that is critical and then having service level controls to distribute those to use managed permissions on those is critical and taking advantage of some of Drupal's taxonomy capabilities is key the same way is around implicit and explicit personalization and how we organize and deliver content to visitors is key and Drupal does the explicit personalization very well where a visitor comes in they mark their preferences in a profile or in some other field and they deliver content to them dynamically based on those preferences so this is something that Drupal does very very well today and again is interesting and certainly very different from a lot of the legacy systems and even some of the newer systems like you see from Salesforce but now the next generation of this is personalization and doing this implicitly based on traffic behavior, based on GOIP, based on things that we know when you haven't filled out any profile forms, you haven't given us your personalization. So what we think is really really critical that Drupal can do very well just needs investment to make that available as a service or a set of modules within the Drupal architecture because more and more marketers are trying to take advantage of this and then tie this into multivariate testing to make sure that they understand how do they get the more out of their website and so this content services delivery model is critical and what I think is the biggest and I've talked about it a few times I just want to reiterate this is how we support placeless content delivery this is how we're going to build great mobile apps how people are using services module today to take advantage of this and really build amazing things with Drupal. So certainly something is your positioning Drupal it's critical to help your counterparts understand what is it that makes Drupal different why is it this system versus what is it going to work with? The second is the concept that we use that's really resonating a lot is this concept of assembled web experiences this ability to rapidly assemble websites very very quickly from existing building blocks it's a Lego analogy we've moved it to a car analogy because Lego said we can't use Legos in our slides anymore but you know this is nice and actually what we're talking to organizations so now it's when we think of solution distributions we think of just open publish or Commons or open public now we're talking to organizations they're saying we want to create our own internal solution distribution and so when we're rolling out sites because we need to roll out 100 sites through our consumer products division or you know we need to roll out sites for all of our television shows in a major network we want to create a solution distribution that allows us to do that internally and so Drupal is uniquely able to enable to allow you to do this very very quickly and then roll out sites quickly now one of the stories I like to tell with this is the New York Stock Exchange has you know they have a number of teams that build websites design they have a product team that works with the business and then they have development and they've created sort of a approved list of modules if you will to such an extent that now their products teams can configure modules they've gone through a vetting process internally can put a design into the business without ever having any development work done at all they don't write any custom code it's just configuration and assembly of those modules so if their key business criteria is to deploy sites faster this speeds that time to market for them directly you know dramatically and so this is an important piece of their story and so this is another area when we talk to someone who's not unfamiliar with Drupal how this is something that starts to make sense particularly when you deploy sites quickly and then finally I talked about content rich web experiences this is the whole concept of social publishing and this means we created where on the right side of the equation those are where we put the traditional content management vendors the fat wires and adobe's and cq5's and site cores and trillions of the world on the left side here is the social publishing or the social side this is where the jives and emzingas are the intelligence that's really critical for the organization that has 600 websites and 60 cms having to come in and get point solutions just to address particular need only adds complexity to their problem it doesn't help them simplify so as they think about standards the more they can do from a single platform the better and so this is really resonating when we initially drew this picture and sort of think about how to build the other circle we had on here was application framework and talk to the ability to build custom apps we ended up not using it because it complicates the picture but that's sort of the unspoken piece here is you can get content you get community and you get a really powerful web app framework as part of that as well you know and then we all know that the Drupal community is large it's very active there's lots of people contributing but what this raises is it raises questions within these organizations on how does open source development really work certainly people always ask and the other vendors that when you're selling against them Drupal against whatever solution it is these are the questions that they put in their champions minds to ask to raise foot around them who owns the code we all know the answer that but how do I know what will be updated and how do I know that process will be updated and what does that mean for major upgrades as well as for minor upgrades and who pays for the development of new features this is one we had an interesting sales cycle we spent a lot of time on these last three questions you know who pays for the development do I have to contribute custom code back if we write a module that meets our needs do I have to commit it back and then what's the benefit for that and so we spent a lot of time walking them through what we're doing and so we spent a lot of time talking about who pays for development and new features in the open source world frankly is no different than who pays for it in a proprietary world it's just how you pay is different you pay for it when you're buying from Oracle by paying for licenses or buying from site core by buying licenses for that software you know in our world you pay for it by buying paying for the development of it if you can contribute that back more people use it so you don't have to bear the sole cost of that custom development work you don't have to carry that alone you know if you're building some great new capability whether it's an integration with a marketing automation system it's an integration with the digital asset management system or some new capability on your site if that has legs other people can use that and benefit then by contributing back they can contribute to other firms 10 other firms or hundreds of other firms and so you know having examples of this ready whether it's you know views that was developed by Sony music or some of the other modules that are popular in the Drupal world and how they were started and how they've evolved over time by being contributed back to the community is critical in helping them understand that frankly it's not a lot different than what it is in the proprietary world you know I worked at a development management project and we were selling it when we had half an engineer so engine you know when every new feature that we wanted and we sold in a project was based on our ability to close that deal for license revenue you know because otherwise we couldn't fund the engineering I mean is that really that much different than what we're talking about here but now instead of you know making that a opaque process for the buyer who's buying that software now it's a very big difference of that in these ways and you need to tell your story on why it's important for your organization and how others can use it so you can foster collaboration and contribution in that module so that's a really important piece but it still happens almost every time we talk to a large enterprise particularly ones that are unfamiliar or new to open source so quickly I was going to talk through a couple case studies before we open up for questions so I talked about the New York Stock Exchange so the interesting thing about the stock exchange is they were in a two-year project with a proprietary system they spent more than eight figures on that system and they ended up killing it because they had sort of a waterfall approach and it was by the time they got to the end of that two-year project all the requirements from the business had changed and so they ended up killing that project and shifted to Drupal because they needed to focus on more agility and time to get a thriving community, they could evaluate it from a security perspective security was obviously very important for them and then also the participation of the community and so they made Bob Kerner who's the chief digital officer there talks about how they made a bet to deploy their first site in 30 days this is the site and they hit their target now they can't deploy sites fast enough in fact he tells stories now where there was a situation once where they delivered a site like a day or two days early and then one shut it off we'll get all the content in we'll be done in two hours you know because they're so there's so much pent up demand within this organization for new sites and these new capabilities that Drupal brings to them so they've moved all of their new site this is their corporate headquarters so this is the pseudo home page they still have their old home page up but eventually they're going to shift to this they've got new and then the belgian exchange I think so you know they are you know for an organization where time to market is critical but they still have security and enterprise level concerns this has been a huge success for them and they're rolling out rolling out sites very quickly I mentioned a pharmaceutical company they have hundreds of websites dozens of CMS's they were using and experimenting with Drupal in one of their divisions and it started having other sites and other sites very very quickly faster than they could with their other systems primarily it was an oracle shop but this is a place where they were considering Drupal against oracle for big enterprise sales force or the SaaS play and then .NET nuke because they used .NET nuke in some of the divisions around the globe and sort of those are the ones that had the either the most offer or had the biggest penetration and so they the ability to have SaaS options and cloud options for Drupal as well as internal options was a big piece of this is a way to shift the competitive landscape against oracle and then the fact that they were able to build sites very very quickly is the other was the other big piece and so they can deliver business sites to the business faster in fact they figured out that they can build a site in half the time that it goes through their internal system and then for them to actually build the website so now what they're doing is negotiating with them so okay let's create a standard framework to build a site so that way you don't have to go through the same review process and nothing's changed from a security QA perspective so we can shorten that time because now that's become the bat the delay in the process not the actual development work this is an example of a public sector organization Multnomah County and yet they had a platform was difficult to use the issue the biggest issue and this is the funny thing I mentioned before about training and sort of the sizzle demo from vendors in actuality a lot of the proprietary systems are much more difficult to use much more cumbersome require much more end user training but you just don't see it in the on the videos that they put on their website and what they do in their sales demos and then everything that they wanted to do things like imagery sizing or media handling or ad document management that additional license costs so it was like this unending source of costs for them and upgrading sites took a year so they piloted Drupal they were able to extend their feature set across their sites and create a repeatable platform for turnkey site launches and how they can roll out sites according to pre-established templates right out of the gate and nice piece here is not only did they reduce costs but they actually saw it as in performance and site uptime so now they got a better performing platform and save money at the same time and they reduced their training costs dramatically so these are the kinds of organizations Drupal is winning against these larger platforms and smaller organizations like this and in some of the largest global companies in the world which is great news and these are the stories we need to tell more generally so you know when we talk about Drupal to large organizations we certainly talk about more capabilities the fact that you can do more with Drupal it has a flexible architecture so you have a you know it can create assembled this assembled web concept you can add modules very very quickly it's a powerful application development platforms you can build custom apps and you can go to market faster now you'll notice here that the last thing in the market is better value so you know the dirty little secret of open sources it's not free or free as in speech it's actually free as in puppies right and so you know and vendors use that against us oh come on you don't know the costs associated with open source are crazy you don't know what you're getting into beware at least when you buy licenses there will be no other costs that's what they say but you know this is the one to be probably the most careful about it's the thing that we have to be honest with ourselves when you guys to say look this isn't free this is going to have cost but your implementation costs are going to go down your deployment costs are going to go down overall you're going to save money and let's you know let's figure out a way that we can demonstrate that rather than say hey it's free license so you know it goes right to the bottom line because that often isn't the case so how you can help as I mentioned there's lots of reports that showed a bunch of them from looking for global 2000 organizations with more than a thousand employees greater than a billion dollars in revenue communities that have very very large active user bases internal or external communities if your organization looks like this please come talk to me about how you can talk to these organizations or talk to them directly because this is how we make sure Drupal gets up on the landscape gets into their visibility and they start talking about it it's not because Drupal doesn't need to win you're all examples of success stories Drupal this isn't necessary to win but it helps streamline the process it'll help your conversations with your procurement it'll help your conversations with your clients if you have that third party validation that says see I'm telling you what a great platform is and Gartner and Forester and the real story group or whoever the analyst firm is agree with me and they here's backing up what I'm saying so I'm just not out on a limb that helps it helps you reduce your risk and whatever sales process you have additional folks we have real story group e-consultancy in the UK another firm there's a few smaller ones IDC sort of covers the space although they don't write much Altimeter Group covers it from a community software perspective anything you can do to go out and reach out to those folks I'm certainly happy to help facilitate that to spread this story please let me know I certainly encourage you to do that so with that I'm done so thank you so I'm happy to take any questions there's a mic so ask him at the mic hey Brian great speech Nate Wolfson from Digital Bond Glow in Boston my question is I think one of the unique challenges that you didn't talk about from a sales and marketing perspective it's just knowing what else is happening in the Drupal community how would you advise us if we're in a competitive pitch against a site core in Adobe on how to know what the other success stories are that we can point to yeah that's a great question this is one of the reasons we created the site Drupal showcase was to provide a tool that anyone can use to find additional proof points in a particular vertical market so you can go in there and search pharmaceuticals and find lots of pharmaceutical companies and websites built in Drupal you can go in and search financial services and it's a way intended to be a resource so that way doesn't matter what market you're selling into, what size organization there's proof points that you can point to we talk about a million and a half websites built in Drupal what I want to be able to do is have a filter navigable resource for me to sell Drupal to my clients so that's one of the biggest things you'll notice Acquia builds it's on Drupal gardens but there's no Acquia branding on it at all we don't want to the purpose of it is actually not to introduce Acquia into that piece but it allows you to use it as a Drupal resource and anyone can submit sites to it and if you're a Drupal shop and there's a site on there that you built just send us an email there's a form on it and we're happy to give credit and so we want to do that as well and then also between the case studies there and Drupal.org and sort of your peer communities find references this is something that our sales team does constantly who else that looks like this whatever this is is using Drupal and can we introduce to someone who's considering it Steve Strong with Acquia Worldwide what if our clients meet the criteria of the analysts and we're building these sites for them how can we encourage them to reach out and share those stories yeah that's a great question you know you know certainly if they're clients of the firms you know I think it's you know you can ask them to do that but I think what you have to do is present it to them what's the benefit for them and you know I tell people all the time that all these interviews and conversations with analysts are on background you don't have to do a public case study that Gardner because you know a lot of organizations shy away from that can you take a 15 minute call or a 30 minute call or would you respond to an email survey when you do like magic quadrants for Gardner we submit references to them and then they send them a survey via email so you know would they be willing to do that all on background nothing will be used publicly that's about their site to participate and the benefit is again these are assets that they can use to justify continued investment in your firm as a client to justify greater investment in Drupal as a platform or potentially even get it into in a situation where they're making a platform decision this is what happened at the pharmaceuticals company you know honestly it was somebody that looks like all of us in this room young person he's probably 20, 29 and he just had a passion for Drupal and so he started advocating within this global company we need to do this I can do this faster and then deliver it on it hey here's a website you said you needed two weeks here's two weeks and his boss is boss and so that rolled up to the head of marketing IT systems within this global company and it's interesting to sit in the room where he's there and you know Akwe is there talking about how we can help them make this technical selection for Drupal and we let him do all the talking because he's the credible one in the resource we're just the vendor we can just show you all the stuff that maybe he hasn't seen or isn't available walking through their 20 point demo script if you will none of those other people in the room are technology savvy they don't know open source they you know they're business people that are trying to make that decision so the benefit for that person is here you give them more third party validation so you're not as exposed in your organization right there's that whole mantra that if you buy big blue you know you'll never get fired you know I think Drupal is still in that phase where if you buy Drupal and it doesn't go well you know there's risk there you may or may not get fired so you know having that validation for the champions that really believe in it helps to reduce their own personal risk any other questions well great everyone thank you for attending


When thinking about something like an uprising or even opposing establishment power, one obvious problem that occurs to me, and it's something that you have stalled upon and explained even in this conversation, is the obvious fissures that exist among what would once have been thought of as the left. Notably, in the emergence of the SJW social justice movement and how abstracted and often opposed they are from the traditional working class or blue collar support of left wing movements who I think it's safe to say now feel wholly estranged from the parties that were at least superficially augmented to serve them. I was interested that you said earlier that the Democratic party of America never really had that agenda and that the labor movement in this country was corrupted as early as the 1920s because popular myth is that the 1940s was a great moment for the Labor Party with the National Health Service and that it wasn't too much later under Blair and under Clinton in the United States that the left wing that the left lost its mojo became castrated and became a kind of a, as you say, an imitation of Republican or conservative parties respectively. Do you see there being the possibility of how would you even just to result, how would you do you think it's possible to resolve the fissure that exists between sort of the more metropolitan social justice identity politics oriented members of progressivism and the now left behind working class blue collar people that now feel sort of not only resentful towards establishment power but perhaps even more resentful to these kind of movements that make them feel culturally alienated and often demonize working class people as one of their dominant motifs. The way to ask me that question three years ago I would be a lot more optimistic than I am today because I saw three years ago this exactly what you described was happening in the Labor Party under Corbyn. There was an emergent coalition between urbanite more liberal left wingers with people in the north of England who were far more traditional blue collar workers or former blue collar workers that worried about, you know, the reproduction of their material life, a lot more than they worried about identity. But look at the way in which Corbyn was brought down through the weaponization of identity politics through rather sordid campaign of disinformation and distortion, the whole business about Corbyn being Corbyn being an anti-semite or Sanders being a misogynist, which is what was started within the Democratic Party to find ways of creating discontent within the progressive supporting them. And they did it so successfully. So the answer to your question is that, yes, it can be done, but it is very difficult. And until and unless younger, more liberal, more urbanite and more upwardly mobile leftists can start paying their dues and be more respectful to those who have been held behind and left behind in the Rust Belt areas or in, you know, the Clactons on Sea areas and the Bournemouths areas of the world. Unless we have a genuine sympathy of one another, it can't work. What really, I mean, you know, I campaigned against Brexit, as you probably remember. And yet the contempt within with which radical left wing good people, you know, of my friends, you know, feminists, progressives, members of the, you know, LBGT community and so on, the way who were on the pro-remain side, the way with which they treated contemptuously, you know, people in Yorkshire who had voted for Brexit, that really upset me. And, you know, I'm all for, for instance, bringing down the symbols of institutionalized racism, whether it is changing the name of Yale University or bringing down a statue in Bristol. I don't have a problem with that. I don't mind it. But what we must understand is that when somebody is about to lose their job in a factory or they've lost it, it really offers them no sacrament, it offers them no satisfaction to hear that Yale University now is called something else. It's interesting how that example cuts to the heart of the issue of symbolic cultural change versus meaningful economic change. And that in a sense it ossifies that estrangement between working in very common traditional labor voters, you know, the Labour Party, Labour is a synonym for work, for industrialized people working in industrialized jobs, people who 50, 60 years ago were told that there is such a thing as Britain, that Britain is separate and it is worth laying down your life for the reality of Britain and now being invited to casually discard this identity that was offered them as a sort of palliative for personal sacrifice. My sense is that when you give the example of a democratic or corporate organisation such as you worked in in Seattle, I wonder how that maps onto communities. I wonder too, Yanis, about the plausibility and with some optimism and if I may be clear, excitement, the idea of standing on a political platform that you have begun to outline and clearly you elaborate on in your novel of where you can list a manifesto that includes the ending of share markets, the abolition of banks, the re-empowerment of communities, work-based and craft-based economies, less time working, more time for families that in a sense a correlative of that would be the end of globalization. The veins of globalization are the global financial markets and if those are cut off, then you address simultaneously two problems, the rise of sort of phatic retro nationalism and the kind of the insidious onslaught of corporate globalization. So is that something that you propose, is that possible and would you have to organise that from the offset on an international level due to the scale of the project? Absolutely, absolutely and the distinction I draw is between internationalism and globalization.  Globalization for me, the way I understand it, is the complete liberation of capital, of money, to move unimpededly around the globe at the touch of the button. The liberation of commodities to cross the US-Mexican border, that is now has been for a long time an impenetrable wall for human beings. So human beings, it's quite remarkable, if you go to the US-Mexico border fence, you see thousands of people from Latin America in the shadow of that wall waiting for an opportunity to jump it and enter the United States in search of work when, through the various openings, whole train loads and truck loads of commodities move completely effortlessly from one side of the border to the other. So I would like a world in which there are restrictions in capital movements and no restrictions on human beings moving around. That for me is the end of globalization at the beginning of internationalism. I personally consider borders to be a scar on the face of the earth and this is the price we have to pay, these borders that are getting taller, more electrified and more impenetrable, the more capital and commodities are free to move around. So we need international solidarity, we need an international movement. Some of us are putting together what we call the Progressive International on the 18th of September, we have an inaugural meeting and that includes my friend Noam Chomsky, Naomi Klein, Catherine Jakobs-Dottir, the Prime Minister of Iceland, the Bernie Sanders team are part of that. We have people from around Nigeria, from Japan, and so on. Because we need to start moving along those lines.


Gold one SB rewards, man. Let's go. Let's pack some shape shifters tonight boys Yeah, repo if you want to give me those rewards, I'll do it, bro. I'll help out as much as I can Red agrarian wild bandits, man. Dude.  Okay Not a walkout though. Who's this? Portugal is he a First pack of squad battle rewards. We'll take an 84 absolutely Thought you had a cosmetic surgery. You look clean, bro. Haha. Sure, dude. Oh My gosh, hey, maybe some tradable SPC fodder in there. You might have to check the club Opinions on Jose as spurs manager and spurs season in general man today was a disappointment, man We really needed the points today Kind of sad that we couldn't get him who's this it is an inform, but not a walkout is Canada is this like That's a Canadian. Why who is this? David All right, the Canadian icon David man. Who's who's this guy? He plays for gents five-star weak foot. Oh Shoot, he's got some pace. All right John the David's a beast But yeah All right last one jumbo premium jumbo premium Did we go with three for three on boards? We did not We did not. All right. We go. All right. We go. Here we go Elite one. Oh, baby Man of the match Phil Foden. Yes, we got a man of the match Phil Foden boys There is a man of the match Phil Foden that is in FIFA right now So we have car about cup man of the match Phil Foden. We have all these other man of the matches and Shape shifters. All right, two mega packs elite one rewards. Come on. Yeah, sports Something please. All right. Come on hook this man up He grinded for elite one in squad battles in squad battles. You're just giving them a board that is not What we call com it's an 85 at least okay. All right bail is less than 15k. Okay. That's not a that's not a terrible pack 85 and 84 some fodder a One-player pack as well a one-pack dose jugadores Dose jugadores pack right here boys. I don't think it's a board. We're gonna skip it Yo rofer. What's up, dude? Everything is good, man. Everything is good, bro. All right. Here's the second red mega Come on for for a for the boys this may grind again elite one I cannot even imagine grinding for elite one squad matter rewards. He gets a walkout.  Oh? Whoa? What dude? I had no idea that was an icon. Oh my god Prime moments bird camp. Let's go. Let's go. Oh my goodness what Yo Yo, where's for a in the chat? Where's he at? He says omg. That's a dub. That is a such dub dude 1.8 mil. Oh My gosh Bro, I thought that looked a little bit different. I just don't know what icons look like when they oh, do I need to learn that flair? Oh my gosh Moments bird camp For real, what do you have to say bro? Dude, this is a you know what I will dude. Okay. I take back what I said the man Grinding his nuts off to play squad battles and get elite one and it's worth it Squad battles boys if you do squad battles all year and you pack one of these it's worth it, right? Man unbelievable Unfreaking believable quick transfer to your account. No way man. This guy earned it. It's tradable to not even untradable Wow 93 Berg what who else is in the pack? Who even cares what else is in the pack? brother 93 rated Primero dono oh Man, that's insane. He says OMG. I love you. Yes from squad battles. Oh, we love to see it, dude All right, two rare mega boys. We boys we just packed The last guy the guy elite one squad battles. We packed him prime icon moments Berg camp. Can we go again?  What is this? Argentine center back Odomendi Interesting interesting Flag is slightly different. How do I let you open my packs exclamation mark PSN, bro SBC warrior. Yeah, that was a pretty nice SBC squad. He's got a lot of those men Next pack it comes out as money. Oh Nana dude. All right. I Need to get I'll work on my flags boys. All right. This it looks like a board as well. It is a UCL walkout Wait, what? Who's this? Hey Gabriel J. Zeus 86 rated get in. Yo, that was the I Thought there was a UCL because it was like blue at the beginning It's actually made of the match interesting Hey, I came in there. We go. He's wearing the team of the year kid as well. Yeah, that's the team of your kid Oh, you love to see it.  He's only on 24,000 coins It's got a solid squad But let's see if EA can hook him up. You just open one of them do a couple 81 pluses Yeah, spiky mucky sounds good. All right. We have two Megas and a premium gold players pack. Let's go Let's go What is this? It's a board at least it is an inform, right? Is that an inform? Oh, it's a man of the match Who's this? Stepping stepping something Steppen Enko step an Enko a man of the match. We'll take it We take those boys squad about rewards have given out some decent stuff tonight so far They've given out some decent stuff so far man. That's a man of the match Card right there into the club. That's like 10k. Oh 5,000 coins as well get in Who remembers in FIFA 16? There was a stage in the game where Kim didn't matter I remember that dude Maka. I remember that there was like a glitch, right? It's 10k. Well, I know a man of the match card might be 10k, but you know what it's better than getting a normal 83 It's like what 1,000 coins Next pack no board. You love that time. That was a crazy time Out of Reese GGs All right, we go premium gold players back. Come on Vamos is it a board? Not a board. Dang man The pots of Irish SBC or pot of gold. I remember that man How could you forget about that?  This is the tune On the drop come on hook this man up. Yeah, give me boards We got boards. It's not a walkout though It is French the center mid to Liso Matweedy Rabi-o interesting. We'll take that We'll take that 83 rated for the first pack can there be some other fodder in here as well. That'd be very nice All right, that wasn't the best pack ever then We got one more though Try to get some luck with the glasses. You know what? Let's put the glasses on for this pack Good call, bro glasses time, baby Red mega pack number two for msd. Come on Elite one rewards. He didn't grind his nuts off in in squad battles for nothing. It is a walkout. Let's go It is Brazil Is this CDM is it Casemiro? It is Fernandinho. All right, that's high rated fodder 87 rated. Oh That's not bad. That's not bad. What is that like 21 22k right now? 21 or 22,000 coins, that's a sick kid as well. I don't know if I've ever seen that kid before Anything else in the pack behind it? Cuz Zorla party. All right, so some 82s any duplicates about I'm Alina. All right, not terrible But not great. Just just average just all right just all right More squad battle rewards another set of elite one rewards, baby. Let's go Let's go Another set of elite ones Let's go man. Come on 1,000 games one as well my man's got the games Dub so big I lost my focus on my chance game. All right, here we go two red mega packs another set of Elite one squad I don't know. I do not know who was grinding elite one squad battles at this point of the game It is not a walkout. It is a board But to those that are I respect the grind Rail Bates, Borja Iglesias. I will take an 83. We'll take an 83. Oh, look at all those squad finishes, bro Whoa, what is this dude? Your club is stacked. I Feel bad. Oh my gosh, bro And mill where do you want these bro? Do you want these on the TL if you want them on TL? I can do it. I can throw this one up for sure, but where do you want these guys brother? Do I think Trent shapeshifter will go up? I do think he'll go up out of packs. Yes Do you think double the least rises after we can leak because he's out of packs probably yes spike monkey. Yeah Transfer list. All right. I just want to ask and make sure because that's a lot of freaking duplicates, man You leave one of consoles like 40k points PC 110k Wow, all right second second pack a Rare mega it is boards at least thank you a sports. It is a walkouts It is a Portugal this is a team of the week card No way. Is that Bruno?  What is this guy going for? He's like what six? Is it 300k? How much this guy going for? How much is Bruno going for 322? boom Yo, I cannot stop talking sheet About the I have to stop talking bad about these squad battery wards, bro. We've oh my gosh What a night that's a dub Bruno Fernandez 88 rated. That's a cheeky 300k. Oh Yes Oh Nana and Henderson in the same pack as well elite one OP. You know what? Thank you EA sports for Giving out rewards to the people that have grinded the game and have achieved a high rank This is how elite one rewards should be every week. All right. That's how it should be every week in my opinion Thank You EA GG's man. Let's go Dessert for the grind exactly Dude Nathan, we are on some form tonight. I agree Emil. Thank you for the share player, dude. Heck. Yeah, man. There we go Look at that Now we go back into our account. Oh, all right boys ten packs here We go ten eighty one plus two regular players packs to add on top of all the packs we've had tonight Come on. I Want to see can I get like five boards five boards out of these ten packs would be ideal? Hey Emil with the 300 bits mill it's how GG and mill thank you the 300 bits man I appreciate it dude and congrats on your poll tonight to man. Congrats on the Bruno. Come on.  That is a board. Thank you. Vinicius his forehead is shining. It is a walk out Who's this zeolinsky man of the match? I'll take an untradable zeolinsky man of the match 84 rated Maybe for a Syria objective team. All right, I mean it could be worse That cards are right That's like a zeolinsky is always like a beginning of the year like cheap beast at the start of the year, right? We'll take that come on e-sports It is a board as well. All right, the 81 pluses are treating me nicely. That's an inform, right? It's a man of the match Alexis Sanchez Alexis Sanchez get in we'll take that 84 rated yo boys the sirian team is looking okay. We just got zeolinsky and Sanchez If I need a first owner Syria team We have two additions to it right here. Okay boys 10 80 plus player picks. Okay. Let's freaking go It's time for some big boy pack pulls If it could have been last week, please last week if this could have been last week Gosh dang it 84 rated fleet by Anderson's probably untradeable, so I'll go with iron geez Come on boys ten player picks. Give me a shape-shift Let's go oh my gosh What? Dude, what is the pack look lately boys? Let's go. Oh, you can't see him. Where'd he go messy messy messy? No, no, no, no, no, you're not moving Let's go.  Oh Last week. Oh, we would have been a shape here for last week as well If only dude, but it's still messy.  I Don't even want to talk about that. I Don't want to even talk about that Okay, thank you, man. Thanks week as well. I've packed three cards tonight. I Packed three cards tonight that were shape-shifters last week. How's that for a set of ten player picks, baby? Oh 94 messy and then some sweet SBC fodder with Mertens as well I still feel like I'm getting trolled though 83 Lucas more up was a shape-shifter last week messy was a shape-shifter last week and Who else was somebody else that popped up? I guess I got florensia is one of the pop-ups to Unbelievable man. All right, here we go I'm gonna I'm gonna sprinkle my pack luck For a mill right now. All right, he didn't even submit the last one I might have to go back in and submit it for him then is this a boards It is a walkout first pack. Let's go Suarez or Kovani. Who is it? Hey, we'll take that GG's 88 rated Kovani. Let's freaking go We need to back and bow our back in the game, man We need him. Is this a board? It's a walkout. What is this? It's a man of the match Zeolinsky is it for gaming to protect your eyes a Derek. Yes, they're technically called like driving glasses, but Yes, they do protect the eyes man. We'll take an 84 rated again. That's our second one of the night GG's Okay, now that right there is a pack Okay 89 rated Griezmann Champions League and Zeolinsky. I did not expect that either. Oh baby


Hello everyone. I'm James Milan. Welcome to this ACMI Music Special. We are in ACMI's Studio A with some old friends of ours in fact, veterans of appearances in this studio, going back a number of years. They are Bees Deluxe and they have agreed to be guinea pigs, which I hear they have been in the recent past at other venues, for us with a return to Studio A and live music for your listening pleasure and ours. So I had mentioned that this is not their first rodeo here at ACMI. You know, Bees Deluxe was involved with Blue's Apocalypse, an annual fundraiser for the Arlington Center for the Arts for several years and we got them into the studio as a promo for some of those appearances. And then they also went out on tour a couple years ago. Pandemic be damned or maybe it was before, was it? Just before, right? It was in 2019, right? Yeah. And we had them in at that time too. They play Acid Blues and they play it well. So we're delighted to have you guys. Thanks so much for joining us again. We really appreciate it. I'm going to ask you just to introduce the band members please, sir. Thanks, James. On keyboards, Anne Harmonica and vocals, Carol Band. From Arlington. On drums behind me, Paul Giovanni. And on bass and vocals, Jim Gilday. And my name is Conrad War. I'm from another country. Yes, and you know Conrad just mentioned, or Carol did, that she is from Arlington. That is our Arlington connection, but we feel like given the fact that this is the band's fourth appearance at Studio A, they're all honorary Arlingtonians at this point. So what we're going to do is we're going to ask the band just to play a set of music, probably nine songs, I think, divided into little subsets of three and we'll take little breaks between those subsets. But let us not delay any further. Well, actually I've got a question or two for you first, if you don't mind. So one thing is, what have you been up to in the pandemic? How did that affect your ability to play together? Have you been able to? Well, one tactic we had was we would record at home individually and swap files, and then each player would add their part to it. So we could go on composing and recording that way digitally, crossing that way. And then last year, we were the first band to open up City Winery in Boston. Getty pigs, as we said, right? They said, you can play, but you can't sing. Right. So we put out an album called Speechless to celebrate that. Instrumentals. Right, of course, because obviously with the pandemic conditions, the singing was what was the problem. They did a big hole in our schedule. But we're back. And since then, we've been down to Florida. We just got back from Pennsylvania. And then a week or two, we're going back up to Maine, to Rockland. Great. So you guys are back in action in a big way. And we've got Boston City Winery May 6th. Great. And let me just ask one more thing. And that is, I think folks might be curious, you all have been doing this for quite a while. But you probably have some day jobs in there as well, I would think this is not yet your full time gig, right? So how is it that you manage the commitment to the band with the other things that you have in your lives? Well, I think we're all freelancers. And Paul's boss is very forgiving. And we'll let him out for a week at a time. And Jim's in charge of himself. He's an adult. So he can get away too. So it's just juggling with freelancing consulting, that kind of thing. Now that everybody works at home, no one we slip out. They didn't before you announced it to the masses here on ACMI. And Carol's a copywriter, so she can write in the tour bus on her laptop. And nobody knows that she's moving at 70 miles an hour while she's billing. Well, I'll tell you, there's a lot of things that people didn't know before. Now they do. So hopefully that works out well for you. Alright, I'm going to get out of the way and ask you to do your thing. Thanks a lot. It said deeply in the West, in a letter, on me on the phone. The next tune is called Homework. In the studio with bees deluxe second set upcoming one question before this is what this is the cost of getting to play at ACMI I got to say.  Tell me, you know, again just very briefly and and I'd love to hear from all four band members if possible. What draws you to what drew you to this music? How long has it been the case? Life long, recent? Tell us a little bit. I was looking for something different. And Conrad five years ago now, almost six put out in the Craigslist with a picture of Bernard Purdy on it. And said answer the ad if you know anything about her. So we ended up looking up through that went out and saw them play a toad one night and forced my way in. I have been here since showing up as long as I'll have me. And who is pretel? Bernard Purdy. He's one of the world's most famous drummers used to play with stealing down among others. Oh, is that right? See, and there's actually a drum pattern called the Purdy shuffle. Named after Wow. It's tough, man. And how about the rest of you? How about you, Jim? I know I've known Paul for a while. And I've always thought highly of the bees. And one point he said, you know, we probably use somebody else to help out here and there. And I jumped for the chance to play with these guys and haven't looked back since. All right, well, these two make it sound like the two of you guys, you know, were there at the at the outset. No, no Conrad was there when dawn began, but right now we're the senior citizens in the band. But just again, briefly, like what what draws you to this particular music? Well, you can go. No, you go. Well, for me, it's, it's that it's based in the blues. But the acid part of it makes it more exciting because you can veer off. I think we incorporate a lot of jazz and some funk and some rock and roll and some psychedelia. And we never play the same thing twice. And that creativity is what makes I think different than your average blues band. Cool. And Mr. there at the dawn of creation. Well, for me, I try to explain to new band members that what we're playing is comprised of islands and streams. When you're on an island piece of land, that's a piece of music that's been written, that we're trying to play. But then when you jump off the island, you're in the water, you can play anything until you reach the next piece of land. So we stretch and contract according to how the audience is behaving. If they really like it, we'll stretch that tune because they're dancing or they're enjoying it. And if you feel them get intense and go into the bathroom for a cigarette, we might curtail that song and move to the next one. So it's very elastic and we are organic. Yeah, it's really made up on the fly. Great. Otherwise why play? It is it is one of the great joys of live musical performance, isn't it? Yeah. All right, let me speaking of which let me get out of your way. Set number two. This next tune is called imaginary conversation between Björk and Buddy Guy. It's an instrumental that we wrote. This next tune is called a quarter never wins. It was written by Tinsley Ellis. It seemed like nowadays. Nothing's meant to last. One day you have it all. Then it disappears so fast. I'll know you want to quit me. You want to leave after all that we've been through on an off again. No, you want to quit me. Next song was written for Freddie King by Don Nix and Leon Russell with respect to him playing in England, which he didn't like doing because he didn't he didn't like the Queen of England. What? We're gonna take another very quick break. And welcome back. We are here still with bees deluxe in Studio A at ACMI. All right, guys, time for the last set. Thought we might tell me when to count that. Alright, let's go in five, four, welcome back to this session with bees deluxe in ACMI's Studio A. Alright, guys, so just one set left and one question left. Just wondering, let's just do a thought experiment and assume that things go the way we all desperately want them to go and we're back to normal life or normalish life now and forward. What are your hopes, your ambitions, your plans for the next little while as a band? Tour some more, do some more festivals, do some recording. Maybe we could play in England. We could play in England for the Queen. Yes, don't tell Freddie, right? But okay, well, good luck to you with that.  I do want to say, before we get back to the band, that I said at the outset, this is the kind of thing that we just love to do here at ACMI and haven't been able to for a while. And so we are really grateful to bees deluxe for being here, but also to our crew, to our interns, our volunteers and our staff. It is a nice combined crew that we have here today, fully staffed on all the cameras and back in the control room. And this is really the fun stuff of what we get to do. So if you are listening and watching, and have a band yourself or know of a band who might be interested, have them reach out to us here at ACMI and we'll see if we can't work a little of the same magic as we did to get bees deluxe into the studio. We would love to have that happen. Alright, so I'm going to get out of the way. Three more songs from bees deluxe. Thank you, James. And thanks everybody at ACMI. It's great fun to be back here again. Here's a song by Michael Burks called I smell smoke. What can a man do when good love interns? What can a man do when good love interns? This song is written by J. B. Lenoir called talk to your daughter. I got a song by Bobby Bluebland.  Special treat today. Really appreciate it. These things are so much fun and we can't wait to do welcome the next band bees deluxe being here. Also, as I mentioned, our excellent and stellar crew out there today. We appreciate their efforts and of course those of the band and thanks you for joining us here at ACMI. So we will see you next time. I'm James Milan on behalf of bees deluxe and our crew here at ACMI. We'll see you next time.


All right. How's everyone feeling?  It's the last day. He'll miss us. I know. So you're going to tell him about KubeCon Copenhagen? Yes. All right. KubeCon Copenhagen is our next KubeCon. It's in May. It'll be the first week of May. If you're interested in speaking at the event, please, please submit your CFPs. They're due in January. So coming right up, I hope you've been inspired by some of the stories that you've heard during the event. And I hope that you'll share your stories as well. Also, day two of KubeCon has a lot of amazing talks. And a lot of the projects that didn't make on the keynote stage actually have a lot of those project leads here presenting. And also make sure you check out some of our sponsor booths, because actually, most of our sponsors are actually people who build Kubernetes. So those fantastic projects like Cryo, which is the open container runtime from Red Hat, KubeList, things that are bringing serverless to Kubernetes, and workflow tools like TelePresence that lets you develop from your laptop as if you were in a cluster. Check those things out, and then go enjoy the rest of the conference. Thank you.