Mark Royko

Director of Practice Development @Acquia

As the Channels Operations practice development lead, I’m responsible for all programs relating to partner-enablement and practice development. An evangelist for the company’s products, I work to promote the platform through frequent webinars, writing and ongoing partner communication efforts. Key Accomplishments: Developed and leads Acquia’s Practice Certification Program, which uses key metrics from sales and developer data to quantify partner delivery capabilities. The program rewards partners for achieving technical delivery excellence and informs Acquia’s sales teams decisions regarding lead sharing and co- selling opportunities. Through my efforts, Acquia certified 30 partners since the program’s inception, and continues to grow as it scales across the entire partner network. Created Acquia’s PAR Scoring system of partner evaluation, a single metric that summarizes partner’s core competencies and qualifications into a single metric. This measurement is a key component of Practice Certification and is used across the organization to influence all aspects of partner interactions, including partnership opportunity selection, enablement direction and marketing activities. The program reports on over 1200 active partners in near-real time, providing key performance metrics across Acquia’s global partner network. Led efforts to revise partnership tiering levels based on objective metrics of partner performance. These efforts completely revise Acquia’s partnership program and expands the definition of partnership tiering to include delivery capabilities and partner engagement. Worked closely with organizational leads from Product Engineering, Sales, Professional Services, Marketing and Learning Services to expand the influence of Channels operations. Developed new partner enablement efforts that more closely matched Acquia’s market expansion efforts.