Adobe Experience Manager cost vs self-hosted Drupal

AEM costs are set by license or Cloud Service subscription and partner rates, while self-hosted Drupal shifts cost into hosting, rebuild and skills. This page shows how to model both for your estate.

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Does self-hosted Drupal cost less than Adobe Experience Manager?

An AEM 6.5 customer facing the February 28, 2027 end of core support should expect the cost comparison to turn on something other than a license line. Drupal core and its contributed modules are licensed under GPL-2.0-or-later, and there is no paid edition of Drupal itself, so there is no Drupal license fee to compare against AEM. What you pay for instead is hosting, a one-time rebuild and content migration, replacement for the AEM Assets capabilities you use, upgrades on a three-year major release cadence, and the internal or partner skills to run it. AEM license or Cloud Service subscription figures and specialist partner rates are not supplied here. Take them from your own Adobe agreement or written quotes, and make sure each quote breaks out what is included for authors, environments, DAM and support.

The recurring side of the comparison is smaller than many buyers expect, but it is not zero. Hosting on infrastructure you control, staging and production environments, backups, monitoring, security patching and Drupal version upgrades all recur. Ask each hosting or implementation partner to price these as separate line items, and ask what happens at the next major version. Drupal 10 reaches end of life on December 9, 2026, and Drupal 12 requires PHP 8.5 or later, so a plan that assumes you will never upgrade again is not a plan. Budget for DAM tooling, search and any Adobe-specific integrations you retire, since those costs are easy to miss in a side-by-side view.

The exit cost is driven by the one-time migration, not the recurring run cost. Content export, mapping templates and components to Drupal content types and layouts, moving assets with their metadata, rebuilding editorial workflows, and rebuilding the themes and redirects all happen once, and they scale with the size of your estate and the number of sites and locales. Drupal's own migration documentation notes that themes must be rebuilt rather than migrated, which is a common underestimate. Before comparing totals, ask any partner for a written scope that lists the sites, templates, asset volumes and integrations included, and treat any estimate that lacks that scope as incomplete.

Which cost components change between AEM and self-hosted Drupal

This table compares each cost component of an AEM estate with the matching component of a self-hosted Drupal site, and marks whether it is one-time or recurring. Read it as a checklist for your quote requests: the AEM side depends on which deployment model you run today, so confirm your contract terms before comparing. The main takeaway is that Drupal removes the license line but moves cost into hosting, implementation, and ongoing patching that you or your partner must own.

Cost componentAEM 6.5 self-hosted, Managed Services or Cloud ServiceSelf-hosted DrupalOne-time or recurring
License or subscriptionAdobe license or Cloud Service subscription, set by contract with Adobe or a resellerNo license fee for Drupal core or GPL contributed modules; paid services are optionalAEM: recurring. Drupal: none
InfrastructureAdobe-operated on Cloud Service or Managed Services; self-hosted AEM needs your own servers and Java stackYour cloud account or data center for PHP, web server, database and cache layersRecurring
Implementation and rebuildComponent, template and workflow work tied to AEM's Sling and HTL modelThemes rebuilt for Drupal; Drupal 6 and 7 sites cannot be updated in placeOne-time
Content and asset migrationExport through Package Manager, then parse and transform for the target systemMigrate module, Migrate Drupal and Drush tooling; scope depends on content model complexityOne-time
DAM replacementAEM Assets features are bundled with the platform or licensed as part of your agreementMedia library in core plus contributed or chosen DAM tooling; confirm feature fitReplacement cost one-time; hosting recurring
Editorial workflow rebuildWorkflows and approvals configured in AEMContent moderation and workflow modules configured and tested on the new siteOne-time
Support and upgradesVendor support tiers and Adobe release cadence, including service packs for 6.5Community support plus any paid support or retainer you contractRecurring
Security patchingPatch cadence set by Adobe for managed editions; you patch self-hosted installsYour team or partner applies core and module security releases on Drupal's scheduleRecurring
Internal skillsTeams experienced with AEM, Java and Sling; hiring or training may be neededTeams with PHP and Drupal skills; hiring or training may be neededRecurring

What you pay Adobe versus what GPL Drupal removes

The first step in comparing costs is to separate what you pay Adobe for the software from what you pay for everything else. AEM is offered along three delivery paths: AEM 6.5 and AEM 6.5 LTS self-hosted or on Adobe Managed Services, and AEM as a Cloud Service on a subscription with continuous updates and Edge Delivery Services, according to Adobe's Understanding AEM Sites offerings article. Each path carries a different cost shape. The 6.5 paths carry a license and a support contract tied to your version, while Cloud Service bundles the platform into a recurring subscription. Pull the subscription or license terms, the support tier, the metered units (if any), and any specialist partner rates from your own contract, and confirm which items renew automatically and on what notice period.

Drupal removes the software line entirely. Drupal core and the contributed projects on Drupal.org are licensed under GPL-2.0-or-later, and there is no paid edition of Drupal itself, so the budget that would have gone to a license moves to hosting, build, and support. The GPL does not require you to share code that is only used to run a website, so custom modules and themes written for your own sites can stay private. That point matters for regulated teams that want to keep integrations and workflow logic inside their own estate. Confirm with your legal team how your contributed and custom code will be stored and whether any third-party modules you rely on carry licenses other than GPL.

The license saving is real only if you replace the services Adobe was delivering. Those services include the support contract, the platform patching that AEM as a Cloud Service handles for you, and any Adobe-supplied extensions your authors use daily. On the Drupal side, you will fund hosting, a security patch process aligned with the Drupal core release schedule, and a partner or internal team for upgrades. Ask any implementation partner to quote these components separately from the build, so you can compare them line by line against your current AEM invoice.

What moves the AEM versus Drupal comparison

Licence and subscription fees are only part of the picture. The same six factors change how much an AEM estate costs to run and how much a Drupal replacement costs to build, host and support. Check each one against your own estate before comparing totals.

Number of sites and locales

Each additional site, market and language multiplies templates, translations, redirects and QA. On AEM, the cost of extra sites usually lands in authoring licences, environments and specialist build time. On self-hosted Drupal, multi-site is handled in one codebase, but each site still needs its own content model, theme variations and translation workflow. Ask your partner to price per site and per locale, not as one project.

Asset volume in the DAM

Asset count and storage size drive both the DAM replacement effort and the recurring storage bill. Replacing AEM Assets means choosing a media store, metadata schema, rendition pipeline and CDN, and each of those has its own running cost. Measure total asset volume, rendition count and metadata quality before estimating, because messy metadata is the largest hidden migration cost.

Editorial user count

AEM is typically licensed around authors and the feature set each author uses, so headcount growth moves the licence line directly. Drupal has no per-user fee, so the cost of more editors shows up in training, role design and support load rather than in a licence. Confirm how your AEM contract counts named and concurrent users before you compare per-seat numbers.

Availability and multi-region needs

Higher uptime targets and several regions raise hosting cost on either side. On AEM as a Cloud Service, redundancy and regional delivery are part of the subscription, while on self-hosted Drupal you buy and operate load balancers, database replicas, caching and CDN capacity yourself. Ask each option for its failover design, recovery objectives and who carries the on-call duty.

Depth of custom AEM components and workflows

Heavily customized Sling components, OSGi services and approval workflows are the most expensive part of an AEM exit, because they must be re-expressed as Drupal content types, paragraphs, views and workflow modules. Light use of standard components is cheap to rebuild. Inventory custom code and workflows early, and treat anything that depends on a vendor-specific feature as a rebuild item rather than a copy.

In-house Drupal and PHP skills

Your team's existing skills decide whether Drupal is a cheap build or an expensive hire. Teams that already run PHP applications can absorb much of the operating work, while teams fluent only in Java will pay for training or outside help during the rebuild and for ongoing upgrades. Check which Drupal version your team will target and its PHP requirement, and ask who will maintain modules after launch.

How hosting and upgrade effort differ by option

With AEM 6.5 on-premise, your organization or its hosting partner runs the Java application servers, the repository, the databases, the Dispatcher layer and the network. Adobe supplies the software and service packs, but applying them, testing custom components and rolling back are your responsibility. Adobe also offers AEM 6.5 on Adobe Managed Services, which moves some of this work to Adobe while the release model stays on the 6.5 line.

  • Infrastructure: you pay for or provision the environments for author, publish, and non-production copies, plus the operating system and database licensing that applies to them.
  • Updates: service packs and hotfixes are applied by your team, usually after regression testing of custom code and integrations.
  • Deadlines: core support for on-premise AEM 6.5 runs until February 28, 2027, and extended support with critical fixes only runs until February 28, 2028, according to Adobe's support timeline article.
  • Skills: upgrades need Java, OSGi and AEM operations staff, and these skills are scarce and often sourced from specialist partners.
  • Lock-in on the upgrade path: moving off 6.5 means a migration project, not a version bump.

Confirm with Adobe and your partner which Managed Services or LTS options are still available for your contract before you plan the next upgrade window.

Why the one-time rebuild drives the payback period

The largest one-time cost in an AEM exit is usually the rebuild, not the software. Every AEM template, component and editorial workflow has to be mapped to something Drupal can express: content types and fields, paragraph or block patterns, and either a Drupal Canvas page layout or a theme built for the new front end. Ask your partner or internal team to inventory components by type and usage before quoting, because a few hundred templates used on every page cost far less to rebuild than a long tail of one-off pages. Multi-site structure, language variants and approval workflows also need explicit decisions, since Drupal's workflow and multilingual configuration will not copy AEM's launches or translation connectors one for one. DAM assets are the second large item. Moving binaries is simple; moving metadata, renditions, usage references and rights information is not. Confirm which asset metadata drives your sites, which renditions front ends depend on, and whether usage rights must be recorded in the new system. Assets and content are exported separately from AEM, and the sibling export guide covers that route, so this page does not repeat its steps. Your rebuild estimate should price the mapping and QA of each content type against the number of templates, not the raw asset count. Legacy sources change the math. Drupal 6 and 7 sites cannot be updated in place to Drupal 10 or later, so they are migrated into a new site with the core Migrate modules or Drush, and themes must be rebuilt. If your source is an older Drupal estate rather than AEM, include that theme rebuild in the one-time cost. For AEM sources, the payback period depends on how much of the rebuild you can complete before core support for AEM 6.5 ends on February 28, 2027, so confirm the schedule with your AEM contract owner early.

What replacing the AEM DAM and forms costs

Replacing Adobe Experience Manager is rarely only a CMS swap. The digital asset manager, approval workflows, forms and single sign-on each carry their own cost and need their own decision. The cards below set out the components to price separately and the points to confirm in your environment before you ask for a quote.

Digital asset storage and renditions

AEM Assets stores originals, metadata and generated renditions in one repository. Drupal's media system and contributed DAM modules cover upload, tagging and image styles, but they do not provide Adobe's rendition pipeline or its brand-level controls out of the box. Confirm the asset count, file sizes, video volume and required derivative formats, then decide where originals are stored and how a CDN fronts delivery. Storage and CDN bills recur, so ask for them as separate line items.

Metadata and search across assets

AEM content tagging, smart tags and the asset search index shape how editors find material. In Drupal, metadata lives in entity fields and taxonomy, and search depends on a contributed or self-hosted index such as Solr or OpenSearch. Export a sample of your current tag taxonomy and search queries, then test them against the replacement. Metadata mapping is often the largest hidden effort in a DAM move.

Approvals and editorial workflow

AEM workflows and translation connectors run approvals, review steps and asset expiry rules. Drupal core content moderation covers page states and transitions, but asset-level approvals usually need custom configuration or a separate workflow engine. Document every approval path in use today, including exceptions that exist only in people's habits. These rules are usually the part of the estate that takes the longest to rebuild and test.

Forms and Adobe-only capabilities

AEM Forms, adaptive forms and some Assets features have no one-for-one Drupal equivalent. Drupal form builders and webform modules handle many public-facing forms, but document signing, regulated document workflows and offline forms may need a dedicated platform. Inventory every form and Adobe-specific feature in use, then confirm each replacement in a proof of concept. Separate tools add their own licensing, hosting and support line items.

Identity with samlauth and OpenID Connect

The contributed samlauth module lets Drupal act as a SAML service provider, and its latest stable release, 8.x-3.14, supports Drupal 10.3 and later and Drupal 11. The OpenID Connect module handles external providers and creates accounts on first sign-in. Confirm your identity provider, attribute mapping, role synchronization and logout behavior with your security team. Test SSO against every editor role before cutover.

Contributed module selection and testing

Each replacement depends on contributed modules that have their own maintainers, release cadence and security history. Review each project's maintenance status, compatibility with your Drupal version and open security advisories before you commit. Budget for a regression test suite, staging environment and a patch process, since these recur after go-live. Ask any implementation partner who owns module updates after the project ends.

How to build the AEM versus Drupal model with your own numbers

This sequence turns your current AEM spend into a five-year comparison with a self-hosted Drupal estate, built from your own contract lines, your own inventory and written quotes rather than published list rates.

  1. Collect your current AEM contract and cost lines

    Finance and procurement pull the AEM license or Cloud Service subscription, support and managed services terms, and any specialist partner retainers, then split them into recurring and one-time lines. Include hosting fees, DAM add-ons, environment counts and renewal dates. Confirm with your Adobe account team which product you are actually licensed for, since AEM 6.5 on-premise, AEM 6.5 LTS and AEM as a Cloud Service are priced differently. Done when every line has a source document and an owner.

  2. Inventory sites, locales, assets and workflows

    Platform and content teams count sites, page templates, components, content fragments, locales, DAM asset volumes by file type, active workflows and integrations with marketing and identity tools. Note which content is live, which is archived and which has no owner. Ask Adobe which support dates apply to your version so the inventory ties to your timeline. Done when the inventory covers every site and has an agreed sizing for assets and translations.

  3. Group components into build families

    Solution architects group the inventory into component families, such as navigation, content cards, forms, multi-site templates and asset-driven galleries. Each family is priced once, then multiplied by the number of sites that use it. This keeps the rebuild estimate tied to reusable Drupal work rather than to page counts. Done when each family has a short written description and a list of sites that depend on it.

  4. Request written scopes from partners

    Send the same family list and inventory to two or three implementation partners, including DeployOpen if relevant, and ask each for a fixed-scope written proposal covering assumptions, exclusions, deliverables and acceptance criteria. Compare the assumptions as closely as the totals, because differing scopes produce differing numbers. DeployOpen quotes follow from written scope, and partner rates are only comparable when the scopes match. Done when you hold three scopes you can line up side by side.

  5. Price hosting, DAM and operations in your own environment

    Infrastructure and platform engineers cost Drupal hosting in your cloud account or data center, including web servers, database, cache, storage for assets, backups, monitoring, staging environments and DR. Add a replacement for AEM Assets features you use, such as rendition handling, metadata and approvals, and state which DAM option you chose. Ask for the DAM replacement as a separate quote line. Done when hosting and DAM each have a monthly and one-time view tied to your sizing.

  6. Add Drupal upgrade cycles and staff time

    Engineering leads plan recurring effort for Drupal core and contributed module updates, PHP version changes and security releases, along with internal staff time for content editors and site owners. Use the published Drupal release schedule to place upgrade windows in your calendar, and check that every module you depend on supports the target Drupal version. Confirm whether you will buy extended security support for any legacy site. Done when there is a recurring line for upgrades and an internal staffing estimate with named roles.

  7. Build a five-year comparison of recurring and one-time totals

    Finance and the platform lead place AEM costs and the Drupal rebuild, migration, hosting, DAM, upgrades and staff time in one model, separating one-time spend from annual recurring spend. Add a contingency line for content migration and redirect work, and state every assumption in writing. Run the model for AEM staying on its current support path and for each migration option under review. Done when the comparison shows year-by-year totals, the assumptions list is signed off by both finance and architecture, and the model is ready for the renewal decision.

Costs teams forget on each side

Most AEM exit estimates count licenses against hosting and rebuild effort, then miss the costs that surface during cutover and after go-live. The cards below cover what tends to be left out on the AEM side and on the self-hosted Drupal side, with a check to run for each item before you compare totals.

Overage and add-on fees

Subscription and license terms for AEM often include usage limits, add-on packages and per-environment charges that sit outside the headline price. Ask Adobe or your partner to list every metered item in your current contract, including storage, traffic, author seats, additional environments and any Assets or Forms modules you use. Compare those against your renewal terms, because overage terms can change how the total cost behaves over a multi-year period.

Parallel running during cutover

Until the new Drupal site is live and content is verified, the AEM estate must keep running, along with its licenses, hosting and editorial staff. Plan for two environments and two sets of content in use at once. Confirm with Adobe whether your contract allows a shortened or pro-rated period for the old environment, and agree the date when AEM access ends before the cutover plan is approved.

Content that does not export in the same form

AEM Package Manager exports content as zip packages in a repository-specific format, and previous versions are not included in the export. Workflows, personalization rules, launches and some component configurations may need to be rebuilt by hand rather than carried over. Ask your team to inventory these items during discovery and count the rebuild effort separately from the data migration.

Contributed module maintenance

Drupal core is free under GPL, but most sites depend on contributed modules, and each one needs updates, compatibility checks and occasional replacement when a project goes unmaintained. Budget for a recurring maintenance window, and check each module's Drupal.org project page for its supported core versions before you commit to it. Modules such as samlauth and OpenID Connect are useful examples to review for identity integration.

Legacy Drupal 7 sites on extended support

If a Drupal 7 site remains alongside the new platform, its public security support has ended, so it needs paid extended security support or a migration. The Drupal Association lists certified vendors for that extended support, and those contracts recur until the site is retired. Confirm the expiry date of any extended support agreement and whether it covers your modules and themes, which must be rebuilt rather than migrated.

Staff turnover and testing and accessibility work

A self-hosted site depends on in-house or partner staff who know Drupal, PHP and your hosting stack, and that knowledge can leave with a few people. Accessibility testing and regression testing after each core and module update are recurring tasks that AEM previously covered in part through the vendor and partner ecosystem. Ask partners how they document runbooks and whether automated test suites and accessibility audits are included in any support retainer.

Backup and disaster recovery testing

Backups are only useful if restores are tested, and the test itself takes staff time and infrastructure. Define recovery point and recovery time targets for the Drupal database, the file system and the asset store, then test a full restore into a separate environment on a schedule. Confirm who owns the restore procedure and whether your hosting provider's backup service covers both the database and the files.

Questions buyers ask before a Drupal cost comparison

Is Drupal free to use?

Drupal itself costs nothing to download, install or run, because Drupal core and the contributed projects hosted on Drupal.org are licensed under GPL-2.0-or-later and there is no paid edition of Drupal. You still pay for everything around the software: hosting, the people who build and maintain the site, third-party services, and any extended support you buy if you stay on an old version. Ask any vendor to separate those components in a written quote so the free licence is not confused with a zero-cost project.

How much does an AEM to Drupal migration cost?

The cost depends on the scope, so no general figure applies. The main drivers are the number of sites and templates, how many components and content fragments must be remapped, the volume of DAM assets and their metadata, the number of editorial workflows, integrations with marketing and identity systems, and the translation and redirect work needed to protect search traffic. Request a fixed-scope quote with those inputs itemized, and confirm what is one-time (build, data migration, testing) and what recurs (hosting, security updates, support).

How long does a Drupal migration take?

Duration is set by the same factors that set cost: the number of sites, content types, asset volume, integrations and the amount of design and editorial rework. Migrated content is usually easier than rebuilt themes, because the source does not carry over into Drupal in a usable form. Ask for a timeline tied to written deliverables and milestones, and check how much of the schedule depends on your internal review and sign-off, which is often the longest step.

What does the migration need from our internal team?

Expect the team to make decisions and provide access rather than write most of the code. Editorial owners must confirm content models, workflows and which pages are still live. Architects and security staff must approve hosting, identity and network design. Someone must own the DAM taxonomy and asset rights, and someone must test content and redirects before cutover. Ask the provider to list these roles and hours in the scope document so the dependency is visible from the start.

Can our own team run the Drupal migration without a partner?

Yes, if the team has Drupal and PHP skills, time to learn the migration modules and capacity to run security updates after go-live. The core Migrate, Migrate Drupal and Migrate Drupal UI modules and Drush are available to any team, but Drupal 6 and 7 sites are migrated into a new site rather than upgraded in place, and themes must be rebuilt. A partner is most useful for complex estates, for parallel delivery while your staff keep running the business, or for hardening and compliance evidence. Compare the internal effort with a written partner scope before deciding.

How do Drupal upgrade cycles affect our budget?

Drupal core ships bugfix releases on the first Wednesday of each month and security releases on the third Wednesday, and new major versions typically arrive about every three years. Drupal 11 is the current major version, Drupal 12 is scheduled for the week of December 7, 2026, and Drupal 10 reaches end of life on December 9, 2026. Each major version raises the PHP requirement, with Drupal 12 requiring PHP 8.5 or later, so plan recurring budget for upgrades, contributed module compatibility checks and regression testing. Confirm these dates against the Drupal core release schedule before you commit.

What happens if we stay on an old Drupal version?

Old versions lose security coverage, and the cost of staying on them rises. Drupal 7 security support ended on January 5, 2025. The Drupal Association's Extended Security Support Provider Program lists HeroDevs and Tag1 Consulting as certified vendors for sites that cannot migrate yet, which is a paid bridge rather than a free option. Treat extended support as a temporary line item in the comparison, and ask any provider to show how long that cover lasts relative to your migration plan.

Aligning the cost decision with the AEM 6.5 support dates

The cost decision is bounded by two dates. Core support for on-premise AEM 6.5 runs until February 28, 2027, and extended support, which covers critical fixes only, runs until February 28, 2028, according to Adobe's AEM 6.5 on-premise support timelines. After core support ends, the license you are paying for still buys you something, but the feature and non-critical fix cadence you rely on stops. Model every option against those dates, not against your next renewal invoice, because the contract you sign at renewal often determines what the migration costs in the months before the deadline.

Each path moves the cost timeline differently. A move to Drudal would put migration work, rebuilt themes, DAM replacement and hosting in your project plan, with most of the spend concentrated in the build window and recurring costs shifting to infrastructure, maintenance and support. Staying on AEM 6.5 LTS keeps the current license and skills in play but extends the same dependency and still ends its support path. AEM as a Cloud Service replaces the on-premise license with a subscription and a re-platforming effort, so the recurring line item stays with Adobe while the one-time effort is different. Ask Adobe and any partner to put each path into a written quote with dated milestones, and confirm which features and integrations each path would retain or lose.

Start the model now because the parts that take longest to price are the ones you cannot assess in a renewal negotiation: content and asset inventory, custom component counts, integrations with marketing and identity systems, and the editorial workflows that must be rebuilt. Inventory the AEM estate, export a representative sample of content and assets to test the export path, and record which teams depend on page authoring versus headless delivery. Those findings turn a renewal into a dated decision with a known exit cost. Teams that wait until renewal usually negotiate with less time to compare options and with less room to test a migration before core support ends.

How DeployOpen scopes a fixed-price Drupal implementation

DeployOpen is a Chainscore Labs company that plans, implements, hardens, backs up, upgrades and documents self-hosted open-source platforms inside your own cloud accounts, data centers or air-gapped networks. For an AEM exit to Drupal, we start with a written scope that separates license and hosting costs from rebuild, migration and support work so you can compare options on the same terms.

How we scope

  • Inventory the AEM 6.5 estate: sites, templates, components, DAM assets, workflows and integrations before any price is discussed
  • Agree in writing which sites, languages, integrations and content volumes are in scope and which are excluded
  • Define deliverables, acceptance criteria and timelines per phase, so the quote follows from the written scope
  • Ask for hosting, rebuild, migration, DAM replacement and support as separate line items in every quote

How we build

  • Stand up Drupal on infrastructure you control, with the web server and database chosen to match your existing standards
  • Rebuild templates and editorial workflows in Drupal, and map SAML or OpenID Connect sign-in to your identity provider
  • Run security testing against the new site and its APIs before content is migrated into production
  • Migrate content and assets in tested batches, with redirects and reconciliation reports checked against the source

How we hand over

  • Document architecture, configuration, module choices, backup and restore procedures and the upgrade path to each Drupal major version
  • Deliver runbooks for editors and administrators, and record which AEM features were replaced and which were retired
  • Provide evidence packs that help your internal teams and independent auditors assess controls, without issuing any attestation
  • Train your team on the handover environment, then confirm the cutover plan and rollback steps in writing

How we support

  • Ongoing support, upgrades and continuous testing are available as retainers after the fixed-scope work closes
  • Agree the retainer scope in writing, including who applies Drupal security releases and within which change process
  • Plan Drupal 10 and Drupal 11 upgrade windows against the published core release dates and PHP requirements
  • Confirm with your own environment owners how monitoring, backup restores and incident response will be staffed

Talk to our team.

Tell us what you're working on, whether it's a deployment, an audit, a security test or a cyber range. You'll speak with an engineer who can help you scope it.

  • 30-minute call: free, with no obligation.
  • NDA on request: we can sign before you share details.
  • Clear next steps: a scope and plan after the call.