openerp status strategy 2013 - xavier pansaers (openerp cso)
TRANSCRIPT
XAVIER PANSAERS
G R O U P C H I E F S A L E S O F F I C E R
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OpenERP Status & Strategy 2013
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Status
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Mission Address SMB’s Complex Business
needs with Simple and
Affordable Solution
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Ambition BE the Global Leader in the
Emerging Business Apps Market for SMB’s
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HOW? By Breaking the existing rules of Erp’s Market :
• Leverage the power of an Open Source Model • Make Business Applications accessible to any logo • Transform ERP into a modular business applications • Change the user experience by making the software
truly intuitive
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Sain PARADOX…
Even Big Corporations deployed OPENERP for critical
applications
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OPENERP Path
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2005 3 employees
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2013 200 employees
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2,000,000 + Users
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550 + Partners
Fast Growing Base of Qualified Partners Global Network
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110 Countries
Where OpenERP Bills Thank to our Partners
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300 Universities
Both IT Cursus & Management Cursus
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3360 + Applications
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850 Inbound Leads Daily
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1549 % Revenue Growth
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4
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09 /2013
Launch of Asia Subsidary In Hong Kong
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10 /2013
Functional Certification Exam available
in 1330 Exam Centers PERSON VUE
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30 New Partners monthly
Rise of New partner
generation - Resellers
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356,000 Users on 1 DB
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32 Translations
Thank to the community
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300 % OpenERP Entreprise Revenue Growth sold
by our partners
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‹#›
750 Users Trained S-2012
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7 OPENERP
A major turning point towards an ERP Integrated Suite of Applications… Powerfull in any business case … An efficient and productive usability… A series of new features… A suite of social applications…
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38 % of time saved to
finalize your business flow
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4 Of the biggest NGO’s
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1 World Leader in Fresh
Food Products
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1 World leader in strategic
consulting for C-level
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# Users
5-50 50-500 500+
EDUCATION
UTILITIES
GOVERNMENT
TELECOM
DISTRIBUTION
MANUFACTURING
HEALTHCARE
SERVICES
AND OTHERS…
350 Migrations performed in
4 months
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Strategy
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OpenERP has Already Established Itself as the Leading Open-Source ERP OpenERP has Already Established Itself as the Leading Open-Source ERP
OpenERP has Already Established Itself as the Leading Open-Source ERP
OpenERP Relies on a Global Network of Partners
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Go to Market Strategy A Dual Direct & Indirect Apporach
Indirect
• Today’s network is under-sized compared to addressable market
• 100% built inbound (1,000+ requests each month 20+ accepted partners)
• Many partners create a dedicated OpenERP activity that generates >50% of total turnover
Direct
• This channel has started to be developed in 2012 and addresses smaller clients
• ‘QuickStart’ approach: standard product that included OpenERP service
• OpenERP seeks to develop an international reach with the direct ‘QuickStart’ approach
A very capital efficient Model
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Differentiated Product
•Product is ergonomic, easy to customize and to deploy
•As many features as leading vendors
•Pricing strategy adapted to the market the Company addresses
•Collaborative development with an experimented community
High ROI S&M
•Limited marketing efforts so far (client base mostly built inbound)
•Fast-growth of qualified partners’ network with a strong international footprint
•Promising Direct Channel monetization through Quick Start approach to better reach smaller clients
Scalable & High Margin product
•Global Resources pool allows to keep costs down
•Product is stable
•Scalable migration services
Business Orientation Landscape
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Pro
du
ct
Sco
pe
Flexibility
A
B
A. Large ERP Vendors
• Distribution on premise
• Proprietary Software
B. Vertical Applications Vendors
• Cloud/SaaS offers
• Proprietary software
• Independent applications for specific verticals (CRM, HRM, Basecamps …)
Differentiated positioning
OpenERP successfully positioned itself within a high-value and competition-free area
A huge opportunity to be seized on SMB Segment (1)
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A huge opportunity to be seized on SMB Segment (2)
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A less Competitive Pressure at the Bottom of the Pyramid Large enterprises market is saturated with large vendors’ on-premise
offers
Cloud specialist target Medium businesses
Small business are barely addressed by current players
SMBs represent c.200 millions companies with c.1 billion employees to address
Low Penetration amoung SMB’s Equipment rate for Small Businesses is estimated <20%, 2.5x less
than enterprises (est. penetration: 50+%)
Opportunity for OpenERP to provide SBs with more appropriate tools and differentiate from competition
OpenERP Strong Value Proposition
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OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user
Next Steps to maintain Growth
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Increase Brand Awareness
• Positioning
• Manage transition from ERP to business apps
• Develop Lead generation programs
• Increase visibility through branding actions
• Product
• Improve product’s performance and flexibility
• Leverage the community of contributors
• Fill the last lacks in apps offering
Improve Lead Monetization
• “Aggressive multichannel Go-to-Market strategy”
• Indirect Channel
• Install Partners ‘hunting’ and ‘farming’ strategies
• Reinforce educational programs
• Direct Channel
• Reinforce Sales Team
• Develop QuickStart approach
• Accelerate the customer acquisition process
Broaden International Reach
• New subsidiary in Hong-Kong due to open in 2013
• Accelerate Growth in the US
Next Steps to maintain Channel Growth
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INTEGRATORS
Solutions Sellers
Project Management
Customization
RESELLERS
QuickStart approach
Sales Management
Standard
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Thank you !