1.Building a Global Channel 1VISION & UPDATE ON CHANNEL STRATEGY X AV I E R PA N S A E R S OPENERP CHIEF SALES OFFICERPartners Summit 2012

2. OpenERP is changing trendsthat are turning thetraditional partnermodel on ENDPartners Summit 2012 2 3. In any industry ,the only reason why twopartners decide to enter into arelationship is becauseboth find valueaddedin it Partners Summit 2012 3 4. Partner Network Coverage4Partners Summit 2012 5. Partner Management 2009-2010 52009 2010 Launch of new partner90 partners programNo partner program 150 Partners Launch of OpenERPNo partner management Publisher WarrantyPartners Summit 2012 6. Partner Management TODAY 6 20112012330 Partners EMEA/AsiaQ1 : 70 new partners70 Partners AmericasActivation Ratio 39%Light Presence in 70 countriesGood partner identification Activation Ratio 20% Launch of Partner Portal Many first year partners Reinforce local presenceReach 600 partners Major Processes changeResellers strategy v.s true OPENERP Enterprise integratorsPartners Summit 2012 7. Partner Management TOMORROW 7 20142000 partners worldwideStrengthen local presenceActivation Ratio 80%Many Resellers (Out of thebox model) Get the Mass !System Integrator modelPartners Summit 2012 8. Global Partner Network Growth8Partner Network Growth200016001200800400 0 2009 2010 2011 2012 2014Partners Summit 2012 9. Global Partner Grade Split9Partner Grade Split Chart21 54 Ready Silver Gold 356Partners Summit 2012 10. Partner Network Split Vision 10 Partner Network Split - VisionSilverREADY RESELLERSMASS Approach GOLDPartners Summit 2012 11. How to reach 2000 partners ?How to avoid the churn ?How to make partners happy?CREATE PARTNER LOYALTY !Partners Summit 2012 11 12. After 4 years working withPartners we noticed someperformed much better thanothers HOW COME ?Partners Summit 2012 12 13. Define clear ROLES 13 ROLES SERVICES OPENERP PublisherMarketing Account ManagerDevelop new versionsUpgrade to new versionsMaintain Stable versionsUnlimited bug fix on stable versionsSales Assist to OpenERP Enterprise selling OPENERP PartnersSales PartnerCustomer Implementation Custom DevelopmentAfter-sale serviceCustom SupportStrategyOut of the box OR System IntegrationMarketing Referrals & BrandingPartners Summit 2012 14. Partner Management : 2 Separate Roles14Ready Partner Silver/Gold MGMT Partner MGMT Activation OE Selling Projects Leverage Competence Presales & Consulting 12Many attitude - Partner review Webinarsmethodology* 121 Sales AttitudePartners Summit 2012 15. Strengthen a strong ecosystem15OpenERPValue proposition Partner Reseller - Distributor Propose ManagedSell OpenERP Enterprise ServicesEnd-UserFinance the EcosystemPartners Summit 2012 16. The Right Balance (1) 16 OpenERPPartnerPartners Summit 2012 17. The Right Balance (2) 17 OpenERPPartnerPartners Summit 2012 18. The Right Balance (3)18 OpenERP Partner OpenERP Value creation EnterpriseConstant Train communication ConstantSell training New versionsSharePartners Summit 2012 19. Partner Management Tools 19 Partner Portal Update online leads & opportunities Track Support tickets Partner Review Methodology https://docs.google.com/a/openerp.com/spreadsheet/ccc?key=0A mNnLfdyDRQfdHl0bEFFSEJTRTc4YzNhM0s4MHpFY1E#gid=0Partners Summit 2012 20. Go-to-Market Strategies20OUT-OF-THE-BOX V E RS USPROJECT IMPLEMENTATION WHICH ONE TO CHOOSE ?Partners Summit 2012 21. Active channel managementbenefits both the vendor andthe channel partner by helping togrow revenue and protect margins whilemaintaining theGo-To-Market StrategyPartners Summit 201221 22. Go to Market Strategies Which one I choose?22Choose and stick to a strategy; Do not mix both approachesProject ImplementationOut-of-the-Box Target Clients > 25 users1 to 25 users Partner ProfileIT companies / System Resellers / FunctionalIntegrators Experts Success factorsProject ManagementSales & Marketing OfferCustom Implementation Packaged Offer Deployment Local Online or LocalGrowth Strategy Custom development YES NO or Very Limited Annual GrowthGet bigger clientsGet numerous clientsPartners Summit 2012 23. I just started with OpenERP as Ready PartnerWe are a team of 3 people2 functional experts and 1 qualified sales executiveMy customer base is mainly small clients withidentical configuration...How should I market OpenERP ?Partners Summit 2012 23 24. OpenERPImplementation AssistanceThe OpenERP out-of-the-box project approachMAXIME GLORIEUX, HEAD OF SAAS & IA 25. What is an OpenERP Implementation Assistance out-of-the-box approachIt is an out-of-the-box/standard OpenERPsystem deployment that involves thecustomer in the configuration of thedatabase. 26. OpenERP Implementation Assistance Out-of-the-box approach - What is in it ? Project duration ?3 month objectiveOnsite/online ?Customers choice Maintenance & migration ?Included in the proposal 27. OpenERP Implementation Assistance Out-of-the-box : Who is it for ? / When is it recommended ?Limited budget (less than 15k)Customer is willing to actively get involved in the deployment(learning competencies, customer wants to feel more in control ofhis system)Urgent need to deploy a system (less than 3 months) 28. OpenERP Implementation Assistance Out-of-the-box : Who is it for ? / When is it recommended ?Customer is not seeking to integrate 100% of his processes.(Can afford not to have everything automated.)Any companies that can afford not to have all their (specific) needscovered from day 1 > companies willing to have a phased implementation> 1st phase will cover all the standard needs> 2nd phase later when they will be ready/able toinvest money for specific adaptations/developments 29. OpenERP Implementation Assistance sales cycleOut-of-the-box project - How to sell it ?Implementation Assistance sales cycleQualifDemoPropNegoClosing 1) Qualification of the customer situation, problems, expectations 2) Demonstration of the system going through main customer needs 3) Customer tailored implementation proposition with budgetary offer 4) Negotiation 5) Closing 30. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?QualifDemoProp NegoClosingCompany details: activity, contact details, locations, contact person, decisionmakers, website, size, turnover, number of employees, number of usersCurrent way of working: how do they currently manage their activity?current system in placeCustomer needs: what are they looking /for/to change/improve ? Onsite/online? Standard: list of all standard needs Specific: list of everything more specific that might have to be done in a second phase 31. OpenERP Implementation Assistance sales cycleOut-of-the-box project - How to sell it ?Qualif DemoProp NegoClosingData import: data import needs (#partners-customers, suppliers, prospects..-,#products, structure,)Budget: envelop defined? If not, are they aware of the cost of animplementation, reaction on budget rangeTimeframe: decision deadline/operational solution deadline + reasons 32. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? QualifDemo Prop Nego ClosingImplementationDIY AssistanceTraditional Project Get involved and learn local presence with your ideal for complex needs- no support from OpenERP certified expert(requiring heavy specificor its expert consultantconsultant networkdevelopments)network get involved in your- time consuming (longimplementation (& learn partner is taking care ofimplementation time)how to deploy and everythingmanage your own ERP) low cost onsite services- you need to be availableduring the deployment- pay per day of service- specific needs not covered 33. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif DemoPropNego ClosingA demonstration should only be done after a full customer qualification and afterthe customer has validated his interest for an implementation assistance + isconscious of the costs.CHECKLIST (before agreeing to do a presentation):Do I know what the customer is doing (his industry sector/activity) ?Do I know what he is looking for (what are the areas of OpenERP he isinterested in in regard to his company management needs) ? 34. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif DemoPropNego ClosingCHECKLIST (continued):Can I show him most of his needs without wasting too much timeconfiguring a database specifically for him ?and last but not least:Is it worth spending time with this prospect ? Are they serious aboutimplementing a new ERP (timeframe, budget,...)? Are they willing to payfor our services should the demo be successful ?>If you have a no or do not know the answer to any of theabovequestions then you should not agree to make a demo and rather ask thecustomer the right questions before committing. 35. OpenERP Implementation Assistance sales cycleOut-of-the-box project - How to sell it ?Qualif DemoProp NegoClosingHigh level presentation:You do not need to show every detail of a module or view for this firstpresentationVison :Create a vision in the customer mind rather than purely showing functionalities Ultimately, you want your customer/prospect to feel like they are missing something by not using OpenERP for their company management. 36. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?QualifDemo Prop Nego ClosingIdentify potential issues :Ask the customer what is refraining him from choosing OpenERP.-nothing ? Ask the customer whether he wants an offer remindinghim about the budget range-identify customer processes not covered in OpenERP preventinghim from deploying the software 37. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?QualifDemoPropNegoClosingA proposition should only be done when : - customer has arrested his choice on OpenERP, - validated implementation approach, - pre-agreed on the project cost, - decision timing is within next 8 weeks 38. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?QualifDemoProp NegoClosing 39. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop NegoClosingThe negotiation and closing are the easiest parts of this sales cycle.If the customer has indeed understood everything in the previous stages + isready to take a decision, it is purely formalizing the agreement andsorting out logistical details to get the project started. 40. OpenERP Implementation Assistance Out-of-the-box approach : How can you be part of it ?We, OpenERP, do the selling and assign the project to youexemplesIf it is your first project, you can decide to use this project asan opportunity to gain experience in an implementationassistance by being an intermediary between the customerand OpenERP. You have a customer interested, you do the selling, position anumber days of onsite intervention. You come with yoursigned contract and we can help you should you needassistance until you feel completely confident doing it withoutus. 41. OpenERP Implementation AssistanceOut-of-the-box approach : Summary of key messagesHuge market potentialFaster, easier sales cycle average of less than 6 weeks from firstcontact to closingReduced risk > commitment to deliver support, not to deliver aprojectCustomer commitment is critical to the success of this kind ofimplementation approach> If the customer does not get involved, nothing will be done 42. Implementation Assistance Delivery 42PRESENTER GRGOIRE KRIEGF U N C T I O N A L C O N S U LTA N T 43. Assisting the client43 44. 5 steps approach 44 Initial Configuration TrainingsValidation AdaptationAnalysis / ImportUpselling 45. Initial Analysis 451.Resources 2. Roles O P C? ? ?OpenERP CLIENT3. ToolsQ&A 46. Initial Analysis46Objectives:- Understand scope- Highlight prioritiesExplain OpenERP UnderstandValidate CLIENT 47. Intial Analysis - Insights 47 Initial Configuration Trainings Validation AdaptationAnalysis / Import UpsellingInsist that the offer is limited in timeHighlight clients responsability of consolidatinginformation and human resources for the projectMake sure to start on SaaS to avoid server configurationproblems 48. Trainings48 day perfunctional domain PARTNER CLIENTin depth Objective: Skills Transfer 49. Trainings - Insights 49 Initial Configuration TrainingsValidation AdaptationAnalysis / ImportUpselling Attach importance to spacing of trainingsRecommend client watch videos beforeSuggest client actively use test database beforeAsk of client to go through process of asking questions before Be able to focus on clients business issues Take advantage of the form of the skills transfer: face to face, no language barrier 50. Configuration and Import 50My Business ProcessesConfiguration CLIENT/ ImportTrainings 51. Configuration and Import 51 CLIENT PROGRESSIONDEADLINESCreateUsersDefineSales TeamImportProblem ProductsSolved OpenERP 52. Configuration / Import - Insights 52 Initial ConfigurationTrainings Validation AdaptationAnalysis / ImportUpsellingImportance of smooth transition : Be active in set up of deadlines for configuration Follow up regularly on completion of deadlinesImportance of clients project management: Clients human resources should be active and free Client should make use of guides and adapt if needed Client should go through process of structuring needs (use of flowcharts and Q&A)Import issues : client should go through process of identifyingrelevant data and adapting itUse of support hours = answer configuration issues 53. Validation 53 OpenERP CLIENTObjective: Check & suggest 54. Validation - Insights 54 Initial Configuration TrainingsValidation AdaptationAnalysis / ImportUpsellingBe active in planning regular checks of clients configuration tocontinue smooth planificationAvoid latter complications by identifying configuration errorsearlyInsist client make use of test database phase for trying outdifferent configurationsRecommend using webex live sessions to make suggestionsand feedback more efficient 55. Adaptation55 OpenERPObjective:Apply lightvariations 56. Adaptation - Insights 56 Initial Configuration TrainingsValidation AdaptationAnalysis / ImportUpsellingDo not rush into this step: client needs to have a goodunderstanding of OpenERP standard featuresMake sure client knows what he wants: make him expressclearly his needs and avoid carrying out the modificationstoo soonForm of modifcations: add fields directly in productiondatabase 57. Upselling57 C CUSTOMER NEEDSCLIENTTrainings S P E OpenERP CPARTNERSTANDARD I F I Objective: C Discover opportunities 58. Upselling 58C CUSTOMER NEEDSSPPARTNEREOpenERP C STANDARD IFIImplementationAssistanceCObjective:Act on opportunities 59. Summary 59O P C Understand Scope, Explain Roles, Resources & ToolsInitial Analysis X X Transfer skillsX X TrainingsConfiguratio Practical use by client, assistance by OpenERP X X n Import Control, validation and suggestionsX XVerification Apply light variations X XAdaptation Out of Scope X X Upselling 60. I am a system integrator We are a team of 10 people3 functional experts, 4 developers; 1 project director and2 experienced salesI have a large ERP integration experience but notmuch OpenERPMy clients are always different and need deepcustomization & running critical applicationsHow should I market OpenERP ?Partners Summit 2012 60 61. Partner First Project Support PRESENTER S A N D R O B O T TA ACCOUNT MANAGERSAMUEL MARTINS PROJECT AND SERVICES DIRECTOR 62. It starts with YOU HAVE A PROJECTOppty ! 63. but huh What now ? 64. Tell us about it ! we integrate your project in our CRM we secure the lead we make it manageable from your partner portal 65. Your forecast is our forecast !Partners forecast and OpenERPs forecast should bealignedWe stay in sync with your forecast through the partnerreview meetingsAssess your resources and specify the OpenERPinvolvement and revenue split 66. Lets talk about money 67. Standard split of revenues67PartnerOpenERP100% 90% 80% 70% 60% 50% 40% 30% 20% 10%0%The revenue and related services are split 85%-15% between Partner andOpenERP. Traditional ERP publishers take 35% of the project revenue! 68. Need more info to convince ?The partner portal 69. The partner portal 69Get samples of brochures, presentation slides, comparison with competitors, contracts, RFP templates, implementation methodology, in your partner portal. 70. Back to the project how much it cost ? 71. ChecklistDo you know what it takes to qualifyand estimate a project completely ? 72. Build a long term visionAvoid the one shotTrigger a reflection on their 2y-3y business initiativesSell a roadmap 73. Next stepsOpenERP suggested approach Software Assessmentdone1 Professional Analysis2No free pre sales Implementation3 FreeBilledBilled but deducted from the implementation quote 74. Why selling a pre analysis ? If you succeed, you exclude competitors It limits the risk of irrelevant project cost estimation It builds up intimacy and trust with the customer, leading tohigher implementation quotes We are cheaper than the competitors as there is no license costsbut we dont offer free services 75. When to sell the analysis?Only once the customer is excited and convinced by theproductEven if he is still assessing competitors solutions 76. Offer structurePre analysis4 - 8 days 77. Engage us in your sales visits ! introduce us to your prospect Contact builds trust We can help selling the pre-analysis and theEnterprise contract 78. Offer structure 79. A pain ?Do I have theressources ? 80. Subcontract to avoid bottlenecksDont be slowed down by a lack of resources. We can help youdeliver successfully.ProblemSolutionNo project manager OpenERP consultingNeed a functional expert OpenERP consultingNot enough developersOpenERP Offshore developersNo time to train employees/customers Official training/webinarWasting time on technical issues OpenERP EnterpriseNeed to migrate custom instanceCustom module migration 81. Happy selling ! 82. Supporting partners, but HOW?GAP-analysis POC GAP-analysis Estimation PlanningDetailedFunctionalTechnicalOpenERP Enterpriseanalysis analysisanalysis DevelopmentsIntegrationDevelopments& Unit teststestsUserClient testing User training Acceptance testing LiveData WarrantyDeployment environmentmigration Go live period support release PostDeploymentL1 supportL2 support support 83. Project Support phase by phase GAP-analysis POC GAP-analysis Estimation PlanningThe purpose of the Gap Analysis is toEvaluate the project scopeDetermine the customization level which will be requiredAssess the investments requiredPlan the projectOrganise the project governance 84. Project Support phase by phaseGAP-analysis POC GAP-analysis Estimation PlanningHOW?Step 1: Company Mind Maps Interviews: 85. Project Support phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 2: Key Users Mind Maps Interviews: 86. Project Support phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 3: Define the GAPS and Estimates: List the GAPs Weight the GAPs : Complexity Analysis Development 87. Project Support phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 3: Define the GAPS and Estimates:Estimation based on: Project Management Analysis Development Testing Migration Deployment Support 88. Project Support phase by phase GAP-analysis POCGAP-analysis Estimation PlanningHOW?Step 4: Plan the ProjectPlan the project trying to phase development in small sprints: short analysis/development time => Quick in customers hand=> Be AGILE 89. Project Support phase by phase GAP-analysis POC GAP-analysis Estimation PlanningThe deliverables of the Gap Analysis are :Gap Analysis reporting (Needs, Scope, Risks, GAPs)Gap Analysis MatrixProject Road mapFinancial estimateAgreement on validation process and project 90. Project Support phase by phaseGAP-analysisPOC GAP-analysis Estimation PlanningOpenERP will assist the partner in : Training the partner on the various tools and methodologies Mind Maps Estimation sheet,... Reviewing the Partners Gap Analysis Performing the work load estimate together with the Partner Providing a matrix to estimate the overhaul cost 91. Project Support phase by phaseGAP-analysisPOCGAP-analysis Estimation PlanningPartner will be in charge of: Conducting the customer interviews Filling the Gap Analysis Matrix Performing the work load estimate together with OpenERP Preparing the detailed project planning Setting up the project organisation (governance, project management tools, reporting, ...) Defining with customer the validation process at the various level 92. Project Support phase by phaseGAP-analysis POC GAP-analysis Estimation PlanningKnowledge to be transferred during that stage: Tools to conduct end user interviews (Mind Maps) Tools to report the Gap Analysis (Gap analysis matrix) Gap analysis documentation : Needs, Scope, Risks (planning, pending decisions), GAPs Functional expertise on OpenERP Expertise about assessing the development time required 93. Project Support phase by phase Detailed Functional TechnicalDevelopmentIntegration analysis analysis Developments s & Unit teststests analysisThe Analysis purpose is toDesign the solutionValidate the solutionFinalise the development estimationfrom both a functional and technical point of viewThe Development purpose is toImplement the solution,Test the solutionValidate the solution with Key Users 94. Project Support phase by phaseDetailed Functional TechnicalDevelopmentIntegrationanalysis analysisDevelopments s & Unit teststestsanalysisBE AGILEShort Project Cycles: Increase Project visibility with client(demos, user tests,...) Keep control of requirements (quicktechnical and functional validation) Increase quality (early testing allowsyou to identify issues early and solvethem) 95. Project Support phase by phaseDetailedFunctional TechnicalDevelopmentIntegration analysis analysis Developments s & Unit teststestsanalysisHow to analyse: Use the Detailed analysis template to define:Process description and workflows 96. Project Support phase by phaseDetailedFunctional TechnicalDevelopmentIntegration analysis analysis Developments s & Unit teststestsanalysis Views and wizards using mockups 97. Project Support phase by phaseDetailed FunctionalTechnical DevelopmentIntegrationanalysisanalysisDevelopments s & Unit teststestsanalysisAccess rights ObjectsUser type 1User type 2User Type 3Rights RightsRights Name CRUD CR Address, NoDURights = access rights.C = create : user can create a new value for the object,R = read : user can read/access the object,U = update : user can modify an existing object,D = delete : user can delete an existing object,No: user has no access to the object. 98. Project Support phase by phaseDetailed FunctionalTechnical DevelopmentIntegrationanalysisanalysisDevelopments s & Unit teststestsanalysisChange requestsChange Request Flow 99. Project Support phase by phaseDetailedFunctional Technical DevelopmentIntegration analysis analysisDevelopments s & Unit teststestsanalysisThe deliverables of the Analysis are : Detailed description of Processes and Activities Views, Workflows and Wizards Access rights Reports and Data Model Detailed interface description Infrastructure setup High level Test Plan Review workload estimates and planning 100. Project Support phase by phase Detailed Functional TechnicalDevelopmentIntegration analysis analysis Developments s & Unit teststests analysisThe deliverables of the Developments are : Software configuration Custom modules Interfaces Data Import tools Test plan 101. Project Support phase by phase DetailedFunctionalTechnicalDevelopmentsIntegrationanalysisanalysis Developments& Unit teststests analysisOpenERP will assist the partner in :Training the partner on the various tools and methodologiesAnalysis templatesAnalysis best practiceValidate the analysis :The feasibilityThe functional and technical choicesThe final estimates 102. Project Support phase by phase Detailed Functional TechnicalDevelopmentsIntegration analysis analysis Developments& Unit teststests analysisOpenERP will assist the partner in :Setting Runbot BuildbotCode review for custom modulesBug correction (reporting, following,...)Data mapping for data import 103. Project Support phase by phase DetailedFunctional Technical DevelopmentsIntegrationanalysis analysisDevelopments& Unit teststests analysisPartner will be in charge of:Prepare the analysis:Agree Process definition and workflowsDesign the new views and wizardsDefine access rightsDefine interfacesPerform developments (process, interfaces, migrations scripts)Unit test the codePerform integration testing including interfaces and migration 104. Project Support phase by phase Detailed Functional TechnicalDevelopmentsIntegration analysis analysis Developments& Unit teststests analysisKnowledge to be transferred during that stage:Methodology and templates to perform a detailed analysisTools to design screen mock-upsFunctional expertise on OpenERPKnowledge about how to customize reports, view, access rightsTechnical knowledge to interface OpenERP with other softwareExpertise about assessing the development time required to meetcustomers requirements to finalise the cost estimate 105. Project Support phase by phase Detailed Functional TechnicalDevelopmentsIntegration analysis analysis Developments& Unit teststests analysisKnowledge to be transferred during that stage:Development best practicesHow to set up a Runbot/ BuildbotMethodologies for bug reporting in OpenERPHow to import data into OpenERPHow to test OpenERP 106. Project Support phase by phaseUserClient testing User training Acceptance testingThe Client Testing purpose is toTrain the client End UsersHandover the application to the clientAllow the client to perform end to end testing including: Application Interfaces Access rights Outputs ReportsPut in place the support tools (Bugs shared view,governance,...) 107. Project Support phase by phaseUserClient testing User training Acceptance testingBugs shared view 108. Project Support phase by phase User Client testing User training AcceptancetestingThe deliverables of the Client Testing (UAT) are :Training materialUser guidesFull test reportApproval for production deployment 109. Project Support phase by phaseUserClient testing User training Acceptance testingOpenERP will assist the partner in : Creating the support processes through OpenERP Training the partner on how to report a bug to OpenERP 110. Project Support phase by phaseUserClient testing User training Acceptance testingPartner will be in charge of : Write the training material Prepare the user guides Support the testing team Set the support process up through OpenERP Report the bugs to OpenERP 111. Project Support phase by phase User Client testing User training AcceptancetestingKnowledge to be transferred during that stage:How to provide an efficient OpenERP training and buildingtraining materialsHow to use OpenERP to deliver high quality support to thecustomer 112. Project Support phase by phase LiveWarranty Post DataDeployment environment migration Go liveperiodDeployment L1 support L2 support release supportsupport The (post) Deployment purpose is Deliver the solution into the production server Migrate the data if any Launch the production activities Support users (Question / bug fixing,...) 113. Project Support phase by phase LiveWarranty Post DataDeployment environment migration Go liveperiodDeployment L1 support L2 support release supportsupport OpenERP will assist the partner in: Solving Core OpenERP bugs covered by OE Support complex bugs solvingNote that OE is applicable since project day 1 for all Core OpenERP Bugs 114. Project Support phase by phase LiveWarranty Post DataDeployment environment migration Go liveperiodDeployment L1 support L2 support release supportsupport Partner will be in charge of: Deploying the production environment Smoke test the environment Migrate the data Cover the warranty period Provide L1/L2 support as agreed in SLA Maintain the OpenERP bug shared view 115. Purpose and ObjectivesOpenERP = Software editorWorking with partners = our core Business Go to Market strength Scalability LocalizationPartner = OpenERPs Image at Client sidePartner = Selling OpenERPs brandPartner & OpenERPs responsibility to succeed projects=> IT IS a SHARED challenge 116. The ChallengeOpenERP = Software editorWorking with partners = our core Business Go to Market strength Scalability LocalizationPartner = OpenERPs Image at Client sidePartner = Selling OpenERPs brandPartner & OpenERPs responsibility to succeed projects=> IT IS a SHARED challenge 117. OpenERP Enterprise117 THE ULTIMATE CLIENTVALUEPartners Summit 2012 118. What is OpenERP Enterprise? 118 The solution/protection to all unexpected issues.Bug fixes UnlimitedUpgrades/Migrations UnlimitedFunctional & technical support Limited hoursSecurity alerts & patchesProactivePrivate modulesAllowedWhite labeling AllowedPartners Summit 2012 119. OpenERP Enterprise No Pain119Avoid & Get rid of the pain ... Focus on value addedservices instead The pain starts early in the implementation process Dont waste time/money due to unexpected bugs during the implementation phase. Selling OpenERP Enterprise @ GO LIVE is old fashioned and useless. Include OpenERP Enterprise pricing in your original quotation. Discuss your original quotation with your account manager. He will check if the pricing is relevant and support you selling it.Partners Summit 2012 120. OpenERP Enterprise A Commodity120 You are not alone OpenERP Enterprise is an insurance contract for you & your customer. OpenERP Enterprise is a way to secure your customers in the long term. Benefit from selling new features through upgrades Dont let them running old OpenERP versions on which you will not want to offer services anymore OpenERP Enterprise guarantees to have the publisher on your side.Partners Summit 2012 121. Joint Sales Pitch OpenERP Enterprise121Some statistics on OpenERP Enterprise conversion rate 90% success rate when your account manager is selling OpenERP Enterprise for/with the partner 30% success rate when the partner is selling on his own Why? A new partner is not always aware of all contract terms A partner is more focused selling the entire projects In some cases, an end-user prefer to get a direct contact with the publisher in order to understand the value propositionPartners Summit 2012 122. OpenERP Enterprise Pricing 122 We have public prices for small projects. You should contact your Account manager for bigger ones. We consider 15% of the TCO a minimum amount. We dont do less than 10% (not profitable for us) How to count the number of users: We take into account the number of users at the term of the contract (in 1 year), not at the beginning of the contract. We might adapt pricing to light users. Dont forget your partner level discount (10-15-20%). Higher discounts are available with multi-years contractsPartners Summit 2012 123. OpenERP Enterprise Case 1 123 Company ABC selected OpenERP & a partner in order to replace its existing CRM... TCO = 60K Max 35 users & 15 users after 1 year No IT expertise IT staff = 0 OpenERP Enterprise Proposal standard pricing1 Year Commitment Year 1Year 2OpenERP Enterprise 3,950 9,950 Partners Summit 2012 124. OpenERP Enterprise Case 2 124 Company ABC selected OpenERP & a partner in order to replace its existing home made ERP... TCO = 500K 150 full users, 650 light users Try to manage partner expectation by announcing 25 users during implementation phase Need payroll, time management, provisioning, budget, accounting ERP internal Team = 4 people OpenERP Enterprise Proposal less than 15% of TCO 3 Years CommitmentYear 1 Year 2 Year 3OpenERP Enterprise35,000 35,000 35,000 Partners Summit 2012 125. OpenERP Enterprise Case 3125 Company ABC selected OpenERP & a partner in order to replace its existing proprietary ERP... TCO = 1M 550 Full Users & requiring to migrate every year Massive change processes work Need MRP, Supply Chain, POS, Accounting, Billing, Inventory, etc Internal ERP Team = 7 people OpenERP Enterprise Proposal 15% less than TCO 2 Years CommitmentYear 1Year 2 Year 3 (Optional)OpenERP Enterprise55,000 40,000 35,000 Selected competitor 125,000 125,000 125,000 Partners Summit 2012 126. Partner KEY actions 126 WHAT A PARTNER DOESNOT WANT TO MISS TOGETHER WITH OPENERP !Partners Summit 2012 127. Top 10 mistakes of partners TODAY 1271.Selling OpenERP Enterprise separately from the main project quote2.Selling OpenERP Enterprise after GO LIVE3.OpenERP ? A nice to have Should be a MUST have4.Too much focus acquiring new clients rather than converting customer base5.Developing FIRST, Selling AFTER6.Low pricing value: a better product should have a higher price7.Wasting too much time on non-valuable prospects due to weakqualification (no budget)8.Chilly to migrate keeping client base on old versions9.No demonstration skills10. No funnel transparencyPartners Summit 2012 128. PARTNER ACTION #1 Understand, Monitor & Manage Deployment methodologiesFollow regular webinars www.eventbrite.comPartners Summit 2012128 129. PARTNER ACTION #2 Understand, Monitor & Manage Sales TechnicsFollow regular webinars www.eventbrite.comHow to sell OpenERP webinarsPartners Summit 2012129 130. PARTNER ACTION #3 Accept & Improve Funnel TransparencyPartner portal improvement Partner will be able to update leads & opportunities status Support Ticket tracking systemShare your leads with OPENERPPartners Summit 2012 130 131. PARTNER ACTION #5 Share, Publish and Contribute to ReferralsPartners Summit 2012 131 132. PARTNER ACTION #6 Monitor & Improve Staff CompetencesFollow OpenERP functional trainingsFollow OpenERP technical trainingsFollow OpenERP Sales trainingsFollow regular OpenERP webinarsBecome OpenERP certifiedPartners Summit 2012 132 133. PARTNER ACTION #7 Learn & Practice Demonstration skillsA good DEMO gets your prospects excitedA good DEMO insures you to be shortlistedA good DEMO sets the expectation rightA good DEMO is worth a thousand wordsCompetitors have better presentations, but no DEMOPartners Summit 2012133 134. PARTNER ACTION # 8 Design, Structure & Integrate A good quotationIntegrate OpenERP Enterprise in any quoteIntegrate partner managed servicesPartners Summit 2012 134 135. PARTNER ACTION # 9 Forecast, Maintain & Grow OpenERP revenueTo get 40K Revenue Target; forecast 120K in pipelineSell multi year services contractsEnsure OpenERP Contracts renewalsOpenERP Business Plan A true commitmentOpenERP Services We are on your side Consulting Trainings Off-Shore SupportPartners Summit 2012 135 136. Subcontract to avoid bottlenecks136 Dont be slowed down by a lack of resources. We can help you deliver successfully. ProblemSolution No project manager OpenERP consulting Need a functional expert OpenERP consulting Not enough developersOpenERP Offshore developers No time to train employees/customers Official training/webinar Wasting time on technical issues OpenERP Enterprise Need to migrate custom instanceCustom module migration No salesperson We cannot help you Partners Summit 2012 137. PARTNER ACTION # 10 Do not fail your First OpenERP ProjectsJoin your efforts with OpenERP during your first projectSuccess Rate is over 60%You will learn from it for the next onesEnsure a win-win situation between OpenERP & YOUPartners Summit 2012 137 138. PARTNER ACTION # 11 Promote OpenERPPublish success storiesUse social media like twitter, Facebook, LinkedInOrganize Joint Event with OpenERPPublish white papersPartners Summit 2012 138 139. PARTNER ACTION # 12 Choose, Brand & Develop The Right OpenERP StrategyOut-of-the-BoxSystem integration (project implementation)Partners Summit 2012 139 140. PARTNER ACTION # 13 Ensure & Maintain High Quality StandardsWhenever if you are a Certified Training Partner (CTP)Whenever if you are a New partnerWhenever if you are a Current partnerWhatever grade you havePartners Summit 2012140 141. PARTNER ACTION # 14 OpenERP commits on developing a great product Partners commit on a creating Values & Revenue to ensure a sain & great futurePartners Summit 2012 141 142. PARTNER ACTION # 15 Focus on Client Base Rather than wasting to much time on Getting New clientsPartners Summit 2012 142 143. Sell to your client base (1) 143 It costs 5-7 times more to acquire a new customer than it does to sell to an existing customer! Selling to existing customers is less risky than starting new projects from scratch, for fixed price projects. You are in strong position to negotiate a good price when you sell to an existing customer. Its very difficult to grow by always looking for new customers. Your install base is an asset.Partners Summit 2012 144. Sell to your client base (2)144A new version should not be a constraint or cost to migrate, itsan opportunity to propose new services to your customer base.The more you get revenue from your customer base, the moreyou will be able to grow and scale.Be sure you know how to benefit from a new version and howto package OpenERP Enterprise in your offers. OpenERP SAreleases new versions every 6 months. This allows partners todeliver more value to their customer base.Partners Summit 2012 145. From the early beginningtill today and surelytomorrow we all enjoyedworking with YOU fellowpartners !The Channel TeamPartners Summit 2012 145 146. THANK YOU 146Partners Summit 2012