OpenERP Xavier Pansaers Sales Strategy

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OpenERP Xavier Pansaers Sales Strategy

  1. 1. Partner Sales Strategy Partner Days D3 - 15/04/2011 Xavier Pansaers – Chief Sales Officer
  2. 2. OPENERP Production presents :Actors :JIM the PARTNERROBERT the CLIENTTOM the OPENERPAccount Mgr
  3. 3. A Partnernamed JIMis sellingOPENERP Servicesto A Clientcalled ROBERT …
  4. 4. JIM The Partner says: “ Hi Robert ! My Name is JIM;OPENERP official partner.”“Ready to sign the OpenERPPublisher Warranty? ”and Robert the Client says : “Areyou...”
  5. 5. ,As a matter of factRobert need an livedemoto be attracted …
  6. 6. Ok ! Ride on ...Let’s speak about Sales Strategies# 1 RuleDEMONSTRATE(workflow kills)
  7. 7. NOW, JIM is thinkingabout increasing hisrevenue onOPENERP...
  8. 8. # 2 RuleADDRESS OPENERP tothe right market1. Existing Installed Base2. New Customer Base
  9. 9. 1. GET Revenue from JIM installed BASE ! “JIM is eager to start selling quickly OpenERP ; no time hunting for new business/revenue ...”
  10. 10. Then JIM wants revenuesfrom his existing installedbase !Not only by hunting newimplementations !
  11. 11. TOM The Editor suggests to JIM … • IT TAKES 5-7 TIMES MORE TO ACQUIRE A NEW CUSTOMER THAN IT TAKES TO SELL TO AN EXITING CUSTOMER ! • SELLING TO EXISTING CUSTOMERS IS LESS RISKY THAN STARTING NEW PROJECTS FROM SCRATCH, FOR FIXED PRICE PROJECTS • JIM IS A STRONG POSITION TO NEGOTIATE AN ADEQUATE PRICING WHEN YOU SELL TO AN EXISTING CUSTOMER • IN SOME CASES IT’S DIFFICULT TO GROW BY ALWAYS LOOKING FOR NEW CUSTOMERS, SEE YOUR CUSTOMERS AS AN ASSET.
  12. 12. “Hey JIM! Your installed base is a goldmine” says TOM• INDEED JIM HAVE A SIGNIFICANT INSTALLED BASE BUT DO NOT SUCCEED TO GENERATE REVENUES FROM IT• TOM INPUT: “A TYPICAL 50K€ PROJECT SHOULD BRING YOU MINIMUM 20K EVERY YEAR” • 8K OF MAINTENANCE (OPW) + SUPPORT • 6K SELLING NEW FEATURES OF NEW VERSION • 6K SELLING CUSTOMIZATION & NEW DEVELOPMENTS• LET’ SAY JIM ACHIEVES 10 IMPLEMENTATIONS OF 50K€ . JIM SHOULD GET AYEARLY REVENUE OF 200K€ ON ITS EXISTING INSTALLED BASE •
  13. 13. Look at this graph JIM … • HYPOTHESIS: • Cost of Sales: 30% ; Cost of Services: 40% ;G&A : 17% ;OPW: 3.8 K€ • 5 New projects a year @50K average
  14. 14. 2. GET Revenue from New Customers ... “JIM is eager to start selling to new clients as well ” But ROBERT is not an easy client ... Are you Robert?
  15. 15. ROBERT is a traditionalCTO of a Taxi Company ...but JIM does not knowhow to proceed yet...
  16. 16. # 3 RuleSEQUENCE your salescycle … Rhythm is thekey ….
  17. 17. JIM needs to applyOPENERP ProjectSelling Methodologylinked to OPENERPImplementationMethodology ...
  18. 18. TOM suggests to JIM the following strategy • Software Assessment • Sell OpenERP Publisher Warranty & Sell a POC 1 1 • Pre- Analysis • Sell 5-10 Consulting days PARTNER/OERP 2 2 • Pre-analysis define the final quote • Analysis • Sell Consulting days PARTNER/OERP 3 3 • Sell Project Management • Implementation • Sell developers or use OERP Off-Shore capacity or both 4 4 • Deployment • Sell Training or Train yourself (CTP) 5 5 • Support • Sell Support & Sell New features every 6 months 6 6 6/10/2010
  19. 19. # 4 RuleDO NOT SELL « THE FULL MONTY »SELL A MODULARAPPROACH
  20. 20. ROBERT TAXIS have 195 Branches in total -45-50 Business units are SAP installed … the restMillions € SAP OPENERP BUSINESS UNITS INSTALLED SAP BU’S Long Tail Approach OPENERP BU’s #BUSINESS UNITS
  21. 21. JIM to ROBERT:« Are You convinced now ? »But ROBERT still have somedoubts…
  22. 22. ROBERT:« OPEN SOURCE, Is it not for free ? »JIM:« Open Source and OPENERP arenot for free ; it’s FREEDOM to accessthe code & customize it to yourspecific needs »
  23. 23. ROBERT:« Are you gonna here next year? »JIM:« OPENERP is a fast growingcompany, recognized by VC’s,recognized by the community,recognized by Danone, MSF, LaPoste, La Ferme du Sart, Major EUuniversities, etc»
  24. 24. ROBERT:«SAP passed by yesterday and told methey have made something for thelogisitic & automotive »JIM:«Do you prefer spending € inlicencing or making it specific toyour needs… specially for your TaxiCompany»
  25. 25. # 5 RuleSCALE YOUR SALESTOM helps JIM to SCALE SALESwith OPENERP Value proposition
  26. 26. OPENERP ENTERPRISE (OPW) – A MUST HAVEOPENERP ENTERPRISE (OPW)« Get rid of Pain ; focus on value added services » 1. BUG FIXING, SECURITY ALERTS 2. SUPPORT 3. MIGRATION A. Minor Release every 6 months B. Major Release every 18 months C. OPENERP ensure Partners having new features to sell through the versioning D. Partners will monetize new features through their services 6/10/2010
  27. 27. PACKAGE A GLOBAL OFFER FOR EACH VERSION • PRESENTATION OF THE NEW FEATURES • MIGRATION & DEPLOYMENT TO NEW VERSION • ACTIVATION & PARAMETERIZATION OF THE NEW FEATURES • CUSTOM DEVELOPMENTS/CUSTOMIZATIONS OF SOME FEATURES • TRAINING OF THE USERS TO THE NEW VERSION 6/10/2010
  28. 28. PROFESSIONAL SERVICES ON DEMAND PRESALES CONSULTANT FUNCTIONAL CONSULTANT TECHNICAL CONSULTANT Expert Consultant Consultant • 1,250 € • 850€ 6/10/2010
  29. 29. OFF-SHORE SERVICES ON DEMAND DEVELOPERS ON DEMAND Min Off Shore Package Training (2 dev. full time + 1/3 PM ) x 1 month • 1750€ • Dev 220 € / Day • 875 € until June 2011 • PM 350€ /Day • New! Partner discounts applied on off shore services up to June 2011 6/10/2010
  30. 30. EDUCATION – Certified Training Program BOOST YOUR REVENUE BY OFFERING TRAININGS NEWS! MATERIALS IN SPANISH OUT SOON ! 6/10/2010
  31. 31. SAAS REFERRAL PROGRAM FOR PARTNERS NEW! SAAS PARTNER PROGRAM • 10% READY, 15% SILVER, 20% GOLD • THE STANDARD OPENERP CONTRACT WILL APPLY • ONLY AVAILABLE TO THE PARTNERS • THE PARTNER IS BILLED DIRECTLY AND WILL REBILL HIS CUSTOMERS AT HIS OWN PRICE • THE PARTNER MANAGERS THE CONTROL CENTER FOR HIS CUSTOMERS • THE PARTNER CAN MANAGE SEVERAL CUSTOMERS ON HIS INSTANCE • A CHANGE IN THE PARTNERS CONTRACT WILL BE NEEDED PLEASE DISCUSS WITH YOUR ACCOUNT MANAGER FOR ANY PACKAGE OVER 250 USERS 6/10/2010
  32. 32. MARKETING SERVICES JOINT EVENTS DIRECT MAILINGS BUSINESS CASES INCREASE VISIBILITY LEAD GENERATION PROGRAM AND MANY MORE 6/10/2010
  33. 33. ROBERT , ARE YOUHAPPY NOW ?
  34. 34. Let’s wrap up !# 1 Rule – DEMONSTRATE# 2 Rule – ADDRESS OPENERP to the right market# 3 Rule – SEQUENCE your Sales Cycle# 4 Rule – SELL A MODULAR approach# 5 Rule – SCALE YOUR SALES
  35. 35. OERP SalesOrganisation
  36. 36. 1. Marketing Lead Channel DM/Event Mgmt Mkt (Helene) (Chris) (Nicoleta)6/10/2010
  37. 37. 2. Sales Strategic SaaS / SB (Maxime) Partnerships (Thomas) Alliances (Nikolas) ISR ISR ISR ISR Sales Sales Sales Sales(Juan) (Marc) (Dennis) (Zeldha) (Nora) (Nicolas) (Ruben) (TBH) 6/10/2010 38
  38. 38. 3. Channels Gold/Silver Gold/Silver Silver/Ready Ready (Alex) Ready (TBH) Ready (TBH) (Marnix) (TBH) (Ludo)6/10/2010 39
  39. 39. Make some noises !HAPPY SELLING !
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