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How to build a successful sales strategy reselling OpenERP to big companies. Sandro Botta, OpenERP
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How to build a successful sales strategy reselling OpenERP to big companies. Sandro Botta, OpenERP

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  • 1. VISION & UPDATE ON 1 Building a Global Channel ON CHANNEL STRATEGY SANDRO BOTTA SALES MANAGER Partners Summit 2013
  • 2. OpenERP is changing trends that are turning the traditional partner model END 2 model on END
  • 3. In any industry , the only reason why two partners decide to enter into a relationship is because 3 relationship is because both find value added in it …
  • 4. Partner Management 2009-2010 4 2009 90 partners 2010 Launch of new partner program 90 partners No partner program No partner management Launch of new partner program 150 Partners Launch of OpenERP Publisher Warranty
  • 5. Partner Management TODAY 5 2011 330 Partners EMEA/Asia 70 Partners Americas 2012 450 partners Activation Ratio 39%70 Partners Americas Light Presence in 70 countries Activation Ratio 20% Many first year partners Major Processes change OPENERP Enterprise Good partner identification Launch of Partner Portal Reinforce local presence Resellers strategy v.s true integrators
  • 6. Partner Management TODAY 6 2013 550 partners worldwide550 partners worldwide Strengthen local presence Increase of activation ratio through v7 Better partner enablement – helping partners resell Partner expertise recognition program
  • 7. Partner Management TOMORROW 7 2014 2000 partners worldwide Strengthen local presence Activation Ratio 80% Many Resellers (Quickstart) Get the Mass ! System Integrator model
  • 8. Global Partner Network Growth 8 1600 2000 Partner Network Growth 0 400 800 1200 2009 2010 2011 2012 2014
  • 9. Global Partner Grade Split 9 54 21 Partner Grade Split Chart 356 Ready Silver Gold
  • 10. Partner Network Split Vision 10 Partner Network Split - Vision GOLD Silver READY RESELLERS MASS Approach
  • 11. Define clear ROLES 11 ROLES SERVICES OPENERP Publisher Marketing Account Manager Develop new versions Upgrade to new versions Maintain Stable versions Unlimited bug fix on stable versionsMaintain Stable versions Unlimited bug fix on stable versions Sales Partner assistance and enablement OPENERP Partners Sales Partner Customer Implementation Custom Development After-sale service Custom Support Strategy Out of the box OR System Integration Marketing Referrals & Branding
  • 12. “After 4 years working with Partners we noticed some performed much better than others …” 12 HOW COME ?
  • 13. The new certification program 13
  • 14. What it is A professional certification program managed by professionals for professionals taking technicaland functional knowledge to a higher level
  • 15. Today’s pain points 15 Random quality and expertise throughout the partner network worldwide Unhappy customers after badUnhappy customers after bad recommendations or implementations Expertise is not recognized
  • 16. Objectives of the certification Ensure a constant level of quality amongst the partners and the community all through the world Get recognized for expertise Make expertise accessible to more people Extension of the OpenERP branding Key driver for the actual training programs
  • 17. How we will do OpenERP has chosen Pearson View to deliver their technical and functional certifications. Pearson View is the world leader, delivering certifications for companies likefor companies like Adobe Alfresco Business Objects Cisco Citrix HP Huawei Juniper Linux Novell Oracle SAP Siemens Symantec Vmware ...
  • 18. A global presence
  • 19. Professional test centers
  • 20. For partners ... An opportunity to sell trainings through the value of the certification An opportunity to keep your teams up to date onAn opportunity to keep your teams up to date on OpenERP, functionally and technically Partners will certify against the last version: Ready Partners 1 certified Silver Partners 2 certified Gold Partners 3 certified
  • 21. Partners certification upgrade timeline 21 V8 V9 Partnership renewal 3 months to certify 3 months to certify Certification level reassessment 3 months to certify
  • 22. Certifications provided 4 certifications Functional − Level 1 : Standard − Level 2 : Sys admin− Level 2 : Sys admin Technical − Level 1 : Standard (2014) − Level 2 : Expert (2014)
  • 23. From the early beginning till today and surely tomorrow we all enjoyed working with YOU fellow 23 working with YOU fellow partners ! The Channel Team
  • 24. 24 THANK YOU