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OpenERP Implementation Assistance - Partners

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http://openerp.com

http://openerp.com

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  • 1. OpenERP Implementation AssistanceThe OpenERP out-of-the-box project approach MAXIME GLORIEUX, HEAD OF SAAS & IA
  • 2. What is an OpenERP Implementation Assistance Our out-of-the-box approachIt is an out-of-the-box/standard OpenERPsystem deployment that involves thecustomer in the configuration of thedatabase.
  • 3. OpenERP Implementation AssistanceOut-of-the-box approach - What is in it ? Project duration ? 3 month objective Onsite/online ? Customer’s choice Maintenance & migration ? Included in the proposal
  • 4. OpenERP Implementation AssistanceOut-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 of his system) Urgent need to deploy a system (less than 3 months)
  • 5. OpenERP Implementation AssistanceOut-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) needs covered 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 to invest money for specific adaptations/developments
  • 6. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?Implementation Assistance sales cycle Qualif Demo Prop Nego Closing 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
  • 7. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingCompany details: activity, contact details, locations, contact person,decision makers, website, size, turnover, number of employees, numberof users…Current way of working: how do they currently manage theiractivity? 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
  • 8. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingData 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
  • 9. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego Closing Implementation DIY Assistance Traditional Project√ Get involved and learn √ local presence with your √ ideal for complex needs- no support from OpenERP certified expert (requiring heavy specific or its expert consultant consultant network developments) network √ get involved in your- time consuming (long implementation (& learn √ partner is taking care of implementation time) how to deploy and everything manage your own ERP) √ low cost √ onsite services - you need to be available during the deployment - pay per day of service - specific needs not covered
  • 10. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego Closing A demonstration should only be done after a full customer qualification and after the customer has validated his interest for an implementation assistance + is conscious 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 is interested in in regard to his company management needs) ?
  • 11. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego Closing CHECKLIST (continued):  Can I show him most of his needs without wasting too much time configuring a database specifically for him ?  and last but not least: Is it worth spending time with this prospect ? Are they serious about implementing a new ERP (timeframe, budget,...)? Are they willing to pay for our services should the demo be successful ?> If you have a no or do not know the answer to any of the above questions then you should not agree to make a demo and rather ask the customer the right questions before committing.
  • 12. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego Closing High level presentation:  You do not need to show every detail of a module or view for this first presentation Vison :  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.
  • 13. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego Closing Identify potential issues : Ask the customer what is refraining him from choosing OpenERP. -nothing ? Ask the customer whether he wants an offer reminding him about the budget range -identify customer processes not covered in OpenERP preventing him from deploying the software
  • 14. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingA 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
  • 15. OpenERP Implementation Assistance sales cycleOut-of-the-box project - How to sell it ?Qualif Demo Prop Nego Closing
  • 16. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingThe negotiation and closing are the easiest parts of this sales cycle.If the customer has indeed understood everything in the previous stages + is ready to take a decision, it is purely formalizing the agreement and sorting out logistical details to get the project started.
  • 17. OpenERP Implementation AssistanceOut-of-the-box approach : How can you be part of it ? We, OpenERP, do the selling and assign the project to you exemples If it is your first project, you can decide to use this project as an opportunity to gain experience in an implementation assistance by being an intermediary between the customer and OpenERP. You have a customer interested, you do the selling, position a number days of onsite intervention. You come with your signed contract and we can help you should you need assistance until you feel completely confident doing it without us.
  • 18. OpenERP Implementation Assistance Out-of-the-box approach : Summary of key messages Huge market potential Faster, easier sales cycle – average of less than 6 weeks from first contact to closing Reduced risk > commitment to deliver support, not to deliver a project Customer commitment is critical to the success of this kind of implementation approach > If the customer does not get involved, nothing will be done