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Partner First Project Support               PRESENTER              SANDRO BOTTA            ACCOUNT MANAGER             SAM...
It starts with …YOU HAVE A PROJECT !
but huh …What now ?
Tell us about it !            • we integrate your project in our CRM            • we secure the lead            • we make ...
Your forecast is our forecast !Partners’ forecast and OpenERP’s forecast should bealignedWe stay in sync with your forecas...
Let’s talk about money
Standard split of revenues                                 7                          Partner    OpenERP100% 90% 80% 70% 6...
Need more info to convince ?    The partner portal
The partner portal                            9Get samples of brochures, presentation slides, comparison       with compet...
Back to the project … how much it cost ?
ChecklistDo you know what it takes to qualifyand estimate a project completely ?
Next stepsOpenERP suggested approach     • Software Assessment      done1     • Professional Analysis2                    ...
Why selling a pre analysis ?• If you succeed, you exclude competitors• It limits the risk of irrelevant project cost estim...
When to sell the pre-analysis?Only once the customer is excited and convinced bythe productEven if he is still assessing c...
Offer structurePre analysis      4 - 8 days
Engage us in your sales visits !           • introduce us to your prospect           • Contact builds trust           • We...
Build a long term visionAvoid the one shotTrigger a reflection on their 2y-3y businessinitiativesSell a roadmap
Offer structure
A pain ?Do I have theressources ?
Subcontract to avoid bottlenecksDon’t be slowed down by a lack of resources. We can help youdeliver successfully.  Problem...
Happy selling !
Supporting partners, but HOW?GAP-analysis         POC         GAP-analysis   Estimation     Planning  Detailed        Func...
Project Support – phase by phase GAP-analysis   POC   GAP-analysis   Estimation   PlanningThe purpose of the Gap Analysis ...
Project Support – phase by phase  GAP-analysis   POC   GAP-analysis   Estimation   Planning                               ...
Project Support – phase by phase  GAP-analysis   POC   GAP-analysis   Estimation   Planning                               ...
Project Support – phase by phase  GAP-analysis   POC   GAP-analysis   Estimation   Planning                               ...
Project Support – phase by phase  GAP-analysis   POC   GAP-analysis   Estimation   Planning                               ...
Project Support – phase by phase   GAP-analysis   POC    GAP-analysis   Estimation   Planning                             ...
Project Support – phase by phaseGAP-analysis   POC   GAP-analysis   Estimation   PlanningThe deliverables of the Gap Analy...
Project Support – phase by phaseGAP-analysis     POC      GAP-analysis   Estimation   PlanningOpenERP will assist the part...
Project Support – phase by phaseGAP-analysis   POC      GAP-analysis   Estimation   PlanningPartner will be in charge of: ...
Project Support – phase by phaseGAP-analysis   POC     GAP-analysis   Estimation   PlanningKnowledge to be transferred dur...
Project Support – phase by phase Detailed      Functional   Technical                  Development      Integration       ...
Project Support – phase by phaseDetailed      Functional   Technical                        Development      Integration  ...
Project Support – phase by phaseDetailed      Functional   Technical                  Development      Integration        ...
Project Support – phase by phaseDetailed      Functional   Technical                  Development      Integration        ...
Project Support – phase by phase  Detailed       Functional    Technical                       Development          Integr...
Project Support – phase by phaseDetailed      Functional    Technical                   Development      Integration      ...
Project Support – phase by phase Detailed        Functional   Technical                   Development      Integration    ...
Project Support – phase by phase Detailed      Functional   Technical                  Development      Integration       ...
Project Support – phase by phaseDetailed      Functional   Technical                  Developments    Integration         ...
Project Support – phase by phaseDetailed      Functional   Technical                  Developments    Integration         ...
Project Support – phase by phase Detailed      Functional   Technical                   Developments    Integration       ...
Project Support – phase by phase Detailed      Functional   Technical                  Developments    Integration        ...
Project Support – phase by phaseDetailed      Functional   Technical                  Developments    Integration         ...
Project Support – phase by phase                                    UserClient testing   User training   Acceptance       ...
Project Support – phase by phase                                    UserClient testing   User training   Acceptance       ...
Project Support – phase by phase                                     User Client testing   User training   Acceptance     ...
Project Support – phase by phase                                    UserClient testing   User training   Acceptance       ...
Project Support – phase by phase                                    UserClient testing   User training   Acceptance       ...
Project Support – phase by phase                                    UserClient testing   User training   Acceptance       ...
Project Support – phase by phase                  Live                            Warranty       Post                     ...
Project Support – phase by phase                  Live                            Warranty       Post                     ...
Project Support – phase by phase                  Live                            Warranty       Post                     ...
Purpose and ObjectivesOpenERP = Software editorWorking with partners = our core Business   Go to Market strength   Scalabi...
The ChallengeOpenERP = Software editorWorking with partners = our core Business   Go to Market strength   Scalability   Lo...
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OpenERP- Partner First Project Support

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Transcript of "OpenERP- Partner First Project Support"

  1. 1. Partner First Project Support PRESENTER SANDRO BOTTA ACCOUNT MANAGER SAMUEL MARTINS PROJECT AND SERVICES DIRECTOR
  2. 2. It starts with …YOU HAVE A PROJECT !
  3. 3. but huh …What now ?
  4. 4. Tell us about it ! • we integrate your project in our CRM • we secure the lead • we make it manageable from your partner portal
  5. 5. Your forecast is our forecast !Partners’ forecast and OpenERP’s forecast should bealignedWe stay in sync with your forecast through thepartner review meetingsAssess your resources and specify the OpenERPinvolvement and revenue split
  6. 6. Let’s talk about money
  7. 7. Standard split of revenues 7 Partner OpenERP100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0%The revenue and related services are split 85%-15% between Partner and OpenERP. Traditional ERP publishers take 35% of the project revenue!
  8. 8. Need more info to convince ? The partner portal
  9. 9. The partner portal 9Get samples of brochures, presentation slides, comparison with competitors, contracts, RFP templates, implementation methodology,… in your partner portal.
  10. 10. Back to the project … how much it cost ?
  11. 11. ChecklistDo you know what it takes to qualifyand estimate a project completely ?
  12. 12. Next stepsOpenERP suggested approach • Software Assessment done1 • Professional Analysis2 No free pre sales • Implementation3 Free Billed Billed but deducted from the implementation quote
  13. 13. 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 to higher implementation quotes• We are cheaper than the competitors as there is no license costs but we don’t offer free services
  14. 14. When to sell the pre-analysis?Only once the customer is excited and convinced bythe productEven if he is still assessing competitors solutions
  15. 15. Offer structurePre analysis 4 - 8 days
  16. 16. Engage us in your sales visits ! • introduce us to your prospect • Contact builds trust • We can help selling the pre-analysis and the Enterprise contract
  17. 17. Build a long term visionAvoid the one shotTrigger a reflection on their 2y-3y businessinitiativesSell a roadmap
  18. 18. Offer structure
  19. 19. A pain ?Do I have theressources ?
  20. 20. Subcontract to avoid bottlenecksDon’t be slowed down by a lack of resources. We can help youdeliver successfully. Problem Solution No project manager OpenERP consulting Need a functional expert OpenERP consulting Not enough developers OpenERP Offshore developers No time to train employees/customers Official training/webinar Wasting time on technical issues OpenERP Enterprise Need to migrate custom instance Custom module migration
  21. 21. Happy selling !
  22. 22. Supporting partners, but HOW?GAP-analysis POC GAP-analysis Estimation Planning Detailed Functional Technical OpenERP Enterprise OpenERP Enterprise analysis analysis analysis Developments IntegrationDevelopments & Unit tests tests UserClient testing User training Acceptance testing Live Data WarrantyDeployment environment migration Go live period support release PostDeployment L1 support L2 support support
  23. 23. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation PlanningThe purpose of the Gap Analysis is to Evaluate the project scope Determine the customization level which will be required Assess the investments required Plan the project Organise the project governance
  24. 24. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 1: Company Mind Maps – Interviews:
  25. 25. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 2: Key Users Mind Maps – Interviews:
  26. 26. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 3: Define the GAPS and Estimates: List the GAP’s Weight the GAP’s : • Complexity • Analysis • Development
  27. 27. 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
  28. 28. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 4: Plan the ProjectPlan the project trying to phase development in small sprints:• short analysis/development time => Quick in customer’s hand => Be AGILE
  29. 29. Project Support – phase by phaseGAP-analysis POC GAP-analysis Estimation PlanningThe deliverables of the Gap Analysis are : Gap Analysis reporting (Needs, Scope, Risks, GAP’s) Gap Analysis Matrix Project Road map Financial estimate Agreement on validation process and project
  30. 30. Project Support – phase by phaseGAP-analysis POC GAP-analysis Estimation PlanningOpenERP will assist the partner in : Training the partner on the various tools and methodologies Mind Maps Estimation sheet,... Reviewing the Partner’s Gap Analysis Performing the work load estimate together with the Partner Providing a matrix to estimate the overhaul cost
  31. 31. Project Support – phase by phaseGAP-analysis POC GAP-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
  32. 32. 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), GAP’s Functional expertise on OpenERP Expertise about assessing the development time required
  33. 33. Project Support – phase by phase Detailed Functional Technical Development Integration analysis analysis Developments s & Unit tests tests analysisThe Analysis purpose is to Design the solution Validate the solution Finalise the development estimation from both a functional and technical point of viewThe Development purpose is to Implement the solution, Test the solution Validate the solution with Key Users
  34. 34. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysisBE AGILE Short Project Cycles: • Increase Project visibility with client (demo’s, user tests,...) • Keep control of requirements (quick technical and functional validation) • Increase quality (early testing allows you to identify issues early and solve them)
  35. 35. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysisHow to analyse: Use the Detailed analysis template to define: Process description and workflows
  36. 36. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysis Views and wizards using mockups
  37. 37. Project Support – phase by phase Detailed Functional Technical Development Integration analysis analysis Developments s & Unit tests tests analysis Access rights Objects User type 1 User type 2 User Type 3 Rights Rights Rights Name CRUD C R Address,… No D U“Rights” = 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.
  38. 38. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysis Change requests Change Request Flow
  39. 39. Project Support – phase by phase Detailed Functional Technical Development Integration analysis analysis Developments s & Unit tests tests analysisThe 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
  40. 40. Project Support – phase by phase Detailed Functional Technical Development Integration analysis analysis Developments s & Unit tests tests analysisThe deliverables of the Developments are : Software configuration Custom modules Interfaces Data Import tools Test plan
  41. 41. Project Support – phase by phaseDetailed Functional Technical Developments Integration analysis analysis Developments & Unit tests testsanalysisOpenERP will assist the partner in : Training the partner on the various tools and methodologies Analysis templates Analysis best practice Validate the analysis : The feasibility The functional and technical choices The final estimates
  42. 42. Project Support – phase by phaseDetailed Functional Technical Developments Integration analysis analysis Developments & Unit tests testsanalysisOpenERP will assist the partner in : Setting Runbot Buildbot Code review for custom modules Bug correction (reporting, following,...) Data mapping for data import
  43. 43. Project Support – phase by phase Detailed Functional Technical Developments Integration analysis analysis Developments & Unit tests tests analysisPartner will be in charge of: Prepare the analysis: Agree Process definition and workflows Design the new views and wizards Define access rights Define interfaces Perform developments (process, interfaces, migrations scripts) Unit test the code Perform integration testing including interfaces and migration
  44. 44. Project Support – phase by phase Detailed Functional Technical Developments Integration analysis analysis Developments & Unit tests tests analysisKnowledge to be transferred during that stage: Methodology and templates to perform a detailed analysis Tools to design screen mock-ups Functional expertise on OpenERP Knowledge about how to customize reports, view, access rights Technical knowledge to interface OpenERP with other software Expertise about assessing the development time required to meet customer’s requirements to finalise the cost estimate
  45. 45. Project Support – phase by phaseDetailed Functional Technical Developments Integration analysis analysis Developments & Unit tests testsanalysisKnowledge to be transferred during thatstage: Development best practices How to set up a Runbot/ Buildbot Methodologies for bug reporting in OpenERP How to import data into OpenERP How to test OpenERP
  46. 46. Project Support – phase by phase UserClient testing User training Acceptance testingThe Client Testing purpose is to Train the client End Users Handover the application to the client Allow the client to perform end to end testing including: Application Interfaces Access rights Outputs Reports Put in place the support tools (Bugs shared view, governance,...)
  47. 47. Project Support – phase by phase UserClient testing User training Acceptance testingBugs shared view
  48. 48. Project Support – phase by phase User Client testing User training Acceptance testingThe deliverables of the Client Testing (UAT) are : Training material User guides Full test report Approval for production deployment
  49. 49. Project Support – phase by phase UserClient 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
  50. 50. Project Support – phase by phase UserClient 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
  51. 51. Project Support – phase by phase UserClient testing User training Acceptance testingKnowledge to be transferred during that stage: How to provide an efficient OpenERP training and building training materials How to use OpenERP to deliver high quality support to the customer
  52. 52. Project Support – phase by phase Live Warranty Post DataDeployment environment migration Go live period Deployment L1 support L2 support release support support 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,...)
  53. 53. Project Support – phase by phase Live Warranty Post DataDeployment environment migration Go live period Deployment L1 support L2 support release support support 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
  54. 54. Project Support – phase by phase Live Warranty Post DataDeployment environment migration Go live period Deployment L1 support L2 support release support support 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
  55. 55. Purpose and ObjectivesOpenERP = Software editorWorking with partners = our core Business Go to Market strength Scalability LocalizationPartner = OpenERP’s Image at Client sidePartner = Selling OpenERP’s brandPartner & OpenERP’s responsibility to succeedprojects => IT IS a SHARED challenge
  56. 56. The ChallengeOpenERP = Software editorWorking with partners = our core Business Go to Market strength Scalability LocalizationPartner = OpenERP’s Image at Client sidePartner = Selling OpenERP’s brandPartner & OpenERP’s responsibility to succeedprojects => IT IS a SHARED challenge
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