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OpenERP partnership program: benefits and value. Ruben Real, OpenERP
 

OpenERP partnership program: benefits and value. Ruben Real, OpenERP

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    OpenERP partnership program: benefits and value. Ruben Real, OpenERP OpenERP partnership program: benefits and value. Ruben Real, OpenERP Presentation Transcript

    • RUBEN REAL SALES MANAGER PARTNERSHIPS - ALLIANCES EMEA Open Days 2013 OpenERP Partnership Program
    • 2 Our Company • Founded in 2005 by Fabien Pinckaers - CEO2005 • Average growth = 100%2005 - 2011 • 165% growth; 4.6M US$ in revenues2011 • 300% growth; 8M US$ in revenues2012 • Aggressive growth with OpenERP v7.0 = $$$2013
    • 3 2,000,000 + Users
    • 4 550 Partners
    • 5 110 Countries
    • 6 850 Inbound Leads Daily
    • 7 4 subsidiaries 2013
    • 8 32 Translations
    • 9 38% of time saved to finalize your business flow
    • 10 3250Applications
    • Our Product 3000+ Open Source Apps
    • 1 Application for every single need … CRM & Sales • Leads & Opportunities • Quotations & Sales • Phone Calls • Shared Calendar • Revenue Forecasts • Outlook Plugin • E-commerce Integration • After-Sales Services HR • Timesheets/ Attendances • Leaves Management • Expenses Tracking • Periodic Evaluations • Recruitment • Payroll Accounting • Financial Accounting • Analytic Accounting • Bank Interfaces • Multi-Currencies • Multi-Charts • Validation Workflows • 26 Countries supported • Dashboards & KPI • Consolidation • Budgets Marketing • Multi-Channel Campaigns • E-Mails templates • Website Integration • Mail Gateway • Segmentation & Profiling • Template of Report MRP • Multi-Level BoMs • Flexible Routings • JIT, Kanban, MTO • Full Traceability Service MGMT • Project Management • Gantt & Calendars • Issues Tracker • Contract Management Point of Sales • Touch screen • Disconnected Mode • Fully Integrated Logistic • Multi-Warehouses • Push/Pull Flows • Delivery Mgt Purchase • Rfqs • Purchase Tender • Supplier QoS Document MGMT • Workflows • Integration AND MUCH MORE ... 35 new modules a month
    • 13 Being Social? • Open Chatter • LinkedIn Plugin • Share and exchange docs in real time!
    • Be FREE to start with a few apps and EXPAND... Manufacturing Purchase Accounting Supply HR .... Project Invoicing Sales ... CRM Step 1 : Simple Need – 1 Module Step 2 : Advanced Needs 7 Modules Step 3 : Full featured ERP 25 Modules and more BENEFITS : 1. Reduce your risk 2. Short decision cycle for the partners 3. Low-Cost Approach
    • Be FREE to customize at will... No heavy development required to adapt the solution to YOUR business Workflow designer Screen designer Report designer
    • Selected by reputable companies 150 M€ spent in 10 years with SAP ... NOW switching to OpenERP ... How come?
    • OpenERP Partnership Program
    • My opportunities – The Perfect Timing  The market is eager to find alternatives - The demand is already there  ERP Software market is going open source …  SME’s Market knows it…  Decision makers know it …  OpenERP is the answer  We have the products & the support to help you to meet it  We have the clients, the talent & the experience to address it It’s ALL about YOU & US !
    • My Opportunities –  Get New Clients  Address a very large untapped market of SME’s which think business applications are too expensive or too unflexible to meet their needs.  Leverage your Installed Client Base  OpenERP can complement any existing CRM, BI, E-commerce solutions you carry and help you generate more revenues.  Raise your competiveness  OpenERP is a new generation business application software, as opposed to most existing ERP solutions which are based on 20 year old technologies.  Leverage your Services  Highly valuable product and Increase your Profit …
    • My Benefits – LEARN!  Do you want to deliver quality services ? Then, Become an OpenERP Expert  You can attend to :  5 Days Functional Training Online/Onsite  5 Days Technical Training Onsite / Soon Online  1 Day Sales Training  Advanced online weekly Webinars  You GET Training Material  OpenERP Books  Access to the training center  Evaluate your staff with our certification exams
    • My Benefits – SELL !  Success means business – a Win Win collaboration to get more projects  Lead Generation Program  OpenERP runs Marketing campaigns to find leads  Lead forwarding to partners (~850 leads/day)  Get More visibility  We give you the rights to use the OpenERP Trademark  You get the official partner recognition on our website (12.000 views daily)  We give you marketing material through the partner portal  We organize joint events to boost our partners - www.openerp.com/events
    • My Benefits – DELIVER!  Our goal is to make you succeed in your projects  You GET access to :  Technical Support Team (Onsite or Remote)  Functional Support Team (Onsite or Remote)  Pre-Sales Support Team (Onsite or Remote)  You get access to our development services  On Demand development resources from India  Development tool kits like the integration server
    • My Benefits – DEVELOP!  Building a long-term relationship is important for US !  Account Management I. Provide guidance in your initial implementations and provide you services; II. Analyze your business objectives with OpenERP; III. Help to plan all the required steps to start your business with OpenERP successfully; IV. Ensure that you know how to do an OpenERP Demo; V. Show what our partners do to achieve their success.  More values ...  Upgrade trainings at each new release (version)  Discounts on all OpenERP Services ordered  Access to a dedicated partner portal – You control the relationship with US  Check your leads, opportunities, invoices, migration status, document library, tech support, news & events ONLINE.
    • My Benefits – Learn, Sell, Deliver, Develop! Learn • 5 Days Functional Trainings • 5 Days Technical Trainings • 1 Day – Sales Training • Advanced online webinars Sell • We Provide you Leads • Rights to use the Trademark • Official Partner Recognition • Get Marketing Material • Shared Events Deliver • Technical & Functional Support • Consultancy • Implementation Methodology • Offshore Developers • Access to Development Tools Develop • Dedicated Partner Manager • Partner Summits • Upgrade Trainings • Discounts on All Services
    • What do I need to do next ? Again it’s UP to YOU ...  You can start to benefit from OpenERP’s advantages Right Now !  You should consider Becoming a READY Partner Becoming a SILVER Partner Becoming a GOLD Partner
    • Define clear ROLES ROLES SERVICES OPENERP Publisher Marketing Account Manager Develop new versions Upgrade to new versions Maintain Stable versions Unlimited bug fix on stable versions Sales Assist to OpenERP Enterprise selling OPENERP Partners Sales Partner Customer Implementation Custom Development After-sale service Custom Support Strategy Out of the box OR System Integration Marketing Referrals & Branding
    • A strong and sane ecosystem End-User Finance the Ecosystem Partner – Reseller - Distributor Sell OpenERP Enterprise Propose Managed Services OpenERP Value proposition
    • OpenERP Enterprise We protect you from the early beginning Bugfix Guarantee Unlimited support Upgrade Migration (certified modules) Unlimited support the way to benefit from new features Automated updates (minor bugfix release) Proactive Packaged Modules to install in one click; Unlimited Funcional /Technical Support Limited hours Security Alert and Corrections Proactive Private Modules Permitted “White labeling” Permitted Hosting included (Opicional) Option: online/onsite
    • OpenERP Enterprise OpenERP provides the best value for money!
    • Value Split of OpenERP projects On a standard OpenERP project, 85% of the revenue goes to the Partner, 15% to OpenERP
    • The Right Balance OpenERP Partner Share Sell Train OpenERP Enterprise New versions Constant training Constant communication Value creation
    • OUT OF THE BOX VERSUS PROJECT IMPLEMENTATION WHICH ONE TO CHOOSE ? Go-to-Market Strategies
    • Go to Market Strategies – Which one I choose? Choose and stick to a strategy; Do not mix both approaches Project Implementation Reseller Target Clients > 25 users 1 to 25 users Partner Profile IT companies / System Integrators Resellers / Functional Experts Success factors Project Management Sales & Marketing Offer Custom Implementation Quickstart Offer Deployment Local Online or Local Growth Strategy Custom development YES NO or Very Limited Annual Growth Get bigger clients Get numerous clients
    • OpenERP Integrator  Custom Developments  Tailor made solutions  OpenERP Enterprise  Technical, Functional & Sales resources  Onsite
    • OpenERP Reseller – Quickstart offer  No development required  Standard Solution: CRM, HR, POS & Services Management  OpenERP Enterprise included  Functional & Sales resources  Onsite or Online  Go live full speed!
    • WHAT A PARTNER DOES NOT WANT TO MISS TOGETHER WITH OPENERP ! Partners Summit 2012 Partner KEY actions
    • Top 10 mistakes of partners TODAY Partners Summit 2012 1. Selling OpenERP Enterprise separately from the main project quote 2. Selling OpenERP Enterprise after GO LIVE 3. OpenERP Enterprise ? A nice to have – Should be a MUST have 4. Too much focus acquiring new clients rather than converting customer base 5. Developing FIRST, Selling AFTER 6. Low pricing value: a better product should have a higher price 7. Wasting too much time on non-valuable prospects due to weak qualification (no budget) 8. Chilly to migrate – keeping client base on old versions 9. No demonstration skills 10. No funnel transparency
    • Partners Summit 2012 38 PARTNER ACTION #1 Understand, Monitor & Manage Deployment methodologies  Follow regular webinars www.eventbrite.com
    • Partners Summit 2012 39 PARTNER ACTION #2 Understand, Monitor & Manage Sales Technics  Follow regular webinars www.eventbrite.com  How to sell OpenERP webinars
    • Partners Summit 2012 40 PARTNER ACTION #3 Accept & Improve Funnel Transparency  Partner portal improvement  Partner will be able to update leads & opportunities status  Support Ticket tracking system  Share your leads with OPENERP
    • Partners Summit 2012 41 PARTNER ACTION #5 Share, Publish and Contribute to Referrals
    • Partners Summit 2012 42 PARTNER ACTION #6 Monitor & Improve Staff Competences  Follow OpenERP functional trainings  Follow OpenERP technical trainings  Follow OpenERP Sales trainings  Follow regular OpenERP webinars  Become OpenERP certified
    • Partners Summit 2012 43 PARTNER ACTION #7 Learn & Practice Demonstration skills  A good DEMO gets your prospects excited  A good DEMO insures you to be shortlisted  A good DEMO sets the expectation right  A good DEMO is worth a thousand words  Competitors have better presentations, but no DEMO
    • Partners Summit 2012 44 PARTNER ACTION # 8 Design, Structure & Integrate A good quotation  Integrate OpenERP Enterprise in any quote  Integrate partner managed services
    • Partners Summit 2012 45 PARTNER ACTION # 9 Forecast, Maintain & Grow OpenERP revenue  To get 40K Revenue Target; forecast 120K in pipeline  Sell multi year services contracts  Ensure OpenERP Contracts renewals  OpenERP Business Plan – A true commitment  OpenERP Services – We are on your side  Consulting  Trainings  Off-Shore  Support
    • Subcontract to avoid bottlenecks Partners Summit 2012 46 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 No salesperson We cannot help you  Don’t be slowed down by a lack of resources. We can help you deliver successfully.
    • Partners Summit 2012 47 PARTNER ACTION # 10 Do not fail your First OpenERP Projects  Join your efforts with OpenERP during your first project  Success Rate is over 60%  You will learn from it for the next ones  Ensure a win-win situation between OpenERP & YOU
    • Partners Summit 2012 48 PARTNER ACTION # 11 Promote OpenERP  Publish success stories  Use social media like twitter, Facebook, LinkedIn  Organize Joint Event with OpenERP  Publish white papers
    • Partners Summit 2012 49 PARTNER ACTION # 12 Choose, Brand & Develop The Right OpenERP Strategy  Out-of-the-Box  System integration (project implementation)
    • Partners Summit 2012 50 PARTNER ACTION # 13 Ensure & Maintain High Quality Standards  Whenever if you are a Certified Training Partner (CTP)  Whenever if you are a New partner  Whenever if you are a Current partner  Whatever grade you have
    • Partners Summit 2012 51 PARTNER ACTION # 14 OpenERP commits on developing a great product Partners commit on a creating Values & Revenue to ensure a sain & great future
    • Partners Summit 2012 52 PARTNER ACTION # 15 Focus on Client Base Rather than wasting to much time on Getting New clients
    • Partners Summit 2012 53 From the early beginning we want to help you to start with OpenERP and develop your business working hand by hand close to you!
    • Partners Summit 2012 THANK YOU Contact us : +32 2 290.34.90 Email: sales@openerp.com ...