Building a Global Channel                                       1                        VISION & UPDATE                  ...
OpenERP is changing trendsthat are turning thetraditional partnermodel on ENDPartners Summit 2012   2
In any industry ,the only reason why twopartners decide to enter into arelationship is becauseboth find value            a...
Partner Network Coverage                        4Partners Summit 2012
Partner Management 2009-2010                             52009                             2010                           ...
Partner Management TODAY                                           6     2011                                      2012   ...
Partner Management TOMORROW                                     7                       2014                        2000 p...
Global Partner Network Growth                                  8                        Partner Network Growth  2000  1600...
Global Partner Grade Split                                        9                            Partner Grade Split Chart  ...
Partner Network Split Vision                                     10                       Partner Network Split - Vision  ...
How to reach 2000 partners ?How to avoid the churn ?How to make partners happy?CREATE PARTNER LOYALTY !Partners Summit 201...
“After 4 years working withPartners we noticed someperformed much better thanothers …”HOW COME ?Partners Summit 2012   12
Define clear ROLES                                       13                       ROLES                           SERVICES...
Partner Management : 2 Separate Roles                                    14    Ready Partner                           Sil...
Strengthen a strong ecosystem                                            15                                        OpenERP...
The Right Balance (1)                                 16                       OpenERP        PartnerPartners Summit 2012
The Right Balance (2)                                 17                       OpenERP        PartnerPartners Summit 2012
The Right Balance (3)                                        18                       OpenERP               Partner       ...
Partner Management Tools                                     19   Partner Portal       Update online leads & opportunities...
Go-to-Market Strategies                                  20                          OUT-OF-THE-BOX                       ...
Active channel managementbenefits               both                 the vendor andthe channel partner by helping togrow r...
Go to Market Strategies – Which one I choose?                                      22Choose and stick to a strategy; Do no...
I just started with OpenERP as Ready Partner…We are a team of 3 people2 functional experts and 1 qualified sales executive...
OpenERP    Implementation AssistanceThe OpenERP       out-of-the-box           project approach                  MAXIME GL...
What is an OpenERP Implementation Assistance                                     out-of-the-box approachIt is an out-of-th...
OpenERP Implementation Assistance             Out-of-the-box approach - What is in it ?       Project duration ?3 month ob...
OpenERP Implementation Assistance       Out-of-the-box : Who   is it for ? / When is it recommended ?Limited budget (less ...
OpenERP Implementation Assistance       Out-of-the-box : Who   is it for ? / When is it recommended ?Customer is not seeki...
OpenERP Implementation Assistance sales cycle                      Out-of-the-box project - How to sell it ?Implementation...
OpenERP Implementation Assistance sales cycle                 Out-of-the-box project - How to sell it ?      Qualif       ...
OpenERP Implementation Assistance sales cycle                Out-of-the-box project - How to sell it ?      Qualif        ...
OpenERP Implementation Assistance sales cycle                       Out-of-the-box project - How to sell it ?         Qual...
OpenERP Implementation Assistance sales cycle                 Out-of-the-box project - How to sell it ?       Qualif      ...
OpenERP Implementation Assistance sales cycle                     Out-of-the-box project - How to sell it ?           Qual...
OpenERP Implementation Assistance sales cycle                Out-of-the-box project - How to sell it ?      Qualif        ...
OpenERP Implementation Assistance sales cycle                 Out-of-the-box project - How to sell it ?      Qualif       ...
OpenERP Implementation Assistance sales cycle               Out-of-the-box project - How to sell it ?      Qualif        D...
OpenERP Implementation Assistance sales cycle         Out-of-the-box project - How to sell it ?Qualif      Demo      Prop ...
OpenERP Implementation Assistance sales cycle               Out-of-the-box project - How to sell it ?     Qualif         D...
OpenERP Implementation Assistance         Out-of-the-box approach : How can you be part of it ?We, OpenERP, do the selling...
OpenERP Implementation Assistance          Out-of-the-box approach : Summary of key messagesHuge market potentialFaster, e...
Implementation Assistance       Delivery                       42                PRESENTER             GRÉGOIRE KRIEG     ...
Assisting the client43
5 steps approach                                       44 Initial               Configuration           Trainings         ...
Initial Analysis                 45          1.Resources           2. Roles     O         P       C                       ...
Initial Analysis                          46Objectives:- Understand scope- Highlight priorities            Explain   OpenE...
Intial Analysis - Insights                                       47 Initial               Configuration           Training...
Trainings      48                ½ day per            functional domain                 PARTNER                 CLIENTin d...
Trainings - Insights                                       49 Initial               Configuration           Trainings     ...
Configuration and Import               50My Business’ Processes                        Configuration CLIENT               ...
Configuration and Import                   51     CLIENT PROGRESSION                                    DEADLINES  Create ...
Configuration / Import - Insights                                         52 Initial                 Configuration        ...
Validation               53     OpenERP         CLIENTObjective: Check & suggest
Validation - Insights                                       54 Initial               Configuration           Trainings    ...
Adaptation              55                   OpenERPObjective:Apply lightvariations
Adaptation - Insights                                       56 Initial               Configuration           Trainings    ...
Upselling                        57   C   CUSTOMER NEEDS                                CLIENT                            ...
Upselling                           58      C   CUSTOMER NEEDS                    S                    P                PA...
Summary                                                   59                                                              ...
I am a system integrator …We are a team of 10 people3 functional experts, 4 developers; 1 project director and2 experience...
Partner First Project Support                 PRESENTER               S A N D R O B O T TA             ACCOUNT MANAGER    ...
It starts with …YOU HAVE A PROJECT      Oppty !
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                                67                          Partner    OpenERP100% 90% 80% 70% 6...
Need more info to convince ?The partner portal
The partner portal                           69Get 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 ?
Build a long term visionAvoid the one shotTrigger a reflection on their 2y-3y business initiativesSell a roadmap
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 analysis?Only once the customer is excited and convinced by theproductEven if he is still assessing compe...
Offer structurePre analysis      4 - 8 days
Engage us in your sales visits !• introduce us to your prospect• Contact builds trust• We can help selling the pre-analysi...
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 phase GAP-analysis   POC   GAP-analysis   Estimation   PlanningThe deliverables of the Gap Anal...
Project Support – phase by phaseGAP-analysis      POC         GAP-analysis   Estimation   PlanningOpenERP will assist the ...
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 phase Detailed      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 phase Detailed   Functional     Technical                  Developments    Integration         ...
Project Support – phase by phase Detailed   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                                       User Client 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...
OpenERP Enterprise                                117                       THE ULTIMATE CLIENT                           ...
What is OpenERP Enterprise?                                         118   The solution/protection to all unexpected issues...
OpenERP Enterprise – No Pain                                    119“Avoid & Get rid of the pain ... Focus on value added  ...
OpenERP Enterprise – A Commodity                                        120   You are not alone       OpenERP Enterprise i...
Joint Sales Pitch – OpenERP Enterprise                                      121    Some statistics on OpenERP Enterprise c...
OpenERP Enterprise – Pricing                                     122   We have public prices for small projects. You shoul...
OpenERP Enterprise – Case 1                                     123   Company ABC selected OpenERP & a partner in order to...
OpenERP Enterprise – Case 2                                         124   Company ABC selected OpenERP & a partner in orde...
OpenERP Enterprise – Case 3                                          125   Company ABC selected OpenERP & a partner in ord...
Partner KEY actions                               126                 WHAT A PARTNER DOES                  NOT WANT TO MIS...
Top 10 mistakes of partners TODAY                                         1271.    Selling OpenERP Enterprise separately f...
PARTNER ACTION #1   Understand, Monitor & Manage   Deployment   methodologies          Follow regular webinars www.eventbr...
PARTNER ACTION #2   Understand, Monitor & Manage   Sales Technics          Follow regular webinars www.eventbrite.com     ...
PARTNER ACTION #3   Accept & Improve   Funnel Transparency          Partner portal improvement             Partner will be...
PARTNER ACTION #5   Share, Publish and Contribute to   ReferralsPartners Summit 2012   131
PARTNER ACTION #6   Monitor & Improve   Staff Competences          Follow OpenERP functional trainings          Follow Ope...
PARTNER ACTION #7   Learn & Practice   Demonstration skills          A good DEMO gets your prospects excited          A go...
PARTNER ACTION # 8   Design, Structure & Integrate   A good quotation          Integrate OpenERP Enterprise in any quote  ...
PARTNER ACTION # 9   Forecast, Maintain & Grow   OpenERP revenue          To get 40K Revenue Target; forecast 120K in pipe...
Subcontract to avoid bottlenecks                                          136   Don’t be slowed down by a lack of resource...
PARTNER ACTION # 10   Do not fail your   First OpenERP Projects          Join your efforts with OpenERP during your first ...
PARTNER ACTION # 11   Promote   OpenERP          Publish success stories          Use social media like twitter, Facebook,...
PARTNER ACTION # 12   Choose, Brand & Develop   The Right OpenERP   Strategy          Out-of-the-Box          System integ...
PARTNER ACTION # 13   Ensure & Maintain   High Quality Standards          Whenever if you are a Certified Training Partner...
PARTNER ACTION # 14   OpenERP commits on developing a   great product   Partners commit on a   creating Values &   Revenue...
PARTNER ACTION # 15   Focus on Client           Base   Rather than wasting to much time on   Getting New clientsPartners S...
Sell to your client base (1)                             143   It costs 5-7 times more to acquire a new customer than it  ...
Sell to your client base (2)                                144A new version should not be a constraint or cost to migrate...
From the early beginningtill today and surelytomorrow we all enjoyedworking with YOU fellowpartners !The Channel TeamPartn...
THANK YOU                       146Partners Summit 2012
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OpenERP - Vision & Update on Channel Strategy

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OpenERP - Vision & Update on Channel Strategy

  1. 1. Building a Global Channel 1 VISION & UPDATE ON CHANNEL STRATEGY X AV I E R PA N S A E R S OPENERP CHIEF SALES OFFICERPartners Summit 2012
  2. 2. OpenERP is changing trendsthat are turning thetraditional partnermodel on ENDPartners Summit 2012 2
  3. 3. In any industry ,the only reason why twopartners decide to enter into arelationship is becauseboth find value addedin it …Partners Summit 2012 3
  4. 4. Partner Network Coverage 4Partners Summit 2012
  5. 5. Partner Management 2009-2010 52009 2010 Launch of new partner 90 partners program No partner program 150 Partners Launch of OpenERP No partner management Publisher WarrantyPartners Summit 2012
  6. 6. Partner Management TODAY 6 2011 2012 330 Partners EMEA/Asia Q1 : 70 new partners 70 Partners Americas Activation Ratio 39% Light Presence in 70 countries Good partner identification Activation Ratio 20% Launch of Partner Portal Many first year partners Reinforce local presence Reach 600 partners Major Processes change Resellers strategy v.s true OPENERP Enterprise integratorsPartners Summit 2012
  7. 7. Partner Management TOMORROW 7 2014 2000 partners worldwide Strengthen local presence Activation Ratio 80% Many Resellers (Out of the box model) – Get the Mass ! System Integrator modelPartners Summit 2012
  8. 8. Global Partner Network Growth 8 Partner Network Growth 2000 1600 1200 800 400 0 2009 2010 2011 2012 2014Partners Summit 2012
  9. 9. Global Partner Grade Split 9 Partner Grade Split Chart 21 54 Ready Silver Gold 356Partners Summit 2012
  10. 10. Partner Network Split Vision 10 Partner Network Split - Vision Silver READY RESELLERS MASS Approach GOLDPartners Summit 2012
  11. 11. How to reach 2000 partners ?How to avoid the churn ?How to make partners happy?CREATE PARTNER LOYALTY !Partners Summit 2012 11
  12. 12. “After 4 years working withPartners we noticed someperformed much better thanothers …”HOW COME ?Partners Summit 2012 12
  13. 13. Define clear ROLES 13 ROLES SERVICES OPENERP PublisherMarketing Account ManagerDevelop new versions Upgrade to new versionsMaintain Stable versions Unlimited bug fix on stable versionsSales Assist to OpenERP Enterprise selling OPENERP PartnersSales PartnerCustomer Implementation Custom DevelopmentAfter-sale service Custom SupportStrategy Out of the box OR System IntegrationMarketing Referrals & BrandingPartners Summit 2012
  14. 14. Partner Management : 2 Separate Roles 14 Ready Partner Silver/Gold MGMT Partner MGMT • Activation – OE Selling • Projects • Leverage Competence • Presales & Consulting • 12Many attitude - • Partner review Webinars methodology* • 121 Sales AttitudePartners Summit 2012
  15. 15. Strengthen a strong ecosystem 15 OpenERP Value proposition Partner – Reseller - Distributor Propose Managed Sell OpenERP Enterprise Services End-User Finance the EcosystemPartners Summit 2012
  16. 16. The Right Balance (1) 16 OpenERP PartnerPartners Summit 2012
  17. 17. The Right Balance (2) 17 OpenERP PartnerPartners Summit 2012
  18. 18. The Right Balance (3) 18 OpenERP Partner OpenERP Value creation Enterprise Constant Train communication Constant Sell training New versions SharePartners Summit 2012
  19. 19. Partner Management Tools 19 Partner Portal Update online leads & opportunities Track Support tickets Partner Review Methodology https://docs.google.com/a/openerp.com/spreadsheet/ccc?key=0A mNnLfdyDRQfdHl0bEFFSEJTRTc4YzNhM0s4MHpFY1E#gid=0Partners Summit 2012
  20. 20. Go-to-Market Strategies 20 OUT-OF-THE-BOX V E RS US PROJECT IMPLEMENTATION WHICH ONE TO CHOOSE ?Partners Summit 2012
  21. 21. Active channel managementbenefits both the vendor andthe channel partner by helping togrow revenue and protect margins whilemaintaining theGo-To-Market StrategyPartners Summit 2012 21
  22. 22. Go to Market Strategies – Which one I choose? 22Choose and stick to a strategy; Do not mix both approaches Project Implementation Out-of-the-Box Target Clients > 25 users 1 to 25 users Partner Profile IT companies / System Resellers / Functional Integrators Experts Success factors Project Management Sales & Marketing Offer Custom Implementation Packaged Offer Deployment Local Online or Local Growth Strategy Custom development YES NO or Very Limited Annual Growth Get bigger clients Get numerous clientsPartners Summit 2012
  23. 23. I just started with OpenERP as Ready Partner…We are a team of 3 people2 functional experts and 1 qualified sales executiveMy customer base is mainly small clients withidentical configuration...How should I market OpenERP ?Partners Summit 2012 23
  24. 24. OpenERP Implementation AssistanceThe OpenERP out-of-the-box project approach MAXIME GLORIEUX, HEAD OF SAAS & IA
  25. 25. What is an OpenERP Implementation Assistance out-of-the-box approachIt is an out-of-the-box/standard OpenERPsystem deployment that involves thecustomer in the configuration of thedatabase.
  26. 26. OpenERP Implementation Assistance Out-of-the-box approach - What is in it ? Project duration ?3 month objective Onsite/online ?Customer’s choice Maintenance & migration ?Included in the proposal
  27. 27. OpenERP Implementation Assistance Out-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 ofhis system)Urgent need to deploy a system (less than 3 months)
  28. 28. OpenERP Implementation Assistance Out-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
  29. 29. 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
  30. 30. 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, decisionmakers, website, size, turnover, number of employees, number of users…Current way of working: how do they currently manage their activity?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
  31. 31. 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
  32. 32. 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
  33. 33. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingA demonstration should only be done after a full customer qualification and afterthe customer has validated his interest for an implementation assistance + isconscious 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) ?
  34. 34. 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.
  35. 35. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingHigh level presentation: You do not need to show every detail of a module or view for this first presentationVison : 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.
  36. 36. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ? Qualif Demo Prop Nego ClosingIdentify 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
  37. 37. 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
  38. 38. OpenERP Implementation Assistance sales cycle Out-of-the-box project - How to sell it ?Qualif Demo Prop Nego Closing
  39. 39. 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.
  40. 40. OpenERP Implementation Assistance Out-of-the-box approach : How can you be part of it ?We, OpenERP, do the selling and assign the project to you exemplesIf it is your first project, you can decide to use this project asan opportunity to gain experience in an implementationassistance by being an intermediary between the customerand OpenERP. You have a customer interested, you do the selling, position anumber days of onsite intervention. You come with yoursigned contract and we can help you should you needassistance until you feel completely confident doing it withoutus.
  41. 41. OpenERP Implementation Assistance Out-of-the-box approach : Summary of key messagesHuge market potentialFaster, easier sales cycle – average of less than 6 weeks from firstcontact to closingReduced risk > commitment to deliver support, not to deliver aprojectCustomer commitment is critical to the success of this kind ofimplementation approach> If the customer does not get involved, nothing will be done
  42. 42. Implementation Assistance Delivery 42 PRESENTER GRÉGOIRE KRIEG F U N C T I O N A L C O N S U LTA N T
  43. 43. Assisting the client43
  44. 44. 5 steps approach 44 Initial Configuration Trainings Validation AdaptationAnalysis / Import Upselling
  45. 45. Initial Analysis 45 1.Resources 2. Roles O P C ? ? ?OpenERP CLIENT 3. Tools Q&A
  46. 46. Initial Analysis 46Objectives:- Understand scope- Highlight priorities Explain OpenERP Understand Validate CLIENT
  47. 47. Intial Analysis - Insights 47 Initial Configuration Trainings Validation AdaptationAnalysis / Import UpsellingInsist that the offer is limited in timeHighlight client’s responsability of consolidatinginformation and human resources for the projectMake sure to start on SaaS to avoid server configurationproblems
  48. 48. Trainings 48 ½ day per functional domain PARTNER CLIENTin depth Objective: Skills Transfer
  49. 49. Trainings - Insights 49 Initial Configuration Trainings Validation AdaptationAnalysis / Import Upselling Attach importance to spacing of trainings Recommend client watch videos before Suggest client actively use test database before Ask of client to go through process of asking questions before Be able to focus on client’s business issues Take advantage of the form of the skills transfer: face to face, no language barrier
  50. 50. Configuration and Import 50My Business’ Processes Configuration CLIENT / Import Trainings
  51. 51. Configuration and Import 51 CLIENT PROGRESSION DEADLINES Create Users DefineSales Team Import Problem Products Solved OpenERP
  52. 52. Configuration / Import - Insights 52 Initial Configuration Trainings Validation AdaptationAnalysis / Import UpsellingImportance of smooth transition : Be active in set up of deadlines for configuration Follow up regularly on completion of deadlinesImportance of client’s project management: Client’s human resources should be active and free Client should make use of guides and adapt if needed Client should go through process of structuring needs (use of flowcharts and Q&A)Import issues : client should go through process of identifyingrelevant data and adapting itUse of support hours = answer configuration issues
  53. 53. Validation 53 OpenERP CLIENTObjective: Check & suggest
  54. 54. Validation - Insights 54 Initial Configuration Trainings Validation AdaptationAnalysis / Import UpsellingBe active in planning regular checks of client’s configuration tocontinue smooth planificationAvoid latter complications by identifying configuration errorsearlyInsist client make use of test database phase for trying outdifferent configurationsRecommend using webex live sessions to make suggestionsand feedback more efficient
  55. 55. Adaptation 55 OpenERPObjective:Apply lightvariations
  56. 56. Adaptation - Insights 56 Initial Configuration Trainings Validation AdaptationAnalysis / Import UpsellingDo not rush into this step: client needs to have a goodunderstanding of OpenERP standard featuresMake sure client knows what he wants: make him expressclearly his needs and avoid carrying out the modificationstoo soonForm of modifcations: add fields directly in productiondatabase
  57. 57. Upselling 57 C CUSTOMER NEEDS CLIENT Trainings S P E OpenERP C PARTNERSTANDARD I F I Objective: C Discover opportunities
  58. 58. Upselling 58 C CUSTOMER NEEDS S P PARTNER E OpenERP C STANDARD I F IImplementation Assistance C Objective: Act on opportunities
  59. 59. Summary 59 O P C • Understand Scope, Explain Roles, Resources & Tools Initial Analysis X X • Transfer skills X X TrainingsConfiguratio • Practical use by client, assistance by OpenERP X X n Import • Control, validation and suggestions X XVerification • Apply light variations X XAdaptation • Out of Scope X X Upselling
  60. 60. I am a system integrator …We are a team of 10 people3 functional experts, 4 developers; 1 project director and2 experienced salesI have a large ERP integration experience but notmuch OpenERP…My clients are always different and need deepcustomization & running critical applicationsHow should I market OpenERP ?Partners Summit 2012 60
  61. 61. Partner First Project Support PRESENTER S A N D R O B O T TA ACCOUNT MANAGER SAMUEL MARTINS PROJECT AND SERVICES DIRECTOR
  62. 62. It starts with …YOU HAVE A PROJECT Oppty !
  63. 63. but huh …What now ?
  64. 64. Tell us about it ! • we integrate your project in our CRM • we secure the lead • we make it manageable from your partner portal
  65. 65. Your forecast is our forecast !Partners’ forecast and OpenERP’s forecast should bealignedWe stay in sync with your forecast through the partnerreview meetingsAssess your resources and specify the OpenERPinvolvement and revenue split
  66. 66. Let’s talk about money
  67. 67. Standard split of revenues 67 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!
  68. 68. Need more info to convince ?The partner portal
  69. 69. The partner portal 69Get samples of brochures, presentation slides, comparison with competitors, contracts, RFP templates, implementation methodology,… in your partner portal.
  70. 70. Back to the project … how much it cost ?
  71. 71. ChecklistDo you know what it takes to qualifyand estimate a project completely ?
  72. 72. Build a long term visionAvoid the one shotTrigger a reflection on their 2y-3y business initiativesSell a roadmap
  73. 73. Next stepsOpenERP suggested approach • Software Assessment done1 • Professional Analysis2 No free pre sales • Implementation3 Free Billed Billed but deducted from the implementation quote
  74. 74. 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
  75. 75. When to sell the analysis?Only once the customer is excited and convinced by theproductEven if he is still assessing competitors solutions
  76. 76. Offer structurePre analysis 4 - 8 days
  77. 77. Engage us in your sales visits !• introduce us to your prospect• Contact builds trust• We can help selling the pre-analysis and theEnterprise contract
  78. 78. Offer structure
  79. 79. A pain ?Do I have theressources ?
  80. 80. 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
  81. 81. Happy selling !
  82. 82. Supporting partners, but HOW?GAP-analysis POC GAP-analysis Estimation Planning Detailed Functional Technical 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
  83. 83. 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
  84. 84. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 1: Company Mind Maps – Interviews:
  85. 85. Project Support – phase by phase GAP-analysis POC GAP-analysis Estimation Planning HOW?Step 2: Key Users Mind Maps – Interviews:
  86. 86. 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
  87. 87. 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
  88. 88. 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
  89. 89. Project Support – phase by phase GAP-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
  90. 90. 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
  91. 91. 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
  92. 92. 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
  93. 93. 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
  94. 94. 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)
  95. 95. 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
  96. 96. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysis Views and wizards using mockups
  97. 97. 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.
  98. 98. Project Support – phase by phaseDetailed Functional Technical Development Integration analysis analysis Developments s & Unit tests testsanalysis Change requests Change Request Flow
  99. 99. 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
  100. 100. 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
  101. 101. Project Support – phase by phase Detailed Functional Technical Developments Integration analysis analysis Developments & Unit tests tests analysisOpenERP 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
  102. 102. Project Support – phase by phase Detailed Functional Technical Developments Integration analysis analysis Developments & Unit tests tests analysisOpenERP will assist the partner in : Setting Runbot Buildbot Code review for custom modules Bug correction (reporting, following,...) Data mapping for data import
  103. 103. 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
  104. 104. 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
  105. 105. Project Support – phase by phase Detailed Functional Technical Developments Integration analysis analysis Developments & Unit tests tests analysisKnowledge to be transferred during that stage: 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
  106. 106. 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,...)
  107. 107. Project Support – phase by phase UserClient testing User training Acceptance testingBugs shared view
  108. 108. 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
  109. 109. 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
  110. 110. 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
  111. 111. Project Support – phase by phase User Client 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
  112. 112. 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,...)
  113. 113. 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
  114. 114. 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
  115. 115. 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 succeed projects => IT IS a SHARED challenge
  116. 116. 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 succeed projects => IT IS a SHARED challenge
  117. 117. OpenERP Enterprise 117 THE ULTIMATE CLIENT VALUEPartners Summit 2012
  118. 118. What is OpenERP Enterprise? 118 The solution/protection to all unexpected issues. Bug fixes Unlimited Upgrades/Migrations Unlimited Functional & technical support Limited hours Security alerts & patches Proactive Private modules Allowed White labeling AllowedPartners Summit 2012
  119. 119. OpenERP Enterprise – No Pain 119“Avoid & Get rid of the pain ... Focus on value added services instead” The pain starts early in the implementation process Don’t waste time/money due to unexpected bugs during the implementation phase. Selling OpenERP Enterprise @ GO LIVE is old fashioned and useless. Include OpenERP Enterprise pricing in your original quotation. Discuss your original quotation with your account manager. He will check if the pricing is relevant and support you selling it.Partners Summit 2012
  120. 120. OpenERP Enterprise – A Commodity 120 You are not alone OpenERP Enterprise is an insurance contract for you & your customer. OpenERP Enterprise is a way to secure your customers in the long term. Benefit from selling new features through upgrades Don’t let them running old OpenERP versions on which you will not want to offer services anymore OpenERP Enterprise guarantees to have the publisher on your side.Partners Summit 2012
  121. 121. Joint Sales Pitch – OpenERP Enterprise 121 Some statistics on OpenERP Enterprise conversion rate 90% success rate when your account manager is selling OpenERP Enterprise for/with the partner 30% success rate when the partner is selling on his own Why? A new partner is not always aware of all contract terms A partner is more focused selling the entire projects In some cases, an end-user prefer to get a direct contact with the publisher in order to understand the value propositionPartners Summit 2012
  122. 122. OpenERP Enterprise – Pricing 122 We have public prices for small projects. You should contact your Account manager for bigger ones. We consider 15% of the TCO a minimum amount. We don’t do less than 10% (not profitable for us) How to count the number of users: We take into account the number of users at the term of the contract (in 1 year), not at the beginning of the contract. We might adapt pricing to light users. Don’t forget your partner level discount (10-15-20%). Higher discounts are available with multi-years contractsPartners Summit 2012
  123. 123. OpenERP Enterprise – Case 1 123 Company ABC selected OpenERP & a partner in order to replace its existing CRM... TCO = 60K€ Max 35 users & 15 users after 1 year No IT expertise IT staff = 0 OpenERP Enterprise Proposal – standard pricing 1 Year Commitment Year 1 Year 2 OpenERP Enterprise 3,950 € 9,950 €Partners Summit 2012
  124. 124. OpenERP Enterprise – Case 2 124 Company ABC selected OpenERP & a partner in order to replace its existing home made ERP... TCO = 500K€ 150 full users, 650 light users Try to manage partner expectation by announcing 25 users during implementation phase Need payroll, time management, provisioning, budget, accounting ERP internal Team = 4 people OpenERP Enterprise Proposal – less than 15% of TCO 3 Years Commitment Year 1 Year 2 Year 3 OpenERP Enterprise 35,000 € 35,000 € 35,000 €Partners Summit 2012
  125. 125. OpenERP Enterprise – Case 3 125 Company ABC selected OpenERP & a partner in order to replace its existing proprietary ERP... TCO = 1M€ 550 Full Users & requiring to migrate every year Massive change processes work Need MRP, Supply Chain, POS, Accounting, Billing, Inventory, etc… Internal ERP Team = 7 people OpenERP Enterprise Proposal – 15% less than TCO 2 Years Commitment Year 1 Year 2 Year 3 (Optional) OpenERP Enterprise 55,000 € 40,000 € 35,000 € Selected competitor 125,000 € 125,000 € 125,000 €Partners Summit 2012
  126. 126. Partner KEY actions 126 WHAT A PARTNER DOES NOT WANT TO MISS TOGETHER WITH OPENERP !Partners Summit 2012
  127. 127. Top 10 mistakes of partners TODAY 1271. Selling OpenERP Enterprise separately from the main project quote2. Selling OpenERP Enterprise after GO LIVE3. OpenERP ? A nice to have – Should be a MUST have4. Too much focus acquiring new clients rather than converting customer base5. Developing FIRST, Selling AFTER6. Low pricing value: a better product should have a higher price7. Wasting too much time on non-valuable prospects due to weak qualification (no budget)8. Chilly to migrate – keeping client base on old versions9. No demonstration skills10. No funnel transparencyPartners Summit 2012
  128. 128. PARTNER ACTION #1 Understand, Monitor & Manage Deployment methodologies Follow regular webinars www.eventbrite.comPartners Summit 2012 128
  129. 129. PARTNER ACTION #2 Understand, Monitor & Manage Sales Technics Follow regular webinars www.eventbrite.com How to sell OpenERP webinarsPartners Summit 2012 129
  130. 130. 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 OPENERPPartners Summit 2012 130
  131. 131. PARTNER ACTION #5 Share, Publish and Contribute to ReferralsPartners Summit 2012 131
  132. 132. 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 certifiedPartners Summit 2012 132
  133. 133. 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 DEMOPartners Summit 2012 133
  134. 134. PARTNER ACTION # 8 Design, Structure & Integrate A good quotation Integrate OpenERP Enterprise in any quote Integrate partner managed servicesPartners Summit 2012 134
  135. 135. 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 SupportPartners Summit 2012 135
  136. 136. Subcontract to avoid bottlenecks 136 Don’t be slowed down by a lack of resources. We can help you deliver 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 No salesperson We cannot help you ☺Partners Summit 2012
  137. 137. 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 & YOUPartners Summit 2012 137
  138. 138. PARTNER ACTION # 11 Promote OpenERP Publish success stories Use social media like twitter, Facebook, LinkedIn Organize Joint Event with OpenERP Publish white papersPartners Summit 2012 138
  139. 139. PARTNER ACTION # 12 Choose, Brand & Develop The Right OpenERP Strategy Out-of-the-Box System integration (project implementation)Partners Summit 2012 139
  140. 140. 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 havePartners Summit 2012 140
  141. 141. PARTNER ACTION # 14 OpenERP commits on developing a great product Partners commit on a creating Values & Revenue to ensure a sain & great futurePartners Summit 2012 141
  142. 142. PARTNER ACTION # 15 Focus on Client Base Rather than wasting to much time on Getting New clientsPartners Summit 2012 142
  143. 143. Sell to your client base (1) 143 It costs 5-7 times more to acquire a new customer than it does to sell to an existing customer! Selling to existing customers is less risky than starting new projects from scratch, for fixed price projects. You are in strong position to negotiate a good price when you sell to an existing customer. Its very difficult to grow by always looking for new customers. Your install base is an asset.Partners Summit 2012
  144. 144. Sell to your client base (2) 144A new version should not be a constraint or cost to migrate, itsan opportunity to propose new services to your customer base.The more you get revenue from your customer base, the moreyou will be able to grow and scale.Be sure you know how to benefit from a new version and howto package OpenERP Enterprise in your offers. OpenERP SAreleases new versions every 6 months. This allows partners todeliver more value to their customer base.Partners Summit 2012
  145. 145. From the early beginningtill today and surelytomorrow we all enjoyedworking with YOU fellowpartners !The Channel TeamPartners Summit 2012 145
  146. 146. THANK YOU 146Partners Summit 2012
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