1
QUICK START Methodology
Overview of the
Open Days 2013
Jaime Catalan
Sales Manager EMEA – Quick Start
Pascal Bohon
Funct...
2
Business Cases
OpenDays 2013 8/07/2013
 Belgian company specialized in the design, development and
manufacturing of military vehicles and weapon systems
 No ER...
- Stages
 Day D: Downloaded Open ERP
 D+1: First contact & Qualification
 D+14: Live Demo & Offer
 D+15: Agreement  E...
 Belgian web-agency specialized in Brand Advertising & Company
Communication on social networks
 No ERP  Excel sheets
...
- Stages (2)
 Day D: saw OpenERP on TV
 D+2: first contact
 D+5: 2nd qualification call  standard
 D+13: Live demo & ...
 Starter Company selling drones (helicopters in kit)
 Needs:
7
OpenDays 2013 8/07/2013
 Day D: first contact & qualification
 D+7: Live Demo & offer
 D+13: Agreement & Enterprise Contract signed
 D+20: 2 d...
Quick Start Origine
9
OpenDays 2013 8/07/2013
Project Size
(TCO)
0€ 15K€ 50K€ 2Mio€
Project Profile Out of the Box
Impleme...
10
QUICK START Methodology
Main target – GO LIVE
OpenDays 2013 8/07/2013
 No Custom… No Devs!!!
 Sales Cycle – 4 to 6 w...
11
QUICK START Methodology
4 rules
OpenDays 2013 8/07/2013
RULE N°1
12
Do not try to cover 100% of the
client needs with customisation
Work with the client to fit 90% of his needs
...
RULE N°2
13
DO not start from the client need
…
START from the exisiting product
coverage
OpenDays 2013 8/07/2013
RULE N°3
14
DO not propose a full detailed analysis
…
Implement and Go LIVE ASAP in a limited
# of days
OpenDays 2013 8/07...
RULE N°4
15
DO not propose specific developments
…
PROPOSE the product as it is
OpenDays 2013 8/07/2013
16
 Sell out-of-the box service is not complex but it’s a mindset
change
 Nearly all clients are LIVE after the first da...
What OpenERP Learnt?
17
 Success Keys
 Out-of-the box constraints, NO Gap Analysis
 Reduce client scopes to limit entry...
18
QUICK START Methodology
The Approach
OpenDays 2013 8/07/2013
Quick Start - Approach
19
Resellers
OERP 7 Sell 4 Standard Business Apps – CRM/PROJECT/HR/POS
Sales Approach Sell Standard...
Be FREE to start with a few apps and EXPAND...
20
Manufacturing
Accounting
....
Project
POS
Sales
HR
CRM
Step 1 : Simple N...
08 SELLING
STAGES
21
QUICK START Methodology
OpenDays 2013 8/07/2013
22
STAGE #01
Monitor & Manage
LOCAL LEAD Acquisition
 Mailings – Make the content as valuable as possible
 Weekly Webina...
23
Convert Lead to
BUSINESS
OPPORTUNITIES
 Light Scope Qualification
 Qualify directly or schedule a qualification call ...
24
STAGE #03
Make SURE to
QUALIFY NICELY
 Qualification Call (2 calls MAX.)
 No customisation
 Identify & Understand Bu...
25
STAGE #04
Excellence in
DEMONSTRATIONS
 Do not try to show all
 Keep focus on the essentials
 Prepare correctly the ...
26
STAGE #05
Design, Structure & Present
A good QUOTATION
 OpenERP Enterprise yearly fee
 min 3 days of onsite services ...
27
28
STAGE #07
Implement quick first and
Deploy after
 A client LIVE quickly is a surprised and
happy client…
 Additional ...
29
STAGE #08
Ensure & Maintain
High Quality Standards
 Follow on projects
 Indentify possible projects evolution, Consul...
30
QUICK START Methodology
8Selleng Stages
OpenDays 2013 8/07/2013
4 rules
Origines
31
QUICK START Methodology
it’s a mindset change
OpenDays 2013 8/07/2013
32
- Belgium
OpenDays 2013 8/07/2013
QUICK START Methodology
- France
- The Netherlands
… Now For Export
Q&A
8/07/2013OpenDays 2013
33
Overview
QUICK START Methodology
Thank you!!!
8/07/2013OpenDays 2013
Pascal Bohon
Functional Consultant
Email: pbo@openerp.com
Phone: +32/(0)81 813700 (ext...
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Overview of the QuickStart methodology: how to sell to small companies. Feedback from our firsts customers. Jaime Catalan, OpenERP

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Overview of the QuickStart methodology: how to sell to small companies. Feedback from our firsts customers. Jaime Catalan, OpenERP

  1. 1. 1 QUICK START Methodology Overview of the Open Days 2013 Jaime Catalan Sales Manager EMEA – Quick Start Pascal Bohon Functional Consultant – Quick Start Expert OpenDays 2013 8/07/2013
  2. 2. 2 Business Cases OpenDays 2013 8/07/2013
  3. 3.  Belgian company specialized in the design, development and manufacturing of military vehicles and weapon systems  No ERP  Excel sheets  Need: 3 OpenDays 2013 8/07/2013
  4. 4. - Stages  Day D: Downloaded Open ERP  D+1: First contact & Qualification  D+14: Live Demo & Offer  D+15: Agreement  Enterprise Contract Signed  D+19: First day of consultancy  D+26: End of implementation & Live Started with 2 users and will deploy up to 10-12 users 4 OpenDays 2013 8/07/2013
  5. 5.  Belgian web-agency specialized in Brand Advertising & Company Communication on social networks  No ERP  Excel sheets  Need: 5 OpenDays 2013 8/07/2013
  6. 6. - Stages (2)  Day D: saw OpenERP on TV  D+2: first contact  D+5: 2nd qualification call  standard  D+13: Live demo & Offer  D+17: Agreement  Enterprise Contract signed  D+23: 1Day Implementation & Live on CRM Project Management will come on a second step 6 OpenDays 2013 8/07/2013
  7. 7.  Starter Company selling drones (helicopters in kit)  Needs: 7 OpenDays 2013 8/07/2013
  8. 8.  Day D: first contact & qualification  D+7: Live Demo & offer  D+13: Agreement & Enterprise Contract signed  D+20: 2 days of consultancy  D+24: 3rd day of consultancy Started Implementing CRM & Sales Warehouse has been implemented on a second step Purchase and Manufacturing will follow 8 - Stages OpenDays 2013 8/07/2013
  9. 9. Quick Start Origine 9 OpenDays 2013 8/07/2013 Project Size (TCO) 0€ 15K€ 50K€ 2Mio€ Project Profile Out of the Box Implementation Implementation with Custom & Dev Bigger Projects with real Custom & Dev requirements Partner Profile Ready Partners Silver & Gold Partners Current Approach QS Approach
  10. 10. 10 QUICK START Methodology Main target – GO LIVE OpenDays 2013 8/07/2013  No Custom… No Devs!!!  Sales Cycle – 4 to 6 weeks Focus on OpenERP Standard
  11. 11. 11 QUICK START Methodology 4 rules OpenDays 2013 8/07/2013
  12. 12. RULE N°1 12 Do not try to cover 100% of the client needs with customisation Work with the client to fit 90% of his needs with standard solution Better ROI and Customer Satisfaction reached Phase your selling stages OpenDays 2013 8/07/2013
  13. 13. RULE N°2 13 DO not start from the client need … START from the exisiting product coverage OpenDays 2013 8/07/2013
  14. 14. RULE N°3 14 DO not propose a full detailed analysis … Implement and Go LIVE ASAP in a limited # of days OpenDays 2013 8/07/2013
  15. 15. RULE N°4 15 DO not propose specific developments … PROPOSE the product as it is OpenDays 2013 8/07/2013
  16. 16. 16  Sell out-of-the box service is not complex but it’s a mindset change  Nearly all clients are LIVE after the first day of consulting  Most projects are not fully deployed after 3 months  need a continuous follow up  additional users, modules…  100% satisfaction rate versus  Most clients are ready to pay less to get slightly less and quickly Quick Start Approach - Feedback after 3 months of tests OpenDays 2013 8/07/2013
  17. 17. What OpenERP Learnt? 17  Success Keys  Out-of-the box constraints, NO Gap Analysis  Reduce client scopes to limit entry barriers  A good tailored made demonstration  SaaS platform OpenDays 2013 8/07/2013  Other infos  Only 20% of clients go for training, 80% prefers dedicated but more expensive consulting days  Phasing the sales according to the budget  For the same project, partners offers are between 30 & 100K€ when we quoted between 5 and 15K€ for the 1st phase with no specifics
  18. 18. 18 QUICK START Methodology The Approach OpenDays 2013 8/07/2013
  19. 19. Quick Start - Approach 19 Resellers OERP 7 Sell 4 Standard Business Apps – CRM/PROJECT/HR/POS Sales Approach Sell Standard Business Apps – NO CUSTO ! Sales Competences Functionnal Sales Service Delivery Onsite functionnal services – GET THE CLIENT LIVE QUICKLY Deal Flow 4 deals / monthly – START WITH INSTALLED BASE Deal TCO 5k € OERP Enterprise Quick Start offer – BUNDLE IT Marketing Mailings, Events, Roadshows, Demonstrations, ETC OpenDays 2013 8/07/2013
  20. 20. Be FREE to start with a few apps and EXPAND... 20 Manufacturing Accounting .... Project POS Sales HR CRM Step 1 : Simple Need – 1 Module Step 2 : Advanced Needs 5 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 OpenDays 2013 8/07/2013
  21. 21. 08 SELLING STAGES 21 QUICK START Methodology OpenDays 2013 8/07/2013
  22. 22. 22 STAGE #01 Monitor & Manage LOCAL LEAD Acquisition  Mailings – Make the content as valuable as possible  Weekly Webinars – focus on 1 Business APPS (ex:CRM)  Events – Meetings, Trade Shows, Chambers of commerce  Online marketing – website (contact form) , referrals, etc OpenDays 2013 8/07/2013
  23. 23. 23 Convert Lead to BUSINESS OPPORTUNITIES  Light Scope Qualification  Qualify directly or schedule a qualification call with a functionnal sales STAGE #02 OpenDays 2013 8/07/2013
  24. 24. 24 STAGE #03 Make SURE to QUALIFY NICELY  Qualification Call (2 calls MAX.)  No customisation  Identify & Understand Business Scope  Translate Business Scope in Standard OERP Business Scope  Avoid complexity – Deploy 1 app & expand  Confirm budget & benchmark competition  Schedule a demonstration OpenDays 2013 8/07/2013
  25. 25. 25 STAGE #04 Excellence in DEMONSTRATIONS  Do not try to show all  Keep focus on the essentials  Prepare correctly the demo in advance  Import some client datas (3 customers, 3 suppliers)  Soft Workflow  Trigger right after the demo an offer OpenDays 2013 8/07/2013
  26. 26. 26 STAGE #05 Design, Structure & Present A good QUOTATION  OpenERP Enterprise yearly fee  min 3 days of onsite services which include  Hands-On user training (1day)  User functionnal practices (2days) OpenDays 2013 8/07/2013
  27. 27. 27
  28. 28. 28 STAGE #07 Implement quick first and Deploy after  A client LIVE quickly is a surprised and happy client…  Additional requests/modules will come OpenDays 2013 8/07/2013
  29. 29. 29 STAGE #08 Ensure & Maintain High Quality Standards  Follow on projects  Indentify possible projects evolution, Consulting, Trainnings  Be sure that any new requirements are covered by OpenERP OpenDays 2013 8/07/2013
  30. 30. 30 QUICK START Methodology 8Selleng Stages OpenDays 2013 8/07/2013 4 rules Origines
  31. 31. 31 QUICK START Methodology it’s a mindset change OpenDays 2013 8/07/2013
  32. 32. 32 - Belgium OpenDays 2013 8/07/2013 QUICK START Methodology - France - The Netherlands … Now For Export
  33. 33. Q&A 8/07/2013OpenDays 2013 33 Overview QUICK START Methodology
  34. 34. Thank you!!! 8/07/2013OpenDays 2013 Pascal Bohon Functional Consultant Email: pbo@openerp.com Phone: +32/(0)81 813700 (ext. #06) 34 Jaime Catalan Sales Manager Direct Sales EMEA Email: jca@openerp.com Phone: +32(0)2 290 35 14 Skype: jaime.openerp

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