Work with the prospect to finalize Week 1: a compelling but feasible pilotPOC Scope • Tight scope / fixed price • Stop / go milestone Prove out Openbravo 3, with business Week 2: agility in action (should be onsite)Collaborate If possible, engage end users for bottom up buy-in Week 3: Demonstrate POC achievements to management get the • Best if end users can execute the process flows!commitment • After successful POC, it is very easy to negotiate & close
Compressed Requires good execution and rapid response time frame Notify your Openbravo CBM, so we can support you! Lack of Engage decision makers immediatelycooperation Figure out if this is a customer you actually want Large Position Openbravo 3 as an adaptable functional point solution that is easy to integrate • Execute POC pilot on your value-added piece gaps • If no way forward, disengage & move on
Make it Give the prospect controlled access to the system easy for • Deploy in cloud • Specific users/roles • Monitor usagethe prospectLeverage Know what is available in the Central Repository!modularity • Module Monitor in Partner Portal • Golden key Sometimes you need to be flexible, and Be agile! ¨pivot¨ in the middle of a POC • We will aggressively support you for promising deals!