How to sell OpenERP out of-the-box vs implementation. Francois Pietquin, OpenERP

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How to sell OpenERP out of-the-box vs implementation. Francois Pietquin, OpenERP

  1. 1. F R A N C O I S P I E T Q U I N - D I R E C T O R O F B U S I N E S S D E V E L O P M E N T A P A C 8/07/2013OpenDays 2013 How to sell OpenERP Out-of-the-box vs. Implementation 1
  2. 2. Strategies 8/07/2013OpenDays 2013 2 Choose The Right Strategy  Out-of-the-Box  Project implementation
  3. 3. Strategies 8/07/2013OpenDays 2013 3 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 Danger Zone
  4. 4. Strategies 8/07/2013OpenDays 2013 4 Out-of-the-Box Project Implementation Target Clients 1 to 25 users > 25 users Partner Profile Reseller / Functional Expert IT company / System Integrator Success factors Sales & Marketing Project Management Offer Standard solution Tailor made solution Deployment Online or Local Local Growth Strategy Custom development NO or Very Limited YES Annual Growth Get numerous clients Get bigger clients
  5. 5. Deployment methodologies 8/07/2013OpenDays 2013 5 1 • (GAP) Analysis 2 •Custom Development 3 •Configuration 4 • User training 5 •Support/Maintenance 1 •Installation/Online pack 2 •Configuration 3 •User training 4 • Support/Maintenance Implementation project Service offer (man*days) Out-of-the-box Packaged offer
  6. 6. RULES OF SELLING 8/07/2013OpenDays 2013 Reseller 6
  7. 7. Reseller - Rule #1 8/07/2013OpenDays 2013 7 Do not cover 100% of the client needs  Respond to 90% with standard solution  Phase your selling stages  Better ROI
  8. 8. Reseller - Rule #2 8/07/2013OpenDays 2013 8 Start from the Product  Do not begin from the client needs
  9. 9. Reseller - Rule #3 8/07/2013OpenDays 2013 9 Make your client Live in a limited # of days  Do not propose a full detailed analysis  Stick to the minimum coverage
  10. 10. STAGES OF SELLING 8/07/2013OpenDays 2013 Reseller 10
  11. 11. Reseller – Stage #1 8/07/2013OpenDays 2013 11 Monitor and manage Local leads acquisition  Talk about the product - 100% OpenERP  Webinars  Organize joint events  Social media  Mailing (valuable content)
  12. 12. Reseller – Stage #2 8/07/2013OpenDays 2013 12 Make SURE to Qualify nicely  Identify Business Scope  Translate in Standard OERP functionality  Avoid complexity  No customisation
  13. 13. Reseller – Stage #3 8/07/2013OpenDays 2013 13 Practice Demonstration skills  Show the right applications  Trigger sales
  14. 14. Reseller – Stage #4 8/07/2013OpenDays 2013 14 Design, Structure & Integrate A good quotation  Min 3 days of onsite services  System setting  End- users training  OpenERP Enterprise  Margin selling (up to 50% Reseller discount)
  15. 15. Reseller – Stage #4 8/07/2013OpenDays 2013 15 Man-Day rate 950 € Setting & Training Total CRM 0.5 475.0 € Sales 1.0 950.0 € Purchase 1.0 950.0 € Data Import Import address book 0.5 475.0 € Maintenance OpenERP Enterprise: 1-10 users 4,200.0 € Total Project 7,050 €
  16. 16. Reseller – Stage #5 8/07/2013OpenDays 2013 16 Implement quickly to… Up-sell faster!  Extra modules  Training sessions  Support
  17. 17. RULES 8/07/2013OpenDays 2013 Integrator 17
  18. 18. Integrator- Rule #1 8/07/2013OpenDays 2013 18 Split the project in several phases  No big bang approach  Reduce risk  Increase control  Speed up sales/project cycles
  19. 19. Integrator- Rule #2 8/07/2013OpenDays 2013 19 Build a Long-term relationship  Avoid the one shot  Trigger a reflection on their 2y-3y business initiatives  Propose a roadmap
  20. 20. STAGES OF SELLING 8/07/2013OpenDays 2013 Integrator 20
  21. 21. Integrator- Stage #1 8/07/2013OpenDays 2013 21 Qualify properly  Qualify the customer and the project  Discuss the agenda  Non-valuable prospects = waste of time
  22. 22. Integrator- Stage #2 8/07/2013OpenDays 2013 22 Excellence in Demonstration 1. Stick to your scenario 2. Adapt to client processes  Import some client datas  Change workflows, views
  23. 23. Integrator- Stage #3 8/07/2013OpenDays 2013 23 Promote The GAP analysis!  Estimation of project time & costs  70% certainty  Limited time (4-10 days)  Convince on the feasibility  Allow to exit the project
  24. 24. Reseller – Stage #4 8/07/2013OpenDays 2013 24 Structure your Offer Implementation Services 1st Level Support OpenERP Enterprise # of Days # of Hours Fixed Price
  25. 25. Reseller – Stage #5 8/07/2013OpenDays 2013 25 Build a relationship to Up-sell  Analysis  Additional customizations  Support
  26. 26. SALES TIPS 8/07/2013OpenDays 2013 Reseller - Integrator
  27. 27. Sales tips 8/07/2013OpenDays 2013 27 Communicate on Achievements  Create a blog  Organize webinars
  28. 28. Sales tips 8/07/2013OpenDays 2013 28 Collaborate with Your Account Manager
  29. 29. Sales tips 8/07/2013OpenDays 2013 29 Be part of The Community  References  Localizations  Share experience
  30. 30. Partners Summit 2012 30 Thank you fpi@openerp.com
  31. 31. Rule 8/07/2013OpenDays 2013 31 Build Your Team Out-of-the-Box Project Implementation 1 sales person (hunter) 1 sales person 1 functional expert 1 project manager 1 analyst / functional consultant 1 programmer
  32. 32. Factor #3 – Promotion 8/07/2013OpenDays 2013 32  Website  Talk about the product  OpenERP brand  Webinars  Organize joint events  Social media  References  Mailing (valuable content) Promote OpenERP…
  33. 33. Factor #3 – Promotion 8/07/2013OpenDays 2013 33 A few examples... Promote OpenERP…
  34. 34. Factor #3 – Promotion 8/07/2013OpenDays 2013 34  Website  Talk about the product  OpenERP brand  Webinars  Organize joint events  Social media  References  Mailing (valuable content) Promote OpenERP…
  35. 35. Factor #4 – Create leads 8/07/2013OpenDays 2013 35 … to generate New leads
  36. 36. Factor #5 – Customer base 8/07/2013OpenDays 2013 36 … and to sell to your Existing customers  Present the product  Save time
  37. 37. 8/07/2013OpenDays 2013 37 #1 – Choose the adequate strategy #2 – Get your team ready #3 – Promote! #4 – Generate new leads #5 – Don’t forget existing clients
  38. 38. Factor #6 - Qualify 8/07/2013OpenDays 2013 38 Reseller  Identify Business Scope  Translate in Standard OERP Business Scope  Avoid complexity  No customisation Focus on Valuable prospects
  39. 39. Factor #6 - Qualify 8/07/2013OpenDays 2013 39 Project implementation  Qualify the customer and the project  Discuss the agenda  Non-valuable prospects = waste of time Focus on Valuable prospects
  40. 40. Factor #7 – Sales speech 8/07/2013OpenDays 2013 40 Prepare your Sales Speech Reseller  Start from the product  Do not try to cover 100%  Quick implementation  Quick ROI  Step-by-step approach  Usability
  41. 41. Factor #7 – Sales speech 8/07/2013OpenDays 2013 41 Prepare your Sales Speech Project Implementation  Control code  Partner freedom  No big bang approach  Usability  Reduced risk  License fees  Budget = customization
  42. 42. Factor #8 - Demo 8/07/2013OpenDays 2013 42  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 Learn & Practice Demonstration skills
  43. 43. 8/07/2013OpenDays 2013 43 #1 – Choose the adequate strategy #2 – Get your team ready #3 – Promote! #4 – Generate new leads #5 – Don’t forget existing clients #6 – Qualify properly #7 – Adapt your sales speech #8 – Be able to demo
  44. 44. Factor #9 – Quotation 8/07/2013OpenDays 2013 44 Design, Structure & Integrate A good quotation Reseller  Min 3 days of onsite services  System setting  End- users training  OpenERP Enterprise  Margin selling (up to 50% Reseller discount)
  45. 45. Factor #9 - Quotation 8/07/2013OpenDays 2013 45 Man-Day rate 950 € Setting & Training Total CRM 1.0 950.0 € Project Management 1.0 950.0 € Sales & Purchase 2.0 1,900.0 € Data Import Import address book 0.5 475.0 € Maintenance OpenERP Enterprise: 1-10 users 4,200.0 € Total Project 8,475 €
  46. 46. Factor #9 – Quotation 8/07/2013OpenDays 2013 46 Design, Structure & Integrate A good quotation Project Implementation  / Promote the GAP analysis before the quotation !
  47. 47. Factor #9 – GAP analysis 8/07/2013OpenDays 2013 47 Promote GAP Analysis  Estimation of project time & costs  70% certainty in a limited time (4-10 days)  Convince on the feasibility  Allow to exit the project
  48. 48. Factor #9 - Quotation 8/07/2013OpenDays 2013 48 Include the OpenERP Enterprise in your first quote.  Support  Security alerts  Unlimited bug fixing  AGPL + Private use  Migration
  49. 49. Factor #10 – Deployment 8/07/2013OpenDays 2013 49 Understand, Monitor & Manage Deployment methodologies  Follow regular webinars www.eventbrite.com
  50. 50. Factor #10 – Deployment 8/07/2013OpenDays 2013 50 1 • (GAP) Analysis 2 •Custom Development 3 •Configuration 4 • User training 5 •Support/Maintenance 1 •Installation/Online pack 2 •Configuration 3 •User training 4 • Support/Maintenance Implementation project Service offer (man*days) Out-of-the-box Packaged offer
  51. 51. Factor #11 – Subcontract 8/07/2013OpenDays 2013 51 Subcontract to Avoid bottlenecks  Don’t be slowed down by a lack of resources.  We can help you deliver successfully.
  52. 52. Factor #11 – Subcontract 8/07/2013OpenDays 2013 52 Problem Solution No project manager OpenERP consulting Need a functional expert OpenERP consulting Not enough developers OpenERP Offshore 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 
  53. 53. 8/07/2013OpenDays 2013 53 #1 – Choose the adequate strategy #2 – Get your team ready #3 – Promote! #4 – Generate new leads #5 – Don’t forget existing clients #6 – Qualify properly #7 – Adapt your sales speech #8 – Be able to demo #9 – Quote #10 – Master deployment #11 – Avoid bottlenecks
  54. 54. Factor #12 – 1st project 8/07/2013OpenDays 2013 54 Do not fail your First OpenERP Project  Join your efforts with OpenERP  Win-win situation between OpenERP and you  Learn from it for the next ones
  55. 55. Factor #13 – Upselling 8/07/2013OpenDays 2013 55 Implement quickly to… Up-sell faster!  Extra modules  Training sessions  Support
  56. 56. Factor #14 – Communicate 8/07/2013OpenDays 2013 56 Communicate on Achievements  Publish your modules  Create a blog  Organize webinars
  57. 57. Factor # 15 - Community 8/07/2013OpenDays 2013 57 Be part of The Community  References  Localizations  Share experience
  58. 58. Factor #16 - AM 8/07/2013OpenDays 2013 58 Collaborate with Your Account Manager  Help during sales process  Find the resources  …
  59. 59. 8/07/2013OpenDays 2013 59 … #8 – Be able to demo #9 – Quote #10 – Master deployment #11 – Avoid bottlenecks #12 – First project is critical #13 – Upselling! #14 – Communicate (again) #15 – Community is helpful… #16 – … as well as your Account Manager
  60. 60. Factor # 17 - Forecast 8/07/2013OpenDays 2013 60 Forecast, Maintain & Grow OpenERP revenue  OpenERP Business Plan  40K Revenue Target = forecast 120K in pipeline  Sell multi year service contracts  Ensure renewals
  61. 61. Factor # 18 - Quality 8/07/2013OpenDays 2013 61 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
  62. 62. Partners Summit 2012 62 Conclusion
  63. 63. Conclusion 8/07/2013OpenDays 2013 63 Month Year Increase Projection Leads n° 15 180 20% 216 Conversion => appointments % 50% 50% 0% 50% Appointments n° 7.50 90.00 108.00 Conversion => proposals % 40% 40% 20% 60% Proposals n° 3.00 36.00 64.80 Conversion => contracts % 30% 30% 0% 30% Contracts n° 0.90 10.80 19.44 Conversion lead => Contracts % 6% 6% 9% Size of projects € € 5,000.00 € 5,000.00 0% 5000 Revenue € 54,000.00 € 97,200.00
  64. 64. Partners Summit 2012 64 Thank you fpi@openerp.com

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