How to Sell the Quickstart Methodology - Florence Lambrechts, Business Advisor, Odoo

1. How to Sell the Quickstart
Methodology
Florence LAMBRECHTS • Business Advisor - Direct Team
2019
EXPERIENCE

2. 1 Our target
Our approach
The Quickstart in figures
Conclusion
2
3
4

3. Our Target Small &
Medium-sized Companies1

4. Who are they?
From all over the world.
From all sectors & industries.
With different levels of expectation & project scopes.

5. How to qualify them?
Inexperienced.
Unavailable.
Multi-skilled.
Flexible.
Limited.
PM Business Analysis
Not 100% dedicated
Business flows ProcessesDecision-making
Budget Delays
Business knowledge

6. Our Approach
The Quickstart2

7. i
What is
The focus?

8. ● Keep the solution as STANDARD as possible.
● Deliver as FAST as possible.
● Keep the implementation AFFORDABLE
● .● SAME level of product and methodology
● Different STRUCTURE and ORGANISATION
The 80/20 rule
One SPOC
Train the Trainer
Fast implementation

9. ii Sales Journey

10. Timing
Qualification
Scope Analysis
Follow up
Pre-sales
Demonstration GAP
POC
Methodology Pitch

11. How to behave in this
context?Agree on the...
Quickstart
Methodology

12. Keep a SPoC
(Single Point of Contact)
● Rule #2 - One decision maker
○ The SPoC oversees everything on their
side
■ Understands the company’s
requirements / key users coordination
■ Sees all the moving parts at once
■ Consistent decision making
○ Too many cooks in the kitchen
■ Misinterpreted / Missed
information
● Rule #3 - Meetings optimization
○ Meetings are straight to the point
■ Meeting preparation & pre-analysis
made internally
○ Wasted time
○ Misinterpretation of information
● Rule #1 - One consultant responsible for the whole project
○ The Odoo SPoC
○ Waste of time and energy

13. Build a PLAN
● Rule #1 - A clear initial scope
○ Project priorities
■ Initial scope : What’s inside the box
■ Product Backlog
○ No project overview
● Rule #3 - Standard first
○ Experiment Odoo standard before
changing it
○ Useless developments
● Rule #2 - A phased project
○ Deliver quickly and regularly
○ Project overview
○ Nothing usable (every app almost
done)

14. Manage
EXPECTATIONS
● Rule #1 - Apply the 80-20 approach
○ Plan to implement 80% of the customer’s
requirements
■ Adding clicks or steps is not a problem if the
net time taken is decreased
■ Change existing processes can’t be blocking
○ The remaining 20% take 80% of the time
● Rule #2 - Agree on the methodology from the start of
the project
○ Shared approach and tools
■ How to validate, raise an issue, etc.
■ Roles & Responsibilities
○ Frustrated team and / or project fail
■ Gap between what you deliver and what your
customer expect
Expectation
Outcome Disappointment

15. Keep an
open line of
COMMUNICATION
● Rule #2 - Record the essentials
○ Limited Meeting minutes
■ Main decisions & validations
○ Project status to the essential
○ Record videos
○ No over documentation
● Rule #3 - Share project documentation
○ TO DOs, Needs description, Project
status
○ Shared responsibility
○ Is this version the most up to date?
● Rule #1 - The project scope is always EXPLICIT
○ Transparency about the possibilities &
limitations
○ You both know what you can expect from this
project
○ No assumption !

16. Be CREATIVE
● Rule #2 - Odoo is easily customizable
○ Develop for the good reasons
■ Important value added with a minimum resource
investment
○ It’s a bazooka to kill a fly!
■ Negative effort / value ratio
■ Develop to make money
● Rule #3 - Simplify business processes
○ Make their processes more flexible
■ Be more efficient
○ Rigidity !
■ Useless security measures
● Rule #1 - Project team focuses on the
project success
○ Project feasibility / stability
vs.
○ Customer’s ideal solution

17. CUSTOMIZE
at the
right moment
● Rule #1 - Replace, don’t replicate
○ There is a reason your customer is moving
away from his previous platform
■ It’s the best time to work on workflow changes
■ Support and bring change
○ Remaking another platform
■ Changes are rarely functional and are usually
nice to haves
■ It’s not a clean methodology
■ Kills the change process
● Rule #2 - Guaranteed long term use
○ Database durability
○ 60% of customization requests are dropped
after getting used to Odoo’s workflows
○ Increases maintenance costs for both sides

18. ANALYSE, TEST
and
VALIDATE
● Rule #2 - Distribution of roles
○ We provide a solution fitting with the agreed scope
○ They test to validate that it fits with their reality
● Rule #1 - Everything is about testing & analysing
○ Start the project by training the SPoC on Odoo standard
○ Ask for the WHAT and the WHY
■ User story: [Role] needs to [Action] in order to [Goal] ⇒ WHAT & WHY
○ Don’t ask, propose a HOW

19. DATA HISTORY
is not a priority
● Rule #1 - Data history can be necessary
○ Reporting requirements
○ Main focus: operational requirements
○ Kills the project momentum
○ Low cost-benefit ratio
● Rule #2 - Three different approaches
○ No historical data
■ Keep all old data in the previous system
and reference it whenever necessary
■ A clean database is a happy database
○ Summarized historical information
■ Create or import journal entries for key
points in time (Month End or Year End
values)
○ Import data after the production launch
○ Delay the production launch because of the
historical data import

20. The Quickstart in
figures3

21. 4 QuickStart Teams
55Functional consultants
BELGIUM USA HONG KONG INDIA

22. 9
65Projects / month
Apps per project

23. 85Project hours
85%Time spent by the Functional

24. 90%
Satisfaction rate

25. 99%
Success rate in 2019!

26. Conclusion4

27. What’s the
focus?
Keep the solution as STANDARD as possible.
Deliver as FAST as possible.
Keep the implementation AFFORDABLE.

28. #odooexperience
2018
Thank you.
Write to me if you have any question fla@odoo.com
2019
EXPERIENCE

29. There is no magic formula for great
company culture. The key is just to
treat your staff how you would like
to be treated.
— Richard Branson

30. It matters for people.
We spend 20% of our life at work.
Better do it with a purpose, building something awesome,
in a fun environment where we can continuously learn.
A great working environment allows innovation,
ability to execute faster and good performance.
www.odoo.com

31. Then Now
Focus Career Purpose
Need Great managers Inspiring leaders
Hours 9-5 Whenever
Aspire to Manage Evolve
Tenue Whole career Whatever

32. Long Term
● Recurring revenues
● Getting a new partner
● Develop the product
● Write a documentation
● Marketing automation
● SEO

33. Short Term
● Services revenues
● Develop customer features
● Write a release note
● Newsletter
● SEA
● Train a customer

34. PoS for Restaurant
Keep in touch with your customers.
And keep them coming back with loyalty programs.

35. A great working environment
allows innovation.

36. Innovate,
be disruptive.

37. We focus on building the perfect customer experience.

38. Our mission is to transform the way companies run their business.
We make it simple & fully integrated.
Omnichannel sales

42. frequently
refactored
Like software,
organisations should be
Refactoring means to improve
internal structure without
changing external behaviour.

43. Refactor.
● Remove unnecessary rules
● Stop useless reports
● Cancel unproductive meetings
● Stop complex process
● Pull out unused features
● Shorten contracts size

44. For every decision we take,
we should ask ourselves:
“Will it help delighting customers?”

45. People have
dramatically changed
how they live and work.
www.odoo.com

46. Software 1
Pro 1
Pro 2
Pro 3
Con 1
Pro 2
Software 2
Pro 1
Pro 1
Con 1
Pro 2
Pro 3

47. Step 1 Step 2 Step 3 Step 4
We have to transform a service market (expensive
implementation projects) into an out-of-the-box solution.
We care about the customer experience at every step.