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Open ERP
                  Open Source Business Model Explained




                       - Fabien Pinckaers, CEO Tiny -

                                       Cercle du Lac, 2010

&A   Nom du fichier – à compléter   Management Presentation
Fabien Pinckaers

                                               CEO OpenERP

     ● Director of 4 companies
       ● Web Development

       ● Tiny SPRL

       ● Tiny At Work (Canada)

       ● Tiny ERP India

     ● Projects:

       ● Auction-in-europe.com (1997-Today)

       ● Openstuff.net (1998-2005)

       ● OpenERP (2004-Today)

     ● Author of Management Books




&A   Nom du fichier – à compléter   Management Presentation   2
OpenERP

                                          Open ERP, The product

     ●
          Editor of Open ERP
          ●
            Full featured enterprise management software:
            accounting, crm, sales mgt., manufacturing, project mgt,
            stocks, document management system, etc.

     ●
          80 employees, self-financed and profitable




&A       Nom du fichier – à compléter   Management Presentation    3
Introduction

                     A disruptive Open Source Management Software

            A strong product:
              • Full featured ERP (500 modules).
                 The most advanced on the market
                 for SMEs.
              • A well known mark: Open ERP
              • Happy references (La poste, ENA, …)
            A very healthy ecosystem:
              • A dynamic community (1000/300
                 contributors)                                                  Revenues & Staff
              • A strong partner network (22
                 countries)                                         800                                               730         100
                                                                                                                                  90
                                                                    700
              • A world-wide demand (85 leads per                   600                                                  65
                                                                                                                                  80
                                                                                                                                  70
                 day)                                             r
                                                                    500
                                                                                                       410                        60
                                                                                                                                           t
                                                                                                                                           n
                                                                                                                                           u
                                                                                                                                           o
                                                                  u 400                                                           50       c
                                                                  e                                                                        d
            A profitable business:                               K
                                                                    300
                                                                                       310
                                                                                                         32                       40
                                                                                                                                           a
                                                                                                                                           e
                                                                                                                                           H
                                                                          182                                                     30
              • Team of 85 employees                                200                  15
                                                                                                                            109   20
                                                                    100     3                                                     10
                                                                     -                                                            0
                                                                           2005         2006            2007             2008
                                                                            Revenues      Net Result           Total Headcount




&A       Nom du fichier – à compléter   Management Presentation                                                                        4
Open Source / Free Software




      How did we achieve this ?




&A   Nom du fichier – à compléter   Management Presentation       5
Open Source / Free Software

                                      It's all about freedom !


        Open Source Licence (GPL)
        The freedom to:
           • Run the program
           • Study the source code
           • Distribute the software
           • Redistribute
        The snowball effect !



&A   Nom du fichier – à compléter   Management Presentation       6
Fast growth / Low R&D Budget

                                    Tiny, because size matters !




&A   Nom du fichier – à compléter    Management Presentation        7
Marketing & PR
                                         Open Source + Concentration effect:
                                         Strong brand & real market penetration



                                                                  Google Trends: OpenERP/Netsuite
                                                                  ✔
                                                                     Netsuite: 80M€ in sales and
                                                                     marketing in 2008
                                                                  ✔
                                                                     OpenERP: 200k€ budget Sales &
                                                                     Marketing in 2008




Partners : over 60 in 22 countries                            References




&A   Nom du fichier – à compléter   Management Presentation                                    8
Monetization & Open Source




      But how to make money ?
           … lots of money




&A   Nom du fichier – à compléter   Management Presentation      9
SAP's Income Statement
                                            Let's have a look at competitors that make
                                              lots of money...

      Proprietary Business Model (*)                                       Open ERP


                         25%
                                      25%


                                                                                 15%

                                            20%
               45%                                                       45%
                                                                                       20%



                                                    32%
                                                                                             20%

                                                           8%                                      5%
      30%                                                         30%



      Other  Support  Licences  Sales  R&D  Cost  G&A             Other  Support  Sales  R&D Cost  G&A
     Services Maint.           Marketing   Services              Services Maint. Marketing  Services

 (*) Based on SAP's annual financial report 2008.



&A     Nom du fichier – à compléter    Management Presentation                                      10
Business Model




                                                                                           Partner
                                                      SaaS        Editions       Support
                                                                                           Services
 Small Projects (0-50 users)                            XXX                         X
 Medium Sized (<100 users)                                           XX             X
 Bigger Projects (>100 users)                                       XXX             X
 Partners                                                                                    XXX




&A   Nom du fichier – à compléter   Management Presentation                                           11
Summary


     A lack of 25% in sales (no licences) but:
      ● Fast growth of the product (low R&D costs)

      ● Low sales & marketing investment

      ● High distribution of the mark & product at

        low costs



     No licences revenues...
                 … but higher margins !


&A   Nom du fichier – à compléter   Management Presentation   12
More Information ?




       • Open  ERP : http://openerp.com
       • On Demand Offer: http://odoo.com
       • Fabien Pinckaers
           • sales@openerp.com
           • +32.81.81.37.00




&A   Nom du fichier – à compléter   Management Presentation   13

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Open ERP Business Model

  • 1. Open ERP Open Source Business Model Explained - Fabien Pinckaers, CEO Tiny - Cercle du Lac, 2010 &A Nom du fichier – à compléter Management Presentation
  • 2. Fabien Pinckaers CEO OpenERP ● Director of 4 companies ● Web Development ● Tiny SPRL ● Tiny At Work (Canada) ● Tiny ERP India ● Projects: ● Auction-in-europe.com (1997-Today) ● Openstuff.net (1998-2005) ● OpenERP (2004-Today) ● Author of Management Books &A Nom du fichier – à compléter Management Presentation 2
  • 3. OpenERP Open ERP, The product ● Editor of Open ERP ● Full featured enterprise management software: accounting, crm, sales mgt., manufacturing, project mgt, stocks, document management system, etc. ● 80 employees, self-financed and profitable &A Nom du fichier – à compléter Management Presentation 3
  • 4. Introduction A disruptive Open Source Management Software  A strong product: • Full featured ERP (500 modules). The most advanced on the market for SMEs. • A well known mark: Open ERP • Happy references (La poste, ENA, …)  A very healthy ecosystem: • A dynamic community (1000/300 contributors) Revenues & Staff • A strong partner network (22 countries) 800 730 100 90 700 • A world-wide demand (85 leads per 600 65 80 70 day) r 500 410 60 t n u o u 400 50 c e d  A profitable business: K 300 310 32 40 a e H 182 30 • Team of 85 employees 200 15 109 20 100 3 10 - 0 2005 2006 2007 2008 Revenues Net Result Total Headcount &A Nom du fichier – à compléter Management Presentation 4
  • 5. Open Source / Free Software How did we achieve this ? &A Nom du fichier – à compléter Management Presentation 5
  • 6. Open Source / Free Software It's all about freedom !  Open Source Licence (GPL)  The freedom to: • Run the program • Study the source code • Distribute the software • Redistribute  The snowball effect ! &A Nom du fichier – à compléter Management Presentation 6
  • 7. Fast growth / Low R&D Budget Tiny, because size matters ! &A Nom du fichier – à compléter Management Presentation 7
  • 8. Marketing & PR Open Source + Concentration effect: Strong brand & real market penetration Google Trends: OpenERP/Netsuite ✔ Netsuite: 80M€ in sales and marketing in 2008 ✔ OpenERP: 200k€ budget Sales & Marketing in 2008 Partners : over 60 in 22 countries References &A Nom du fichier – à compléter Management Presentation 8
  • 9. Monetization & Open Source But how to make money ? … lots of money &A Nom du fichier – à compléter Management Presentation 9
  • 10. SAP's Income Statement Let's have a look at competitors that make lots of money... Proprietary Business Model (*) Open ERP 25% 25% 15% 20% 45% 45% 20% 32% 20% 8% 5% 30% 30% Other  Support  Licences Sales  R&D Cost  G&A Other  Support  Sales  R&D Cost  G&A Services Maint. Marketing Services Services Maint. Marketing Services (*) Based on SAP's annual financial report 2008. &A Nom du fichier – à compléter Management Presentation 10
  • 11. Business Model Partner SaaS Editions Support Services Small Projects (0-50 users) XXX X Medium Sized (<100 users) XX X Bigger Projects (>100 users) XXX X Partners       XXX &A Nom du fichier – à compléter Management Presentation 11
  • 12. Summary A lack of 25% in sales (no licences) but: ● Fast growth of the product (low R&D costs) ● Low sales & marketing investment ● High distribution of the mark & product at low costs No licences revenues... … but higher margins ! &A Nom du fichier – à compléter Management Presentation 12
  • 13. More Information ? • Open ERP : http://openerp.com • On Demand Offer: http://odoo.com • Fabien Pinckaers • sales@openerp.com • +32.81.81.37.00 &A Nom du fichier – à compléter Management Presentation 13