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Business Model, Part 1/4




    A new generation of...
                     ...Open Source business model.
                           
In only 4 years, we developed the most 
    popular enterprise management 
                          (*)
    software ever made.
    This document describes the 2009 
    Open ERP business model. It explains 
    how we achieved such a success.

    It also reflects my vision on how to develop 
                                    (*) 700 installations per day.
    Open Source products efficiently.
                          Fabien Pinckaers, CEO Tiny
                                   
We think Open ERP can sustain 
    his incredible growth only if we 
    suceed to benefit from...



                      
The Community: to generate activities, provide 
    ●


        huge feedbacks, and specific contributions.
        The Partners: to create the market, offer value 
    ●


        added services and professional marketing.
        The Editor: to follow a product vision, offer 
    ●


        guarantees, support partners and communities 
        to help them grow.
        The Customers: to finance this eco­system, 
    ●


        provide feedbacks and experiences.
                                
These 4 actors are very important. If 
    one is missing or unsatisfied, the 
    product can't achieve the growth 
    and quality we expect !



                       
As an editor, our goal is to provide the 
    tools to continuously satisfy, help and 
    sustain: the community, the partners 
    and the customers.



                          
We set up incentives and tools to sustain 
    this business model. They rely on:

     Marketing: websites, screencasts, success stories,
     Documentation: users' doc, community guide,
     Contracts: partner contracts, training contracts,
     Platforms: forum, launchpad, irc,
     Services: quality certifications, support, SaaS, etc.


                                
This document does not describe these tools, 
    but how they will sustain the business model.

    The next 3 parts describe the business model 
    and how it will impact:
       The Community
       The Partners
       The Customers


                            
Business Model, Part 2/4




    A business model that... 
                          ... fits partners needs.
                        
Our Goal is...

           
To develop a business model that 
leads you to the top while supporting 
the growth and establishing a 
professional partner­editor 
relationship to sustain this growth.


                   
The way we want to do business

                      1.  Get Leads
                          (using Units)
                      2. Resell Editions
                          (get Units)
                      3. Use Support &
                          Trainings
                          (using units)
                      4. Increase Partner Level
                          (starter > platinium)


                   
Get Leads...
              In 2009, we're going 
              to improve:
                 Lead Generation 
                 Program 
                 Marketing
              And invest in:
                 Direct Marketing
                 Web Campaigns
             => To focus on 
              qualification of leads.
          
... Sell More
    Our goal is to provide more customers to efficient 
     partners. The more you sell, the more we 
     provide you leads and pre­sales support. 

                Editor

                                                          $
        Marketing       Pre­Sales     Sales            

                             Partner
                                         
Resell Editions...
              Editions = 2nd level of 
           ●


              maintenance
              (1st level = partner support)
               Guarantees on:
           ●

                       Migrations
                   ●

                       Bugfixes
                   ●

                       Security issues
                   ●

                       Lifecycle
                   ●




                
... Limit risks & cut costs
    By reselling editions to the customer, you get:
    ● Guarantees from the editor (migration, unlimited bug 

      fixes)
    ● 15% commissions


    ● 10% as units for services


    ● Increased partner level:


        starter ­> silver ­> gold ­> platinum

    You can also resell in another way than the editions (your own package 
      including your 1st level of maintenance)
                                        
Avoid Hidden Costs
    Maintenance contracts prevent you from all hidden 
     costs: Take bugfixes and migrations at your charge, 
     buy units for the support, leads, etc. (instead of 
     receiving them)
Who offers what?
●  Sales
                             Partner
●  Support to customer


●  Support to partner
                             Editor
●  Maintenance

                               
Modules Quality Certification

    What's the module quality certification ?
    180 functional & technical tests of your module
    Benefits :
        Feedback document: (notes, suggested improvements, notes for 
    ●

        migrations, guidelines, etc.)
        Quality certificate for your customer
    ●


        Press announcement of your contribution
    ●


        25% of commission (money + services)
    ●


        Available in OnDemand offers and guaranteed maintenance in next 
    ●

        editions
                                           
Quotations
 Include Editions & Certifications in your quotations
             Analysis
         –
              ● Functional Coverage


                  ● Modules to re­use


                  ● Modules to develop


              ● Integration Plan


             Developments
         –

             Certification of custom modules
         –

             Trainings
         –

             Partner support + maintenance custom modules
         –

             Editor 2nd level maintenance for official modules
         –



...because it has to be paid by customers, not by partners.
                               
Get Support and Trainings...
    Use your units (from editions and 
     certifications) to get, for free:
      –  Support: on your customer projects

           1 hour = 100 Units
        ●


      –  Trainings: for your teams or 
        customers
             1 training = 450 Units
        ●
                            
... to reach perfection

        Develop yourself and support new employees
    ●



        Satisfy your customers
    ●



        Improve your quality of service
    ●




                               
Partner Relationship
    Your activities reflect your quality:
          Editions Sold => Customers Success Stories
      –

          Quality Modules => Good contributions
      –

          Trainings => Better Partner Knowledge
      –


    The partner level reflect the partner activity:
          Starter ­> Silver ­> Gold ­> Platinium
      –

    Levels are re­evaluated every 3 months !
                                   
Our Goal...
       The more you do on Open ERP,
    the more we work to help you to grow

                           Starter 
                                  Sell More (Leads)
                                  Improve Code (Certif.)       
                                  Communicate on Quality
                                  Limit Risks (Maintenance)
                                  Provide Support
                                  Better Visibility

                           Platinum
                      
Summary
          Resell editions and certifications to customers
    ●



          Get services units
    ●



          We provide the services you need (support,...)
    ●



    Partners do not buy direct services, 
     everything is paid by the customer !

                   Service                     Paid By
        Projects




                   Leads                       From Points
                   Open ERP Edition            Sold to Customer
                   Custom Certifications       Sold to Customer
                   Bugfixes                    Included in Editions
                   Migrations                  Included in Editions
                   Support                     From Points
                                            
Conclusion
This is a scalable model, where:

Provided support, visibility and services grow 
according to the partners' activities.

The editor has incentives to help partners in their 
sales and customers projects, in the long term.

 Partners benefit from customer's specific 
 requests. Editor benefits and spread the costs of 
 generic improvements (maintenance).
                            
Any question about 
partnerships ?

Contact our partner manager:
    Mail: partners@openerp.com
    Phone: (+32).81.81.37.00

                  
Business Model, Part 3/4




    A business model that...
                      ...fits customers needs.
                          
Our goal is...

           
Provide an environment, an offer of 
    products and services that tend to 
    satisfy our customers...




                       
Provide an environment, an offer of 
    products and services that tend to 
    satisfy our customers...
                 ... and those of our partners.



                          
What are
    customers needs ?

             
A Strong Product...


    Easy to use, with productivity
    Covers most needs
    With a strong maturity
    At low costs



                          
A Good Service...


    A quality supplier
    Avoids vendor lock­in
    Guarantees for the future
    Value added services partners




                          
Why our business model 
    brings perfect solutions to 
    these needs ?


                  
A Strong Product...
                          Easy to use, with productivity


    As an Open Source editor, we focus on simplicity and 
    accessibility of the software. Simply because users installs 
    Open ERP directly, without purchasing anything. They only 
    call a partner if they like Open ERP.

    Having hundreds of feedbacks per day in the community 
    forum is also very important to reach perfection !



                                   
A Strong Product...
                                      Covers most needs.
    The Open ERP modular system allows us to never refuse 
    contributions due to editor policies. Every new feature is 
    packaged and published as an official or contributed module.

    With the others Open Source ERP's, the editor is in 
    permanent conflict with the community and the partners:
     ●  The editor has to be very restrictive on the features he 


       integrates to keep a consistent product and,
      The community or partners does not understand why their 
       specific contributions are not integrated.

                                   
 => Open ERP has 350 modules and 10 new modules per month.
A Strong Product...
                                        A strong maturity

    Open ERP have 700 installations/day. The « On Demand » 
    offer runs hundreds of customers. It means we are on a 
    mass market. Without a strong maturity we would not have 
    launched an On Demand offer:

       On Demand requires: automated migrations, easy 
       use because customers start without help, full 
       automatisation, customizations, ...

     We are the only ERP having an official On Demand offer !
     It's the best proof of maturity we can provide.
                                      
A Strong Product...
                                                 Low costs

    The Open Source license guarantees you are free to :
    ● Use without paying

    ● Not have yearly recurring costs

    ● Modify and copy the software




    Result:
    ● 25% cheaper for the integration project

    ● 70% cheaper for recurring costs




                                   
A Good Service
                            Quality Value Added Suppliers

    Our business model define incentives to continuously 
    improve the quality of our partners:
    ● They resell editions => The editor's guarantee

    ● The more they have customers, the more we provide 


    them trainings and support

    We have tools to control and help them improving their 
    services:
    ● Modules Quality Certification

    ● Starter ­> Gold ­> Platinum


                                
A Good Service
                                    Avoids Vendor Lock­In

    With our Open Source license:

    The one owning the 
     code is you ! not 
       the supplier !
                               
A Good Service
                                Guarantees for the future

    Guarantees are provided by the editor to satisfy 
    customers needs in the long term, through the 
    editions:
      ● Unlimited bug fixes,

      ● Fixed Price Migrations,

      ● Maintenance,

      ● 5 Years lifecycle.




                             
Want to be a 
    customer?
           
How to proceed? 
    1) Discover Open ERP
       Install It
       Read documentations, check openerp.tv
    2) Get in Touch with a Partner:
       Contact on OpenERP.com
          Partners will recontact you
       Or contact a partner Directly
     3) Ask for a prototype/analysis
     4) Launch the Project
     5) Maintenance contract
                                  
Select the Right Partner/Solution
    Choose the right approach:
    ● Integration Project: services, custom adaptations, 


    specific development, data recovery, methodology
    ● On Demand (OdOO): low costs, ready to use, no 


    customization, few support hours, do it yourself
    Choose the right partner: silver or platinum ?

    Size / Need       Out­Of­The­Box Few Adaptations Specific Solution
    <15 users           OdOO, Buy Online             OdOO + training/partner               /

    15 – 100 users       OdOO + Partner              Integration with partner   Integration with partner

    100 – 500 users   Integration with partner          Gold or Platinum           Gold or Platinum

    >500 users                   /                      Gold or Platinum               Platinum
                                                  
Why trust our partners?

    They are PROFESSIONAL !
    They have a contract and a strong relation 
    with the editor.
    The more they make quality, the more they 
    become gold or platinum.
    Our partner contracts include trainings, 
    support, frequent meetings.
    The editor provides guarantees.
                           
Why Editions ?
               These editions provide you 
               the guarantees you need to 
               run Open ERP in a 
               professional environment. 
                 Guarantees on:
                      Migrations
                      Bugfixes
                      Security issues
                      Lifecycle

            
Modules certifications
    You need a new specific module? With the 
     modules certifications, we can guarantee: 
         A good integration with the future versions of Open 
         ERP.
         A high level of quality in the code developed.
         An offer for maintenance
         Your module will be reused by others, so it will benefit 
         from others contributions.



                                 
Conclusion

Our business model does not define any 
constraints, but only incentives ! As everything 
is free, we know it's the customer that controls 
the game...

Our success is financed by customers. That's 
why we focus on improving our services and 
those of our partners.
                         
Business Model, Part 4/4




    A business model designed... 
                              ... for the community.
                        
It's very important to have a strong 
and active community. The more we 
offer to the community, the more the 
community will make for the 
product.

                   
What does the 
     community 
       need ?
           
The Community needs ...
        Everything for free (no need for services)
    ●



        Easy access to the software
    ●



        An Out­of­The­Box software
    ●



        Never be forced to purchase anything
    ●



        Tools to sustain collaboration and 
    ●


        communication
    And, ... like every one on this planet..., being 
     listened.
                                
If everyone works this way, the 
    community will contribute 
    efficiently:
    ● Help in translations,

    ● Contribute new features,

    ● Provide feedback and bug reports,

    ● Communicate on the product,

    ● Help each others.




                        
And this will lead to a very fast 
    growing curve of the product:

      Increased maturity (lots of testers)
    ●

    ● More features (tons of contributions)

    ● Smarter product (lots of discussions and critics)

    ● Huge spread of the product (they 

    communicate)

                              
We want to achieve the best 
    enterprise management software 
    in the world. To achieve this 
    perfection, we push everything to 
    the community.

                      
The Problem:

    We need a way to provide incentives to 
    customers and partners so they tend to 
    contribute everything they make.

    By default, most enterprises do not 
    contribute to open source projects. If 
    incentives are strong enough, they will.
                          
Release every module as Open Source
     Our license (GPL v3) forces every modification of the 
     software to be open source.

     As to motivate enterprises to distribute their code, we 
     provide maintenance on open source modules.

     To motivate partners to contribute, we offer services to 
     partners (support, training) for each quality certified 
     module released.

     The more a partner contributes, the more it becomes 
     “Gold” and get visibility on our website ­> get customers.
                                 
Easy access to the software
      All our english documentation is free.

      To encourage authors to write translations or new 
      chapters, we have contracts with editors to sell paper 
      books and pay author rights to contributors.

      To help people or enterprises to start with Open ERP, 
      partners provide services offers (trainings, support). We 
      provide the training material to partners.

      We focus on the simplification of the software: simplified 
      views, tooltips, configuration wizards, auto­installers,  ...
                                  
An Out­Of­The­Box Software
    Our professional editions provide quality services to 
    customers: unlimited bugfixes, migrations,etc. These 
    contracts guarantee that the improvements are applied on 
    the public sources on Launchpad.

    All improvements in the software requested by a customer, 
    are pushed back to the community. So, community can 
    benefit from a very mature and fast improving software.

    To the contrary, all improvements proposed by the 
    community are reviewed by our quality team so that others 
    can benefit from it.


                                
Never be forced to purchase anything

      The GPL license is the best protection the community can 
      have. It guarantee:
      ● You can always get the sources of the software,

      ● You do not pay to get the sources,

      ● You are free to distribute, use and modify.




      As the CEO of Tiny, Open Source is all my life and my 
      passion. Trust me, we will never do something that do not 
      fit the “Open Source” mind.



                                
Tools to collaborate and communicate
    As to help the community to grow efficiently, we setup tools 
    to organize the collaboration: launchpad (code, translations, 
    bug tracker, answers), forum, irc, planet, etc.

    The Open ERP website is dedicated to customers and the 
    Open Object website is dedicated to the community. Both 
    websites are based on the same software, but it allows us 
    to offer different tools and communications.

    As an example, the Open ERP planet is managed by 
    marketing guys for a professional communication. The 
    Open Object planet is fully open, every contributor can 
    post.
                                 
Being listened


    The community provides a very good feedback on the 
    software and on the communication/organization.

    This feedback is very important to achieve a perfect tool, 
    we read it every day. Just have a look at how often 
    managers at Tiny or partners are discussing on the forum 
    and/or IRC.




                                 
Conclusion ­ Community
    Once a month, we organize IRC 
    community meetings with the Tiny 
    management. Join us at one of these 
    meeting to discuss on how we can 
    collaborate more efficiently...

                     
And It Works !
    I started alone 4 years ago, with 1000 EUR.
    Today, we are self­financed with:
        85 employees,
    ●



        A partner network in 35 countries,
    ●



        The most advanced ERP in the world.
    ●



    With our Open Source vision, we never had to 
     do a fund raising and we continue our 
     organic growth of 100% per year !
                               
Need more 
    information ?
    Everything is available on
      http://openerp.com

                   

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Open Source Business Model of Open ERP

  • 1. Business Model, Part 1/4 A new generation of...                  ...Open Source business model.    
  • 2. In only 4 years, we developed the most  popular enterprise management   (*) software ever made. This document describes the 2009  Open ERP business model. It explains  how we achieved such a success. It also reflects my vision on how to develop  (*) 700 installations per day. Open Source products efficiently. Fabien Pinckaers, CEO Tiny    
  • 3. We think Open ERP can sustain  his incredible growth only if we  suceed to benefit from...    
  • 4. The Community: to generate activities, provide  ● huge feedbacks, and specific contributions. The Partners: to create the market, offer value  ● added services and professional marketing. The Editor: to follow a product vision, offer  ● guarantees, support partners and communities  to help them grow. The Customers: to finance this eco­system,  ● provide feedbacks and experiences.    
  • 5. These 4 actors are very important. If  one is missing or unsatisfied, the  product can't achieve the growth  and quality we expect !    
  • 6. As an editor, our goal is to provide the  tools to continuously satisfy, help and  sustain: the community, the partners  and the customers.    
  • 7. We set up incentives and tools to sustain  this business model. They rely on:  Marketing: websites, screencasts, success stories,  Documentation: users' doc, community guide,  Contracts: partner contracts, training contracts,  Platforms: forum, launchpad, irc,  Services: quality certifications, support, SaaS, etc.    
  • 8. This document does not describe these tools,  but how they will sustain the business model. The next 3 parts describe the business model  and how it will impact:  The Community  The Partners  The Customers    
  • 9. Business Model, Part 2/4 A business model that...                        ... fits partners needs.    
  • 12. The way we want to do business 1.  Get Leads (using Units) 2. Resell Editions (get Units) 3. Use Support &     Trainings (using units) 4. Increase Partner Level (starter > platinium)    
  • 13. Get Leads... In 2009, we're going  to improve: Lead Generation  Program  Marketing And invest in: Direct Marketing Web Campaigns => To focus on  qualification of leads.    
  • 14. ... Sell More Our goal is to provide more customers to efficient  partners. The more you sell, the more we  provide you leads and pre­sales support.  Editor $ Marketing       Pre­Sales     Sales             Partner    
  • 15. Resell Editions... Editions = 2nd level of  ● maintenance    (1st level = partner support) Guarantees on: ● Migrations ● Bugfixes ● Security issues ● Lifecycle ●    
  • 16. ... Limit risks & cut costs By reselling editions to the customer, you get: ● Guarantees from the editor (migration, unlimited bug  fixes) ● 15% commissions ● 10% as units for services ● Increased partner level: starter ­> silver ­> gold ­> platinum You can also resell in another way than the editions (your own package  including your 1st level of maintenance)    
  • 17. Avoid Hidden Costs Maintenance contracts prevent you from all hidden  costs: Take bugfixes and migrations at your charge,  buy units for the support, leads, etc. (instead of  receiving them) Who offers what? ●  Sales Partner ●  Support to customer ●  Support to partner Editor ●  Maintenance    
  • 18. Modules Quality Certification What's the module quality certification ? 180 functional & technical tests of your module Benefits : Feedback document: (notes, suggested improvements, notes for  ● migrations, guidelines, etc.) Quality certificate for your customer ● Press announcement of your contribution ● 25% of commission (money + services) ● Available in OnDemand offers and guaranteed maintenance in next  ● editions    
  • 19. Quotations Include Editions & Certifications in your quotations Analysis – ● Functional Coverage ● Modules to re­use ● Modules to develop ● Integration Plan Developments – Certification of custom modules – Trainings – Partner support + maintenance custom modules – Editor 2nd level maintenance for official modules – ...because it has to be paid by customers, not by partners.    
  • 20. Get Support and Trainings... Use your units (from editions and  certifications) to get, for free: –  Support: on your customer projects  1 hour = 100 Units ● –  Trainings: for your teams or  customers  1 training = 450 Units ●    
  • 21. ... to reach perfection Develop yourself and support new employees ● Satisfy your customers ● Improve your quality of service ●    
  • 22. Partner Relationship Your activities reflect your quality: Editions Sold => Customers Success Stories – Quality Modules => Good contributions – Trainings => Better Partner Knowledge – The partner level reflect the partner activity: Starter ­> Silver ­> Gold ­> Platinium – Levels are re­evaluated every 3 months !    
  • 23. Our Goal... The more you do on Open ERP, the more we work to help you to grow Starter           Sell More (Leads)      Improve Code (Certif.)             Communicate on Quality      Limit Risks (Maintenance)      Provide Support      Better Visibility Platinum    
  • 24. Summary Resell editions and certifications to customers ● Get services units ● We provide the services you need (support,...) ● Partners do not buy direct services,  everything is paid by the customer ! Service Paid By Projects Leads From Points Open ERP Edition Sold to Customer Custom Certifications Sold to Customer Bugfixes Included in Editions Migrations Included in Editions Support From Points    
  • 27. Business Model, Part 3/4 A business model that...                   ...fits customers needs.    
  • 29. Provide an environment, an offer of  products and services that tend to  satisfy our customers...    
  • 30. Provide an environment, an offer of  products and services that tend to  satisfy our customers...              ... and those of our partners.    
  • 31. What are customers needs ?    
  • 32. A Strong Product... Easy to use, with productivity Covers most needs With a strong maturity At low costs    
  • 33. A Good Service... A quality supplier Avoids vendor lock­in Guarantees for the future Value added services partners    
  • 34. Why our business model  brings perfect solutions to  these needs ?    
  • 35. A Strong Product... Easy to use, with productivity As an Open Source editor, we focus on simplicity and  accessibility of the software. Simply because users installs  Open ERP directly, without purchasing anything. They only  call a partner if they like Open ERP. Having hundreds of feedbacks per day in the community  forum is also very important to reach perfection !    
  • 36. A Strong Product... Covers most needs. The Open ERP modular system allows us to never refuse  contributions due to editor policies. Every new feature is  packaged and published as an official or contributed module. With the others Open Source ERP's, the editor is in  permanent conflict with the community and the partners: ●  The editor has to be very restrictive on the features he  integrates to keep a consistent product and,  The community or partners does not understand why their  specific contributions are not integrated.      => Open ERP has 350 modules and 10 new modules per month.
  • 37. A Strong Product... A strong maturity Open ERP have 700 installations/day. The « On Demand »  offer runs hundreds of customers. It means we are on a  mass market. Without a strong maturity we would not have  launched an On Demand offer: On Demand requires: automated migrations, easy  use because customers start without help, full  automatisation, customizations, ... We are the only ERP having an official On Demand offer ! It's the best proof of maturity we can provide.    
  • 38. A Strong Product... Low costs The Open Source license guarantees you are free to : ● Use without paying ● Not have yearly recurring costs ● Modify and copy the software Result: ● 25% cheaper for the integration project ● 70% cheaper for recurring costs    
  • 39. A Good Service Quality Value Added Suppliers Our business model define incentives to continuously  improve the quality of our partners: ● They resell editions => The editor's guarantee ● The more they have customers, the more we provide  them trainings and support We have tools to control and help them improving their  services: ● Modules Quality Certification ● Starter ­> Gold ­> Platinum    
  • 40. A Good Service Avoids Vendor Lock­In With our Open Source license: The one owning the  code is you ! not  the supplier !    
  • 41. A Good Service Guarantees for the future Guarantees are provided by the editor to satisfy  customers needs in the long term, through the  editions: ● Unlimited bug fixes, ● Fixed Price Migrations, ● Maintenance, ● 5 Years lifecycle.    
  • 42. Want to be a  customer?    
  • 43. How to proceed?  1) Discover Open ERP Install It Read documentations, check openerp.tv 2) Get in Touch with a Partner: Contact on OpenERP.com Partners will recontact you Or contact a partner Directly  3) Ask for a prototype/analysis  4) Launch the Project  5) Maintenance contract    
  • 44. Select the Right Partner/Solution Choose the right approach: ● Integration Project: services, custom adaptations,  specific development, data recovery, methodology ● On Demand (OdOO): low costs, ready to use, no  customization, few support hours, do it yourself Choose the right partner: silver or platinum ? Size / Need Out­Of­The­Box Few Adaptations Specific Solution <15 users OdOO, Buy Online OdOO + training/partner / 15 – 100 users OdOO + Partner Integration with partner Integration with partner 100 – 500 users Integration with partner Gold or Platinum Gold or Platinum >500 users / Gold or Platinum Platinum    
  • 45. Why trust our partners? They are PROFESSIONAL ! They have a contract and a strong relation  with the editor. The more they make quality, the more they  become gold or platinum. Our partner contracts include trainings,  support, frequent meetings. The editor provides guarantees.    
  • 46. Why Editions ? These editions provide you  the guarantees you need to  run Open ERP in a  professional environment.  Guarantees on: Migrations Bugfixes Security issues Lifecycle    
  • 47. Modules certifications You need a new specific module? With the  modules certifications, we can guarantee:  A good integration with the future versions of Open  ERP. A high level of quality in the code developed. An offer for maintenance Your module will be reused by others, so it will benefit  from others contributions.    
  • 49. Business Model, Part 4/4 A business model designed...                            ... for the community.    
  • 51. What does the  community  need ?    
  • 52. The Community needs ... Everything for free (no need for services) ● Easy access to the software ● An Out­of­The­Box software ● Never be forced to purchase anything ● Tools to sustain collaboration and  ● communication And, ... like every one on this planet..., being  listened.    
  • 53. If everyone works this way, the  community will contribute  efficiently: ● Help in translations, ● Contribute new features, ● Provide feedback and bug reports, ● Communicate on the product, ● Help each others.    
  • 54. And this will lead to a very fast  growing curve of the product:  Increased maturity (lots of testers) ● ● More features (tons of contributions) ● Smarter product (lots of discussions and critics) ● Huge spread of the product (they  communicate)    
  • 55. We want to achieve the best  enterprise management software  in the world. To achieve this  perfection, we push everything to  the community.    
  • 56. The Problem: We need a way to provide incentives to  customers and partners so they tend to  contribute everything they make. By default, most enterprises do not  contribute to open source projects. If  incentives are strong enough, they will.    
  • 57. Release every module as Open Source Our license (GPL v3) forces every modification of the  software to be open source. As to motivate enterprises to distribute their code, we  provide maintenance on open source modules. To motivate partners to contribute, we offer services to  partners (support, training) for each quality certified  module released. The more a partner contributes, the more it becomes  “Gold” and get visibility on our website ­> get customers.    
  • 58. Easy access to the software All our english documentation is free. To encourage authors to write translations or new  chapters, we have contracts with editors to sell paper  books and pay author rights to contributors. To help people or enterprises to start with Open ERP,  partners provide services offers (trainings, support). We  provide the training material to partners. We focus on the simplification of the software: simplified  views, tooltips, configuration wizards, auto­installers,  ...    
  • 59. An Out­Of­The­Box Software Our professional editions provide quality services to  customers: unlimited bugfixes, migrations,etc. These  contracts guarantee that the improvements are applied on  the public sources on Launchpad. All improvements in the software requested by a customer,  are pushed back to the community. So, community can  benefit from a very mature and fast improving software. To the contrary, all improvements proposed by the  community are reviewed by our quality team so that others  can benefit from it.    
  • 60. Never be forced to purchase anything The GPL license is the best protection the community can  have. It guarantee: ● You can always get the sources of the software, ● You do not pay to get the sources, ● You are free to distribute, use and modify. As the CEO of Tiny, Open Source is all my life and my  passion. Trust me, we will never do something that do not  fit the “Open Source” mind.    
  • 61. Tools to collaborate and communicate As to help the community to grow efficiently, we setup tools  to organize the collaboration: launchpad (code, translations,  bug tracker, answers), forum, irc, planet, etc. The Open ERP website is dedicated to customers and the  Open Object website is dedicated to the community. Both  websites are based on the same software, but it allows us  to offer different tools and communications. As an example, the Open ERP planet is managed by  marketing guys for a professional communication. The  Open Object planet is fully open, every contributor can  post.    
  • 62. Being listened The community provides a very good feedback on the  software and on the communication/organization. This feedback is very important to achieve a perfect tool,  we read it every day. Just have a look at how often  managers at Tiny or partners are discussing on the forum  and/or IRC.    
  • 63. Conclusion ­ Community Once a month, we organize IRC  community meetings with the Tiny  management. Join us at one of these  meeting to discuss on how we can  collaborate more efficiently...    
  • 64. And It Works ! I started alone 4 years ago, with 1000 EUR. Today, we are self­financed with: 85 employees, ● A partner network in 35 countries, ● The most advanced ERP in the world. ● With our Open Source vision, we never had to  do a fund raising and we continue our  organic growth of 100% per year !    
  • 65. Need more  information ? Everything is available on   http://openerp.com