OpenERP Status Strategy 2013 - Xavier Pansaers (OpenERP CSO)
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Xavier Pansaers' presentation summarized OpenERP's status and strategy in 2013. The presentation highlighted that OpenERP has established itself as the leading open-source ERP and relies on a global network of partners. It described OpenERP's goal ambition to address SMB's complex business needs with simple, affordable solutions. The presentation also outlined OpenERP's dual direct and indirect go-to-market strategy and emphasized the huge market opportunity in serving SMBs, which represent hundreds of millions of businesses globally.
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OpenERP Status Strategy 2013 - Xavier Pansaers (OpenERP CSO)
- 1. XAVIER PANSAERS G R O U P C H I E F S A L E S O F F I C E R 1 OpenERP Status & Strategy 2013 04/07/2013OpenDays 2013
- 3. Mission Address SMB’s Complex Business needs with Simple and Affordable Solution 04/07/2013OpenDays 2013 3
- 4. Ambition BEthe Global Leader in the Emerging Business Apps Market for SMB’s 04/07/2013OpenDays 2013 4
- 5. HOW? By Breaking the existing rules of Erp’s Market : • Leverage the power of an Open Source Model • Make Business Applications accessible to any logo • Transform ERP into a modular business applications • Change the user experience by making the software truly intuitive 04/07/2013OpenDays 2013 5
- 6. Sain PARADOX… Even Big Corporations deployed OPENERP for critical applications 04/07/2013OpenDays 2013 6
- 11. 550 + Partners Fast Growing Base of Qualified Partners Global Network 04/07/2013OpenDays 2013 11
- 12. 110 Countries Where OpenERP Bills Thank to our Partners 04/07/2013OpenDays 2013 12
- 13. 300 Universities Both IT Cursus & Management Cursus 04/07/2013OpenDays 2013 13
- 16. 850 Inbound Leads Daily 04/07/2013OpenDays 2013 16
- 17. 1549% Revenue Growth 04/07/2013OpenDays 2013 17
- 19. 09 /2013 Launch of Asia Subsidary In Hong Kong 04/07/2013OpenDays 2013 19
- 20. 10 /2013 Functional Certification Exam available in 1330 Exam Centers PERSON VUE 04/07/2013OpenDays 2013 20
- 21. 30 New Partners monthly Rise of New partner generation - Resellers 04/07/2013OpenDays 2013 21
- 22. 356,000 Users on 1 DB 04/07/2013OpenDays 2013 22
- 23. 32 Translations Thank to the community 04/07/2013OpenDays 2013 23
- 24. 300% OpenERP Entreprise Revenue Growth sold by our partners 04/07/2013OpenDays 2013 24
- 26. 750 Users Trained S-2012 04/07/2013OpenDays 2013 26
- 27. 7OPENERP A major turning point towards an ERP Integrated Suite of Applications… Powerfull in any business case … An efficient and productive usability… A series of new features… A suite of social applications… 04/07/2013OpenDays 2013 27
- 28. 38% of time saved to finalize your business flow 04/07/2013OpenDays 2013 28
- 29. 4 Of the biggest NGO’s 04/07/2013OpenDays 2013 29
- 30. 1World Leader in Fresh Food Products 04/07/2013OpenDays 2013 30
- 31. 1 World leader in strategic consulting for C-level 04/07/2013OpenDays 2013 31
- 32. 04/07/2013OpenDays 2013 32 # Users 5-50 50-500 500+ EDUCATION UTILITIES GOVERNMENT TELECOM DISTRIBUTION MANUFACTURING HEALTHCARE SERVICES AND OTHERS…
- 33. 350 Migrations performed in 4 months 04/07/2013OpenDays 2013 33
- 35. 04/07/2013 OpenDays 2013 35 OpenERP has Already Established Itself as the Leading Open-Source ERP OpenERP has Already Established Itself as the Leading Open-Source ERP OpenERP has Already Established Itself as the Leading Open-Source ERP
- 36. OpenERP Relies on a Global Network of Partners 04/07/2013 OpenDays 2013 36
- 37. 04/07/2013 OpenDays 2013 37 Go to Market Strategy A Dual Direct & Indirect Apporach Indirect • Today’s network is under-sized compared to addressable market • 100% built inbound (1,000+ requests each month 20+ accepted partners) • Many partners create a dedicated OpenERP activity that generates >50% of total turnover Direct • This channel has started to be developed in 2012 and addresses smaller clients • ‘QuickStart’ approach: standard product that included OpenERP service • OpenERP seeks to develop an international reach with the direct ‘QuickStart’ approach
- 38. A very capital efficient Model 04/07/2013 OpenDays 2013 38 Differentiated Product •Product is ergonomic, easy to customize and to deploy •As many features as leading vendors •Pricing strategy adapted to the market the Company addresses •Collaborative development with an experimented community High ROI S&M •Limited marketing efforts so far (client base mostly built inbound) •Fast-growth of qualified partners’ network with a strong international footprint •Promising Direct Channel monetization through Quick Start approach to better reach smaller clients Scalable & High Margin product •Global Resources pool allows to keep costs down •Product is stable •Scalable migration services
- 39. Business Orientation Landscape 04/07/2013 OpenDays 2013 39 ProductScope Flexibility A B A. Large ERP Vendors • Distribution on premise • Proprietary Software B. Vertical Applications Vendors • Cloud/SaaS offers • Proprietary software • Independent applications for specific verticals (CRM, HRM, Basecamps …) Differentiated positioning OpenERP successfully positioned itself within a high-value and competition-free area
- 40. A huge opportunity to be seized on SMB Segment (1) 04/07/2013 OpenDays 2013 40
- 41. A huge opportunity to be seized on SMB Segment (2) 04/07/2013 OpenDays 2013 41 A less Competitive Pressure at the Bottom of the Pyramid Large enterprises market is saturated with large vendors’ on-premise offers Cloud specialist target Medium businesses Small business are barely addressed by current players SMBs represent c.200 millions companies with c.1 billion employees to address Low Penetration amoung SMB’s Equipment rate for Small Businesses is estimated <20%, 2.5x less than enterprises (est. penetration: 50+%) Opportunity for OpenERP to provide SBs with more appropriate tools and differentiate from competition
- 42. OpenERP Strong Value Proposition 04/07/2013 OpenDays 2013 42 OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user
- 43. Next Steps to maintain Growth 04/07/2013 OpenDays 2013 43 Increase Brand Awareness • Positioning • Manage transition from ERP to business apps • Develop Lead generation programs • Increase visibility through branding actions • Product • Improve product’s performance and flexibility • Leverage the community of contributors • Fill the last lacks in apps offering Improve Lead Monetization • “Aggressive multichannel Go-to-Market strategy” • Indirect Channel • Install Partners ‘hunting’ and ‘farming’ strategies • Reinforce educational programs • Direct Channel • Reinforce Sales Team • Develop QuickStart approach • Accelerate the customer acquisition process Broaden International Reach • New subsidiary in Hong-Kong due to open in 2013 • Accelerate Growth in the US
- 44. Next Steps to maintain Channel Growth 04/07/2013 OpenDays 2013 44 INTEGRATORS Solutions Sellers Project Management Customization RESELLERS QuickStart approach Sales Management Standard
- 45. OpenDays 2013 04/07/2013 47 Thank you !