Week 1 involves finalizing a tight scope and fixed price pilot with the prospect. Week 2 focuses on collaborating with end users and proving Openbravo 3's business agility onsite. Week 3 demonstrates the POC achievements to management to get commitment, ideally with end users executing process flows. The document provides tips for navigating a compressed timeline, lack of cooperation, large functional gaps, making it easy for the prospect to access the system in the cloud, leveraging modularity from the central repository, and being agile by pivoting the POC if needed.

1. Work with the prospect to finalize
Week 1:
a compelling but feasible pilot
POC Scope
• Tight scope / fixed price • Stop / go milestone
Prove out Openbravo 3, with business
Week 2:
agility in action (should be onsite)
Collaborate
If possible, engage end users for bottom up buy-in
Week 3: Demonstrate POC achievements to management
get the • Best if end users can execute the process flows!
commitment • After successful POC, it is very easy to negotiate & close

2. Compressed Requires good execution and rapid response
time frame Notify your Openbravo CBM, so we can support you!
Lack of Engage decision makers immediately
cooperation Figure out if this is a customer you actually want
Large Position Openbravo 3 as an adaptable
functional point solution that is easy to integrate
• Execute POC pilot on your value-added piece
gaps
• If no way forward, disengage & move on

3. Make it Give the prospect controlled access to the system
easy for
• Deploy in cloud • Specific users/roles • Monitor usage
the prospect
Leverage Know what is available in the Central Repository!
modularity • Module Monitor in Partner Portal • Golden key
Sometimes you need to be flexible, and
Be agile! ¨pivot¨ in the middle of a POC
• We will aggressively support you for promising deals!