This document discusses strategies for selling OpenERP and generating leads. It provides suggestions in 3 key areas: 1) Selling OpenERP by focusing on value over "Free software" and emphasizing flexibility and functionality. 2) Improving lead generation by sharing more success stories, references, and benchmarks to better position OpenERP. 3) Enhancing the lead qualification process by providing a partner portal for real-time lead updates and avoiding duplicate work. Partners prefer qualifying their own leads over receiving unqualified leads.

1. Workshop: Selling OpenERP &
Lead Generation

2. Selling OpenERP
• OPW:
– Securing quality for partners and users
– Adressing a real need of customers and partners
in terms of bug fixing and migration services
• SAAS:
– How to set up local hosting at partner premises
with the assistance (ready to pay) of OpenERP
• Be pigeon holed because of the « Free
software » -> go for value discussion
towards costumers based on flexibility,
functional richness, … of OpenERP

3. Suggestions
• More communication about success stories and
references
• On existing references: more information like size of
company and used modules
• Have an open document about
Benchmark/comparision
• Clear document about the positioning of OpenERP ->
specific OpenERP sales training?

4. Lead generation
• 2010
– No qualification
– Only one mail send
– Only 400 – 500 leads a week
• 2011
– Qualifying through DMC
– 9 mails send over 8 months
– 1500 – 2000 leads a week

5. Lead Generation
• What do you think about the contact form
– Partners want to skip contact form when they
are downloading on our website
• Are leads now qualified
– The leads are qualified
– Too few leads comming through
• Do you prefer 10 qualified leads per month
or 100 which you have to qualify
– We would prefer to qualify ourselves leads

6. Suggestions
• Working through partner portal
– Duplication of leads in to partners OpenERP
– Real time update lead information and merges
– Real time updates on projects (avoid doing the same
work twice)
• Improving contact form
– Have a membership login (dont fill CoFo every time)
– Updating your profile till qualified criteria met