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
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.
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.
16. ... Limit risks & cut costs
By reselling editions to the customer, you get:
● Guarantees from the editor (migration, unlimited bug
● 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
Who offers what?
● Support to customer
● Support to partner
18. Modules Quality Certification
What's the module quality certification ?
180 functional & technical tests of your module
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
Include Editions & Certifications in your quotations
● Functional Coverage
● Modules to reuse
● Modules to develop
● Integration Plan
Certification of custom modules
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
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
Sell More (Leads)
Improve Code (Certif.)
Communicate on Quality
Limit Risks (Maintenance)
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
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
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...
The Open Source license guarantees you are free to :
● Use without paying
● Not have yearly recurring costs
● Modify and copy the software
● 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
● 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
● Unlimited bug fixes,
● Fixed Price Migrations,
● 5 Years lifecycle.
43. How to proceed?
1) Discover Open ERP
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
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
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.
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
And, ... like every one on this planet..., being
53. If everyone works this way, the
community will contribute
● 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
55. We want to achieve the best
enterprise management software
in the world. To achieve this
perfection, we push everything to
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
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
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
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:
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
Everything is available on