Post on 25-Feb-2016
description
1
XAVIER PANSAERSV P G LO BA L SA L ES
OpenERP SA
04/07/2013OpenDays 2013
2
“The first steps to becoming a really great manager are simply common sense; but common sense is not very common.” Gerard Blair; Writer
“Growth does not always lead a business to build on success. All too often it converts a highly successful business into a mediocre large business.” Richard Branson; CEO Virgin
3
AmbitionBE the Global Leader in the
Emerging Business Apps Market for SMB’s
4
MissionAddress SMB’s Complex Business
needs with Simple and Affordable Solution
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
7
OPENERPPath
8
20053 employees
9
2014275 employees
10
3,000,000+ Users
11
550+ Partners
Fast Growing Base of Qualified PartnersGlobal Network
12
110Countries
Where OpenERP BillsThank to our Partners
13
300Universities
Both IT Cursus & Management Cursus
14
3360+ Applications
15
16
950Inbound Leads Daily
17
1549% Revenue Growth
18
4
19
11/2013
Launch of Asia SubsidaryIn Hong Kong
OpenDays 2013
21
30New Partners monthly
23
32Translations
Thank to the community04/07/2013
24
300% Recurring Revenue
Yearly
04/07/2013
OpenDays 2013
25 04/07/2013
OpenDays 2013Jan
2011
Feb 2
011
Mar 20
11
Apr 2
011
May 20
11
Jun 20
11
Jul 20
11
Aug 2
011
Sep 2
011
Oct 20
11
Nov 20
11
Dec 20
11
Jan 20
12
Feb 2
012
Mar 20
12
Apr 2
012
May 20
12
Jun 20
12
Jul 20
12
Aug 2
012
Sep 2
012
Oct 20
12
Nov 20
12
Dec 20
12
Jan 20
13
Feb 2
013
Mar 20
13
Apr 2
013
0.00
20000.00
40000.00
60000.00
80000.00
100000.00
120000.00
140000.00
160000.00
180000.00
OpenERP Enterprise Monthly Revenue
26
1500Users Trained 2013
04/07/2013
27
8OPENERP
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 like Website builder; Ecommerce, etcA suite of social applications…
04/07/2013
OpenDays 2013
29
4Of the biggest NGO’s
04/07/2013
30
1World Leader in Fresh
Food Products
04/07/2013
31
1World leader in strategic
consulting for C-level
04/07/2013
32 04/07/2013
OpenDays 2013
# Users5-50 50-500 500+
EDUCATION
UTILITIES
GOVERNMENT
TELECOM
DISTRIBUTION
MANUFACTURING
HEALTHCARE
SERVICES
AND OTHERS…
34
US Launch
How to negociate the long , slow ramp of death …
04/07/2013
35
XAVIER PANSAERSOPENERP VP GLOBAL SALES
04/07/2013
Thank you !
OpenDays 2013 36
Strategy
04/07/2013
37
04/07/2013
OpenDays 2013
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
38
OpenERP Relies on a Global Network of Partners
04/07/2013
OpenDays 2013
39
04/07/2013
OpenDays 2013
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
40
A very capital efficient Model
04/07/2013
OpenDays 2013
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
41
Business Orientation Landscape
04/07/2013
OpenDays 2013
Prod
uct S
cope
Flexibility
A
B
A. Large ERP Vendors• Distribu
tion 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
42
A huge opportunity to be seized on SMB Segment (1)
04/07/2013
OpenDays 2013
43
A huge opportunity to be seized on SMB Segment (2)
04/07/2013
OpenDays 2013
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
44
OpenERP Strong Value Proposition
04/07/2013
OpenDays 2013
OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user
45
Next Steps to maintain Growth
04/07/2013
OpenDays 2013
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
46
Next Steps to maintain Channel Growth
04/07/2013
OpenDays 2013
INTEGRATORS
Solutions Sellers
Project Management
Customization
OpenDays 2013
49
04/07/2013
Thank you !