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QUICK START Methodology

Overview of the

Open Days 2013

Jaime Catalan Sales Manager EMEA – Quick Start Pascal Bohon Functional Consultant – Quick Start Expert

OpenDays 2013 8/07/2013

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Business Cases

OpenDays 2013 8/07/2013

Belgian company specialized in the design, development and manufacturing of military vehicles and weapon systems

No ERP Excel sheets

Need:

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OpenDays 2013 8/07/2013

- Stages

Day D: Downloaded Open ERP

D+1: First contact & Qualification

D+14: Live Demo & Offer

D+15: Agreement Enterprise Contract Signed

D+19: First day of consultancy

D+26: End of implementation & Live

Started with 2 users and will deploy up to 10-12 users

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OpenDays 2013 8/07/2013

Belgian web-agency specialized in Brand Advertising & Company Communication on social networks

No ERP Excel sheets

Need:

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OpenDays 2013 8/07/2013

- Stages (2)

Day D: saw OpenERP on TV

D+2: first contact

D+5: 2nd qualification call standard

D+13: Live demo & Offer

D+17: Agreement Enterprise Contract signed

D+23: 1Day Implementation & Live on CRM

Project Management will come on a second step

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OpenDays 2013 8/07/2013

Starter Company selling drones (helicopters in kit)

Needs:

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OpenDays 2013 8/07/2013

Day D: first contact & qualification

D+7: Live Demo & offer

D+13: Agreement & Enterprise Contract signed

D+20: 2 days of consultancy

D+24: 3rd day of consultancy

Started Implementing CRM & Sales

Warehouse has been implemented on a second step

Purchase and Manufacturing will follow

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- Stages

OpenDays 2013 8/07/2013

Quick Start Origine

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OpenDays 2013 8/07/2013

Project Size (TCO)

0€ 15K€ 50K€ 2Mio€

Project Profile Out of the Box Implementation

Implementation with Custom & Dev

Bigger Projects with real Custom & Dev

requirements

Partner Profile Ready Partners Silver & Gold

Partners

Current Approach

QS Approach

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QUICK START Methodology

Main target – GO LIVE

OpenDays 2013 8/07/2013

No Custom… No Devs!!!

Sales Cycle – 4 to 6 weeks

Focus on OpenERP Standard

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QUICK START Methodology

4 rules

OpenDays 2013 8/07/2013

RULE N°1 12

Do not try to cover 100% of the client needs with customisation

Work with the client to fit 90% of his needs with standard solution

Better ROI and Customer Satisfaction reached

Phase your selling stages

OpenDays 2013 8/07/2013

RULE N°2 13

DO not start from the client need

…

START from the exisiting product coverage

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RULE N°3 14

DO not propose a full detailed analysis

…

Implement and Go LIVE ASAP in a limited # of days

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RULE N°4 15

DO not propose specific developments

…

PROPOSE the product as it is

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Sell out-of-the box service is not complex but it’s a mindset change

Nearly all clients are LIVE after the first day of consulting

Most projects are not fully deployed after 3 months

need a continuous follow up

additional users, modules…

100% satisfaction rate versus

Most clients are ready to pay less to get slightly less and quickly

Quick Start Approach - Feedback after 3 months of tests

OpenDays 2013 8/07/2013

What OpenERP Learnt? 17

Success Keys

Out-of-the box constraints, NO Gap Analysis

Reduce client scopes to limit entry barriers

A good tailored made demonstration

SaaS platform

OpenDays 2013 8/07/2013

Other infos

Only 20% of clients go for training, 80% prefers dedicated but more expensive consulting days

Phasing the sales according to the budget

For the same project, partners offers are between 30 & 100K€ when we quoted between 5 and 15K€ for the 1st phase with no specifics

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QUICK START Methodology

The Approach

OpenDays 2013 8/07/2013

Quick Start - Approach 19

Resellers

OERP 7 Sell 4 Standard Business Apps – CRM/PROJECT/HR/POS

Sales Approach Sell Standard Business Apps – NO CUSTO !

Sales Competences Functionnal Sales

Service Delivery Onsite functionnal services – GET THE CLIENT LIVE QUICKLY

Deal Flow 4 deals / monthly – START WITH INSTALLED BASE

Deal TCO 5k €

OERP Enterprise Quick Start offer – BUNDLE IT

Marketing Mailings, Events, Roadshows, Demonstrations, ETC

OpenDays 2013 8/07/2013

Be FREE to start with a few apps and EXPAND...

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Manufacturing

Accounting

....

Project

POS

Sales

HR

CRM

Step 1 : Simple Need – 1 Module

Step 2 : Advanced Needs 5 Modules

Step 3 : Full featured ERP 25 Modules and more

BENEFITS :

1. Reduce your risk 2. Short decision cycle for the partners 3. Low-Cost Approach

OpenDays 2013 8/07/2013

08 SELLING STAGES

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QUICK START Methodology

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STAGE #01

Monitor & Manage

LOCAL LEAD Acquisition

Mailings – Make the content as valuable as possible

Weekly Webinars – focus on 1 Business APPS (ex:CRM)

Events – Meetings, Trade Shows, Chambers of commerce

Online marketing – website (contact form) , referrals, etc

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Convert Lead to

BUSINESS OPPORTUNITIES

Light Scope Qualification

Qualify directly or schedule a qualification call with a functionnal sales

STAGE #02

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STAGE #03

Make SURE to

QUALIFY NICELY

Qualification Call (2 calls MAX.)

No customisation

Identify & Understand Business Scope

Translate Business Scope in Standard OERP Business Scope

Avoid complexity – Deploy 1 app & expand

Confirm budget & benchmark competition

Schedule a demonstration

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STAGE #04

Excellence in

DEMONSTRATIONS

Do not try to show all

Keep focus on the essentials

Prepare correctly the demo in advance

Import some client datas (3 customers, 3 suppliers)

Soft Workflow

Trigger right after the demo an offer

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STAGE #05

Design, Structure & Present

A good QUOTATION

OpenERP Enterprise yearly fee

min 3 days of onsite services which include

Hands-On user training (1day)

User functionnal practices (2days)

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STAGE #07

Implement quick first and

Deploy after

A client LIVE quickly is a surprised and happy client…

Additional requests/modules will come

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STAGE #08

Ensure & Maintain

High Quality Standards

Follow on projects

Indentify possible projects evolution, Consulting, Trainnings

Be sure that any new requirements are covered by OpenERP

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QUICK START Methodology

8Selleng Stages

OpenDays 2013 8/07/2013

4 rules

Origines

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QUICK START Methodology

it’s a mindset change

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- Belgium

OpenDays 2013 8/07/2013

QUICK START Methodology

- France

- The Netherlands

… Now For Export

Q&A

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Overview

QUICK START Methodology

Thank you!!!

8/07/2013 OpenDays 2013

Pascal Bohon Functional Consultant Email: pbo@openerp.com Phone: +32/(0)81 813700 (ext. #06)

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Jaime Catalan Sales Manager Direct Sales EMEA Email: jca@openerp.com Phone: +32(0)2 290 35 14 Skype: jaime.openerp