OpenERP partnership program: benefits and value. Ruben Real, OpenERP
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RUBEN REAL SALES MANAGER PARTNERSHIPS - ALLIANCES EMEA Open Days 2013 OpenERP Partnership Program
Transcript of OpenERP partnership program: benefits and value. Ruben Real, OpenERP
RUBEN REAL SALES MANAGER PARTNERSHIPS - ALLIANCES
EMEA
Open Days 2013 OpenERP Partnership Program
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Our Company
• Founded in 2005 by Fabien Pinckaers - CEO 2005
• Average growth = 100% 2005 - 2011
• 165% growth; 4.6M US$ in revenues 2011
• 300% growth; 8M US$ in revenues 2012
• Aggressive growth with OpenERP v7.0 = $$$ 2013
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2,000,000 + Users
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550 Partners
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110 Countries
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850 Inbound Leads Daily
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4 subsidiaries 2013
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32 Translations
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38 % of time saved to
finalize your business flow
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3250 Applications
Our Product 3000+ Open Source Apps
1 Application for every single need …
CRM & Sales
• Leads & Opportunities
• Quotations & Sales
• Phone Calls
• Shared Calendar
• Revenue Forecasts
• Outlook Plugin
• E-commerce Integration
• After-Sales Services
HR
• Timesheets/ Attendances
• Leaves Management
• Expenses Tracking
• Periodic Evaluations
• Recruitment
• Payroll
Accounting
• Financial Accounting
• Analytic Accounting
• Bank Interfaces
• Multi-Currencies
• Multi-Charts
• Validation Workflows
• 26 Countries supported
• Dashboards & KPI
• Consolidation
• Budgets
Marketing
• Multi-Channel Campaigns
• E-Mails templates
• Website Integration
• Mail Gateway
• Segmentation & Profiling
• Template of Report
MRP
• Multi-Level BoMs
• Flexible Routings
• JIT, Kanban, MTO
• Full Traceability
Service MGMT
• Project Management
• Gantt & Calendars
• Issues Tracker
• Contract Management
Point of Sales
• Touch screen
• Disconnected Mode
• Fully Integrated
Logistic
• Multi-Warehouses
• Push/Pull Flows
• Delivery Mgt
Purchase
• Rfqs
• Purchase Tender
• Supplier QoS
Document MGMT
• Workflows
• Integration
AND MUCH MORE ... 35 new modules a month
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Being Social?
• Open Chatter • LinkedIn Plugin • Share and exchange docs in real time!
Be FREE to start with a few apps and EXPAND...
Manufacturing
Purchase
Accounting
Supply
HR
....
Project
Invoicing
Sales
...
CRM Step 1 : Simple Need – 1 Module
Step 2 : Advanced Needs 7 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
Be FREE to customize at will...
No heavy development required to adapt the solution
to YOUR business
Workflow designer Screen designer Report designer
Selected by reputable companies
150 M€ spent in 10 years with SAP ... NOW switching to OpenERP ... How come?
OpenERP Partnership
Program
My opportunities – The Perfect Timing
The market is eager to find alternatives - The demand is already there ERP Software market is going open source …
SME’s Market knows it…
Decision makers know it …
OpenERP is the answer We have the products & the support to help you to meet it
We have the clients, the talent & the experience to address it
It’s ALL about YOU & US !
My Opportunities –
Get New Clients Address a very large untapped market of SME’s which think
business applications are too expensive or too unflexible to meet their needs.
Leverage your Installed Client Base OpenERP can complement any existing CRM, BI, E-commerce
solutions you carry and help you generate more revenues.
Raise your competiveness OpenERP is a new generation business application software, as
opposed to most existing ERP solutions which are based on 20 year old technologies.
Leverage your Services Highly valuable product
and Increase your Profit …
My Benefits – LEARN!
Do you want to deliver quality services ?
Then, Become an OpenERP Expert You can attend to :
5 Days Functional Training Online/Onsite
5 Days Technical Training Onsite / Soon Online
1 Day Sales Training
Advanced online weekly Webinars
You GET Training Material OpenERP Books
Access to the training center
Evaluate your staff with our certification exams
My Benefits – SELL !
Success means business – a Win Win collaboration to get more projects
Lead Generation Program
OpenERP runs Marketing campaigns to find leads
Lead forwarding to partners (~850 leads/day)
Get More visibility
We give you the rights to use the OpenERP Trademark
You get the official partner recognition on our website (12.000 views daily)
We give you marketing material through the partner portal
We organize joint events to boost our partners - www.openerp.com/events
My Benefits – DELIVER!
Our goal is to make you succeed in your projects
You GET access to :
Technical Support Team (Onsite or Remote)
Functional Support Team (Onsite or Remote)
Pre-Sales Support Team (Onsite or Remote)
You get access to our development services
On Demand development resources from India
Development tool kits like the integration server
My Benefits – DEVELOP!
Building a long-term relationship is important for US !
Account Management
I. Provide guidance in your initial implementations and provide you services;
II. Analyze your business objectives with OpenERP;
III. Help to plan all the required steps to start your business with OpenERP successfully;
IV. Ensure that you know how to do an OpenERP Demo;
V. Show what our partners do to achieve their success.
More values ...
Upgrade trainings at each new release (version) Discounts on all OpenERP Services ordered Access to a dedicated partner portal – You control the relationship with US
Check your leads, opportunities, invoices, migration status, document library, tech support, news & events ONLINE.
My Benefits – Learn, Sell, Deliver, Develop!
Learn
• 5 Days Functional Trainings
• 5 Days Technical Trainings
• 1 Day – Sales Training
• Advanced online webinars
Sell
• We Provide you Leads
• Rights to use the Trademark
• Official Partner Recognition
• Get Marketing Material
• Shared Events
Deliver
• Technical & Functional Support
• Consultancy
• Implementation Methodology
• Offshore Developers
• Access to Development Tools
Develop
• Dedicated Partner Manager
• Partner Summits
• Upgrade Trainings
• Discounts on All Services
What do I need to do next ?
Again it’s UP to YOU ... You can start to benefit from OpenERP’s advantages Right Now !
You should consider
Becoming a READY Partner
Becoming a SILVER Partner
Becoming a GOLD Partner
Define clear ROLES
ROLES SERVICES
OPENERP Publisher Marketing Account Manager
Develop new versions Upgrade to new versions
Maintain Stable versions Unlimited bug fix on stable versions
Sales Assist to OpenERP Enterprise selling
OPENERP Partners Sales Partner
Customer Implementation Custom Development
After-sale service Custom Support
Strategy Out of the box OR System Integration
Marketing Referrals & Branding
A strong and sane ecosystem
End-User
Finance the Ecosystem
Partner – Reseller - Distributor
Sell OpenERP Enterprise Propose Managed
Services
OpenERP
Value proposition
OpenERP Enterprise We protect you from the early beginning
Bugfix Guarantee Unlimited support
Upgrade Migration (certified modules) Unlimited support the way to benefit from new features
Automated updates (minor bugfix release) Proactive
Packaged Modules to install in one click; Unlimited
Funcional /Technical Support Limited hours
Security Alert and Corrections Proactive
Private Modules Permitted
“White labeling” Permitted
Hosting included (Opicional) Option: online/onsite
OpenERP Enterprise
OpenERP provides the best value for money!
Value Split of OpenERP projects
On a standard OpenERP project, 85% of the revenue goes to the Partner, 15% to OpenERP
The Right Balance
OpenERP Partner
Share
Sell
Train
OpenERP Enterprise
New versions
Constant training
Constant communication
Value creation
OUT OF THE BOX
VERSUS
PROJECT IMPLEMENTATION
WHICH ONE TO CHOOSE ?
Go-to-Market Strategies
Go to Market Strategies – Which one I choose?
Choose and stick to a strategy; Do not mix both approaches
Project Implementation Reseller
Target Clients > 25 users 1 to 25 users
Partner Profile IT companies / System Integrators
Resellers / Functional Experts
Success factors Project Management Sales & Marketing
Offer Custom Implementation Quickstart Offer
Deployment Local Online or Local
Growth Strategy
Custom development YES NO or Very Limited
Annual Growth Get bigger clients Get numerous clients
OpenERP Integrator
Custom Developments
Tailor made solutions
OpenERP Enterprise
Technical, Functional & Sales resources
Onsite
OpenERP Reseller – Quickstart offer
No development required
Standard Solution: CRM, HR, POS & Services Management
OpenERP Enterprise included
Functional & Sales resources
Onsite or Online
Go live full speed!
WHAT A PARTNER DOES NOT WANT TO MISS
TOGETHER WITH OPENERP !
Partners Summit 2012
Partner KEY actions
Top 10 mistakes of partners TODAY
Partners Summit 2012
1. Selling OpenERP Enterprise separately from the main project quote
2. Selling OpenERP Enterprise after GO LIVE
3. OpenERP Enterprise ? A nice to have – Should be a MUST have
4. Too much focus acquiring new clients rather than converting customer base
5. Developing FIRST, Selling AFTER
6. Low pricing value: a better product should have a higher price
7. Wasting too much time on non-valuable prospects due to weak
qualification (no budget)
8. Chilly to migrate – keeping client base on old versions
9. No demonstration skills
10. No funnel transparency
Partners Summit 2012 38
PARTNER ACTION #1
Understand, Monitor & Manage
Deployment methodologies Follow regular webinars www.eventbrite.com
Partners Summit 2012 39
PARTNER ACTION #2
Understand, Monitor & Manage
Sales Technics Follow regular webinars www.eventbrite.com
How to sell OpenERP webinars
Partners Summit 2012 40
PARTNER ACTION #3
Accept & Improve
Funnel Transparency Partner portal improvement
Partner will be able to update leads & opportunities status
Support Ticket tracking system
Share your leads with OPENERP
Partners Summit 2012 41
PARTNER ACTION #5
Share, Publish and Contribute to
Referrals
Partners Summit 2012 42
PARTNER ACTION #6
Monitor & Improve
Staff Competences Follow OpenERP functional trainings
Follow OpenERP technical trainings
Follow OpenERP Sales trainings
Follow regular OpenERP webinars
Become OpenERP certified
Partners Summit 2012 43
PARTNER ACTION #7
Learn & Practice
Demonstration skills A good DEMO gets your prospects excited
A good DEMO insures you to be shortlisted
A good DEMO sets the expectation right
A good DEMO is worth a thousand words
Competitors have better presentations, but no DEMO
Partners Summit 2012 44
PARTNER ACTION # 8
Design, Structure & Integrate
A good quotation Integrate OpenERP Enterprise in any quote
Integrate partner managed services
Partners Summit 2012 45
PARTNER ACTION # 9
Forecast, Maintain & Grow
OpenERP revenue To get 40K Revenue Target; forecast 120K in pipeline Sell multi year services contracts Ensure OpenERP Contracts renewals OpenERP Business Plan – A true commitment
OpenERP Services – We are on your side Consulting Trainings Off-Shore Support
Subcontract to avoid bottlenecks
Partners Summit 2012
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Problem Solution
No project manager OpenERP consulting
Need a functional expert OpenERP consulting
Not enough developers OpenERP Offshore developers
No time to train employees/customers Official training/webinar
Wasting time on technical issues OpenERP Enterprise
Need to migrate custom instance Custom module migration
No salesperson We cannot help you
Don’t be slowed down by a lack of resources. We can help you deliver successfully.
Partners Summit 2012 47
PARTNER ACTION # 10
Do not fail your
First OpenERP Projects Join your efforts with OpenERP during your first project
Success Rate is over 60%
You will learn from it for the next ones
Ensure a win-win situation between OpenERP & YOU
Partners Summit 2012 48
PARTNER ACTION # 11
Promote
OpenERP Publish success stories
Use social media like twitter, Facebook, LinkedIn
Organize Joint Event with OpenERP
Publish white papers
Partners Summit 2012 49
PARTNER ACTION # 12
Choose, Brand & Develop
The Right OpenERP Strategy Out-of-the-Box
System integration (project implementation)
Partners Summit 2012 50
PARTNER ACTION # 13
Ensure & Maintain
High Quality Standards Whenever if you are a Certified Training Partner (CTP)
Whenever if you are a New partner
Whenever if you are a Current partner
Whatever grade you have
Partners Summit 2012 51
PARTNER ACTION # 14
OpenERP commits on developing a great product
Partners commit on a creating Values & Revenue to ensure a sain & great future
Partners Summit 2012 52
PARTNER ACTION # 15
Focus on Client Base Rather than wasting to much time on
Getting New clients
Partners Summit 2012 53
From the early beginning we want to help you to start with OpenERP and develop your business working hand by hand close to you!
