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XAVIER PANSAERSV P G LO BA L SA L ES

OpenERP SA

04/07/2013OpenDays 2013

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“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

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AmbitionBE the Global Leader in the

Emerging Business Apps Market for SMB’s

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MissionAddress SMB’s Complex Business

needs with Simple and Affordable Solution

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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

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OPENERPPath

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20053 employees

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2014275 employees

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3,000,000+ Users

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550+ Partners

Fast Growing Base of Qualified PartnersGlobal Network

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110Countries

Where OpenERP BillsThank to our Partners

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300Universities

Both IT Cursus & Management Cursus

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3360+ Applications

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950Inbound Leads Daily

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1549% Revenue Growth

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4

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11/2013

Launch of Asia SubsidaryIn Hong Kong

OpenDays 2013

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30New Partners monthly

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32Translations

Thank to the community04/07/2013

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300% Recurring Revenue

Yearly

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0.00

20000.00

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120000.00

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180000.00

OpenERP Enterprise Monthly Revenue

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1500Users Trained 2013

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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…

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4Of the biggest NGO’s

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1World Leader in Fresh

Food Products

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1World leader in strategic

consulting for C-level

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# Users5-50 50-500 500+

EDUCATION

UTILITIES

GOVERNMENT

TELECOM

DISTRIBUTION

MANUFACTURING

HEALTHCARE

SERVICES

AND OTHERS…

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US Launch

How to negociate the long , slow ramp of death …

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XAVIER PANSAERSOPENERP VP GLOBAL SALES

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Thank you !

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Strategy

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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

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OpenERP Relies on a Global Network of Partners

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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

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A very capital efficient Model

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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

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Business Orientation Landscape

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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

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A huge opportunity to be seized on SMB Segment (1)

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A huge opportunity to be seized on SMB Segment (2)

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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

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OpenERP Strong Value Proposition

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OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user

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Next Steps to maintain Growth

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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

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Next Steps to maintain Channel Growth

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INTEGRATORS

Solutions Sellers

Project Management

Customization

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Thank you !