4. JIM The Partner says:
“ Hi Robert ! My Name is JIM;
OPENERP official partner.”
“Ready to sign the OpenERP
Publisher Warranty? ”
and Robert the Client says : “Are
you...”
6. ,
As a matter of fact
Robert need an live
demo
to be attracted …
7. Ok ! Ride on ...
Let’s speak about Sales Strategies
# 1 Rule
DEMONSTRATE
(workflow kills)
8. NOW, JIM is thinking
about increasing his
revenue on
OPENERP...
9. # 2 Rule
ADDRESS OPENERP to
the right market
1. Existing Installed Base
2. New Customer Base
10. 1. GET Revenue from JIM
installed BASE !
“JIM is eager to start
selling quickly OpenERP ;
no time hunting for new
business/revenue ...”
11. Then JIM wants revenues
from his existing installed
base !
Not only by hunting new
implementations !
12. TOM The Editor suggests to JIM …
• IT TAKES 5-7 TIMES MORE TO ACQUIRE A NEW CUSTOMER THAN IT
TAKES TO SELL TO AN EXITING CUSTOMER !
• SELLING TO EXISTING CUSTOMERS IS LESS RISKY THAN STARTING NEW
PROJECTS FROM SCRATCH, FOR FIXED PRICE PROJECTS
• JIM IS A STRONG POSITION TO NEGOTIATE AN ADEQUATE
PRICING WHEN YOU SELL TO AN EXISTING CUSTOMER
• IN SOME CASES IT’S DIFFICULT TO GROW BY ALWAYS LOOKING FOR NEW
CUSTOMERS, SEE YOUR CUSTOMERS AS AN ASSET.
13. “Hey JIM! Your installed base is a
goldmine” says TOM
• INDEED JIM HAVE A SIGNIFICANT INSTALLED BASE BUT DO NOT SUCCEED TO
GENERATE REVENUES FROM IT
• TOM INPUT: “A TYPICAL 50K€ PROJECT SHOULD BRING YOU MINIMUM
20K EVERY YEAR”
• 8K OF MAINTENANCE (OPW) + SUPPORT
• 6K SELLING NEW FEATURES OF NEW VERSION
• 6K SELLING CUSTOMIZATION & NEW DEVELOPMENTS
• LET’ SAY JIM ACHIEVES 10 IMPLEMENTATIONS OF 50K€ . JIM SHOULD GET A
YEARLY REVENUE OF 200K€ ON ITS EXISTING INSTALLED BASE
•
14. Look at this graph JIM …
• HYPOTHESIS:
• Cost of Sales: 30% ; Cost of Services: 40% ;G&A : 17% ;OPW: 3.8 K€
• 5 New projects a year @50K average
15. 2. GET Revenue from New
Customers ...
“JIM is eager to start selling
to new clients as well ”
But ROBERT is not an easy
client ... Are you Robert?
16. ROBERT is a traditional
CTO of a Taxi Company ...
but JIM does not know
how to proceed yet
...
18. JIM needs to apply
OPENERP Project
Selling Methodology
linked to OPENERP
Implementation
Methodology ...
19. TOM suggests to JIM the following strategy
• Software Assessment • Sell OpenERP Publisher Warranty & Sell a POC
1 1
• Pre- Analysis • Sell 5-10 Consulting days PARTNER/OERP
2 2 • Pre-analysis define the final quote
• Analysis • Sell Consulting days PARTNER/OERP
3 3 • Sell Project Management
• Implementation • Sell developers or use OERP Off-Shore capacity or both
4 4
• Deployment • Sell Training or Train yourself (CTP)
5 5
• Support • Sell Support & Sell New features every 6 months
6 6
6/10/2010
20. # 4 Rule
DO NOT SELL « THE FULL MONTY »
SELL A MODULAR
APPROACH
21. ROBERT TAXIS have 195 Branches in total -
45-50 Business units are SAP installed … the rest
Millions €
SAP OPENERP BUSINESS UNITS INSTALLED
SAP BU’S
Long Tail Approach
OPENERP
BU’s
#BUSINESS UNITS
22. JIM to ROBERT:
« Are You convinced now ? »
But ROBERT still have some
doubts…
23. ROBERT:
« OPEN SOURCE, Is it not for free ? »
JIM:
« Open Source and OPENERP are
not for free ; it’s FREEDOM to access
the code & customize it to your
specific needs »
24. ROBERT:
« Are you gonna here next year? »
JIM:
« OPENERP is a fast growing
company, recognized by VC’s,
recognized by the community,
recognized by Danone, MSF, La
Poste, La Ferme du Sart, Major EU
universities, etc»
25. ROBERT:
«SAP passed by yesterday and told me
they have made something for the
logisitic & automotive »
JIM:
«Do you prefer spending € in
licencing or making it specific to
your needs… specially for your Taxi
Company»
26. # 5 Rule
SCALE YOUR SALES
TOM helps JIM to SCALE SALES
with OPENERP Value proposition
27. OPENERP ENTERPRISE (OPW) – A MUST HAVE
OPENERP ENTERPRISE (OPW)
« Get rid of Pain ; focus on value added services »
1. BUG FIXING, SECURITY ALERTS
2. SUPPORT
3. MIGRATION
A. Minor Release every 6 months
B. Major Release every 18 months
C. OPENERP ensure Partners having new features to sell through the versioning
D. Partners will monetize new features through their services
6/10/2010
28. PACKAGE A GLOBAL OFFER FOR EACH VERSION
• PRESENTATION OF THE NEW FEATURES
• MIGRATION & DEPLOYMENT TO NEW VERSION
• ACTIVATION & PARAMETERIZATION OF THE NEW
FEATURES
• CUSTOM DEVELOPMENTS/CUSTOMIZATIONS OF
SOME FEATURES
• TRAINING OF THE USERS TO THE NEW VERSION
6/10/2010
29. PROFESSIONAL SERVICES ON DEMAND
PRESALES CONSULTANT
FUNCTIONAL CONSULTANT
TECHNICAL CONSULTANT
Expert Consultant Consultant
• 1,250 € • 850€
6/10/2010
30. OFF-SHORE SERVICES ON DEMAND
DEVELOPERS ON DEMAND
Min Off Shore Package
Training (2 dev. full time + 1/3 PM ) x 1
month
• 1750€ • Dev 220 € / Day
• 875 € until June 2011 • PM 350€ /Day
• New! Partner discounts
applied on off shore services
up to June 2011
6/10/2010
31. EDUCATION – Certified Training Program
BOOST YOUR REVENUE BY OFFERING TRAININGS
NEWS! MATERIALS IN SPANISH OUT SOON !
6/10/2010
32. SAAS REFERRAL PROGRAM FOR PARTNERS
NEW! SAAS PARTNER PROGRAM
• 10% READY, 15% SILVER, 20% GOLD
• THE STANDARD OPENERP CONTRACT WILL APPLY
• ONLY AVAILABLE TO THE PARTNERS
• THE PARTNER IS BILLED DIRECTLY AND WILL REBILL HIS CUSTOMERS AT HIS OWN PRICE
• THE PARTNER MANAGERS THE CONTROL CENTER FOR HIS CUSTOMERS
• THE PARTNER CAN MANAGE SEVERAL CUSTOMERS ON HIS INSTANCE
• A CHANGE IN THE PARTNERS CONTRACT WILL BE NEEDED
PLEASE DISCUSS WITH YOUR ACCOUNT MANAGER FOR ANY PACKAGE
OVER 250 USERS
6/10/2010
33. MARKETING SERVICES
JOINT EVENTS
DIRECT MAILINGS
BUSINESS CASES
INCREASE VISIBILITY
LEAD GENERATION PROGRAM
AND MANY MORE
6/10/2010