http://openerp.com

1. OpenERP
Implementation Assistance
The OpenERP
out-of-the-box
project approach
MAXIME GLORIEUX, HEAD OF SAAS & IA

2. What is an OpenERP Implementation Assistance
Our out-of-the-box approach
It is an out-of-the-box/standard OpenERP
system deployment that involves the
customer in the configuration of the
database.

3. OpenERP Implementation Assistance
Out-of-the-box approach - What is in it ?
Project duration ?
3 month objective
Onsite/online ?
Customer’s choice
Maintenance & migration ?
Included in the proposal

4. OpenERP Implementation Assistance
Out-of-the-box : Who is it for ? / When is it recommended ?
Limited budget (less than €15k)
Customer is willing to actively get involved in the deployment
(learning competencies, customer wants to feel more in control
of his system)
Urgent need to deploy a system (less than 3 months)

5. OpenERP Implementation Assistance
Out-of-the-box : Who is it for ? / When is it recommended ?
Customer is not seeking to integrate 100% of his processes.
(Can afford not to have everything automated.)
Any companies that can afford not to have all their (specific)
needs covered from day 1
> companies willing to have a phased implementation
> 1st phase will cover all the standard needs
> 2nd phase later when they will be ready/able to
invest money for specific adaptations/developments

6. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Implementation Assistance sales cycle
Qualif Demo Prop Nego Closing
1) Qualification of the customer situation, problems, expectations
2) Demonstration of the system going through main customer needs
3) Customer tailored implementation proposition with budgetary offer
4) Negotiation
5) Closing

7. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
Company details: activity, contact details, locations, contact person,
decision makers, website, size, turnover, number of employees, number
of users…
Current way of working: how do they currently manage their
activity? current system in place
Customer needs: what are they looking /for/to change/improve ?
Onsite/online?
Standard: list of all standard needs
Specific: list of everything more specific that might have
to be done in a second phase

8. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
Data import: data import needs (#partners-customers, suppliers,
prospects..-, #products, structure,…)
Budget: envelop defined? If not, are they aware of the cost of an
implementation, reaction on budget range
Timeframe: decision deadline/operational solution deadline +
reasons

9. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
Implementation
DIY Assistance
Traditional Project
√ Get involved and learn √ local presence with your √ ideal for complex needs
- no support from OpenERP certified expert (requiring heavy specific
or its expert consultant consultant network developments)
network √ get involved in your
- time consuming (long implementation (& learn √ partner is taking care of
implementation time) how to deploy and everything
manage your own ERP)
√ low cost √ onsite services
- you need to be available
during the deployment - pay per day of service
- specific needs not covered

10. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
 A demonstration should only be done after a full customer
qualification and after the customer has validated his interest for
an implementation assistance + is conscious of the costs.
 CHECKLIST (before agreeing to do a presentation):
 Do I know what the customer is doing (his industry sector/activity) ?
 Do I know what he is looking for (what are the areas of OpenERP he
is interested in in regard to his company management needs) ?

11. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
 CHECKLIST (continued):
 Can I show him most of his needs without wasting too much time
configuring a database specifically for him ?
 and last but not least:
Is it worth spending time with this prospect ? Are they serious about
implementing a new ERP (timeframe, budget,...)? Are they willing to
pay for our services should the demo be successful ?
> If you have a 'no' or do not know the answer to any of the
above questions then you should not agree to make a demo and
rather ask the customer the right questions before committing.

12. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
 High level presentation:
 You do not need to show every detail of a module or view for this first
presentation
 Vison :
 Create a vision in the customer mind rather than purely showing
functionalities
 Ultimately, you want your customer/prospect to feel like they are
missing something by not using OpenERP for their company
management.

13. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
 Identify potential issues :
Ask the customer what is refraining him from choosing OpenERP.
-nothing ? Ask the customer whether he wants an offer reminding
him about the budget range
-identify customer processes not covered in OpenERP preventing
him from deploying the software

14. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
A proposition should only be done when :
- customer has arrested his choice on OpenERP,
- validated implementation approach,
- pre-agreed on the project cost,
- decision timing is within next 8 weeks

15. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing

16. OpenERP Implementation Assistance sales cycle
Out-of-the-box project - How to sell it ?
Qualif Demo Prop Nego Closing
The negotiation and closing are the easiest parts of this sales cycle.
If the customer has indeed understood everything in the previous
stages + is ready to take a decision, it is purely formalizing the
agreement and sorting out logistical details to get the project
started.

17. OpenERP Implementation Assistance
Out-of-the-box approach : How can you be part of it ?
We, OpenERP, do the selling and assign the project to you
exemples
If it is your first project, you can decide to use this project as
an opportunity to gain experience in an implementation
assistance by being an intermediary between the customer
and OpenERP.
You have a customer interested, you do the selling, position a
number days of onsite intervention. You come with your
signed contract and we can help you should you need
assistance until you feel completely confident doing it without
us.

18. OpenERP Implementation Assistance
Out-of-the-box approach : Summary of key messages
 Huge market potential
 Faster, easier sales cycle – average of less than 6 weeks from
first contact to closing
 Reduced risk > commitment to deliver support, not to deliver a
project
 Customer commitment is critical to the success of this kind of
implementation approach
> If the customer does not get involved, nothing will be done