Xavier Pansaers' presentation summarized OpenERP's status and strategy in 2013. The presentation highlighted that OpenERP has established itself as the leading open-source ERP and relies on a global network of partners. It described OpenERP's goal ambition to address SMB's complex business needs with simple, affordable solutions. The presentation also outlined OpenERP's dual direct and indirect go-to-market strategy and emphasized the huge market opportunity in serving SMBs, which represent hundreds of millions of businesses globally.

1. XAVIER PANSAERS
G R O U P C H I E F S A L E S O F F I C E R
1
OpenERP Status
& Strategy 2013
04/07/2013OpenDays 2013

2. 2
Status
04/07/2013OpenDays 2013

3. Mission
Address SMB’s Complex Business
needs with Simple and
Affordable Solution
04/07/2013OpenDays 2013 3

4. Ambition
BEthe Global Leader in the
Emerging Business Apps
Market for SMB’s
04/07/2013OpenDays 2013 4

5. 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
04/07/2013OpenDays 2013 5

6. Sain PARADOX…
Even Big Corporations
deployed OPENERP for critical
applications
04/07/2013OpenDays 2013 6

7. 7
OPENERP
Path
04/07/2013OpenDays 2013

8. 2005
3 employees
04/07/2013OpenDays 2013 8

9. 2013
200 employees
04/07/2013OpenDays 2013 9

10. 2,000,000
+ Users
04/07/2013OpenDays 2013 10

11. 550
+ Partners
Fast Growing Base of Qualified Partners
Global Network
04/07/2013OpenDays 2013 11

12. 110
Countries
Where OpenERP Bills
Thank to our Partners
04/07/2013OpenDays 2013 12

13. 300
Universities
Both IT Cursus & Management
Cursus
04/07/2013OpenDays 2013 13

14. 3360+ Applications
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15. 04/07/2013OpenDays 2013 15

16. 850
Inbound Leads Daily
04/07/2013OpenDays 2013 16

17. 1549% Revenue Growth
04/07/2013OpenDays 2013 17

18. 4
04/07/2013OpenDays 2013 18

19. 09
/2013
Launch of Asia Subsidary
In Hong Kong
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20. 10
/2013
Functional Certification Exam
available
in 1330 Exam Centers
PERSON VUE
04/07/2013OpenDays 2013 20

21. 30
New Partners monthly
Rise of New partner
generation - Resellers
04/07/2013OpenDays 2013 21

22. 356,000
Users on 1 DB
04/07/2013OpenDays 2013 22

23. 32
Translations
Thank to the community
04/07/2013OpenDays 2013 23

24. 300% OpenERP Entreprise
Revenue Growth sold
by our partners
04/07/2013OpenDays 2013 24

25. 04/07/2013OpenDays 2013
‹#›

26. 750
Users Trained S-2012
04/07/2013OpenDays 2013 26

27. 7OPENERP
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…
A suite of social applications…
04/07/2013OpenDays 2013 27

28. 38% of time saved to
finalize your business
flow
04/07/2013OpenDays 2013 28

29. 4
Of the biggest NGO’s
04/07/2013OpenDays 2013 29

30. 1World Leader in Fresh
Food Products
04/07/2013OpenDays 2013 30

31. 1
World leader in strategic
consulting for C-level
04/07/2013OpenDays 2013 31

32. 04/07/2013OpenDays 2013 32
# Users
5-50 50-500 500+
EDUCATION
UTILITIES
GOVERNMENT
TELECOM
DISTRIBUTION
MANUFACTURING
HEALTHCARE
SERVICES
AND OTHERS…

33. 350
Migrations performed in
4 months
04/07/2013OpenDays 2013 33

34. 34
Strategy
04/07/2013OpenDays 2013

35. 04/07/2013
OpenDays 2013
35
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

36. OpenERP Relies on a Global Network of Partners
04/07/2013
OpenDays 2013
36

37. 04/07/2013
OpenDays 2013
37
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

38. A very capital efficient Model
04/07/2013
OpenDays 2013
38
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

39. Business Orientation Landscape
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OpenDays 2013
39
ProductScope
Flexibility
A
B
A. Large ERP Vendors
• Distribution 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

40. A huge opportunity to be seized on SMB Segment (1)
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40

41. A huge opportunity to be seized on SMB Segment (2)
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41
 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

42. OpenERP Strong Value Proposition
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42
OpenERP has entered a new phase of its development by striving to maximize the value-added for
the end-user

43. Next Steps to maintain Growth
04/07/2013
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43
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
Broaden
International Reach
• New subsidiary in
Hong-Kong due to open
in 2013
• Accelerate Growth in
the US

44. Next Steps to maintain Channel Growth
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OpenDays 2013
44
INTEGRATORS
Solutions Sellers
Project
Management
Customization
RESELLERS
QuickStart
approach
Sales Management
Standard

45. OpenDays 2013 04/07/2013
47
Thank you !