1. Partner Sales Strategy
Partner Days D3 - 15/04/2011
Xavier Pansaers – Chief Sales Officer

2. OPENERP Production presents :
Actors :
JIM the PARTNER
ROBERT the CLIENT
TOM the OPENERP
Account Mgr

3. A Partner
named JIM
is selling
OPENERP Services
to A Client
called ROBERT …

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
...

17. # 3 Rule
SEQUENCE your sales
cycle … Rhythm is the
key ….

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

34. ROBERT , ARE YOU
HAPPY NOW ?

35. Let’s wrap up !
# 1 Rule – DEMONSTRATE
# 2 Rule – ADDRESS OPENERP to the right market
# 3 Rule – SEQUENCE your Sales Cycle
# 4 Rule – SELL A MODULAR approach
# 5 Rule – SCALE YOUR SALES

36. OERP Sales
Organisation

37. 1. Marketing
Lead Channel
DM/Event
Mgmt Mkt
(Helene)
(Chris) (Nicoleta)
6/10/2010

38. 2. Sales
Strategic
SaaS / SB (Maxime) Partnerships (Thomas) Alliances
(Nikolas)
ISR ISR ISR ISR Sales Sales Sales Sales
(Juan) (Marc) (Dennis) (Zeldha) (Nora) (Nicolas) (Ruben) (TBH)
6/10/2010 38

39. 3. Channels
Gold/Silver Gold/Silver Silver/Ready
Ready (Alex) Ready (TBH) Ready (TBH)
(Marnix) (TBH) (Ludo)
6/10/2010 39

40. Make some noises !
HAPPY SELLING !