This document discusses how small businesses can benefit from partnering with CyberOptic Group (CyOp) to implement open source software solutions. It outlines CyOp's services for professional implementation of applications like ERP, CRM, and other enterprise software. Partnering with CyOp allows companies to offer these services and solutions to customers, providing additional revenue streams. The document shares customer success stories and describes CyOp's engagement process, highlighting opportunities for partners.

1. Partnering To
Capitalize On The
Open Source
Opportunity
Presented by CyberOptic Group
April 20, 2010

2. Introduction
Adding New Revenue Streams Through Partnerships

3.  Small businesses have essentially the EXACT same functional needs as
large enterprises but have significantly less resources with which to
provide that function.
 As a result, many small businesses are forced to "piece together“
systems from multiple vendors causing needless hours to be spent
rekeying data from one system to the next, critical company
information to be stored on individual PC's, or even worse, on pieces
of paper, where the data is not available to others in the organization
and cannot be accessed in real time.
 These disparate systems not increase support costs and effect
customer and employee satisfaction, but they also inhibit productivity
due to the time and resources needed to compile simple but accurate
management reports or simply close the books every month.
Business Challenge

4.  Open source software is unique in that it is free to download and use
for any purpose, permission is given to freely redistribute copies, and
users/developers have unrestricted access to the source code with the
freedom to modify and adapt the software for any purpose.
 Today, numerous enterprise-class open source applications exist for
any business that has the technical abilities to successfully implement,
the knowledge to use, the experience to train other users, and the
infrastructure and skill set to manage and support the users and
application environment.
 This creates a tremendous opportunity for business advisors,
technology consultants, and computer hardware resellers, to earn
significant revenue by providing the professional services needed to
fully implement these enterprise applications in small to mid-sized
businesses that don’t have the necessary skills internally!
Opportunity Overview

5. Small US-Based Businesses (typically less than
CUSTOMERS 250 employees) With Limited IT Staff
IBM RESELLER/ Resells IBM SMB Solutions, Lotus Foundations &
PARTNER CyOp Services. Offers FREE Process Assessment
Provides Professional Services To Qualify & Define
CYOP Project (PDW); Implements, Configures, Customizes,
& Supports Open Source Application Deployments
CYOP
SMARTSTART
Library of ready-to-use
SOLUTIONS
open source
OPEN SOURCE applications that work
BUSINESS instantly on Lotus
APPLICATIONS Foundations
Secure, Autonomic, Cost-Effective, Easy-to-Manage.
LOTUS Provides Calendaring, Emails, Contacts, Productivity
FOUNDATIONS Tools, Network Security, Remote Access, File & Print
Sharing, Backup & Disaster Recovery for Small Businesses
Introduction To CyOp

6. Market Opportunity
Professional Services To Complement Open Source
Software

7. OpenbravoERP SugarCRM
Enterprise Resource Planning Customer Relationship Mgmt
Kayako Helpdesk OrangeHRM
Service/Support Management Human Resource Management
AND MORE…
Enterprise-Class Open Source

8. Business Process & Workflow
Management (BPM)
Business Intelligence & Reporting
Electronic Data Interchange (EDI)
Enterprise Content Management
(ECM)
E-Learning & Course Management
Open Source Enterprise App’s

9. ENTERPRISE PROJECT IMPLEMENTATION ROADMAP
Project Implementation Roadmap
1 2 3 4 5
Project Iterative Final Go live &
Preparation
Project Definition
Prototyping Preparation Adjustments
• Staffing & • Initial Configuration
Detailed and Customizations
Planning • Detailed Requirements • Integrated
Definition • Technical Designs Testing • Go Live
• Installation
of Test • Functional Design • Development of • Data • Adjustments
Envmnt. Interfaces, Data-
• Data-Migration strategy Migration • Support
• Kick-off • Interfaces Definition and
Migration Programs
• End-User
Meeting and Non-Standard • Troubleshooting
Design Functionalities Training
• Basic
Training • Unit Testing
Management methodology
Project management
• Definition of Initial Steps, Planning, Control, Validation and Project Completion
• Project Progress Monitoring, Team Coordination, Change Management,
• Risk Management and Scope Modifications (Identification, Monitoring, Evaluation, and Mitigation)
What It Takes To Be Successful

10. As a CyOp Partner, you DON’T need to understand the roadmap!
CyOp handles these issues – YOU just need to recognize that there’s
a HUGE difference between a customer installing enterprise software
versus actually implementing it in the organization.
 The roadmap is valid irrespective of the enterprise application being
implemented and whether the application is open source,
proprietary, on-premises, or delivered through a SaaS model. The
customer (or someone he pays) will still need to perform most, if
not all, of these steps.
 The roadmap represents the set of services CyOp provides around
each business application. Not all of the steps need to be done by
CyOp, but they all need to be done by SOMEBODY to have a
successful implementation.
 For a variety of reasons, most businesses, and especially small
businesses, are unable to perform these steps without assistance,
which is what creates the market opportunity & demand.
Notes About The Roadmap

11.  CyOp bridges the gap between open source and SaaS by leveraging
enterprise-class open source software to build for our customers an
application that they will OWN. Because the application is owned by the
customer with full access to the source code, there is no vendor lock-in.
The customer can NOT be forced into having to upgrade hardware or
software versions and the application can never be made obsolete since
there is a large community of open source programmers that can ensure
ongoing development and support.
 Once we build the application, There are numerous options as to how the
application is supported. For clients with adequate IT staff & facilities,
CyOp can implement the application as an on-premises solution. For
customers that lack adequate facilities or IT staff, CyOp can implement
and support the solution from one of its state-of-the-art data centers,
from an IBM Managed Hosting Facility, or from the data center of the
customer's choice.
CyOp provides enterprise class infrastructure,
applications, training, service and support –
All at small business prices!
Customer Value Proposition

12. Why Partner With Cyop?
Top Five Benefits To Participating in the CyOp Partner Program

13. MORE SERVICE OFFERINGS, MORE
SALES & MORE REVENUE!
 Broaden your range of services and
your customer set, add significant
new revenue streams, and have
new ways to approach existing and
potential customers. Enable your
hardware and/or other professional
services to be competitive in deals
that were previously cost-
prohibitive.
Partner Value Proposition #1

14. SERVICE YOUR CUSTOMERS &
MAINTAIN ACCOUNT CONTROL!
 Maintain Account Control and ensure
customer satisfaction. If you don’t
provide the customer what he needs, he
will get it from someone – possibly a
provider that will attempt to erode your
other business. By engaging CyOp, your
customer’s needs will be effectively met
and you can be assured CyOp will not
attempt to displace your existing
business.
Partner Value Proposition #2

15. HUGE MARKET WITH LITTLE
COMPETITION!
 There is little to NO competition for
many of these applications in smaller
businesses since most “competitors”
can’t scale down to businesses with
less than 100 employees - which is
98% of the market! It’s easy to get to
the decision maker, rarely if ever is
there a required bid process or board
approval needed.
Partner Value Proposition #3

16. SIGNIFICANT REVENUES WITH
YOU IN CONTROL YOUR PROFITS!
 Even at a fraction of the implementation
costs of proprietary systems, there is
still large value and profit in CyOp’s
services which we share with our
Partners. As a CyOp Partner, when you
refer an opportunity, you have full
control over customer pricing and your
profit. We will never quote your client
directly without your prior knowledge
and approval.
Partner Value Proposition #4

17. RECURRING REVENUE POTENTIAL!
 Because CyOp specializes in driving
revenue back to the customer’s
bottom line, once we complete a
project, it is very common for the
customer to engage us for ongoing
development and support, which
provides recurring revenue for the
Partner.
Partner Value Proposition #5

18. The CyOp Process
How CyOp Engages With Customers & Partners

19. You DON’T need to be a software expert to earn money by
identifying opportunities to refer to CyOp!
Here’s are TEN easy signs to look for in a prospect:
1. Running multiple systems and databases that don’t talk to each other or
performing tasks off of the enterprise system (i.e. QuickBooks & Excel, etc.)
2. On a legacy proprietary system with discontinued development/support and/or
anxious to get out of continuous upgrade cycle to keep current support
3. Lots of time spent re-keying data
4. Excessive time needed to compile simple but accurate management reports or
close books at end of month
5. High volume of email or paper forms containing data that should be in some
enterprise system
6. Lack of management reporting on statuses of workflows
7. Desire to extend function & life of existing systems to better integrate with
other systems and business processes
8. Need to better manage & communicate with customers, vendors & partners
9. Need to facilitate the management & reporting of employees & contractors
10. Business growth being inhibited by existing system or process limitations
How To Identify Opportunities

20. • Partner registers opportunity by phone, email, or lead form.
• CyOp contacts Partner to discuss strategy (if needed)
Referral
• CyOp engages with prospect to qualify opportunity and present value proposition.
• CyOp performs a FREE Business Process Assessment to gain an understanding of
customer environment, objectives & requirements and determine the best set of tools to
Qualification propose to the customer.
• CyOp conducts “Project Definition Workshop (PDW)” which essentially covers the first two
phases of the project roadmap and is needed to determine exact costs of the project.
The PDW is a billable engagement and the deliverables include a Functional Design, Gap
PDW Analysis, Data Migration Plan, and Systems Interface Design.
• Based on results of PDW, CyOp will prepare a detailed proposal with DISCOUNTED
PARTNER PRICING. Partner determines ultimate price to Customer and CyOp & Partner
decide on best way to present proposal to Customer.
Project • Revenue received over and above Partner pricing are remitted to Partner as Commissions
CyOp Engagement Process

21. Customer Successes
Here’s What CyOp Does For It’s Customers

22. SKIN-CARE PRODUCTS MANUFACTURER
COMPANY PROFILE: 5-Person Skin Care Products Manufacturer (StartUp)
ISSUES: Unable to continue to run business on QuickBooks & Excel and
manage products in multiple warehouses, some of which was perishable with
expiration dates. Needed to be able to manage multiple distributors with
multiple price levels.
SOLUTION: Open Source ERP Implementation
COST: $25,000
RESULTS: Company for the first time could view actual and accurate costing
and inventory values and was able to locate over $20,000 in valued un-received
inventory and identify several products where cost of manufacturing exceeded
distributor sales price, prompting a planned price increase. System enabled
multiple price lists with multiple price list versions, provide real-time inventory
valuations on a per-warehouse basis, and enable them to better manage
perishable inventory.
Success Story - ERP

23. FOOD PRODUCTS MANUFACTURER
COMPANY PROFILE: 400-Person Food Products Manufacturer
ISSUES: The company had NO CRM system and all sales reps were working
on disparate PC-based systems with most on Outlook, others using personal
copies of Act or Goldmine. No information was being retained in company
system, no sales forecasting was possible, and information retrieval was
nearly impossible. Wanted a system that could be expanded company-wide
but had limited available budget.
SOLUTION: Open Source CRM Implementation
COST: $8,995
RESULTS: Sales Reps migrated to enterprise system where they had access
to pre-defined email templates, standard & current company documents, and
the tools to better perform their job. What used to be “Sales Rep Data” is now
company data and Executives have insight into sales activity and forecasts.
The system can be easily expanded company-wide with no licensing costs.
Success Story - CRM

24. CONCRETE PRODUCTS MANUFACTURER
COMPANY PROFILE: 80-Person Concrete Products Manufacturer
ISSUES: Was a division of a larger company that was being divested and had
90-days to move off of parent company’s AS/400 based JD Edwards system.
Previous system had been highly customized with large amounts of historical
data requiring migration.
SOLUTION: Open Source ERP & EDI Implementation
COST: $80,000 Initial Project - $150,000+ To Date
RESULTS: Was able to migrate customer to new system in “record” time while
streamlining processes to eliminate need for approximately $60,000 in data
collection devices, reducing shipment times, reducing order times, and
providing customers with better levels of service. Customer is so happy with
results, they continue to use CyOp for ongoing developments & improvements
to the system and, to date, have spent over $150,000 with CyOp.
Success Story – ERP & EDI

25. JOIN THE CYOP PARTNER PROGRAM &
START EARNING MONEY TODAY!
To enroll as a CyOp Partner and begin earning
substantial revenues By referring CyOp’s open
source consulting & development services, please
call us today at:
(800) 376-9704
Or, complete our Partner Application at:
http://www.cyop.net/partner/cyop_partner_application.php
Getting Started With CyOp

26. WE LOOK FORWARD TO WORKING WITH YOU!!!
For More Information regarding CyberOptic Group
or the points made in this presentation, please contact
your CyOp Representative
Or visit CyOp on the web at:
http://www.cyop.net
(800) 376-9704
You may download a copy of this presentation at:
http://www.cyop.net/partner/presentation_052010.pdf
Closing & References