How to sell your first OpenERP project as a partner Talk given at the OpenERP event on June the 5th, 2013 in Montreal

1. How to sell your first
project as a partner?
Maxime Chambreuil
contact@savoirfairelinux.com
June the 5th, 2013

2. Agenda
●
Make a successful demo
●
Propose OpenERP Enterprise
●
Deploy a POC / Pilot project
●
Implement with Waterfalls
●
Implement with Agile
●
Questions & Answers

3. Make a successful demo
●
Prepare it
●
Ask for the current insatisfaction
●
Identify the required modules
●
Search for solutions
●
Listen to your prospect
●
Use 2 environments
●
One with demo data for the interface
●
One with customer data to execute scenarii related to their
business
●
Explain your implementation methodology
●
Explain your future quote

4. Propose OpenERP Enterprise
●
First-year benefits
●
Unlimited bugfixes
●
Functional Support
●
One-click module installation
●
Subsequent-year benefits
●
Migration
●
Security Alerts

5. Deploy a PoC / Pilot project
●
Deploy a PoC
●
Install OpenERP
●
Install and configure modules
●
Import Master Data
●
Train Power Users
→ Allow the customer to validate his choice and
experience OpenERP on his own
→ Allow you to gather the missing features and provide
a more accurate estimate

6. Implement with Waterfalls
●
Lead a gap analysis
●
Develop missing features
●
Test with power users
●
Deploy
●
Train end-users
●
Go live

7. Implement with Agile
●
Same steps as Waterfalls
●
on a much smaller scope
→ Easier to estimate
●
in a shorter fixed period
→ Less likely to change

8. Thank you very much
for your attention
Any questions ?