This document outlines the Quick Start methodology used by OpenERP to implement ERP solutions for clients. It describes 8 stages in the sales process: 1) acquiring local leads, 2) converting leads to opportunities, 3) qualifying opportunities, 4) demonstrating the software, 5) designing quotations, 6) securing agreements, 7) quick implementation, and 8) maintaining quality standards. The approach focuses on implementing standard OpenERP modules rather than customization to achieve a live go-live within 4-6 weeks.

1. 1
QUICK START Methodology
Overview of the
Open Days 2013
Jaime Catalan
Sales Manager EMEA – Quick Start
Pascal Bohon
Functional Consultant – Quick Start Expert
OpenDays 2013 8/07/2013

2. 2
Business Cases
OpenDays 2013 8/07/2013

3.  Belgian company specialized in the design, development and
manufacturing of military vehicles and weapon systems
 No ERP  Excel sheets
 Need:
3
OpenDays 2013 8/07/2013

4. - Stages
 Day D: Downloaded Open ERP
 D+1: First contact & Qualification
 D+14: Live Demo & Offer
 D+15: Agreement  Enterprise Contract Signed
 D+19: First day of consultancy
 D+26: End of implementation & Live
Started with 2 users and will deploy up to 10-12 users
4
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5.  Belgian web-agency specialized in Brand Advertising & Company
Communication on social networks
 No ERP  Excel sheets
 Need:
5
OpenDays 2013 8/07/2013

6. - Stages (2)
 Day D: saw OpenERP on TV
 D+2: first contact
 D+5: 2nd qualification call  standard
 D+13: Live demo & Offer
 D+17: Agreement  Enterprise Contract signed
 D+23: 1Day Implementation & Live on CRM
Project Management will come on a second step
6
OpenDays 2013 8/07/2013

7.  Starter Company selling drones (helicopters in kit)
 Needs:
7
OpenDays 2013 8/07/2013

8.  Day D: first contact & qualification
 D+7: Live Demo & offer
 D+13: Agreement & Enterprise Contract signed
 D+20: 2 days of consultancy
 D+24: 3rd day of consultancy
Started Implementing CRM & Sales
Warehouse has been implemented on a second step
Purchase and Manufacturing will follow
8
- Stages
OpenDays 2013 8/07/2013

9. Quick Start Origine
9
OpenDays 2013 8/07/2013
Project Size
(TCO)
0€ 15K€ 50K€ 2Mio€
Project Profile Out of the Box
Implementation
Implementation
with Custom & Dev
Bigger Projects with
real Custom & Dev
requirements
Partner Profile Ready Partners
Silver & Gold
Partners
Current
Approach
QS
Approach

10. 10
QUICK START Methodology
Main target – GO LIVE
OpenDays 2013 8/07/2013
 No Custom… No Devs!!!
 Sales Cycle – 4 to 6 weeks
Focus on OpenERP Standard

11. 11
QUICK START Methodology
4 rules
OpenDays 2013 8/07/2013

12. RULE N°1
12
Do not try to cover 100% of the
client needs with customisation
Work with the client to fit 90% of his needs
with standard solution
Better ROI and Customer Satisfaction reached
Phase your selling stages
OpenDays 2013 8/07/2013

13. RULE N°2
13
DO not start from the client need
…
START from the exisiting product
coverage
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14. RULE N°3
14
DO not propose a full detailed analysis
…
Implement and Go LIVE ASAP in a limited
# of days
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15. RULE N°4
15
DO not propose specific developments
…
PROPOSE the product as it is
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16. 16
 Sell out-of-the box service is not complex but it’s a mindset
change
 Nearly all clients are LIVE after the first day of consulting
 Most projects are not fully deployed after 3 months
 need a continuous follow up
 additional users, modules…
 100% satisfaction rate versus
 Most clients are ready to pay less to get slightly less and quickly
Quick Start Approach - Feedback after 3 months of tests
OpenDays 2013 8/07/2013

17. What OpenERP Learnt?
17
 Success Keys
 Out-of-the box constraints, NO Gap Analysis
 Reduce client scopes to limit entry barriers
 A good tailored made demonstration
 SaaS platform
OpenDays 2013 8/07/2013
 Other infos
 Only 20% of clients go for training, 80% prefers dedicated but more
expensive consulting days
 Phasing the sales according to the budget
 For the same project, partners offers are between 30 & 100K€ when we
quoted between 5 and 15K€ for the 1st phase with no specifics

18. 18
QUICK START Methodology
The Approach
OpenDays 2013 8/07/2013

19. Quick Start - Approach
19
Resellers
OERP 7 Sell 4 Standard Business Apps – CRM/PROJECT/HR/POS
Sales Approach Sell Standard Business Apps – NO CUSTO !
Sales Competences Functionnal Sales
Service Delivery Onsite functionnal services – GET THE CLIENT LIVE QUICKLY
Deal Flow 4 deals / monthly – START WITH INSTALLED BASE
Deal TCO 5k €
OERP Enterprise Quick Start offer – BUNDLE IT
Marketing Mailings, Events, Roadshows, Demonstrations, ETC
OpenDays 2013 8/07/2013

20. Be FREE to start with a few apps and EXPAND...
20
Manufacturing
Accounting
....
Project
POS
Sales
HR
CRM
Step 1 : Simple Need – 1 Module
Step 2 : Advanced Needs
5 Modules
Step 3 : Full featured ERP
25 Modules and more
BENEFITS :
1. Reduce your risk
2. Short decision cycle for the partners
3. Low-Cost Approach
OpenDays 2013 8/07/2013

21. 08 SELLING
STAGES
21
QUICK START Methodology
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22. 22
STAGE #01
Monitor & Manage
LOCAL LEAD Acquisition
 Mailings – Make the content as valuable as possible
 Weekly Webinars – focus on 1 Business APPS (ex:CRM)
 Events – Meetings, Trade Shows, Chambers of commerce
 Online marketing – website (contact form) , referrals, etc
OpenDays 2013 8/07/2013

23. 23
Convert Lead to
BUSINESS
OPPORTUNITIES
 Light Scope Qualification
 Qualify directly or schedule a qualification call with a
functionnal sales
STAGE #02
OpenDays 2013 8/07/2013

24. 24
STAGE #03
Make SURE to
QUALIFY NICELY
 Qualification Call (2 calls MAX.)
 No customisation
 Identify & Understand Business Scope
 Translate Business Scope in Standard OERP Business Scope
 Avoid complexity – Deploy 1 app & expand
 Confirm budget & benchmark competition
 Schedule a demonstration
OpenDays 2013 8/07/2013

25. 25
STAGE #04
Excellence in
DEMONSTRATIONS
 Do not try to show all
 Keep focus on the essentials
 Prepare correctly the demo in advance
 Import some client datas (3 customers, 3 suppliers)
 Soft Workflow
 Trigger right after the demo an offer
OpenDays 2013 8/07/2013

26. 26
STAGE #05
Design, Structure & Present
A good QUOTATION
 OpenERP Enterprise yearly fee
 min 3 days of onsite services which include
 Hands-On user training (1day)
 User functionnal practices (2days)
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27. 27

28. 28
STAGE #07
Implement quick first and
Deploy after
 A client LIVE quickly is a surprised and
happy client…
 Additional requests/modules will come
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29. 29
STAGE #08
Ensure & Maintain
High Quality Standards
 Follow on projects
 Indentify possible projects evolution, Consulting, Trainnings
 Be sure that any new requirements are covered by OpenERP
OpenDays 2013 8/07/2013

30. 30
QUICK START Methodology
8Selleng Stages
OpenDays 2013 8/07/2013
4 rules
Origines

31. 31
QUICK START Methodology
it’s a mindset change
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32. 32
- Belgium
OpenDays 2013 8/07/2013
QUICK START Methodology
- France
- The Netherlands
… Now For Export

33. Q&A
8/07/2013OpenDays 2013
33
Overview
QUICK START Methodology

34. Thank you!!!
8/07/2013OpenDays 2013
Pascal Bohon
Functional Consultant
Email: pbo@openerp.com
Phone: +32/(0)81 813700 (ext. #06)
34
Jaime Catalan
Sales Manager Direct Sales EMEA
Email: jca@openerp.com
Phone: +32(0)2 290 35 14
Skype: jaime.openerp