OpenERP Implementation Assistance

The OpenERP out-of-the-box

project approach

MAXIME GLORIEUX, HEAD OF SAAS & IA

What is an OpenERP Implementation AssistanceOur out-of-the-box approach

It is an out-of-the-box/standard OpenERP

system deployment that involves the

customer in the configuration of the

database.

OpenERP Implementation Assistance

Out-of-the-box approach - What is in it ?

Project duration ?3 month objective

Onsite/online ?Customer’s choice

Maintenance & migration ?Included in the proposal

OpenERP Implementation Assistance

Out-of-the-box : Who is it for ? / When is it recommended ?

Limited budget (less than €15k)

Customer is willing to actively get involved in the deployment (learning competencies, customer wants to feel more in control of his system)

Urgent need to deploy a system (less than 3 months)

OpenERP Implementation Assistance

Out-of-the-box : Who is it for ? / When is it recommended ?

Any companies that can afford not to have all their (specific) needs covered from day 1

> companies willing to have a phased implementation

> 1st phase will cover all the standard needs

> 2nd phase later when they will be ready/able to invest money for specific adaptations/developments

Customer is not seeking to integrate 100% of his processes. (Can afford not to have everything automated.)

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

Implementation Assistance sales cycle

1) Qualification of the customer situation, problems, expectations

2) Demonstration of the system going through main customer needs

3) Customer tailored implementation proposition with budgetary offer

4) Negotiation

5) Closing

Qualif Demo Prop Nego Closing

Company details: activity, contact details, locations, contact person, decision makers, website, size, turnover, number of employees, number of users…

Current way of working: how do they currently manage their activity? current system in place

Customer needs: what are they looking /for/to change/improve ? Onsite/online?

Standard: list of all standard needs

Specific: list of everything more specific that might have to be done in a second phase

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

Data import: data import needs (#partners-customers, suppliers, prospects..-, #products, structure,…)

Budget: envelop defined? If not, are they aware of the cost of an implementation, reaction on budget range

Timeframe: decision deadline/operational solution deadline + reasons

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

√ local presence with your certified expert consultant network

√ get involved in your implementation (& learn how to deploy and manage your own ERP)

√ low cost

- you need to be available during the deployment

- specific needs not covered

√ ideal for complex needs (requiring heavy specific developments)

√ partner is taking care of everything

√ onsite services

- pay per day of service

Traditional ProjectImplementation

Assistance

Qualif Demo Prop Nego Closing

DIY

√ Get involved and learn

- no support from OpenERP or its expert consultant network

- time consuming (long implementation time)

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

A demonstration should only be done after a full customer qualification and after the customer has validated his interest for an implementation assistance + is conscious of the costs.

CHECKLIST (before agreeing to do a presentation):

Do I know what the customer is doing (his industry sector/activity) ?

Do I know what he is looking for (what are the areas of OpenERP he is interested in in regard to his company management needs) ?

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

CHECKLIST (continued):

Can I show him most of his needs without wasting too much time configuring a database specifically for him ?

and last but not least:Is it worth spending time with this prospect ? Are they serious about implementing a new ERP (timeframe, budget,...)? Are they willing to pay for our services should the demo be successful ?

> If you have a 'no' or do not know the answer to any of the

above questions then you should not agree to make a demo and rather ask the customer the right questions before committing.

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

High level presentation:

You do not need to show every detail of a module or view for this first presentation

Vison :

Create a vision in the customer mind rather than purely showing functionalities

Ultimately, you want your customer/prospect to feel like they are missing something by not using OpenERP for their company management.

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

Identify potential issues :

Ask the customer what is refraining him from choosing OpenERP.

-nothing ? Ask the customer whether he wants an offer reminding him about the budget range

-identify customer processes not covered in OpenERP preventing him from deploying the software

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

A proposition should only be done when :

- customer has arrested his choice on OpenERP,

- validated implementation approach,

- pre-agreed on the project cost,

- decision timing is within next 8 weeks

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

The negotiation and closing are the easiest parts of this sales cycle.

If the customer has indeed understood everything in the previous stages + is ready to take a decision, it is purely formalizing the agreement and sorting out logistical details to get the project started.

Qualif Demo Prop Nego Closing

OpenERP Implementation Assistance sales cycle

Out-of-the-box project - How to sell it ?

OpenERP Implementation Assistance

Out-of-the-box approach : How can you be part of it ?

We, OpenERP, do the selling and assign the project to youexemples

If it is your first project, you can decide to use this project as an opportunity to gain experience in an implementation assistance by being an intermediary between the customer and OpenERP.

You have a customer interested, you do the selling, position a number days of onsite intervention. You come with your signed contract and we can help you should you need assistance until you feel completely confident doing it without us.

OpenERP Implementation Assistance

Out-of-the-box approach : Summary of key messages

Huge market potential

Faster, easier sales cycle – average of less than 6 weeks from first contact to closing

Reduced risk > commitment to deliver support, not to deliver a project

Customer commitment is critical to the success of this kind of implementation approach

> If the customer does not get involved, nothing will be done