OpenERP- Partner First Project Support

P R E S EN T E R

S ANDRO B O T T A

Partner First Project Support

A C COUN T M AN AG ER

S AMU E L M A R T I N S

P RO J E C T A N D S E R V I C E S D I R E C T OR

It starts with …

YOU HAVE A PROJECT !

but huh …

What now ?

Tell us about it !

• we integrate your project in our CRM

• we secure the lead

• we make it manageable from your partner portal

Your forecast is our forecast !

� Partners’ forecast and OpenERP’s forecast should bealigned

� We stay in sync with your forecast through the partner review meetingspartner review meetings

� Assess your resources and specify the OpenERP involvement and revenue split

Let’sLet’sLet’sLet’s talk about moneytalk about moneytalk about moneytalk about money

Standard split of revenues

7

40%

50%

60%

70%

80%

90%

100%

Partner OpenERP

0%

10%

20%

30%

40%

The revenue and related services are split 85%-15% between Partner and

OpenERP. Traditional ERP publishers take 35% of the project revenue!

Need more info to convince ?

The partner portal

The partner portal

9

Get samples of brochures, presentation slides, comparison

with competitors, contracts, RFP templates,

implementation methodology,… in your partner portal.

Back to the project …

how much it cost ?how much it cost ?

Checklist

Do you know what it takes to qualifyand estimate a project completely ?

Next steps

1• Software Assessment

• Professional Analysis

OpenERP suggested approach

No free pre sales

done

2• Professional Analysis

3• Implementation

Free Billed but deducted from the

implementation quoteBilled

No free pre sales

Why selling a pre analysis ?

• If you succeed, you exclude competitors

• It limits the risk of irrelevant project cost estimation

• It builds up intimacy and trust with the customer, leading to • It builds up intimacy and trust with the customer, leading to

higher implementation quotes

• We are cheaper than the competitors as there is no license costs

but we don’t offer free services

When to sell the pre-analysis?

� Only once the customer is excited and convinced by the product

Even if he is still assessing competitors solutions� Even if he is still assessing competitors solutions

Offer structure

Pre analysis 4 - 8 days

Engage us in your sales visits !

• introduce us to your prospect

• Contact builds trust

•We can help selling the pre-analysis and the Enterprise contract

Build a long term vision

� Avoid the one shot

� Trigger a reflection on their 2y-3y business initiatives

� Sell a roadmap

Offer structure

A pain ?

Do I have the ressources ?ressources ?

Subcontract to avoid bottlenecks

Don’t be slowed down by a lack of resources. We can help you

deliver successfully.

Problem Solution

No project manager OpenERP consultingNo project manager OpenERP consulting

Need a functional expert OpenERP consulting

Not enough developers OpenERP Offshore developers

No time to train employees/customers Official training/webinar

Wasting time on technical issues OpenERP Enterprise

Need to migrate custom instance Custom module migration

Happy selling !

Supporting partners, but HOW?

GAP-analysis POC GAP-analysis Estimation Planning

Detailed analysis

Functional analysis

Technical analysis

Developments Developments Integration

OpenERP Enterprise

Developments Developments & Unit tests

Integration tests

Client testing User trainingUser

Acceptance testing

DeploymentLive

environment release

Data migration

Go liveWarranty

period support

Post Deployment support

L1 support L2 support

OpenERP Enterprise

Project Support – phase by phase

� The purpose of the Gap Analysis is to

� Evaluate the project scope


Evaluate the project scope

� Determine the customization level which will be required

� Assess the investments required

� Plan the project

� Organise the project governance


HOW?Step 1: Company Mind Maps – Interviews:



HOW?Step 2: Key Users Mind Maps – Interviews:



HOW?Step 3: Define the GAPS and Estimates:


List the GAP’s

Weight the GAP’s :

• Complexity• Analysis• Development


HOW?Step 3: Define the GAPS and Estimates:


Estimation based on:Estimation based on:

• Project Management• Analysis• Development• Testing•Migration• Deployment• Support


HOW?Step 4: Plan the Project


Plan the project trying to phase development in small sprints:

• short analysis/development time => Quick in customer’s hand

=> Be AGILE


� The deliverables of the Gap Analysis are :� Gap Analysis reporting (Needs, Scope, Risks, GAP’s)


� Gap Analysis reporting (Needs, Scope, Risks, GAP’s)

� Gap Analysis Matrix

� Project Road map

� Financial estimate

� Agreement on validation process and project



�OpenERP will assist the partner in :

� Training the partner on the various tools and methodologies

�Mind Maps

� Estimation sheet,...

� Reviewing the Partner’s Gap Analysis

� Performing the work load estimate together with the Partner

� Providing a matrix to estimate the overhaul cost



� Partner will be in charge of:

� Conducting the customer interviews

� Filling the Gap Analysis Matrix

� Performing the work load estimate together with OpenERP

� Preparing the detailed project planning

� Setting up the project organisation (governance, project management tools, reporting, ...)

� Defining with customer the validation process at the various level



� Knowledge to be transferred during that stage:

� Tools to conduct end user interviews (Mind Maps)

� Tools to report the Gap Analysis (Gap analysis matrix)

� Gap analysis documentation : Needs, Scope, Risks (planning, pending decisions), GAP’s

� Functional expertise on OpenERP

� Expertise about assessing the development time required


Detailed analysis

Functional analysis

Technical analysis

DevelopmentsDevelopments & Unit tests

Integration tests

� The Analysis purpose is to� Design the solution� Validate the solution� Validate the solution� Finalise the development estimationfrom both a functional and technical point of view

� The Development purpose is to� Implement the solution, � Test the solution � Validate the solution with Key Users


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� BE AGILE

Short Project Cycles:

• Increase Project visibility with client(demo’s, user tests,...)

• Keep control of requirements (quicktechnical and functional validation)

• Increase quality (early testing allowsyou to identify issues early and solvethem)


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� How to analyse:

� Use the Detailed analysis template to define:

� Process description and workflows� Process description and workflows


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� Views and wizards using mockups


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� Access rights

Objects User type 1 User type 2 User Type 3

Rights Rights Rights

“Rights” = access rights.“C” = create : user can create a new value for the object,”R” = read : user can read/access the object,“U” = update : user can modify an existing object,“D” = delete : user can delete an existing object,“No”: user has no access to the object.

Rights Rights Rights

Name CRUD C R

Address,… No D U


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� Change requests

Change Request Flow


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� The deliverables of the Analysis are :� Detailed description of

� Processes and Activities � Processes and Activities

� Views, Workflows and Wizards

� Access rights

� Reports and Data Model

� Detailed interface description

� Infrastructure setup

� High level Test Plan

� Review workload estimates and planning


Detailed analysis

Functional analysis

Technical analysis


Integration tests

� The deliverables of the Developments are :� Software configuration� Software configuration

� Custom modules

� Interfaces

� Data Import tools

� Test plan




Technical analysis

Detailed analysis

Functional analysis Developments

Developments & Unit tests

Integration tests


� Analysis templates

� Analysis best practice

� Validate the analysis : � The feasibility

� The functional and technical choices

� The final estimates



Technical analysis

Detailed analysis



Integration tests

� Setting Runbot Buildbot

� Code review for custom modules

� Bug correction (reporting, following,...)

� Data mapping for data import



� Prepare the analysis:

Technical analysis

Detailed analysis



Integration tests

� Prepare the analysis:

� Agree Process definition and workflows

� Design the new views and wizards

� Define access rights

� Define interfaces

� Perform developments (process, interfaces, migrations scripts)

� Unit test the code

� Perform integration testing including interfaces and migration

Technical analysis

Detailed analysis

Functional analysis




Integration tests

� Methodology and templates to perform a detailed analysis

� Tools to design screen mock-ups

� Functional expertise on OpenERP

� Knowledge about how to customize reports, view, access rights

� Technical knowledge to interface OpenERP with other software

� Expertise about assessing the development time required to meet customer’s requirements to finalise the cost estimate

Technical analysis

Detailed analysis

Functional analysis


�Knowledge to be transferred during that stage:


Integration tests

stage:

� Development best practices

� How to set up a Runbot/ Buildbot

� Methodologies for bug reporting in OpenERP

� How to import data into OpenERP

� How to test OpenERP


� The Client Testing purpose is to

� Train the client End Users


Acceptance testing

� Train the client End Users� Handover the application to the client� Allow the client to perform end to end testing including:

� Application� Interfaces� Access rights� Outputs� Reports

� Put in place the support tools (Bugs shared view, governance,...)


� Bugs shared view


Acceptance testing


� The deliverables of the Client Testing (UAT) are :


Acceptance testing

� Training material

� User guides

� Full test report

� Approval for production deployment




Acceptance testing

� Creating the support processes through OpenERP

� Training the partner on how to report a bug to OpenERP


� Partner will be in charge of :


Acceptance testing

� Write the training material

� Prepare the user guides

� Support the testing team

� Set the support process up through OpenERP

� Report the bugs to OpenERP



How to provide an efficient OpenERP training and building


Acceptance testing

� How to provide an efficient OpenERP training and building training materials

� How to use OpenERP to deliver high quality support to the customer


� The (post) Deployment purpose is

�Deliver the solution into the production server

DeploymentLive

environment release

Data migration

Go liveWarranty period support



�Deliver the solution into the production server

�Migrate the data if any

� Launch the production activities

� Support users (Question / bug fixing,...)


� OpenERP will assist the partner in:

� Solving Core OpenERP bugs covered by OE

DeploymentLive

environment release

Data migration




� Solving Core OpenERP bugs covered by OE

� Support complex bugs solving

Note that OE is applicable since project day 1 for all Core OpenERP Bugs



�Deploying the production environment

DeploymentLive

environment release

Data migration




�Deploying the production environment

� Smoke test the environment

�Migrate the data

� Cover the warranty period

� Provide L1/L2 support as agreed in SLA

�Maintain the OpenERP bug shared view

Purpose and Objectives

� OpenERP = Software editor

� Working with partners = our core Business� Go to Market strength

� Scalability

� Localization� Localization

� Partner = OpenERP’s Image at Client side

� Partner = Selling OpenERP’s brand

� Partner & OpenERP’s responsibility to succeed projects

=> IT IS a SHARED challenge

The Challenge

� OpenERP = Software editor

� Working with partners = our core Business� Go to Market strength

� Scalability

� Localization� Localization

� Partner = OpenERP’s Image at Client side

� Partner = Selling OpenERP’s brand

� Partner & OpenERP’s responsibility to succeed projects

=> IT IS a SHARED challenge

Date post:	11-Nov-2014
Category:	Technology
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OpenERP- Partner First Project Support

Technology