Openerp Sales Strategy: How To Sell Openerp !
Openerp Sales Strategy: How To Sell Openerp !
S A N D R O B O T TA
Introduction
2
1.
2.
3.
4.
5.
6.
Publisher-Partner relationship
5
Publisher-Partner relationship
6
Roles
Services
OpenERP Publisher
Marketing
Develop new versions
Sales
Customer implementation
Custom development
After-sale service
Customer support
Partner
OpenERP
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
The revenue and related services are split 85%-15% between Partner and
OpenERP. Traditional ERP publishers take 35% of the project revenue!
Sales cycle:
First customer meeting
8
Product demonstration
10
PRACTICE,
AND TRAIN YOUR SALES STAFF!
Strategic positioning
12
Winning strategies
13
Implementation project
Out-of-the-box
Packaged offer
1
2
Analysis
Custom Development
1
2
Configuration
Configuration
User training
3
User training
4
5
Installation/Online pack
Support/Maintenance
4
Support/Maintenance
Selling out-of-the-box
14
Documents:
1 quote (table)
1 offer description (slides)
Minimal team:
1 sales person (hunter)
1 functional expert to
deliver the service
Advantages:
Closing Sales cycle: 1
month
Quick Revenue
Easy project exit
Implementation Phases
CRM
Project Management
Sales & Purchase
Accounting
Warehouse Management
Config Training
1
1
0
0
0
Data Import
Number of CSV Files
400
400
400
800
800
500
500
500
500
500
Total
900
900
0
0
0
Rate
4
400
1,600
2
1
0
400
850
850
800
850
0
468
936
0
0
2,000
1,950
0
0
Optional Customizations
Modification of screens (view designer)
Customization of a workflow
Report Designer
Deployment
Deployment Option 1
OpenERP Online Pack of Users / Year
Deployment Option 2
Server + Installation
OpenERP Enterprise: 1-10 users
5,986
Total Project
After-Sales Services
Support Contract (hours)
20
120
2,400
Selling projects
16
1
2
3
Software Assessment
Professional Analysis
Implementation
Free
Billed
1
2
3
Software Assessment
Free pre-sale services
Implementation
phase
Match OpenERP with the clients needs
Convince the client on the feasability of the project
Allow the customer to exit the project with limited
investment if the results do not reach expectations
Save time on the technical phase
Give an estimation of project time & costs at a 70%
certainty in a limited time (2-6 days)
..\..\..\..\GAP_analysis-openerp.xls
Offer structure
19
OpenERP Enterprise
20
Unlimited
Upgrades/Migrations
Unlimited
Limited hours
Proactive
Private modules
Allowed
White labeling
Allowed
Avoid & Get rid of the pain ... Focus on value added
services instead
The pain starts early in the implementation process
Dont waste time/money due to unexpected bugs during the
implementation phase.
Selling OpenERP Enterprise @ GO LIVE is old fashioned and useless.
Include OpenERP Enterprise pricing in your original quotation.
Discuss your original quotation with your account manager. He will
check if the pricing is relevant and support you selling it.
Solution
No project manager
OpenERP consulting
OpenERP consulting
Official training/webinar
OpenERP Enterprise
No salesperson
Additional resources
30
Happy Selling!
31
THANK YOU