1. RUBEN REAL
SALES MANAGER PARTNERSHIPS - ALLIANCES
EMEA
Open Days 2013
OpenERP Partnership Program

2. 2
Our Company
• Founded in 2005 by Fabien Pinckaers - CEO2005
• Average growth = 100%2005 - 2011
• 165% growth; 4.6M US$ in revenues2011
• 300% growth; 8M US$ in revenues2012
• Aggressive growth with OpenERP v7.0 = $$$2013

3. 3
2,000,000
+ Users

4. 4
550
Partners

5. 5
110
Countries

6. 6
850
Inbound Leads Daily

7. 7
4 subsidiaries 2013

8. 8
32
Translations

9. 9
38% of time saved to
finalize your business
flow

10. 10
3250Applications

11. Our Product 3000+ Open Source Apps

12. 1 Application for every single need …
CRM & Sales
• Leads &
Opportunities
• Quotations & Sales
• Phone Calls
• Shared Calendar
• Revenue Forecasts
• Outlook Plugin
• E-commerce
Integration
• After-Sales Services
HR
• Timesheets/
Attendances
• Leaves
Management
• Expenses Tracking
• Periodic Evaluations
• Recruitment
• Payroll
Accounting
• Financial
Accounting
• Analytic Accounting
• Bank Interfaces
• Multi-Currencies
• Multi-Charts
• Validation
Workflows
• 26 Countries
supported
• Dashboards & KPI
• Consolidation
• Budgets
Marketing
• Multi-Channel
Campaigns
• E-Mails templates
• Website Integration
• Mail Gateway
• Segmentation &
Profiling
• Template of Report
MRP
• Multi-Level BoMs
• Flexible Routings
• JIT, Kanban, MTO
• Full Traceability
Service
MGMT
• Project
Management
• Gantt & Calendars
• Issues Tracker
• Contract
Management
Point of
Sales
• Touch screen
• Disconnected Mode
• Fully Integrated
Logistic
• Multi-Warehouses
• Push/Pull Flows
• Delivery Mgt
Purchase
• Rfqs
• Purchase Tender
• Supplier QoS
Document
MGMT
• Workflows
• Integration
AND MUCH MORE ... 35 new modules a month

13. 13
Being Social?
• Open Chatter
• LinkedIn Plugin
• Share and exchange docs in
real time!

14. Be FREE to start with a few apps and EXPAND...
Manufacturing
Purchase
Accounting
Supply
HR
....
Project
Invoicing
Sales
...
CRM
Step 1 : Simple Need – 1 Module
Step 2 : Advanced Needs
7 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

15. Be FREE to customize at will...
No heavy development required to adapt the solution
to YOUR business
Workflow designer Screen designer Report designer

16. Selected by reputable companies
150 M€ spent in 10 years with SAP ... NOW
switching to OpenERP ... How come?

17. OpenERP
Partnership
Program

18. My opportunities – The Perfect Timing
 The market is eager to find alternatives - The demand is
already there
 ERP Software market is going open source …
 SME’s Market knows it…
 Decision makers know it …
 OpenERP is the answer
 We have the products & the support to help you to meet it
 We have the clients, the talent & the experience to address it
It’s ALL about YOU & US !

19. My Opportunities –
 Get New Clients
 Address a very large untapped market of SME’s which think
business applications are too expensive or too unflexible to meet
their needs.
 Leverage your Installed Client Base
 OpenERP can complement any existing CRM, BI, E-commerce
solutions you carry and help you generate more revenues.
 Raise your competiveness
 OpenERP is a new generation business application software, as
opposed to most existing ERP solutions which are based on 20
year old technologies.
 Leverage your Services
 Highly valuable product
and Increase your Profit …

20. My Benefits – LEARN!
 Do you want to deliver quality services ?
Then, Become an OpenERP Expert
 You can attend to :
 5 Days Functional Training Online/Onsite
 5 Days Technical Training Onsite / Soon Online
 1 Day Sales Training
 Advanced online weekly Webinars
 You GET Training Material
 OpenERP Books
 Access to the training center
 Evaluate your staff with our certification exams

21. My Benefits – SELL !
 Success means business – a Win Win collaboration to get
more projects
 Lead Generation Program
 OpenERP runs Marketing campaigns to find leads
 Lead forwarding to partners (~850 leads/day)
 Get More visibility
 We give you the rights to use the OpenERP Trademark
 You get the official partner recognition on our website (12.000 views daily)
 We give you marketing material through the partner portal
 We organize joint events to boost our partners - www.openerp.com/events

22. My Benefits – DELIVER!
 Our goal is to make you succeed in your projects
 You GET access to :
 Technical Support Team (Onsite or Remote)
 Functional Support Team (Onsite or Remote)
 Pre-Sales Support Team (Onsite or Remote)
 You get access to our development services
 On Demand development resources from India
 Development tool kits like the integration server

23. My Benefits – DEVELOP!
 Building a long-term relationship is important for US !
 Account Management
I. Provide guidance in your initial implementations and provide you services;
II. Analyze your business objectives with OpenERP;
III. Help to plan all the required steps to start your business with OpenERP successfully;
IV. Ensure that you know how to do an OpenERP Demo;
V. Show what our partners do to achieve their success.
 More values ...
 Upgrade trainings at each new release (version)
 Discounts on all OpenERP Services ordered
 Access to a dedicated partner portal – You control the relationship with US
 Check your leads, opportunities, invoices, migration status, document library, tech support, news &
events ONLINE.

24. My Benefits – Learn, Sell, Deliver, Develop!
Learn
• 5 Days Functional
Trainings
• 5 Days Technical
Trainings
• 1 Day – Sales
Training
• Advanced online
webinars
Sell
• We Provide you Leads
• Rights to use the
Trademark
• Official Partner
Recognition
• Get Marketing
Material
• Shared Events
Deliver
• Technical &
Functional
Support
• Consultancy
• Implementation
Methodology
• Offshore
Developers
• Access to
Development
Tools
Develop
• Dedicated
Partner Manager
• Partner Summits
• Upgrade
Trainings
• Discounts on All
Services

25. What do I need to do next ?
Again it’s UP to YOU ...
 You can start to benefit from OpenERP’s advantages Right Now !
 You should consider
Becoming a READY Partner
Becoming a SILVER Partner
Becoming a GOLD Partner

26. Define clear ROLES
ROLES SERVICES
OPENERP Publisher
Marketing Account Manager
Develop new versions Upgrade to new versions
Maintain Stable versions Unlimited bug fix on stable versions
Sales Assist to OpenERP Enterprise selling
OPENERP Partners
Sales Partner
Customer Implementation Custom Development
After-sale service Custom Support
Strategy Out of the box OR System Integration
Marketing Referrals & Branding

27. A strong and sane ecosystem
End-User
Finance the Ecosystem
Partner – Reseller - Distributor
Sell OpenERP Enterprise
Propose Managed
Services
OpenERP
Value proposition

28. OpenERP Enterprise
We protect you from the early beginning
Bugfix Guarantee Unlimited support
Upgrade Migration (certified modules) Unlimited support
the way to benefit from new features
Automated updates (minor bugfix release) Proactive
Packaged Modules to install in one click; Unlimited
Funcional /Technical Support Limited hours
Security Alert and Corrections Proactive
Private Modules Permitted
“White labeling” Permitted
Hosting included (Opicional) Option: online/onsite

29. OpenERP Enterprise
OpenERP provides the best value for money!

30. Value Split of OpenERP projects
On a standard OpenERP project, 85% of the revenue goes to the Partner,
15% to OpenERP

31. The Right Balance
OpenERP Partner
Share
Sell
Train
OpenERP
Enterprise
New versions
Constant
training
Constant
communication
Value creation

32. OUT OF THE BOX
VERSUS
PROJECT IMPLEMENTATION
WHICH ONE TO CHOOSE ?
Go-to-Market Strategies

33. Go to Market Strategies – Which one I choose?
Choose and stick to a strategy; Do not mix both approaches
Project Implementation Reseller
Target Clients > 25 users 1 to 25 users
Partner Profile IT companies / System
Integrators
Resellers / Functional
Experts
Success factors Project Management Sales & Marketing
Offer Custom Implementation Quickstart Offer
Deployment Local Online or Local
Growth Strategy
Custom development YES NO or Very Limited
Annual Growth Get bigger clients Get numerous clients

34. OpenERP Integrator
 Custom Developments
 Tailor made solutions
 OpenERP Enterprise
 Technical, Functional & Sales resources
 Onsite

35. OpenERP Reseller – Quickstart offer
 No development required
 Standard Solution: CRM, HR, POS & Services Management
 OpenERP Enterprise included
 Functional & Sales resources
 Onsite or Online
 Go live full speed!

36. WHAT A PARTNER DOES
NOT WANT TO MISS
TOGETHER WITH OPENERP !
Partners Summit 2012
Partner KEY actions

37. Top 10 mistakes of partners TODAY
Partners Summit 2012
1. Selling OpenERP Enterprise separately from the main project quote
2. Selling OpenERP Enterprise after GO LIVE
3. OpenERP Enterprise ? A nice to have – Should be a MUST have
4. Too much focus acquiring new clients rather than converting customer base
5. Developing FIRST, Selling AFTER
6. Low pricing value: a better product should have a higher price
7. Wasting too much time on non-valuable prospects due to weak
qualification (no budget)
8. Chilly to migrate – keeping client base on old versions
9. No demonstration skills
10. No funnel transparency

38. Partners Summit 2012 38
PARTNER ACTION #1
Understand, Monitor & Manage
Deployment
methodologies
 Follow regular webinars www.eventbrite.com

39. Partners Summit 2012 39
PARTNER ACTION #2
Understand, Monitor & Manage
Sales Technics
 Follow regular webinars www.eventbrite.com
 How to sell OpenERP webinars

40. Partners Summit 2012 40
PARTNER ACTION #3
Accept & Improve
Funnel Transparency
 Partner portal improvement
 Partner will be able to update leads & opportunities status
 Support Ticket tracking system
 Share your leads with OPENERP

41. Partners Summit 2012 41
PARTNER ACTION #5
Share, Publish and Contribute to
Referrals

42. Partners Summit 2012 42
PARTNER ACTION #6
Monitor & Improve
Staff Competences
 Follow OpenERP functional trainings
 Follow OpenERP technical trainings
 Follow OpenERP Sales trainings
 Follow regular OpenERP webinars
 Become OpenERP certified

43. Partners Summit 2012 43
PARTNER ACTION #7
Learn & Practice
Demonstration skills
 A good DEMO gets your prospects excited
 A good DEMO insures you to be shortlisted
 A good DEMO sets the expectation right
 A good DEMO is worth a thousand words
 Competitors have better presentations, but no DEMO

44. Partners Summit 2012 44
PARTNER ACTION # 8
Design, Structure & Integrate
A good quotation
 Integrate OpenERP Enterprise in any quote
 Integrate partner managed services

45. Partners Summit 2012 45
PARTNER ACTION # 9
Forecast, Maintain & Grow
OpenERP revenue
 To get 40K Revenue Target; forecast 120K in pipeline
 Sell multi year services contracts
 Ensure OpenERP Contracts renewals
 OpenERP Business Plan – A true commitment
 OpenERP Services – We are on your side
 Consulting
 Trainings
 Off-Shore
 Support

46. Subcontract to avoid bottlenecks
Partners Summit 2012
46
Problem Solution
No 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
No salesperson We cannot help you 
Don’t be slowed down by a lack of resources. We can help you
deliver successfully.

47. Partners Summit 2012 47
PARTNER ACTION # 10
Do not fail your
First OpenERP Projects
 Join your efforts with OpenERP during your first project
 Success Rate is over 60%
 You will learn from it for the next ones
 Ensure a win-win situation between OpenERP & YOU

48. Partners Summit 2012 48
PARTNER ACTION # 11
Promote
OpenERP
 Publish success stories
 Use social media like twitter, Facebook, LinkedIn
 Organize Joint Event with OpenERP
 Publish white papers

49. Partners Summit 2012 49
PARTNER ACTION # 12
Choose, Brand & Develop
The Right OpenERP
Strategy
 Out-of-the-Box
 System integration (project implementation)

50. Partners Summit 2012 50
PARTNER ACTION # 13
Ensure & Maintain
High Quality Standards
 Whenever if you are a Certified Training Partner (CTP)
 Whenever if you are a New partner
 Whenever if you are a Current partner
 Whatever grade you have

51. Partners Summit 2012 51
PARTNER ACTION # 14
OpenERP commits on developing a
great product
Partners commit on a
creating Values &
Revenue to ensure a sain
& great future

52. Partners Summit 2012 52
PARTNER ACTION # 15
Focus on Client Base
Rather than wasting to much time on
Getting New clients

53. Partners Summit 2012 53
From the early beginning we
want to help you to start with
OpenERP and develop your
business working hand by
hand close to you!

54. Partners Summit 2012
THANK YOU
Contact us
: +32 2 290.34.90 Email:
sales@openerp.com
...