1. Work with the prospect to finalize
Week 1:
a compelling but feasible pilot
POC Scope
• Tight scope / fixed price • Stop / go milestone
Prove out Openbravo 3, with business
Week 2:
agility in action (should be onsite)
Collaborate
If possible, engage end users for bottom up buy-in
Week 3: Demonstrate POC achievements to management
get the • Best if end users can execute the process flows!
commitment • After successful POC, it is very easy to negotiate & close

2. Compressed Requires good execution and rapid response
time frame Notify your Openbravo CBM, so we can support you!
Lack of Engage decision makers immediately
cooperation Figure out if this is a customer you actually want
Large Position Openbravo 3 as an adaptable
functional point solution that is easy to integrate
• Execute POC pilot on your value-added piece
gaps
• If no way forward, disengage & move on

3. Make it Give the prospect controlled access to the system
easy for
• Deploy in cloud • Specific users/roles • Monitor usage
the prospect
Leverage Know what is available in the Central Repository!
modularity • Module Monitor in Partner Portal • Golden key
Sometimes you need to be flexible, and
Be agile! ¨pivot¨ in the middle of a POC
• We will aggressively support you for promising deals!