overview of the quickstart methodology: how to sell to small companies. feedback from our firsts...
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QUICK START Methodology
Overview of the
Open Days 2013
Jaime Catalan Sales Manager EMEA – Quick Start Pascal Bohon Functional Consultant – Quick Start Expert
OpenDays 2013 8/07/2013
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Business Cases
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Belgian company specialized in the design, development and manufacturing of military vehicles and weapon systems
No ERP Excel sheets
Need:
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- Stages
Day D: Downloaded Open ERP
D+1: First contact & Qualification
D+14: Live Demo & Offer
D+15: Agreement Enterprise Contract Signed
D+19: First day of consultancy
D+26: End of implementation & Live
Started with 2 users and will deploy up to 10-12 users
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Belgian web-agency specialized in Brand Advertising & Company Communication on social networks
No ERP Excel sheets
Need:
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- Stages (2)
Day D: saw OpenERP on TV
D+2: first contact
D+5: 2nd qualification call standard
D+13: Live demo & Offer
D+17: Agreement Enterprise Contract signed
D+23: 1Day Implementation & Live on CRM
Project Management will come on a second step
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Starter Company selling drones (helicopters in kit)
Needs:
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Day D: first contact & qualification
D+7: Live Demo & offer
D+13: Agreement & Enterprise Contract signed
D+20: 2 days of consultancy
D+24: 3rd day of consultancy
Started Implementing CRM & Sales
Warehouse has been implemented on a second step
Purchase and Manufacturing will follow
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- Stages
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Quick Start Origine
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Project Size (TCO)
0€ 15K€ 50K€ 2Mio€
Project Profile Out of the Box Implementation
Implementation with Custom & Dev
Bigger Projects with real Custom & Dev
requirements
Partner Profile Ready Partners Silver & Gold
Partners
Current Approach
QS Approach
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QUICK START Methodology
Main target – GO LIVE
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No Custom… No Devs!!!
Sales Cycle – 4 to 6 weeks
Focus on OpenERP Standard
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QUICK START Methodology
4 rules
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RULE N°1 12
Do not try to cover 100% of the client needs with customisation
Work with the client to fit 90% of his needs with standard solution
Better ROI and Customer Satisfaction reached
Phase your selling stages
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RULE N°2 13
DO not start from the client need
…
START from the exisiting product coverage
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RULE N°3 14
DO not propose a full detailed analysis
…
Implement and Go LIVE ASAP in a limited # of days
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RULE N°4 15
DO not propose specific developments
…
PROPOSE the product as it is
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Sell out-of-the box service is not complex but it’s a mindset change
Nearly all clients are LIVE after the first day of consulting
Most projects are not fully deployed after 3 months
need a continuous follow up
additional users, modules…
100% satisfaction rate versus
Most clients are ready to pay less to get slightly less and quickly
Quick Start Approach - Feedback after 3 months of tests
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What OpenERP Learnt? 17
Success Keys
Out-of-the box constraints, NO Gap Analysis
Reduce client scopes to limit entry barriers
A good tailored made demonstration
SaaS platform
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Other infos
Only 20% of clients go for training, 80% prefers dedicated but more expensive consulting days
Phasing the sales according to the budget
For the same project, partners offers are between 30 & 100K€ when we quoted between 5 and 15K€ for the 1st phase with no specifics
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QUICK START Methodology
The Approach
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Quick Start - Approach 19
Resellers
OERP 7 Sell 4 Standard Business Apps – CRM/PROJECT/HR/POS
Sales Approach Sell Standard Business Apps – NO CUSTO !
Sales Competences Functionnal Sales
Service Delivery Onsite functionnal services – GET THE CLIENT LIVE QUICKLY
Deal Flow 4 deals / monthly – START WITH INSTALLED BASE
Deal TCO 5k €
OERP Enterprise Quick Start offer – BUNDLE IT
Marketing Mailings, Events, Roadshows, Demonstrations, ETC
OpenDays 2013 8/07/2013
Be FREE to start with a few apps and EXPAND...
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Manufacturing
Accounting
....
Project
POS
Sales
HR
CRM
Step 1 : Simple Need – 1 Module
Step 2 : Advanced Needs 5 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
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08 SELLING STAGES
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QUICK START Methodology
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STAGE #01
Monitor & Manage
LOCAL LEAD Acquisition
Mailings – Make the content as valuable as possible
Weekly Webinars – focus on 1 Business APPS (ex:CRM)
Events – Meetings, Trade Shows, Chambers of commerce
Online marketing – website (contact form) , referrals, etc
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Convert Lead to
BUSINESS OPPORTUNITIES
Light Scope Qualification
Qualify directly or schedule a qualification call with a functionnal sales
STAGE #02
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STAGE #03
Make SURE to
QUALIFY NICELY
Qualification Call (2 calls MAX.)
No customisation
Identify & Understand Business Scope
Translate Business Scope in Standard OERP Business Scope
Avoid complexity – Deploy 1 app & expand
Confirm budget & benchmark competition
Schedule a demonstration
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STAGE #04
Excellence in
DEMONSTRATIONS
Do not try to show all
Keep focus on the essentials
Prepare correctly the demo in advance
Import some client datas (3 customers, 3 suppliers)
Soft Workflow
Trigger right after the demo an offer
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STAGE #05
Design, Structure & Present
A good QUOTATION
OpenERP Enterprise yearly fee
min 3 days of onsite services which include
Hands-On user training (1day)
User functionnal practices (2days)
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STAGE #07
Implement quick first and
Deploy after
A client LIVE quickly is a surprised and happy client…
Additional requests/modules will come
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STAGE #08
Ensure & Maintain
High Quality Standards
Follow on projects
Indentify possible projects evolution, Consulting, Trainnings
Be sure that any new requirements are covered by OpenERP
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QUICK START Methodology
8Selleng Stages
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4 rules
Origines
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QUICK START Methodology
it’s a mindset change
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- Belgium
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QUICK START Methodology
- France
- The Netherlands
… Now For Export
Q&A
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Overview
QUICK START Methodology
Thank you!!!
8/07/2013 OpenDays 2013
Pascal Bohon Functional Consultant Email: [email protected] Phone: +32/(0)81 813700 (ext. #06)
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Jaime Catalan Sales Manager Direct Sales EMEA Email: [email protected] Phone: +32(0)2 290 35 14 Skype: jaime.openerp