ERP and Commerce Platform: Keys to a profitable practice Phases Roadmap to a profitable practice 3....
Transcript of ERP and Commerce Platform: Keys to a profitable practice Phases Roadmap to a profitable practice 3....
© 2014 Openbravo Inc. All Rights Reserved
ERP and Commerce Platform: Keys to a profitable practice December 3, 2014
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
Introduction and goals
“ERP and Commerce Platform: Keys to a Profitable Practice”
Behind a company like Openbravo there is a great business opportunity. Our products meet critical customers’ demands and our partner business model based on an ongoing service from all sides, ensures a sustainable, profitable and growing business. This is something already enjoyed by more than 150 partners worldwide.
What will you learn?
1. Trends and needs of customers in the ERP environment:
why our products meet the demands of today.
2. The importance of services: how the vendor can help
ensure project success.
3. Service partners: the importance of an organization 100%
focused on their partners.
© 2014 Openbravo Inc. All Rights Reserved
Openbravo
! Openbravo is a world leader in the Open Source enterprise software space focused on helping our clients achieve superior competitiveness
! Openbravo provides the Openbravo Commerce Platform and the Openbravo ERP Platform
! Present on all continents
! Global network of authorized Openbravo partners
! Openbravo has offices in India, Mexico and Spain
© 2014 Openbravo Inc. All Rights Reserved
Situation
Services
Strategy Target Vendor
Product
Maturity
Tech Resources
Consultants
Opensource
SaaS Legacy
Mission-critical
Support
Upgrading
Functionality
Customers
Sales Engage
Context
Enablement Training
Flexibility
© 2014 Openbravo Inc. All Rights Reserved
! Going back to basics and making the management and deployments of
upgrades, reimplementations and migration projects less costly and less complex for
IT decision makers.
Gartner 2014 (Forecast Overview: ERP Software, Worldwide, 2014)
! Best practice is to implement ERP in phases and modules rather than a “big
bang”
Gartner 2014 (Forecast Overview: ERP Software, Worldwide, 2014)
Situation
© 2014 Openbravo Inc. All Rights Reserved
! Unlike first-generation ERP systems, systems today behave more like a platform,
allowing faster and “easier” incremental expansion of functionality over time
through the purchase of new modules.
Modularity is essential in today’s world to allow customers to build and evolve their
ERP in a more flexible way and to allow the system to be more agile to suit the
requirements of a modern business.
Gartner 2014 (Forecast Overview: ERP Software, Worldwide, 2014)
Situation
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
3 Phases Roadmap to a profitable practice
Selection Phase
• Select a market driven product offered by a 100% Partner oriented Vendor
Planning Phase
• Define a complete Business Plan aligned with your Company Strategy
Go-to-Market Phase
• Build a specialized organization
• Leverage Vendor Product and Support
© 2014 Openbravo Inc. All Rights Reserved
Your Organization
YOU
Commercial Org
Delivery Org
Support Org
Marketing Org
VENDOR
Products
Business Support
Delivery Support
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
A solid Partner Program
1. 3 levels: Affiliate, Certified, Gold
2. Commissioning Model
3. Lead Management
4. Commercial and Delivery Support
5. Partner Marketing
6. Partner Portal and Support Portal
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
Mobile ERP
Ease of Use
Embedded Analytics
Flexibility
Two-tier ERP
Social ERP
Cloud ERP
© 2014 Openbravo Inc. All Rights Reserved
7 ERP Trends
© 2014 Openbravo Inc. All Rights Reserved © 2014 Openbravo Inc. All Rights Reserved
In Retail…
Omnichannel
Customer Centricity
Product and Price
Consistency
Unified Commerce
Organizational Alignment
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
Top Trends
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• True web interface • Choice of
deployment • Deployment flexibility
• Customization • Security
• Flexible Upgrades/updates
• Business Continuity (SLAs)
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Easy to deploy and maintain
• Freedom to select devices (responsive design)
• Available functionality (POS, Procurement,
Warehouse) • Development Framewok
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Usability • Familiarity
• Accessibility • Modern visual
design • Personalize forms
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Embedded engine • Just a module • No additional
hardware in typical scenario
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Endless Adaptability • Easy Upgrade/
Update • Leverage existing
modules • Highly
Interoperable • Scalable
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Comprehensive Functionality • Innovation
• Localization features for international
operations • Lower Cost
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
• Collaboration tools
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Mobile
Ease of Use
Embedded Analytics
Flexibility
Two-tier
Social
Cloud
© 2014 Openbravo Inc. All Rights Reserved
© 2014 Openbravo Inc. All Rights Reserved
Flexible Subscription and Pricing model
Professional Enterprise
Embedded Analytics
Application Monitoring Tool
Support Services
Training Services
1 server included Optional at a cost
Full user subscription
Limited user subscription Casual, Portal
Concurrent or Named. 20 included in the Edition Fee
Device subscription POS terminals. 20 included in the Edition Fee
(Commerce)
POS terminals. 5 included in the Edition Fee
(Commerce)
Unlimited pricing available (users and/or POS)
Yearly Subscriptions
Web services calls per day
Optional at a cost 1 seat per user and year to scheduled online functional
training included
Professional Services
Premium Solutions
Subscription Types
Interface
Subscription Terms Multiyear Subscriptions
Concurrent or Named. 5 included in the Edition Fee
Unlimited 500 per day (7)
24/7 Premium SLAs Standard SLAs
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
Prepare your organization
Sized according to your strategy
• BU Manager • Sales Managers
Commercial Organization
• Project Managers • Functional Experts • Technical Experts
Delivery Organization • Support Managers
• Functional and Technical Managers
Support Organization
• Communication and Marketing Materials
Marketing Organization
© 2014 Openbravo Inc. All Rights Reserved
Go-To-Market strategy Selling Enablement
Implementation Enablement
Train
Train
Train
Promotional Activities and Materials
Implement & Support
Sell
Implement
Support
Sell
Commercial Org
Delivery Org
Support Org
Marketing Org
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Channel Team
Promotional Activities and Materials
Go-To-Market strategy Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
SALES TRAINING OFFERING • Openbravo University (online training platform)
• Certification Program including Sales, Functional and Technical Training
Train
Sell
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Channel Team
Promotional Activities and Materials
Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
COMMERCIAL SUPPORT • Channel Business Managers
• Pre-Sales Consultants
Train
Sell
Go-to-Market Strategy
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Channel Team
Promotional Activities and Materials
Go-to-Market Strategy Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
FUNCTIONAL AND TECHNICAL TRAINING OFFERING • Openbravo University (online training platform)
• Certification Program including Sales, Functional and Technical Training
Train
Sell
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Services Team
Promotional Activities and Materials
Go-to-Market Strategy Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
IMPLEMENTATION SERVICES OFFERING Consultancy Services: • Project Management • Subject Matter Experts • Implementation Pack Development Services: • Custom Development Services • Collaborative Development Services
Train
Sell
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Channel Team
Promotional Activities and Materials
Go-to-Market Strategy Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
SUPPORT SERVICES OFFERING • Support Portal • 2nd and 3rd Level Support
Train
Sell
© 2014 Openbravo Inc. All Rights Reserved
Commercial Org
Delivery Org
Support Org
Marketing Org
Marketing Team
Selling Enablement
Implementation Enablement
Train
Train
Implement & Support
Sell
Implement
Support
MARKETING SUPPORT • Website Presence • Success Case Publication • Co-Marketing • Marketing Materials
Promotional Activities and Materials
Train
Sell
Go-to-Market Strategy
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
1. Selection Phase: Select a market driven product offered by a 100% Partner oriented Vendor
2. Planning Phase: Develop a complete Business Plan aligned with your Company Strategy
3. Go-to-Market Phase: 1. Build a specialized organization 2. Leverage Products and Support from a
100% Partner oriented Vendor
3 Phases Roadmap to a profitable practice
© 2014 Openbravo Inc. All Rights Reserved
Openbravo can be molded to meet the needs of our customers. For our business it is critical to have that flexibility to adapt to customer real business process requirements. Client needs also change over time and Openbravo lets us help our customers' business & IT stay aligned into the future.
John Fandl, VP Enterprise Solutions at Agility ERP
Gold Partner Openbravo
“
“
Partner Voice
© 2014 Openbravo Inc. All Rights Reserved
Being part of the Openbravo Ecosystem is very important to
us. We actively collaborate with some other partners in other
countries to develop solutions that will finally benefit the
whole community since the solutions evolve a lot faster.
Andrea Feraco, Openbravo BU Manager at Extra Srl
Gold Partner Openbravo
Partner Voice
“
“
© 2014 Openbravo Inc. All Rights Reserved
Significant announcements have been made over the last few
years: usability, mobile capabilities, html, analytics, POS, and that
has had a great impact on our business. But more important
than this, are the people. We have had a great experience
working with different people, getting support, debating points,
asking questions, providing feedback, influencing by being part
of the partner committee. It is great to work with this passionate
team because they care about the product and they are able
to adapt to challenging situations.
Hari Madhavan, Director at Promantia
Gold Partner Openbravo
Partner Voice
“
“
© 2014 Openbravo Inc. All Rights Reserved
Agenda
1. Introduction
2. 3 Phases Roadmap to a profitable practice
3. Vendor Perspective : the importance of partner centricity
4. Product Perspective: the importance of a market driven product
5. Services Perspective: the importance of a proper vendor Support
6. Conclusions
7. Q&A
© 2014 Openbravo Inc. All Rights Reserved
ERP and Commerce Platform: Keys to a profitable practice December 03, 2014
© 2014 Openbravo Inc. All Rights Reserved
Thank you!
See you in the next webinar: Roadmap to Omnichannel Championship
December 10, 2014