How To Do Business with Openbravo - Andreu Bartoli

Barcelona, April 12th 2008

Openbravo Get TogetherBusiness dayOpening ERPs future!Speaker: Andreu Bartoli, Openbravo Global Sales Director

Daily concerns of any IT and/or SW providerValue proposition to partners

How can I make sure I am able to

build scalable and recurring revenue

streams?

How can I increase my

confidence on my reliability?

How can I minimize the time to market and the risk linked to the launch of the

new practice?

How can I increase my brand

recognition?

How can increase my

sales potential and maximize productivity?

Opportunities• There are several opportunities and businesses around Openbravo ERP software

and solutions

Value Proposition to Partners

Openbravo offers you several tailored opportunities to differentiate and increase your business performance and growth partnering with us

SoftwareSolutions

Selling

Implementing

Maintenance

Infrastructure

Training

Developing

Openbravo Global Partner Program• We present the Openbravo Global Partner Program, designed to ensure you build

a successful and profitable business practice around the best open source ERP:

Value Added Reseller (VAR)

– Resell Openbravo Products and Services through your own selling infrastructure and resources, covering a specific territory

– Sell and deliver training courses from the official Openbravo Training Catalog, to end users and/or Openbravo Partners, through your own training facilities

Education Partners (EP)

– Develop and certify your own applications to work with or using Openbravo, potentially including development and maintenance of Openbravo branded custom solutions

Independent Software Vendor (ISV)– Build and sell computer systems with a

competitive ERP/ POS solution, either preloaded or bundled

Original Equipment Manufacturing (OEM)

Value Proposition to Partners

System Integrator (SI)

– Deliver Openbravo implementation services to customers, potentially including Openbravo integration with other solutions and/or Openbravo plug-ins and add-ons.

Sales

Costs

Competitive Edge

+

-

+

Partner Benefits – OverviewGlobal Partner Program

• Openbravo offers to Partners several benefits grouped into 4 Areas to ensure successful business and high quality at delivery, resulting on customer success…:

• Special conditions for partners to market Openbravo products & services, as well as having the opportunity to participate into the referral and registration of leads

• Branding and dissemination activities and tools to increase the recognition of the Openbravo and Openbravo Partner brands and products, as well as Partner recognition

• Set of professional services to give partners exclusive access to all Openbravo Experts to help them selling and delivering optimally

• Set of professional tools to help partners in selling better and delivering more efficiently. Also, Partner Portal for Prof. Tools

Marketing

1

Commissioning

2

Professional Services

4

Professional Tools

3

Partner Benefits – MarketingGlobal Partner Program

1. Openbravo global awareness

2. Use of Partner Logo

3. Openbravo web dissemination

4. Publication of own Success Stories

5. Merchandising material

6. Potential joint commercial and

marketing efforts

Components

Increases Partner brand recognition

Increases Partner sales potential

Increase confidence on your

reliability

Partner solution easy localization

Partner Benefits

• Activities to increase recognition of Openbravo and Partner brands…:

The Marketing Benefits you have as openbravo Partner gives you the opportunity to gain awareness in the market and increase your competitive edge

1

2

3

4

Openbravo helps Partners developing their strategic business line targeting to achieve high profitability and ensure growth

Partner Benefits – CommissioningGlobal Partner Program

1. Special Partner pricing policy

2. Commissions on Products & Services

3. Leads Referral Program

Components

Partner savings

Partner recurring revenues

Flexibility to grant Partner margins

Potential high quality lead referral

Additional revenue streams

Partner Benefits

• Special conditions for partners to market Openbravo Products & Services…:

1

2

3

4

Openbravo Products & Services CatalogueOpenbravo Network Edition – Why is it crucial to Partners

+ Full warranty (bug fixing, updates)

=Openbravo Network provides all Openbravo Partners with:

Openbravo Network is the key product that will help both Openbravo and its Partners scale their business while providing an unparalleled offer to end clients

1. Positioning: Professional and innovative positioning through the first truly Professional Open Source ERP delivered “in a box”

3. Competitive edge: differentiates Partners from potential competitors since only official Openbravo Partners have the right to distribute Openbravo Network

4. Selling: increase sales at the “Open Source Skeptical” market with a high quality and guaranteed product

2. Revenues: provides recurring, predictable and rapidly scalable revenues

5. Efficiency: gain efficiency (and thus, profitability) when delivering implementation projects, application maintenance and First Level Support.

Includes optimized stack Distribution through Partners

Openbravo provides Partners with the unique opportunity to leverage on its Professional Tools as an accelerating platform to reduce risk and ensure success

Partner Benefits – Professional ToolsGlobal Partner Program

Minimize Time to Market Increase Sales Potential Increase Productivity Enhance Quality of configuration and

development Enable Growth

Partner Benefits

• Prof. Tools ensure Partners success by providing high value Assets to them…:

(2) Under construction.

1. Go-To-Market Prof. Tools:

2. Delivery Prof. Tools:

3. Maintenance Prof. Tools:

4. Partner Portal

Components

• Business Plan Tool• Vendor Comp. (2)

• Sales Methodology• Proposal Toolkit,….

• Impl. Meth. • Stnd. Doc. & Templates

• Openbravo Network

• Testing Battery,…..

1

2

3

4

Openbravo provides Partners with the unique opportunity to leverage on its Professional Services as an accelerating platform for activation and growth

Partner Benefits – Professional ServicesGlobal Partner Program

Minimize Time to Market Increase Sales Potential Increase Productivity Enhance Quality of configuration and

development Reduce Risk Identify Value Creation opportunities Enable Growth

Partner Benefits

• Prof. Services give Partners unique access to Openbravo professionals through…:

1. Training Services

2. Support Services

3. Consulting Services

4. Outsourcing

Components

(Design – Build – Run Capability)

1

2

3

4

Openbravo Products & Services CatalogueProfessional Services – Overview

• Specialized Consulting: high value-added services to get maximum benefits out of the Product, your Project Team and your challenges.

• Sales Support to Partners• Partner Lead Client Workshop• Project Management Support• Subject Matter Experts• ERP Strategy Development• Req. definition & gap analysis

• Functional Design support & review • Customizing Assessment• Deployment Strategy• Data Migration Strategy• Upgrading Strategy• Existing Openbravo ERP audit

• Application Delivery: optimized Delivery Services to get maximum performance and reliability of your business practice.

• Getting system up and running• Technical Designs• Configuration & Customizations• Development of Interfaces and

Non-Standard Functionalities• Unit Testing

• Data conversion/ data cleansing • Data/ System Migration• Integration Testing• System migration/ integration

• Training Services providing the opportunity to focus on any training need: functional, technical or even Mgnt. training in several lengths & costs.

• Class-room training is instructor –led training sessions including explanations and practical exercises with the help of training material and training system environment (see training courses and schedule on OB web.

• On-Line training: on line training activities including eLearning courses anytime (basic knowledge) and the on-line delivery of any of our regular courses through remote conference platform (see schedule at OB web).

Service Description Capabilities

• On-Line 2nd Level Support: troubleshooting service designed to minimize time spent on blocking issues. It targets from installation till development, deployment, production and backup.

• Installation Support• Technical Issues Resolution• Troubleshooting• Maintenance, Bugs, Updates and

Patch support • Backup and recovery advice

• Compatibility and performance advice

• Prompt access to in-house expertise

• Support Portal for case management

Support

Training

(on-site or remote)

Consulting

(mainly remote)

Outsourcing

Global Partner ProgramRequirements – Levels and Drivers

Bronze Partners are organizations interested in taking the first step to

build a relationship with OB or those that are in the process to achieve proven success in the marketplace

with OB

Silver partners are experts in delivering Openbravo solutions to their customers and have a high

measurable level of customer satisfaction.

Gold partners demonstrates high competency and commitment.

• 100% Quality-based program which promotes 1) experience, and 2) commitment to Openbravo, through different levels:

Definition for each tier

Openbravo Partner Levels allow Partners to differentiate themselves in the market as well as towards Openbravo

Sharingclear plans to develop a

professional business practice around Openbravo

Demonstrating experience and commitment

to Openbravo

Becomingstrategic ally to Openbravo

Drivers for Growth

A two option approach!Value Proposition to Partners

Its your choice!

Either to start a new business practice following an autonomous approach leveraging on the code, free

tools and documentation in SourceForge and Openbravo Wiki and the community…

… or build a business practice with the professional support of Openbravo, getting a competitive edge by

having access to all the different benefits and P&S that have been defined to support our partners.

Your option is clear! Openbravo can help you to achieve your goals. A real win-win relationship!

• Developing business around Openbravo: a two option approach!

Interested in doing business with Openbravo?

Thank you!

How To Do Business with Openbravo - Andreu Bartoli

Business

Transcript of How To Do Business with Openbravo - Andreu Bartoli