OpenERP SA
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Transcript of OpenERP SA
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XAVIER PANSAERSV P G LO BA L SA L ES
OpenERP SA
04/07/2013OpenDays 2013
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“The first steps to becoming a really great manager are simply common sense; but common sense is not very common.” Gerard Blair; Writer
“Growth does not always lead a business to build on success. All too often it converts a highly successful business into a mediocre large business.” Richard Branson; CEO Virgin
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AmbitionBE the Global Leader in the
Emerging Business Apps Market for SMB’s
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MissionAddress SMB’s Complex Business
needs with Simple and Affordable Solution
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HOW?By Breaking the existing rules of Erp’s Market :• Leverage the power of an Open Source Model• Make Business Applications accessible to any logo• Transform ERP into a modular business applications• Change the user experience by making the software
truly intuitive
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OPENERPPath
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20053 employees
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2014275 employees
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3,000,000+ Users
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550+ Partners
Fast Growing Base of Qualified PartnersGlobal Network
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110Countries
Where OpenERP BillsThank to our Partners
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300Universities
Both IT Cursus & Management Cursus
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3360+ Applications
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950Inbound Leads Daily
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1549% Revenue Growth
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11/2013
Launch of Asia SubsidaryIn Hong Kong
OpenDays 2013
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30New Partners monthly
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32Translations
Thank to the community04/07/2013
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300% Recurring Revenue
Yearly
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OpenDays 2013
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0.00
20000.00
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OpenERP Enterprise Monthly Revenue
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1500Users Trained 2013
04/07/2013
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8OPENERP
A major turning point towards an ERP Integrated Suite of Applications…Powerfull in any business case …An efficient and productive usability… A series of new features like Website builder; Ecommerce, etcA suite of social applications…
04/07/2013
OpenDays 2013
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4Of the biggest NGO’s
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1World Leader in Fresh
Food Products
04/07/2013
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1World leader in strategic
consulting for C-level
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OpenDays 2013
# Users5-50 50-500 500+
EDUCATION
UTILITIES
GOVERNMENT
TELECOM
DISTRIBUTION
MANUFACTURING
HEALTHCARE
SERVICES
AND OTHERS…
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US Launch
How to negociate the long , slow ramp of death …
04/07/2013
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XAVIER PANSAERSOPENERP VP GLOBAL SALES
04/07/2013
Thank you !
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OpenDays 2013 36
Strategy
04/07/2013
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04/07/2013
OpenDays 2013
OpenERP has Already Established Itself as the Leading Open-Source ERP
OpenERP has Already Established Itself as the Leading Open-Source ERP
OpenERP has Already Established Itself as the Leading Open-Source ERP
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OpenERP Relies on a Global Network of Partners
04/07/2013
OpenDays 2013
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04/07/2013
OpenDays 2013
Go to Market Strategy A Dual Direct & Indirect Apporach
Indirect
• Today’s network is under-sized compared to addressable market• 100% built inbound (1,000+ requests each month 20+ accepted partners)• Many partners create a dedicated OpenERP activity that generates >50% of total turnover
Direct
• This channel has started to be developed in 2012 and addresses smaller clients• ‘QuickStart’ approach: standard product that included OpenERP service• OpenERP seeks to develop an international reach with the direct ‘QuickStart’ approach
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A very capital efficient Model
04/07/2013
OpenDays 2013
Differentiated Product• Product is ergonomic, easy
to customize and to deploy• As many features as
leading vendors• Pricing strategy adapted to
the market the Company addresses
• Collaborative development with an experimented community
High ROI S&M• Limited marketing efforts
so far (client base mostly built inbound)
• Fast-growth of qualified partners’ network with a strong international footprint
• Promising Direct Channel monetization through Quick Start approach to better reach smaller clients
Scalable & High Margin product• Global Resources
pool allows to keep costs down
• Product is stable• Scalable migration
services
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Business Orientation Landscape
04/07/2013
OpenDays 2013
Prod
uct S
cope
Flexibility
A
B
A. Large ERP Vendors• Distribu
tion on premise
• Proprietary Software
B. Vertical Applications Vendors• Cloud/
SaaS offers
• Proprietary software
• Independent applications for specific verticals (CRM, HRM, Basecamps …)
Differentiated positioning
OpenERP successfully positioned itself within a high-value and competition-free area
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A huge opportunity to be seized on SMB Segment (1)
04/07/2013
OpenDays 2013
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A huge opportunity to be seized on SMB Segment (2)
04/07/2013
OpenDays 2013
A less Competitive Pressure at the Bottom of the Pyramid Large enterprises market is saturated with large vendors’ on-premise offers Cloud specialist target Medium businesses Small business are barely addressed by current players SMBs represent c.200 millions companies with c.1 billion employees to
address
Low Penetration amoung SMB’s Equipment rate for Small Businesses is estimated <20%, 2.5x less
than enterprises (est. penetration: 50+%) Opportunity for OpenERP to provide SBs with more appropriate tools
and differentiate from competition
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OpenERP Strong Value Proposition
04/07/2013
OpenDays 2013
OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user
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Next Steps to maintain Growth
04/07/2013
OpenDays 2013
Increase Brand Awareness
• Positioning• Manage
transition from ERP to business apps
• Develop Lead generation programs
• Increase visibility through branding actions
• Product• Improve
product’s performance and flexibility
• Leverage the community of contributors
• Fill the last lacks in apps offering
Improve Lead Monetization
• “Aggressive multichannel Go-to-Market strategy”
• Indirect Channel• Install Partners
‘hunting’ and ‘farming’ strategies
• Reinforce educational programs
• Direct Channel• Reinforce Sales
Team• Develop
QuickStart approach
• Accelerate the customer acquisition process
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Next Steps to maintain Channel Growth
04/07/2013
OpenDays 2013
INTEGRATORS
Solutions Sellers
Project Management
Customization
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OpenDays 2013
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04/07/2013
Thank you !