OpenERP SA XAVIER PANSAERS 1

OpenERP SA
1
XAVIER PANSAERS
V P G LO B A L S A L E S
OpenDays 2013
04/07/2013
“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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Ambition
BE the Global Leader in the
Emerging Business Apps
Market for SMB’s
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Mission
Address SMB’s Complex Business
needs with Simple and
Affordable Solution
4
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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OPENERP
Path
7
2005
3 employees
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2014
275 employees
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3,000,000
+ Users
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550
+ Partners
Fast Growing Base of Qualified Partners
Global Network
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110
Countries
Where OpenERP Bills
Thank to our Partners
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300
Universities
Both IT Cursus & Management
Cursus
13
3360
+ Applications
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15
950
Inbound Leads Daily
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1549
% Revenue Growth
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4
18
11
/2013
Launch of Asia Subsidary
In Hong Kong
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30
New Partners monthly
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Translations
Thank to the community
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300
% Recurring Revenue
Yearly
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0.00
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Apr 2013
Mar 2013
Feb 2013
Jan 2013
Dec 2012
Nov 2012
Oct 2012
Sep 2012
Aug 2012
Jul 2012
Jun 2012
May 2012
Apr 2012
Mar 2012
Feb 2012
Jan 2012
Dec 2011
Nov 2011
Oct 2011
Sep 2011
Aug 2011
Jul 2011
Jun 2011
May 2011
Apr 2011
Mar 2011
Feb 2011
Jan 2011
OpenERP Enterprise Monthly Revenue
180000.00
160000.00
140000.00
120000.00
100000.00
80000.00
60000.00
40000.00
20000.00
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1500
Users Trained 2013
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OPENERP
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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, etc
A suite of social applications…
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4
Of the biggest NGO’s
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1
World Leader in Fresh
Food Products
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1
World leader in strategic
consulting for C-level
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# Users
5-50
50-500
500+
EDUCATION
UTILITIES
GOVERNMENT
TELECOM
DISTRIBUTION
MANUFACTURING
HEALTHCARE
SERVICES
AND
OpenDays 2013
OTHERS…
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US Launch
How to negociate the long , slow
ramp of death …
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Thank you !
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X AV I E R PA N SA E RS
O P E N E R P V P G LO BA L SA L ES
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Strategy
OpenDays 2013
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OpenERP has Already Established Itself
as the Leading Open-Source ERP
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OpenERP has Already Established Itself as
the Leading Open-Source ERP
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OpenDays 2013
OpenERP Relies on a Global Network of Partners
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Go to Market Strategy
A Dual Direct & Indirect Apporach
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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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OpenDays 2013
A very capital efficient Model
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Differentiated Product
High ROI S&M
• 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
• 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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OpenDays 2013
Business Orientation Landscape
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A
A. Large ERP Vendors
Product Scope
Differentiated positioning
• Distribution on premise
• Proprietary Software
B. Vertical Applications Vendors
B
• Cloud/SaaS offers
• Proprietary software
• Independent applications for
specific verticals (CRM, HRM,
Basecamps …)
Flexibility
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OpenERP successfully positioned itself within a high-value and competition-free area
OpenDays 2013
A huge opportunity to be seized on SMB Segment (1)
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A huge opportunity to be seized on SMB Segment (2)
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 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
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tools and differentiate from competition
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OpenERP Strong Value Proposition
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OpenERP has entered a new phase of its development by striving to maximize the value-added
for
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the end-user
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Next Steps to maintain Growth
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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
OpenDays 2013
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
Broaden
International Reach
• New subsidiary in
Hong-Kong due to open
in 2013
• Accelerate Growth in
the US
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Next Steps to maintain Channel Growth
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INTEGRATORS
Solutions Sellers
Project
Management
Customization
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RESELLERS
QuickStart
approach
Sales Management
Standard 04/07/2013
Thank you !
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OpenDays 2013
04/07/2013