1. Partner First Project Support
PRESENTER
SANDRO BOTTA
ACCOUNT MANAGER
SAMUEL MARTINS
PROJECT AND SERVICES DIRECTOR

2. It starts with …
YOU HAVE A PROJECT !

3. but huh …
What now ?

4. Tell us about it !
• we integrate your project in our CRM
• we secure the lead
• we make it manageable from your partner portal

5. Your forecast is our forecast !
Partners’ forecast and OpenERP’s forecast should be
aligned
We stay in sync with your forecast through the
partner review meetings
Assess your resources and specify the OpenERP
involvement and revenue split

6. Let’s talk about money

7. Standard split of revenues
7
Partner OpenERP
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
The revenue and related services are split 85%-15% between Partner and
OpenERP. Traditional ERP publishers take 35% of the project revenue!

8. Need more info to convince ?
The partner portal

9. The partner portal
9
Get samples of brochures, presentation slides, comparison
with competitors, contracts, RFP templates,
implementation methodology,… in your partner portal.

10. Back to the project …
how much it cost ?

11. Checklist
Do you know what it takes to qualify
and estimate a project completely ?

12. Next steps
OpenERP suggested approach
• Software Assessment done
1
• Professional Analysis
2 No free pre sales
• Implementation
3
Free Billed Billed but deducted from the
implementation quote

13. Why selling a pre analysis ?
• If you succeed, you exclude competitors
• It limits the risk of irrelevant project cost estimation
• It builds up intimacy and trust with the customer, leading to
higher implementation quotes
• We are cheaper than the competitors as there is no license costs
but we don’t offer free services

14. When to sell the pre-analysis?
Only once the customer is excited and convinced by
the product
Even if he is still assessing competitors solutions

15. Offer structure
Pre analysis 4 - 8 days

16. Engage us in your sales visits !
• introduce us to your prospect
• Contact builds trust
• We can help selling the pre-analysis and the
Enterprise contract

17. Build a long term vision
Avoid the one shot
Trigger a reflection on their 2y-3y business
initiatives
Sell a roadmap

18. Offer structure

19. A pain ?
Do I have the
ressources ?

20. Subcontract to avoid bottlenecks
Don’t be slowed down by a lack of resources. We can help you
deliver successfully.
Problem Solution
No project manager OpenERP consulting
Need a functional expert OpenERP consulting
Not enough developers OpenERP Offshore developers
No time to train employees/customers Official training/webinar
Wasting time on technical issues OpenERP Enterprise
Need to migrate custom instance Custom module migration

21. Happy selling !

22. Supporting partners, but HOW?
GAP-analysis POC GAP-analysis Estimation Planning
Detailed Functional Technical
OpenERP Enterprise
OpenERP Enterprise
analysis analysis analysis
Developments Integration
Developments & Unit tests tests
User
Client testing User training Acceptance
testing
Live
Data Warranty
Deployment environment
migration
Go live
period support
release
Post
Deployment L1 support L2 support
support

23. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
The purpose of the Gap Analysis is to
Evaluate the project scope
Determine the customization level which will be required
Assess the investments required
Plan the project
Organise the project governance

24. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
HOW?
Step 1: Company Mind Maps – Interviews:

25. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
HOW?
Step 2: Key Users Mind Maps – Interviews:

26. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
HOW?
Step 3: Define the GAPS and Estimates:
List the GAP’s
Weight the GAP’s :
• Complexity
• Analysis
• Development

27. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
HOW?
Step 3: Define the GAPS and Estimates:
Estimation based on:
• Project Management
• Analysis
• Development
• Testing
• Migration
• Deployment
• Support

28. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
HOW?
Step 4: Plan the Project
Plan the project trying to phase development in small sprints:
• short analysis/development time => Quick in customer’s hand
=> Be AGILE

29. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
The deliverables of the Gap Analysis are :
Gap Analysis reporting (Needs, Scope, Risks, GAP’s)
Gap Analysis Matrix
Project Road map
Financial estimate
Agreement on validation process and project

30. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
OpenERP will assist the partner in :
Training the partner on the various tools and methodologies
Mind Maps
Estimation sheet,...
Reviewing the Partner’s Gap Analysis
Performing the work load estimate together with the Partner
Providing a matrix to estimate the overhaul cost

31. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
Partner will be in charge of:
Conducting the customer interviews
Filling the Gap Analysis Matrix
Performing the work load estimate together with OpenERP
Preparing the detailed project planning
Setting up the project organisation (governance, project
management tools, reporting, ...)
Defining with customer the validation process at the various level

32. Project Support – phase by phase
GAP-analysis POC GAP-analysis Estimation Planning
Knowledge to be transferred during that stage:
Tools to conduct end user interviews (Mind Maps)
Tools to report the Gap Analysis (Gap analysis matrix)
Gap analysis documentation : Needs, Scope, Risks (planning,
pending decisions), GAP’s
Functional expertise on OpenERP
Expertise about assessing the development time required

33. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
The Analysis purpose is to
Design the solution
Validate the solution
Finalise the development estimation
from both a functional and technical point of view
The Development purpose is to
Implement the solution,
Test the solution
Validate the solution with Key Users

34. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
BE AGILE
Short Project Cycles:
• Increase Project visibility with client
(demo’s, user tests,...)
• Keep control of requirements (quick
technical and functional validation)
• Increase quality (early testing allows
you to identify issues early and solve
them)

35. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
How to analyse:
Use the Detailed analysis template to define:
Process description and workflows

36. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
Views and wizards using mockups

37. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
Access rights
Objects User type 1 User type 2 User Type 3
Rights Rights Rights
Name CRUD C R
Address,… No D U
“Rights” = access rights.
“C” = create : user can create a new value for the object,
”R” = read : user can read/access the object,
“U” = update : user can modify an existing object,
“D” = delete : user can delete an existing object,
“No”: user has no access to the object.

38. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
Change requests
Change Request Flow

39. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
The deliverables of the Analysis are :
Detailed description of
Processes and Activities
Views, Workflows and Wizards
Access rights
Reports and Data Model
Detailed interface description
Infrastructure setup
High level Test Plan
Review workload estimates and planning

40. Project Support – phase by phase
Detailed Functional Technical Development Integration
analysis analysis
Developments s & Unit tests tests
analysis
The deliverables of the Developments are :
Software configuration
Custom modules
Interfaces
Data Import tools
Test plan

41. Project Support – phase by phase
Detailed Functional Technical Developments Integration
analysis analysis Developments & Unit tests tests
analysis
OpenERP will assist the partner in :
Training the partner on the various tools and methodologies
Analysis templates
Analysis best practice
Validate the analysis :
The feasibility
The functional and technical choices
The final estimates

42. Project Support – phase by phase
Detailed Functional Technical Developments Integration
analysis analysis Developments & Unit tests tests
analysis
OpenERP will assist the partner in :
Setting Runbot Buildbot
Code review for custom modules
Bug correction (reporting, following,...)
Data mapping for data import

43. Project Support – phase by phase
Detailed Functional Technical Developments Integration
analysis analysis Developments & Unit tests tests
analysis
Partner will be in charge of:
Prepare the analysis:
Agree Process definition and workflows
Design the new views and wizards
Define access rights
Define interfaces
Perform developments (process, interfaces, migrations scripts)
Unit test the code
Perform integration testing including interfaces and migration

44. Project Support – phase by phase
Detailed Functional Technical Developments Integration
analysis analysis Developments & Unit tests tests
analysis
Knowledge to be transferred during that stage:
Methodology and templates to perform a detailed analysis
Tools to design screen mock-ups
Functional expertise on OpenERP
Knowledge about how to customize reports, view, access rights
Technical knowledge to interface OpenERP with other software
Expertise about assessing the development time required to meet
customer’s requirements to finalise the cost estimate

45. Project Support – phase by phase
Detailed Functional Technical Developments Integration
analysis analysis Developments & Unit tests tests
analysis
Knowledge to be transferred during that
stage:
Development best practices
How to set up a Runbot/ Buildbot
Methodologies for bug reporting in OpenERP
How to import data into OpenERP
How to test OpenERP

46. Project Support – phase by phase
User
Client testing User training Acceptance
testing
The Client Testing purpose is to
Train the client End Users
Handover the application to the client
Allow the client to perform end to end testing including:
Application
Interfaces
Access rights
Outputs
Reports
Put in place the support tools (Bugs shared view,
governance,...)

47. Project Support – phase by phase
User
Client testing User training Acceptance
testing
Bugs shared view

48. Project Support – phase by phase
User
Client testing User training Acceptance
testing
The deliverables of the Client Testing (UAT) are :
Training material
User guides
Full test report
Approval for production deployment

49. Project Support – phase by phase
User
Client testing User training Acceptance
testing
OpenERP will assist the partner in :
Creating the support processes through OpenERP
Training the partner on how to report a bug to OpenERP

50. Project Support – phase by phase
User
Client testing User training Acceptance
testing
Partner will be in charge of :
Write the training material
Prepare the user guides
Support the testing team
Set the support process up through OpenERP
Report the bugs to OpenERP

51. Project Support – phase by phase
User
Client testing User training Acceptance
testing
Knowledge to be transferred during that stage:
How to provide an efficient OpenERP training and building
training materials
How to use OpenERP to deliver high quality support to the
customer

52. Project Support – phase by phase
Live Warranty Post
Data
Deployment environment
migration
Go live period Deployment L1 support L2 support
release support support
The (post) Deployment purpose is
Deliver the solution into the production server
Migrate the data if any
Launch the production activities
Support users (Question / bug fixing,...)

53. Project Support – phase by phase
Live Warranty Post
Data
Deployment environment
migration
Go live period Deployment L1 support L2 support
release support support
OpenERP will assist the partner in:
Solving Core OpenERP bugs covered by OE
Support complex bugs solving
Note that OE is applicable since project day 1 for all
Core OpenERP Bugs

54. Project Support – phase by phase
Live Warranty Post
Data
Deployment environment
migration
Go live period Deployment L1 support L2 support
release support support
Partner will be in charge of:
Deploying the production environment
Smoke test the environment
Migrate the data
Cover the warranty period
Provide L1/L2 support as agreed in SLA
Maintain the OpenERP bug shared view

55. Purpose and Objectives
OpenERP = Software editor
Working with partners = our core Business
Go to Market strength
Scalability
Localization
Partner = OpenERP’s Image at Client side
Partner = Selling OpenERP’s brand
Partner & OpenERP’s responsibility to succeed
projects
=> IT IS a SHARED challenge

56. The Challenge
OpenERP = Software editor
Working with partners = our core Business
Go to Market strength
Scalability
Localization
Partner = OpenERP’s Image at Client side
Partner = Selling OpenERP’s brand
Partner & OpenERP’s responsibility to succeed
projects
=> IT IS a SHARED challenge