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# How To Do Business with Openbravo - Andreu Bartoli

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Barcelona, April 12 th 2008 Openbravo Get Together Business day Opening ERPs future! Speaker: Andreu Bartoli, Openbravo Global Sales Director Daily concerns of any IT and/or SW provider Value proposition…
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Content Preview
1. Barcelona, April 12 th 2008 Openbravo Get Together Business day Opening ERPs future! Speaker: Andreu Bartoli, Openbravo Global Sales Director
2. Daily concerns of any IT and/or SW provider Value 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?
3. 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 Software Solutions Selling Implementing Maintenance Infrastructure Training Developing
4. 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 Proposition to Partners 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) System Integrator (SI)
• Deliver Openbravo implementation services to customers, potentially including Openbravo integration with other solutions and/or Openbravo plug-ins and add-ons.
5. Partner Benefits – Overview Global 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…:
Sales Costs Competitive Edge + - +
• 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
6. Partner Benefits – Marketing Global Partner Program
• 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
• Openbravo global awareness
• Use of Partner Logo
• Openbravo web dissemination
• Publication of own Success Stories
• Merchandising material
• 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 1 2 3 4
7. Partner Benefits – Commissioning Openbravo helps Partners developing their strategic business line targeting to achieve high profitability and ensure growth Global Partner Program
• Special conditions for partners to market Openbravo Products & Services…:
• Special Partner pricing policy
• Commissions on Products & Services
Components
• Partner savings
• Partner recurring revenues
• Flexibility to grant Partner margins
• Potential high quality lead referral
Partner Benefits 1 2 3 4
8. Openbravo Products & Services Catalogue Openbravo 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
• Positioning: Professional and innovative positioning through the first truly Professional Open Source ERP delivered “in a box”
• Competitive edge: differentiates Partners from potential competitors since only official Openbravo Partners have the right to distribute Openbravo Network
• Selling: increase sales at the “Open Source Skeptical” market with a high quality and guaranteed product
• Revenues: provides recurring, predictable and rapidly scalable revenues
• Efficiency: gain efficiency (and thus, profitability) when delivering implementation projects, application maintenance and First Level Support .
• Includes optimized stack
• Distribution through Partners
9. Partner Benefits – Professional Tools Openbravo provides Partners with the unique opportunity to leverage on its Professional Tools as an accelerating platform to reduce risk and ensure success Global Partner Program
• Prof. Tools ensure Partners success by providing high value Assets to them…:
(2) Under construction.
• Minimize Time to Market
• Increase Sales Potential
• Increase Productivity
• Enhance Quality of configuration and development
• Enable Growth
Partner Benefits
• Go-To-Market Prof. Tools:
• Delivery Prof. Tools:
• Maintenance Prof. Tools:
• Partner Portal
Components
• Vendor Comp. (2)
• Sales Methodology
• Proposal Toolkit,….
• Impl. Meth.
• Stnd. Doc. & Templates
• Openbravo Network
• Testing Battery,…..
1 2 3 4
10. Partner Benefits – Professional Services Openbravo provides Partners with the unique opportunity to leverage on its Professional Services as an accelerating platform for activation and growth Global 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
• Training Services
• Support Services
• Consulting Services
• Outsourcing
Components (Design – Build – Run Capability) 1 2 3 4
11. Openbravo Products & Services Catalogue Professional Services – Overview
• Specialized Consulting : high value-added services to get maximum benefits out of the Product, your Project Team and your challenges.
• Application Delivery : optimized Delivery Services to get maximum performance and reliability of your business practice.
• 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).
• On-Line 2 nd Level Support: troubleshooting service designed to minimize time spent on blocking issues. It targets from installation till development, deployment, production and backup.
• Sales Support to Partners
• Project Management Support
• Subject Matter Experts
• ERP Strategy Development
• Req. definition & gap analysis
• Functional Design support & review
• Customizing Assessment
• Deployment Strategy
• Data Migration Strategy
• Existing Openbravo ERP audit
• 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
Service Description Capabilities
• Installation Support
• Technical Issues Resolution
• Troubleshooting
• Maintenance, Bugs, Updates and Patch support
• Support Portal for case management
Support Training (on-site or remote) Consulting (mainly remote) Outsourcing
12. Global Partner Program Requirements – Levels and Drivers
• 100% Quality-based program which promotes 1) experience, and 2) commitment to Openbravo, through different levels:
Openbravo Partner Levels allow Partners to differentiate themselves in the market as well as towards Openbravo 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. Definition for each tier Sharing clear plans to develop a professional business practice around Openbravo Demonstrating experience and commitment to Openbravo Becoming strategic ally to Openbravo Drivers for Growth
13. 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!
14. Interested in doing business with Openbravo? Thank you!

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