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Nom du fichier – à compléter Management Presentation
OpenERP's VisionFabien Pinckaers, Founder & CEO
OpenERP's VisionFabien Pinckaers, Founder & CEO
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Nom du fichier – à compléter Management Presentation
In only 6 years, we developed the most installed(*) and advanced(**) management
software for SMEs ever made.
Together, we did...
(*) 1000 installations per day(**) 1000+ modules
Nom du fichier – à compléter Management Presentation
A strong brand
Twice the visibility of the #2 open source, 7x less fund raising :)
500 leads per day !
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Time
Users
2005 2010 2011
Phase 1 :• Product Dev.• Direct Implem.
Phase 2 :Switch in the business model Phase 3 :
5.000.000 Users
The OpenERP History
Nom du fichier – à compléter Management Presentation
Our vision since 2005...
We believe in a fully open source model...We believe in a fully open source model...
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Ideas that drove OpenERP's business:
Open Source allows the development of better products
What matters more is the product, not the brand or marketing
You can be 100% open source and develop a sustainable business
Prove and fine tune the model before scaling (fund raising)
Proprietary ERP failed on SMEs, it's a blue ocean market
Ideas that drove OpenERP's business:
Open Source allows the development of better products
What matters more is the product, not the brand or marketing
You can be 100% open source and develop a sustainable business
Prove and fine tune the model before scaling (fund raising)
Proprietary ERP failed on SMEs, it's a blue ocean market
Nom du fichier – à compléter Management Presentation
2010: Switch in the model
In 2010, our model proved it worked; we stoppedimplementation services to focus on Publisher activities.
We reorganized OpenERP around only 3 processes !
In 2010, our model proved it worked; we stoppedimplementation services to focus on Publisher activities.
We reorganized OpenERP around only 3 processes !
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Nom du fichier – à compléter Management Presentation
Process 1: Partner recruitment
The demand on OpenERP is exploding. Our bottleneck in the growth of OpenERP is the availability of offers.
The demand on OpenERP is exploding. Our bottleneck in the growth of OpenERP is the availability of offers.
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Nom du fichier – à compléter Management Presentation
Process 2: Partner development
In 2010, we re-organized all our activities around the partner development and OPW offers for customers.
In 2010, we re-organized all our activities around the partner development and OPW offers for customers.
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Nom du fichier – à compléter Management Presentation
Process 3: R&D
All our R&D processes have been reorganised in scrum teams of ~6 people each: 120 developers in total.
All our R&D processes have been reorganised in scrum teams of ~6 people each: 120 developers in total.
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New Release Cycle: Stable Version: every 6 months Long-Term Support: every 18 months
Streamlined R&D Deliverables
New Release Cycle: Stable Version: every 6 months Long-Term Support: every 18 months
Streamlined R&D Deliverables
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OpenERP SA is mature: 185 employees: BE, IN, US 200% growth in 2011 (x3) High margins → strong R&D
investment: 32% R&D, 32% Sales, 25% Services, 11% G&A (competitors: <11% R&D)
OpenERP SA is mature: 185 employees: BE, IN, US 200% growth in 2011 (x3) High margins → strong R&D
investment: 32% R&D, 32% Sales, 25% Services, 11% G&A (competitors: <11% R&D)
And it worked...
Partners are growing: 300 partners in 60 countries 75% of partners do more than 50%
turnover on OpenERP On average, based on latest survey,
partners expect to triple their OpenERP revenues in 2011
Partners are growing: 300 partners in 60 countries 75% of partners do more than 50%
turnover on OpenERP On average, based on latest survey,
partners expect to triple their OpenERP revenues in 2011
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The Customer Could not benefit from new
features (of new versions) Has hidden costs (migrations...)The Partner Had to fix bugs at his charge Had to do his business mainly on
acquisition of new customers OpenERP SA Had no interest in working with Partners and did direct implem.
The Customer Could not benefit from new
features (of new versions) Has hidden costs (migrations...)The Partner Had to fix bugs at his charge Had to do his business mainly on
acquisition of new customers OpenERP SA Had no interest in working with Partners and did direct implem.
And the business is scalable..
Without the OPWWithout the OPW
The OpenERP Publisher Warranty allows partners,Customers and OpenERP SA to work together
in the long term in a win-win relationship.
The OpenERP Publisher Warranty allows partners,Customers and OpenERP SA to work together
in the long term in a win-win relationship.
With the OPWWith the OPW
The Customer Can benefit from new features
with guaranteed migration Has no hidden costsThe Partner Have better margins Can capitalize on existing cust. by proposing valuable featuresOpenERP SA Have strong interest to work with
and for partners
The Customer Can benefit from new features
with guaranteed migration Has no hidden costsThe Partner Have better margins Can capitalize on existing cust. by proposing valuable featuresOpenERP SA Have strong interest to work with
and for partners
Nom du fichier – à compléter Management Presentation
Online/Cloud Offers:• OpenERP Online: 39€ user/month• Netsuite: 125€ user/month• Salesforce: 125 € user/month
OpenERP is at least 3x cheaper than allother ERPs. → Market Killer...
Online/Cloud Offers:• OpenERP Online: 39€ user/month• Netsuite: 125€ user/month• Salesforce: 125 € user/month
OpenERP is at least 3x cheaper than allother ERPs. → Market Killer...
A Disruptive Business Model
Sorry competitors :)Sorry competitors :)
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On Site Implementations: No licence costs (-25%) Low-cost maintenance (OPW) Flexible for custom needs
TCO usually 2x cheaper than
Proprietary competitors
On Site Implementations: No licence costs (-25%) Low-cost maintenance (OPW) Flexible for custom needs
TCO usually 2x cheaper than
Proprietary competitors
Open Source competitors, maintenance cost:
Compiere: 550€ user/year Openbravo: 450€ user/year OpenERP: Avg 120 € user/year
→ The only one to guarantee
Migrations, 4x cheaper !
Open Source competitors, maintenance cost:
Compiere: 550€ user/year Openbravo: 450€ user/year OpenERP: Avg 120 € user/year
→ The only one to guarantee
Migrations, 4x cheaper !
Nom du fichier – à compléter Management Presentation
1000+ Standalone & Integrated Applications:• Payroll• Accounting• Point-of-Sale• CRM• Inventory Management• Project Management• Purchases• Manufacturing, …
• Strong Verticals:• Fleet Management,• Medical,• Food Industries,• Training Centers, ...
1000+ Standalone & Integrated Applications:• Payroll• Accounting• Point-of-Sale• CRM• Inventory Management• Project Management• Purchases• Manufacturing, …
• Strong Verticals:• Fleet Management,• Medical,• Food Industries,• Training Centers, ...
An incredible product
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Nom du fichier – à compléter Management Presentation
Our priority is not to...• Create a strong brand in a traditional way • Invest heavily in marketing and PR• Develop a lot of new features
Product and users are our best PR agents
• We focus on attracting more users. Our target:• 1.000.000 users: Q1 2012• 5.000.000 users: Q1 2013
• Users will automatically create:• Brand awareness, marketing, finance of new features, etc...
Our priority is not to...• Create a strong brand in a traditional way • Invest heavily in marketing and PR• Develop a lot of new features
Product and users are our best PR agents
• We focus on attracting more users. Our target:• 1.000.000 users: Q1 2012• 5.000.000 users: Q1 2013
• Users will automatically create:• Brand awareness, marketing, finance of new features, etc...
Let's conquer the world...
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Nom du fichier – à compléter Management Presentation
Open Source Competitors try to:• Transform every user into paying customer• Sell extra modules on top of the open source core
We don't trust in the “Professional Edition” or the “Open Source Core, Modules for a fee” model.
We don't care if only 30% of users buy services, but we want millions of users.
Open Source Competitors try to:• Transform every user into paying customer• Sell extra modules on top of the open source core
We don't trust in the “Professional Edition” or the “Open Source Core, Modules for a fee” model.
We don't care if only 30% of users buy services, but we want millions of users.
Getting users is the key
Focus on users acquisition...Focus on users acquisition...
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Nom du fichier – à compléter Management Presentation
How we will get 5.000.000 userswithin two years ?
High R&D Investments
How we will get 5.000.000 userswithin two years ?
High R&D Investments
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Nom du fichier – à compléter Management Presentation
High R&D Investments
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• Increase # of users:– Integration of « viral » tools– Auto-importation from salesforce, quickbooks, SugarCRM, etc.– Integration in Google Apps Marketplace
• Increase conversion rate:– Ease of use– Better Usability– Easy Configuration & deployment
• Develop highly generic features– Touchscreen Point-of-Sale– Payroll Engine
Nom du fichier – à compléter Management Presentation
• Automated emails at some steps:• Validation Invoice, Expenses, PO,
Task to a partner, etc.• → Estimated: 5M mails/month
• “Share” any documents like in Google Docs to partners
• Portal for customers & suppliers• EDI Inter-OpenERP
• Automated emails at some steps:• Validation Invoice, Expenses, PO,
Task to a partner, etc.• → Estimated: 5M mails/month
• “Share” any documents like in Google Docs to partners
• Portal for customers & suppliers• EDI Inter-OpenERP
Example 1: viral tools
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Nom du fichier – à compléter Management Presentation
Automated migrations:• Salesforce, quickbooks, SugarCRM, Sage, etc.
→ 1 click to migrate and cut your costs by 3 !
Integration:• Google Apps,• Magento, ...
Automated migrations:• Salesforce, quickbooks, SugarCRM, Sage, etc.
→ 1 click to migrate and cut your costs by 3 !
Integration:• Google Apps,• Magento, ...
Example 2: mass migrations
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Nom du fichier – à compléter Management Presentation
How we will get 5.000.000 usersWithin two years ?
Develop the partner network
How we will get 5.000.000 usersWithin two years ?
Develop the partner network
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Nom du fichier – à compléter Management Presentation
Develop the partner network
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Schema partner process
We plan to increase a lot the OpenERP offer: Get more partners Have partners who grow
• Lead generation & forward,• Continuous trainings,• Business development with account managers.
Scale more: Certified Training Partner Program Train the trainers
We plan to increase a lot the OpenERP offer: Get more partners Have partners who grow
• Lead generation & forward,• Continuous trainings,• Business development with account managers.
Scale more: Certified Training Partner Program Train the trainers
Nom du fichier – à compléter Management Presentation
How we will get 5.000.000 usersWithin two years ?
Develop the Online offer
How we will get 5.000.000 usersWithin two years ?
Develop the Online offer
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Nom du fichier – à compléter Management Presentation
Segmentation of the market
Small Companies Medium / Big Companies
√ out-of-the-box solution
√ low costs
√ fast
- no custom developments
- official modules only
Ideal for <15 users
√ have specific needs
√ need custom developments
√ on site services
- pay per day of service
Ideal for >15, <15000 users
The OpenERP Online offer allows to reach the mass of small businesses that do not want to buy consulting days. Reduce time to implement for companies of 3 users.
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