ERP and Commerce Platform: Keys to a profitable practice Phases Roadmap to a profitable practice 3. ... Strategy Vendor Target Product Maturity ... ERP in a more flexible way and to

© 2014 Openbravo Inc. All Rights Reserved

ERP and Commerce Platform: Keys to a profitable practice December 3, 2014



About us


Agenda

1. Introduction

2. 3 Phases Roadmap to a profitable practice

3. Vendor Perspective : the importance of partner centricity

4. Product Perspective: the importance of a market driven product

5. Services Perspective: the importance of a proper vendor Support

6. Conclusions

7. Q&A


Agenda

1. Introduction





6. Conclusions

7. Q&A


Introduction and goals

“ERP and Commerce Platform: Keys to a Profitable Practice”

Behind a company like Openbravo there is a great business opportunity. Our products meet critical customers’ demands and our partner business model based on an ongoing service from all sides, ensures a sustainable, profitable and growing business. This is something already enjoyed by more than 150 partners worldwide.

What will you learn?

1. Trends and needs of customers in the ERP environment:

why our products meet the demands of today.

2. The importance of services: how the vendor can help

ensure project success.

3. Service partners: the importance of an organization 100%

focused on their partners.


Openbravo

! Openbravo is a world leader in the Open Source enterprise software space focused on helping our clients achieve superior competitiveness

! Openbravo provides the Openbravo Commerce Platform and the Openbravo ERP Platform

! Present on all continents

! Global network of authorized Openbravo partners

! Openbravo has offices in India, Mexico and Spain


Situation

Services

Strategy Target Vendor

Product

Maturity

Tech Resources

Consultants

Opensource

SaaS Legacy

Mission-critical

Support

Upgrading

Functionality

Customers

Sales Engage

Context

Enablement Training

Flexibility


! Going back to basics and making the management and deployments of

upgrades, reimplementations and migration projects less costly and less complex for

IT decision makers.

Gartner 2014 (Forecast Overview: ERP Software, Worldwide, 2014)

! Best practice is to implement ERP in phases and modules rather than a “big

bang”


Situation


! Unlike first-generation ERP systems, systems today behave more like a platform,

allowing faster and “easier” incremental expansion of functionality over time

through the purchase of new modules.

Modularity is essential in today’s world to allow customers to build and evolve their

ERP in a more flexible way and to allow the system to be more agile to suit the

requirements of a modern business.


Situation


Flexibility



Agenda

1. Introduction





6. Conclusions

7. Q&A


3 Phases Roadmap to a profitable practice

Selection Phase

• Select a market driven product offered by a 100% Partner oriented Vendor

Planning Phase

• Define a complete Business Plan aligned with your Company Strategy

Go-to-Market Phase

• Build a specialized organization

• Leverage Vendor Product and Support


Your Organization

YOU

Commercial Org

Delivery Org

Support Org

Marketing Org

VENDOR

Products

Business Support

Delivery Support


Agenda

1. Introduction





6. Conclusions

7. Q&A


Key question

How to select the right Vendor?


The Strategy of your Vendor


A solid Partner Program

1. 3 levels: Affiliate, Certified, Gold

2. Commissioning Model

3. Lead Management

4. Commercial and Delivery Support

5. Partner Marketing

6. Partner Portal and Support Portal


Agenda

1. Introduction





6. Conclusions

7. Q&A


Key question

How to select the right Product?


Mobile ERP

Ease of Use

Embedded Analytics

Flexibility

Two-tier ERP

Social ERP

Cloud ERP


7 ERP Trends

© 2014 Openbravo Inc. All Rights Reserved © 2014 Openbravo Inc. All Rights Reserved

In Retail…

Omnichannel

Customer Centricity

Product and Price

Consistency

Unified Commerce

Organizational Alignment


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


Top Trends


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• True web interface • Choice of

deployment • Deployment flexibility

• Customization • Security

• Flexible Upgrades/updates

• Business Continuity (SLAs)


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Easy to deploy and maintain

• Freedom to select devices (responsive design)

• Available functionality (POS, Procurement,

Warehouse) • Development Framewok


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Usability • Familiarity

• Accessibility • Modern visual

design • Personalize forms


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Embedded engine • Just a module • No additional

hardware in typical scenario


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Endless Adaptability • Easy Upgrade/

Update • Leverage existing

modules • Highly

Interoperable • Scalable


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Comprehensive Functionality • Innovation

• Localization features for international

operations • Lower Cost


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud


• Collaboration tools


Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Mobile

Ease of Use

Embedded Analytics

Flexibility

Two-tier

Social

Cloud



Broad horizontal ERP functionality


End-to-End Commerce Solution


Flexible Subscription and Pricing model

Professional Enterprise

Embedded Analytics

Application Monitoring Tool

Support Services

Training Services

1 server included Optional at a cost

Full user subscription

Limited user subscription Casual, Portal

Concurrent or Named. 20 included in the Edition Fee

Device subscription POS terminals. 20 included in the Edition Fee

(Commerce)

POS terminals. 5 included in the Edition Fee

(Commerce)

Unlimited pricing available (users and/or POS)

Yearly Subscriptions

Web services calls per day

Optional at a cost 1 seat per user and year to scheduled online functional

training included

Professional Services

Premium Solutions

Subscription Types

Interface

Subscription Terms Multiyear Subscriptions

Concurrent or Named. 5 included in the Edition Fee

Unlimited 500 per day (7)

24/7 Premium SLAs Standard SLAs


Agenda

1. Introduction





6. Conclusions

7. Q&A


Prepare your organization

Sized according to your strategy

• BU Manager • Sales Managers

Commercial Organization

• Project Managers • Functional Experts • Technical Experts

Delivery Organization • Support Managers

• Functional and Technical Managers

Support Organization

• Communication and Marketing Materials

Marketing Organization


Go-To-Market strategy Selling Enablement

Implementation Enablement

Train

Train

Train

Promotional Activities and Materials

Implement & Support

Sell

Implement

Support

Sell

Commercial Org

Delivery Org

Support Org

Marketing Org


Commercial Org

Delivery Org

Support Org

Marketing Org

Channel Team


Go-To-Market strategy Selling Enablement


Train

Train

Implement & Support

Sell

Implement

Support

SALES TRAINING OFFERING • Openbravo University (online training platform)

• Certification Program including Sales, Functional and Technical Training

Train

Sell


Commercial Org

Delivery Org

Support Org

Marketing Org

Channel Team


Selling Enablement


Train

Train

Implement & Support

Sell

Implement

Support

COMMERCIAL SUPPORT • Channel Business Managers

• Pre-Sales Consultants

Train

Sell

Go-to-Market Strategy


Commercial Org

Delivery Org

Support Org

Marketing Org

Channel Team


Go-to-Market Strategy Selling Enablement


Train

Train

Implement & Support

Sell

Implement

Support

FUNCTIONAL AND TECHNICAL TRAINING OFFERING • Openbravo University (online training platform)

• Certification Program including Sales, Functional and Technical Training

Train

Sell


Commercial Org

Delivery Org

Support Org

Marketing Org

Services Team




Train

Train

Implement & Support

Sell

Implement

Support

IMPLEMENTATION SERVICES OFFERING Consultancy Services: • Project Management • Subject Matter Experts • Implementation Pack Development Services: • Custom Development Services • Collaborative Development Services

Train

Sell


Commercial Org

Delivery Org

Support Org

Marketing Org

Channel Team




Train

Train

Implement & Support

Sell

Implement

Support

SUPPORT SERVICES OFFERING • Support Portal • 2nd and 3rd Level Support

Train

Sell


Commercial Org

Delivery Org

Support Org

Marketing Org

Marketing Team

Selling Enablement


Train

Train

Implement & Support

Sell

Implement

Support

MARKETING SUPPORT • Website Presence • Success Case Publication • Co-Marketing • Marketing Materials


Train

Sell

Go-to-Market Strategy


Agenda

1. Introduction





6. Conclusions

7. Q&A


1. Selection Phase: Select a market driven product offered by a 100% Partner oriented Vendor

2. Planning Phase: Develop a complete Business Plan aligned with your Company Strategy

3. Go-to-Market Phase: 1. Build a specialized organization 2. Leverage Products and Support from a

100% Partner oriented Vendor

3 Phases Roadmap to a profitable practice


Openbravo can be molded to meet the needs of our customers. For our business it is critical to have that flexibility to adapt to customer real business process requirements. Client needs also change over time and Openbravo lets us help our customers' business & IT stay aligned into the future.

John Fandl, VP Enterprise Solutions at Agility ERP

Gold Partner Openbravo

“

“

Partner Voice


Being part of the Openbravo Ecosystem is very important to

us. We actively collaborate with some other partners in other

countries to develop solutions that will finally benefit the

whole community since the solutions evolve a lot faster.

Andrea Feraco, Openbravo BU Manager at Extra Srl


Partner Voice

“

“


Significant announcements have been made over the last few

years: usability, mobile capabilities, html, analytics, POS, and that

has had a great impact on our business. But more important

than this, are the people. We have had a great experience

working with different people, getting support, debating points,

asking questions, providing feedback, influencing by being part

of the partner committee. It is great to work with this passionate

team because they care about the product and they are able

to adapt to challenging situations.

Hari Madhavan, Director at Promantia


Partner Voice

“

“


Agenda

1. Introduction





6. Conclusions

7. Q&A


ERP and Commerce Platform: Keys to a profitable practice December 03, 2014


Thank you!

See you in the next webinar: Roadmap to Omnichannel Championship

December 10, 2014

[email protected]

ERP and Commerce Platform: Keys to a profitable practice Phases Roadmap to a profitable practice 3. ... Strategy Vendor Target Product Maturity ... ERP in a more flexible way and to

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