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P R E S EN T E R
S ANDRO B O T T A
Partner First Project Support
A C COUN T M AN AG ER
S AMU E L M A R T I N S
P RO J E C T A N D S E R V I C E S D I R E C T OR
It starts with …
YOU HAVE A PROJECT !
but huh …
What now ?
Tell us about it !
• we integrate your project in our CRM
• we secure the lead
• we make it manageable from your partner portal
Your forecast is our forecast !
� Partners’ forecast and OpenERP’s forecast should bealigned
� We stay in sync with your forecast through the partner review meetingspartner review meetings
� Assess your resources and specify the OpenERP involvement and revenue split
Let’sLet’sLet’sLet’s talk about moneytalk about moneytalk about moneytalk about money
Standard split of revenues
7
40%
50%
60%
70%
80%
90%
100%
Partner OpenERP
0%
10%
20%
30%
40%
The revenue and related services are split 85%-15% between Partner and
OpenERP. Traditional ERP publishers take 35% of the project revenue!
Need more info to convince ?
The partner portal
The partner portal
9
Get samples of brochures, presentation slides, comparison
with competitors, contracts, RFP templates,
implementation methodology,… in your partner portal.
Back to the project …
how much it cost ?how much it cost ?
Checklist
Do you know what it takes to qualifyand estimate a project completely ?
Next steps
1• Software Assessment
• Professional Analysis
OpenERP suggested approach
No free pre sales
done
2• Professional Analysis
3• Implementation
Free Billed but deducted from the
implementation quoteBilled
No free pre sales
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 • 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
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� Even if he is still assessing competitors solutions
Offer structure
Pre analysis 4 - 8 days
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
Build a long term vision
� Avoid the one shot
� Trigger a reflection on their 2y-3y business initiatives
� Sell a roadmap
Offer structure
A pain ?
Do I have the ressources ?ressources ?
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 consultingNo 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
Happy selling !
Supporting partners, but HOW?
GAP-analysis POC GAP-analysis Estimation Planning
Detailed analysis
Functional analysis
Technical analysis
Developments Developments Integration
OpenERP Enterprise
Developments Developments & Unit tests
Integration tests
Client testing User trainingUser
Acceptance testing
DeploymentLive
environment release
Data migration
Go liveWarranty
period support
Post Deployment support
L1 support L2 support
OpenERP Enterprise
Project Support – phase by phase
� The purpose of the Gap Analysis is to
� Evaluate the project scope
GAP-analysis POC GAP-analysis Estimation Planning
Evaluate the project scope
� Determine the customization level which will be required
� Assess the investments required
� Plan the project
� Organise the project governance
Project Support – phase by phase
HOW?Step 1: Company Mind Maps – Interviews:
GAP-analysis POC GAP-analysis Estimation Planning
Project Support – phase by phase
HOW?Step 2: Key Users Mind Maps – Interviews:
GAP-analysis POC GAP-analysis Estimation Planning
Project Support – phase by phase
HOW?Step 3: Define the GAPS and Estimates:
GAP-analysis POC GAP-analysis Estimation Planning
List the GAP’s
Weight the GAP’s :
• Complexity• Analysis• Development
Project Support – phase by phase
HOW?Step 3: Define the GAPS and Estimates:
GAP-analysis POC GAP-analysis Estimation Planning
Estimation based on:Estimation based on:
• Project Management• Analysis• Development• Testing•Migration• Deployment• Support
Project Support – phase by phase
HOW?Step 4: Plan the Project
GAP-analysis POC GAP-analysis Estimation Planning
Plan the project trying to phase development in small sprints:
• short analysis/development time => Quick in customer’s hand
=> Be AGILE
Project Support – phase by phase
� The deliverables of the Gap Analysis are :� Gap Analysis reporting (Needs, Scope, Risks, GAP’s)
GAP-analysis POC GAP-analysis Estimation Planning
� Gap Analysis reporting (Needs, Scope, Risks, GAP’s)
� Gap Analysis Matrix
� Project Road map
� Financial estimate
� Agreement on validation process and project
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
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
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
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� The Analysis purpose is to� Design the solution� Validate the solution� Validate the solution� Finalise the development estimationfrom 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
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� BE AGILE
Short Project Cycles:
• Increase Project visibility with client(demo’s, user tests,...)
• Keep control of requirements (quicktechnical and functional validation)
• Increase quality (early testing allowsyou to identify issues early and solvethem)
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� How to analyse:
� Use the Detailed analysis template to define:
� Process description and workflows� Process description and workflows
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� Views and wizards using mockups
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� Access rights
Objects User type 1 User type 2 User Type 3
Rights Rights Rights
“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.
Rights Rights Rights
Name CRUD C R
Address,… No D U
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� Change requests
Change Request Flow
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� The deliverables of the Analysis are :� Detailed description of
� Processes and Activities � 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
Project Support – phase by phase
Detailed analysis
Functional analysis
Technical analysis
DevelopmentsDevelopments & Unit tests
Integration tests
� The deliverables of the Developments are :� Software configuration� Software configuration
� Custom modules
� Interfaces
� Data Import tools
� Test plan
Project Support – phase by phase
�OpenERP will assist the partner in :
� Training the partner on the various tools and methodologies
Technical analysis
Detailed analysis
Functional analysis Developments
Developments & Unit tests
Integration tests
� 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
Project Support – phase by phase
�OpenERP will assist the partner in :
Technical analysis
Detailed analysis
Functional analysis Developments
Developments & Unit tests
Integration tests
� Setting Runbot Buildbot
� Code review for custom modules
� Bug correction (reporting, following,...)
� Data mapping for data import
Project Support – phase by phase
� Partner will be in charge of:
� Prepare the analysis:
Technical analysis
Detailed analysis
Functional analysis Developments
Developments & Unit tests
Integration tests
� 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
Technical analysis
Detailed analysis
Functional analysis
Project Support – phase by phase
� Knowledge to be transferred during that stage:
DevelopmentsDevelopments & Unit tests
Integration tests
� 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
Technical analysis
Detailed analysis
Functional analysis
Project Support – phase by phase
�Knowledge to be transferred during that stage:
DevelopmentsDevelopments & Unit tests
Integration tests
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
Project Support – phase by phase
� The Client Testing purpose is to
� Train the client End Users
Client testing User trainingUser
Acceptance testing
� 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,...)
Project Support – phase by phase
� Bugs shared view
Client testing User trainingUser
Acceptance testing
Project Support – phase by phase
� The deliverables of the Client Testing (UAT) are :
Client testing User trainingUser
Acceptance testing
� Training material
� User guides
� Full test report
� Approval for production deployment
Project Support – phase by phase
�OpenERP will assist the partner in :
Client testing User trainingUser
Acceptance testing
� Creating the support processes through OpenERP
� Training the partner on how to report a bug to OpenERP
Project Support – phase by phase
� Partner will be in charge of :
Client testing User trainingUser
Acceptance testing
� Write the training material
� Prepare the user guides
� Support the testing team
� Set the support process up through OpenERP
� Report the bugs to OpenERP
Project Support – phase by phase
� Knowledge to be transferred during that stage:
How to provide an efficient OpenERP training and building
Client testing User trainingUser
Acceptance testing
� How to provide an efficient OpenERP training and building training materials
� How to use OpenERP to deliver high quality support to the customer
Project Support – phase by phase
� The (post) Deployment purpose is
�Deliver the solution into the production server
DeploymentLive
environment release
Data migration
Go liveWarranty period support
Post Deployment support
L1 support L2 support
�Deliver the solution into the production server
�Migrate the data if any
� Launch the production activities
� Support users (Question / bug fixing,...)
Project Support – phase by phase
� OpenERP will assist the partner in:
� Solving Core OpenERP bugs covered by OE
DeploymentLive
environment release
Data migration
Go liveWarranty period support
Post Deployment support
L1 support L2 support
� 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
Project Support – phase by phase
� Partner will be in charge of:
�Deploying the production environment
DeploymentLive
environment release
Data migration
Go liveWarranty period support
Post Deployment support
L1 support L2 support
�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
Purpose and Objectives
� OpenERP = Software editor
� Working with partners = our core Business� Go to Market strength
� Scalability
� Localization� 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
The Challenge
� OpenERP = Software editor
� Working with partners = our core Business� Go to Market strength
� Scalability
� Localization� 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