Workshop: Selling OpenERP & Lead Generation

Selling OpenERP

• OPW:– Securing quality for partners and users– Adressing a real need of customers and partners

in terms of bug fixing and migration services• SAAS:

– How to set up local hosting at partner premises with the assistance (ready to pay) of OpenERP

• Be pigeon holed because of the « Free software » -> go for value discussion towards costumers based on flexibility, functional richness, … of OpenERP

Suggestions

• More communication about success stories and references

• On existing references: more information like size of company and used modules

• Have an open document about Benchmark/comparision

• Clear document about the positioning of OpenERP -> specific OpenERP sales training?

Lead generation

• 2010– No qualification– Only one mail send– Only 400 – 500 leads a week

• 2011– Qualifying through DMC– 9 mails send over 8 months– 1500 – 2000 leads a week

Lead Generation

• What do you think about the contact form– Partners want to skip contact form when they

are downloading on our website

• Are leads now qualified– The leads are qualified– Too few leads comming through

• Do you prefer 10 qualified leads per month or 100 which you have to qualify– We would prefer to qualify ourselves leads

Suggestions

• Working through partner portal– Duplication of leads in to partners OpenERP– Real time update lead information and merges– Real time updates on projects (avoid doing the same

work twice)

• Improving contact form– Have a membership login (dont fill CoFo every time)– Updating your profile till qualified criteria met