Scribd Logo
Upload

Welcome to Scribd!

  • 72 views

    How To Efficiently Sell Odoo To SME (PDFDrive)

    Uploaded by

    Agung
    This document provides tips for efficiently selling Odoo to small and medium enterprises (SMEs). It recommends taking a quickstart approach by starting small with 1-2 apps and expanding over time. This decreases costs and risks for the customer. The process involves 3 steps: 1) Qualification to validate budget, authority, needs, and timeline; 2) Demonstration to create a "wow effect" by focusing on essential features; 3) Closing by helping the customer collect all information needed to make a decision based on budget, deadlines, and comparing Odoo's added value to other solutions. The goal is to increase recurring revenues and decrease customer acquisition costs through a more efficient sales process tailored to SMEs' needs.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    How To Efficiently Sell Odoo To SME (PDFDrive)

    Uploaded by

    Agung
    72 views12 pages
    This document provides tips for efficiently selling Odoo to small and medium enterprises (SMEs). It recommends taking a quickstart approach by starting small with 1-2 apps and expanding over time. This decreases costs and risks for the customer. The process involves 3 steps: 1) Qualification to validate budget, authority, needs, and timeline; 2) Demonstration to create a "wow effect" by focusing on essential features; 3) Closing by helping the customer collect all information needed to make a decision based on budget, deadlines, and comparing Odoo's added value to other solutions. The goal is to increase recurring revenues and decrease customer acquisition costs through a more efficient sales process tailored to SMEs' needs.

    Original Title

    How to Efficiently Sell Odoo to SME ( PDFDrive )

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    This document provides tips for efficiently selling Odoo to small and medium enterprises (SMEs). It recommends taking a quickstart approach by starting small with 1-2 apps and expanding over time. This decreases costs and risks for the customer. The process involves 3 steps: 1) Qualification to validate budget, authority, needs, and timeline; 2) Demonstration to create a "wow effect" by focusing on essential features; 3) Closing by helping the customer collect all information needed to make a decision based on budget, deadlines, and comparing Odoo's added value to other solutions. The goal is to increase recurring revenues and decrease customer acquisition costs through a more efficient sales process tailored to SMEs' needs.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    72 views12 pages

    How To Efficiently Sell Odoo To SME (PDFDrive)

    Uploaded by

    Agung
    This document provides tips for efficiently selling Odoo to small and medium enterprises (SMEs). It recommends taking a quickstart approach by starting small with 1-2 apps and expanding over time. This decreases costs and risks for the customer. The process involves 3 steps: 1) Qualification to validate budget, authority, needs, and timeline; 2) Demonstration to create a "wow effect" by focusing on essential features; 3) Closing by helping the customer collect all information needed to make a decision based on budget, deadlines, and comparing Odoo's added value to other solutions. The goal is to increase recurring revenues and decrease customer acquisition costs through a more efficient sales process tailored to SMEs' needs.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    of 12

    2016

    EXPERIENCE

    How to efficiently sell Odoo to


    SME ?

    Lucas Deliege • Business Advisor, Direct Sales BE


    1 Why ?
    - Why should I sell Odoo ?
    - Why should I be efficient ?

    2 What ?

    3 How ?
    - Step 1 : Qualification
    - Step 2 : Demonstration
    - Step 3 : Closing
    1 Why ?
    1. Why should I sell Odoo ?

    “ Our mission is to transform the way companies run


    their business. We make IT simple & fully integrated.
    We help organizations grow”

    A SME want a system which :


    - is simple to use
    - is fully integrated
    - can evolve
    - is affordable
    - ...
    2. Why should I be efficient ?
    ● SME are looking for affordable solution
    ● SME don’t have time to select the system (<> Large company :
    choosing the right ERP > 1 year)
    ● SME have less time & resources to implement ERP

    ⇒ So you have to apply the right strategy

    Apps Selling ERP Selling

    Feature Selling Solution Selling

    5 projects per month 5 projects per year

    YOU NEED MANY ! YOU NEED BIG !


    2 What ?
    Sell a quickstart approach !
    ● Sell an out of the box implementation
    ● Phase the project : start small (1-2 app) & expand later
    ● Sell an all in one solution (hosting, maintenance & support)
    ● Don’t sell fixed price project but time and material project
    ● Try to avoid custo/dev at the beginning & focus more on training

    Advantages :

    - Decrease your Cost of Customer Acquisition (CAC)


    - Increase your Recurring Revenues (RR)
    - Decrease the Entry Cost for your customer
    - Reduce and control risks
    - Grow with our customer

    >Interested ? Presentation Sébastien Bruyr, Odoo


    for SMEs: implementation cost & duration of 3
    projects - 07/10 - 12h00 @ Bruyères
    3 How ?
    Step 1 : Qualification
    Goal : Identify the business scope & validate BANT
    1. Budget ⇒ Is the prospect capable of buying ?
    ○ Confirm with him the ROI
    ○ At the end of the qualification ⇒ Give an estimation & check the reaction

    2. Authority ⇒ Does your contact have adequate authority to sign off on a purchase?
    ○ Who else will be involved in the purchasing decision? ⇒ If other, ask them to be there
    during the demonstration

    3. Need ⇒ Does the prospect have a business pain you can solve?
    ○ Identify & understand the business scope
    ○ Translate into standard
    ○ Avoid to reply to RFQ ⇒ Takes time
    ○ If needs not clear enough ⇒ Sell day of consultancy or GAP
    ○ Challenge your customer : “Nice to have” VS “Must have”

    4. Timeline ⇒ When is the prospect planning to buy?


    ○ When does he want to be in production ? (Time to implement & train 1-6 months)
    ○ Don’t loss your time if the project is in > 6 months

    BANT is : Go to STEP 2 ⇒ Demonstration


    Disqualify
    Step 2 : Demonstration
    Goal : Create the WOW effect

    Tips :
    ● Salespeople should do the demo themselve (No need a Consultant)
    ● Prepare your demo
    ● Do not show more than needed
    ● Keep focus on the essential
    ● Tell a story
    ● Make it personal ( Not to much, don’t spend ½ day)
    ↪ If customer want a POC ⇒ Sell a day of consultancy

    ⇒ Send a quotation right after the demonstration

    >Interested ? Presentation Xavier Symons, The


    art of performing an Odoo Demo - 06/1O - 16H30 @
    Bruyères
    Step 3 : Closing
    Closing is not a step ⇒ Closing starts with the 1st phone Call

    Help your customer collecting all the information he needs to take a


    decision
    ● Budget
    ○ How much does it cost to keep going with no changes
    ○ Get back to his pains and costs resulting from it
    ● Time
    ○ Remind him Dead lines
    ○ Challenge him with temporary conditions, promotion
    ● Other solutions
    ○ Present the added value of Odoo
    ○ Present the added value of our approach
    2016

    EXPERIENCE

    Thank you.

    #odooexperience

    You might also like