Improve Your KPI's - Guidelines to a Profitable Partnership
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This document provides guidelines for partners to improve their key performance indicators (KPIs) and generate more profitable partnerships with Odoo. It outlines actions partners can take to boost the number of leads, increase the rate of leads converting to appointments and proposals, and ensure projects have sufficient size and profitability. Specific recommendations include leveraging existing networks and events, optimizing websites and demonstrations, conducting gap analyses for large projects, and pursuing recurring revenue through the Odoo App Store by publishing custom modules. The overall message is that small improvements across each stage of the sales process can significantly boost a partner's potential revenue.
Improve Your KPI's - Guidelines to a Profitable Partnership
- 1. Improve your KPI’s Guidelines to a profitable partnership OXP 2019 Boost your Sales
- 2. Same triggers will always generate the same results
- 3. Small improvements at each step of the process will boost your potential revenue
- 4. ● N° of leads ● From leads to appointments ● From appointment to offer ● From offer to closing ● Project size and profitability List of KPI’s
- 5. N° of leads per month
- 6. Actions to boost number of leads List of contacts: Your network is the first source of potential customers Odoo app store is a great tool to offer your custom modules to customers internationally. More info www.odoo.com/apps Publish / sell your modules on Odoo App Store
- 7. Your website Create a lead trigger ● Contact form on your website ● Button “Free trial of Odoo” with access to a demo database ● SEO and Adwords through blog post ● Content to download ● Mention Odoo on your website! ● Social media & LinkedIn Online events or onsite events Organize free webinar or physical events on a specific subject / industry
- 8. Sponsoring an Odoo Tour 200 + Attendees per event 350 + Leads/registration Increase your visibility Meet Odoo ecosystem
- 9. Value proposition & catching interest From leads to appointment
- 10. Don’t use the classic approach: “Hi, My name is X, I am working for ABC company and I would like to show you Odoo” Evoke an eager interest and create the need: “Over the last 6 months I have been talking with people in your position and they told me they are facing the following issues… “ Talk in other people's interest
- 11. People in different positions are looking for different values ● Sales Manager : Productivity / Control / Conversion rate ● Warehouse Manager : Routes / Stock Monitoring (min/max) / Deliveries Adapt your speech to the person you are talking to
- 12. Demonstration & catching interest From appointment to proposal
- 13. How to do a great demo See videos on Demo techniques and Demo videos Key points of a good demonstration: ● Demo = Show time ● Focus on the pain points of the customer ● Put forward value proposition ● Do not use slides to show Odoo screen → Show Odoo ● Tell a story rather than showing a series of screen and fields Show your demo to your Account Manager to get feedback
- 14. Decision making From Proposal to Contract Profitability & Size
- 15. Educate your customers on the budget vs value proposition ● Identify what the main pain points are and focus on that ● Drop “nice to have” functionalities ● Try to find work arounds rather than developments ● Too much development = higher costs. Small companies will not have budget for that ● Start standard, develop later when the customer is already your customer Small projects = Out of the box
- 16. Analyzing the GAP between Odoo standard and the needs of the customer ● Clear vision of customer needs ● Reduce the risk for the integrator and the customer ● Define what is standard, what is simple customization and what is heavy development ● Control the TCO ● Define what is a must have and what is nice to have Propose a GAP analysis for big projects
- 17. Bear in mind the time invested in pre-sales vs the revenue you can get out of the project. Not all projects are good to take on. Avoid heavy customization that will explode customer budget and TCO at the beginning. Start with an Out of the box approach and tackle the specific needs later. Educate your prospects to start with must have functionalities. Nice to have features will increase the cost of the project. Project vs Profitability
- 19. Odoo apps store = great way to offer your specific development to the Odoo community Publisher can decide at what price they want to sell the custom module Challenge is on maintenance and quality of the code developed Educate customers on technical debt and price of maintaining custom code Earning recurring revenue using Odoo Apps store
- 20. Recurrency using Odoo Apps Store Why? ● If Apps generate a serious revenue for authors, the quality will improve. ● Educate customer on technical debt, and the price of maintaining a custom or community app ● Help partners build a recurring business / support / upgrades How? ● Apps price: one-shot → Monthly ● Publish “recommended maintenance cost” on every app (ex: 20€ / 100 loc) ● Add maintenance costs in customer subscription (mandatory) ● On Odoo.sh, “custom developments costs” will be added automatically, like users
- 23. Thank you