2023 Par tne rship

BPS

Pa r t n e r s h i p M a n a g e r - I s l a m Fa r ra g
ismu@odoo.com
+971 5 0 259 51 0 0

 Meeting A g e n d a
1. O d o o Structure
2. Re s o u rc e s
3. M arketi n g
4. Milestones
5. Client M e et i n g s
6. Demos
7. C o m p a n y Profile
8. Proposals
9. Commercials

 O d o o Str uc ture MEA Top Partner of the

Year Criteria ‘23
● Fully Aligned
C h a n n e l Te a m s / M a n a g e r s ● Top license revenue
($500k-$700k)
● Users (~2000)
PM - Partner Manager
PR - Partner Onboarding
● Introduced to targets
● New Partners ● Have regular reviews & strategy
● Understanding Odoo Ready-Silver Partner meetings Key Gold Partner
● Using Odoo in your company ● Start making good constant revenue
● Beginning trainings ● POC deals with an experienced
● > 50 companies 3-9 Months partner manager > 18 Months
● 1 of 15 top partners in the country

PET - Partner Enablement PM - Key Partners

0-3 Months ● Introduction to Odoo’s process 9-18 Months ● Have quarterly + yearly targets
● Practising demos ● Have a complete team of at least 15-20
● Understanding complete sales resources
Learning Partner cycle Silver-Gold Partner ● Partner manager is heavily involved in
● Onboarding your first 2-3 the team / communicates with all
projects departments
● Completing 75% of trainings ● Bringing in 6-8 projects per Q
● ~ 35 companies ● Deal with complex, high budget projects
● 1 of 10 top partners in MEA
● Compete for the top MEA partner of the
year

 O d o o Str uc ture
H o w w e work - projects

Sales Pre-sales Functional

Executives Consultants Consultants Developers

S a l e s E xe c u t i v e s
Re s p o n s i b l e for all c o m m u n i c a t i o n s wi th t h e client
Qualify, ga t h e r requirements, write t h e s c o p e of work, take care of all d e m o s (standard & customized)
Draft proposals, n ego t i ate & close
Pre-sales Consultants
S t u d y project s c o p e s a n d esti mate projects
Po i nt o u t m i s s i n g details in s c o p e s of work
Functional Consultants
Take care of G A P & R O I analysis - a n y t h i n g that requires m o r e t h a n 1-2 d ays is paid
Re s p o n s i b l e for creati n g blueprint, d ata i mp o rti n g , migrations, i m p l e m e n t i n g c u sto m i zat i o n s u s i n g studio & creati n g reports
D e ve l o p e rs
C o m e into a project only at certain p o i nt s in c a s e client’s s c o p e i n c l u d e s d eve l o p m e nt s

 Re s ourc e s

Sales Functional Developers

Generate sales to meet Odoo & industry expert Developing & maintaining
targets Odoo’s code

Generating leads, going through all the Knows Odoo by heart, knows it technically Responsible for developing Odoo’s code in
stages of the sales cycle up to closing & and understands limitations. Can an efficient way that is easy to maintain.
project handover to implementing team. consultant on best practices and suggest Customizing elements of the software,
Responsible for targets set by Stanbys & out of the box solutions adjusting the user interface and usability,
Odoo and updating the best practices guidelines

● Sales team should have basic ● Some projects can be implemented ● Responsible for learning every new
functional knowledge through functional consultants only version of the software & updating
● Should be able to deliver standard & ● Responsible for industry specific & ● Responsible for high quality codes &
customized demos detailed demos studying the industry standards
● Represents stranbys ● Can do GAP & ROI analysis for clients

 Re s ourc e s - Training

04 Complex Project
Support

03 Developers Project management

GAP & ROI - how to
02 Functional
Training on Odoo
Development support

standards
Detailed trainings on Frontend & Backend devs Consultant Support & DoD
01 Sales Team specific workflows
Industry focused
Backend & Frontend Training
Deep dive into modules Jan+Feb 2023
Functional Training
Basic software knowledge Smart Classes
Studio for Demos TBD

Partner Leadership Onboarding

Jan+Feb 2023

 Mar ketin g

Website Google Ads

Odoo Partner
Page
Mass Mailing
& SMS
Social Media
+ Linkedin Events

Examples (Partner pages):

Altanmya - https://www.odoo.com/partners/altanmya-technology-solutions-l-l-c-4711575?country_id=185
Azkatech - https://www.odoo.com/partners/azkatech-1740990
iWesabe - https://www.odoo.com/partners/global-creative-concepts-tech-co-ltd-iwesabe-1058415?country_id=185

Milestone s (3 Months- Marc h)

➢ Train Re s o u rc e s Silver Partnership

➢ O d o o Certified Re s o u rc e s
➢ R e a d y w i t h at least 5 references
➢ B u i l d a pipeline - 2 we e ks
➢ F o c u s o n 10-15 Clients in Q1
➢ B u i l d quality proposals
➢ Practice d e m o s
➢ Accu rate estimations

 C lie nt Meetings

Partner qualifies the client based *Partner & PM (ISMU) joins a Technical, Commercial &
on: demo with the client License proposals are drafted

Preferably technical proposal to

BANT (Budget, Authority, Need, One party presents the client’s be verified by client first. Once
Timing) + Requirements workflow, the other demos the done, all commercials are sent in
software one email by Odoo
Qualify (Odoo) Analysis Neg otiations

ualify (Partner) Joint Demo Proposals

Q
Odoo comes in the picture Optional step done by Cloudmen Negotiating Discounts, Support
& T&Cs
In case the client requests a GAP
Vendor is introduced to the client or ROI analysis. Or maybe a more
& requalifies the need detailed demo is required

*2 joint d e m o s for n e w clients p er we e k

 Demos

► 5mins - Introductions
► Sta rt w i t h workflows
► Keep the d e m o o n standard with
m i n i m a l customizations (Studio)
► Keep the client engaged
► Ask questions
► Close w i t h next steps

 C o m p a n y P rofi le
➢ Re p re s e nt s your c o m p a n y Implementation
➢ S h o u l d b e neat, professional & Methodology

h i g h resolution
Customer
Testimonials
Company
Hierarchy &
Teams
Introduction
References

Examples (Company Profiles):

http://qudra-tech.com/Content/images/company-profile.pdf
https://uploads-ssl.webflow.com/5c98c492f5786d415aa3c82d/6020fbad418f6e7e0be22db0_SumatoSoft_Company_Profile_2021.pdf
http://www.spasi.com/wp-content/uploads/2017/05/Compro-Spasi-Indonesia-v4-2017-public.pdf

 P ropos als - K e y E l e m e n t s
Project Overview / Scope of
Work Commercials
Pain areas

Implementation Phases / Project

Introduction Methodology Timeline

Customer Requirements Cost

About the customer What will be implemented Breakdown
General requirements Reporting No initial discounts
Company Current problems Details As much details as Estimation Payment Terms
Summarized Profile How will you be possible An estimation of hours/ T&Cs
Company Structure implementing the project phases/timeline May be
Relevant Projects Customized per amended slightly during
customer blueprint

Examples (Proposals):
How to build proposals - https://www.youtube.com/watch?v=fXqEX6LSCoA / https://www.youtube.com/watch?v=BUP-DmB46MI
Sample Proposal - https://docs.google.com/document/d/1y5kcoNNgrFH-gNHnci-B0gSdDB6zKdB6nS0ALeBIt3w/edit https://
offorte.offorte.com/viewer/68281/?proposalpass=demo&industry_category_id=237&#/0

 C om m e rc ials
H o w to Estimate your Cost & Make Profit

Know your resources. Do your calculations.

Resources Avg. Salary (USD) Cost per Day (USD) Cost per Hour (USD)
Project Manager $5,500.00 $250.00 $31.25
Functional Consultant $4,900.00 $222.73 $27.84
Developer $4,100.00 $186.36 $23.30

C o st of projects c a n b e e st i m ate d b a s e d on:

➢ S t a n d a rd P a c k a g e s / Workflow
➢ S t a n d a rd P a c k a g e s / Industry
➢ C u s t o m i ze d p er Client

 C om m e rc ials
H o w to E s t i m a t e yo u r C o s t & M a ke P ro fi t

Detailed Estimation
Project Name: Watania
Estimated Hours:
Requirement Blueprint/Analysis (hrs) Data Importing (hrs) Implementation Implementation / Training UAT
/ Functional Development
(hrs) (hrs)
Finance + Accounting 10 20 30 10 5 2
HR 15 10 20 8 5 3
Project Management 20 5 20 15 5 5
Manufacturing 20 10 35 25 5 8
Sales 15 5 10 5 5 2
WHM 50 30 40 12 5 10
Total Hours 130 80 155 75 30 30
Total Days 17 10 20 8 4 4
PM FC FC D FC FC
Cost based on Manday $4,250.00 $2,227.27 $4,454.55 $1,490.91 $890.91 $890.91
Cost based on Hours - - - - - -

C om m e rc ials
H o w to Estimate your Cost & Make Profit

Buffers & Margins

Summary:
Total Cost $14,204.55
Total Cost + 15% Buffer $16,335.23
Profit Margin 60%
Profit $9,801.14
Customer Offer $26,136.36

 Day Date Task - To Do

J a n u a r y Sc he dule Week 2
Monday 1/9/2023
Tasks to b e completed Tuesday 1/10/2023
Wednesday 1/11/2023

1.C o m p a ny Profile Thursday 1/12/2023

Friday 1/13/2023
2. O d o o Pa r t n e r Pa ge Week 3
3. Technical Pro p o s al Template Monday 1/16/2023
Tuesday 1/17/2023
4. C o st estimations Wednesday 1/18/2023
5. C o m m erc i a l Proposal Thursday 1/19/2023

Template Friday 1/20/2023

Week 4
6. 10 O p p o rt u n i t y Pipeline Monday 1/23/2023

7. 3 O d o o Certified Res o u rc es Tuesday 1/24/2023

Wednesday 1/25/2023
8. D e m o practice Thursday 1/26/2023
9. Begi n n ew cu stomer d emo s Friday 1/27/2023

 Questio ns?

I s l a m Fa r ra g
ismu@odoo.com
+971 5 0 259 51 0 0