Odoo Experience 2018 - How to Efficiently Sell Odoo to SMEs
- 1. How to efficiently sell odoo to SME ? Lucas Deliège • DS Team Leader EXPERIENCE 2018
- 2. What ? How ? - Step 1 : Qualification - Step 2 : Demonstration - Step 3 : Closing 2 Why ? - Why should I sell ERP to SME ? - Why Odoo is the right solution ? - Why should I be efficient ? 1 3
- 3. WHY ?1
- 4. Why Should I Sell to SME ? ● Huge Market ( 22 mio EU & 30 mio US) ● SME are looking for solution* ○ 59% of buyers wants to improve the integration ○ 44 % of prospective buyers use multiple disparate systems ○ 77 % of prospective buyers want to deploy an ERP within 6 months * Study : Software advice 2015
- 5. Why Odoo is the right solution ? A SME want a system who : - Is simple to use - Is fully integrated - Can evolve - Is affordable - ...
- 6. 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 strategyApps Selling ERP Selling Feature Selling Solution Selling 5 projects per month 5 projects per year YOU NEED MANY ! YOU NEED BIG !
- 7. WHAT ?2
- 8. 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 day of consultancy or package of hours ● 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
- 9. HOW ?3
- 10. Step 1 : Qualification Goal : Identify the business scope & validate BANT 1. Budget 2. Authority 3. Need 4. Timeline
- 11. 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 3. Need 4. Timeline
- 12. Step 1 : Qualification Goal : Identify the business scope & validate BANT 1. Budget 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 4. Timeline
- 13. Step 1 : Qualification Goal : Identify the business scope & validate BANT 1. Budget 2. Authority 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 no enough clear ⇒ Sell day of consultancy or GAP ○ Challenge your customer : “Nice to have” VS “Must have” 4. Timeline
- 14. Step 1 : Qualification Goal : Identify the business scope & validate BANT 1. Budget 2. Authority 3. Need 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
- 15. Step 1 : Qualification Goal : Identify the business scope & validate BANT 1. Budget 2. Authority 3. Need 4. Timeline BANT is : Go to STEP 2 ⇒ Demonstration Disqualify
- 16. 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 no enough clear ⇒ 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
- 17. 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
- 18. 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