XAVIER PANSAERS

G R O U P C H I E F S A L E S O F F I C E R

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OpenERP Status & Strategy 2013

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Status

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Mission Address SMB’s Complex Business

needs with Simple and

Affordable Solution

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Ambition BE the Global Leader in the

Emerging Business Apps Market for SMB’s

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HOW? By Breaking the existing rules of Erp’s Market :

• Leverage the power of an Open Source Model • Make Business Applications accessible to any logo • Transform ERP into a modular business applications • Change the user experience by making the software

truly intuitive

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Sain PARADOX…

Even Big Corporations deployed OPENERP for critical

applications

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OPENERP Path

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2005 3 employees

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2013 200 employees

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2,000,000 + Users

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550 + Partners

Fast Growing Base of Qualified Partners Global Network

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110 Countries

Where OpenERP Bills Thank to our Partners

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300 Universities

Both IT Cursus & Management Cursus

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3360 + Applications

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850 Inbound Leads Daily

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1549 % Revenue Growth

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4

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09 /2013

Launch of Asia Subsidary In Hong Kong

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10 /2013

Functional Certification Exam available

in 1330 Exam Centers PERSON VUE

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30 New Partners monthly

Rise of New partner

generation - Resellers

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356,000 Users on 1 DB

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32 Translations

Thank to the community

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300 % OpenERP Entreprise Revenue Growth sold

by our partners

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‹#›

750 Users Trained S-2012

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7 OPENERP

A major turning point towards an ERP Integrated Suite of Applications… Powerfull in any business case … An efficient and productive usability… A series of new features… A suite of social applications…

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38 % of time saved to

finalize your business flow

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4 Of the biggest NGO’s

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1 World Leader in Fresh

Food Products

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1 World leader in strategic

consulting for C-level

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# Users

5-50 50-500 500+

EDUCATION

UTILITIES

GOVERNMENT

TELECOM

DISTRIBUTION

MANUFACTURING

HEALTHCARE

SERVICES

AND OTHERS…

350 Migrations performed in

4 months

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Strategy

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OpenERP has Already Established Itself as the Leading Open-Source ERP OpenERP has Already Established Itself as the Leading Open-Source ERP

OpenERP has Already Established Itself as the Leading Open-Source ERP

OpenERP Relies on a Global Network of Partners

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Go to Market Strategy A Dual Direct & Indirect Apporach

Indirect

• Today’s network is under-sized compared to addressable market

• 100% built inbound (1,000+ requests each month 20+ accepted partners)

• Many partners create a dedicated OpenERP activity that generates >50% of total turnover

Direct

• This channel has started to be developed in 2012 and addresses smaller clients

• ‘QuickStart’ approach: standard product that included OpenERP service

• OpenERP seeks to develop an international reach with the direct ‘QuickStart’ approach

A very capital efficient Model

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Differentiated Product

•Product is ergonomic, easy to customize and to deploy

•As many features as leading vendors

•Pricing strategy adapted to the market the Company addresses

•Collaborative development with an experimented community

High ROI S&M

•Limited marketing efforts so far (client base mostly built inbound)

•Fast-growth of qualified partners’ network with a strong international footprint

•Promising Direct Channel monetization through Quick Start approach to better reach smaller clients

Scalable & High Margin product

•Global Resources pool allows to keep costs down

•Product is stable

•Scalable migration services

Business Orientation Landscape

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Pro

du

ct

Sco

pe

Flexibility

A

B

A. Large ERP Vendors

• Distribution on premise

• Proprietary Software

B. Vertical Applications Vendors

• Cloud/SaaS offers

• Proprietary software

• Independent applications for specific verticals (CRM, HRM, Basecamps …)

Differentiated positioning

OpenERP successfully positioned itself within a high-value and competition-free area

A huge opportunity to be seized on SMB Segment (1)

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A huge opportunity to be seized on SMB Segment (2)

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A less Competitive Pressure at the Bottom of the Pyramid Large enterprises market is saturated with large vendors’ on-premise

offers

Cloud specialist target Medium businesses

Small business are barely addressed by current players

SMBs represent c.200 millions companies with c.1 billion employees to address

Low Penetration amoung SMB’s Equipment rate for Small Businesses is estimated <20%, 2.5x less

than enterprises (est. penetration: 50+%)

Opportunity for OpenERP to provide SBs with more appropriate tools and differentiate from competition

OpenERP Strong Value Proposition

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OpenERP has entered a new phase of its development by striving to maximize the value-added for the end-user

Next Steps to maintain Growth

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Increase Brand Awareness

• Positioning

• Manage transition from ERP to business apps

• Develop Lead generation programs

• Increase visibility through branding actions

• Product

• Improve product’s performance and flexibility

• Leverage the community of contributors

• Fill the last lacks in apps offering

Improve Lead Monetization

• “Aggressive multichannel Go-to-Market strategy”

• Indirect Channel

• Install Partners ‘hunting’ and ‘farming’ strategies

• Reinforce educational programs

• Direct Channel

• Reinforce Sales Team

• Develop QuickStart approach

• Accelerate the customer acquisition process

Broaden International Reach

• New subsidiary in Hong-Kong due to open in 2013

• Accelerate Growth in the US

Next Steps to maintain Channel Growth

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INTEGRATORS

Solutions Sellers

Project Management

Customization

RESELLERS

QuickStart approach

Sales Management

Standard

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Thank you !