How to Sell the Quickstart Methodology
1 like404 views
The document provides guidance on selling the Quickstart methodology for implementing Odoo ERP software. It discusses targeting small and medium companies that are inexperienced with project management. The Quickstart approach focuses on keeping solutions standard, fast to deliver, and affordable. It emphasizes having a single point of contact, building a clear initial scope and phased project plan, managing expectations around an 80/20 approach, and focusing on testing and validation. The methodology is aimed at a quick implementation while avoiding unnecessary customization.
![ANALYSE, TEST
and
VALIDATE
● Rule #2 - Distribution of roles
○ We provide a solution fitting with the agreed scope
○ They test to validate that it fits with their reality
● Rule #1 - Everything is about testing & analysing
○ Start the project by training the SPoC on Odoo standard
○ Ask for the WHAT and the WHY
■ User story: [Role] needs to [Action] in order to [Goal] ⇒ WHAT & WHY
○ Don’t ask, propose a HOW](https://image.slidesharecdn.com/howtosellthequickstartmethodology-191028092856/85/How-to-Sell-the-Quickstart-Methodology-18-320.jpg)
How to Sell the Quickstart Methodology
- 1. How to Sell the Quickstart Methodology Florence LAMBRECHTS • Business Advisor - Direct Team 2019 EXPERIENCE
- 2. 1 Our target Our approach The Quickstart in figures Conclusion 2 3 4
- 3. Our Target Small & Medium-sized Companies1
- 4. Who are they? From all over the world. From all sectors & industries. With different levels of expectation & project scopes.
- 5. How to qualify them? Inexperienced. Unavailable. Multi-skilled. Flexible. Limited. PM Business Analysis Not 100% dedicated Business flows ProcessesDecision-making Budget Delays Business knowledge
- 8. ● Keep the solution as STANDARD as possible. ● Deliver as FAST as possible. ● Keep the implementation AFFORDABLE ● .● SAME level of product and methodology ● Different STRUCTURE and ORGANISATION The 80/20 rule One SPOC Train the Trainer Fast implementation
- 10. Timing Qualification Scope Analysis Follow up Pre-sales Demonstration GAP POC Methodology Pitch
- 11. How to behave in this context?Agree on the... Quickstart Methodology
- 12. Keep a SPoC (Single Point of Contact) ● Rule #2 - One decision maker ○ The SPoC oversees everything on their side ■ Understands the company’s requirements / key users coordination ■ Sees all the moving parts at once ■ Consistent decision making ○ Too many cooks in the kitchen ■ Misinterpreted / Missed information ● Rule #3 - Meetings optimization ○ Meetings are straight to the point ■ Meeting preparation & pre-analysis made internally ○ Wasted time ○ Misinterpretation of information ● Rule #1 - One consultant responsible for the whole project ○ The Odoo SPoC ○ Waste of time and energy
- 13. Build a PLAN ● Rule #1 - A clear initial scope ○ Project priorities ■ Initial scope : What’s inside the box ■ Product Backlog ○ No project overview ● Rule #3 - Standard first ○ Experiment Odoo standard before changing it ○ Useless developments ● Rule #2 - A phased project ○ Deliver quickly and regularly ○ Project overview ○ Nothing usable (every app almost done)
- 14. Manage EXPECTATIONS ● Rule #1 - Apply the 80-20 approach ○ Plan to implement 80% of the customer’s requirements ■ Adding clicks or steps is not a problem if the net time taken is decreased ■ Change existing processes can’t be blocking ○ The remaining 20% take 80% of the time ● Rule #2 - Agree on the methodology from the start of the project ○ Shared approach and tools ■ How to validate, raise an issue, etc. ■ Roles & Responsibilities ○ Frustrated team and / or project fail ■ Gap between what you deliver and what your customer expect Expectation Outcome Disappointment
- 15. Keep an open line of COMMUNICATION ● Rule #2 - Record the essentials ○ Limited Meeting minutes ■ Main decisions & validations ○ Project status to the essential ○ Record videos ○ No over documentation ● Rule #3 - Share project documentation ○ TO DOs, Needs description, Project status ○ Shared responsibility ○ Is this version the most up to date? ● Rule #1 - The project scope is always EXPLICIT ○ Transparency about the possibilities & limitations ○ You both know what you can expect from this project ○ No assumption !
- 16. Be CREATIVE ● Rule #2 - Odoo is easily customizable ○ Develop for the good reasons ■ Important value added with a minimum resource investment ○ It’s a bazooka to kill a fly! ■ Negative effort / value ratio ■ Develop to make money ● Rule #3 - Simplify business processes ○ Make their processes more flexible ■ Be more efficient ○ Rigidity ! ■ Useless security measures ● Rule #1 - Project team focuses on the project success ○ Project feasibility / stability vs. ○ Customer’s ideal solution
- 17. CUSTOMIZE at the right moment ● Rule #1 - Replace, don’t replicate ○ There is a reason your customer is moving away from his previous platform ■ It’s the best time to work on workflow changes ■ Support and bring change ○ Remaking another platform ■ Changes are rarely functional and are usually nice to haves ■ It’s not a clean methodology ■ Kills the change process ● Rule #2 - Guaranteed long term use ○ Database durability ○ 60% of customization requests are dropped after getting used to Odoo’s workflows ○ Increases maintenance costs for both sides
- 18. ANALYSE, TEST and VALIDATE ● Rule #2 - Distribution of roles ○ We provide a solution fitting with the agreed scope ○ They test to validate that it fits with their reality ● Rule #1 - Everything is about testing & analysing ○ Start the project by training the SPoC on Odoo standard ○ Ask for the WHAT and the WHY ■ User story: [Role] needs to [Action] in order to [Goal] ⇒ WHAT & WHY ○ Don’t ask, propose a HOW
- 19. DATA HISTORY is not a priority ● Rule #1 - Data history can be necessary ○ Reporting requirements ○ Main focus: operational requirements ○ Kills the project momentum ○ Low cost-benefit ratio ● Rule #2 - Three different approaches ○ No historical data ■ Keep all old data in the previous system and reference it whenever necessary ■ A clean database is a happy database ○ Summarized historical information ■ Create or import journal entries for key points in time (Month End or Year End values) ○ Import data after the production launch ○ Delay the production launch because of the historical data import
- 21. 4 QuickStart Teams 55Functional consultants BELGIUM USA HONG KONG INDIA
- 22. 9 65Projects / month Apps per project
- 23. 85Project hours 85%Time spent by the Functional
- 25. 99% Success rate in 2019!
- 26. Conclusion4
- 27. What’s the focus? Keep the solution as STANDARD as possible. Deliver as FAST as possible. Keep the implementation AFFORDABLE.
- 28. #odooexperience 2018 Thank you. Write to me if you have any question fla@odoo.com 2019 EXPERIENCE
- 29. There is no magic formula for great company culture. The key is just to treat your staff how you would like to be treated. — Richard Branson
- 30. It matters for people. We spend 20% of our life at work. Better do it with a purpose, building something awesome, in a fun environment where we can continuously learn. A great working environment allows innovation, ability to execute faster and good performance. www.odoo.com
- 31. Then Now Focus Career Purpose Need Great managers Inspiring leaders Hours 9-5 Whenever Aspire to Manage Evolve Tenue Whole career Whatever
- 32. Long Term ● Recurring revenues ● Getting a new partner ● Develop the product ● Write a documentation ● Marketing automation ● SEO
- 33. Short Term ● Services revenues ● Develop customer features ● Write a release note ● Newsletter ● SEA ● Train a customer
- 34. PoS for Restaurant Keep in touch with your customers. And keep them coming back with loyalty programs.
- 35. A great working environment allows innovation.
- 37. We focus on building the perfect customer experience.
- 38. Our mission is to transform the way companies run their business. We make it simple & fully integrated. Omnichannel sales
- 42. frequently refactored Like software, organisations should be Refactoring means to improve internal structure without changing external behaviour.
- 43. Refactor. ● Remove unnecessary rules ● Stop useless reports ● Cancel unproductive meetings ● Stop complex process ● Pull out unused features ● Shorten contracts size
- 44. For every decision we take, we should ask ourselves: “Will it help delighting customers?”
- 45. People have dramatically changed how they live and work. www.odoo.com
- 46. Software 1 Pro 1 Pro 2 Pro 3 Con 1 Pro 2 Software 2 Pro 1 Pro 1 Con 1 Pro 2 Pro 3
- 47. Step 1 Step 2 Step 3 Step 4 We have to transform a service market (expensive implementation projects) into an out-of-the-box solution. We care about the customer experience at every step.