OpenERP Partners Program

September 2010
Agenda

1. 2. 3. 4. 5. 6. 7.

OpenERP Partners Program at a glance The benefits for OpenERP partners The requirements to be an OpenERP partner We help you get started How to apply ? How to renew a partnership ? Revision of the level of partnership Future changes in the program

OpenERP Partners' Program at a glance

The OpenERP's ecosystem is designed to ensure that OpenERP s users will enjoy the best customer experience with our products. The community brings a wealth of new functionalities. OpenERP as the software publisher is committed to continuously improve the quality of the software and to certify the modules developed by the community. Our local partners provide integration and support services. The OpenERP partner program consists of three membership levels; Ready, Silver and Gold with specific requirements and benefits for each level. Ready Partners: The Ready membership level enables Partners to start and grow their OpenERP competencies. They benefit from a comprehensive set of services from training, support and access to leads which allow them to build their business at their own pace. Silver Partners: Partners which have qualified for the Silver Partner level are experienced in implementing OpenERP projects. Silver partners enjoy enhanced benefits as well as access to additional resources to support them in growing their business with OpenERP. Gold partners: Gold partners have a strategic relationship with OpenERP. OpenERP is at the core of their strategy. They have committed significant resources to develop and deploy OpenERP solutions. They benefit from the highest visibility in the OpenERP ecosystem.

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The benefits for OpenERP's partners

The details of the benefits for each level of partnership are described in the table bellow:

Ready

Silver

Gold

RECOGNITION
Visibility in Partner directory listing and searches Success Stories published Partner's Press Release Low Optional No Regular Yes Yes High Yes Yes

TRAINING BENEFITS
Discount on technical training seminars Discount on functional training Seminars 10% 10% 15% 15% 20% 20%

E-LEARNING BENEFITS
Access to partner s sales training Seminar Access to deployment methodologies seminars Yes Yes Yes Yes Yes Yes

SALES BENEFITS
Strategic meeting and business plan Access to Lead Generation Program Commission on OpenERP Online (SaaS) Discount on OpenERP presales resources Discount on Warranty contracts No Limited 15% 10% 10% No Regular 15% 15% 15% Yes Privileged 15% 20% 20%

MARKETING BENEFITS
Access to OpenERP s Partner portal Use of the official Partner Logo Access to marketing materials Yes Ready Logo Yes Yes Silver Logo Yes Yes Gold Logo Yes

TECHNICAL SUPPORT
Discount on Support Packs Discount on OpenERP Project Managers 10% 10% 15% 15% 20% 20%

TRAINING PARTNER
Eligibility to become an Official training Partner Yes Yes Yes

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Get the recognition: As you will commit to grow your OpenERP activity, we will stand by your side to provide you the visibility you deserve. Few vendors are as committed as we are. First of all partners will appear in the partners list with, according to their level of partnership, a detailed description of their activity and specific expertise and skills. Also, Partners will be able to benefit from the thousands of daily visitors on our web site How our partners have deployed OpenERP solutions to meet customers' needs is too often a best kept secret. By publishing some of your success stories on our website you will provide good examples of how OpenERP provides superior value to your customers. It will also be a unique opportunity for you to showcase tangible examples of your expertise. However the success stories must comply with the format provided by OpenERP and must be formally approved by the customer. In addition, Silver and Gold partner are welcome to submit to us Press Releases in English related to your corporate activity or to any activity related to OpenERP. We will publish them in our press section. OpenERP will review all submitted materials and will provide feedback to the Partner. Yet, as you will understand, the ultimate decision to publish any document on OpenERP website remains the sole decision of OpenERP. Partners will also benefit from some visibility as they start their activity with OpenERP as it is indicated further in the description of the Entry Packs. Annual Partners meeting All partners will be invited to our annual Partners meeting. The Partners meeting is a great opportunity to network among the OpenERP community, to learn about best practices and meet the OpenERP team. The Partners meeting gives you the opportunity to get directly involved with the strategy of OpenERP. Topics such as the following are addressed during the meeting: New versions and features Presentation of new modules by the partners who have developed them, Workshops by small groups on usability, accounting and service management to discuss future priorities Distribution strategy and the service and tools we provide our partners Training Benefits: Your expertise on OpenERP will be the key to your success. In order to transfer our know-how we have designed a complete set of functional and technical trainings which are accessible either through a certified OpenERP Training Center or at OpenERP headquarters in Belgium. For each training session attended, the partner's employee who attended the training will have the opportunity to take an online certification exam. The purpose of the certification is to assess and then testify that the employee has the skills required to use, develop or sell OpenERP.

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E-learning: The partner will benefit from a restricted access to the e-learning platform. Through this platform he will have privileged access to the following courses and document templates: Implementation project methodology How to efficiently sell OpenERP Marketing: OpenERP partners can promote themselves by using the OpenERP official Partners logo on their marketing materials. In addition OpenERP has developed a complete set of marketing materials : webinars, Joint Events, Direct mailing. Contact : events@openerp.com Sales Benefits: OpenERP supports the activity of its partners through its leads generation program. Partners can benefit from the leads generated from OpenERP web site and from the free download of the OpenERP applications. Leads will be allocated according to the geographical proximity, the level of partnership and specific expertise required to meet the customer's demand. The primary objectives of our Partners are to build a profitable service business around OpenERP solution. OpenERP also contributes to this goal by providing discounts on a Support services, OpenERP Publisher Warranty, Consulting services, Training services and Online services . The customer may purchase directly from you or if he prefers directly from us. In the first case, you will buy the service at a discount which will allow you to resell it with a margin. In the second option you will earn the same level of commissions through our referral program. In order to maintain the highest level of customer satisfaction and protect the partners margins, Open ERP strongly encourages partners to systematically include an OpenERP Warranty contract, in addition to their own support contract as they deploy any OpenERP project. All partners accessing the Gold level of partnership communicate a business plan which indicates the resources the partner is willing to commit to the development of the OpenERP activity. OpenERP will provide in a strategic meeting, guidance regarding the technical and sales resources to be trained, as well as on the business development plan. Technical support: As you will deploy OpenERP projects you may face customer's questions for which you do not have the answer or be yourself confronted with issues you do not know how to handle. We provide through our support packs, phone and e-mail assistance, without any call number limitation, but just a limitation of support hours as indicated in the pack. Partners can purchase support packs at the discount level specified in the table above. OpenERP provides technical support either by mail at support@openerp.com or by phone at +32 81 81 37 00. Also complex projects may require the support of some technical experts at OpenERP. Only certified Partners have access to OpenERP best engineers who will work side by side with your team. According to your needs we will establish an estimate which will help you know what to charge to your customer.

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Training Partners: In order to implement training centers in each major market worldwide, OpenERP relies on a network of Certified Training Partners. Becoming a Certified Training Partner provides you with many benefits. You have access to updated training material designed by OpenERP, your training sessions are advertised on OpenERP website, just to mention a few. Any partner is eligible to become official Training Partners as long as they comply with the requirements described in the Training Partner program.(*) (*) program launched in the course of 2010 The requirements to be an OpenERP partner

In order to reflect the partners commitment and expertise on OpenERP solutions, the number of certified people and the volume of business generated for OpenERP raises with the level of partnership. The table bellow summarizes the requirement for each membership level.

Ready
Partners Program annual fee Fee for additional country certification OpenERP Required Certified Engineers (1) Annual update of contact names Annual number of success stories submitted (1) Annual revenues generated for OpenERP $2,950 $1,500 1 Yes

Silver
$2,950 $1,500 2 Yes 1 $20,000

Gold
$2,950 $1,500 4 Yes 1 $40,000

The numbers of certified engineers as well as success stories are required for each country where the partner is certified.

Certification (*) The number of certified professionals increases with the level of certification. Also, OpenERP development cycle allows us to integrate developments from the community into a new release once or twice a year. The Certified Engineers must attend the training sessions, which will allow them to market the new release to their customer and support their client in the migration from one version to the other. This is a prerequisite to keep its certification up to date (*) Available with certification program launched in the course of 2010 Updating contact names in partners databases (*) OpenERP uses its partner database to provide our partners with regular updates on OpenERP strategy development or product releases. In order to do this efficiently, we need our partners to keep track of their contacts in our partners portal. (*) available with new partners' portal launched in the course of 2010

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Success Stories Silver and Gold partners will be required to submit respectively one and two success stories duly approved by their customer. Volume of business generated for Open ERP Silver and Gold partners commit to a given level of business they will generate for OpenERP. In order to compute this level of business OpenERP will take into account: The value of services billed to the partner The value of services net of commissions billed to end-users and customers who mentioned that they were referred to OpenERP by the Partner. The value of the entry pack described bellow is not included in the computation of the volume of business generated for OpenERP. We help you get started

In order to help you start your OpenERP activity, OpenERP has created Entry Packs tailored to each level of certification. The Entry Pack gives you access to a comprehensive set of services such as training, support and communication to make sure that you will start our partnership on the right foot. Training: Training sessions are essential to transfer our OpenERP expertise to you. We have included in the Entry Pack the following sessions: The Technical Training (5 days) is a unique opportunity for developers and anyone who wants to develop his modules to get all the required knowledge. The objectives of this training is to master the program, to learn how to develop new modules, how to adapt OpenERP to the different lines of business and how to interface OpenERP with other programs and/or websites. The User Training (5 days) is a unique opportunity for anyone who wants to get the knowledge of all OpenERP applications. This training is divided in 4 sessions: Services and HR, CRM and DMS, Accounting and Financial management, Logistics. The sales Training (2 days) is designed specifically for our partners sales and presales employees, who will be given an introduction course on the product features and how to present its unique selling proposition to an end user or customer. Support: As you will go through your first implementation of an OpenERP system we expect you to need our support, either to answer some of your questions regarding the functionality of the software, or more technical questions about the deployment of the solution. This is why we have included support hours with each Entry Pack. If you require more support hours to support further projects, partners can purchase additional hours.

Communication: In order to raise your visibility within the OpenERP community and on the market, OpenERP will communicate on its web site, through our newsletters and even through a press release (for Gold partners).

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The table below indicates the details of the Entry Pack for each level.

Ready

Silver

Gold

PRICE
$3,950 USD $9,950 USD According to business plan

TRAININGS
Seats in Functional Training (5 Days) Seats in Technical Training (5 Days) 1 or 1 1 1 According to business plan According to business plan

SUPPORT
Support hours (functional & technical) 3 20 According to business plan

CONSULTANCY
Consultancy days 4 According to business plan

COMMUNICATION
Official Website's Planet OpenERP's Newsletter Press communication to a list of journalists

(1) The market value of the services included in the Entry Pack is of $6,650 USD (2) The market value of the services included in the Silver Entry Pack is of $17,650 USD (3) For experience partners who would like less consulting and more support, an option is to increase the number of support hours to 50 and reduce the number of consulting days to two.

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How to apply ?

To enroll to the OpenERP Partner s Program, send an email to sales@openerp.com and specify the level of partnership you would like to purchase and the countr(y)(ies) you want to be referred in . Upon reception of the application, OpenERP will notify the partner of his decision to accept or refuse his application for a given level of partnership. In certain countries the payment of the Entry pack will be considered as a formal approval of the OpenERP partner s contract terms and conditions. In others an official document will have to be signed. Once the Entry Pack is purchased the partner will enjoy the full benefits of the program. 2. How to renew a partnership ?

The OpenERP Partner program membership is signed for one year. The contract will be automatically renewed for a one year period upon payment of the annual fee. OpenERP might terminate a partnership in certain cases; if he is aware of disloyal behavior from a partner or if he hears several customers complaints regarding the quality of service delivered by a given partner.

3.

Revision of the level of partnership

The level of partnerships will be reviewed quarterly by OpenERP based on the following criteria: Employing the required number of certified staff Submission of customer success stories Reaching the minimum revenues commitments Ready Partners and Silver Partners who want to access a higher level of partnership need to have reached the minimum revenue commitment, prior to applying to this level of partnership. Yet, partners can be promoted after a few quarters , without waiting one year , if they have reached the required level of revenues earlier. Silver and Gold partners which are not complying with their partnership requirements will be assigned to a lower level of partnership if they have not met their requirement at the end of the annual period. 4. Future changes in the program

OpenERP reserves the right to modify the OpenERP partner program in its sole discretion. Although OpenERP attempts to secure the accuracy of this document, program changes or updates may occur from time to time. The program evolutions will be posted on the Partners portal.

OpenERP Publisher s Warranty

Start your critical business projects with the right level of support !
As in any mission critical project, it is essential to secure the appropriate services for support, bug fixing and migration services, in order to successfully implement OpenERP. OpenERP Publisher s Warranty covers you from the early beginning of your projects and all the way to future migrations.
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Your first point of contact remains your OpenERP partner, who will propose a comprehensive support/helpdesk service package tailored to your needs (first level support helpdesk, support on customised modules, ) Why is it crucial to sign up for the OpenERP Publisher s Warranty from the project starts ? The graph below shows the value of the Warranty through the implementation of the project.

Standard Project Implementation Phases

OpenERP Publisher s Value Proposition per Project Phase

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Introduction
The OpenERP Publisher s Warranty is available for a fixed annual subscription fee based on the number of users. The Warranty covers Maintenance Services & Migrations Services.

Maintenance Services
Maintenance services include unlimited bug fixing as well as security alerts.

Bug fixing
Unexpected bugs might cause delays and additional costs either during the development phase or once your software is implemented. To avoid this, the OpenERP Publisher s Warranty includes an unlimited warranty in time and in tickets for bugs related to quality certified OpenERP modules. Depending on the service level, bug tickets will be opened within 1 to 3 working days. You will receive a corrective patch as soon as the bug is fixed and the patch will be integrated in the next release of OpenERP.

Security alerts
In case of a security breach, an alert system has been set up to warn our customers and let them safely implement patches before the official announcement.

Migration Services
Version migrations should be managed with care. OpenERP is one of the very few companies to offer a Warranty with Migration Services included. To avoid unexpected costs, we have designed a service which offers migration for all certified OpenERP modules.

Modules Certification - Optional

OpenERP Publisher s Warranty is only offered for certified modules. Therefore OpenERP offers to add tailored modules to the Warranty by certifying them.

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Maintenance Services
Bug Fixing
The OpenERP Publisher s Warranty includes an unlimited warranty in time and in tickets for bugs related to quality certified OpenERP modules. Depending on the service level, bug tickets will be opened within 1 to 3 working days. You will receive a corrective patch as soon as the bug is fixed and the patch will be integrated in the next release of OpenERP.

OpenERP consolidates the bug fixes and patches made for customers every month and makes them available on the monthly patch releases. This is what Open Source is all about : every customer contributes to the continuous improvement of OpenERP software.

Security Alerts
An alert system has been set up to warn our customers as soon as a security issue is detected. We will then provide you with a corrective patch a few weeks before it is publicly announced in order to leave you time to deploy it safely.

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Migration Services
First, the partner exports the customer's database and uploads it to our migration servers. Our migration team will then prepare the required operations to migrate the customer's data. Once the migration team succeeded to migrate the customer's data, they will perform a set of tests in order to ensure that it is perfectly working in the new version. Once the customer has validated on his own server (or on the online version) that the results are matching his expectations, the partner can start the actual migration process. The partner can then re-upload an up-to-date version of the customer's database and perform the migration on our automated migration server. This process can be performed in only a few hours and as a result minimizes the time during which the system is not available for the customer.

Our dedicated migration team will carry out the following steps: Migrating the data Running quality control on the migrated database Delivering an access to an online version of the software to help you assess the result. Setting up a migration platform to repeat the process

The following scheme presents the migration process:

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Module certification
OpenERP Publisher s Warranty is only offered for certified modules. Once the certification is granted, the module is covered by OpenERP s Warranty Subscription. Hence, we guarantee the correction of any possible future bug on this module, the migration of this module to every future OpenERP versions, and its maintenance for the coming years. Your module is then added in our continuous integration server in order to perform the full range of tests on your module after every improvement applied on OpenERP s future versions. These automated tests allow to detect conflicts between modules as well as bugs and migration troubles. Also, when a module is certified, it is integrated into the official version of OpenERP. Therefore, it is used by many customers who will also make improvements and add functionalities in the form of new modules. Then, you ll benefit from all the improvements related to your module on the official version. The quality certification runs a batch of tests built by OpenERP sa to guarantee that the module will be durable through time including: Data load scalability

Number of users scalability Possible conflicts with other modules Compliance with OpenERP guidelines and best
practices

Automatic migration to new versions Possible side effects detection Security rules verification

Key benefits of OpenERP Publisher s Warranty

For the partner-integrator, the Warranty is the insurance that if one of his customers is facing a critical issue related to the software, he will benefit from the full support and expertise of the OpenERP teams. The fixed price of the OpenERP Publisher s Warranty protects the integrator and the client from bad surprises like costly bug fixing or complex migrations. These services are provided by the publisher at a fixed fee.
The OpenERP Publisher s Warranty provides long term reliability to your IT solution. Indeed, it is important to be able to guarantee that the modules in use will be supported in later versions of the software over the years, hence preventing data loss and time waste due to annual migrations.

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