01 Become familiar with the Partner

Resources and begin utilizing them

Objectives 02 Understand the Odoo Co-seller method

03 Gain confidence to start selling Odoo

 01 Partnership Resources
Agenda
Day 1 02 Working with AM

03 Sales and Qualification

Techniques
Resources for Partners

★ Partnership Dashboard

★ Odoo.sh and Enterprise Source Code

★ Partner Knowledge Base

★ eLearning Platform
Partner Dashboard

★ Make sure you can Log On to Odoo.com with your registered email address, you
should see this:

* If it shows ‘Not a Partner’ contact your AM and request

access
Partner Dashboard (sales & training)

The Partner Dashboard is your

home page for Odoo business,
it is accessible by all your
registered employees

Access all your documents,

support tickets, leads and
subscriptions here
 Partner Dashboard (test & develop)

Download source code (src)

to your computer (for local
or on-premise installation
and testing

Partner M code
Create Github account, add your
username here. You’ll then be able
to access the Enterprise repo. Also
necessary to access Odoo.sh
Odoo.sh

1. Make sure your

Github username is
entered into
Partner Dashboard

2. Go to www.odoo.sh

3. Sign in with Github

4. Create your 1st

project
Partnership Knowledge Base

Editable resources: Implementation

Proposals (word/ppt)

Guides: Implementation
methodology, demo tutorials,
Odoo.sh training, marketing
strategies and more
Partnership Knowledge Base
e-learning Platform
Learn how to configure Odoo for free,
www.odoo.com/slides
 e-learning Platform

Train your team ✓

Teach your customers (UAT) ✓

Free mugs ✓

Pass Certification (required to be published as

Official Partner) ✓
Dedicated services via Partner Pack
https://www.odoo.com/page/partner-success-packs
Partner Success Packs
Coaching, implementation assistance, and customizations

❏ Training for Odoo Functionality,

ROI/GAP analysis, Project
Management and Implementation
Methodology
❏ Choice of four options
(Basic, Standard, Custom, Pro) to
get functional and technical
support
❏ Consultants record their time spent
using time sheets
● Project Leader Onboarding
Train your team efficiently; the best place to start: Follow the same onboarding as
Odoo provides internally

7-week course
High time investment at the start, reducing required time by attendees
throughout the course.

Functional & Project management

Learn a wide range of basic and advanced skills. Useful for both commercial and
service profiles

35h of consultancy
As dedicated onboarding service or as part of a pack
● Technical Consultant Onboarding
Learn Odoo development from our Tech team: The fastest way to get your
developers onboarded

10 day course
30 hours over 2 weeks, including workshop lectures, case studies and exercises

Complete scope
Total Odoo development training covering: Architecture, dev environment,
module inheritance, ORM, QWeb Reports, Views, Security and Controllers

Pre-requisites
Must have understanding of Python3
Must have experience using Linux, with at least basic sys admin skills (Bash
scripting, CLI
Must have basic understanding of SQL
(nice to have) XML and HTML
30h of consultancy
Part of a pack only
● Developer on Demand
https://www.odoo.com/page/developers-on-demand

Services
❏ Best development expertise on Odoo for the
❏ New Odoo Modules (e.g. Job Costing,
highest value
Construction)
❏ Free post-development bug fixing support
❏ Customisation of reports, screens, workflows
❏ Direct communication with PM
❏ Web themes and features
❏ Proprietary ownership of custom code
❏ Automations
❏ Integrations
Working with your AM
 Odoo Indirect Structure

Partnership & Alliance Channel Account Customer Success

Qualify and recruit ❏ Is the main point of contact Ensure customer

high-quality partners success by working with
❏ Collaborate and work with partners on their
partners to build profitable existing projects
relationship

❏ Keeps partner informed of

the evolution of Odoo
 WHY work with AM? HOW can we
collaborate effectively?

❏ Forward you qualified leads ❏ Set a clear goal together

❏ Increase sales potential (e.g. multi-years) ❏ Share with us project details and
customer information
❏ Customer reassurance & direct Odoo
representative ❏ Include us in your customer
negotiation and demo meetings
❏ Keep you up-to-date on the evolution &
news of Odoo ❏ Agree on specific and regular
communication times (monthly,
❏ Give advice on business development biweekly)
❏ Follow up guidance and tailor-made
action plans

Relationship with Your Account Manager

How to manage the pipeline?
Partner Dashboard - Register your leads
- Go to My account
- Can see the
opportunities
session
https://www.odoo.com/my/opportunity/rosie-s-opportunity-9432968
 Territory (100 opps)
You haven’t reached the customer or you don’t have any information about his business or needs

Qualified (50 opps)

You have reached the customer and you know his business

Qualified Sponsor (25 opps)

Complete qualif done: BANT is clear
You are in direct contact with the decision maker
Demo is done or scheduled
Expected revenue and expected closing date are up to date

Proposition (10 opps)

You did the demo
You sent a quotation

Negotiation (5 opps)
Everything is clear for the customer
About to take a decision
Pipeline Management Benefits
❏ Forecast sales accurately

❏ Monitor your sales team/ company performance and progress

❏ Nurture leads effectively

❏ Determine resource allocation

❏ Increase sales velocity

❏ Lock the opportunities/leads under you

Sales Qualification
Goal of the qualification

❖ Introduction of yourself, and start of a personalised relationship

❖ Get the information of your prospect for a personalised demo

(e.g., business flow, and how departments work)

❖ Understand the pain points of the prospect

❖ Make sure that the customer has awareness of his pain points

❖ Develop the customers’ needs

❖ Get your BANT overview

Qualification Technique
Qualification Technique : BANT

AUTHORITY
Budget: How much is the prospect able and willing to
spend?

TIM
NEE CIT
DS

ELIN
LI

Authority: Who is the ultimate decision maker?

EXP

E
Needs (Pain Points): Does the prospect have a problem
BO T your product can solve?
E
NU DG
S BU Timeline: Is there any urgent deadline?
 Budget
Establish the prospect’s financial capacity
❖ Figure out how much the budget is allocated early on
● Do you have a budget dedicated to this project? How much?
● How much are you spending on your current solution?
● Are you familiar with our pricing model?

*Might come off too straightforward to ask the question immediately

➔ Do research and clarify the company description/ size to find out by yourself first
➔ Ask what is the system that they are currently using
 Authority
Identify the main decision makers

❖ Find out your contact have adequate authority to sign off on a purchase
● What is your role within the company/ department?
● Tell me what you do on a day to day basis?
● Are you the only person involved in the final decision making?
● Who else would be involved in the purchasing decision?

❖ Politely ask how you can get access to main the decision maker to set up the demo meeting, and
reach out to them immediately

❖ Map out every stakeholder involved in the decision making process to close the deal quickly
 Needs (Pain Points)
The most important moment and part of the qualification call

❖ Identify every business Pain Points to prepare a tailor-made demo

➔ If the prospect is using software for a particular business flow, ask how much he is paying, and whether he is
satisfying the the current system or not.
➔ If he is not using a system, ask him questions until you fully identify and make him understand the impacts on his
company(in terms of productivity, revenue, conversation rate, employee happiness, opportunity cost, growth
opportunity,etc.)
❖ Develop new needs the customer was not aware
❖ Make the customer speak about his pain points
❖ Explain the consequence of pain points as much as possible
❖ Make full-analysis of the company by using exploratory question

*It goes hand-hand with the authority. Check again to make sure the prospect’s team/ company priorities are,
and the needs of our software is relevant to the work the prospect is directly responsible for.
 Timeline
Identify when the prospect is planning to buy
❖ Find out how the prospect quickly need to make a decision
○ Is this an urgent project?
○ When do you need to achieve the goals by?
○ What’s the reason that you want to start at the moment?
○ When would like to have everything in production?
○ What’s your target date for implementation?
❖ Make sure to do smart follow ups if the prospect is not urgent or does not have specific timeframe
❖ Ask whether the customer is evaluating other solutions
❖ Suggest the timeline if you can

Knowing the timeline = Good pipeline management

Role play
Role play qualification call

B. $10k-30k

A. Decision Maker needs to be at the demo

N. Gets order through email or call, has to find

customer data and create quote manually in excel.
Needs to speed up this process using Odoo CRM and
Invoicing

T. Beginning Q3 go live
Qualification Tips
Dos Don’ts

● Ask open-ended questions ● Don’t talk about Odoo (Yet)

How, what, tell me more, share with me, walk me
through with ● Don’t force the discussion into “app” certain
direction
● Make it a conversation

● Don’t let the customer sidetrack the

● Listen and let the customer talk more
conversation

● Be enthusiastic and show interest in their business.

“The prospect will love it!” ● Don’t just solely stick to qualification questions
checklist in hand
● Take notes and use the prospects words
● Don’t assume their business process/issues
● Clarify and stay on the topic until you fully
understand the process/issue

● Translate the process issue into impacts and let the

client inform about cost behind the pains
Q&A

Partner Onboarding Training

See You Tomorrow