Unlocking Business Potential with ODU

[Music] good afternoon everybody and welcome to this webinar by ODU today together we will discover how to unlock the your uh your part business full potential but first before beginning I would like to introduce myself and my colleague my name is Marco villery I am Channel sales team leader my objectives in oo is to lead a team of partner manager that will accompany our partners to grow their business with ad do Christine thank you Marco so hi everyone nice to be with with you here all today uh so my name is Christine I've been working at ODU for almost 5 years now I work in the parship team so I'm a team leader in the partn recruitment so we are responsible for the onboarding of new partners um who would like to join the ODU ecosystem okay before starting we would like also to tell yourself who are we talking to today so this webinar is mainly addressed to companies that would like to first of all discover doodo world but also to come in a partnership with us first of all we are addressed to IT service providers system integrators who who have already their their business and they are are trying to put oo in their portfolio of new products and of course software houses that whose main uh core Core Business is the one of developing uh applications or other software so this is really broad as as a webinar let's go through the agenda okay first of all we would like to introduce you to oo value proposition then we'll focus on today's topic which is indeed the Norway Market Norwegian market for us is very very important now to discover new marketplace where to propose our Solutions then we would like to introduce you on the how we support Partners on their Journey not only how how becoming a partner but also how to make the do business their Core Business as well and at the end please stay with us because we will we will answer your question during a Q&A so actually for whoever is there already uh first of all welcome and start already asking your question as long as we are uh discussing okay let's go let's dive deep into the value proposition overo as you can see from this image this is our CEO Fabian pink car and he had one dream and which has been translated to the missions of ODU today which is to unleash company potential by empowering users with the tools that they love indeed our objectives as ODU is the one of giving to the end users easy tools that they can use in their Everyday Life In Business Without being an issue be without addressing each other only two sea levels and complicated system softwares how do we do that well we help people doing more in less time indeed our solution is based on some pillars that we will discover later on but we have one up for every need as you can see here basically we cover very complex needs in with Simple Solutions such as for example accounting such as uh Sales Inventory help desk all of those normally uh whatever solution vertical solution you can find for example into the market they require a specific application or a specific software while Odo thanks to his in integration and the modularity have everything in one indeed that's what we are called an all-in-one management system so coming back to our for for pillars first of all we are an all-in-one software management software management and indeed we are full features then we are schable what does it mean that your company your business can start very small and little by little can introduce and can englobe other functions other departments within oou we are fully integrated which means that every application every module connects and communicate within each other whatever you're doing in your sales or CRM will somehow ref reflect also in another application this is very useful for not losing information and for gaining time in doing all of your operations last but not least we are intuitive indeed as we um already said we want to make sure that the end users understand what is doing in a tool that is easy and really beautiful to see also I would add another pillar is that we are very competitive in terms of pricing because we are really really cost efficient but okay I will not talk anymore about the value proposition I we leave you the scene Christine thanks Marco So based on this why do you think our customers are actually choosing us well what we have to look at is the positioning the company was founded in 2002 with one goal which is to cover complex business needs while being user friendly so to look at this there are two perspective the first one will be from the research and development perspective in the way that it's important to understand that for the partners and the clients um the R&D team is try is veloping a software that is easy to use um to use on a on a daily basis in a smooth way the second point is the positioning on the market it's important also to check how we compare to other Solutions on the market so while having a userfriendly interface ODU is also aiming at offering a solution that covers a broad business scope with many features like Marco mentioned so if we look at some other solutions for example uh take hotspots hotspots is um a leader in the industry for CRM marketing however they cover only that need if a company wants also to match the finance the manufacturing they would have to integrate other Solutions and this is that problem that ODU is aiming at solving so with this a good solution uh it's important to cover a global market of course so we have 22 offices present worldwide um as you can see on the on the slide here the headquarter is based in Belgium but we have a presence in Asia in America in Africa as well and only within the last two years we actually opened five new offices right yes so I believe we have um Kenya Spain Australia Italy as well Italy and and Germany so we have a good software we have a good good Global presence but where does that bring us looking at some figures we can say that now o has more than 4,500 employees and this number only takes into account the direct Odo employees because if we look at the partner ecosystem and you know about it Marco uh it's way better indeed I mean the partners are creating new jobs new positions and this creates a lot of jobs in the in the ecosystem um more than 12 uh 12 th 12 million sorry users are uh working on ODU at the moment uh counting both ODU community and ODU Enterprise and thanks to the network of Partners as well and third party developers we have more than 40,000 apps that are compatible with the solution as I mentioned the global presence is quite wide so we have customers and partners in more than 175 countries and this leads to a yearly growth in terms of Revenue of 35% on average that's quite impressive actually because the yearly growth normally normally our company stays around 15 20% so the fact that also in hard times we really can grow so much it's it's a negative of the grp there I think we also I mean we witnessed this this growth because we started around the same year in 2019 exactly when we started working at ODU we were around 500 employees worldwide uh and now it's more than nine times the the head count so it's very impressive um and yeah speaking of Revenue actually so we can see that uh last year in 2023 the revenue of uh Odo Global was at 350 million uh euros and we have a forecast of uh for this year at more than 500 Millions now looking a bit at the references and the customers um so we have here a list of interesting customers uh from different countries and we can see here that ODU actually covers a broad range of Industries goes from the medical sector to the retail or even from services to Industries if you have a deeper look at Norway because that's the the topic of the webinar today uh there is one interesting reference to mention which is Ian which is a tech company specialized in Electric electrical equipment so uh speaking of this Marco maybe you could give us a bit of insight about the Norwegian Market Yes actually it's good that you mentioned Norway because that's our the focus of today's webinar and indeed we want to bring the focus now towards one of the most important countries in the nordics first of all we I would like to address the why we choosing Norway as a Next Step to expand the market well Norway for sure is a is a Consolidated economy not only in the northern Europe but as well as in the whole world is it has a business a stronger business economy he's very strong in different Industries such as Tech Maritime oil and gas and with all the possibilities of growth and mindset that there is in Norway we really want to be one of those that enter that market properly and indeed we also need um not only a very good product but also very good partners to achieve that specific goal only uh today um in Norway there are more than 700,000 registered companies in different Industries and that's exactly what we would like to uh to achieve and um and to Ender those markets with a do which can serve all of all of those companies in in different sectors such as indeed Services constructions retail trade there are really really a lot of possibility there and that's also the message that we would like to pass to the Future Partners at this point point and to the also existing ones that there is still a lot of potential to grow together I would like now to give you an overview of the partners that we have in the nordics at today they might seems a lot but actually is not if compared to the Central Europe in which for example in Italy we have 120 Partners here is more or less the elf but with a potential of growth which is at least the double we have 52 Partners in the whole nordics H divided as you see into gold silver ready and learning but we will not focus right now on the specific status of those Partners but just to give you an idea that there are Partners but we want even more to reach even more Market penetration in Norway we have just eight partners and even though on one side this may be very bad on the other side it's for sure lot of potential to grow and also the companies that today would like to become one of our one of our partners they have basically free market to operate and that's why we want to be with them going uh towards that direction let's see some numbers lately since 2019 thank you actually Christine for the graph is very it's very exhaustive I believe it's um it's been growing quite a lot the interest that we see from 2019 to 20 2024 which is on the average plus 37% of new trials every year if you think that is a market which we basically yet don't know on the other side also the number of projects sold in Norway they've been growing a lot it's been more or less so the average 36% and if we consider only the project that we sold with the partners is more or less the health but also that one is been growing over time if you if we see at 2024 we are at the half of the year and we are more than the half of the projects sold within today so that's very very good and that hope towards this Market is very high from our side okay now um let's go to see more practically how we make actually possible the partnership and to do that I would like to uh pass you the word about the oo ecosystem yeah perfect um I think it's important to understand for someone who would like to become a partner how do we work with those Partners so what is the ecosystem that we're trying to put in place so um from the Odo perspective the goal on our side is really to build a transparent relationship between the three parties so everyone will be in touch in contact always with all the others we have ODU who is the editor of the solution and we are responsible for the value proposition that we're bringing to to the market so for this to the customers we provide the solution uh the Odo Enterprise licenses and on top of this of course some services and support that the partners and the customers can benefit from such as hosting services for example as well as standard upgrade uh as we release a new version every year next to it uh we have to mention the the relationship between ODU and the partners so the partners will be responsible for the services provided towards the client as a partner you are responsible for uh the implementation the support the analysis of their needs of course but ODU will support you and assist you along the way and that is very super important to us because we want to make sure that you provide quality services and you have all the resources uh that you need in hand to uh actually be successful and as I mentioned already the partner uh towards the class the customer will be uh responsible for the services and why is that is that because the partner you will have the local presence you know your Market you know your customers and the companies or industries that you've been working with so you really have some added value here in that relationship to uh Deep dive into this regarding the the services provided by the partner to the client um it can be quite broad of course you are responsible and you are independent in the way you provide service services but what's important is for a partner to differentiate themselves from the others and how can you do that it's mainly by not focusing on development and implementation but other services that have high value such as as you can see here analysis customization uh support hosting and as well training to the end users so the partner should be available for the client from A to Z from the beginning to the end of the implementation to help them and really assist them in this uh process of digitaliza digitalization so how can you do this become an oo partner and provide successful Services of course there are different steps that we recommend you to follow the first one will be to learn the product how can you sell a product if you don't know how to actually implement it or how to use it so for this all to got you covered you have different resources available for you to learn about the solution there is an e-learning which are uh which is an online platform with videos and do mentation that you can follow and as you can see it will only take you 45 hours so what is it 45 hours a bit more than one week to discover about ODU on top of this you can follow some use cases that we also provide to you so that you can directly apply the theory and of course if you need help along the way we also have some trainings and services available for you from the functional but also technical point of view the second step is to implement it internally because the the same goes like it's always the shoemakers who are the words sh and we don't want it to be the case for the partners so if you become an Odo partner implement it internally use the tool you recommend because the customer will trust you even more and you can speak of experience so just play the game focus on the project work in phases um mean face the project as if you were to implement it for a client and also plan the the different steps and the budgets for it and super super important um make uh follow I mean the the ODU implementation methodology there are some best practices that we've been learning over the years based on our own experience as a Remer ODU has been funded more than 20 years ago now so we've had our successes and our failures and we've learned from it now that you know the solution that you've implemented internally it's important for you to go out in the market so how are you going to do it you will need to find your first leads uh the there are different sources for this the first one would be the online presence build your own website work on your SEO um capitalize on the pner page because oo as I mentioned will help you also with this strategy and we will publish you on our website and on top of this you can use the social media LinkedIn uh blog post and so on which is super powerful the second source of of leads uh and super important will be your own network you have your family your friends your existing clients you know them they know you and they will trust you so just go out there reach out to some local businesses use the word of mouth and reach out to potential Partners to you potential clients uh with who you could start this journey the last step but not least I mean last Source but not least would be the event uh it's important for a business for a company to be visible whether it's online off or offline and an offline presence can be um can be capitalized on using the events there are different sour es of events uh industry events Chamber of Commerce Tech events that usually happen uh in different uh countries as well um but also OD events So based on this because Marco you've been working with Partners on the longterm Journey for several years now exactly what would be your best uh tips on this actually what I would like to emerge for from this slide as well the message that you were giving uh Christin is totally totally correct is that these are just example of what a partner can do to be online and to start funding the first leads to um to sell right because sales is the really the fuel that moves moves a company but the thing that we can do together are way way more except of the events that you can find and we can maybe Support also you as a partner locally as a partner manager we can also um uh as do we have a lot of initiatives such as for example Road shows which are our main marketing events all over the year which our fantastic Road Show team organizes in all over the world we have more than 100 uh events I believe every year and they bring to your country so for example if you have a city that we never explored before suggest it to us we'll talk with to marketing team we can maybe be in your town and uh organize the road show where you can also sponsor make yourself visible way more locally and to you know raise a little bit more the bar and your your name then we have the Odo experience which is our yearly event where we release our new version and now in September from two o from Two October to four of October we will have the oo experience in which we will disclose the uh Odo 18 for example so join there the site the website is already there H we can create customer success stories partner success stories there are really a lot of opportunities that we can do there is not an exhaustive list simply because come up with the idea uh bring up the idea to your partner manager and we find a solution together um to go uh to the step four which is really related to to the last one is after you find your first lead try to actually not trying but close your first deal how to close your first deal we don't expect since the first moment you to be an expert in sales but that's why our uh figure uh our role is very important because we will Coach you on how um correctly closing your first deal from qualification to demonstration arriving to the quotation of your services the thing to important to understand is that we really believe in a strong Synergy between the partner and oo so that we really help you in closing your first deal what we expect is from your side also transparency and also that you position yourself as a partner as a partner that will really really change the life of of your customer and uh another important point maybe we didn't mention that but really it can be also useful you will be the owner and the uh provider of your own services on the other side we will pitch and sell the licenses ourself because we want really to the customer to understand the Synergy that there is Among Us after that uh well I would say now to wrap up a little bit this uh uh this path that we have done together and let's sum up a little bit the role that will roles of the um account managers will accompany you during this during this journey the first one I will leave to you Christine thank you so the first point of contacts in your oo Journey would be the parip recruitment team uh so I'm a team leader for that team our responsibility is to onboard Partners but how do we do that first of all we want to understand who you are what you want to do what you want to achieve what are your Ambitions and your objectives based on this we can guide you in having a proper path in this oo partnership Journey because want to understand what you're looking for and how to help you achieve this so the goal of our team is really to help you Kickstart the partnership after that we have the partner managers in which indeed I am the team leader um in in oou what's the role of the manager well once the team of Christine has convinced you that this is the right step to to take we are responsible of your onboarding and of your success as a partner what do we do basically together first of all we ensure the high quality to Partners through the kpis that we need to reach together in order to be visible for example on the market second we'll help you in finding and expanding new business so basically finding new leads uh following them from um from the qualification until the closing and we will Coach you in sales and marketing as well as we will contribute you to your overall strategy as a company and indeed we will accompany you over your Evolution so as long as we know the objectives that you have those objectives will become also our objectives of of course in the oo business model um agreement let's say then there is the account managers imagine with your partner managers you just close one deal very important customer for you who will take care after all of your uh of your customers well for sure you are responsible of the long-term relationship but also ODU has um an account manager for you who will manage not only the relationship with you partner but also with the um existing customers why because the goal for us and for the account manager is to maintain the long lasting relationship with your customers and to try also to spot New Opportunities of growth in these indeed expanding the business and ensure customer satisfaction last but not least we have with us a lot of experts which are dedicated Consultants that accept of the sales and marketing part they can also training you and assist you with more practical skills such as for example uh expert in Tech functional expert as well the support as well as we have a lot of trainings that we can put in place for you and for your new team for example new on boarders that can help you really upskill yourself to the next level yeah and as well as a lot of assistance I don't know if you have something else to add for example to this just specify that this these services are available for all Partners but it's it's important to discuss it directly uh with the partner manager or the P recruiter to understand what are your needs so that we can guide you and recommend you actually the best uh trainings or services to that you can benefit from exactly thanks these are actually a very good point we just want to understand exactly what are your objectives and from there to tailor what is best for you to to grow as a partner exactly so so yeah I mean this is just the beginning of course there are plenty of things that we can discuss and talk about for this partnership and just keep in mind that every Journey will be different so if you want to become a partner your experience your journey can be different from another partner so it's that's why it's super important to talk about it directly discuss it directly with a partner recruiter that we can um we can give you some pieces of advice to help you uh start Kickstart this partnership and we hope that this uh webinar um gave you interest in getting more information about Odo and discover more about it so um we have a road show upcoming actually in Oso at the end of this month on the 29th of August at 1 p.m so don't hesitate to to sign up for this road show you will have more information about the the solution you can see a demo directly a live demo um from some of our colleagues and it's also the opportunity to network and uh ask more questions exactly so we'll wait for you in uh the osla event the 29 of August if if you want more information uh at the end of this uh presentation we'll have uh we will leave you our our contacts but meanwhile hope you have a lot of questions because we will uh uh answer to to your question right now so stay with us okay okay so we are back let's see if there are any questions good afternoon good afternoon Yasmin and good afternoon sabiiti nice to you here okay we see already that we have a OD team which is super proactive so a lot of links already sent from the event so thank a lot guys uh so uh there is no question until now so either we have very clear which I which I hope or there is no interest but we like to believe the first one so no jokes aside no what we want to really say is that um we left you um the last slid with my contact and the one of of Christine um please contact us or send us a question that you have and we will for sure address you to the right person in in that moment okay I think that we can close it okay thank you very much for have a nice day

[Music] good afternoon everybody and welcome to this webinar by ODU today together we will discover how to unlock the your uh your part business full potential but first before beginning I would like to introduce myself and my colleague my name is Marco villery I am Channel sales team leader my objectives in oo is to lead a team of partner manager that will accompany our partners to grow their business with ad do Christine thank you Marco so hi everyone nice to be with with you here all today uh so my name is Christine I&#39;ve been working at ODU for almost 5 years now I work in the parship team so I&#39;m a team leader in the partn recruitment so we are responsible for the onboarding of new partners um who would like to join the ODU ecosystem okay before starting we would like also to tell yourself who are we talking to today so this webinar is mainly addressed to companies that would like to first of all discover doodo world but also to come in a partnership with us first of all we are addressed to IT service providers system integrators who who have already their their business and they are are trying to put oo in their portfolio of new products and of course software houses that whose main uh core Core Business is the one of developing uh applications or other software so this is really broad as as a webinar let&#39;s go through the agenda okay first of all we would like to introduce you to oo value proposition then we&#39;ll focus on today&#39;s topic which is indeed the Norway Market Norwegian market for us is very very important now to discover new marketplace where to propose our Solutions then we would like to introduce you on the how we support Partners on their Journey not only how how becoming a partner but also how to make the do business their Core Business as well and at the end please stay with us because we will we will answer your question during a Q&amp;A so actually for whoever is there already uh first of all welcome and start already asking your question as long as we are uh discussing okay let&#39;s go let&#39;s dive deep into the value proposition overo as you can see from this image this is our CEO Fabian pink car and he had one dream and which has been translated to the missions of ODU today which is to unleash company potential by empowering users with the tools that they love indeed our objectives as ODU is the one of giving to the end users easy tools that they can use in their Everyday Life In Business Without being an issue be without addressing each other only two sea levels and complicated system softwares how do we do that well we help people doing more in less time indeed our solution is based on some pillars that we will discover later on but we have one up for every need as you can see here basically we cover very complex needs in with Simple Solutions such as for example accounting such as uh Sales Inventory help desk all of those normally uh whatever solution vertical solution you can find for example into the market they require a specific application or a specific software while Odo thanks to his in integration and the modularity have everything in one indeed that&#39;s what we are called an all-in-one management system so coming back to our for for pillars first of all we are an all-in-one software management software management and indeed we are full features then we are schable what does it mean that your company your business can start very small and little by little can introduce and can englobe other functions other departments within oou we are fully integrated which means that every application every module connects and communicate within each other whatever you&#39;re doing in your sales or CRM will somehow ref reflect also in another application this is very useful for not losing information and for gaining time in doing all of your operations last but not least we are intuitive indeed as we um already said we want to make sure that the end users understand what is doing in a tool that is easy and really beautiful to see also I would add another pillar is that we are very competitive in terms of pricing because we are really really cost efficient but okay I will not talk anymore about the value proposition I we leave you the scene Christine thanks Marco So based on this why do you think our customers are actually choosing us well what we have to look at is the positioning the company was founded in 2002 with one goal which is to cover complex business needs while being user friendly so to look at this there are two perspective the first one will be from the research and development perspective in the way that it&#39;s important to understand that for the partners and the clients um the R&amp;D team is try is veloping a software that is easy to use um to use on a on a daily basis in a smooth way the second point is the positioning on the market it&#39;s important also to check how we compare to other Solutions on the market so while having a userfriendly interface ODU is also aiming at offering a solution that covers a broad business scope with many features like Marco mentioned so if we look at some other solutions for example uh take hotspots hotspots is um a leader in the industry for CRM marketing however they cover only that need if a company wants also to match the finance the manufacturing they would have to integrate other Solutions and this is that problem that ODU is aiming at solving so with this a good solution uh it&#39;s important to cover a global market of course so we have 22 offices present worldwide um as you can see on the on the slide here the headquarter is based in Belgium but we have a presence in Asia in America in Africa as well and only within the last two years we actually opened five new offices right yes so I believe we have um Kenya Spain Australia Italy as well Italy and and Germany so we have a good software we have a good good Global presence but where does that bring us looking at some figures we can say that now o has more than 4,500 employees and this number only takes into account the direct Odo employees because if we look at the partner ecosystem and you know about it Marco uh it&#39;s way better indeed I mean the partners are creating new jobs new positions and this creates a lot of jobs in the in the ecosystem um more than 12 uh 12 th 12 million sorry users are uh working on ODU at the moment uh counting both ODU community and ODU Enterprise and thanks to the network of Partners as well and third party developers we have more than 40,000 apps that are compatible with the solution as I mentioned the global presence is quite wide so we have customers and partners in more than 175 countries and this leads to a yearly growth in terms of Revenue of 35% on average that&#39;s quite impressive actually because the yearly growth normally normally our company stays around 15 20% so the fact that also in hard times we really can grow so much it&#39;s it&#39;s a negative of the grp there I think we also I mean we witnessed this this growth because we started around the same year in 2019 exactly when we started working at ODU we were around 500 employees worldwide uh and now it&#39;s more than nine times the the head count so it&#39;s very impressive um and yeah speaking of Revenue actually so we can see that uh last year in 2023 the revenue of uh Odo Global was at 350 million uh euros and we have a forecast of uh for this year at more than 500 Millions now looking a bit at the references and the customers um so we have here a list of interesting customers uh from different countries and we can see here that ODU actually covers a broad range of Industries goes from the medical sector to the retail or even from services to Industries if you have a deeper look at Norway because that&#39;s the the topic of the webinar today uh there is one interesting reference to mention which is Ian which is a tech company specialized in Electric electrical equipment so uh speaking of this Marco maybe you could give us a bit of insight about the Norwegian Market Yes actually it&#39;s good that you mentioned Norway because that&#39;s our the focus of today&#39;s webinar and indeed we want to bring the focus now towards one of the most important countries in the nordics first of all we I would like to address the why we choosing Norway as a Next Step to expand the market well Norway for sure is a is a Consolidated economy not only in the northern Europe but as well as in the whole world is it has a business a stronger business economy he&#39;s very strong in different Industries such as Tech Maritime oil and gas and with all the possibilities of growth and mindset that there is in Norway we really want to be one of those that enter that market properly and indeed we also need um not only a very good product but also very good partners to achieve that specific goal only uh today um in Norway there are more than 700,000 registered companies in different Industries and that&#39;s exactly what we would like to uh to achieve and um and to Ender those markets with a do which can serve all of all of those companies in in different sectors such as indeed Services constructions retail trade there are really really a lot of possibility there and that&#39;s also the message that we would like to pass to the Future Partners at this point point and to the also existing ones that there is still a lot of potential to grow together I would like now to give you an overview of the partners that we have in the nordics at today they might seems a lot but actually is not if compared to the Central Europe in which for example in Italy we have 120 Partners here is more or less the elf but with a potential of growth which is at least the double we have 52 Partners in the whole nordics H divided as you see into gold silver ready and learning but we will not focus right now on the specific status of those Partners but just to give you an idea that there are Partners but we want even more to reach even more Market penetration in Norway we have just eight partners and even though on one side this may be very bad on the other side it&#39;s for sure lot of potential to grow and also the companies that today would like to become one of our one of our partners they have basically free market to operate and that&#39;s why we want to be with them going uh towards that direction let&#39;s see some numbers lately since 2019 thank you actually Christine for the graph is very it&#39;s very exhaustive I believe it&#39;s um it&#39;s been growing quite a lot the interest that we see from 2019 to 20 2024 which is on the average plus 37% of new trials every year if you think that is a market which we basically yet don&#39;t know on the other side also the number of projects sold in Norway they&#39;ve been growing a lot it&#39;s been more or less so the average 36% and if we consider only the project that we sold with the partners is more or less the health but also that one is been growing over time if you if we see at 2024 we are at the half of the year and we are more than the half of the projects sold within today so that&#39;s very very good and that hope towards this Market is very high from our side okay now um let&#39;s go to see more practically how we make actually possible the partnership and to do that I would like to uh pass you the word about the oo ecosystem yeah perfect um I think it&#39;s important to understand for someone who would like to become a partner how do we work with those Partners so what is the ecosystem that we&#39;re trying to put in place so um from the Odo perspective the goal on our side is really to build a transparent relationship between the three parties so everyone will be in touch in contact always with all the others we have ODU who is the editor of the solution and we are responsible for the value proposition that we&#39;re bringing to to the market so for this to the customers we provide the solution uh the Odo Enterprise licenses and on top of this of course some services and support that the partners and the customers can benefit from such as hosting services for example as well as standard upgrade uh as we release a new version every year next to it uh we have to mention the the relationship between ODU and the partners so the partners will be responsible for the services provided towards the client as a partner you are responsible for uh the implementation the support the analysis of their needs of course but ODU will support you and assist you along the way and that is very super important to us because we want to make sure that you provide quality services and you have all the resources uh that you need in hand to uh actually be successful and as I mentioned already the partner uh towards the class the customer will be uh responsible for the services and why is that is that because the partner you will have the local presence you know your Market you know your customers and the companies or industries that you&#39;ve been working with so you really have some added value here in that relationship to uh Deep dive into this regarding the the services provided by the partner to the client um it can be quite broad of course you are responsible and you are independent in the way you provide service services but what&#39;s important is for a partner to differentiate themselves from the others and how can you do that it&#39;s mainly by not focusing on development and implementation but other services that have high value such as as you can see here analysis customization uh support hosting and as well training to the end users so the partner should be available for the client from A to Z from the beginning to the end of the implementation to help them and really assist them in this uh process of digitaliza digitalization so how can you do this become an oo partner and provide successful Services of course there are different steps that we recommend you to follow the first one will be to learn the product how can you sell a product if you don&#39;t know how to actually implement it or how to use it so for this all to got you covered you have different resources available for you to learn about the solution there is an e-learning which are uh which is an online platform with videos and do mentation that you can follow and as you can see it will only take you 45 hours so what is it 45 hours a bit more than one week to discover about ODU on top of this you can follow some use cases that we also provide to you so that you can directly apply the theory and of course if you need help along the way we also have some trainings and services available for you from the functional but also technical point of view the second step is to implement it internally because the the same goes like it&#39;s always the shoemakers who are the words sh and we don&#39;t want it to be the case for the partners so if you become an Odo partner implement it internally use the tool you recommend because the customer will trust you even more and you can speak of experience so just play the game focus on the project work in phases um mean face the project as if you were to implement it for a client and also plan the the different steps and the budgets for it and super super important um make uh follow I mean the the ODU implementation methodology there are some best practices that we&#39;ve been learning over the years based on our own experience as a Remer ODU has been funded more than 20 years ago now so we&#39;ve had our successes and our failures and we&#39;ve learned from it now that you know the solution that you&#39;ve implemented internally it&#39;s important for you to go out in the market so how are you going to do it you will need to find your first leads uh the there are different sources for this the first one would be the online presence build your own website work on your SEO um capitalize on the pner page because oo as I mentioned will help you also with this strategy and we will publish you on our website and on top of this you can use the social media LinkedIn uh blog post and so on which is super powerful the second source of of leads uh and super important will be your own network you have your family your friends your existing clients you know them they know you and they will trust you so just go out there reach out to some local businesses use the word of mouth and reach out to potential Partners to you potential clients uh with who you could start this journey the last step but not least I mean last Source but not least would be the event uh it&#39;s important for a business for a company to be visible whether it&#39;s online off or offline and an offline presence can be um can be capitalized on using the events there are different sour es of events uh industry events Chamber of Commerce Tech events that usually happen uh in different uh countries as well um but also OD events So based on this because Marco you&#39;ve been working with Partners on the longterm Journey for several years now exactly what would be your best uh tips on this actually what I would like to emerge for from this slide as well the message that you were giving uh Christin is totally totally correct is that these are just example of what a partner can do to be online and to start funding the first leads to um to sell right because sales is the really the fuel that moves moves a company but the thing that we can do together are way way more except of the events that you can find and we can maybe Support also you as a partner locally as a partner manager we can also um uh as do we have a lot of initiatives such as for example Road shows which are our main marketing events all over the year which our fantastic Road Show team organizes in all over the world we have more than 100 uh events I believe every year and they bring to your country so for example if you have a city that we never explored before suggest it to us we&#39;ll talk with to marketing team we can maybe be in your town and uh organize the road show where you can also sponsor make yourself visible way more locally and to you know raise a little bit more the bar and your your name then we have the Odo experience which is our yearly event where we release our new version and now in September from two o from Two October to four of October we will have the oo experience in which we will disclose the uh Odo 18 for example so join there the site the website is already there H we can create customer success stories partner success stories there are really a lot of opportunities that we can do there is not an exhaustive list simply because come up with the idea uh bring up the idea to your partner manager and we find a solution together um to go uh to the step four which is really related to to the last one is after you find your first lead try to actually not trying but close your first deal how to close your first deal we don&#39;t expect since the first moment you to be an expert in sales but that&#39;s why our uh figure uh our role is very important because we will Coach you on how um correctly closing your first deal from qualification to demonstration arriving to the quotation of your services the thing to important to understand is that we really believe in a strong Synergy between the partner and oo so that we really help you in closing your first deal what we expect is from your side also transparency and also that you position yourself as a partner as a partner that will really really change the life of of your customer and uh another important point maybe we didn&#39;t mention that but really it can be also useful you will be the owner and the uh provider of your own services on the other side we will pitch and sell the licenses ourself because we want really to the customer to understand the Synergy that there is Among Us after that uh well I would say now to wrap up a little bit this uh uh this path that we have done together and let&#39;s sum up a little bit the role that will roles of the um account managers will accompany you during this during this journey the first one I will leave to you Christine thank you so the first point of contacts in your oo Journey would be the parip recruitment team uh so I&#39;m a team leader for that team our responsibility is to onboard Partners but how do we do that first of all we want to understand who you are what you want to do what you want to achieve what are your Ambitions and your objectives based on this we can guide you in having a proper path in this oo partnership Journey because want to understand what you&#39;re looking for and how to help you achieve this so the goal of our team is really to help you Kickstart the partnership after that we have the partner managers in which indeed I am the team leader um in in oou what&#39;s the role of the manager well once the team of Christine has convinced you that this is the right step to to take we are responsible of your onboarding and of your success as a partner what do we do basically together first of all we ensure the high quality to Partners through the kpis that we need to reach together in order to be visible for example on the market second we&#39;ll help you in finding and expanding new business so basically finding new leads uh following them from um from the qualification until the closing and we will Coach you in sales and marketing as well as we will contribute you to your overall strategy as a company and indeed we will accompany you over your Evolution so as long as we know the objectives that you have those objectives will become also our objectives of of course in the oo business model um agreement let&#39;s say then there is the account managers imagine with your partner managers you just close one deal very important customer for you who will take care after all of your uh of your customers well for sure you are responsible of the long-term relationship but also ODU has um an account manager for you who will manage not only the relationship with you partner but also with the um existing customers why because the goal for us and for the account manager is to maintain the long lasting relationship with your customers and to try also to spot New Opportunities of growth in these indeed expanding the business and ensure customer satisfaction last but not least we have with us a lot of experts which are dedicated Consultants that accept of the sales and marketing part they can also training you and assist you with more practical skills such as for example uh expert in Tech functional expert as well the support as well as we have a lot of trainings that we can put in place for you and for your new team for example new on boarders that can help you really upskill yourself to the next level yeah and as well as a lot of assistance I don&#39;t know if you have something else to add for example to this just specify that this these services are available for all Partners but it&#39;s it&#39;s important to discuss it directly uh with the partner manager or the P recruiter to understand what are your needs so that we can guide you and recommend you actually the best uh trainings or services to that you can benefit from exactly thanks these are actually a very good point we just want to understand exactly what are your objectives and from there to tailor what is best for you to to grow as a partner exactly so so yeah I mean this is just the beginning of course there are plenty of things that we can discuss and talk about for this partnership and just keep in mind that every Journey will be different so if you want to become a partner your experience your journey can be different from another partner so it&#39;s that&#39;s why it&#39;s super important to talk about it directly discuss it directly with a partner recruiter that we can um we can give you some pieces of advice to help you uh start Kickstart this partnership and we hope that this uh webinar um gave you interest in getting more information about Odo and discover more about it so um we have a road show upcoming actually in Oso at the end of this month on the 29th of August at 1 p.m so don&#39;t hesitate to to sign up for this road show you will have more information about the the solution you can see a demo directly a live demo um from some of our colleagues and it&#39;s also the opportunity to network and uh ask more questions exactly so we&#39;ll wait for you in uh the osla event the 29 of August if if you want more information uh at the end of this uh presentation we&#39;ll have uh we will leave you our our contacts but meanwhile hope you have a lot of questions because we will uh uh answer to to your question right now so stay with us okay okay so we are back let&#39;s see if there are any questions good afternoon good afternoon Yasmin and good afternoon sabiiti nice to you here okay we see already that we have a OD team which is super proactive so a lot of links already sent from the event so thank a lot guys uh so uh there is no question until now so either we have very clear which I which I hope or there is no interest but we like to believe the first one so no jokes aside no what we want to really say is that um we left you um the last slid with my contact and the one of of Christine um please contact us or send us a question that you have and we will for sure address you to the right person in in that moment okay I think that we can close it okay thank you very much for have a nice day

Transcript for:Unlocking Business Potential with ODU

Transcript for:
Unlocking Business Potential with ODU