Posts by Sanjeev Nath:

Now accepting applications for the Openbravo 2.50 Modularity Program

November 3rd, 2008 Dear Community,

In just a few months, Openbravo will launch the production version of 2.50. As Paolo Juvara (CPO) mentioned in a previous post, this version improves “the overall architecture of our platform by allowing the development and distribution of independent solutions through the Modularity project.”

In coordination with this effort, Openbravo is looking for a limited number of participants to take part in the 2.50 Modularity Program. This program calls on participants to create a simple module using 2.50. Openbravo will provide each participant some guidance along the way. As a direct result of the program, the community will receive enhanced training tools, documentation, and FAQS. This support will help ensure that any community developer can independently make modules.

To learn more about program highlights, please visit the Modularity Program page. We are accepting applications this week only until November 7. The program gets underway November 17th and runs until the end of January 2009.

To apply, email busdev@openbravo.com with the following information:

• Participant Name
• Participant Email
• Participant Company
• Participant idea for a module
Modularity serves as a clear example of Openbravo enabling the ecosystem. Participants in our program and the community will find that the process to make modules for Openbravo ERP is easy, and permits developers to make almost anything. I hope the example from our Development Team below serves as a fun way to inspire the imagination of the Openbravo community.




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Openbravo Basic Functional Training – New Distance Learning Format!

October 31st, 2008 On November 17th, the first Online Basic Functional Training for Openbravo ERP gets underway. When trying to understand the product, we realized that 2 big questions will come up. I would like to take a minute and answer them now:

"What’s the difference between the Live Version and the Distance Learning Version?

Live Version:

• Target Audience: Aimed at partners and serious customers that need to learn Openbravo ERP in the most thorough and efficient way
• Content: Highest possible value due to live explanations interaction with training specialist
• Price: 2.490€ + your travel costs
• Length: 5 intensive days of 8 hours/day.
Distance Learning Version:

• Target Audience: Aimed at partners and customers that want to train their personnel in the best remote manner available.
• Content: Exactly the same content as in Live BFT, however with a Training Specialist using forums and written communication to provide explanations and clarifications.
• Price: 1.999€
• Length: Spans over 5 weeks
For Openbravo, the Distance Learning option now allows us to spread the same content to additional markets worldwide. This will help better enable partners and our community to complete high quality implementations in less time.

"What makes this Distance Learning better than a typical eLearning/Flash/video based course?

We worked with one of the top Distance Learning consultants in the area to ensure that users get the most out of their distance experience. As a result, Openbravo's Online BFT delivers content using the most advanced learning techniques.

• Guided assistance from our instructors throughout the course.
• Exercises
• Tests
• Reading materials
• Your own virtual environment to play around with and actively test the product
  
Side note: the platform is also open source, we did it in Moodle.

For anyone who needs to get acquainted with Openbravo ERP, how it works and what functionality it supports, the Online Basic Functional Course is the perfect Distance Learning course. We believe that that provides a high value for money in a very efficient manner. Check out the course guide by visiting: http://www.openbravo.com/services/training/


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Click to Complete the 2008 Openbravo Global Survey

October 16th, 2008 Openbravo has just launched the 2008 Global Survey. With the information gathered, Openbravo will be in a great position to define 2009 company strategy to meet our Community’s needs.

For individuals in our community – employees, consultants, those working for prospective customers/partners, customers or partners or anyone who has yet to contact Openbravo - please take 5 – 7 minutes and tell us what you think:

• English Survey Version
• Spanish Survey Version
Community answers will be used to better understand:
• Community Tools focus to help you grow.
• Short/mid-term product road map related to functionality and future integrations.
• Understanding your specific needs, doubts and concerns.
If you have previously contacted us in the past, we sent you an email yesterday (October 15, 2008) with a link to complete your customized company survey. If you have not received an email, please contact us at busdev@openbravo.com telling us if you are a prospective/current partner or customer. We’ll get a survey right out to you.

Surveys are active until November 15, 2008.

We’re looking forward to a successful 2009, starting today with your thoughts.


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5 Simple Tests to Improve Open Source Sales Messaging and Lead Qualification

September 26th, 2008 Yes or no: When deciding to adopt open source software, intellectual property issues and security is a concern for my company. Now does answering yes mean that you are more likely to be American than European? According to Forrester, the answer is "Maybe Yes."

In their recent study Open Source Adoption: Notes From The Field, Forrester Research highlights a number of potentially fascinating insights in to the minds of those considering open source adoption. The study set out to interview European professionals who were considering or who had previously adopted an open source solution. In some instances, like the one above, they found cultural differences. Most importantly, the study succeeds in giving open source companies many ideas for improving their message and lead qualification. Here are 5 hypotheses open source companies can start testing tomorrow morning:

Hypothesis 1: When selling products like Openbravo Network (Professional Edition of our 3rd Generation ERP), messaging is more effective when prioritizing advantages for American and European audiences like this:
- USA: Legal Support for IP issues and Security > Included Software Support > Total Cost of Ownership
- Europe: Included Software Support > Legal Support for IP issues and Security > Total Cost of Ownership
Forrester said it: The amount of people in the United States concerned with Security is 71%, compared to just 45% for Europeans.

Hypothesis 2: It is more effective to play up open source as a huge product benefit in Europe than in America.
Forrester said it: Europeans are much less negative about open source than Americans, and more open to adoption.

Hypothesis 3: Add the question "Have you implemented an open source product in your company before?" to your End Client Lead Qualification Survey. At the end of 6 months, there will be a positive correlation between "yes" responses and qualified leads.
Forrester said it: Companies with initial success in open source are more likely to go after bigger investments.

Hypothesis 4: When visiting a potential end client you know has implemented an open source technology, ask the CEO "So has your company adopted any open source technologies?" If non-technical, greater than 50% of CEO's will say no.
Forrester said it: IT Decision makers are the ones adopting open source technologies, not CEO's. As such, CEOs may still fear open source without any idea of the cost savings and innovation occurring in their office. (Side note, they didn't say it, but I think they meant it: aiming marketing material to technical audiences rather than business audiences still seems to work).

Hypothesis 5: Improve the quality of your marketing information to clearly state the open source cost advantage in a PDF. The actual success measure is time elapsed before sales department starts asking for printed versions.
Forrester said it: After getting over the fear of open source, cost becomes a main driver.

The article gained notice from Matt Asay, who rightfully noted the shortcomings. While keeping this in mind, the article highlight some open source sales lessons that can be tested across borders or at home.... something that Larry Augustin is focusing on today.



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Openbravo ERP: 1st OS Product Listed on Intel Business Exchange (IBX)

September 15th, 2008 Since May I’ve been collaborating with members of the Intel Business Development and Open Source Tech Center Teams regarding their new service: The Intel Business Exchange. Simply put, team members attract, collaborate with, and list software products and services on this site. Then, customers and interested parties can learn about these solutions and contact for more information and a potential implementation.

The Exchange was created to help Intel target small and mid size companies looking for high quality enterprise solutions at a reasonable price. Users can “Read articles and access interactive demos that can help you focus on the right solutions for your business. Get real-world perspectives as well as scan blog posts and ratings to learn how these solutions might work for you. Need a deeper dive into the technology? You’ll find those details, too.”

It’s obvious that Intel is actively investing in the heavily under served mid size market to further their growth. And Openbravo is excited to have the first open source product listed on the Intel Business Exchange.


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8 Reasons why LinuxWorld 2008 went better than last year

September 2nd, 2008 From August 5 - 7 Paolo Juvara (CPO), Viktor Nordstrom (Senior Partner Manager focused on the US market), and I represented Openbravo at LinuxWorld San Francisco. The event was marked by many highlights, and a bigger booth.

I just returned from the Olympics in China. So in honor of the auspicious number, here were the top 8 highlights:

1. Learning: Most importantly, it was great to hear from the Openbravo community, potential partners, and the media. People are coming to us with more specific questions and comments; we have passed the stage of introductory questions. As well, we are continuing to build the established brand, a name in the San Francisco market.
2. Awards: We won the LinuxWorld Product Excellence Award for the 2nd straight year.
3. Awards: We were listed on Channel Web's "12 Hot Products to See at LinuxWorld"
4. ERP Product Improvements: People genuinely noticed the speed of the application, made possible by our quick keys features (link), and code improvements. Some got a kick out of me doing live demos with a Beta Edition as well. Product quality was easy sell.
   
5. POS Product Appreciation: Paolo and I interviewed with Linux Magazine regarding POS. People love it. It can be installed in one store or many stores; linked with Openbravo ERP, or as a standalone solution.
6. Press: There was a drastic increase in the amount of press opportunities, compared to last year.
7. Collaboration opportunities with many companies and many potential partners.
8. Presentation: Openbravo presented the Canonical Booth to about 30 people. This was covered by the VAR Guy, and allowed us to garner significant interest pre and post presentation (see photo below).
All in all, the trip was another great success, even better than my last 2 years at LinuxWorld SF.


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Openbravo Network and 5 Needs for the End User

March 26th, 2008
When the 451 group blogged about Openbravo Network last October, they marked it as a relevant example of open source aiming to enter "markets that were previously seen as locked-down by dominant vendors." They also noted a gap in "the mid-market space [that] has been under-served by the industry giants that dominate the ERP space." This first point reminded me of my friend who said he did not know anything about "open source" then opened his Mozilla browser to look it up.

But the second point reminded me of the question being asked with open source solutions: how can we market our solution to end users accustomed to proprietary software? With Openbravo Network, we are attempting to answer this question by offering an optimized solution customizable to their needs, charging a reasonable price, and we then package it with peace of mind.

In 2005, Networkworld discussed key success factors for software appliances. Looking at these criteria, Openbravo Network covers every single area:

• Pricing: Pay as you go leasing
• Modular Design: Pick and choosing desired functionalities.
• Using Standards: Support well accepted standards that are easy to deploy, without needs to integrate required stack.
• Easy Management: Updates, remote repairs, self managed by internal system administrator or partner.
• Security: Build on "a hardened operating system and application stack that supports only the features and functions necessary for the appliance."
  
But whether because we are an open source project, or the above list was not meant for them, it is useful to think about what else the end user will be looking for. In addition to a reasonable price, the needs and pitch must run a bit differently.

1. Achieve Optimal Performance: Access to customize the solution and modules to specific needs. As well the solution is installed to work fastest, right out of the box, no testing required.
2. Maintain Optimal Performance: Quality control verified by Openbravo, with updates and monitoring available
3. Warranties and Certifications: The entire solution is backed by Openbravo (stack and ERP) and 1 month "fit for purpose" warranty
4. Technical Support: Question and improvements can be handled directly by Openbravo, either on site or remotely
5. Product Ownership: Product is owned upon purchase. Should users discontinue subscription, the system administration console and ERP is still owned forever. The support is pay as you go, not the solution.
For a developer or partner who can invest time, Openbravo ERP Community Edition comes with exactly the same functionalities as the ERP Network Edition. For the enterprise and partner with the ability to invest money, Network Edition = ERP Community Edition and more - an optimized solution, guaranteed, and with the best available support - they will also be receiving peace of mind.

The thinking behind Openbravo Network will allow the solution to succeed in the same way Mozilla did, because my buddy looks at it as a great solution, open source or not. People will like this product...and I think another slightly larger ERP company did too. Right before CeBIT Hannover 2008, they launched their own software appliance. Maybe they are proving that there may be room in the software appliance ERP world for large unflexible solutions from once dominant players after all?




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Openbravo at CeBIT 2008, Hannover

March 8th, 2008
Lluis Llavina (Channel Management Director), Ivo Oltman (Channel Manager), Vanessa O'Bree (Marketing and Communications Assistant), and I are currently at the CeBIT from March 4 - 9. We are meeting potential system integrators, end clients, and companies with joint interests in collaboration. To this point, the week has been marked by attempting to meet two central themes: answering questions from knowledgeable attendees and meeting the demands of "higher-than-ever" interest.

As with our previous fairs, a vast number of people come to our booth each day potentially knowing the name Openbravo. However, I've been particularly intrigued by the amount of people at this fair who had planned to visit us and arrived with a specific list of questions. Related to the ERP, whereas in the past, we've used quick demos to give people a flavor of the product, many people see demos and interact with us having downloaded the product, having read the wiki, or having at least seen the website. While demos usually run less than 4 minutes, at least 5-7 each day have gone 10 - 15 minutes. In most of these cases, our wiki documentation is used to help guide attendees to specific answers.

Product demos are just one small part of the process, and interest has been gauged in other areas. We've seen how Ivo can build confidence with potential partners talking about the value proposition and Openbravo Network. Yesterday, Vanessa ran out to print out more brochures as our 1500 sheet supply is running short after only 3 days. And on Saturday Lluis will spend 9 hours having over 20 interviews with media/meeting with potential partners. We feel the interest is high, and are looking forward to the collaborations that come about because of this interest.

Until now at these fairs, people seemed to check up on the stability and quality of our product, leading them to ask and take note of the executive team behind Openbravo. During this fair I also noticed the following comments specifically related to certain product areas:

• Having three types of production and a true POS offer makes system integrators see more potential market.
• Product speed is faster than expected for a web server, and doesn't show much different compared against clients.
• The Ajax technology is easily noticeable where used
• Through Field Links (in blue) and the Linked Items feature, people enjoying the free flowing movement.
What's needed, based on seeing the product demo:

• Meeting people from Bulgaria, Malaysia, Nigeria, etc., localization was the major request
• Integration with other complementary solutions like CRM, web stores, and other solutions.
• A favorites menu would be fun so people can leave their commonly used windows in one place. For now, being able to drag and drop the menu is enough of a work around.
Things are going extremely well here, and it's a fun challenge to trying to maintain the rhythm meeting attendees over 6 days, 9 hours each day. It's obvious we're enjoying the how things are going, and looking forward to attacking the weekend.


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Community Fun with Openbravo Wiki

November 16th, 2007 Watching the Wiki evolve over the past year has been something special to watch. Openbravo is young, but with support like what we have received, life is rapidly improving. Over the last few months, I have particularly enjoyed watching take the community take the first steps toward building The Little Setup Guide, something Jordi briefly discussed about a month ago.

From the site, “This Setup Guide will guide you through your first Open¬bravo setup. After reading this how to you should be able to use Openbravo for "working" purposes.” Basically the goal is to one day be able to read this and get underway quickly. I like this guide idea because it’s about helping to get as many people started and working with Openbravo as possible. It’s about the community getting the community off and running.

Current Contents (available in English, Spanish, and German):

• Logging In
• Changing the following: Roles, Languages, and Menu
  
• Entering Data such as: New Clients, Users, Business Partners, Products, Prices, Taxes, and Financial Data (list not exhaustive)
  
• Procedures related to: Warehouse, Sales, and Procurement Management.
Note: Right now the document is incomplete with missing information and step by step procedures that have not been tested or are known to be incomplete. However, seeing the community get this started and working to improve it, we can see that this will change as the document develops, thus creating a strong document in time.


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Openbravo Get Together – Blogging After the First Session

October 27th, 2007 As I'm sure most of you know, this weekend is Openbravo's 1st Annual Get Together. We just finished the morning session, and Rok Lenardic and I went for lunch. There, we wound up talking about the opening presentation of Matt Asay, the VP Business Development at Alfresco.

Now with any presentation, the 5 points you want your audience to remember do not always match up with the 5 points that they do remember. That is our disclaimer (partially for Matt), because Rok and I wound up talking about two specific things Matt said.

1. The upside down triangle: The traditional software model is the right side up triangle such that you develop a product, close it, and then hope you can get customers, making money in the process. This differs from open source model that resembles the upside down triangle. Develop a product, get people to use it and let the community guide you towards a better solution. As Matt put it: "What we want first is a lot of users, then monetize on the services." The result is a product that people want (Rok's favourite quote from Paul Graham).

2. A subtle value of open source for the customer: Matt mentioned that from a customer point of view, the risk level is lower. Wheras with proprietary software, users bear 100% of the risk because they purchase a closed product and get locked in with the vendor. With open source the risk is shared. The solution is open meaning that the product becomes bigger than the company as the code and infrastructure is more open. If the company does a bad job, a fork will occur, the product will survive with its community. If the company does well, the community will grow and stick together in support. Additional functionality will result as will the higher quality of the product.

Rok and I are truly enjoying the weekend. Partners are seeing an extremely high level of transparency from our executive, getting questions answered about the product, and seeing the direction of the company. Yes, what is left of the once "rumor" is true, we are becoming "a real badass company with supa plans for the fucha' :-)"

One final note: 15,000 known installations for Alfresco, hopefully Openbravo will be there soon.


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