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Commercialization and GTM plan of cloud ERP
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ERP Cloud GTM


Description

We are launching a new product offering called Cloud ERP. This is a fundamental shift in our ERP platform, and it requires intense coloration and sustained effort to bring this to market successfully.

This document will expand on the following.
Timelines
Tasks
Owners

Market Rollout

Timelines
Territory
Period
Commitement
Comment
Team
1
Alberta
2023-Q4
Make sale to 2 Partners.
​
Sales
2
Alberta
2024-Q1
The 2 Implementations are complete, and the customers are now referenceable customers.
Sales continues to other counties.
User feedback is noted and worked on by the Dev team.
​
Product
Dev
Implementation
Sales
Customer Success
3
Alberta
2024-Q2
4 clients per client in Alberta
Implementations are in progress.
Roadmap is refined and user feedback is factored in.

​
Implementation
Product
Dev
Sales
4
Alberta
2024-Q3
4 clients per client in Alberta
Implementations are in progress.
Roadmap is refined and user feedback is factored in.
​
Implementation
Dev
Product
Sales
5
Alberta
2024-Q4
4 clients per client in Alberta
Implementations are in progress.
Roadmap is refined and user feedback is factored in.
​
Implementation
Sales
Dev
Product
6
Alberta
2025-Q1
4 clients per client in Alberta
Implementations are in progress.
Roadmap is refined and user feedback is factored in.
​
Implementation
Dev
Product
Sales
7
British Columbia
2025-Q2
Make one sale in BC
​
Sales
8
Manitoba
2025-Q2
Make one sale in Manitoba
​
Sales
9
British Columbia
2025-Q3
Implementation is complete for the first client .
​
Product
Dev
10
Manitoba
2025-Q3
Implementation is complete for the first client .
​
Implementation
11
British Columbia
2025-Q4
4 clients per client in BC
Implementations are in progress.
Roadmap is refined and user feedback is factored in.
​
Product
Dev
Implementation
Sales
Customer Success
12
Manitoba
2025-Q4
4 clients per client in Manitoba
Implementations are in progress.
Roadmap is refined and user feedback is factored in.
​
Product
Dev
Implementation
Sales
Customer Success
13
Ontario/Wisconsin
2025-Q4
TBD
​
​
There are no rows in this table
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Phased rollout approach

The launch to the client partners on Q4 2023 will be the MVP version. It will have minimal bugs and workarounds. Acquiring and launching in specific markets will allow us to gather user feedback quickly and action on them before rollout to other customers.

info

According to Eric Reiss from the book Lean Startup, an MVP is “that version of a new product which allows a team to collect the maximum amount of
validated learning about customers
⁠
with the least effort.

Product Update

Modules completed.

System profile
Central Name

Work in progress

Tax system
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Planned handover date.

End of Q4 2023

Reasons why we are bullish on the Cloud ERP.

Amazing integration between our various products.
7-star customer service and support.
Market demand for a Canadian company providing cloud ERP solution.
Existing product is Feature rich.
No NRR cost (installation price). - to be decided
General Cloud advantage including
Frequent updates
Faster implementation time
Device agnostic

Risk Management

Risk
Mitigation Strategies
Contingency Plan
1
Annual recurring cost might be too high for our customers
Consider bundling of products to offset increased pricing for new customers.

No Contingency plan, a risk we must accept.
2
Competitor would tap into the cloud market first
Monitor the competition
Increase allocation of resources so we can goto market first.
No Contingency plan, a risk we must accept.
3
Failure to meet customer use case
Conduct user research and testing
Reevaluate scope
4
Cloud ERP not production ready
Robust UAT
No Contingency plan, a risk we will not accept.
There are no rows in this table
⁠

Potential client partner Search

What's in it for the Beta customers?

There would a discount of 10,000 $ for them.
They will be receiving a white glove treatment, where there feature request and bug requests will be triaged and acted upon ASAP.

What are the expectations from the beta customers?

Constant feedback though which user insights and product features are implemented.
Since we are looking for longevity in this partnership, it is important we have clients who understand technology and work towards a quality product which solves their use case.

When do we reach out ?

As soon as possible

Who does the reach out and the touch points?

⁠
@Denise Thompson
⁠
will leading the reach out to new customers, we have potential interest in the product.
Design prototypes will be used to validate Potential Customers interests as part of presales.

Resources, sales and support

On Prem ERP
Going to expand to a new geography a year.
Sales team quota are based on new geography.
Sales is going to try presales Cloud. This is going to be restricted to Alberta for now.
The Client partners can decide if they would like to run their existing and the new cloud ERP in parallel.

Pricing Strategy

Average ARR of 35,000$ invoiced on Day one
Discount of 10,000 $ for the beta client/partners

Items to be discussed.

We still need to create a rate card.
@Justin Rutley
⁠
will be leading this conversation
Does the pricing of Data conversion remain same as the on prem ERP ?

Stakeholder Communication

⁠
@Pankaj Ramaswamy
⁠
to Start communicating with the following internal stakeholders and creating awareness from Q3 2023
Support
CS
Implementation
Dev leads
Physical and digital assets to be used strategically to build up awareness and a sense of pride.
Pankaj to create marketing request to create these assets.
Product demoes and email will be sent out regarding the project updates.
Internal development will be introduced to the code base in Q3 and will start working in parallel through Q3 and Q4.
Handover process needs to be defined with the outsourced dev team by end of Q3 2023, since Mobile programming is working within our Ci/CD process, this is not a issue.
Academy to be updated with training material for Cloud ERP.
Product to collaborate with marketing team on this.
What are the materials needed for this?
When does this need to be done?

Metrics

To be Finalised
Metrics
Definition
Priority
1
Feature Utilization
This measures the extent to which a particular feature is being used.
1
2
User Adoption Rates
How many people are using the system vs how many have access to the system.
1
3
Customer Satisfaction
Can be measured through surveys, interviews and feedback.
1
4
​
​
​
There are no rows in this table
⁠
We can either use 3rd party software such as mixpanel or amplitude but these should be hosted in Canada or we use internal tools to track utilization.
The advantage with 3rd party software is better dashboards and reporting.

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