BILLIONS Building Odoo's American war machine - Wilfried Juncker [Odoo]
Today on BILLIONS, I'm sitting down with Wilfried Juncker.
He's the Managing Director for Odoo's Americas a Belgian software unicorn that just hit a €8 billion valuation.
Under Wilfried's watch, Odoo's Americas operation exploded from 35 people in 2016 to over 950 in America only.
In this episode, we're digging into how Wilfried built Odoo's American war machine, what it takes to conquer a new market from scratch, and how he's fighting high SMB churn while scaling at breakneck speed.
While SAP and Oracle charge millions for ERP, Odoo's open-source model is democratizing enterprise software and Wilfried built the Americas war machine that's making it happen.
Wilfried, thanks a lot for being here!
TIMELINE :
00:00:00 - 00:01:05 : Odoo's explosive growth from 70 to 2,000 employees
00:01:05 - 00:02:30 : The early days and Wilfried's journey at Odoo
00:02:30 - 00:05:25 : Entering the US market with channel partners strategy
00:05:25 - 00:09:25 : Open source model and freemium conversion tactics
00:09:25 - 00:14:20 : Building the partner ecosystem and revenue sharing
00:14:20 - 00:18:07 : Scaling partner relationships and management approach
00:18:07 - 00:24:12 : Hiring and retention philosophy - promote from within only
00:24:12 - 00:27:14 : Industry specialization vs size-based team structure
00:27:14 - 00:34:32 : Managing SMB churn while maintaining growth
00:34:32 - 00:42:17 : Demo-first culture and bottom-up sales approach
00:42:17 - 00:48:20 : Resource allocation and offline marketing strategy
00:48:20 - 00:52:27 : Unconventional customer acquisition tactics
00:52:27 - 00:54:29 : Building local ecosystems and final thoughts
REFERENCES :
- SAP
- Sage
- Epicor
- Infor
- HubSpot
- GitHub
- Lemlist
- Clay
- Lucia
- NPR
- NASA