MassTLC Sales Enablement Summit: Dassault Systemes
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MassTLC Sales Enablement Summit: Dassault Systemes

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6/3/2011 Kathie Johnson and Mike Segal from Dassault Systemes presented at MassTLC's Sales Enablement Summit; Increasing Volume, Velocity & Value through Sales Enablement and Alignment

6/3/2011 Kathie Johnson and Mike Segal from Dassault Systemes presented at MassTLC's Sales Enablement Summit; Increasing Volume, Velocity & Value through Sales Enablement and Alignment

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MassTLC Sales Enablement Summit: Dassault Systemes MassTLC Sales Enablement Summit: Dassault Systemes Presentation Transcript

  • Sales and Marketing Alignment:
    Four Elements for Success
    Mike Segal
    Senior Vice President Enterprise PLM Business Transformation Americas,
    Dassault Systèmes Americas
    Kathie Johnson
    Vice President of Marketing,
    Dassault Systèmes Americas
    .
  • We help youcreate, share and experience in 3D
  • Partnering with 130,000 customers in 11 industries
    Energy
    Industrial
    Equipment
    Consumer Packaged Goods
    Consumer
    Goods
    BusinessServices
    High-Tech
    Aerospace
    Automotive
    Construction
    Life Sciences
    Shipbuilding
    ‘81
    ‘84
    ‘90
    ‘95
    ‘00
    ‘00
    ‘05
    ‘05
    ‘06
    ‘08
    ‘09
    Electric Boat
    Bath Iron Works
    Great Wall
    Medical Systems
    GE Healthcare
    Confidential
  • Promises of excellence with world class brands
    DassaultSystèmes Solutions Portfolio
    Rich Applications
    Universal Applications
    3D Lifelike
    Experiences
    Virtual Product
    Online Platform
    3D for
    Professionals
    Social
    Innovation
    Realistic
    Simulation
    Global Collaborative
    Innovation
    Reveal Information
    Intelligence
    Digital Manufacturing
    & Production
    #x:Worldwide Brand Position
  • Three channels addressing an extended market
    DS PLM Enterprise Business Transformation
    1
    DS PLM Value Solutions
    2
    Customers
    DS Professional Channel
    3
    Aerospace
    Automotive
    Shipbuilding
    Construction
    Consumers
    Goods
    Business
    Services
    Industrial
    Equipment
    High-Tech
    Consumer
    Packaged Goods
    Life
    Sciences
    Energy
    Free Space
    The largest sales force in PLM industry
  • Four
    Elements
    for
    Success
  • 1. Mission
    Agreed upon mission that is clearly
    articulated throughout both organizations
    This is achieved via
    Clear roles
    Removal of language barriers
    Assigned partnerships
    Plan agreement & commitment
    Success benchmarks
    Detailed performance objectives
  • 2. Communication
    Written and oral communication with agreed upon frequency that supports and maintains open dialog at all levels
    This is achieved via
    Business partnership
    Cadence calls
    Plans, Activity schedules, campaign announcements
    Dashboards, KPIs
  • 3. Processes
    Development, agreement, communication
    and commitment to Processes is essential
    to achieve goals
    This is achieved via:
    Planning & approval processes
    Operational processes
    Lead qualification process
    Lead distribution process
    Customer Centric Sales Process
    Reporting processes
    Consistent dashboard metrics
    Closed loop reporting process
  • 4. Tools
    Use tools that demonstrate results, remove ambiguity, facilitate the sharing of information, and enable teams to replicate success
    This is achieved via:
    SWYM: Internal social community platform for sharing information and building networks
    CRM tool –Leads, pipeline, revenue measurement & reporting
    MAPLE: Internal application for operational tracking of all campaigns, including budget
    NEOLANE: Marketing campaign tool – deploys campaigns & tracks results
  • Sales and Marketing Alignment Helps Drive Successful Programs
  • Case Study: Driving tangible revenue
    DassaultSystèmes Customer Conference
    Sales closing event, developed by marketing with sales input
    Networking opportunities
    Executive dinner hosted by head of sales
    Sponsorships for partners of all levels
    DSCC corporate, sales and marketing executives available to customers
  • Case Study: targeting specific industries for awareness & lead generation
    Strategy
    6-part campaign, multi-media, multi-offer format, featuring clusters of industry/brand initiatives
    OEM Microsites, speaking roles and industry events, forums, sponsorships of key Industry associations (OESA)
    Email campaigns, online advertising
    Automotive Excellence luncheon series
    Social Media – YouTube, Twitter, blogs. LinkedIn
    Audience
    OEM and Tier One Industry executives, Design and manufacturing managers and executives
    Automotive Advantage
    Page 24
  • Case Study: Creating Buzz / Awareness
    The Robot Whisperers
    Just two regular guys with a passion for robotics, on a mission to
    help others overcome their relationship issues with their production Robots.
    “But they don’t actually talk to the Robots because Robots don’t have ears!”
    Strategy
    Online video e-series for audiences in the robotics community delivered in a fun and entertaining format.
    Audience
    Manufacturing: Line/workcell builders, system integrators, OEMs, robotics programmers /engineers.
    Program Strategy
    Email campaigns
    Videos
    Social Media – YouTube, Twitter, blogs. LinkedIn
    Online Adverts, Google Adwords
    Live event appearances
    Mike
    Launch of
    Episode 3 covered on
    Tony
    www.plmv5.com/robotwhisperers
  • Coming together is a beginning.Keeping together is progress.Working together is success.
    - Henry Ford