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Plm Market Place 2009  value for DS Partners
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Plm Market Place 2009 value for DS Partners

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In 3\' get the value of the plmarketplace if you are a Partner working with Dassault Systemes

In 3\' get the value of the plmarketplace if you are a Partner working with Dassault Systemes

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Plm Market Place 2009  value for DS Partners Plm Market Place 2009 value for DS Partners Presentation Transcript

  • http://www.plmmarketplace.com
    THE Place to showcase your solutions and drive business
    Fundamentals and new business approaches
    for Solutions Providers
    Jacques Bidault
    PLM MarketPlace Program Manager
    Anthony Rosendo
    PLM MarketPlace Project Manager
  • Whatis PLM MarketPlace?
    An e-business portal that connects Solution Providers with customers and DS VARs
    … gives you access to every Value Added Resellers
    Members of our program
    one single contract…
    Solutions Providers
    147 solutions from 26 providers
    (Software,Hardware,Services)
    Reseller
    88 WW DS VARs members, 482 Sales people in 34 countries
    Customers
    Business needs
    Access to a worldwide network of resellers with one single contract
    An innovative universe for new business opportunities
    customers and partners communities
  • Solution providers can easily manage business opportunities
    Solution
    providers
    VAR
    VAR
    Customers
    1. VAR log opportunity / solution provider validates
    2. Provide presales support, give conditions
    Solution
    providers
    VAR
    Customers
    VAR
    3. Present order (PO) and license (EULA) signed
    4. Send One Shot Agreement including PO and EULA
    Solution
    providers
    VAR
    Customers
    5. Collect cash / grant completion fee
  • 2009: an opportunity for Alliance Partners Marketing & Sales
    Traditionally, customer demand resulted from EOM prescription or partners’ marketing
    New buying processes start with online search, this is where PLM MarketPlace is
    Inbound marketing
    Outbound marketing
    Focus: Getting found by customers
    Focus: Finding customers
    Email marketing
    Print ads,
    TV ads, PR
    Trade shows
    Telemarketing
    Content
    Search Engine Optimization
    Social media
    Search Engine Advertising
    Customers are passive and get interrupted
    Need time to grow new online community
    Antispam, VOD,… make it less effective
    Proactive customers find info and subscribe
    A quick & effective way to reach prospects
    Less barriers means cheaper leads
    sources of B2B leads
    Inbound Marketing is gaining momentum on B2B
    PLM MarketPlace leverages both sources of leads
    Source:
    Direct Mail
    6%
    Trade Shows
    8%
    Print ads, PR, etc.
    26%
    Telemarketing
    11%
    Email Marketing
    13%
    Search Engine Advertising
    11%
    Start inbound marketing with us in 2009 to be full speed after crisis
    Social media
    9%
    Search Engine Optimization
    16%
  • Outbound marketing: Findvisitors and get leads.
    Email Marketing
    Reach thousands
    of DS VARs and customers WW
    in 18 languages to 100k+ contacts
    Printed ads/news
    (COE, Contact Mag, CATIA Community,…)
    http://www.plmmarketplace.com/newsletters
    Trade Shows:
    • COE, ECF, Germany
    • Russia, China, Latam, Korea tbd
    DS Telemarketing
  • Inbound Marketing: Get foundonlineby customers and get leads.
    SEO /SEA
    Search Engine Advertising
    Search Engine Optimization
    Mobile version
    • Google adwords (Pay Per Click CFD pilot Q1)
    • Cost shared with DS
    • Monitoring based on analytics
    • Landing pages per industry, application, role
    • Provider / resellers net-linking
    Makebusiness
    anywhere anytime
    RSS news feeds
    Social media
    Discover VARs news and new VAR membership
    Public business blog
    Publish news, products and success stories
    http://www.plmmarketplace.com/blog.html
    http://plmmarketplace.com/rss-resellers-en.xml
    http://mobile.plmmarketplace.com
    Business forum
    Start discussions with customers and VARs
    http://www.linkedin.com/e/gis/1092407
    http://twitter.com/plmmarketplace
     Short Messages
    Spread business discussions
    Content
    • Company and products’ content as website foundations
    Blog post
    videos
    • Fresh and living content about news, discounts, events, product release, success stories, etc.
    e-book
    white paper
  • You will not bealoneinnovatewith us!
    - Confidential Information –
    content provided to PLM MarketPlace membersonly
  • Business: Convert leads to won opportunities (onsite)
    Offline
    Business moderation & live support for connected partners
    VAR recruitment by business profile
    Partner surveys for program optimization
    Online
    • Partner portal, Community Sales Network for DS & VAR awareness
    • PLM MarketPlace Web analytics monitoring
    • PLM MarketPlace conversion funnel optimization
    Business withVARsin connection with DS Value Selling Teams
    • Shared annual plan of events
    • Quarterly Marketing & Business reviews
    • Monthly newsletters including discount campaigns
    • On-demand business reviews (opportunity based)
    Governance
    with Referenced Partners
  • It works! Hereis a real winback story*… by
    Business drivers
    Airlines’ market
    Aerospace manufacturer
    improve position by
    becoming systems integrator
    renew flight experiences (e.g. In Flight entertainment)
    Need for complete Numerical development and simulation Solutions
    Reasons for this competitive win
    Consultative selling approach helped understand key expectations and propose the right project
    The DS VAR could provide a complete solution to answer all customer’s product lifecycleneeds:
    +
    tolerancing
    Smarteam
    kinematics
    PDM integ.
    cabling
    PLM Express
    Data Quality
    Sales cfg.
    Ask us for more about partners’ successes
    * Customer nameis not public, askyour DS contacts
  • What are the benefits for the Solution Providers ?
    PLM MarketPlace helps each actor concentrate on what he does best:
    VARs are selling, Solution Providers support them
    Improved Top Line (Revenue)
    More sales reps = more business
    Start interacting with DS VARs and detect potential reseller
    Improved Bottom Line (Costs)
    Extended Sales forceNo fees taken by the PLM MarketPlace on transactions
    Better Risks Management
    Keep control on your business opportunities
    Solution Providers
    Improved Brand awareness (Provider label)
    Be identified as a PLM MarketPlace Solution Provider
    Customers and resellers talk in their local languages
    Improved competitive positioning
    Your offer is promoted by customer’s favorite VAR
    Exclusive discounts, offerbundled with DS products
  • How to enter the MarketPlace
    5. Getindividual
    login and password
    6. Publish the label and startdoing business with DS resellers
    3. Send sales and marketing documents
    1. Ask for the
    Referenced Partner Agreement
    4. Senddetails of people
    accessing to the MarketPlace
    2. Send the signedcontract back
  • Your PLM MarketPlace contacts – sales.plmmarketplace@3ds.com
    Jacques BIDAULT, Program Manager
    Jacques.bidault@3ds.com
    +33 1 61 62 83 20
    Anthony ROSENDO, Project Leader
    Anthony.rosendo@3ds.com
    +33 1 61 62 86 39