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- 2. 2 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 QUESTION How do we organize our speech to the customer?
- 3. 3 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Solution Package BOM 管理 Solution Package 物料 管理 Solution Package 质量 管理 Solution Packages 项目 管理 Solution Package 工艺 管理 Solution Package 需求 管理 Solution Package ERP 集成 Solution Package 变更 集成 Industry 4.0 Theme 研发 模式 转变 Theme ETO to CTO Theme 模块化 Theme IPD Theme MBD Theme 轻资产 Theme Process NPD & LTC Challenge 24 场景 Video BOM 管理 Capture 物料 管理 Capture 质量 管理 Video 项目 管理 Capture 工艺 管理 Video 需求 管理
- 4. 4 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 D-Day Scenario 1 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： You know nothing • About Customer • About Industry • About Challenges • About Pain points You don’t’ know what you don’t know ! However, You know your reference cases What the customer don’t know ! Mission • Say Hi • Set Credit
- 5. 5 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 Proposal Day Scenario 2 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： • Don’t play rocket-technology • There’s no magic • Speak out “You are made by your mother” We’ll never find out a magic way that customer did not find before. No one dose However, The way we propose is a logical methodology and we’re enough professional to speak it out. What the customer could easily understand! Mission • State Dassault’s point • Make customer understand • Make customer talk
- 6. 6 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 Technical Day Scenario 3 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： • We talked to much, this is the time to show. • Solution -> Scenario -> Functions -> Operations • Avoid live-demo All the systems are boring, don’t expect the customer will like it Try not stack into the demo We play and run. Remember, Customer will be much more care about the demonstration when they don’t understand you solution. Put more focus on solution instead on demonstration ! Mission • Show off the competency of Dassault Products • We’re not liars.
- 7. 7 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 Bidding Day Scenario 4 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： • No surprise • Directly Point to the RFQ • Answer all the questions clearly and resolutely. We will be so cool that day. Show our fully confidence of everything. No story, no discussion, no questions, just solution and demonstrations. Mission • State Dassault’s Final Solution • Fulfil the Requirement Matrix • Don’t make customer talk
- 9. 9 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 X客户拜访 Practice 1 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： • 第一次达索技术拜访 • 工业设备行业客户 • X公司在业内处于前3 • 之前有过国内PLM使用经 历，但失败 • 公司正在实施IPD方法学 • 达索在海外有该行业的 Reference Case • 与会者 • 研发副总 • 各科室总监 • IT总监 • 现有PLM核心用户
- 11. 11 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 现场讲标 Practice 2 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result Tips： • 现场讲标 • 技术交流已经完毕 • 客户有清晰的RFQ • 项目最终评审阶段 • 与会者 • 各评标人员
- 14. 14 3DS.COM©DassaultSystèmes|ConfidentialInformation|1/6/2017|ref.:3DS_Document_2015 Introduction Industry Trends Vision Process/Challenges/Architecture Solution1 Solution2 Solution3 Reference Case Demonstration Conclusion Q&A Solution Framework Back Bone Implement Result 我们很牛X …….. …….. 你是你妈生的！ 问题核心点 – 解决的办法 – 系统落地功能 别人都是这么干的 我们不是骗子！ …….. Show Time