Go-to-Market Strategy Update -...
Transcript of Go-to-Market Strategy Update -...
1 © 2017 ANSYS, Inc. September 14, 2017
Go-to-Market Strategy UpdateRick Mahoney, VP, Worldwide Sales and Customer Excellence
2 © 2017 ANSYS, Inc. September 14, 2017
Digital revolution and pervasive simulation
ANSYS uniquely positioned as a market leader
ANSYS business fundamentals are strong
Accelerating growth via disciplined execution
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Customer-driven transformation
What I’m hearing from our customers
Our go-to-market transformation
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Our customers are looking for our help
Customers are under INCREASING PRESSUREto make better products faster
The way customers design, build, operate and maintain products IS CHANGING
Customers are LOOKING TO ANSYS FOR HELP due to our capabilities, relationships, and brand
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Partnering with customers to deliver innovation
AUTOMOTIVE SUPPLIER
SATELLITE COMMUNICATIONS
POWER GENERATION
Getting next-generation satellites
into orbit fasterCo-developing edge
ADAS technologyDriving efficiency with lower environmental
footprint
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Large, diverse, and expanding customer base that increasingly needs our help
TRADITIONAL, HIGHLY ENGINEERED CONSUMER
ESTABLISHED TECHNOLOGY START-UPS
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Customer-driven transformation
What I’m hearing from our customers
Our go-to-market transformation
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Embarking on a GTM transformation to accelerate growth
We have not fully captured the market opportunity
We can and should outperform
We’re taking action to do it
We have not fully captured the market
opportunity
We can and should outperform
We’re taking action to do that
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A world-class GTM will enable double-digit organic revenue growth
WE USED A ‘CUSTOMER FIRST’ APPROACH… …WHICH POINTED TO THE NECESSARY CHANGES
Outside-in approach:Customer and Partner input
Analytics and Data-based research
Previous experience
Consultative sale for Enterprise and Strategic accounts
Expanding channel and remote sales
Building infrastructure to scale
Expanded field technical team
Volume sale for smaller accounts
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Our go-forward GTM approach
Building value-based partnerships that unlock immense value
Monetizing innovation with our strategic customers
Driving more frequent, more productive interactions with smaller and new-to-simulation customers
Enterprise accounts
Strategic accounts
Volumeaccounts
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Enterprise accounts: Building value-based partnerships that unlock immense value
Senior executive sponsorship
Transformational partnerships instead of
transactions
Helping customers gain a competitive edge
Collaborating to drive CUSTOMER product
roadmap
Dedicated field engineer resources
Co-creation with the customer
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Strategic accounts: Monetizing innovation with our strategic customers
Increased resources and engagement
Repeatable strategic deal process
Helping customers achieve their business goals
Product roadmap input and visibility
Expanded field engineer team and capabilities
Greater collaboration between ANSYS and
the customer
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CENTRAL TO BUILDING CUSTOMER RELATIONSHIPS AND DRIVING GROWTH
WE ARE INVESTING TO EXPAND CAPACITY AND TALENT
Expanding field engineer team key to accelerating growth
Field engineers enable ANSYS to:
Better understand the problems our customers are trying to solve
Collaborate with our customers to solve their most challenging problems
Further penetrate accounts and displace competition
Dedicated resources for top accounts
Activity tracking &
optimization
‘Solutionarchitects’
Training to scale
best practices
Expanding field engineering
broadening program
Pooled resources
for volume accounts
Expandcapacity
and talent
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Volume accounts: Do more to help current and prospective customers benefit from simulation
10,000+ ANSYS customers
could be getting more out of simulation
Thousands of companies
do not take advantage of simulation at all
AND
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Volume accounts: Driving more frequent / productive interactions with smaller and new-to-simulation customers
Channel ecosystem
E-commerce, low-touch model
Remote sales capability
Lower cost, higher volume support model
Offerings tailored to smaller customers’ needs
Increased digital footprint and online customer
community
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Building a world-class GTM will require investment
PEOPLE
PEOPLEPEOPLE
Enhanced enterprise and regional leadership teams
Robust sales operations function
Increased ratio of field engineers to sales reps
Enterprise and strategic account programs
Channel expansion and remote sales capability
TOOLS/SYSTEMS
Industry-standard CRM capability
Customer analytics based opportunity targeting
Digital/E-commerce portal
New world-class online customer community
New quote-to-cash system
PROCESSES
Customer advisory councils and strategic customer MRBs
Data-driven resource planning and allocation
Standardized deal models and quality metrics
Field/Factory interlocks for product planning and validation
Formalized solutions architecture practice and function
Industry-standard forecasting process
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We are focusing on mastering execution
Disciplined account management process
Use of detailed account plans and dashboard
Identifying key metrics and objectives
Clear roles and responsibilities for account managers and technical support
Accountability across the organization
Digital tools and automated processes
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We have assembled a world-class GTM leadership team
Tom KindermansRegional Vice President, Europe
Richard KittsRegional Vice President,Asia Pacific
Ubaldo RodriguezRegional Vice President, Americas
Renee DemayVice President, Worldwide Customer Excellence
Alex DuesenerVice President, Enterprise Accounts
Matt MacConnelVice President, Commercial Operations
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Stepping up our execution: Channel
CHANNEL GROWTH
INDIA
3xIncrease in number of channel partners
63%
‘14–’16 Annual Channel Bookings Growth
CHINA
6xIncrease in number of channel partners
31%
‘14–’16 Annual Channel Bookings Growth
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Stepping up our execution: Europe
MULTI-YEAR JOURNEY TAKING ACTION NOW
2017
2018
Build strong foundation
Disciplined execution and delivering results
• European leadership team
• Enterprise accounts
• Field engineering team
• Channel ecosystem
• Disciplined execution
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We have generated momentum …
0%
2%
4%
6%
8%
Q3 2016 Q4 2016 Q1 2017 Q2 2017
… but we are not satisfied–there is more work to do
Note: TTM constant currency revenue growth
ANSYS TTM CONSTANT CURRENCY REVENUE GROWTH
3.9%4.9%
6.7%
7.7%
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Our customers are looking for our help
We are uniquely positioned to help themAnd are upping our game to meet the customers’ demand
We have loyal customers who trust usThey are now pulling us in to solve the hardest problems
We are investing to go after thisAnd doing so in a highly disciplined way