1© 2007 Autodesk
Changing the GameKen BadoExecutive Vice PresidentSales and Services
2© 2007 Autodesk
During the course of our presentation, we will make forward-looking statements regarding future events and expected performance of our Company, including potential future revenue growth. We wish to caution you that such statements reflect our best judgment based on factors currently known to us and that actual events or results could differ materially. For important factors that may cause actual results to differ from those contained in our forward-looking statements, we refer you to the documents we filed from time to time with the SEC and specifically our Form 10K filed on March 30, 2006 and our Form 10Q filed on June 6, 2006. We do not assume any obligation to update any forward looking statements we make to reflect events that occur or circumstances that exist after the date of this presentation.
Safe Harbor Statement
3© 2007 Autodesk
Foundation For Success
Sales model and programs
Channel capacity and capability
Emerging markets
“I consistently beat SolidWorks and Parametric Technology because we understand our customers’ manufacturing businesses, and focus on enhancing their productivity. We think and act like business partners.”
Kevin SchlackPresident, D3 Technologies (USA)
4© 2007 Autodesk
Sales ModelRight products, right customers, right time
Indirect (VARs, Distribution)
Direct Sales Force
Not
Rea
dyR
eady
Mar
ket
Not Ready Ready
Product/Solution
Develop
Develop
Indirect
5© 2007 Autodesk
Sales Model Linked to product life cycle
Early MarketSelf
Fulfillment
Direct model
Channel value Channel volume Self-service
Mass Adoption
Value Adoption
6© 2007 Autodesk
Channel Capacity
Worldwide 1,700+ reseller and distributor companies 7,500+ Partners’ “Feet-on-the-Street”
4,500+ Instructors
2,700+ Development Partners
7© 2007 Autodesk
Channel Capability
Process discipline: Standard sales methodology and terminology
Emphasis on solutions (product plus services)
8© 2007 Autodesk
Channel CapabilityIncreasing sophistication and confidence
Geo-hosted SalesCamps and TechCamps
Autodesk Partner University
Business skills training
Incentive programs
Deal Registration pilot
Investment funds
“I won an order for over $1M and grew our building business by more than 40% this year. We are champions of the 3D market transformation.”
Emilo KrauszPresident, Microsol Resources
9© 2007 Autodesk
Autodesk Sales & Marketing ProductivityTopline and bottom line profitability
FY04 FY05 FY06 FY07
REVENUE Sales OPEX as % REV
Marketing OPEX as % REV
10© 2007 Autodesk
Channel ProgramsChange management is key to success
Benefits to Autodesk: Increased automation,
tracking, visibility
Focus on 3D solutions
Minimize entitlements
Maturity: “All sales not equal”
in $$ opportunity
Benefits to Partners: Greater margin long-term
Performance-driven
“Earnbacks”
Focus on 3D adoption
New Services opportunities
Opportunity for differentiation
“I made more money in the past three years than in the last ten combined.”
Richard NeimanPresident, CADD Centers of Florida (USA)
11© 2007 Autodesk
Worldwide Channel Sales productivity
FY04 FY05 FY06 FY07
Revenue Avg Rev/VAR
12© 2007 Autodesk
$M
Big Deals Deals of $100k growing +20% year-on-year
% year-to-year growth in # of Transactions
# Transactions booked >$100K
# T
rans
actio
ns >
$10
0K
0
500
1,000
1,500
2,000
2,500
3,000
FY04 FY05 FY06 FY07
+25%
+21%
+23%
13© 2007 Autodesk
% year-to-year growth in # of Transactions
# Transactions booked >$1M
45 deals;$80M+ bookings
# T
ran
sact
ion
s >
$1
M
Bigger Deals Deals of $1M increasingly common
0
10
20
30
40
50
FY05 FY06 FY07
+145%
+67%
14© 2007 Autodesk
SubscriptionAnnual release cycle reinforces adoption
Revenue
0
500
1,000
1,500
2,000
FY04 FY05 FY06 FY07
Rev
enue
$ in
Mill
ions
0
40
60
80
100
20
%
Subscription % of Revenue
15© 2007 Autodesk
Harnessing Emerging Markets
AMER Emerging EMEA Emerging APAC Emerging
46%
38%
51%
44%
30%24%
FY04 FY05 FY06 FY07 FY04 FY05 FY06 FY07 FY04 FY05 FY06 FY07
16© 2007 Autodesk
We Will Continue to Win…And build lasting business partnerships
“Our success is all about strong relationships.”
Sylvain PlourdePresident, 3Vis (Canada)
“I replaced all competitors’ design tools. Our core values – honesty, service, customer care – and team training is crucial.”
Wankai Yang CEO, GDL (China)
“I routinely beat SolidWorks with Autodesk Inventor. I emphasize our engineering expertise in manufacturing solutions, and shepherd projects throughout the life cycle.”
Jens HertwigN+P Informasjons Systeme GmbH (Germany)
17© 2007 Autodesk
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