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Mike SegalSenior Vice President

Enterprise PLM Business Transformation Americas, Dassault Systèmes Americas

Kathie JohnsonVice President of Marketing, Dassault Systèmes Americas

.

Sales and Marketing Alignment: Four Elements for Success

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We help you create, share and experience in 3D

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Great Wall

Electric BoatBath Iron Works

GE Healthcare

Medical Systems

Confidential

Aerospace Automotive Shipbuilding IndustrialEquipment

High-Tech Construction ConsumerGoods

Consumer Packaged Goods

Life Sciences Energy BusinessServices

‘81 ‘84 ‘90 ‘95 ‘00 ‘00 ‘05 ‘05 ‘06 ‘08 ‘09

Partnering with 130,000 customers in 11 industries

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Promises of excellence with world class brands

Dassault Systèmes Solutions Portfolio

Rich Applications Universal Applications

Online Platform

Virtual Product

3D forProfessionals

RealisticSimulation

Digital Manufacturing& Production

Global CollaborativeInnovation

3D LifelikeExperiences

SocialInnovation

Reveal InformationIntelligence

#x:Worldwide Brand Position

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DS Professional Channel

DS PLM Value Solutions

DS PLM Enterprise Business Transformation1

2

3

Cust

omer

s

Aerospace Automotive Shipbuilding Industrial Equipment

High-Tech Construction ConsumersGoods

Consumer Packaged Goods

Life Sciences

Energy Business Services Free Space

Three channels addressing an extended market

The largest sales force in PLM industry

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8 Ι Four

Elements

Successfor

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1. MissionAgreed upon mission that is clearlyarticulated throughout both organizations

This is achieved viaClear rolesRemoval of language barriersAssigned partnershipsPlan agreement & commitmentSuccess benchmarksDetailed performance objectives

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This is achieved viaBusiness partnershipCadence callsPlans, Activity schedules, campaign announcementsDashboards, KPIs

Written and oral communication with agreed upon frequency that supports and maintains open dialog at all levels

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ResultsNAM Marketing BT Dashboard – March 2011

# Leads #

# Converted #

# Rejected #

# Pending #

Marketing Database

Cust References 2011 target Total YTD New This Month

# # #

Awareness

Lead Efficiency YTD

E Seminars Hosted

# Events # BT Attendees

PLM Forums # #

3rd Party # #

On Site

Hospitalities

Others

TOTAL # #

Events YTD

CURRENT QUARTER Marketing Pipeline Contribution

2011 EBT Revenue March YTD TotalTotal EBT Marketing Revenue (All Leads) $195,693 $261,043

EBT Revenue from Leads $21,200 $29,650EBT Revenue from Inside Selling (Excluding Sales from Leads) $174,493 $231,393

YTD NAM EBT Qualified Leads by Type

# of Leads % of TotalTarget Actual Target Actual

Online/Awareness ## ## ## ##Events ## ## ## #Outbound Telemarketing ## ## ## #Total ## ## 100% 100%

Company Confidential

NAM

Total Revenue #Longshot #Upside #Commit #Safe #Won #

YTD Marketing Pipeline & Win Contribution YTD Marketing Pipeline by Industry

Inside Selling Highlights (March)

Closed Deals #

Closed Revenue #

# Deals in Pipeline #

$ of Pipeline #

Site IndustryActive Oppies

01. Automotive #06. Consumer Goods #07. Consumer Packaged Goods #08. Life Sciences #09. Energy #No Industry information #Grand Total #

#### ####

##

### 7677### ###

0

5000

10000

1500020000

25000

30000

35000

Feb March

Nb Sites

Nb Contacts W/email and Job Function

Nb Contacts with email and NO job Function

C level contacts

####

####

##### ####0

50,000

100,000

150,000

200,000

250,000

Feb March

NB Touches

NB Responses

05101520253035404550

02468

101214

Janu

ary

Febr

uary

Mar

chAp

rilM

ayJu

ne july

Augu

stSe

ptem

ber

Oct

ober

Nove

mbe

rDe

cem

ber

Attendees 2010

Attendees 2011

2010 Esem #

2011 Esem #

2. Communication

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3. ProcessesDevelopment, agreement, communication and commitment to Processes is essential to achieve goals

This is achieved via:Planning & approval processesOperational processes

Lead qualification processLead distribution process

Customer Centric Sales ProcessReporting processes

Consistent dashboard metricsClosed loop reporting process

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4. ToolsUse 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 & reportingMAPLE: Internal application for operational tracking of all campaigns, including budgetNEOLANE: Marketing campaign tool – deploys campaigns & tracks results

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Sales and Marketing Alignment Helps Drive Successful Programs

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Case Study: Driving tangible revenue

Dassault Systèmes Customer ConferenceSales closing event, developed by marketing with sales inputNetworking opportunitiesExecutive dinner hosted by head of salesSponsorships for partners of all levelsDSCC corporate, sales and marketing executives available to customers

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Case Study: targeting specific industries for awareness & lead generation

Strategy 6-part campaign, multi-media, multi-offer

format, featuring clusters of industry/brand initiativeso OEM Microsites, speaking roles and industry events, forums,

sponsorships of key Industry associations (OESA)o Email campaigns, online advertisingo Automotive Excellence luncheon serieso Social Media – YouTube, Twitter, blogs. LinkedIn

Audienceo OEM and Tier One Industry executives, Design and

manufacturing managers and executives

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Automotive Advantage

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Case Study: Creating Buzz / AwarenessThe 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!”

StrategyOnline video e-series for audiences in the robotics community delivered in a fun and entertaining format.

AudienceManufacturing: Line/workcell builders, system integrators, OEMs, robotics programmers /engineers.

Program StrategyEmail campaignsVideosSocial Media – YouTube, Twitter, blogs. LinkedInOnline Adverts, Google AdwordsLive event appearances

Launch of Episode 3 covered on

Mike

Tonywww.plmv5.com/robotwhisperers

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8 Ι Coming together is a beginning.

Keeping together is progress.Working together is success.

- Henry Ford

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