Dassault Systèmes Marketing Journey: Keynote at Sirius Decsions Summit EMEA 2013

• 1. Whoever heard of a $2 billion company without sales or marketing? Transforming an R&D-driven company into a market-driven companyAndrew Slipper, Vice President Marketing Group

2. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Who is Dassault Systmes? #31 most innovative company in the world #10 most innovative company in Europe#3 most innovative company in Software & Programming category #9 most sustainable corporation in the world 30 years of growth 10 brand applications Over 20 acquisitions2 3. 53DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013 4. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_20131. Bring sales and marketing in-house Purchase of IBM PLM in 20106 5. 73DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013 6. 83DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013 7. 4. Build a winning strategy 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Start with the Customer - Value Creation Framework9WHOWho is your strategic target?WHATWhat do you want to stand for?HOWHow will you execute with excellence in every touch point? 8. 4. Build a winning strategy 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Industry ApproachArchitecture, Engineering & ConstructionConsumer Goods & RetailConsumer Packaged Goods & RetailEnergy, Process & UtilitiesFinancial & Business ServicesHigh Tech10Aerospace & DefenseIndustrial EquipmentLife SciencesMarine & OffshoreNatural ResourcesTransportation & Mobility 9. 5. Align sales and marketing 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Strategic11CollaborativeTactical Hot Coffee & T-Shirts Events PRDemand Waterfall Buyer Journey Marketing KPIs One-Touch Campaigns Standard Processes SLAMarket Creation Marketing Sourced Revenue Nurturing Multi-Touch Campaigns Marketing Automation Content Factory 10. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Polling Question12At which stage are sales and marketing aligned in your company? TacticalCollaborative Strategic Collaborative Tactical Hot Coffee & T-Shirts Events PRDemand Waterfall Buyer Journey Marketing KPIs One-Touch Campaigns Standard Processes SLAStrategic Market Creation Marketing Sourced Revenue Nurturing Multi-Touch Campaigns Marketing Automation Content Factory 11. 6. Make marketing work Awareness & Reputation AdvertisingCorporate CommunicationsPRSocial MediaAnalyst RelationsEventsExperientialPipeline and Revenue ContributionDirect ChannelIndirect ChannelMaking it All Work Marketing Operations: (Systems, Processes)Digital: (Inbound Marketing Platform)Creative Hub: (Equity)VAR Channel 12. 143DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013 13. 153DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Main Challenge:Culture, Culture, Culture. 14. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Start with executive endorsement16 15. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Manage change17 16. Look outside Marketing best practices/consultantsCompetitors and market leaders Published resourcesOther departments 17. Check and fix 18. WHAT HOW 19. 213DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013 20. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_201322Lessons Learned Start with executive endorsementManage change Look outside Check and fix Know that process is not enough to drive change 21. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013What Still Needs to be Done23 22. 3DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_201324Today, the most important question for any organisation is this: are we changing as fast as the world around us? Professor Gary Hamel 23. 253DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013Thank You Andrew Slipperhttp://www.linkedin.com/in/andrewslipper@akslipper+AndrewSlipper 24. 263DS.COM Dassault Systmes | Confidential Information | 11/7/2013 | ref.: 3DS_Document_2013