go-to-market strategy update -...

1 © 2017 ANSYS, Inc. September 14, 2017

Go-to-Market Strategy UpdateRick Mahoney, VP, Worldwide Sales and Customer Excellence


Digital revolution and pervasive simulation

ANSYS uniquely positioned as a market leader

ANSYS business fundamentals are strong

Accelerating growth via disciplined execution


Customer-driven transformation

What I’m hearing from our customers

Our go-to-market transformation


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


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


Large, diverse, and expanding customer base that increasingly needs our help

TRADITIONAL, HIGHLY ENGINEERED CONSUMER

ESTABLISHED TECHNOLOGY START-UPS


Customer-driven transformation

What I’m hearing from our customers

Our go-to-market transformation


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


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

1

2

3

5

4


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


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


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


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


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


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


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


IT ALL COMES DOWN TO EXECUTION


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


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


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


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


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%


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

go-to-market strategy update -...

Documents