2014 Value Solutions Sales Kickoff

January 27-31, 2014 | San Diego, CA

AGENDA

Monday | January 27

2:00 PM
to
6:30 PM


Marketing Session

New this year, we will host a marketing session prior to the start of the VS Sales Kick-off.  This session will provide you with insight into the 2014 co-marketing program, offer hands-on training as well as best practices around key marketing tactics.  This information-rich session will help to ensure you have the tools necessary leverage 3DS Marketing in order to build your pipeline and achieve your revenue goals for 3DS Products. The current list of session topics are outlined below: 

  • 2014 Outlook for the Marketing Program & 3DS Marketing Strategy
  • Inbound vs. Outbound Marketing
  • Hands-on Session: SEO Best Practices
  • Hands-on Session: The New 3DEXPERIENCE Platform and Social Media Advocacy
  • 2013 Marketing Results & Best Practices

 


2:00 PM
to
6:45 PM

Plenary Session - 3DS Only


7:00 PM
to
8:30 PM

Welcome Reception (3DS & Partners)

Tuesday | January 28


7:30 AM
to
8:30 AM

Breakfast

8:45 AM
to
6:45 PM


Plenary Session – 3DS & Partners

  • Welcome
  • Geo Status & 2013 Results
  • 3DS Vision & Strategy
  • Introduce Cloud Solutions
  • What to Sell in 2014
  • Online Services for Business Excellence
  • New LEVERAGE Process
  • From Strategy to Action: Geo Priorities
  • Marketing Update
  • Competitive Update


Time TBD

Special Event

This year, the VS Sales Kickoff will join SolidWorks World for their “legendary” special event to be held at San Diego’s Embarcadero Park.  This year’s event promises to thrill all your senses.  Extreme entertainment will surround you as you enjoy the company of your newest friends and colleagues.  You will even have a chance to test your skills on a trapeze; showing everyone just how extreme you are. If flying through the air is not your thing, sit back and enjoy some local San Diego brews and fare. The hottest local DJs and bands will keep everyone movin’ and groovin’ into the night… which is sure to end with a bang.

Wednesday | January 29

 


7:45 AM
to
8:45 AM

 

Breakfast

9:00 AM
to
12:00 PM


Industry/Brand Breakout Tracks

Detailed industry or brand session, including solution overviews, demonstrations and case study roundtables. 

  • Transportation & Mobility
  • High Tech
  • Industrial Equipment
  • Architecture, Engineering & Construction (full-day track)
  • SIMULIA

 


12:00 PM
to
1:30 PM

Lunch

1:30 PM
to
4:30 PM


Industry/Brand Breakout Tracks

Detailed industry or brand session, including solution overviews, demonstrations and case study roundtables. 

  • Aerospace & Defense
  • Life Sciences
  • Consumer Goods & Retail/Consumer Packaged Goods & Retail
  • Energy, Process & Utilities
  • Architecture, Engineering & Construction (continued)
  • Exalead

 

Thursday | January 30

Enablement Sessions

 TIME

 SESSION

 AUDIENCE

 KEY OBJECTIVES

 TOPICS


 

7:00 AM – 8:00 AM

 

 

Breakfast

 

All

 

 

 

8:00 AM – 9:50 AM

 

CATIA Bootcamp
Session #1

 

This session is intended for any customer-facing person within our partner network who is tasked with listening to customer challenges and promoting the suite of CATIA solutions.  The primary roles are Sales and Solution Consulting, but Technical Sales, Management and any other customer-facing roles would benefit tremendously from this session.

 

This first part of the 4-hour CATIA Bootcamp session will focus on the overall partnership between the DS CATIA team and the partners, and how we can work together to build additional pipeline.  We will discuss how we helped to run co-marketing campaigns and activities in 2013 and how this can be replicated in 2014 to drive additional partner-specific pipeline.

We will discuss the overall positioning of CATIA for Version 5 and Version 6 (both PLM Express and Classic), and also discuss the Cloud offering.  We will focus on the key differentiators and value propositions for each of these.

Upon completion of this first session the participants will have a good understanding of how to leverage the CATIA team for pipeline development and will be better able to identify the right offering for a prospect. 

 

Partnership between DS CATIA team and partners

CATIA value articulation

V5/V6 (PLM Express and Classic) Cloud offerings

And more

 

 

8:00 AM – 9:50 AM

 

ENOVIA Bootcamp
Session #1

 

The sessions are intended for any customer-facing person within our partner network who is tasked with listening to customer challenges and promoting the suite of ENOVIA solutions.  The primary roles would be Sales, solution consulting, managers and any other customer-facing roles

 

Expanding Account Value

This first session with focus on the ENOVIA Brand promise and value proposition on improving margins for our customers based on our new messaging around the Power of Zero. In addition, it will describe the typical user profiles within organizations and there mapping to the ENOVIA portfolio and experiences. It will also introduce a proven framework for successfully positioning the pillars of the portfolio (BoM Management, Cad/xCAD Management, Project Management and Document Management) in the Value Selling channel.

Upon completion of this session, the participants will have better understanding on the value proposition of the ENOVIA brand and how to sell and position how to sell the ENOVIA portfolio based on value.  

 

 

 

8:00 AM – 5:00 PM

 

Engagement
Fundamentals

 

This session is Intended primarily for the Sales, Solution Consulting and Tech

Sales roles, any person who has a customer facing role and has reasons to listen to customer challenges and present customer solutions.

 

This 2 day course introduces fundamental biological principles that are leveraged to discover and present solutions more effectively.

Upon completion of this course participants will be able to communicate in a common language with their peers, discover for value, leverage that discovery into very effective presentations that get to the point and describe a specific solution and its value to a customer challenge in the first five minutes of the meeting.

  • Some of the key objectives are:
  • Introduce fundamental biological principles of selling
  • Introduce an uncommon method/practice for questioning for value (Discovery)
  • Introduce uncommon method/practice for taking that discovery and demonstrating Value in the first 5 min.
  • Introduce a practice for developing a proof plan, sequence of events for proving our solutions value

 

 

 

8:00 AM – 5:00 PM

 

SIMULIA
Session

 

This session is geared for DS Value Solutions SIMULIA Partners who work in either a Sales or Pre-Sales capacity

 

In this session, you will be Able to Talk, Engage, and Execute SIMULIA!  The SIMULIA session begins with a brief introduction followed by “What to sell” and “How to sell” the SIMULIA family of products. You will network with key SIMULIA professionals while learning the path towards successful simulation sales campaigns.

  • Provide guidance in how to sell, engage, and execute in extending the PO.  Utilizing Sales Strategy techniques (for SMB) in planning and executing in account planning to provide a business case to justify a strong ROI for large orders.
  • Extending the PO:  Learn how to engage with existing and new customers in selling Extended Tokens.   This includes learning how to use Tosca for optimizing your design, selling the benefits of fatigue and utilizing workflows to optimize the engineering process. Learn how to compete and win against ANSYS
  • Preview what the 3DEXPERIENCE platform is and executing on What to Sell and highlighting key Processes. Provide you a preview of the future SIMULIA expert products for sale in 2014.

 

 

 

9:50 AM – 10:10 AM

 

 

Break

 

All

 

 

 

10:10 AM – 12:00 PM

 

CATIA Bootcamp
Session #2

 

This session is intended for any customer-facing person within our partner network who is tasked with listening to customer challenges and promoting the suite of CATIA solutions.  The primary roles are Sales and Solution Consulting, but Technical Sales, Management and any other customer-facing roles would benefit tremendously from this session.

 

This second part of the 4-hour CATIA Bootcamp session will focus on the key CATIA offers (what to sell) for 2014.  It will cover CATIA V5 and V6 (both PLM Express and Classic), and will focus on the key differentiators and value propositions for the latest releases.  

Upon completion of this presentation the participants will have a better understanding of what to sell for 2014 for the CATIA offers.  Participants will also be able to better articulate the value propositions for the CATIA offers such as 3D Master, Sheet Metal, Molt & Tooling, Electrical, CATIA for Design, Surface Refinement, Composites and Systems Engineering.  In addition, participants will have an understanding of how the DS CATIA team helped to run co-marketing campaigns and activities in 2013 on these offers and how this can be replicated in 2014 to drive additional partner-specific pipeline.

 

CATIA Value Articulation

CATIA Offers Review

Invitation for Pipeline Booster Workshop

 

10:10 AM – 12:00 PM

 

ENOVIA Bootcamp
Session #2

 

The sessions are intended for any customer-facing person within our partner network who is tasked with listening to customer challenges and promoting the suite of ENOVIA solutions.  The primary roles would be Sales, solution consulting, managers and any other customer-facing roles

 

Delivering Commercial Value with ENOVIA
While the first session focused on understanding and positioning the ENOVIA value, this second session will focus on delivering commercial value with the ENOVIA portfolio how to maximize the monetization of this value. It will cover how to construct a deal based on User Roles and experiences rather than features and functions, prove to customers that you understand their business and increase the overall monetary value of your quotes.

Upon completion of this session, the participants will be better positioned to have pricing discussions with customer that are based on value, minimize the need for aggressive discounts and increase the confidence level on SBO approvals.

 

 

12:00 PM – 1:00 PM

 

 

Lunch

 

All


1:00 PM – 2:50 PM

 

 

CATIA Bootcamp
Session #1

 

Repeat of morning session

 

1:00 PM – 2:50 PM

 

 

ENOVIA Bootcamp
Session #1

 

Repeat of morning session

 

2:50 PM – 3:10 PM

 

 

Break

 

All

 

3:10 PM – 5:00 PM

 

 

CATIA Bootcamp
Session #2

 

Repeat of morning session

 

3:10 PM – 5:00 PM

 

 

ENOVIA Bootcamp
Session #2

 

Repeat of morning session

 

 

Friday | January 31

Enablement Sessions

 

TIME

 

SESSION

 

AUDIENCE

 

KEY OBJECTIVES

 

7:00 AM – 8:00 AM

 

 

Breakfast

 

All

 

 

8:00 AM – 2:30 PM *

 

 

Engagement Fundamentals

 

 

Continuation of class from Thursday, January 30

 * Morning break and lunch will be served.