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Changing the Game

Changing the Game. Ken Bado Executive Vice President Sales and Services. Safe Harbor Statement.

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Changing the Game

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  1. Changing the Game Ken Bado Executive Vice President Sales and Services

  2. Safe Harbor Statement 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.

  3. 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 Schlack President, D3 Technologies (USA)

  4. Indirect (VARs, Distribution) Direct Sales Force Sales ModelRight products, right customers, right time Develop Indirect Ready Market Not Ready Develop Not Ready Ready Product/Solution

  5. Sales Model Linked to product life cycle Self Fulfillment Value Adoption Mass Adoption Early Market Directmodel Channel value Channelvolume Self-service

  6. Channel Capacity Worldwide 1,700+ reseller and distributor companies • 7,500+ Partners’ “Feet-on-the-Street” • 4,500+ Instructors • 2,700+ Development Partners

  7. Channel Capability Process discipline: Standard sales methodology and terminology Emphasis on solutions (product plus services)

  8. Channel Capability Increasing 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 Krausz President, Microsol Resources

  9. FY04 FY05 FY06 FY07 REVENUE Sales OPEX Marketing OPEX as % REV as % REV Autodesk Sales & Marketing ProductivityTopline and bottom line profitability

  10. 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. Worldwide Channel Sales productivity FY04 FY05 FY06 FY07 Avg Rev/VAR Revenue

  12. 3,000 +23% 2,500 +21% 2,000 +25% # Transactions > $100K 1,500 1,000 500 0 FY04 FY05 FY06 FY07 Big Deals Deals of $100k growing +20% year-on-year $M % year-to-year growth in # of Transactions # Transactions booked >$100K

  13. Bigger Deals Deals of $1M increasingly common 45 deals; $80M+ bookings 50 40 +67% 30 # Transactions > $1M 20 +145% 10 0 FY05 FY06 FY07 % year-to-year growth in # of Transactions # Transactions booked >$1M

  14. SubscriptionAnnual release cycle reinforces adoption % 2,000 100 80 1,500 60 1,000 Revenue $ in Millions 40 500 20 0 0 FY04 FY05 FY06 FY07 Subscription % of Revenue Revenue

  15. Harnessing Emerging Markets 38% 44% 46% 51% 30% 24% FY04 FY05 FY06 FY07 FY04 FY05 FY06 FY07 FY04 FY05 FY06 FY07 AMER Emerging EMEA Emerging APAC Emerging

  16. 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 Hertwig N+P Informasjons Systeme GmbH (Germany)

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