Go-to-Market Strategy Update Rick Mahoney, VP, Worldwide Sales and Customer Excellence 1 2017 ANSYS, Inc. September 14, 2017
ANSYS business fundamentals are strong Digital revolution and pervasive simulation ANSYS uniquely positioned as a market leader Accelerating growth via disciplined execution 2 2017 ANSYS, Inc. September 14, 2017
Customer-driven transformation What I m hearing from our customers Our go-to-market transformation 3 2017 ANSYS, Inc. September 14, 2017
Our customers are looking for our help The way customers design, build, operate and maintain products IS CHANGING Customers are under INCREASING PRESSURE to make better products faster Customers are LOOKING TO ANSYS FOR HELP due to our capabilities, relationships, and brand 4 2017 ANSYS, Inc. September 14, 2017
Partnering with customers to deliver innovation AUTOMOTIVE SUPPLIER POWER GENERATION SATELLITE COMMUNICATIONS Co-developing edge ADAS technology Getting nextgeneration satellites into orbit faster Driving efficiency with lower environmental footprint 5 2017 ANSYS, Inc. September 14, 2017
Large, diverse, and expanding customer base that increasingly needs our help TRADITIONAL, HIGHLY ENGINEERED CONSUMER ESTABLISHED TECHNOLOGY START-UPS 6 2017 ANSYS, Inc. September 14, 2017
Customer-driven transformation What I m hearing from our customers Our go-to-market transformation 7 2017 ANSYS, Inc. September 14, 2017
Embarking on a GTM transformation to accelerate growth We We have have not not fully fully captured captured the market the market opportunity We We can can and and should should outperform outperform We re taking action We re taking to do action that to do it 8 2017 ANSYS, Inc. September 14, 2017
A world-class GTM will enable double-digit organic revenue growth WE USED A CUSTOMER FIRST APPROACH Outside-in approach: Customer and Partner input Analytics and Data-based research Previous experience 1 2 3 4 5 WHICH POINTED TO THE NECESSARY CHANGES Consultative sale for Enterprise and Strategic accounts Expanded field technical team Volume sale for smaller accounts Expanding channel and remote sales Building infrastructure to scale 9 2017 ANSYS, Inc. September 14, 2017
Our go-forward GTM approach Enterprise accounts Building value-based partnerships that unlock immense value Strategic accounts Monetizing innovation with our strategic customers Volume accounts Driving more frequent, more productive interactions with smaller and new-to-simulation customers 10 2017 ANSYS, Inc. September 14, 2017
Enterprise accounts: Building value-based partnerships that unlock immense value Senior executive sponsorship Helping customers gain a competitive edge Dedicated field engineer resources Transformational partnerships instead of transactions Collaborating to drive CUSTOMER product roadmap Co-creation with the customer 11 2017 ANSYS, Inc. September 14, 2017
Strategic accounts: Monetizing innovation with our strategic customers Increased resources and engagement Helping customers achieve their business goals Expanded field engineer team and capabilities Repeatable strategic deal process Product roadmap input and visibility Greater collaboration between ANSYS and the customer 12 2017 ANSYS, Inc. September 14, 2017
Expanding field engineer team key to accelerating growth CENTRAL TO BUILDING CUSTOMER RELATIONSHIPS AND DRIVING GROWTH WE ARE INVESTING TO EXPAND CAPACITY AND TALENT Field engineers enable ANSYS to: Better understand the problems our customers are trying to solve Activity tracking & optimization Dedicated resources for top accounts Collaborate with our customers to solve their most challenging problems Training to scale best practices Expand capacity and talent Solution architects Further penetrate accounts and displace competition Pooled resources for volume accounts Expanding field engineering broadening program 13 2017 ANSYS, Inc. September 14, 2017
Volume accounts: Do more to help current and prospective customers benefit from simulation 10,000+ ANSYS customers Thousands of companies AND could be getting more out of simulation do not take advantage of simulation at all 14 2017 ANSYS, Inc. September 14, 2017
Volume accounts: Driving more frequent / productive interactions with smaller and new-to-simulation customers Channel ecosystem Remote sales capability Offerings tailored to smaller customers needs E-commerce, lowtouch model Lower cost, higher volume support model Increased digital footprint and online customer community 15 2017 ANSYS, Inc. September 14, 2017
Building a world-class GTM will require investment PEOPLE TOOLS/SYSTEMS PROCESSES Enhanced enterprise and regional leadership teams Industry-standard CRM capability Customer advisory councils and strategic customer MRBs Enterprise and strategic account programs Increased ratio of field engineers to sales reps Channel expansion and remote sales capability Robust sales operations function New quote-to-cash system PEOPLE New world-class online customer community Customer analytics based opportunity targeting Digital/E-commerce portal Formalized solutions architecture practice and function Field/Factory interlocks for product planning and validation Data-driven resource planning and allocation Industry-standard forecasting process Standardized deal models and quality metrics 16 2017 ANSYS, Inc. September 14, 2017
IT ALL COMES DOWN TO EXECUTION 17 2017 ANSYS, Inc. September 14, 2017
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 18 2017 ANSYS, Inc. September 14, 2017
We have assembled a world-class GTM leadership team Ubaldo Rodriguez Regional Vice President, Americas Tom Kindermans Regional Vice President, Europe Richard Kitts Regional Vice President, Asia Pacific Alex Duesener Vice President, Enterprise Accounts Matt MacConnel Vice President, Commercial Operations Renee Demay Vice President, Worldwide Customer Excellence 19 2017 ANSYS, Inc. September 14, 2017
Stepping up our execution: Channel CHANNEL GROWTH INDIA 3x Increase in number of channel partners 63% CHINA 6x Increase in number of channel partners 31% 14 16 Annual Channel Bookings Growth 14 16 Annual Channel Bookings Growth 20 2017 ANSYS, Inc. September 14, 2017
Stepping up our execution: Europe MULTI-YEAR JOURNEY TAKING ACTION NOW 2017 Build strong foundation European leadership team Enterprise accounts Field engineering team 2018 Disciplined execution and delivering results Channel ecosystem Disciplined execution 21 2017 ANSYS, Inc. September 14, 2017
We have generated momentum ANSYS TTM CONSTANT CURRENCY REVENUE GROWTH 8% 6.7% 7.7% 6% 4% 3.9% 4.9% 2% 0% 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 22 2017 ANSYS, Inc. September 14, 2017
Our customers are looking for our help We have loyal customers who trust us They are now pulling us in to solve the hardest problems We are uniquely positioned to help them And are upping our game to meet the customers demand We are investing to go after this And doing so in a highly disciplined way 23 2017 ANSYS, Inc. September 14, 2017