“Our 3DEXPERIENCE platform speaks the 3D language that is familiar to engineers”  

The 3DEXPERIENCE platform is helping companies across the world to develop a digital thread to enable continuity and collaboration across the business with the development of new manufacturing technologies and techniques. Guido Porro, Vice President - Worldwide Value Solutions - Indirect Channel, Dassault Systèmes shares more of its prospects with VARINDIA and how its channel is positioned to address new customer demands and requirements  -   

Dassault Systèmes has not only elaborated in terms of its industrial concepts but has also executed the 3DEXPERIENCE platform which is ramping up heavily. The 3DEXPERIENCE platform is able to integrate with all its customers who are looking for a meaningful experience. 

“This is something that many companies are still planning but we have actually executed it,” says Guido Porro, Vice President - Worldwide Value Solutions - Indirect Channel, Dassault Systèmes. “Our platform speaks the same language as of the engineer and the technical team – the language of the 3D. Our solutions are bringing different type of value for different types of customers. We are now proposing this value to the start-ups. They want something that is ready to be used from Day 2 and so they have decided to go for this platform.”

Customers from an engineering point of view are experiencing very complex problems. But Dassault Systèmes is offering such solutions that are viable for large customers too,if they want to go for a broader approach in terms of integrating the processes.

Channel eco-system of Dassault…

Like any other business, partners are the backbone of Dassault’s business and they are investing a lot to generate scalability. “Partners are not only selling but also implementing the projects and for this they are scaling up their competency. This is helping them to move ahead of just selling PLM or CAD solutions. They also have room to improve in terms of becoming business consultants for their customers so that they understand the internal business processes of the customers and then customise the products for them. For this they are building their skills and competency to understand the areas of improvement for value engagement. This is a big transformation that our partners are looking at,” says Guido. 

Dassault Systèmes gives its partners the full visibility of its long-term growth roadmap and vision, so that they can accordingly plan their next step. The company is also giving them training in the design area and also support from a marketing perspective.   

“One of the strengths of Dassault Systèmes is that we are here to stay. If companies like Boeing, Airbus, Jaguar Land Rover (JLR) are selecting us, they know that we have the capabilities. Our partners also are the trusted advisors for our customers. The aim is to build a lasting relationship with our customers,” observes Guido.

Dassault Systèmes has tiered its partners into Platinum Partners, Gold Partners and Silver Partners. Though Silver is the entry level but even attaining this level is quite an achievement. There are significant criteria to become a Silver Partner. 

The company also has a direct salesforce that is typically taking care of the large customers of Dassault. “We call it Business Transformation channel. Then there comes the distribution channel (which is the indirect or the value solution channel) who are the resellers of our software. The global value solution channel has seen a significant growth in the last quarter, i.e. a clear understanding of how the 3DEXPERIENCE is bringing a lot of value to our customers. It is also our belief that we do not treat our customers as customers but our partners,” he explains.

Dassault Systèmes has vertical specific solutions; its software is not going to be successful if they do not speak the language of different industries. It has identified 12 industries and accordingly hasdesigned different solutions and strategies for each of them. “We call it industry solution experience. We have verticals like Energy processing, industrial equipments, manufacturing, architectural engineering & construction,retail,” says Guido.

Dassault Systèmes had flagged off the 3DEXPERIENCE on WHEELS 2018 campaign in Pune recently. It is a nationwide campaign aimed at connecting with small and medium enterprises and industrial hubs in tier II cities showcasing the 3DEXPERIENCE platform. The 3DEXPERIENCE platform is a business experience platform available on premise and on cloud to enable customers to create delightful experiences for consumers. The platform offers end-to-end engineering, manufacturing and business capabilities to enable SMEs generate efficiency, cost effectiveness and reductions in accumulated waste by harnessing the data essential to the operation of their enterprise. Dassault Systèmes also announced a cloud offering of Electro Mobility Accelerator to accelerate product and ecosystem development process in electric vehicle start-ups.

“We see a double digit growth for Dassault worldwide. Specifically for India, the first digit of this double digit is not going to be 1. It is not only achievable but we have actually done it. We see a clear sign of growth on both sides – the large customers and the SMBs on the back of domestic growth, mergers & acquisitions. India is a potential opportunity in terms of start-ups and it happens to be the 3d international hub for growth of start-ups,” sums up Guido.