3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

达索高级售前顾问Workshop售前技术演讲架构

2

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

QUESTIONHow do we organize our speech to the customer?

3

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

SolutionPackage

BOM管理

SolutionPackage

物料管理

SolutionPackage

质量管理

SolutionPackages

项目管理

SolutionPackage

工艺管理

SolutionPackage

需求管理

SolutionPackage

ERP集成

SolutionPackage

变更集成

Industry 4.0

Theme

研发模式转变

Theme

ETO to CTO

Theme

模块化Theme

IPD

Theme

MBD

Theme

轻资产Theme

Process NPD & LTC Challenge 24 场景

Video

BOM管理

Capture

物料管理

Capture

质量管理

Video

项目管理

Capture

工艺管理

Video

需求管理

4

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

D-Day

Scenario 1Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：You know nothing• About Customer• About Industry• About Challenges• About Pain points

You don’t’ know what you don’t know !

However, You know your reference casesWhat the customer don’t know !

Mission• Say Hi• Set Credit

5

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

Proposal Day

Scenario 2Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：• Don’t play rocket-technology • There’s no magic• Speak out “You are made by

your mother”

We’ll never find out a magic way that customer did not find before.No one doseHowever,The way we propose is a logical methodology and we’re enough professional to speak it out.What the customer could easily understand!

Mission• State Dassault’s point• Make customer understand• Make customer talk

6

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

Technical Day

Scenario 3Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：• We talked to much, this is the

time to show.• Solution -> Scenario ->

Functions -> Operations• Avoid live-demo

All the systems are boring, don’t expect the customer will like itTry not stack into the demoWe play and run.Remember,Customer will be much more care about the demonstration when they don’t understand you solution.Put more focus on solution instead on demonstration !

Mission• Show off the competency of

Dassault Products• We’re not liars.

7

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

Bidding Day

Scenario 4Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：• No surprise• Directly Point to the RFQ• Answer all the questions

clearly and resolutely.

We will be so cool that day.Show our fully confidence of everything.No story, no discussion, no questions, just solution and demonstrations.

Mission• State Dassault’s Final Solution• Fulfil the Requirement Matrix• Don’t make customer talk

8

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

9

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

X 客户拜访

Practice 1Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：• 第一次达索技术拜访• 工业设备行业客户• X公司在业内处于前 3• 之前有过国内 PLM使用经历，但失败• 公司正在实施 IPD方法学• 达索在海外有该行业的

Reference Case• 与会者

• 研发副总• 各科室总监• IT总监• 现有 PLM核心用户

10

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

你的任务MISSION

你的演讲框架FRAMWORK

你的期望反馈EXPECTATION

IntroductionIndustry Trends

VisionProcess/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference CaseDemonstration

ConclusionQ&A

SolutionFramework

BackBone

ImplementResult

打√

11

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

现场讲标

Practice 2Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

Tips ：• 现场讲标• 技术交流已经完毕• 客户有清晰的 RFQ• 项目最终评审阶段• 与会者

• 各评标人员

12

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

你的任务MISSION

你的演讲框架FRAMWORK

你的期望反馈EXPECTATION

IntroductionIndustry Trends

VisionProcess/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference CaseDemonstration

ConclusionQ&A

SolutionFramework

BackBone

ImplementResult

打√

13

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

14

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15

Introduction

Industry Trends

Vision

Process/Challenges/Architecture

Solu

tion

1

Solu

tion

2

Solu

tion

3

Reference Case

Demonstration

Conclusion

Q&A

SolutionFramework

BackBone

ImplementResult

我们很牛 X……..……..你是你妈生的！问题核心点 – 解决的办法 – 系统落地功能别人都是这么干的我们不是骗子！……..Show Time

15

3DS.

COM

© D

assa

ult S

ystè

mes

| Co

nfid

entia

l Inf

orm

atio

n | 1

1/27

/201

6 | r

ef.:

3DS_

Docu

men

t_20

15