'Dassault is Omnipresent in India'
- Prasanta Kr Das, Vice President Value Solutions, Dassault Systèmes
How would you categorize Dassault System’s business approach in India?
Dassault Systèmes operates in India under three channels of sales. The first would be the Business Transformation group under which the named accounts would be functioning. Next we have the Value Solutions group which primarily works through the channel partner ecosystem. The third would be the Professional Channels group under which brands like Solidworks are being sold. In India, both Business Transformation and Value Solutions groups operate in the same industry segments with similar brands and products, the only difference being Value Solutions working through a channel ecosystem.
Where would the Value Solutions group be specifically operating and what are the opportunities in these industries?
The Value Solutions group operates across 12 industries (verticals) out of which in India we specifically focus on about 7-8 across core industries. These would include aerospace and defence, natural resources (including mining), transformation mobility, industrial equipments, consumer goods and packaging amongst others. Some of these industries like natural resources have come to us through acquisitions, while in the rest we have developed our strength organically.
The market opportunity in India for Dassault Systèmes’ is incredible; we have been raising the bar through our 3DEXPERIENCE Platform in various industry verticals such as automobile & transportation, aerospace & defense, engineering services. We have also identified new areas of growth in sectors such as Consumer Goods and Retail, Natural Resources and Healthcare for which both the industry’s expertise and the knowledge of the 3DEXPERIENCE Platform of our partners will contribute to our market expansion in India.
What sort of channel ecosystem addresses these industries and through what solutions?
We address these industries through brands like 3D communication, 3D Excite, Biovia, Catia, Delmia, DraftSight, Enovia, Exalead, Geovia, netvibes, Simulia, and 3DSwym, though here too some have come into our portfolio through acquisitions while for the rest we have developed our expertise in-house. We address these industries through these products with the help of 15 value added resellers who have specific market expertise for these industries. These would include the likes of Tata Technologies, EDS Technologies, CSL, Althem, Sydler Technologies, Xitadel Technolgies, Noble Tek India amongst others. Last year we added two partners into this ecosystem.
Sydler Technologies is amongst the largest ERP and Cloud solutions partner in India for midmarket businesses. Since the promoters of Sydler were also part of MatrixOne (acquired by Dassault Systèmes in 2006), they have a strong understanding of the PLM solutions market. Xitadel is a well-known brand in the CAE / FEA domain in India. The partnership with Xitadel gives Dassault Systèmes’ ‘SIMULIA’ brand a very strong domain partner who is extremely high on technical and sales capabilities.
Can you elaborate on how Dassault makes this channel ecosystem work?
The Value Solutions channel ecosystem in India mainly works under four pillars. The first one would be partner acquisition and subsequently enablement whereby we identify the partners who are capable of selling to these industries. We have a comprehensive process for on-boarding of channels. We invest a lot on co-marketing activities for our partners including mapping the addressable and potential market-size for our partners and its team for our focused industries and support them with available database.
In the second pillar, a partner success manager is assigned by us to each partner to help them in their go-to-market with each customer. The third pillar is partner development whereby Dassault helps these partners to develop and grow their business ecostem as well as enhance their selling capabilities. The last pillar is partner excellence whereby the focus is on technology training, domain specific training, pre-sales training, technology orientations and certifications for the partners.
What would you highlight as Dassault’s key focus areas in the last few months?
In 2016; we have been focusing on two aspects- recruiting and developing partners with excellent domain expertise and market reputation and providing our partners with differentiating business offers to address the market. While realizing a strong business growth; there is still great potential for partners to address large untapped market in India and neighboring countries with our Industry Solution Experiences’ offerings across verticals. We at Dassault Systèmes have also invested heavily in building up strong networks across academia with key focus in skill development and enhancing employability for the industries.
PRASANTA KR DAS Vice President Value Solutions, Dassault