'Das­sault is Om­nipresent in In­dia'

- Pras­anta Kr Das, Vice Pres­i­dent Value So­lu­tions, Das­sault Sys­tèmes

DQ Channels - - Front page - RA­JNEESH DE ra­jneeshd@cy­ber­me­dia.co.in

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

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