6/3/2011 Kathie Johnson and Mike Segal from Dassault Systemes presented at MassTLC's Sales Enablement Summit; Increasing Volume, Velocity & Value through Sales Enablement and Alignment

1. Sales and Marketing Alignment: Four Elements for Success Mike Segal Senior Vice President Enterprise PLM Business Transformation Americas, Dassault Systèmes Americas Kathie Johnson Vice President of Marketing, Dassault Systèmes Americas .

2. We help youcreate, share and experience in 3D

3. Partnering with 130,000 customers in 11 industries Energy Industrial Equipment Consumer Packaged Goods Consumer Goods BusinessServices High-Tech Aerospace Automotive Construction Life Sciences Shipbuilding ‘81 ‘84 ‘90 ‘95 ‘00 ‘00 ‘05 ‘05 ‘06 ‘08 ‘09 Electric Boat Bath Iron Works Great Wall Medical Systems GE Healthcare Confidential

4. Promises of excellence with world class brands DassaultSystèmes Solutions Portfolio Rich Applications Universal Applications 3D Lifelike Experiences Virtual Product Online Platform 3D for Professionals Social Innovation Realistic Simulation Global Collaborative Innovation Reveal Information Intelligence Digital Manufacturing & Production #x:Worldwide Brand Position

5. Three channels addressing an extended market DS PLM Enterprise Business Transformation 1 DS PLM Value Solutions 2 Customers DS Professional Channel 3 Aerospace Automotive Shipbuilding Construction Consumers Goods Business Services Industrial Equipment High-Tech Consumer Packaged Goods Life Sciences Energy Free Space The largest sales force in PLM industry

6. Four Elements for Success

7. 1. Mission Agreed upon mission that is clearly articulated throughout both organizations This is achieved via Clear roles Removal of language barriers Assigned partnerships Plan agreement & commitment Success benchmarks Detailed performance objectives

8. 2. Communication Written and oral communication with agreed upon frequency that supports and maintains open dialog at all levels This is achieved via Business partnership Cadence calls Plans, Activity schedules, campaign announcements Dashboards, KPIs

9. 3. Processes Development, agreement, communication and commitment to Processes is essential to achieve goals This is achieved via: Planning & approval processes Operational processes Lead qualification process Lead distribution process Customer Centric Sales Process Reporting processes Consistent dashboard metrics Closed loop reporting process

10. 4. Tools Use tools that demonstrate results, remove ambiguity, facilitate the sharing of information, and enable teams to replicate success This is achieved via: SWYM: Internal social community platform for sharing information and building networks CRM tool –Leads, pipeline, revenue measurement & reporting MAPLE: Internal application for operational tracking of all campaigns, including budget NEOLANE: Marketing campaign tool – deploys campaigns & tracks results

11. Sales and Marketing Alignment Helps Drive Successful Programs

12. Case Study: Driving tangible revenue DassaultSystèmes Customer Conference Sales closing event, developed by marketing with sales input Networking opportunities Executive dinner hosted by head of sales Sponsorships for partners of all levels DSCC corporate, sales and marketing executives available to customers

13. Case Study: targeting specific industries for awareness & lead generation Strategy 6-part campaign, multi-media, multi-offer format, featuring clusters of industry/brand initiatives OEM Microsites, speaking roles and industry events, forums, sponsorships of key Industry associations (OESA) Email campaigns, online advertising Automotive Excellence luncheon series Social Media – YouTube, Twitter, blogs. LinkedIn Audience OEM and Tier One Industry executives, Design and manufacturing managers and executives Automotive Advantage Page 24

14. Case Study: Creating Buzz / Awareness The Robot Whisperers Just two regular guys with a passion for robotics, on a mission to help others overcome their relationship issues with their production Robots. “But they don’t actually talk to the Robots because Robots don’t have ears!” Strategy Online video e-series for audiences in the robotics community delivered in a fun and entertaining format. Audience Manufacturing: Line/workcell builders, system integrators, OEMs, robotics programmers /engineers. Program Strategy Email campaigns Videos Social Media – YouTube, Twitter, blogs. LinkedIn Online Adverts, Google Adwords Live event appearances Mike Launch of Episode 3 covered on Tony www.plmv5.com/robotwhisperers

15. Coming together is a beginning.Keeping together is progress.Working together is success. - Henry Ford