Post on 11-Jan-2017
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达索高级售前顾问Workshop售前技术演讲架构
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QUESTIONHow do we organize our speech to the customer?
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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
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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
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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
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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.
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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
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X 客户拜访
Practice 1Introduction
Industry Trends
Vision
Process/Challenges/Architecture
Solu
tion
1
Solu
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2
Solu
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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
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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√
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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
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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√
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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
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