AVEVA Sales. Hans Van der Drift, EVP Head of Sales. Slide 1

Transcription

1 AVEVA Sales Hans Van der Drift, EVP Head of Sales Slide 1

2 Agenda The Sales team at AVEVA Our challenges Our achievements so far The plan

3 8 areas from NorthAm LatAm West Central RIME NEA China SEA Slide 3

4 Our last year s performance by region Americas 39.3m ( m) Growth 3% EMEA 107.6m ( m) Growth 15% Asia Pacific 73.3m ( m) Growth 14% Slide 4

5 Consolidation for the current year ending 3/2014 Sales Hans Global Accounts Martin Sales Performance Steve Asia Paul EMEA Helmut LatAm Santiago North America Bill Slide 5

6 Agenda The Sales team Our challenges Our achievements so far The plan

7 Strategic Themes 3D 3D Emerging Markets Plant Operations Global Accounts Enterprise Solutions Extending Design footprint to Engineering Slide 7

8 Total Revenue YoY Growth vs % 30.0% 20.0% % 10.0% 0.0% Latin America NEA Central Europe North America West EMEA SEA RIME Greater China Global Accounts -10.0% -20.0% -30.0% Slide 8

9 Schematics 450.0% 400.0% 350.0% 300.0% 250.0% 200.0% 150.0% 100.0% 50.0% 29 % 0.0% -50.0% Latin America RIME NEA Global Accounts West EMEA North America SEA Central Europe Greater China % Slide 9

10 Enterprise Solutions 250.0% 200.0% 150.0% 100.0% 50.0% 31% % West EMEA NEA Central Europe SEA North America RIME Global Accounts Latin America Greater China -50.0% Slide 10

11 Agenda The sales team Our challenges Our achievements so far The plan

12 Strategic Account Management Capital Projects OO s Project Management Office EPCs OO s Operations Management Slide 12

13 Countries by GDP Country GDP, Trilion $ United States 15.0 Japan 5.9 China 7.2 Italy 2.2 India 1.9 France 2.8 Germany 3.6 United Kingdom 2.4 Brazil 2.5 Russia 1.9 Slide 13

14 AVEVA has lots of space to grow in NA GDP, Trilion $ AVEVA revenue vs. GDP United States Japan China Italy India France Germany United Kingdom Brazil Russia Slide 14

15 Competitors in USA together > 300M US$ >100M$ growth potential 3 of 4 global competitors Slide 15

16 10 of 14 GLOBAL O&G OOS and EPCs Slide 16

17 Agenda The Sales team Our challenges Our achievements so far The plan

18 BRIC Slide 18

19 Strategy for North America Provoke evaluations We know from Global Accounts that we offer superior customer value Transfer success in Global Accounts to NA Build an unbeatable team Use the change agents: Shale gas, Construction, Compliance Slide 19

20 Win against competition with this product PSM GPSM Create revenue in area AM Slide 20 20

21 Hub and Satellites Support only main-stream products Inexpensive, home office, serviced office Operational unit with top margin Support our diversification PSM s sit here Representative offices Seoul, Beijing, Shanghai, KL, Mumbai, Moscow, Dubai, Frankfurt, Paris, Houston and Rio Slide 21

22 Strategy for North America Sell to OOs with Schematics and AVEVA Net and upsell AVEVA E3D into their supply chain Leverage presence in Asia and with Korean manufacturers. Ride the Fixed Price trend Diversify from Oil and Gas EMEA success in Power Onshore Petrochem and Chemicals Navy Measure of success: 10-30% differential Slide 22