Speaker 1: The 3D experience
platform. Well, I think you can
think of it as a cloud-based
collaboration platform, cloud
being the important thing. So
people can access it from any
place at any time. And it's
really a place where teams can
use their application to connect
with each other, to help them
really make better decisions and
better outcomes for their
business. I think our
traditional customers would
definitely get value out of what
the 3D experience platform can
offer. Certainly our SOLIDWORKS
customers can connect into that
and manage the files and
collaborate with each other much
better, but also people outside
of our traditional user base. So
those people in the business who
may be look after purchasing or
marketing or any of the other
functions, if they've got access
to the right data at the right
time, as I've said before, it
just means that they can make
much better decisions faster
without having to chase around
for the right version of the
information or the right price
or the right specification
sheets. So really there's a
place for the platform with
everyone. I think if we ask the
right questions, I think we'll
find some value in there. Well,
I think if we look at today's
environment, I mean, even today
we've heard about inflation
going through the roof.
Companies are struggling.
Everybody's just got to get more
efficient.
You've got to reduce the cost
base, improve the quality, be
able to get the products out to
the market faster. So all of
that has always been relevant as
long as I've been involved in
engineering, but never more so
than at the moment. So I think
the platform as a whole really
makes people more competitive
because they've got the right
view of the right information at
the right time. And I keep using
this point in making better
decisions faster. And that's
really what it's about. If
you've got the right information
at the right time, you can just
make better decisions. And
whether you're a small company
or a large company, that's
absolutely critical. The way
that we sell access to the 3D
experience platform is through
what we call roles. So rather
than traditional software where
you buy SOLIDWORKS or you buy
Draft Sight or you buy maybe
composer, some people are
familiar with that. You actually
buy a collection of capability
based on what your job function
is. So for a designer that may
include some SOLIDWORKS
capabilities, but it may also
include capabilities around
project management, project
execution, change management,
some of these things that our
traditional users really want,
but it may be something
completely outside of
engineering. So it's a project
project planning or marketing
capabilities. So the way that we
sell it is subtly different. And
also we sell it on a
subscription basis.
So people find it easy to get on
board and if its if that's not
what they want to get off. So if
we're not tying people info for
the long period with a
subscription model.
Traditionally, what we've sold
is a point solution. So many of
our customers use SOLIDWORKS as
a point solution to create parts
assemblies drawings, really what
the, the 3d experience platform
is around is expanding that. So
we're not just focusing on
single bits of capability. We're
focusing on the collaboration
around the customer, the supply
chain, marketing purchasing. So
the solution really is what, you
know, what is the end goal? What
is the end benefit to the
company? Not just whether we can
perform great simulations or
whether we can build beautiful
drawings. So the solution really
is, you know, reducing time,
increasing quality, reducing
cost. I think it's a really
interesting one. I think our
traditional markets have been
software sales transactional, So
I think Dassault and Solid
Solutions. And our other
partners have been very
successful in doing that over
the last 25 years of the
lifespan of SOLIDWORK so far. I
think the move to more of a
solution sale is, is critical
for us and for our customers.
People want us to advise them
what the best practice is what
our experiences are, how did
they make things better, whether
that's startups, medium sized
companies or even large
companies.
So I think this move to be more
of a trusted business advisor is
really interesting for us. And
obviously they have great value
to our customers as well.