Altium Enabling Innovation in the Age of IOT Altium um Technol hnolog ogy y & Busines ess s St Strat ategy y Presen enta tation ion 18 November 2016 Sydney
Drivin ing g Innovation ation & Capita italiz lizin ing g on Op Opportun rtunitie ties s in the Ag Age of IOT OT Elec ectro troni nics cs at the Heart t of Enablin ing g Innova vati tion on Aram Mirkazemi – Chief Executive Officer
The he Web b and nd the he Wave aves of Inn nnov ovati ation on … The three waves form the three axes of innovation around which all future products will pivot 3
Inn nnov ovati ation on in t n the he Age ge of Internet ernet of Thi hings ngs Exploration Innova vati tion on Adoption (Discovery & Invention) (Accessibility & Refinement) (Pioneering & Development) Modelling, digitalizing and integrating all objects and processes associated with the creation, adoption & evolution of smart products is critical for inc ncre reasing g the spe peed d of inno nnovatio tion 4
The Multi-Disci Discipli plinary ry Cha hallenges lenges of Inn nnov ovati ation on in n the Age of IoT Cloud oud Syste tem Cloud application development and Infrastructure management Embe bedd dded ed Softwa ware re Development of Control Systems in Electromechanical devices Elec ectro troni nics cs ECAD Creation of high-performance electronic hardware with complex form factor Mechanica nical Designing complex objects with sophisticated electromechanical behaviour Electri ctrical cal Wirin ing Outdated practices related to electronic design are Development of wire harness and electrical at the heart of multi-disciplinary challenges in systems in Electromechanical devices designing smart products 5
Transfo format mation ion of the he EDA A Ind ndustry try and nd Opportu ortunit ities ies for r Altium m to Lead ad... ... Board & Systems Design The rise of smart connected devices is driving a deep transformation in the EDA industry with the Board & Systems Design going mainstream while Chip Design is becoming highly specialized 6
Ena nabling ling Inn nnova ovati tion on in n Diff ffere erent nt Segme gments ts of the he Market rket Enterp rprise Large scale customers and engineering teams engaging via major software platforms business wide. Partnerships will drive Altium’s future success. Main ainstre ream am Altium’s unique transactional selling model is a critical driver of our existing success. Moderate to high complexity products designed by specialist engineers. Long ng Tail ail Simpler designs carried out by multi-skilled engineers Altium Strategy will differ by market segment but will focus on the same goal of enabling innovation 7
Enab nabling ling Inn nnovati ovation on in n the he Long ng Tail Segmen gment … Laser Printer 3D Printer Democr crat atiz izat atio ion of Publi lish shin ing Democr crat atiz izat atio ion of Engin ineerin ing (Makers Movement 2010’s) (Desktop Publishing 1980’s) IoT has created a mass market for professional engineering tools. Indirect monetization is key to enabling and sustaining innovation in the long-tail segment 8
Ena nabling ling Inn nnova ovati tion on in n the he Ent nterpri erprise e Segment gment … Electronic CAD Enterprise ise Reso source Plannin ing (ERP RP) Product ct Lifecycle cle Manag agement (PLM) M) (First appeared in 1980’s) ( Dassault’s 3D Experience Platform , 2010’s) To speed up innovation in the enterprise segment, Electronic CAD and Product Lifecycle Management (PLM) must come together 9
Enab nabling ling Inn nnovati ovation on in n the he Mainstrea stream Segmen gment … Next Generation Business-Ready PLM Visual MS MS Adobe CAM ECAD MCAD CAE Studio Word Excel Creative Comm mmodi oditi tizati zation on of Engin ineering ring (Data ata & Proce ocess ss Comm mmodi oditi tizati zation on of Busin siness ss (Data ata & Proce ocess ss Manage agement nt) ) Softw twar are throug ough h Cloud ud Manage agement nt) ) Softw twar are throug ough h Cloud ud (Cloud- based services appeared in 2000’s) (Cloud- based services expected to gain traction in 2020’s) Mainstream evolution will eventually mirror the high-end with the enterprise engineering software evolving from the current delivery model 10
Transfor forma mation tion & Deregu gula lation tion of Ente terpr prise se Solution tions s and Practices ces Agil ile e Enter erpri rise e and the Emergen rgence e of System ems Desig ign n Henry Potts – Chief Products & Operations Officer
The he Evol olution ion of Ent nterpri erprise e Solutions ons & Practi actices es Since the 1980's the selling motion gradually moved to the higher levels of management. Global Financial Crisis in 2008 returned purchasing power back to the hands of engineers. 12
The he Rise e of Elec ectroni tronics & P Prolifera oliferatio ion of Systems tems Desig sign The proliferation of electronics and the importance of safety in modern products are causing a shift of focus to system-level engineering and data management 13
Agi gile e Ent nter erpr prise ise – Spee eeding ding up up the he Pac ace e of Inn nnov ovati ation on Elec ectronic nics is crit itic ical l to speedi eeding ng up cyc ycles les of inno novatio ion Exis isting ing Produc duct Lifec ecycle le Mana nagemen ement (PLM LM) ) tools s do not adequa equately ely addr dress ss the need ed of high gh- tech h produc ducts Success depends on the ability of the enterprise to move through innovation cycles faster than its competitors 14
The he Next xt Generati eration on Produ roduct t Desig sign Platf atform... orm... Altium is Uniquely Positioned to Deliver the Next Generation Design Platform for High-tech Products 15
Smart art Produ oducts ts Need ed Smart art Tools ls Current generation of CAD tools come from drafting background. This limits their level of smartness Engineering tools need to coalesce and operate at higher level of abstraction 16
The Ar Art of Creatin ing g and Selling g Technology ology to to Ma Mainstr trea eam m Enginee eers Disin inte terme rmedia iati tion on & the Commo moditi tizati ation on of Technology nology Lawrence Romine – Head of Global Field Marketing
The he Evol olution ion of Selling Soft ftwa ware re to Eng nginee eers 18
XXX Infor ormat ation ion Asymmet etry ry and Disinte term rmed ediatio ation n Chance of making contact 60% of all pipelined with a lead decreases sales opportunities 1000% after the first hour end in a Status Quo decision 67% OF A BUYER’S JOURNEY IS NOW DONE DIGITALLY!!!! 19
The he Web b Revol olutio ution n - Inf nformati ormation on Asy symm mmetry etry & D Disin intermedi termediati ation on Middlem ddleman n no longer ger requi quired ed Buyer yer advantage ge! Selle ler beware! e! Sales have changed more in the past 10 years than in the previous 100. Whereas in the past buyers needed to beware, today buyers are informed and sellers need to beware 20
Altium's Unique Transactional Sales Model 31,00 31 000 Subscri ubscribe bers rs 45-60 45 60 Days ys Team-based Sales es Cycle Selling Highl ghly y Low w Cust stom omer Scala alable ble Acqu quisitio tion n Cost st 5185 Marketing and Sales Efficiently Processing of Large New Volume Transactions Automation License Every Seat, Every Deal, Every Transaction Counts! 21
XXX Leveraging Altium's Unique Transactional Sales … Altium ium going ng direc ect in key market ets Altium’s unique sales will be leveraged globa bally ly throug ugh h M&A Altium's unique transactional sales capability is the most powerful competitive advantage in the age of IoT 22
Indirect Monetization & Democratization of Engineering Octopart’s Journey and Business Model Sam Wurzel – Octopart Co-founder
Octopart’s Journey A Journey Towards Democratization of Electronic Design through Passion, Perseverance & Self-belief 24
XXX Octopart’s Users 25
How Octopa opart rt Und nderwrit erwrites es the he XXX Democra ocratiza zatio ion of Eng nginee eeri ring 26
XXX Octopart’s Business Model: Seller Pays + 200 Others 27
XXX Octopart’s Future Direction ….. 28
The Right Financial Strategy for Successful Execution Financial Capacity is Critical to Success Joe Bedewi – Chief Financial Officer
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