2012 Investor Day Executive Summary - Investor Relations

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ANSYS 2012 Investor Day March 1, 2012 New York, NY productivity; cost‐effective and scalable IT; and a platform that enables collaboration. Providing comprehensive solutions to address these needs is reflected in ANSYS’ product strategy. ANSYS takes a multidimensional view of engineering simulation, which means simulating the complete system, not just singlephysics simulation and coupled multiphysics (which is what point‐provider competitors offer). As shown in the table, the x axis shows the requirements for simulating a complete system. Point‐provider competitors offer only single physics. ANSYS simulates for the complete system, with capabilities that include single physics, multiple physics, multiscale, and multifidelity. The table shows both ANSYS’ mature (dark blue) and emerging (light blue) software capabilities. ANSYS’ distinctive product strategy over the next few years is to have mature capabilities in every section. The Company is well on the way to achieving this strategy. In addition, ANSYS’ product strategy focuses on effectiveness, efficiency, and flexibility. It ranges from developing and delivering best‐in‐class solvers to enabling a cost‐effective, scalable modern architecture. 10 © 2012 ANSYS, Inc. PROPRIETARY & CONFIDENTIAL Created for ANSYS by BullsEye Resources
ANSYS 2012 Investor Day March 1, 2012 New York, NY Sales and Service Update Speaker: Frank Bernieri, Vice President, North American Sales Overview ANSYS has a proven sales model that provides a competitive advantage. This model combines a geographically based sales organization with industry marketing, product experts, and local channel partners. This structure creates deep relationships while also providing the industry knowledge and technical expertise to customize solutions to meet customers’ specific needs. This model continues to work well, but the selling environment for simulation software has grown more complex, influenced by the new realities of the competitive global economy. To continue to win and drive growth, ANSYS has sharpened its sales execution strategy to elevate conversations about simulation. It is investing to strengthen the skills of its salespeople, and is improving the Company’s sales processes. Context Mr. Bernieri described the changing sales landscape and explained what ANSYS is doing to continue to win in this environment. He provided detailed examples of ANSYS’ successes in the automotive, aerospace and defense, and energy sectors. Key Takeaways The ANSYS sales model has proven successful and will be sustained. ANSYS goes to market through a geographic sales, distribution, and service model that allows the Company to build long‐term, value‐based customer relationships. The geographic structure involves a hybrid model that combines both direct ANSYS sales representatives and channel partners who report to local sales managers. This structure promotes cooperation. “We focus on relationships, not individual transactions.” – Frank Bernieri Geographic sales representatives are tightly linked with industry marketing experts and product marketing teams. Industry experts understand the context for each industry, providing insights so solutions can be customized for each customer’s situation. Product marketing provides deep technical knowledge that helps customers apply ANSYS’ technology to maximize their value. This geographic‐based hybrid model with industry and technical experts has been ANSYS’ model for years. It has worked well, has created value for customers, has created a competitive advantage, and will continue to be ANSYS’ fundamental model. ANSYS’ sales model has yielded success across industries and geographies. Case studies illustrate the success of ANSYS’ sales model in the automotive, aerospace and defense, and energy industries. While each of these industries is different, customers in these industries share many similarities: • They face increasingly global competition. Companies in every industry must compete globally. They are focused on competing in the stabilizing U.S. market and capitalizing on opportunities in rapidly growing emerging markets. • They emphasize innovation and product development. The way companies in these industries win is by innovating to develop sophisticated new products. As an example, automobiles now have astounding amounts of electronics on board, which comprise 35% of a car's cost. The challenge that companies face is that innovation is often slow and costly; they want to innovate more quickly and at lower cost. • They derive tremendous value from ANSYS simulation software. The ability to conduct sophisticated simulations incorporating multiphysics can improve the speed and quality of product development, while dramatically decreasing the cost. Examples in each industry show how use of ANSYS tools has saved significant amounts (often millions of dollars) in product‐development costs and has reduced product‐development cycles, allowing these companies to get to market quicker. • They are the leading companies in their industries. In each of these industries, ANSYS serves the market leaders, as well as the leaders in each segment and subsegment. • Their use of ANSYS simulation software often started small and then grew. Customers often walk before they run. Customers may start with one ANSYS license, gain confidence, see value, and then broaden their use of ANSYS’ software from one type of physics to multiphysics, and from one user to multiple users. This is how ANSYS has grown for over 40 years and plans to continue to grow. ANSYS’ technical support includes strong pre‐sale technical support, post‐sale support, training, and consulting services. 11 © 2012 ANSYS, Inc. PROPRIETARY & CONFIDENTIAL Created for ANSYS by BullsEye Resources
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2012 Investor Day Executive Summary - Investor Relations

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