SolidWorks—the Massachusetts-based organisation now owned by the French Dassault Systèmes—is a developer of 3D software tools that help customers create, simulate, publish and manage data.
"India is one of the fastest growing markets for us, said PM Ravikumar, director, sales, Dassault Systèmes, SolidWorks."
SolidWorks—the Massachusetts-based organisation now owned by the French Dassault Systèmes—is a developer of 3D software tools that help customers create, simulate, publish and manage data. Over 850 engineering institutions in India use its CAD software as part of curriculum, and it is a leader in the Indian industrial machinery sector, where it enjoys over 80% market share. “The emerging areas for us are medical equipment and financial business services sectors,” says PM Ravikumar, director, sales, Dassault Systèmes, SolidWorks, in an interview with Vikram Chaudhary. Excerpts:
Yes, India is one of the fastest growing markets for us. In fact, all the BRIC countries are our major markets. Our focus is not just serving existing customers, but also acquiring new ones. In India, if we include both academic and commercial sectors, our CAGR over a period of three years is 21%. Today, more than 850 engineering institutions in India use our software, including the IITs, private and government engineering colleges, and polytechnics. The software they primarily use is solid modelling computer-aided design (CAD) and computer-aided engineering (CAE). It runs on Microsoft Windows. Some universities even have the SolidWorks incubator programme.
Both Dassault Systèmes and SolidWorks cater to 12 industries, including industrial machinery, automotive, medical systems, consumer products, aerospace, etc. As far as only SolidWorks is concerned, today we are a leader in the Indian industrial machinery sector. In fact, we hold 80-90% share in this sector. The emerging areas for us are medical equipment and financial business services—the latter includes engineering services and design centres being set up in India by both global and Indian corporations.
We support our customers through our value-added resellers (VAR). We have 32 VARs who focus on the commercial segment and eight VARs who focus on the academic segment. We want to add more VARs. The more we cover the market, the better we perform. For covering the market, we need channel partners, and are on a constant lookout for them. At the same time, we are stringent about our norms and look for competency in prospective VARs. Last year, we appointed six VARs for the academic segment.
Not exactly. Even entrepreneurs can become SolidWorks VAR. In fact, most of our resellers are first-generation entrepreneurs. One good thing about becoming a SolidWorks VAR is that you don’t need a huge amount of capital investment. However, the investment should be enough for you to sustain in the market for at least a couple of quarters.
For early-stage firms that meet our eligibility criteria, the SolidWorks for Entrepreneurs programme offers software, training and co-marketing resources to help their idea become a product. SolidWorks for Entrepreneurs was launched last year in India to help entrepreneurs and incubators have easy access to the complete 3D solution, enabling them to innovate quickly. While a few have joined us, this year we hope it will become big.
The ‘Make in India’ initiative has been launched with the purpose of transforming the country into a global design and manufacturing hub. So, it will benefit all the companies that focus on design and engineering software. It also focuses on the SME segment, which, again, is our primary focus. SMEs require affordable, easy-to-use and easy-to-learn software, which we provide. We look at Make in India as a long-term opportunity.
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