“I am confident: building the sales team, which will gain in momentum throughout the year, will be achieved in 2015. We’re clearly on the road to success.”
Édouard Macquin Executive Vice President, Sales Member of the Executive Committee —
A year ago you stated that 2014 would be a crucial year. Where do you stand? ÉDOUARD MACQUIN: When I was appointed to the Executive Committee at the start of 2014 I was given precise missions. The first is to achieve revenue growth of more than 33% over the 2013-2016 period. While recurring revenue growth did exceed our roadmap for the year, growth in revenues from new systems fell slightly behind schedule in 2014. However, corresponding orders increased by 13%, with a very encouraging 26% rise in the last quarter. Furthermore, orders for training and consulting rose 40%, proof of the relevance of our strategy and our value proposition. How are you progressing with the building of your sales team? ÉDOUARD MACQUIN: That’s my second mission. We’re generally behind schedule, and the situation is mixed depending on the country. Only recruitment for my Corporate team and the sales team in China has been completed right now. So finalizing this process, especially in North America and the Germany and Eastern Europe region is my priority, naturally. I have good reason to think we will achieve that in 2015.
Do your 2014 sales successes give you confidence for 2015? ÉDOUARD MACQUIN: We scored numerous first-rate sales successes. We have forged deeper, more strategic relationships with our major customers and consolidated our leadership across all our markets, especially in the automotive sector. Our successes with PLM in fashion and apparel set a new milestone in our drive to conquer this market. We organized a vast array of seminars dedicated to each of our market sectors at our Bordeaux-Cestas technology campus, which attracted large numbers of customers and prospects, increasingly convinced by our offer’s superiority. To reach our 2015 objective we need to increase orders for new systems by 15%. With a strengthened team, which will gain in momentum throughout the year, I am confident. We’re clearly on the road to success.
China’s share of revenues
Orders for new systems grew by 45% in China, now the second contributor to total revenues.
Growth objective for orders in 2015
To reach our 2015 growth objective of an 11% rise
in like-for-like revenues, orders for new systems need to grow by 15% and recurring revenues by 4% to 6%.
End 2015 sales force
The sales team
—including pre-sale consultants—already comprised 200 people worlwide end 2014, compared to 160 at end 2011.