1. GLOBALIZATION COMPETITION COMPLEXITY What to Say
Thanks for your time. I’d like to start by confirming why I’m here and make sure it matches your expectation.
We spoke on the phone about the challenges you are facing re: innovation and growth.
OR - Reference other employees you’ve talked to about business goals.
From the work we’ve done w/ other companies, it’s clear that there are several issues common to most industrial mgs
Globalization – new markets, new suppliers, new competitors
Increased Competition – new entrants, speed of change, commoditization
Increased Complexity – in products, due to regulations, and in the supply chain.
These all impact your business today, and in particular your growth strategy.
The way we see other companies are responding to this is through innovation.
Questions to Ask
What trends are you seeing?
What impacts are they having?
How are you responding?   
Before Next Step
Get customer to acknowledge that there is a tough environment, and it is impacting their product strategy.

2. 10% GLOBALIZATION 20% COMPETITION COMPLEXITY 70% What to Say
TRANSFORMATIVE
10%
GLOBALIZATION
COMPETITION
COMPLEXITY
20%
ADJACENT
70%
INCREMENTAL
What to Say
The companies that are responding with innovation allocate their resources into three main innovation categories:
Incremental innovation - adding small improvements to existing products.
Adjacent innovation - finding new applications for existing products and new markets to sell into.
Transformative innovation - leading edge, bringing game changing products to the market.
While it varies by market segment, research shows that for many companies an investment of 70%, 20%, and 10% is ideal across the three types of innovation.
Ask: What does this look like for you? What returns are you seeing?
Obviously, Transformative innovation is much harder, but it provides the biggest return – in fact, the same research shows that Transformative Innovation delivers 70% of the long-term profits.
Leading companies set an innovation strategy, and execute to it.
So how exactly have they managed to do this?   
Questions to Ask
If you had to draw this chart for your organization, what would it look like?
What returns are you seeing on your innovation investments – across the three categories?
Before Next Step
Get a sense for the customers aspirations versus where they are today

3. 10% GLOBALIZATION 20% COMPETITION COMPLEXITY 70% What to Say
TRANSFORMATIVE
10%
GLOBALIZATION
COMPETITION
COMPLEXITY
20%
ADJACENT
70%
INCREMENTAL
COST OF CHANGE
What to Say
They have a product development process that enables innovation – or in many cases, have just removed the barriers to the innovation that can naturally occur. Let me explain.
Let’s use a generic process, where at one end you receive your requirements or enquiries for your products, and at the other end is installation and commissioning.
Without going into detail, there is a well-defined process with clear stages (Which I’d like to discuss in more depth later).
Most people recognize that, the farther you go along your process the higher the cost of making changes becomes.
As you get close to the install & commission phase, changes become prohibitively expensive.
Of course, the ideal time to capture & validate all changes is near the start, during requirements gathering.
Questions to Ask
Have you recently experienced the need to change things later in the process, at high cost?
Can you give me an example of this change process?
Before Next Step
Confirm that the customer agrees to the value – and difficulty – of making all changes early in the process.
ENQUIRY
COMMISSION

4. 10% GLOBALIZATION 20% COMPETITION COMPLEXITY 70% RISK What to Say
ADJACENT
70%
INCREMENTAL
COST OF CHANGE
RISK
DISPARATE SYSTEMS/ DISJOINT PROCESSES
What to Say
But, in many organizations we see disparate systems and disjointed processes, making it difficult to gather and validate all requirements early enough in the process.
And this increases the likelihood of encountering mistakes late in the process, when the cost of change is very high.
This puts all types of innovation at risk – due to the disconnects in the processes, and difficulty of capturing and vetting new ideas early in the process.
Questions to Ask
Do you see breaks in your processes and systems?
What impact do they have?
Are there currently any initiatives underway to address them?
Before Next Step
Get a sense for how they feel about their current process, and the challenges and issues it has.
ENQUIRY
COMMISSION

5. 10% GLOBALIZATION 20% COMPETITION COMPLEXITY 70% RISK What to Say
ADJACENT
70%
INCREMENTAL
COST OF CHANGE
RISK
DISPARATE SYSTEMS/ DISJOINT PROCESSES
What to Say
Autodesk is uniquely able to remove these disconnects in your processes. We provide open, scalable, cost-effective solutions that allow you to design, visualize and simulate your products digitally, much earlier in the process.
This enables you to:
Explore more iterations in less time
At a lower cost
With less risk
As a result, companies can increase the results – revenues and profits – from their innovation investments.
Autodesk is in the business of enabling our customers to design, manufacture and produce innovative products that compete more effectively in the market.
Questions to Ask
What would be the ideal process – to drive innovation?
What are the existing systems that would be integrated with?
Before Next Step
Confirm with the customer the value of addressing these challenges, and the relevance of Autodesk as having potential solutions.
ENQUIRY
COMMISSION

6. 10% GLOBALIZATION 20% COMPETITION COMPLEXITY 70% GOALS AND OBJECTIVES
ADJACENT
70%
INCREMENTAL
COST OF CHANGE
GOALS AND OBJECTIVES
RISK
DISPARATE SYSTEMS/ DISJOINT PROCESSES
What to Say
So what I’d like to do now is understand more about your business goals and objectives.
ONCE THAT DISCUSSION HAPPENS……..
I’d love to get yourself and someone from each key department together for a meeting to map out your current process. (Deeper discovery meetings)
This would enable me to come back to you with some relevant suggestions of how you could drive more innovation within your business without excessive resource investment.
Questions to Ask
Who do you feel would be involved in the next meeting?
ASSESSMENT
ENQUIRY
COMMISSION