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ADI_2003_174_Cons3001 - AEC Keynote - Part 2 [Construction Keynote]

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- Please welcome Vice President and General Manager of Autodesk Construction Solutions, Jim Lynch. - All right, thank you. Thank you. Welcome, everybody, to part two of the AEC keynote. A little while ago, you heard Nicolas and his team talk about the AEC Design Business and the fantastic updates the team is building into the next round of products into the portfolio to help our customers truly capture the opportunities that lay ahead in the future of design. In this session, my team and I will build on the momentum. And we're going to share with you what you can expect from construction this year. We'll talk about how we're strengthening the portfolio. We'll talk about how we're focusing our go to market efforts. And we'll talk about how we're expanding into new markets, all with the goal of becoming the global construction industry's preferred cloud solution. But let's just take a quick glimpse at some of the key accomplishments of everyone in this room in FY20. First of all, we started the year bringing together four companies to form a unified Autodesk Construction solutions organization. And what's great is we didn't succumb to the standard slowdown that happens after an acquisition. In fact, we had record quarters for gross new business in each of our product lines in FY20. And we closed some big deals this year. And you collaborated for more than 180 co-sell wins. And as we closed FY20, ACS products were included in more than 190 enterprise deals, 65 of those included our new products, Assemble, BuildingConnected, and PlanGrid. And last but certainly not least, we hosted our largest Connect & Construct event ever at Autodesk University back in November. We had more than 3,000 construction professionals participate in that event, where we unveiled the Autodesk Construction Cloud, showcasing to customers the future of construction at Autodesk. All of this resulted in 47% year-over-year growth in construction ARR. Now, what this all adds up to is momentum, momentum in the industry and momentum with our customers. If FY20 was all about success, it was really a landmark year for construction at Autodesk. And as we enter FY21, we've really set ourselves up for success. And I'm confident we will capture the massive opportunity we have in front of us. How do we do that. In FY21, we're guided by three key objectives. First and foremost, delivering the Autodesk Construction Cloud. Secondly, increasing retention and driving expansion. And third, providing an exceptional customer experience. It all starts with Autodesk Construction Cloud. Now, Autodesk Construction Cloud delivers three key capabilities. First and foremost, advanced technology. Secondly, a builder's network, comprised of general contractors and subcontractors, today, over a million strong. And third, the power of predictive analytics to bridge projects from design to preconstruction, to build, to operations. Now, in a few moments, Sameer Merchant, Head of Products for ACS, will join me on stage to talk about all the great things our product teams are working on this year. But what you will hear from Sameer is how Autodesk Construction Cloud delivers the breadth, depth, and technology, and connectivity our customers require. Our second objective is to increase retention and to drive expansion. We all know construction represents a huge opportunity for Autodesk, and therefore, for everyone in this room. If last year was about establishing ACS and creating momentum, this year is about accelerating that momentum. To do this, we must execute flawlessly. From a go-to-market perspective, our sales approach must be keenly focused on winning against the concentrated efforts of the competition. And as our solutions become more connected, the time is right to stand up, a single construction sales team focused on selling the entire Construction Cloud to our customers. To achieve this, the AEC ACS sales organization will be responsible for selling the entire construction portfolio, including BIM 360 non-design modules, like cost and project management. WIFO , of course, will continue to focus on the design portfolio, including BIM 360 Design. Both teams will sell BIM 360 Docs with ACS carrying the quota. For mid-market, strategic, and territory teams, you still have an incredibly important role to play in selling our construction solution to our customers. You've developed strong relationships with our target accounts, selling both our construction portfolio and our design portfolio. And you'll continue to nurture those relationships while selling the design portfolio. That's why we've put incentives in place, both commission and quota credit, for the sale of BIM 360 and PlanGrid, to be sure that you're rewarded when you help expand the footprint of our construction portfolio in these target accounts. And rest assured, ACS will engage with channel partners, working closely with WIFO channel managers to maintain and develop the relationships. We'll continue to sell the complete BIM 360 portfolio through our VARs, just as it was done in FY20. In fact, just a few weeks ago, we had a great customer win. Our PlanGrid sales team brought in applied software in the deal with MEJA Construction. Now, MEJA Construction is a large construction company based in Atlanta, Georgia. And they were looking for some very specific RFI workflows. Now, since Applied has local presence in the market there and they have deep experience with these RFI workflows in BIM 360, the PlanGrid team engaged them in the account. The result was a three-year deal and a net new customer for BIM 360 Build and Cost. Now, this is an excellent example how when we work together, when we collaborate as one team, everybody wins. And my favorite part of this story is that we beat out our number one competitor, Procore, in this account. Yeah, exactly! And now I wish I had one of those things to blow up the Procore. But we'll leave that for Andrew. Today MEJA is now using BIM 360, but also using PlanGrid and BuildingConnected. Now, speaking of PlanGrid and BuildingConnected, we'll continue the referral program for VARs when you help create opportunities for these products and accounts, as well as assemble. Now, with named accounts, nothing changes. The ACS sales team continues to act in an overlay capacity. Now, I know this is a critical go to market change for Autodesk. But I also know this is an important change in the interest of our customers. And it sets you up for success, and leaves you in a great position to earn more this year by collaborating with the broader construction team. I want to reiterate a message that I gave the ACS sales team at our go to market kickoff a month ago in Dallas. It takes work for a team to stay in-sync, to think about the larger goals, versus pursuing individual goals. But we can't forget, we're one Autodesk. And when we collaborate, we all win. Most importantly, it's what our customers expect. Now, as Steve said during his keynote this morning, we're a high performing team that has proven when we act as one team, we can reach new heights. As one Autodesk, we're unstoppable. This year, there are some great examples of collaboration between ACS and WIFO, driving home fantastic results for our customers. With that, I'd like to invite Adam Huhn and Kelly Cole to the stage to share a great success story and a great example of collaboration across these teams. Guys, come on up. All right. - Thanks, Jim. Thank you, Jim. We're excited to be here and talk about our recent wins with CRB. I'm Adam Huhn, the Construction Sales Manager for the East. - And I'm Kelly Cole, Global Named Account Executive for Autodesk Construction Solution Sales. - And we're here to share with you how we partnered in an opportunity with CRB that resulted in a renewal to a partnership and a new EBA for FY20. - Adam, you know, when I was thinking about this, as Jim was talking just a while ago, and I don't know if you've thought about this at all, but do you realize that we are about to become world-changers in this industry? We are about to transform an industry like no one has ever before. We are about to provide, and are providing, a technology from design to turnover for an industry that is one of the fastest growing industries in the world. And I think that the opportunity that we all have at hand right now, I think you all should be excited about it. And I think that we should all be ready to go out and attack this market, and beat our competition. What do you think about that? Let's talk a little bit about how Adam and I partnered up earlier this year on a larger opportunity with CRB. To start, CRB is one of the largest design-build construction companies in the entire US, and provide full project solutions from up-front consulting to design and construction. CRB was already a major Autodesk customer, owning not only many of our Design and BIM 360 tools, but also instances of other ACS products, including PlanGrid, Assemble, and BuildingConnected. Adam and I took the initiative to introduce ourselves and formulate a strategy before going into our first joint meeting together with CRB leadership and stakeholders. We invited our entire Autodesk team to formulate our next steps, and strategize on team member roles during the sales cycle. With CRB internally segmented into different groups from design and build, one of the main challenges they faced was not understanding all of the Autodesk products work together. They also had a desire to create common workflows across all aspects of construction process, from design to build. CRB had several technologies that were purchased separately, by different divisions in the practice, that didn't necessarily align to the broader strategy of the organization. This caused, as you can imagine, an amount of internal tension and fragmentation, and ultimately, challenge that our team saw the need to help CRB resolve. Our collective team decided that we would be a stronger force together, helping the customer understand the value of Autodesk as a partner, and not just a technology provider. We adopted the mantra "we win together, we lose together." And together, our combined teams drove a process-oriented discussion with key stakeholders across CRB, focusing on their desired outcome to optimize workflows, talking through process instead of products. We knew that for CRB, to help them create a technology strategy that supported the workflows of their current projects, but also looked at their pipeline of future projects, helping them set up for long-term success. - By focusing on CRB and helping them meet the needs of both of our design and field teams, we saw a major shift in the relationship. Now, although Kelly and I had different relationships, existing relationships, with different stakeholders, we positioned ourselves to CRB as one team, not just in sales, but customer success, subject matter experts, and many others. We all brought something unique to the table, and leveraged those skills and knowledge to create the best approach to the customer. And I think it's safe to say we learned a couple things, too, along the way. - Absolutely, we did. - Yep. As a result of our collaborative efforts, CRB is now utilizing hundreds more BIM 360 licenses from their original accounts, renewed just last year. And thanks to the team demonstrating on how these products work together, CRB also added tons of PlanGrid to ensure the field teams would have an easy-to-use tool that supported the field and site management. Overall, we saw 45% increase in spend in just one year. And all due to cleaning up the mess that they created, really, and we helped fix. While these numbers helped us realize success with CRB today, our efforts also led to CRB signing an EBA, validating their vision of Autodesk as a long-term partner, giving them additional resources that will continue to support all of their long-term goals. - Now, Adam and I are the lucky ones that get to stand up here. I think really what they wanted, they just wanted the two best looking guys in Autodesk, right? Right? - Did you see our photos before? - Fantastic. They look great. But you know, we couldn't have done this without the rest of our entire account team who played a critical role in the success story. We like to make sure that the collaborative efforts of John Mimutia-- John, stand up. Chris Novak. If Chris is out there, stand up. Mike Powers, Steve Bassett, wherever you are, stand up. Michael Counte, and Taylor Ames are recognized, as well. Now, as you can see, we are proof that when we act as one team, we can see the benefits, but, more importantly, so does our customer. - We found success in bringing our collective teams together and acting as one Autodesk. This next year, I hope to hear many other stories like ours. And I think to replicate this, we just want to go over three things that I think are important. First, find your counterparts for ACS. Second, make a plan and drive a joint meeting. And third, work together to identify the outcomes of the customer and create a long-term strategy that can benefit both parties. Thank you. - Awesome, guys. Thank you. All right. Thanks, guys. That's a great story of what happens when we collaborate and work together as one team. Let's face it, this is a team sport. You go it alone, you will struggle. Reach out to your counterparts across the aisle. Work together as one team. Collaborate, and great things will happen. I'm expecting many more success stories as we grow our construction business globally in FY21. To be sure, we're making huge investments this year in product, in marketing, in sales, and customer success to aggressively grow our business in EMEA and APAC. Now, to be sure we're going to be very focused, we'll focus our efforts in countries where we are ready and poised to go, the UK, Ireland, Netherlands, ANZ, Singapore, the Nordics, specifically for PlanGrid and for Assemble. Now, for BuildingConnected, it's a bit different. For BuildingConnected, we're going to first focus our expansion efforts in ANZ, and then later in the year in the UK. Now, remember what I said earlier, our building connected network, just in North America alone, is now more than 1 million construction professionals strong. And we expect to cultivate the same networks in APAC and EMEA. Now, these networks are incredibly important as they open the door to enable us to better serve the construction professionals in those regions. Now, expect to hear a lot more about BuildingConnected and the BuildingConnected network throughout this year. Finally, our third objective is about providing an exceptional customer experience throughout their journey with Autodesk. But to be clear, this isn't the responsibility of one team. This is the responsibility of everybody in this room. Our job isn't done once the deal is inked. As we move into FY21, we're bolstering our efforts to better partner with our customers to help them achieve their desired business outcomes. Our customer success teams this year will play a greater role in driving renewals, and in looking for opportunities for expansion within these accounts. Under new leadership, we've changed the rules and responsibilities of the team to drive a more coordinated customer success effort. And we're investing heavily in customer success teams to be sure we're helping customers get the most out of their technology investment. Now, for sure, achieving these three objectives will take a tremendous effort. And our ACS marketing team is prepared to accelerate our brand awareness in construction, and to make sure that you have the content you need to win the hearts and minds of our customers. And while the amount of work produced this past year is truly amazing, to meet our aggressive goals in FY21, we recognize we have to expand our bench. That's why we're making significant investments in the ACS team this year, increasing headcount by more than 30%. And this isn't just sales. There are new roles open in marketing, customer success, and R&D, both in North America and around the globe. We're looking at construction in a more connected way than ever before. And to achieve these goals, our product teams have aggressive plans for FY21. I'd like to welcome Sameer Merchant, Head of Product for ACS, to the stage to share our construction product strategy for FY21. Come on up, Sameer. - Thank you, Jim. Over the next few minutes, I want to share both our long-term product vision, as well as the near-term enhancements that we're making to the tools that our customers use today. Our long-term product vision centers around the Autodesk Construction Cloud. As a reminder, Autodesk Construction Cloud has three core pillars: Advanced technology, the builder's network, and predictive insights. I want to double click into the advanced technology pillar. Our vision for the Autodesk Construction Cloud's advanced technology is to evolve into a single unified solution that has two main elements. The first is a suite of best-in-class applications for each construction phase. Each app will support specific workflows, like design collaboration, model coordination, quantification, bidding, qualification, cost management, project management, document management, field collaboration, commissioning, and turnover. Users will be able to complete these workflows without switching back and forth between applications. The second element is a shared data platform that interconnects these apps to facilitate seamless movement of information between them. This allows each team member to focus on getting their work done, instead of wasting time manually moving data around. Bringing this vision to life seems like a tall order, but the good news is that we have all the building blocks. And we will put these building blocks together in two phases. In the first phase, called Project Golden Gate, we will build a shared data platform and a single construction management app on top of that platform. And we will do this by putting the best-in-class capabilities of BIM 360, PlanGrid, and BIM 360 Docs together. This unified application will be interoperable with our design solutions. In the second phase, we will take our preconstruction apps and pull them to the shared data platform, creating a consistent user experience. Now, our team has been working hard on phase one. And I'd love to share a demo of Golden Gate working in our labs. Now, because it's working in our labs, it's a little bit rusty. It's a little bit rough around the edges. But it is live code. This is not an envisioned mockup. Let's take a look. - <i>Log in using your Autodesk ID.</i> <i>Leverage the power of BIM 360</i> <i>Docs for transmittals.</i> <i>Flexibly manage project files</i> <i>and folder structures from BIM</i> <i>360's best-in-class Docs</i> <i>platform so that you can manage</i> <i>sophisticated document approval</i> <i>workflows before publishing</i> <i>to the fields.</i> <i>Set permissions at</i> <i>the folder and user level.</i> <i>Golden Gate record set viewer</i> <i>allows you to consume</i> <i>multiple file formats.</i> <i>Launch and navigate 3D models</i> <i>imported directly from</i> <i>Autodesk's market-leading</i> <i>design software.</i> <i>You can also easily</i> <i>navigate PDF documents.</i> <i>Quickly zoom in and out of</i> <i>document detail for closer</i> <i>inspection.</i> <i>Share and mark up documents</i> <i>using BIM 360's structured</i> <i>approval workflows.</i> <i>When documents are finalized,</i> <i>use PlanGrid's market-leading</i> <i>sheet processing technology</i> <i>to machine read sheets, call out names and title blocks, manage versioning and perform QA/QC</i> <i>on</i> <i>sheets before publishing.</i> <i>When done,</i> <i>all sheets can be published</i> <i>to the field and consumed</i> <i>online or offline,</i> <i>based on PlanGrid technology.</i> <i>Perform QA/QC workflows using</i> <i>PlanGrid and BIM 360's native</i> <i>web and mobile forms technology.</i> <i>Forms can also be automatically</i> <i>uploaded and filled out using</i> <i>PlanGrid's smart PDFs.</i> <i>Included with Golden Gate is</i> <i>PlanGrid's photo management</i> <i>technology which allows</i> <i>users</i> <i>to bulk upload, link, and manage media</i> <i>associated with the jobsite.</i> <i>Use BIM 360's project</i> <i>management capabilities</i> <i>to manage your submittals.</i> - The best of BIM 360 and PlanGrid, working together in one app. Now that's pretty awesome. We're extremely excited about this future and the delivery of a single unified solution. Expect to hear more on this later in the year. Now let's switch our focus from the long term to the near-term enhancements that we're making to our existing products that our customers are buying today. We have extremely aggressive plans for FY21, targeting over 100 new enhancements in our current products. I'd like to walk you through some of these enhancements, starting with site construction, where we are focused on three main pillars. The first is connected docs and data, universally usable project management, and field first workflows. With connected docs and data, our goal is to provide a common source of truth and deep insights for the office, trailer, and job site. This single source of truth, which is also referred to as a common data environment, spans across design, preconstruction, and site construction, and connects these worlds together. BIM 360 Docs is at the centerpiece of our CDE vision. And it continues to improve with new capabilities, like public URL sharing, that increases the reach of our common data environment to include more project participants. We are further improving our common data environment by adding support for ISO 19650. ISO 19650 is necessary to compete in the EMEA market. But it is increasingly being adopted in the US to ensure best practices for document integrity. Through PlanGrid Connect, now rebranded as ACC Connect, we can take our common data environment and link it up with other apps, like our PlanGrid Field app. Use PlanGrid for plan viewing and reporting in the field, and BIM 360 Docs for document approvals and publishing. Everything will sync automatically. Next, I want to share with you some of the tremendous progress we've made in project management. We are well aware that project management is a core strength of our biggest competitor. To counter that, we have made significant investments in project management, and customers are taking notice. and a broad set of APIs. And very soon, we will support more workflows, like linking RFIs to change orders, issues to RFIs, meeting minutes to all the other elements that are supported in our platform. We are also connecting our cost solution with ERP systems. We have an extremely powerful project management solution today. And I firmly believe that we can go head to head against our competition in this space. Finally, field first workflows. Mobile apps have transformed many industries, but especially the jobsite. Field first technology is where customers are finding the largest return on their investment. And we continue to make significant improvements to maintain our leadership in this area. In PlanGrid, we expanded from smart PDFs to include custom forms for data capture. Construction teams can now create native templates that can work complex data collection activities into simple tap-and-go experiences, so that workers can focus on getting work done, and not on labor-intensive data collection. We noticed that field teams are increasingly using photos as a way to improve fidelity of field activity reporting. As a result, we made media a first-class feature in our product. With PlanGrid's new photo gallery, pictures and videos are easily captured and shared. Moreover, they can be linked to forms, checklists, tasks, and RFIs. Our biggest improvement in BIM 360 next-gen is our assets module. This is an extremely popular customer feature request, and it is currently in beta. The beta supports end to end asset workflows. Project teams can import asset and entries from Assemble or spreadsheets. The imported assets can then be linked to barcodes and to checklists. And then, in the field, teams can use the mobile app, scan the barcode, bring up the appropriate checklist, and very easily complete commissioning workflows. This new capability further differentiates us from our competition. Also, under development, we are enabling location awareness on sheets. Construction teams can standardize location information ahead of time, and then use it for downstream activities. For example, when you're doing a walkthrough and creating issues on sheets, the location field in that issue is automatically filled in based on where the issue is placed on the sheet. You can also easily filter issues for specific locations. Oh, wait, there's more. We're also investing in progress tracking capabilities through a new set of annotations that we call progress mark-ups. With progress mark-ups, team members in the field can report on work done, simply by tapping and selecting progress status. The mark-ups then visually reflect the updated status. This is a huge step in visualizing work progress. While our site construction product portfolio is critical for business success, it is with our preconstruction product portfolio that we can deliver value to our customers like no one else can. In preconstruction, we are focused on design collaboration and coordination, conditioning and quantification, and finally, bidding and qualification. Let's start with collaboration and coordination. Construction design involves architects, engineers, contractors spread over multiple organizations. Design collaboration lets the whole team work together to optimize the design. The success of design collaboration to date has largely been driven by Revit. But over the recent months, we have extended beyond Revit to include additional products and file formats, like Civil 3D and IFC, supporting more industries and more customers. As design progresses, subcontractors and manufacturers join the party and produce aggregation models. At this stage, finding and fixing problems is super critical because mistakes that are made here get very expensive downstream. Right now, the industry mostly relies on human expertise, typically a BIM expert, to find and solve all clash problems, small or large. This makes the BIM expert's bandwidth a bottleneck. However, with model coordination, we can help the industry leverage machine expertise to find most clash problems, reducing the BIM expert's burden. Now don't get me wrong, the BIM expert still remains an important member of the project team. But rather than doing low-value work for other team members, they can focus on those really tough problems, using sophisticated tools like Navisworks. Navisworks remains an important part of our product portfolio. And right now, we are working on tightly integrating Navisworks with model coordination so that solutions to the more difficult clash problems can be shared and coordinated easily with the broader team. Our next area of investment is conditioning and quantification, and this is where Assemble comes in. Once BIM models have been built contractors have to figure out how to actually construct the building in physical space. This is not so easy. Something as simple as "how many doors do I need to install?" can be an extremely difficult question to answer. This process is called quantity takeoff. Assemble makes it easy to do quantity takeoff with 3D models. Now, you all know that not all construction details are in the 3D model. A lot of details are still only available in the 2D sheets. That's why we are excited to announce that later this year we'll be launching a brand new quantity takeoff tool that supports both 2D and 3D quantification. And it supports all the great capabilities of Assemble. It's developed on top of BIM 360 Docs and our unified platform, so it'll instantly work with all our other cloud tools. Finally, bidding and qualification is where BuildingConnected comes in. As Jim mentioned earlier, Building Connected is now ready for pilot in Australia and New Zealand, and soon we'll start working on supporting it in UK and Ireland. All of these improvements that we're making in our current products will be preserved in the single unified solution that I talked about earlier. As you saw, our current products are getting more powerful, and they can add immense value to our customers on their own. But working together, they are unstoppable. And leveraging our expertise and leadership in BIM makes us that much more unstoppable. To tell you exactly how, please join me in welcoming Joy Stark to the stage. - Thank you, Sameer. You've just heard from Jim and Sameer how we are capturing the massive opportunity in front of us to digitize construction. I want to tell you about another opportunity we have in construction this year, and that's the opportunity for BIM in construction. You've heard us talk about our vision for the future of construction. We know that the current way of building is very inefficient, and our customers won't be able to meet the demands globally for construction without changing the way that they work. We, all of us in this room, have the opportunity to transform construction. For many of our customers, that means first moving from analog to digital workflows in the office and in the field. But their technology investment should not stop there. In order to take advantage of the construction trends, like prefabrication, modular, DfMA, and predictive analytics, they need to invest in BIM. Now, the good news is that we are not new to selling BIM at Autodesk. In fact, we have been competing and winning in selling BIM in construction for many years. 91% of the top ENR construction accounts are Autodesk BIM customers today. But while many of our largest accounts have adopted BIM, there is a lot of opportunity left on the table. And we need to be unstoppable in reaching this next tier of customers. There are over 7 million construction professionals globally, focused on preconstruction and documentation. And those customers are right to move to BIM. Would you like to know what the top product used by Autodesk construction customers is today? - Yeah! - It's AutoCAD. Now, this slide shows the relative size of monthly active users using AutoCAD and Revit in construction today. As successful as we have been moving customers to BIM and Revit, you can see that the Revit usage is comparatively small. While AutoCAD will always have a place in our construction workflows, this gives you the idea of the scale of the opportunity for BIM in construction with our existing accounts. Now, we all know that customers don't embark on huge process changes and investment decisions based on what they might find in the future. They need to see the ROI on their next project. The good news is that ROI in construction for BIM has been studied a lot, and there is a very positive picture for general contractors. In fact, in a recent study by Dodge Construction, 70% of customers indicated that BIM had had a meaningful impact on reducing RFIs. And other measurable benefits included reduced waste, shortened schedule, reduced cost, and improved safety. Contractors are well-positioned to take advantage of the business benefits of BIM. While BIM is often associated with the design and preconstruction phase, it actually benefits the entire project lifecycle. A foundational preconstruction model can help eliminate many of the inefficiencies and problems that arise during the construction process on site. Let's dive into the construction process a little bit more and see where critical BIM workflows fit in. First, the preconstruction phase. In a traditional project delivery model, the preconstruction phase starts with the handoff from the design team to the construction team. And more and more, designers are sharing their Revit and Civil 3D models directly with contractors who then model for constructability at an additional level of detail. Our product investments have been focused on building up Revit as a construction modeling tool, so I'm going to focus on it. Revit is the only authoring tool that supports the creation of integrated multi-discipline building models, meaning that construction modeling can happen in the same environment as design creation, greatly reducing the amount of pre-work going into preconstruction. Revit supports construction modeling at a high level of detail for parts and assemblies, allowing contractors to communicate exactly how construction components should be built on site. And model data can be used downstream for more accurate quantity takeoffs, estimating, bidding, and schedules, bringing more predictability and precision into the construction process. Another critical part of the preconstruction process is model coordination and clash detection. BIM allows construction firms to coordinate designs detecting clashes before construction begins. We are fortunate at Autodesk to have the most comprehensive tool on the market for model coordination and clash detection, and that is Navisworks. In fact, Navisworks paved the way for BIM adoption and construction 13 years ago when we acquired it. While BIM 360 Coordinate is the ideal tool for folks in the field who need to do simple coordination and clash detections, Navisworks is a powerful tool for those BDC experts who need to coordinate highly complex models across multiple disciplines or trades. And as you heard from Sameer, we are investing in integrating Navisworks and BIM 360 Coordinate workflows to create an unstoppable solution for the entire construction team. Now, we've talked about the value of BIM in preconstruction for general contractors, I want to turn to another significant opportunity in front of us, and that's moving subcontractors to BIM. Over the past few years, Autodesk has made significant investments in building out our BIM portfolio for mechanical, steel, and concrete trades. Here, again, we've been building on our strengths in MEP and structural design to create a seamless workflow, from design intent to shop drawing creation and fabrication. Let's dive in and start with mechanical. We now have an end-to-end solution for mechanical contractors in the AEC collection and our MEP fabrication products. Customers can now model fabrication parts at a high level of detail in Revit, and leverage those models downstream for shop drawing creation, estimation, and fabrication. We are the only software provider with an end-to-end solution from design to fabrication. Let's turn to steel. You in this room may know that we've long faced competition from Tekla for steel and concrete detailing. Let's talk about how we're addressing that. We have made significant investments in our portfolio over the last few years for structural design and detailing, and we now have a very comprehensive solution that you can be confident in selling. We've invested in supporting more detailing workflows in Revit, allowing for smoother handoff from design to fabrication. And our new automation features accelerate the process of steel connections in Revit, as well as shop drawing creation in advanced steel. And lastly, concrete. We have exciting new capabilities for rebar and pre-cast concrete in Revit to enable DfMA workflows for subcontractors. Revit 2021 will be our most comprehensive release yet for BIM for concrete fabrication. It allows customers to automatically generate pre-cast assemblies, create shop drawings, and dry fabrication directly from the Revit model. All of this investment that we've made over the past few years adds up to integrated BIM-based workflows to speed detailing to fabrication, creating more accuracy and reducing waste for our customers. Now, the value of BIM doesn't stop in the preconstruction phase. In virtual design and construction, models are constantly updated to serve as a single source of truth for work in the field. With access to more reliable model data, our customers can ensure better quality, safety, and efficiency on the construction site. And don't forget that in the final stages of construction, a simplified building model can serve as the foundation for operations and maintenance. To wrap it up, whether your customer is a general contractor or a specialty subcontractor, their best path to BIM is the AEC collection. The collection contains all the foundational tools they need to get started, AutoCAD, Revit, Civil 3D, Navisworks, Advance Steel, CADmep, that's a mouthful. And as they grow in their BIM maturity, they can also take advantage of advanced BIM workflows for site development, automation, reality capture, and visualization. These will help lead them to the future of making. Now that you've heard about how we're delivering on Autodesk Construction Cloud and the opportunity for BIM in construction, I'd like to invite Jim back on stage to tell you how to tie it all together to be unstoppable this year. - Thank you. Excellent. All right. How about another round of applause for Joy and Sameer? All right. I'm super excited to hear that story, that complete story, really end-to-end workflows. Don't forget you're in a unique position. Our competitors cannot tell that end-to-end story. We're in a unique position. Let's take advantage of that. Entering FY21, we have the momentum on our side. And it's time to turn that momentum into unstoppable action. At Autodesk, we have the pieces to truly transform the construction industry. We're one team working together with one mission, which is to help construction teams meet the world's rapidly expanding building and infrastructure needs, while making construction more predictable, safe, and sustainable. As you just heard, our leadership in building information modeling and authoring tools, such as Revit and AutoCAD, opens the doors for customers to work easily with Autodesk Construction Cloud. And Autodesk Construction Cloud provides customers with the most complete solution in the market today. It offers more opportunities for integration and automation through connecting workflows, provides a robust network of construction professionals, and reduces risk today and in the future with predictive insights. Finally, our global presence accelerates our expansion into international markets. And our strength in sales teams in EMEA and APAC will only strengthen and accelerate that momentum. We'll be unstoppable in FY21. And now I'd like to invite good colleague of mine, Roland Zelles, to the stage, Vice President of Global Territories Sales, to wrap up with some closing comments. Roland. - Seems to be my job to finish everything up. - You're the closer. You know, in baseball, the closer is the key person. - I'm a giver. - You're the giver. You're the giver. - It's really exciting to see all the momentum we have in construction sales, overall in construction. I love the investment in product, in the go to market, and in sales. And I remember well--I think it's seven years ago, I think, when we talked about construction and the cloud first time. - Yeah. - Remember? I think Nicolas remembers. We were in Japan when he called us and said, "Term sheet signed." I think we came a long, long way. And I really like that. And I think I also really like the working together between the ACS team before and the partners. And the reason I think we did some of the changes, and Jim talked about that, is really to put all the fire power in one group to be able to compete well. How do you see the collaboration between the various sales teams? - Yeah, I think it's an important question, and we gave some examples of the collaboration. But listen, I think first and foremost, the teams need to reach across the aisle. Make sure that you're reaching out to your counterparts in WIFO or in ACS or with your channel partners. And this really should start with account planning. And then, as WIFO teams need support, need information on Autodesk Construction Cloud, reach out to the ACS sales teams. We are there to make sure that you have the information that you need to really drive the business. From a channel perspective, of course, channel continues to play an incredibly important role selling BIM 360, the entire portfolio. ACS will be working closely with the WIFO channel managers to make sure we're engaged with the channel partners. And of course, our reference program is still alive and well for our channel partners. So, if they refer PlanGrid, BuildingConnected, or Assemble, they get paid. - It's always good to get paid. - Always good to get paid. - Personally, I'm really excited to work together. And I think the way I look at--Even, we talked about some of the changes--is, at the end of the day, it's one Autodesk. It's one team when we include the partners. And that's why we are here. And it's one industry we're serving together. And it's a huge opportunity. And I think, for Autodesk, I think construction is really a big opportunity, together with you, with the partners. And as Jim mentioned earlier, I think we are the only company who's really able to connect the construction lifecycle with the design, the planning, building. And ultimately, I think one of the things which excites us a lot is operations. We have really the opportunity together to transform the whole industry. And I want to make sure that everybody here walks out of the room, that you're confident that we definitely can win. And our customers expect us, really, to act as one team. And earlier, Jim had this dream, when Andrew was talking about his Star Wars and spaceship enterprise stories, I think he was thinking about, he wanted a fa--to get rid of some--I think, you know? Your real weapon is actually here in the room. - Absolutely. - And with this team together, in construction, we are unstoppable. - Excellent. - Thank you. - Thank you.

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Posted by: welocalize_multimedia on Mar 5, 2020

Cons3001 - AEC Keynote - Part 2 [Construction Keynote]

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