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Copyright © 2011 Accenture and CA technologies All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
CA Technologies Update for Accenture TGP Sales Directors
January 2011
FY11 Accenture Alliance Team Goals
• Grow revenue and pipeline development
• Focus on TALs and TGP Sales Directors for opportunities in the field
• Franchise around PPM and Security
• Expand franchise discussions to other areas including Application Performance Management, Service Assurance, Automation and Virtualization
• Where robust pipelines exist work to increase Accenture’s delivery capability
• Establish training program for Clarity & Security practice
• Educate key Accenture executives on our cloud capabilities
• Streamline operations to make it easier to do business together
2
Alliance Organization
Mark Thompson
EVP Global Sales
Joe Fasanella
SVP Alliances
Jim Markey
VP Alliances
Matt Howard
Account Director
Accenture
Greg Murphy
Alliance Advisor
Accenture
Pam Casperson
Alliance Advisor - Security
Cam Gaskins
Alliance Advisor – Service Assurance
Gary Reznick
Alliance Advisor – Service Management
Jeff Itscovitch
Alliance Advisor - Clarity
3
ALBERTA
BRITISH
COLUMBIA
VANCOUVERISLAND
MANITOBA
ONTARIO
SASKATCHEWAN
QUEBEC
NEWFOUNDLAND
NEWFOUNDLAND
NOVASCOTIA
NEWBRUNSWICK
Prince EdwardIsland
Canada
Pacific Ocean
HAWAII
WASHINGTON
OREGON
MAINE
NEWHAMPSHIRE
MASSACHUSETTS
RHODE ISLANDCONNECTICUT
VERMONT
NEW
Y0RK
PENNSYLVANIANEW JERSEY
DELAWARE
MARYLANDWESTVIRGINIA
VIRGINIA
OHIO
KENTUCKY
NORTH CAROLINA
MICHIGAN
WISCONSIN
ILLINOISINDIANA
IOWA
MINNESOTA
SOUTH DAKOTA
NORTH DAKOTA
TENNESSEE
GEORGIA
SOUTHCAROLINA
ALABAMA
MISSISSIPPI
LOUISIANATEXAS
OKLAHOMA ARKANSAS
KANSASCOLORADO
NEW MEXICO
NEBRASKA
MONTANA
WYOMING
IDAHO
NEVADA
UTAH
CALIFORNIA
ARIZONA
FLORIDA
Atlantic Ocean
MISSOURI
United States
Canada Guy Hudon
NorthKevin Roberts
SouthMike Gierkey
EastDaniel Shea
NA area alliance directors
WestCasey Ives
Joint Investment Plan
5
NGDC Clarity NA Clarity EALA
Security NA
Total $-
$500,000
$1,000,000
$1,500,000
$2,000,000
$2,500,000
$3,000,000
$3,500,000
CA/Accenture Investment
Assets - CA Sales - CA
Capability Building - CA Accenture Investment
Accenture and CA have agreed to jointly invest over 3 million to build delivery and sales assets for two key markets, Clarity and Security. In addition we are building a “Cloud Management” environment in Accenture’s NGDC.
• Assets• Joint delivery methodology• Adapt Accenture base methods for CA technology• Clean up material for reuse at other delivery engagements
• Sales• Workshops & Roundtables• Marketing materials• Funded Assessments• Account Planning Sessions
• Capability Building• Delivery Training• Sales Training • Shadow experienced team members
Copyright © 2010 Accenture and CA technologies All Rights Reserved.Internal Use Only
Copyright © 2011 Accenture and CA technologies All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
Joint Offering Updates
Clarity Joint Offerings
7
IPM Assessment & Roadmap Planning
Clarity Implementation and Rollout
Clarity Usage Assessment or Redeployment
Upgrade or Technical Integration
Ongoing Support
1
2
3
4
5
• AS-IS Issue/Gap Identification
• Analyze existing IPM / governance processes and IPM maturity ratings
• Multi-Phased Clarity implementation focused on process definition, system configuration, and training
• Use of predefined solutions
• Evaluation of existing usage to identify potential untapped value
• Redeployment of Clarity to take advantage for features
• Admin Functions
• Break fix , Product Enhancements
• Migration to newer version of Clarity
• Integrating to external systems – e.g. SAP, PeopleSoft
Offering Description Teaming Mix
Accenture CA technologies
Accenture CA technologies
Accenture CA technologies
Accenture CA technologies
Accenture CA technologies
• 2-4 Weeks
• ~$30-80k, Client Dependent
• 3-4 Months / Phase• ~$500k / Phase (1-4)• Potential $500k-2Mil• +Licensing / Hosting
• Client Dependent
• Assessment ~$30-80k
• Redeploy ~$500k / Phase
• Client Dependent
• Determined based on services required
• Client Dependent
• Upgrade ~$100-500k
• Integration ~$100-500k / TBD
Opportunity
$
$$$
$$
$
$/$$
Clarity NCV
Copyright © 2010 Accenture and CA technologies All Rights Reserved.Internal Use Only
Accenture sponsors: John Golke & John Coyle
Security Joint Offerings
8Copyright © 2010 Accenture and CA technologies All Rights Reserved.
Identify & Access Management
Cyber Security
Security Assessment
Cloud Security
Data Privacy
1
2
3
4
5
Opportunities Facts about Accenture’s Practice Growing our Joint Business
• Julie Bernard is the executive sponsor for the CA Security relationship at Accenture
• Accenture’s Security has 2000 global consultants
• Accenture receiving training on CA technology
• Changes in leadership have delayed Joint Delivery discussions
• In the process of developing CA specific Solution Architects and “black belts” with deep CA skills
• Dedicated pool of investment dollars to grow Accenture’s security practice
• Identify Joint Go-to-Market Offerings and Produce the following:
• PPT on joint offerings• Datasheet• Joint Methodology for Delivery
• Streamline sales engagement process
• Alignment with CA Services to develop joint engagement and delivery model
• Commitment to provide the resources to build out assets, use cases and targeted offerings
• Focus on driving Accenture services
Security Wins: AT&T: Access Control
Accenture sponsors: Julie Bernard & Bill Phelps
Virtualization & Service Automation Joint Offerings
9Copyright © 2010 Accenture and CA technologies All Rights Reserved.
Self-Service Cloud Provisioning
Virtualization & Automation
Demand & Service Portfolio Management
ITIL Assessments
1
2
3
4
Opportunities Facts about Accenture’s Practice Growing our Joint Business
• Michael Nieves is the Senior Executive responsible for their Data Center Operations practice
• Jay Corn is his lead for Accenture’s Virtualization practice
• Firas Ghantous is his lead for Accenture’s Service Management practice
• Sean Peterson heads up efforts around the Accenture NGDC
• Convergence in all four areas of focus with Accenture has lead to Nieves’ sponsorship to formalize offerings into our Franchise Model.
• Hyperformix – Capacity Management has proven a market differentiator across the board with Accenture
• Working with Ray Brancato on a number of strategic accounts
• Accounts on the list so far:• BB&T• Pfizer• AT&T• Wal-Mart• Starbucks• City of New York
• Series of webinars planned to raise
awareness about CA’s virtualization capabilities
• Continue to educate the Accenture leadership on our Cloud Management capabilities
• Primary Joint Offering Use Case – Self Service Cloud Provisioning is currently being implemented in Accenture’s NGDC as a POC for the market
Accenture sponsors: Michael Nieves, Firas Ghantous & Jay Corn
Service Assurance Joint OfferingsApplication Performance
10Copyright © 2010 Accenture and CA technologies All Rights Reserved.
Application Performance Assessment
Design Implementation
and Rollout
Application Analysis and risk ratings
Review findings with Client
1
2
3
4
• Review application architecture and recommend APM strategy
• Define approach for diagnostics using CA APM tools.
• Install and configure CA Performance Analysis Tools
• Leverage CA APM products to design, build, and implement
• Performance diagnostics and root-cause analysis utilizing CA tools to pinpoint problems
• Assessment results and diagnostic reports presented to client
• Fine-tuning and fix remediation's on applications
Offering Description Teaming Mix
Accenture CA
Accenture CA
Accenture CA
Accenture CA
• 3-5 Days
• ~$30-80k, Architecture Dependent
• 1-3 Weeks utilizing Accenture APM POC agreement at client site
• 1-3 Days Discovery and Formal write-up for Client
• 1 Day review with Accenture , CA, and Client
Opportunity
Position APM Tools into Dev Environment
5
• Position bigger opportunity with Introscope, CEM, Super Agent and or Spectrum Service Assurance to provide proactive management for applications CAAccenture
• Client Dependent• Potential $500k-
2Mil
+Licensing
APM NCV
$
$$
$
$$$
$
Accenture sponsors: Scott Gilliland & Adam Kanouse
Key Accenture ContactsBU Contact Contact Contact Contact
Clarity John [email protected]
602-369-5099
Subhash Srivastava subhash.srivastava@accenture
.com(703) 625-7624
Peter [email protected]
203-253-2455
John [email protected]
917-407-5987
Security Financial Services LeadJulie Bernard
[email protected] 239 6263
SAP LeadRob Dyson
Products LeadChris Hall
[email protected] 724-396-3677
Communications & High TechPaul Barsamian
[email protected] 847-778-0874
Payers & Providers & State/LocalJesse Bowen
[email protected] 312-560-4077
FederalBud Horton
[email protected] 703.675.9498
ResourcesKevin Oswald
[email protected] 512-587-3113
Federal & FSILisa Hammill
[email protected] 301-529-3935
West Coast & FSIWill Lathrop
[email protected] (310) 383-1738
Security Sales Eric Ross
[email protected] 919-616-7781
Canada Security Sales John Heaton
[email protected] 416-641-3733
Brian MozinskiSecurity Alliance Advisor
APM Dinesh Jayapalan973)-937-8738 |
Adam [email protected]
m 773-680-0608
Scott Gilliland [email protected]
312-961-2525
11
Key Accenture ContactsBU Contact Contact Contact
Service Management
Senior Executive Michael Nieves
Firas [email protected]
415-699-0222
303.888.3093
Senior Manager Ryan Thomas
[email protected] 703-231-6829
Service Assurance Rahul [email protected]
678-761-7399 |
Senior Executive Leslie Turkson
[email protected] 703-947-3595
Senior ManagerDeron Dunn
12
Service Assurance Joint OfferingsInfrastructure Market
13Copyright © 2010 Accenture and CA technologies All Rights Reserved.
Network Infrastructure Assessment & Planning
Infrastructure Implementation
and Rollout
Ongoing Operational Support
Upgrade or Technical Integration
1
2
3
4
• Focused effort to identify and address critical network management risks and issues
• Topology Mapping, performance/capacity assessment and root cause analysis
• Leverage CA Infrastructure Product to design, build, and implement people, process, and CA tools
• Assist Operational n-house admin functions
• Product Enhancements/ Break-Fix Scenarios
• Migration to newer version of Infrastructure Management Product
Offering Description Teaming Mix
Accenture CA
Accenture CA
Accenture CA
Accenture CA
• 2-4 Weeks
• ~$30-80k, Architecture Dependent
• 1-3 Months • Potential $500k-
2Mil• +Licensing /
• Client Dependent
• Assessment ~$30-80k
• Client Dependent
• Upgrade ~$100-500k
• Integration ~$100-500k / TBD
Opportunity APM NCV
$
$
$$$
$$
Accenture sponsors: Leslie Turkson & Rahul Jain
NGDC Request & Automated Delivery
NGDC Solution Architecture
Policy Rules
Work Requests
DC Model
SA
N
NA
S
Backup
STORAGEW
indows
Linux
UN
IX
PLATFORM
Orchestration
&
Provisioning
Metering
& Billing
Workload Requests and Provisioning
Shared Technical Infrastructure
Operations Management
Archive
SecretRestrictedCommercialUnclassified
Raw InternetNE
TW
OR
KN
ET
WO
RK
Predictive
Operations Infrastructure Mgm
t / Technical O
perations
IT Service Level Mgmt
Availability / Capacity Mgmt
Service Desk
IT Asset Mgmt
Business Service Mgmt
Configuration Management / CMDB
Service
Catalog
Cisco UCS
Accenture FY11 Wins by BU
16
Service Management Service Assurance
PPM Security
Wins generated over $5m in PNCV
Accenture FY11 Pipeline
VSA$5 m
Service Assurance$32 m
PPM$13 m
Security$25 m
Remaining fiscal year pipeline $75m
CA Investing R&D, Acquisitions to Accelerate Execution
• Integration across product lines support cloud delivery and consumption
• Dedicated business unit focused on innovation for cloud delivery, consumption and value chain optimization
• Acquisitions accelerating CA cloud strategy
18CA Solutions for Enterprise Cloud Computing, Inc ©2010
Jun ‘09
Sep ‘09Jan ‘10
Mar ‘10
March ‘10
Oct ‘08
19
FY11 Top Deal Focus
AccountProduct
United Health Group Service Assurance, Security
A T&T PPM, Service Assurance, Security
Caterpillar Service Assurance, Security
Cisco PPM
Disney PPM, Service Assurance, Security
Abbott Labs Service Assurance, Security
Nationwide PPM, Service Assurance, Security
Transunion Security
Northern Trust Service Assurance
Devon Energy Security, Service Assurance
Starbucks PPM, VSA
Hartford Service Assurance
Duke Energy Service Assurance
Suntrust PPM, Service Assurance
Questions & Answers
20Copyright © 2010 Accenture and CA technologies All Rights Reserved.
Internal Use Only
