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CA Technologies Update for Accenture TGP Sales Directors

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Presentation on theme: "CA Technologies Update for Accenture TGP Sales Directors"— Presentation transcript:

1 CA Technologies Update for Accenture TGP Sales Directors
January 2011

2 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

3 Alliance Organization
EVP Global Sales Mark Thompson SVP Alliances Joe Fasanella VP Alliances Jim Markey Account Director Matt Howard Accenture Alliance Advisor Greg Murphy Alliance Advisor - Security Pam Casperson Alliance Advisor – Service Assurance Cam Gaskins Alliance Advisor – Service Management Gary Reznick Alliance Advisor - Clarity Jeff Itscovitch

4 NA area alliance directors
Canada Guy Hudon Canada NEWFOUNDLAND West Casey Ives NEWFOUNDLAND BRITISH COLUMBIA ALBERTA QUEBEC MANITOBA Prince Edward VANCOUVER ONTARIO NEW Island ISLAND BRUNSWICK NOVA SASKATCHEWAN SCOTIA WASHINGTON MAINE NORTH DAKOTA NEW VERMONT HAMPSHIRE MONTANA MINNESOTA East Daniel Shea NEW MASSACHUSETTS OREGON WISCONSIN Y0RK SOUTH DAKOTA RHODE ISLAND IDAHO MICHIGAN CONNECTICUT WYOMING PENNSYLVANIA IOWA NEW JERSEY NEVADA NEBRASKA INDIANA OHIO DELAWARE ILLINOIS WEST MARYLAND Pacific Ocean VIRGINIA UTAH VIRGINIA COLORADO KANSAS KENTUCKY CALIFORNIA MISSOURI NORTH CAROLINA TENNESSEE North Kevin Roberts ARIZONA OKLAHOMA ARKANSAS SOUTH CAROLINA NEW MEXICO MISSISSIPPI GEORGIA Atlantic Ocean HAWAII ALABAMA TEXAS LOUISIANA FLORIDA United States South Mike Gierkey

5 Joint Investment Plan 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

6 Joint Offering Updates

7 Clarity Joint Offerings
Accenture sponsors: John Golke & John Coyle 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 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 ~$500k / Phase Determined based on services required Upgrade ~$ k Integration ~$ k / TBD Opportunity $ $$$ $$ $/$$ Clarity NCV Copyright © 2010 Accenture and CA technologies All Rights Reserved. Internal Use Only

8 Security Joint Offerings
Accenture sponsors: Julie Bernard & Bill Phelps Opportunities Facts about Accenture’s Practice Growing our Joint Business Identify & Access Management 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 1 Cyber Security 2 Security Assessment 3 Cloud Security 4 Data Privacy Security Wins: AT&T: Access Control 5 Copyright © 2010 Accenture and CA technologies All Rights Reserved.

9 Virtualization & Service Automation Joint Offerings
Accenture sponsors: Michael Nieves, Firas Ghantous & Jay Corn 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 Self-Service Cloud Provisioning 1 Virtualization & Automation 2 Demand & Service Portfolio Management 3 ITIL Assessments 4 Copyright © 2010 Accenture and CA technologies All Rights Reserved.

10 Service Assurance Joint Offerings Application Performance
Accenture sponsors: Scott Gilliland & Adam Kanouse APM NCV 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 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 $ $$ $ $ Position APM Tools into Dev Environment Position bigger opportunity with Introscope, CEM, Super Agent and or Spectrum Service Assurance to provide proactive management for applications Client Dependent Potential $500k- 2Mil +Licensing $$$ 5 Accenture CA Copyright © 2010 Accenture and CA technologies All Rights Reserved.

11 Key Accenture Contacts
BU Contact Clarity John Golke Subhash Srivastava (703) Peter Bologna John Coyle Security Financial Services Lead Julie Bernard SAP Lead Rob Dyson Products Lead Chris Hall Communications & High Tech Paul Barsamian Payers & Providers & State/Local Jesse Bowen Federal Bud Horton Resources Kevin Oswald Federal & FSI Lisa Hammill West Coast & FSI Will Lathrop (310) Security Sales Eric Ross Canada Security Sales John Heaton Brian Mozinski Security Alliance Advisor APM Dinesh Jayapalan 973) | Adam Kanouse Scott Gilliland

12 Key Accenture Contacts
BU Contact Service Management Senior Executive Michael Nieves Firas Ghantous Jay Corn Senior Manager Ryan Thomas Service Assurance Rahul Jain | Leslie Turkson Deron Dunn

13 Service Assurance Joint Offerings Infrastructure Market
Accenture sponsors: Leslie Turkson & Rahul Jain 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 2-4 Weeks ~$30-80k, Architecture Dependent 1-3 Months Potential $500k- 2Mil +Licensing / Client Dependent Assessment ~$30- 80k Upgrade ~$ k Integration ~$ k / TBD Opportunity APM NCV $ $$$ $ $$ Copyright © 2010 Accenture and CA technologies All Rights Reserved.

14 NGDC Request & Automated Delivery

15 NGDC Solution Architecture
Cisco UCS SAN NAS Backup STORAGE Windows Linux UNIX PLATFORM Orchestration & Provisioning Metering & Billing Workload Requests and Provisioning Shared Technical Infrastructure Operations Management Archive Secret Restricted Commercial Unclassified Raw Internet NETWORK Predictive Operations Technical Operations Infrastructure Mgmt / IT Service Level Mgmt Availability / Capacity Mgmt Service Desk IT Asset Mgmt Business Service Mgmt Configuration Management / CMDB Service Catalog Policy Rules Work Requests DC Model

16 Wins generated over $5m in PNCV
Accenture FY11 Wins by BU Service Management Service Assurance PPM Security Document wins: Express Scripts: Kevin Roberts Dow: Mark Shantz Pepco: Robert Green Liberty Mutual: Dan Shea Credit Suisse: Steve Filipe EMC: Dan Shea RBS: Dan Shea Travelers: Dan Shea Wins generated over $5m in PNCV May 16, [Presentation Name via Insert tab > Header & Footer] Copyright © 2010 CA

17 Remaining fiscal year pipeline $75m
Accenture FY11 Pipeline VSA $5 m Service Assurance $32 m PPM $13 m Security $25 m Remaining fiscal year pipeline $75m May 16, [Presentation Name via Insert tab > Header & Footer] Copyright © 2010 CA

18 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 Mar ‘10 March ‘10 Sep ‘09 Jan ‘10 30-year commitment to management prepared us… to invest in the right strategy at the right time… Oct ‘08 Jun ‘09 CA Solutions for Enterprise Cloud Computing, Inc ©2010

19 FY11 Top Deal Focus Product Account United Health Group
Service Assurance, Security A T&T PPM, Service Assurance, Security Caterpillar Cisco PPM Disney Abbott Labs Nationwide Transunion Security Northern Trust Service Assurance Devon Energy Security, Service Assurance Starbucks PPM, VSA Hartford Duke Energy Suntrust PPM, Service Assurance

20 Questions & Answers Copyright © 2010 Accenture and CA technologies All Rights Reserved. Internal Use Only


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