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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.

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Presentation on theme: "Copyright © 2011 Accenture and CA technologies All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. CA."— Presentation transcript:

1 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

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 2

3 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

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

5 Joint Investment Plan 5 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 Copyright © 2011 Accenture and CA technologies All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. Joint Offering Updates

7 Clarity Joint Offerings 7 IPM Assessment & Roadmap Planning Clarity Implementation and Rollout Clarity Usage Assessment or Redeployment Upgrade or Technical Integration Ongoing Support 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 ~$500k / Phase Client Dependent Determined based on services required Client Dependent Upgrade ~$ k Integration ~$ k / TBD Opportunity $ $$$ $$ $ $/$$ Clarity NCV Copyright © 2010 Accenture and CA technologies All Rights Reserved. Internal Use Only Accenture sponsors: John Golke & John Coyle

8 Security Joint Offerings 8 Copyright © 2010 Accenture and CA technologies All Rights Reserved. Identify & Access Management Cyber Security Security Assessment Cloud Security Data Privacy Opportunities Facts about Accenture’s PracticeGrowing 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

9 Virtualization & Service Automation Joint Offerings 9 Copyright © 2010 Accenture and CA technologies All Rights Reserved. Self-Service Cloud Provisioning Virtualization & Automation Demand & Service Portfolio Management ITIL Assessments Opportunities Facts about Accenture’s PracticeGrowing 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

10 Service Assurance Joint Offerings Application Performance 10 Copyright © 2010 Accenture and CA technologies All Rights Reserved. Application Performance Assessment Design Implementation and Rollout Application Analysis and risk ratings Review findings with Client 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 DescriptionTeaming Mix AccentureCA Accenture CA AccentureCA 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 CA Accenture Client Dependent Potential $500k- 2Mil +Licensing APM NCV $ $$ $ $$$ $ Accenture sponsors: Scott Gilliland & Adam Kanouse

11 Key Accenture Contacts BUContact ClarityJohn Golke Subhash Srivastava (703) Peter Bologna John Coyle SecurityFinancial 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 APMDinesh Jayapalan 973) | m m Adam Kanouse m Scott Gilliland

12 Key Accenture Contacts BUContact Service Management Senior Executive Michael Nieves Firas Ghantous Jay Corn Senior Manager Ryan Thomas Service AssuranceRahul Jain | Senior Executive Leslie Turkson Senior Manager Deron Dunn

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

14 NGDC Request & Automated Delivery

15 NGDC Solution Architecture Policy Rules Work Requests DC Model SANNAS 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 Infrastructure Mgmt / Technical Operations IT Service Level Mgmt Availability / Capacity Mgmt Service Desk IT Asset Mgmt Business Service Mgmt Configuration Management / CMDB Service Catalog Cisco UCS

16 Accenture FY11 Wins by BU 16 Service Management Service Assurance PPM Security Wins generated over $5m in PNCV

17 Accenture FY11 Pipeline VSA $5 m Service Assurance $32 m PPM $13 m Security $25 m Remaining fiscal year pipeline $75m

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 18 CA Solutions for Enterprise Cloud Computing, Inc ©2010 Jun ‘09 Sep ‘09 Jan ‘10 Mar ‘10 March ‘10 Oct ‘08

19 FY11 Top Deal Focus Account Product United Health GroupService Assurance, Security A T&TPPM, Service Assurance, Security CaterpillarService Assurance, Security CiscoPPM DisneyPPM, Service Assurance, Security Abbott LabsService Assurance, Security NationwidePPM, Service Assurance, Security TransunionSecurity Northern TrustService Assurance Devon EnergySecurity, Service Assurance StarbucksPPM, VSA HartfordService Assurance Duke EnergyService Assurance SuntrustPPM, Service Assurance 19

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


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