1. Copyright © 2009 Accenture All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture. Accenture & Alliances Satu Peltonen, Alliance Services Director, Finland and Products Nordics

2. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Agenda The company and Organization Accenture and Alliances What’s in it for me? Alliance management Alliances/Cases Q and A

3. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. The company and organization

4. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. 3 Copyright © 2009 Accenture All Rights Reserved. Accenture is a global management consulting, technology services and outsourcing company. –We have more than 187,000 employees in 120 countries and a global delivery network of more than 53 centers in more than 40 locations; appr. 1 200 in Finland We achieved net revenues of US $23.39 billion for fiscal year FY08 ended August 31, 2008, compared to US $19.70 billion for the same period the previous year. We serve 96 of the Fortune Global 100, more than three-quarters of the Fortune Global 500 and government agencies around the world. All of our top 99 clients in fiscal 2008, based on revenue, have been clients for at least 5 years and 87 have been clients for at least 10 years. Two-thirds of buyers believe Accenture leverages research-based knowledge and unmatched experience to help clients become high performance businesses—giving Accenture sole leadership of its positioning statement. Accenture (NYSE: ACN)

5. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. 4 Copyright © 2009 Accenture All Rights Reserved. Market-facing Structure Comm. & High Tech Financial Services Public ServiceProductsResources Consulting Outsourcing Technology

6. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Accenture and Alliances

7. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Definition of Alliance Wikipedia –An alliance is an agreement between two or more parties, made in order to advance common goals and to secure common interests Alliances by Accenture – any go-to-market relationship with a third party, evidenced by a definitive agreement, where the intent is to pursue multiple clients –In addition to our ‘Alliance’ relationships, Accenture has many more 'Third Party' relationships that we leverage on a client by client basis, often times using some form of a stand-alone teaming agreement

8. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Accenture’s Network of Alliances Accenture has a portfolio of almost 150 formal go to market alliances and we maintain 300 – 400 other relationships in our broader portfolio of relationships with technology providers globally. At Accenture, alliances are essential to our No. 1 goal—helping our clients innovate to become high-performance businesses Accenture has three strategic alliances: –SAP –Oracle –Microsoft (Avanade) Locally managing other types of vendors as well: –License management –Subcontractors –etc,..

9. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Accenture’s Network of Alliances Accenture's Key Alliance Principles: –Align non-exclusively with the Market Leaders –...but selectively pursue industry or capability focused relationships with enhanced terms that will positively impact our ability to provide services to our Clients –Enable ourselves with the knowledge, skills, capabilities and commercial rights related to Alliance partner products and services that give us the ability to deliver a differentiated and more complete solution.

10. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. What’s in it for me?

11. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. What’s In It For Me/Alliance Partner Partner Value –Working with Accenture can help reduce a Partner’s cost of sales and accelerate their sales cycle time –Investing in Accenture’s integration capabilities increases the likelihood of successful implementations and satisfied clients –Increased Accenture education in the field contributes to awareness in the market –Increased demand generation through Accenture’s offerings –Access to superior market knowledge, industry knowledge, and client knowledge –SI firms influence over $150bn in end-user technology SI firms influence ca 20% of all IT spend

12. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. What’s In It For Me/Accenture Accenture Value: –Partners’ products and services compliment and extend Accenture’s technology and business capabilities –Partners help Accenture deliver the best specialized skills and tailored or packaged solutions for each individual client’s needs –Strong relationships and dedicated support can help Accenture reduce project execution risk for its clients –ROI on alliances: Incremental Sales: Engagement wins as a result of leads from an alliance partner or as a result of a specific joint Accenture/partner initiative (alliance management) Assisted Sales: Engagement wins that were positively influenced by specific actions taken by an alliance partner or by the investment in the alliance itself Direct Revenue: Resale and SI Compensation revenue Cost Avoidance: Investments from 3rd parties to fund offering and capability development (e.g. free hardware/software, technical support, training) Practice Sales/Revenue: Sales/Net Revenue generated at a client engagement due to the alliances partner's technology playing an integral role in the solution

13. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. What’s In It For Me/Client Client Value –Reduced total cost of ownership –Reduced time and expense in vendor / product research, evaluation, and decisions –Overall reduced project risk –Access to enhanced technology provider relationships and support - including greater access to loaner/demo equipment, evaluation software, point technical skills, and customized training –Streamlined management and execution of the procurement process

14. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Alliance management

15. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Alliance Management – Network Revisited Accenture has almost 150 formal go to market Alliance partner and 300-400 Third Party relationships globally –Strategic collaboration –Opportunistic collaboration Global alliance partners are managed globally and some also on a European level Besides SAP, Oracle and Microsoft Accenture has a strong alliance with: –IBM –HP –SUN –EMC NOTE: Accenture might compete against alliance partners occasionally

16. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved.. Capability Dev. / Skills Transfer Business Development Solution / Offering Development Products Services SolutionDelivery + Possible consulting services arrangements between Accenture and Alliance Partner Collaboration with Alliance/Areas of Investment / Collaboration

17. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. 16 Copyright © 2009 Accenture All Rights Reserved. How Do We Get Started The keys to building a strong relationship include:  The ability to identify mutually attractive opportunities  Collaborative engagement at the ‘field level’ (aligned interests at the client team level)  A compelling value proposition for clients  Complementary products and services (no overlap in desired services work)  The appropriate level of executive sponsorship  The appropriate governance model for the current stage of our relationship  Open communication and predictable behavior

18. Copyright © 2009 Accenture All Rights Reserved.Copyright © 2009 Accenture All Rights Reserved. Alliance management – Accenture Organization Globally more than 400 people dedicated to working with alliances –Roles: Alliance Relationship manager (ARD) Alliance Services manager (ASD) Different roles, different targets –Nordic team currently: 2 ASDs (80/20 split) 1 ASD/ARD (50/50 split) 1 ARD (80% SAP Nordic) –Usually the first entry point into Accenture –Alliance partners usually have dedicated people to manage the relationship