Accenture and CA Technologies Clarity Offerings August 15, 2010.

Accenture and CA Technologies Clarity Offerings

August 15, 2010

Analysts Place CA Clarity PPM in Leaders Position

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Forrester Wave™: PPM ToolsQ4 2007

Gartner Magic Quadrant for IT Project and Portfolio Management 2008 *

Accenture and CA Technologies:A Winning Combination

Accenture• Expertise in IT Governance &

Project and Portfolio Management assessment and implementation

• Proven industry practices and methodologies to jumpstart efforts

• Accenture Investment Portfolio Management (IPM) Framework

• Accenture IPM asset build on CA Clarity

• Organizational change management capabilities

CA Technologies• Strong CA Clarity PPM product

offering

• Expertise in Project and Portfolio Management tools implementation

• Deep technical skills implementation, integration, and report creation

• Clarity accelerator packs

• SaaS, Hosting, and support services

Client Value• Industry leading thinking and

implementation skills

• Process improvement and sustainable value creation

• Robust tool capabilities

• Organizational transformation and adoption of capabilities

• Reduced delivery risk

TeamingWhy Accenture and CA Team

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Accenture CA TechnologiesReduces Overall Delivery RiskProcess and organization implementation capabilities

Recurring Revenue Through Annuity DealsMulti-phase implementations to deploy and make Clarity stick

Client Relationship / GuidanceAbility to push back on the client to when making process

changes/decisions vs. just coding what was asked for

Visibility / Sponsorship at the right levelsExecutive sponsorship is a critical success factor

Focus on High Value capabilitiesUtilize decision making functionality of Clarity (e.g. Portfolio Management, Resource Management)

Access to Latest Product InformationLatest Product knowledge to set customer expectations

Clarity Architectural DepthTechnical skills for detailed customizations or interfaces

Clarity Demonstration and PoC CapabilitySandbox environment for client evaluation or demo

When Accenture and CA partner early we have a close rate of 70% and CA deals are 30% larger on average

Strength in Teaming

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Accenture• IT

Governance• PMO

Execution• Organization

al Change Mgmt.

CA Technologies

• SaaS• Product

Support / Enhancements

• Process Design• Investment Portfolio

Management Assets

• Configuration• Training (Process,

Technical)• Report Development

• Technical Architecture• Integration External

Applications

Integrated Services Mix

Client Resources & Knowledge

Bringing together the strengths of each organization to create a blended team drives larger long-term opportunities

for both Accenture and CA Technologies

Strengths / Focus Areas

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What’s Changing at Accenture

— Accenture is committed to driving top line services sales − Accenture & CA committed to being partners in the Services

space

− Methodologies are being combined and roles are being defined between CA Services and Accenture Technology Consulting

− Initial focus will be on Clarity and Security

− Action and investment plan being created for Clarity and Security

− Sales will be driven through TGP Sales Directors and Technology Account Leads in Foundation and Diamond Accounts

— CA’s engagement model with Accenture will need to change

— Referral fees will be eliminated September 1st

— RMSA completed August 1st

Acce

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Accenture Customer Segmentation

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Diamond

Foundation

Existing Clients

Existing Clients

New Logo

$100m+

$50-100m

$1-15m

$0-5m

TAL

$15-25mTGP

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Accenture Investment Portfolio Management Solution:Developed as a Joint Service Offering with CA for Clarity

The solution uses proven practices and pre-configured functionality to provide a jumpstart and additional capabilities for the project.

• Align Business and IT strategies• Define investment targets by strategy

and investment category

• Collect and prioritize IT demand• Track and report on key project information

(star/finish date, cost, benefit, resource)

• Ability to analyze and reports on portfolio results• Track financial returns of IT projects to enable

ongoing strategic planning

• Rapid implementation enabled by pre-configured functionality built on top of existing Clarity Modules

• Enable solution through the use of proven methodologies and implementation expertise

• Improve resource utilization• Compare scenarios to reach the

highest strategic alignment

High Level Strategic Planning IT Demand Pipeline Management IT Delivery Scheduling

Strategic Analysis and Tactical Governance (ongoing)

Accenture Investment Portfolio Management Framework powered by CA Clarity

Case Study – Disney (Not to be referenced by name externally without prior approval)

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Background

• Multiple IT organizations evaluating PPM tools – Clarity initial identified as the PPM enterprise tool

• Progress varied within each IT organization – Central IT had a sandbox environment and determining how to progress

Progression – Central IT Organization

IPM Assessment & Roadmap

Weeks

3 Weeks 3 Months

Phase IInitial Capabilities

Understand the Portfolio

Phase II+Future Phases

• Clarity – Initial focus• Portfolio and Project Mgmt.

• Capability Process• Demand Mgmt., Governance

3-4 Months

• Clarity – Deeper focus• Resource Mgmt., IPM, Project Delivery, Portfolio Mgmt.

• Capability Process• Resource, Project Mgmt., Governance

Phase …

• IPM Assessment

• Clarity Demos

Clarity Sandbox Instance

Accenture and CA begin working together

Client understands 2-5 year journey to reach

desired maturity

Accenture and CA delivery Phase I as

combined team

Accenture and CA are positioned to delivery future phases as well as assist other IT organization’s with

their efforts

Partnering Model• Accenture conducts

IPM maturity assessment

• CA demos Clarity technical capabilities

• None• CA sells licenses / On-

Demand capability

• Accenture sells process and training services

• CA sells complementary technology services

• Replicate joint model for future releases

• Look to move to the other IT organizations and repeat process

Key Joint Go-To Market Service Offerings

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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 echnologies

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 ~$100-500k

• Integration ~$100-500k / TBD

Opportunity

$

$$$

$$

$

$/$$

Clarity NCV

IPM Assessment & Roadmap Planning

Clarity Implementation and Rollout

Clarity Usage Assessment or Redeployment

Upgrade or Technical Integration

Ongoing Support

Identifying Opportunities

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1

2

3

4

5

• Unclear / lack of process for investment planning

• Several initiatives and / or owners trying to drive change

• Large IT project budgets 50miil+, high number of projects, resource demand issues

• Limited tools or manual processes in place for investment management and /or PMO

• ‘Only do time tracking’ or use a few areas• Few IT areas use Clarity, un-happy users or

slow adoption, lots of manual supporting tasks outside of Clarity

• Existing implementation activities in flight / wrapping up

• IT organization looking to source or develop a more flexible staffing model

• No longer support version• Need to connect to information in other

systems to reduce duplicate data entry

Offering Things To Look For

• Roadmap focus areas sequenced in an achievable plan

• Executive alignment and expectations management – ‘knowing what and when’

• Project portfolio visibility• Project delivery management • Resources and financial management

• Understanding and plan to realize potential untapped value

• Improved asset utilization and ROI realization

• Access to knowledge resources• Leveraged support model to focus internal

resources on other activities

• Access to new functionality• Removal of non-value-add activities for

productivity improvement

Client Value

• Process Flow Details

CA/Accenture Opportunity Engagement

Accenture Opportunity Engagement Process

Accenture Client Team

Accenture Core Team (PPM)

CA RAD

CA Solution Strategist

CA AD/AM

New Opportunity Identified

Engage RAD to initiate discussion with Accenture

Contact Accenture Practice Lead and arrange call with CA Team

Practice Lead to identify the Accenture Client team and engage them to have discussion with CA account team Opportunity

discussion to establish Accenture/CA proposed value proposition and go forward strategy

Go/No Go decision on partnering

CA Team continues sales pursuit

Joint Pursuit formalized – CA/Accenture team to develop joint sales execution plan

Go

No Go

Key Contacts

AccentureSubhash Srivastava – Opportunity [email protected]

Jonathan Gregory – NA Offering Lead

[email protected]

Peter Bologna – NA Clarity Lead

[email protected]

Justine Zang – Global ARD – CA

[email protected]

CA TechnologiesJeff Dawber – VP Alliances East &

South

[email protected]

Mike Crotty – VP Alliances West, North & Canada

[email protected]

Greg Murphy – Offering Lead

[email protected]

Jeff Itscovitch – CA Clarity Alliance Advisor

[email protected]

mailto:[email protected]










Accenture and CA Technologies Clarity Offerings August 15, 2010.

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Transcript of Accenture and CA Technologies Clarity Offerings August 15, 2010.