Accenture and CA Technologies
Clarity Offerings
August 15, 2010
Analysts Place CA Clarity PPM in Leaders Position
Gartner Magic Quadrant for IT Project and Portfolio
Management 2008 *
Forrester Wave™: PPM Tools
Q4 2007
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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
Client Value
• Strong CA Clarity PPM product
offering
• Industry leading thinking and
implementation skills
• Expertise in Project and
Portfolio Management tools
implementation
• Process improvement and
sustainable value creation
• Deep technical skills
implementation, integration,
and report creation
• Organizational transformation
and adoption of capabilities
• Clarity accelerator packs
• SaaS, Hosting, and support
services
• Robust tool capabilities
• Reduced delivery risk
Teaming
Why Accenture and CA Team
Accenture
CA Technologies
Reduces Overall Delivery Risk
Access to Latest Product Information
Process and organization implementation capabilities
Latest Product knowledge to set customer expectations
Recurring Revenue Through Annuity Deals
Clarity Architectural Depth
Multi-phase implementations to deploy and make Clarity stick
Technical skills for detailed customizations or interfaces
Client Relationship / Guidance
Clarity Demonstration and PoC Capability
Ability to push back on the client to when making process
changes/decisions vs. just coding what was asked for
Sandbox environment for client evaluation or demo
Visibility / Sponsorship at the right levels
Executive sponsorship is a critical success factor
Focus on High Value capabilities
Utilize decision making functionality of Clarity (e.g. Portfolio
Management, Resource Management)
When Accenture and CA partner early we have a close rate of
70% and CA deals are 30% larger on average
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Strength in Teaming
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
• IT
Governance
• PMO
Execution
• Organizatio
nal Change
Mgmt.
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Client Resources
& Knowledge
Accenture
Integrated Services Mix
• Process Design
• Configuration
• Investment Portfolio • Training (Process,
Management
Technical)
Assets
• Report Development
CA
Technologies
• SaaS
• Product
Support /
Enhancements
• Technical Architecture
• Integration External
Applications
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
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Accenture Customer Segmentation
TAL
Diamond
$100m+
Foundation
$50-100m
Existing Clients
TGP
Existing Clients
$15-25m
$1-15m
$0-5m
New Logo
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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.
High Level Strategic Planning
• Align Business and IT strategies
• Define investment targets by strategy
and investment category
IT Demand Pipeline Management
• Collect and prioritize IT demand
• Track and report on key project information
(star/finish date, cost, benefit, resource)
IT Delivery Scheduling
• Improve resource utilization
• Compare scenarios to reach the
highest strategic alignment
Strategic Analysis and Tactical Governance (ongoing)
Accenture Investment Portfolio Management Framework powered by CA Clarity
• Ability to analyze and reports on portfolio results
• Track financial returns of IT projects to enable
ongoing strategic planning
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• 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
Case Study – Disney
(Not to be referenced by name externally without prior approval)
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
Accenture and CA begin
working together
Weeks
Clarity
Sandbox
Instance
Client understands 2-5
year journey to reach
desired maturity
3 Weeks
3 Months
IPM Assessment
& Roadmap
Phase I
Initial Capabilities
Understand the Portfolio
• IPM Assessment
• Clarity Demos
• Clarity – Initial focus
•
Partnering Model
• Accenture conducts
IPM maturity
assessment
• CA demos Clarity
technical capabilities
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Portfolio and Project Mgmt.
• Capability Process
•
• None
Accenture and CA
delivery Phase I as
combined team
Demand Mgmt., Governance
• CA sells licenses / OnDemand capability
• Accenture sells process
and training services
• CA sells complementary
technology services
3-4
Accenture and CA are positioned to
delivery future phases as well as
assist other IT organization’s with
their efforts
Months
Phase II+
Future Phases
Phase …
• Clarity – Deeper focus
•
Resource Mgmt., IPM, Project Delivery, Portfolio Mgmt.
• Capability Process
•
Resource, Project Mgmt., Governance
• Replicate joint model for future releases
• Look to move to the other IT organizations and
repeat process
Key Joint Go-To Market Service Offerings
Offering
1
2
3
4
5
IPM Assessment
& Roadmap
Planning
Clarity
Implementation
and Rollout
Clarity Usage
Assessment or
Redeployment
Upgrade or
Technical
Integration
Ongoing Support
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Description
Teaming Mix
Opportunity
• 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
• 2-4 Weeks
Accenture
Accenture
CA technologies
3-4 Months / Phase
~$500k / Phase (1-4)
Potential $500k-2Mil
+Licensing / Hosting
• Assessment ~$3080k
Accenture
CA technologies
$$$
$$
• Redeploy ~$500k /
Phase
• Client Dependent
• Upgrade ~$100-500k
Accenture
CA technologies
• Integration ~$100500k / TBD
$/$$
• Client Dependent
• Admin Functions
• Break fix , Product Enhancements
•
•
•
•
$
• Client Dependent
• Migration to newer version of
Clarity
• Integrating to external systems
– e.g. SAP, PeopleSoft
• ~$30-80k, Client
Dependent
CA echnologies
• Evaluation of existing usage to
identify potential untapped value
• Redeployment of Clarity to take
advantage for features
Clarity
NCV
Accenture
CA technologies
• Determined based
on services required
$
Identifying Opportunities
Offering
Things To Look For
Client Value
1
IPM Assessment &
Roadmap Planning
• Unclear / lack of process for investment
planning
• Several initiatives and / or owners trying to
drive change
• Roadmap focus areas sequenced in an
achievable plan
• Executive alignment and expectations
management – ‘knowing what and when’
2
Clarity
Implementation
and Rollout
• 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
• Project portfolio visibility
• Project delivery management
• Resources and financial management
3
Clarity Usage
Assessment or
Redeployment
• ‘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
• Understanding and plan to realize potential
untapped value
• Improved asset utilization and ROI
realization
4
Upgrade or
Technical Integration
• No longer support version
• Need to connect to information in other
systems to reduce duplicate data entry
• Access to new functionality
• Removal of non-value-add activities for
productivity improvement
Ongoing Support
• Existing implementation activities in flight /
wrapping up
• IT organization looking to source or develop
a more flexible staffing model
• Access to knowledge resources
• Leveraged support model to focus internal
resources on other activities
5
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CA/Accenture Opportunity Engagement
Accenture
• Process Flow
Details Opportunity Engagement Process
Accenture
Client
Team
Practice Lead to
identify the
Accenture Client
team and engage
them to have
discussion with CA
account team
Accenture
Core Team
(PPM)
CA RAD
CA
Solution
Strategist
CA AD/AM
Contact Accenture Practice Lead and
arrange call with CA Team
New
Opportunity
Identified
Engage RAD to
initiate
discussion with
Accenture
Opportunity
discussion to
establish
Accenture/CA
proposed value
proposition and
go forward
strategy
Go/No Go
decision
on
partnering
No
Go
Go
CA Team
continues
sales
pursuit
Joint Pursuit
formalized –
CA/Accenture
team to
develop joint
sales
execution
plan
Key Contacts
Accenture
CA Technologies
Subhash Srivastava – Opportunity
Pipeline
subhash.srivastava@accenture.com
Jeff Dawber – VP Alliances East & South
Jeff.dawber@ca.com
Jonathan Gregory – NA Offering
Lead
jonathan.m.gregory@accenture.com
Peter Bologna – NA Clarity Lead
peter.j.bologna@accenture.com
Justine Zang – Global ARD – CA
justine.b.zang@accenture.com
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Mike Crotty – VP Alliances West, North &
Canada
Michael.crotty@ca.com
Greg Murphy – Offering Lead
Greg.Murphy@ca.com
Jeff Itscovitch – CA Clarity Alliance
Advisor
Jeffrey.itscovitch@ca.com