Alliance Partnership

8/2/2019 Alliance Partnership

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Copyright 2009 Accenture All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.

Accenture & AlliancesSatu Peltonen, Alliance Services Director, Finland and ProductsNordics


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Copyright 2009 Accenture All RightsReserved.Copyright 2009 Accenture All RightsReserved.

Agenda

The company and Organization

Accenture and Alliances

Whats in it for me?

Alliance management

Alliances/Cases

Q and A


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The company and organization


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Copyright 2009 Accenture All RightsReserved.Copyright 2009 Accenture All RightsReserved. 4Copyright 2009 Accenture All Rights Reserved.

Accenture is a global management consulting, technology servicesand outsourcing company.

We have more than 187,000 employees in 120 countries and a globaldelivery network of more than 53 centers in more than 40 locations;appr. 1 200 in Finland

We achieved net revenues ofUS $23.39 billion for fiscal year FY08ended August 31, 2008, compared to US $19.70 billion for the same periodthe previous year.

We serve 96 of the Fortune Global 100, more than three-quarters of theFortune Global 500 and government agencies around the world. All of ourtop 99 clients in fiscal 2008, based on revenue, have been clients for atleast 5 years and 87 have been clients for at least 10 years.

Two-thirds of buyers believe Accenture leverages research-basedknowledge and unmatched experience to help clients become highperformance businessesgiving Accenture sole leadership of its positioningstatement.

Accenture (NYSE: ACN)


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Market-facing Structure

Comm. &High Tech

FinancialServices

Public Service Products Resources

Consulting

Outsourcing

Technology


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Accenture and Alliances


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Definition of Alliance

Wikipedia

An alliance is an agreement between two or more parties, madein order to advance common goals and to secure common

interests Alliances by Accenture

any go-to-market relationship with a third party, evidenced by adefinitive 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 byclient basis, often times using some form of a stand-alone teamingagreement


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Accentures Network of Alliances

Accenture has a portfolio of almost 150 formal go to marketalliances and we maintain 300 400 other relationships in ourbroader portfolio of relationships with technology providers globally.

At Accenture, alliances are essential to our No. 1 goalhelping 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,..


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Accentures Network of Alliances

Accenture's Key Alliance Principles:

Align non-exclusively with the Market Leaders

...but selectively pursue industry or capability focusedrelationships 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 andservices that give us the ability to deliver a differentiated and morecomplete solution.


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Whats in it for me?


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Whats In It For Me/Alliance Partner

Partner Value

Working with Accenture can help reduce a Partners cost of salesand accelerate their sales cycle time

Investing in Accentures 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 Accentures offerings

Access to superior market knowledge, industry knowledge, andclient knowledge

SI firms influence over $150bn in end-user technology

SI firms influence ca 20% of all IT spend


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Whats In It For Me/Accenture

Accenture Value: Partners products and services compliment and extend Accentures

technology and business capabilities

Partners help Accenture deliver the best specialized skills and tailored orpackaged solutions for each individual clients needs

Strong relationships and dedicated support can help Accenture reduceproject execution risk for its clients

ROI on alliances:

Incremental Sales: Engagement wins as a result of leads from an alliancepartner or as a result of a specific joint Accenture/partner initiative (alliancemanagement)

Assisted Sales: Engagement wins that were positively influenced by specificactions 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 capabilitydevelopment (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


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Whats 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 andsupport - including greater access to loaner/demo equipment,evaluation software, point technical skills, and customizedtraining

Streamlined management and execution of the procurementprocess


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Alliance management


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Alliance Management Network Revisited

Accenture has almost 150 formal go to market Alliance partner and300-400 Third Party relationships globally

Strategic collaboration

Opportunistic collaboration

Global alliance partners are managed globally and some also on aEuropean level

Besides SAP, Oracle and Microsoft Accenture has a strong alliancewith:

IBM

HP

SUN

EMC

NOTE: Accenture might compete against alliance partners

occasionally


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.

Capability Dev. / Skills Transfer

Business Development

Solution / Offering Development

Products

Services

SolutionDelivery

+ Possible consulting services arrangements betweenAccenture and Alliance Partner

Collaboration with Alliance/Areas of Investment /Collaboration


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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


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Copyright 2009 Accenture All RightsReserved.Copyright 2009 Accenture All RightsR d

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 therelationship

Documents

Alliance Partnership