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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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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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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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