Alliance Partnership

Accenture & Alliances
Satu Peltonen, Alliance Services Director, Finland and Products Nordics
Copyright 2009 Accenture All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.
Agenda
The company and Organization Accenture and Alliances Whats in it for me? Alliance management Alliances/Cases Q and A
Copyright 2009 Accenture All Rights Reserved.Copyright 2009 Accenture All Rights Reserved.
The company and organization
Accenture (NYSE: ACN)

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 businessesgiving Accenture sole leadership of its positioning statement.
Copyright 2009 Accenture All Rights Reserved.Copyright 2009 Accenture All Rights Copyright Reserved. 2009 Accenture All Rights Reserved.
Market-facing Structure
Comm. & High Tech
Financial Services
Public Service
Products
Resources
Consulting Technology Outsourcing
Accenture and Alliances
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
Accentures 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 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,..
Accentures 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.
Whats in it for me?
Whats In It For Me/Alliance Partner

Partner Value Working with Accenture can help reduce a Partners cost of sales and 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, and client knowledge SI firms influence over $150bn in end-user technology
SI firms influence ca 20% of all IT spend
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 or packaged solutions for each individual clients 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 Copyright 2009 Accenture toRights alliances partner's technology playing an integral role in the solution due All the
Reserved.Copyright 2009 Accenture All Rights Reserved.
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 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
Alliance management
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 Copyright 2009 Accenture All Rights occasionally
Reserved.Copyright 2009 Accenture All Rights Reserved.
Collaboration with Alliance/Areas of Investment / Collaboration
Solution / Offering Development Business Development Capability Dev. / Skills Transfer Products Services + Possible consulting services arrangements between Accenture and Alliance Partner
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Solution Delivery
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 the relationship

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Accenture & Alliances

Satu Peltonen, Alliance Services Director, Finland and Products Nordics

The company and organization

Accenture (NYSE: ACN)

Comm. & High Tech

Consulting Technology Outsourcing

Accenture and Alliances

Accentures Network of Alliances

Accentures Network of Alliances

Whats in it for me?

Whats In It For Me/Alliance Partner

Whats In It For Me/Accenture

Whats In It For Me/Client

Alliance Management Network Revisited

Collaboration with Alliance/Areas of Investment / Collaboration

How Do We Get Started

Alliance management Accenture Organization

Nordic team currently:

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