Accenture and CA Technologies Clarity Offerings

Transcription

1 and CA Technologies Clarity Offerings August 15, 2010

2 Analysts Place CA Clarity PPM in Leaders Position Gartner Magic Quadrant for IT Project and Portfolio Management 2008 * Forrester Wave : PPM Tools Q Copyright 2008 CA. All rights reserved. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies. ITIL is a Registered Trade Mark, and a Registered Community Trade Mark of the office of Government Commerce, and is Registered in the U.S. Patent and Trademark Office.

3 and CA Technologies: A Winning Combination Expertise in IT Governance & Project and Portfolio Management assessment and implementation Proven industry practices and methodologies to jumpstart efforts Investment Portfolio Management (IPM) Framework 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

4 Teaming Why and CA Team Reduces Overall Delivery Risk Process and organization implementation capabilities Recurring Revenue Through Annuity Deals Multi-phase implementations to deploy and make Clarity stick Client Relationship / Guidance Ability to push back on the client to when making process changes/decisions vs. just coding what was asked for CA Technologies Access to Latest Product Information Latest Product knowledge to set customer expectations Clarity Architectural Depth Technical skills for detailed customizations or interfaces Clarity Demonstration and PoC Capability 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) 4 When and CA partner early we have a close rate of 70% and CA deals are 30% larger on average

5 Strength in Teaming Bringing together the strengths of each organization to create a blended team drives larger long-term opportunities for both and CA Technologies Strengths / Focus Areas IT Governance PMO Execution Organizatio nal Change Mgmt. Process Design Investment Portfolio Management Assets Client Resources & Knowledge Integrated Services Mix Configuration Training (Process, Technical) Report Development CA Technologies Technical Architecture Integration External Applications SaaS Product Support / Enhancements 5

6 What s Changing at is committed to driving top line services sales & CA committed to being partners in the Services space Methodologies are being combined and roles are being defined between CA Services and 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 will need to change Referral fees will be eliminated September 1st RMSA completed August 1st 6

7 Customer Segmentation TAL Diamond $100m+ Foundation $50-100m TGP Existing Clients $15-25m Existing Clients $1-15m New Logo $0-5m 7

8 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 IT Demand Pipeline Management IT Delivery Scheduling 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) Improve resource utilization Compare scenarios to reach the highest strategic alignment Strategic Analysis and Tactical Governance (ongoing) 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 8 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

9 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 and CA begin working together Weeks Client understands 2-5 year journey to reach desired maturity and CA delivery Phase I as combined team 3 Weeks 3 Months 3-4 Months IPM Assessment & Roadmap Phase I Initial Capabilities Understand the Portfolio Phase II+ Future Phases and CA are positioned to delivery future phases as well as assist other IT organization s with their efforts Phase Clarity Sandbox Instance IPM Assessment Clarity Demos Clarity Initial focus Portfolio and Project Mgmt. Capability Process Demand Mgmt., Governance Clarity Deeper focus Resource Mgmt., IPM, Project Delivery, Portfolio Mgmt. Capability Process Resource, Project Mgmt., Governance Partnering Model None 9 conducts IPM maturity assessment CA demos Clarity technical capabilities CA sells licenses / On- Demand capability 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

10 Key Joint Go-To Market Service Offerings Offering Description Teaming Mix Opportunity Clarity NCV 1 IPM Assessment & Roadmap Planning AS-IS Issue/Gap Identification Analyze existing IPM / governance processes and IPM maturity ratings CA echnologies 2-4 Weeks ~$30-80k, Client Dependent $ 2 Clarity Implementation and Rollout Multi-Phased Clarity implementation focused on process definition, system configuration, and training Use of predefined solutions CA technologies 3-4 Months / Phase ~$500k / Phase (1-4) Potential $500k-2Mil +Licensing / Hosting $$$ 3 Clarity Usage Assessment or Redeployment Evaluation of existing usage to identify potential untapped value Redeployment of Clarity to take advantage for features CA technologies Client Dependent Assessment ~$30-80k Redeploy ~$500k / Phase $$ 4 Upgrade or Technical Integration Migration to newer version of Clarity Integrating to external systems e.g. SAP, PeopleSoft CA technologies Client Dependent Upgrade ~$ k Integration ~$ k / TBD $/$$ 5 Ongoing Support Admin Functions Break fix, Product Enhancements CA technologies Client Dependent Determined based on services required $ 10

11 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 5 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 11

12 CA/ Opportunity Engagement Process Flow Details New Opportunity Identified Practice Lead to identify the Client team and engage them to have discussion with CA account team account team Opportunity Joint Pursuit discussion to formalized establish CA/ /CA team to proposed value develop joint proposition and sales go forward execution strategy plan Contact Practice Lead and arrange call with CA Team Engage RAD to initiate discussion with Go/No Go decision on partnering No Go Go CA Team continues sales pursuit

13 Key Contacts Subhash Srivastava Opportunity Pipeline Jonathan Gregory NA Offering Lead Peter Bologna NA Clarity Lead Justine Zang Global ARD CA CA Technologies Jeff Dawber VP Alliances East & South Mike Crotty VP Alliances West, North & Canada Greg Murphy Offering Lead Jeff Itscovitch CA Clarity Alliance Advisor 13