FOR INTERNAL USE ONLY CA Technologies/Accenture alliance quick reference guide who is Accenture? CA Technologies and Accenture have strategically aligned to deliver business value to our customers via joint solutions. The alliance allows our Solution Strategists to offer customers the opportunity to transform their enterprise into a high‐
performance organization. Accenture is a global management consulting, technology services and outsourcing company. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world’s most successful companies, Accenture collaborates with clients to help them become high‐performance businesses and governments. With more than 186,000 people serving clients in over 200 cities in 52 countries, the company generated net revenues of US $21.58 billion. Accenture is continually recognized by Forrester and IDC as an SOA Systems Integrator and ranked among the top ten Global Systems Integrators by services revenue, growth and market share. Accenture works with organizations of all sizes — including 96 of the Fortune Global 100 and more than three‐quarters of the Fortune Global 500. CA Technologies aligns and works proactively with Accenture's Technology Growth Platform (TGP) Sales Directors and Technology Account Leads (TALs) in Foundation and Diamond Accounts. 1 Copyright © 2010 CA, Inc. All rights reserved. what do I need to know about the CA Technologies/ Accenture alliance? where are the key areas to leverage the CA Technologies/ Accenture alliance? CA Technologies and Accenture have worked together since 2003 and signed a formal alliance agreement in March 2006. This agreement solidified their synergistic strategy and formalized Accenture’s endorsement of IT management software. Accenture delivers its services and solutions through 19 focused industry groups in five operating groups. CA Technologies is aligned closely with Accenture’s Operating Groups that produce strong yearly revenue in the following industry segments: Accenture continues to rank as CA's top performing Systems Integrator and is our only global platinum partner. Strong executive sponsorship and joint investments between CA Technologies and Accenture around Clarity and Security will raise awareness, generate pipeline and further enable sales for FY11. The CA Technologies/Accenture alliance utilizes Accenture’s deep industry skills, thought leadership strategy development, change management and technology consulting ability to leverage CA’s market‐
leading enterprise governance and management expertise. The alliance delivers solutions to companies that have made the commitment to transform themselves into high‐performance organizations.  Products (Health Services, Pharmaceuticals, Retail, Transportation, Automotive, Industrial Equipment, Consumer Goods)  Communications and High Tech — $5.5B  Resources (Energy, Utilities, Forest Products, Metals & Mining)  Public Service (Healthcare Payers and Providers)  Financial Services (Banking, Insurance, Capital Markets) FOR INTERNAL USE ONLY CA Technologies/Accenture alliance quick reference guide when is the right time to utilize the CA Technologies/ Accenture alliance? why should I encourage my customers to explore this alliance? how has the CA Technologies/ Accenture alliance been leveraged in the past? CA Technologies has committed to utilizing Accenture as a lead partner for Application Performance Management, Service Assurance (CA Wily), PPM/IPM (CA Clarity), Security, Service Management, and Cloud Computing. Customers need a firm plan and an understanding of how to blend technology assets with business initiatives to become high‐performance companies. Accenture’s strong multi‐year solution constructs are a natural complement to CA’s industry leading technology and, when combined, enable customers to realize strategic results more quickly and efficiently. This alliance offers: With Accenture’s deep knowledge of our solutions and furthering education around future product lines, customers are provided with the right solutions to address their challenges and see improved ROI from their IT investment. With a proven business model that enhances the engagement process and probability of winning projects, Solution Strategists should leverage the strategic partnership immediately. Account Directors seeking to expand their executive relationships should leverage Accenture’s C‐level business and planning initiatives to better position CA Technologies as a more broad‐based, strategic business partner aligned with a client’s core business campaigns. 2 Copyright © 2010 CA, Inc. All rights reserved.  Deeper and broader product penetration within your customer base  Highly successful project implementations through extensive and repeatable delivery methodology and technology capabilities  Added credibility by utilizing Accenture’s brand name, aligning with and shadowing their corporate thought leadership strategies throughout various operating groups  Increased New Contract Value (NCV): Accenture was the leading NCV generator for GSIs in 2009  The CA Technologies/Accenture relationship made significant progress and continued to mature in FY 10. (Closed Sell With $30.8M, 40% increase from FY09).  Joint pipeline with Accenture grew to over $81M, a 50% increase from FY09.  When we partner with Accenture, the CA Technologies win rate is over 70% Here are some guidelines to help you achieve success with the alliance:  Promote the business value to customers and be prepared to share business plans to quickly identify potential joint opportunities  Establish a relationship early in the sales cycle — it’s how the 70% win rate was achieved  CA Technologies RADs will aid in establishing relationships with Accenture TGPs and TALs to pursue sales opportunities and teaming agreements around customer opportunities in North America and Europe.