Accenture and CA Technologies: Infrastructure and Application Joint Initiatives

Agenda — Why Partner with Accenture & CA − What is the Market Opportunity? − What is the Customer Problem? − Why Accenture and CA?

— What’s the Solution? − Value Proposition & Solution Overview − Joint Solution Framework & Services Methodology • CA and Accenture Performance Engineering • CA and Accenture Network Service Management

— How do I engage? − Field Engagement − Go-to-Market Activities 2

− Call to Action

What’s the Market Opportunity? — This is a large and growing market opportunity! — Based on IDC Market analysis, there are key drivers in line with CA’s Service Assurance strategy that position CA for revenue and market share growth: − Rising complexity of datacenter environments due to greater use of virtualization, SOA, and emerging cloud computing architectures that require more sophisticated performance monitoring, analysis, and capacity planning − Increasing use of performance and availability management software tools by Managed Service Providers (MSP’s) and SMB customers − Increasing demand for higher levels of IT accountability in the form of service level management, business service management and end-to-end customer experience monitoring for mission-critical applications and workloads − Continuing economic pressures and emphasis on achieving cost savings and improving return on investment ( Performance and Availability Management tools that improve utilization and reduce downtime are particular attractive in this environment.)

These drivers directly relate to the strengths of CA Service Assurance: Infrastructure and Application Performance monitoring, capacity planning, service level and business service management

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Driving Forces of Complete Service Assurance

Understand end-user experience

Increase and protect revenue

Make more informed investments

Prioritize actions based on business impact and SLAs

Measure individual transactions

Maximize availability and optimize performanc e 4

Reduce risk of change in the environment

Link transactions to infrastructur e

Simplify managemen t processes and tools

Identify and resolve issues quickly

Program Summary Opportunity

Approach

Accenture and CA to provide joint offerings to identify, resolve, and proactively improve network/application performance, combining leading software and services methodologies to address growing customer need.

Develop joint offerings with Accenture PE and NSM Practice to target Application and Network scenarios with a use case approach. Performance Engineering

1 2

Performance Diagnostic Offering Performance Enable Offering

Network Service Management

1 2

Initial Focus 5

Network Management Assessment Network Performance Build

Assess and analyze network and application bottlenecks and provide proactive performance and capacity measures to help the client implement needed changes

Why Accenture? — Client Relationship/Guidance − Rationalize and elevate our technology from “nice to have” to business and IT critical solutions needs

— Visibility/Sponsorship at the right levels – Executive sponsorship is a critical success factor

— Unique Delivery Methodology – Apply Accenture methodology and CA Service Assurance solutions to diagnose and root cause/performance issues, identify improvement opportunities, and in most cases submit a proposal to the client in 3-6 weeks. “Speed to Close”

— Support – Skilled support resources around CA Service Assurance Solutions

When Accenture and CA partner early we have a close rate of 70% and CA deals are 30% larger on average

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Why CA Technologies?

– #1 Management Software Vendor 1 according to Forrester Research – $4.5 billion annual revenue – Operating globally with customers included in the majority of Forbes Global 2000 !

– 30+ years in business managing complex IT environments – Over 13,000 employees focused on delivering outstanding customer satisfaction !" & '(

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Accenture and CA Technologies: a winning combination

Accenture • Expertise in IT Infrastructure and Application Performance Management and implementation • Proven industry practices to optimize IT investments and improve end-user experience • Accenture Infrastructure and Application labs built on CA Service Assurance

CA Technologies

Client Value

• Industry leading CA Service Assurance product offerings

• Industry leading thinking and implementation skills

• Expertise in Service Assurance Management tools implementation

• Set clear system performance objectives and root cause failures before they occur

• Deep technical skills implementation, integration, an d report creation

• Enable clients to meet customer expectations, reduce costs and improve their bottom line

• Service Assurance accelerator packs

Copyright © 2011 Accenture and CA Technologies All Rights Reserved. 8

Accenture Performance Engineering Offerings

Accenture Performance Engineering At A Glance Performance Testing Services

Performance Diagnostic Services

Skilled performance architects combine in-depth A collection of capabilities that help evaluate knowledge of technical and application architectures and define performance across the system with configured diagnostic tools, to quickly development lifecycle – from early capacity characterize the existing application and and performance modeling of applications and environment. Configuration and deployment of systems through performance testing of the diagnostic tools highlight the bottlenecks and the applications and into production performance experience of the performance architects yield monitoring. targeted improvements. Capabilities • Performance Capability Assessment • Capacity and Performance Modeling • Performance Monitoring • Performance Testing

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We can: • Reactively identify and quickly resolve performance problems as the issues “flare up” in production or near production systems. • Proactively identify performance improvements, estimate the ROI related to improving the potential issues, and help the client implement the needed changes. Capabilities • Application Diagnostic • Infrastructure Diagnostic • Architecture Diagnostic

Accenture Performance Engineering Framework Analysis

Design

Build

Test

Run

Performance Requirements Analysis

Capacity Modeling

Capacity Planning

Performance Testing

Capacity Monitoring

Performance Test Planning

Performance Modeling

Performance Forecasting

Fine Tune Application

Performance Monitoring

Performance Design Reviews

Performance Profiling

Performance Components Design

Performance Components Building Application Component Tuning

Performance Diagnostics

Perform Code Review • Well-defined performance-related deliverables Benefits and Application Performance Management • Reinforces iterative performance goal definition solutions and validation • Clear roles and responsibilities • Prescriptive detailed activity description • Transition checklists 11

Use Case #1: Application Performance Diagnostic Offering Description

Stage

1

2

3

Performance Assessment

Application Triage

Deep Analysis

• • • •

Interviews Review Client Architecture Assess Current Performance Logs APM Strategy Discussion

• Solution Design • Install and configure CA APM Appliance • Leverage CA APM for Information gathering metrics

4

• 1-2 weeks understanding clients current status

Accenture

Accenture

CA

CA

• Review Metrics from APM Appliance

Accenture

CA

• Assessment results and diagnostic reports presented to client • Review APM Solution with Client • Position Solution and Build Offering

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Timeline

• Deep Dive Application Testing • Mid-Checkpoint with Client

Review findings with Client

Teaming Mix

Accenture

CA

• 2-3 weeks utilizing APM Appliance to showcase solution

• 1-2 weeks with discovery and formal write-up for client

• 1-2 week review with Accenture , CA, and Client

Use Case #2: Application Performance Build Offering Description

Stage

Teaming Mix

Timeline

• List Requirements

1

Analysis

• Acceptance Criteria • Document Metrics • Test Conditions/Cycles

2

Design

e

3

Build

• • • •

Capacity Model Performance Model Performance Design Review APM Component Design

Test

Accenture

CA

CA

• Install APM Components • Integrations/Customization

Accenture

CA

CA

• 2-3 weeks of load testing and documentation of data

CA

• 2-3 weeks of deploying APM into production and knowledge transfer

• Performance Load Testing on APM Components • Document Test Results • Client Review

Accenture

• Deploy into Production

5

Run

• Knowledge Transfer • Next Steps

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Accenture

• 2-3 weeks of APM design for Build Implementation

• 4-5 weeks of APM delivery into development or production

• Configure APM Solutions • Build Dashboards

4

Accenture

• 2-3 weeks of interviews and evaluation

Accenture PE/CA Case Study – Telstra Background • The Telstra SDF group was experiencing significant performance issues with the Weblogic integration layer. These performance issues were impacting the response time to call a service on the enterprise bus and this in turn was causing a negative impact on the end user experience • Accenture Performance Engineering (PE) group was called to help resolve the performance issues with SDF application Accenture and CA begin working together

2 Days Architecture Review and Assessment • Assessment • Introscope POC

Accenture and CA delivery Phase I as combined team

Accenture and CA are positioned to delivery future phases as well as assist other IT organization’s with their performance enablement efforts

1-2 Weeks Phase I

3-4 Months Phase II+ Future Phases

Initial Capabilities Understand the Portfolio • CA Introscope– Initial focus • Root cause and discover performance issues and recommend corrective action

• APM – Deeper focus • Position APM 9 (Introscope/CEM,) Super Agent, Spectrum Service Assurance

Partnering Model • Accenture conducts Architecture reviews and assessments • Accenture sets strategy for performance diagnostics • Accenture and CA demos /POC Introscope, if required 14

• Accenture recommends purchase of CA

• CA will work on future sales and complementary technology services

• Accenture and CA work jointly to sell APM licenses

• Replicate joint model for future releases

• Accenture sells performance engineering framework and enablement services

• Look to move to the other IT organizations and repeat process

Accenture Network Service Management (NSM) and CA Infrastructure Management

Accenture Network Service Management At-a-Glance — Accenture’s Network Service Management practice has capabilities and experience in Network Operations to address all communication network management needs along with the network transformation process — NSM will employ a set of targeted CA Infrastructure tools to rapidly generate quantifiable benefits and identify trouble areas within a short time frame, in order to facilitate informed decision-making — Leverage deeply skilled assets and strong relationship with CA Technologies to design, build, and implement the best solution from a people, process, and tools perspective — NSM methodology identifies primary activities and deliverables during each stage of the program lifecycle with a focus on schedule delivery and meeting requirements

Key Activities

— .

Planning & Analysis

Design

Build & Test

Deploy

Information Gathering & Scope Identification

Implementation Designs/Plans

Customize & Build

Operational Readiness

Assess current capabilities Analyze system and recommend best practices Define High-Level Requirements Determine Device Modeling Requirements Plan Project Define Solution Blueprint

Design Business Processes Develop Detailed Design Build/Setup Development Environment Perform Configuration Management Requirements Validation

Build Customizations and Device Models to Design Specifications Build/Setup Test Environment Develop business processes and workflows Develop Integration with key Interface Systems Build/Setup Production Environment Conduct System Tests & Perform Fixes Test Interface Modules

Migrate App. & Interface Modules to Production Validate Designed Models in Production Provide Prod. Support & Verify Deployment Conduct User Training Begin Future Release Planning

Use Case #1: Network Performance Assessment Stage

1

2

3

4

Planning and Analysis

Design

Deploy

Description

Teaming Mix

• Infrastructure Architecture Gathering and Solution Scope • Position Infrastructure Management Solution • Select Infrastructure Management Products • Implementation design and plans

Accenture

Accenture

CA

CA

• Deploy Infrastructure Appliance into Dev. Environment • Configure Products and begin gathering metrics

Accenture

CA

• Client Review on Metrics

Review

• Review Infrastructure Solution • Next Steps/Delivery

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Accenture

CA

Timeline • 1-2 weeks understanding clients current assessment

• 2 weeks determining solution and overall design

• 2-3 weeks implementing appliance to position CA Solution

• 1-2 weeks in review and next steps for client

Use Case #2: Network Performance Build Stage

1

2

3

4

Planning and Analysis

Design

Build/Test

Deploy

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Description

Teaming Mix

• Interview client and understand current architecture and solutions • Discuss CA Infrastructure to close gaps with performance • Determine Infrastructure Products to fill gaps • Implementation design and plans for CA Infrastructure Solution

• Customize CA Infrastructure Management Solution into Dev/Production

Accenture

Accenture

Accenture

CA

• 1-2 weeks understanding clients architecture and CA discussion

CA

• 2-3 weeks determining solution design and client review

CA

• 4-6 weeks of Infrastructure delivery and configuration

• Migration from Development to Production • Knowledge Transfer and Next Steps for Client

Accenture

Timeline

CA

• Dependent on whether Build/Test was completed in Dev or Production • Knowledge Transfer

Accenture NSM/CA Case Study – Pepco Pepco, a subsidiary of Pepco Holdings, Inc. provides safe and reliable electric service to 778,000 residential and commercial customers in Washington, D.C., and Montgomery and Prince George's counties in Maryland

CHALLENGE • Need a “turn-key”

integrated network management system as part of their smart meter/grid initiative •Enable quick isolation and identification of root cause

Copyright © 2011 CA Technologies. only.

SOLUTION • Solution PNCV: Service Assurance $1.8M (eH/SP) • By partnering with the Accenture NSM Team, CA was able to replace IBM and improve their efficiency around CA Infrastructure.

BENEFITS • End-to-end monitoring of their communications network leveraging Pepco’s existing CA footprint of Service Assurance products & Accenture’s utilities industry team

• While CA was working to get the technology win, the Client Partner was busy working Accenture's deep relationships with C-Level within PHI All executives rights reserved. CA confidential andto proprietary information for CA internal use position the combined

Joint Solution Summary

Accenture

CA Technologies

Innovative & Strategic Advisory Consulting Services Expertise

World-class Service Assurance Software

Joint Offering Best practice Consulting & Implementation capability for IT Infrastructure

Advisory Services to Enterprise Customers

CA Infrastructure Management

Joint Value Proposition for Clients

Proven Methodologies around Tools, People and Process

CA Application Performance Management

Joint Engagement Model established

CA Spectrum Service Assurance

Joint Services Interlock Methodology developed

Elevate our Solutions into Client Need Category

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Field Engagement CA- Area Alliance Directors will Build, Drive & Lead Joint Capture Teams Accenture NSM/PE: Engage & Drive Services/Resource Delivery

Identify Account Engage Team

Register opportunity

Define roles and responsibilities

Develop teaming agreement and joint account plan

Determine joint offering methodology

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Go to Market Activities — Sales Awareness − Service Assurance Solution Sales and Accenture NSM/PE joint account planning governance and interlock in place to support field level engagement − Bidirectional promotion of Solution, Value Proposition and Rules of Engagement • CA: Internal Email Announcement, NA AAD Best Practice Call, SA Sales Organization; SA Services Organization • Accenture: Internal Email Announcement, Webinars, Internal web repository — Partner Enablement − Services Interlock – Best Practices defined for each phase of engagement − Training – Solution and Technical Enablement plan executing in real time — Customer facing − Press Release, White Papers, Success Stories − Client Facing Events, Webinars, Roundtables − Accenture.com/CA.com landing page 22

Call to Action – CA and Accenture

Commit to understanding the solution and value proposition Meet your counterparts CA: Meet with Accenture PE and NSM teams. Identify 5 new joint infrastructure and application performance opportunities in your territory Accenture: Meet with your CA SA Sales Director and Solution Strategist counterparts. Identify 5 new joint network monitoring and performance diagnostic opportunities in your territory

Track and report opportunities as a key leading performance indicator for the Joint Offering Call for help or assistance 23

Who do I call?

For NA Sales Opportunities

For Program Issues

Accenture

CA

Leslie Turkson [email protected] Sr. Executive NSM Practice

Matt Howard matthew.howardca.com Alliance Director

Adam Kanouse [email protected] m Sr. Manager PE Practice

Greg Murphy [email protected] Alliance Advisor- Accenture

Rahul Jain [email protected] Sr. Manager NSM Practice

Cam Gaskins [email protected] Alliance Advisor- Service Assurance

Dinesh Jayapalan dinesh.k.jayapalan@accenture. com Sr. Manager PE Practice

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