Presented during the High Performance Marketing Conference 2012, organized by Accenture on February 9th 2012. This presentation discusses Accenture’s distributed consulting model

1. High Performance Marketing
Conference 2012
Distributed Consulting
9 February, 2012
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2. High Performance Marketing
Conference 2012
As a result of continued macro economic uncertainty and changing consumer
behavior, organizations are faced with a new set of challenges
• According to Talent watch Q1, 2011- Talent shortage is a key business challenge for
50% of business leaders
• Access to deep specialized skills will be a key differentiator for global businesses
• The recent financial crisis has led War for
to increased focus on cost Talent • Customers are much more
reduction informed and have access to a
wider choice
• Ability to accurately predict
Renewed cost Customer changing customer requirements
pressures Sophistication will be critical for continued
success
• Customers are looking for
uniform experience across Shift in • Emerging markets will be the
markets End to end leading drivers for growth
solutions Demand
• Businesses will need to move • Organization will need access to
from local optima to global localized knowledge of these
optima with single unified end to markets
end solutions, standardized
processes etc. Digitization
• Business need to build capability on the emerging technologies – 2
Copyright © 2011 Accenture All Rights Reserved. social media, cloud computing, analytics etc.

3. High Performance Marketing
Conference 2012
Organizations, in turn will expect their business partners to be better geared to support
them in meeting these challenges
According to Gartner, organizations will be more Vendor to Partner:
• More proactive approach
interested in tangible, outcome oriented &
• Diversified talent with deep industrial skill
customized solutions and innovative delivery options
• Globally mobile and uniform delivery
along with deep industrialized skills. experience
• Diversification of delivery approach
Tangible solutions:
Vendor to • Client centricity - Deep insight into business
Partner issues
• Holistic solutions with integrated capabilities
• Quick turnaround & focus on faster time to
value
Evolving Outcome Oriented:
Customer • Measureable outcomes with faster pace
Expectations • Higher knowledge transfer requirement
Outcome • Value based deals
Tangible
Oriented
solutions
Deals
Gartner has called out Accenture’s GTIN as a leading initiative in their report:
“Market Trends: Capturing Growth Opportunities in a Changing Business
Consulting Service Market”
3
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4. High Performance Marketing
Conference 2012
Accenture has been at the forefront of meeting the changing expectations of its clients
globally
Accenture’s strategic ‘Distributed Consulting’ initiative in the MC space
Helps clients through its…..
Strong Management
Consulting, Project Strong Domain Knowledge & Deep Analytics capabilities
Management & Process experience across all across businesses
Improvement skills Industries
and gives access to
Increased Value Smart & scalable talent End to end solutions Accelerated delivery
By increasing success Providing critical mass of Through deep by leveraging the
partnership through expertise in customer growth industrialized skills across 24x7 delivery model
value based deals areas business domains
4
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5. High Performance Marketing
Conference 2012
Accenture’s distributed consulting model brings integrated functional, industry and
analytics expertise to the client
Key Differentiators
Provides a critical mass of talent in high demand
Industrialized areas, enabling Accenture to deliver projects that
• Ability to create COEs
Expertise would be difficult to deliver otherwise
• These COEs would help client
teams in meeting stretch
Provides unique capabilities & offerings in specific
nodes across the globe which would otherwise be
targets without increasing cost
Unique Capabilities burden
difficult to replicate in all geographies giving client
easier and quicker access to these capabilities
• Higher value to the client due
Provides Accenture with a competitive edge, based
to right talent & pyramid mix
Competitive Edge on talent & specialized skill set providing the
opportunity to better meet customer demands
• SMEs with specialized skills
helping enabling quick
Helps client teams accelerate delivery by enabling a
24x7 work environment – using its onsite, offsite turnaround
Accelerated Delivery
and hybrid delivery models
• Facilitating cross geographies
and cross business
Provides the backbone for asset and new offering
creation as well as supporting global capability collaborations –
Innovation Focus consulting, technology, outsou
development activities
rcing
5
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6. High Performance Marketing
Conference 2012
Situation: There has been tremendous growth and diversification of channels Channel
investments are often sub-optimized and fail to generate targeted or potential returns
Demand for solutions has become more specific Channel investments fail to generate target returns
Products/ Product 1 Product 2 Product 3
Service
Company
Campaign Campaign
Campaign X Y
Channel
Wave 1
Legacy
channels Online
/ Value
Retail Field Inside Web/S Added Distrib
• Expansion of Sales Sales elf Reselle utors
Service r
channel
Wave 2
ecosystem Legacy Value
channels Added
resellers
• Increase in Customer
specialization, co Large Direct
Distributors Account Market
mplexity and Resellers Resellers
interdependence
Wave 3
Managed
Retailers Service Developers ? Which sales channels are performing up to their potential?
Providers
On-line channels How can the organization improve its channel mix and
? capacity to drive sales growth?
How should product/service offerings be aligned with
? different sales channels?
February 16, 2010
Channel Sweet Spots: What Channels Are Customers Sourcing from?
6
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7. High Performance Marketing
Conference 2012
Solution: The Channel Optimizer tool helps organizations in deriving optimum
performance across sales channels
Key Data Inputs Delivers actionable channel insights to
enable clients with:
Custo-
mer Demo-
Prefere
nce
graphic • Identification of optimum channel
Market mix and capacity based on ROI and
“X” customer preference
Channel Optimization Tool
Transa-
ctional
Perfor-
mance • Ability to determine optimum
Data Goals
channel investment based on
revenue target and budget
• Channel Segmentation based on
strategic attractiveness index and
ROI
Achieve Business Objectives • Performance Gap Analysis of
• Increase market share/ existing channels and estimated
coverage Capacity Improvement required to
• Improve revenue growth achieve the business objective
(investments and headcount)
• Maximize profits
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8. High Performance Marketing
Conference 2012
Targeting and delivering tangible value is a fundamental element that service providers
will have to ensure in future consulting engagements
Customers in turn would be more interested in how their business partners help
them in moving from “Issues” to “Outcomes” with Pace, Certainty & Strategic Agility
To
Outcome
Strategic
Agility Maximize ROI on channel investments and deliver
optimal channel mix to address specific client situation
and objectives
Certainty
Pace
Scalable, flexible and outcome-led approach applicable across a range of
From
industries and client situations
Issue
Accenture’s industry expertise and functional skills deliver consistent and reliable outcomes by
capturing channel profitability, identifying the mix and align products across channels
Accenture uses its distributed consulting model to accelerate results by using the proven channel optimization
methodology and helps realize “quick-wins”
Channel investments are often sub-optimized and fail to generate targeted or potential returns across technology, software and
communications industries
8
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9. High Performance Marketing
Conference 2012
THANK YOU!
9
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