1. How to Sell Automation Anywhere Digital
Workforce Platform
Desmond DeLandro
Snr Director Strategic Partnerships
desmond.delandro@automationanywhere.com

2. Confidential – do not distribute.
What We will Cover in This Session
Market Overview
Automation Anywhere Digital Workforce Platform
Target Customer and Market Segment
Sales Triggers
Questions
1
2
3
4
5

3. Current Market for Digital Business Automation
Digital Process Automation $15 B in 2020 CAGR:8%
Source: IDC
Robotic Process Automation $2.4 B in 2022 CAGR: 30.14%
Source: Markets and Markets
64% of businesses are digitizing their processes.
Source: Forrester
74% of companies will invest in Robot Process Automation
to augment human workforce.
Source: Deloitte Whitepaper

4. Confidential – do not distribute.
Forrester Notes on Automation Anywhere:
•Current market share leader.
•Delivers an enterprise-grade digital workforce
platform.
•Has the largest trained ecosystem, approaching
10,000 certified RPA implementers globally with over
150 in R&D, and is the largest RPA provider from a
revenue standpoint.
•Often selected for overall ease, duration, and cost of
deployment.
Forrester Wave™: Robotic Process Automation, Q1 ’17
Automation Anywhere Position in the Market

5. Everest Group Notes on Automation Anywhere
•Based on the analysis, Automation Anywhere
emerged as a Leader and a Star Performer.
•One of the biggest pure-play RPA vendors that also
offers smart software
•Process-based business intelligence can go beyond
robot performance analytics and offer business insights
•Advanced subscription and usage-related pricing
•Gets top marks for its ease of use and deployment
from clients
Everest Group’s FIT Matrix for RPA Technology Vendors, 2017
Automation Anywhere Position in the Market

6. Analyst View
"Automation Anywhere has enhanced its
software by adding new features in areas such
as workload management, automation lifecycle
management, SLA-based automation, Citrix
automation, and credential management as well
as adding new data APIs. These additions
should appeal to enterprise users who are
looking for higher operational and security
capabilities in RPA software."
– Sarah Burnett, Vice President, Everest Group

7. Analyst View
"Automation Anywhere gets high marks for both
intuitive usability and scalability in the RPA user
experience research HfS has recently completed.
With the release of Enterprise 11, the company
has introduced significant enhancements, most
notably higher-level security, credential vaults so
only authorized people have access to bots,
sophisticated workload management, as well as
an attractive new interface, which provides a
compelling user experience."
– Phil Fersht, CEO and Chief Analyst, HfS
Research

8. .
After 20 years of automation, the majority of business processes are still manual. Why?
The Problem

9. Confidential – do not distribute.
Why We Do What We Do
Question?
After 20 years of
Automation technologies,
the majority of business
processes are still manual.
Why?
Goal
Simulate human
behavior with
intelligent
software
Vision
Enable human
intellect to achieve
greater things by
taking the robot out of
the human

10. Traditional automation approach is not sufficient
Everyone Else Every system in
the world
= 80%
Programmers Systems
= 20%

11. Everyone Else Every system in
the world
= 80%
Simulate Human Behavior with Intelligent Software
Genesis of Digital Workforce
Bot

12. Transformation to the Digital Workforce
Analyze
Think
Do
Digital Workforce
Robotic Process
Automation
Cognitive Smart Analytics
Coffee
Cognitive Real-time Analytics
=
Digital Workforce
Robotic Process Automation

13. Confidential – do not distribute.
San Jose
Dallas
London
Baroda
Bangalore
Melbourne
Singapore
Mumbai
Japan
Toronto
Boston
New York
LATAM
Germany
Poland
Amsterdam
Global presence
14 offices, approximately 1000+ employees in 2018
China
Dubai

14. Confidential – do not distribute.
Automation Anywhere Today
The global leader in RPA and the pioneers of the digital workforce
1,200+
Enterprise
Customers
250+
Big 4, largest
BPO’s and SI’s
are our partners
35,000+
People trained
on our products
14+
Years of
innovation
1,000+
Employees
worldwide
600,000+
Digital workers
deployed

15. Confidential – do not distribute.
24%
22%
54%
25%
25%
50%
20%
30%
50%
BFSI TOP 50 TECH TOP 20 HEALTHCARE
TOP 10
36%
28%
36%
S&P TOP 100
75%
50%
Rest
In POC
AA Customers
75% of the World’s Largest Enterprises Have Started
the Journey

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1,000+ Global Enterprises Customers

17. Confidential – do not distribute.
Market Overview
Automation Anywhere Digital Workforce Platform
Target Customer and Market Segment
Customer Case Studies examples
Sales Triggers
1
2
3
4
5
Section

18. Confidential – do not distribute.
Our Intelligent Digital Workforce Portfolio
IQ Bot Bot Insight
Bot Farm
Automation Anywhere Enterprise RPA
Bot Store

19. Enterprise 11: Architecture Overview
To play the video, click on the
image in presentation mode
or use this link:
https://goo.gl/4J94Hc

20. Operational
Analytics
User
Management
Role Based
Access
Bot
Repository
Bot Scheduler
Bank-Grade
Security
Version
Control
Audit Log
RPA Platform
Bot Creators Bot Runners
RPA Control Room
People use Bot Creators to configure
process automations that they publish to
Control Room
People use the Control Room to manage the
deployment of Bot Runners against process
automations

21. Analytics Platform
Bot Creators Bot Runners
Bot Insights User
People using RPA Bot Creators simply tag
the variables they want to draw into Bot
Insights
People use Bot Insights User license to create
dashboards and reports on the business data being
handled by the Bots
As Bot Runners execute processes touching disparate systems
they draw tagged data elements into Bot Insights

22. The Automation Challenge
20%
Visible
80%
Hidden
DARK DATA
Structured
Semi-Structured
Unstructured
Application Fields
Databases
Spreadsheets
Purchase Orders
Other Form Docs
Contracts
Emails
Video
Voice
Invoices
Unstructured
Instant Messaging
Image

23. IQ Bot
https://www.automationwhere.
com/IQbot
To play the video, click on the
image in presentation mode
or use this link:
Cognitive Solution: IQ Bot

24. Learning from human behavior
• Delivering the most advanced cognitive technology
• Working to make sense of unstructured data while
• Improving its performance
It learns from people at work.
IQ Bot: Cognitive Answer to RPA

25. IQ Bot: Training and Machine Learning
To play the video, click on the
image in presentation mode
or use this link:
IQBot_Demo_Voice

26. Confidential – do not distribute.
• Tags business entities
(customer, product etc.) and
their attributes
• Whose data is being
processed by the bots
TAG
• Logs the tagged data in real
time
• For every run instance
(execution) of the bots
LOG • “Smart” builds compelling
visualizations and charts on
data processed by bots
• Allows adhoc data driven
discovery of business
insights
ANALYZE
Bot Insight : Product Overview

27. AAE CR Home Dashboard
• Track devices, Bot schedules,
queues etc.
• Track Bot Deployment
velocity over time
• Track Device capacity
utilization, most busy etc.

28. Auto Dashboard Generation
• Automatically generates a dashboard for every automated process
• TO enable business analysts to jump start bot data analysis and visualizations without IT’s help

29. Applying a Digital Workforce to digital processes
Confidential – do not distribute.
DATA CAPTURE
DATA ENRICHMENT
DATA VALIDATION
PROCESS
RECONCILE
ANALYZE & REPORT
Collect and synthesize your data
Modify, rationalize, normalize your data
Validate, authenticate your data
Perform the process steps
Ensure consistency and accuracy
Reliable, accurate, timely analysis and
reporting
Robotic Process Automation
Cognitive Analytics

30. Confidential – do not distribute.
Market Overview
Automation Anywhere Digital Workforce Platform
Target Customer and Market Segment
Customer Case Studies examples
Sales Triggers
1
2
3
4
5
Section

31. Confidential – do not distribute.
1,000+ Global Enterprises Customers

32. Confidential – do not distribute.
Industry Agnostic: 600,000+ Digital Workers Deployed
• Claims processing and
administration
• Report automation
• Prioritize and assign
claims
• Adjudication process
• Data integration billing
INSURANCE
• Verification/audit
processes
• Bank reconciliation
• Compliance
processing
• Loan processing
• Customer account
mgmt.
• Inventory
management
• Forms processing
• Digital invoice
generation
• Global contracting
system
• Data collection
BANKING HEALTHCARE MANUFACTURING
• Corporate billing
reports
• Freight email triage
• Credit underwriting
process
• Sales order system
• Paper mill reporting

33. Confidential – do not distribute.
Function Agnostic: 600,000+ Digital Workers Deployed
HUMAN
RESOURCES
INFORMATION
TECHNOLOGY
Recruiting
Datacenter
Comp & Benefits
Network
Operations
Performance Mgmt.
Security Admin.
Training & Dev.
Service Desk
Payroll
Desktop Support
Lifecycle Mgmt.
Database Admin.
Org. Mgmt.
Applications
PROCURE TO PAY ORDER TO CASH
Sourcing/ Contract
Customer Master
PO Process Order Process
Goods Receipt
Invoice Process Billing / Disp. Res.
Collections
Cash Application
Payment Process
RECORD TO
REPORT
Gen. Acct. / Close
Mgmt. Reporting
External Reporting
Treasury
Tax
FP&A
Controllership
Vendor Master
T&E
Logistics / Delivery
Credit / Contract
SUPPLY CHAIN
CRM & Cust. Svc.
Demand Mgt.
Materials Mgt.
Capacity Flow Mgt.
Transport &
Logistics
Carrier Mgt.
Returns Mgt.

34. BENEFITS
SOLUTION
CHALLENGE PROCESSES AUTOMATED
Company Confidential – Do Not Distribute
ANZ Bank – FSIB Banking
Reduce cost and
organizational stress by
reducing spikes in seasonal
(peak) resource
management
Created a digital workforce
of bots to scale according to
seasonal workloads
• Seasonal workforce
management
• Reduction in cost and need
for temporary resources
• Efficient resource
management
• Reduction in the
organizational stress due to
staff fluctuations
ANZ Bank
Financial Services - Banking

35. BENEFITS
SOLUTION
CHALLENGE PROCESSES AUTOMATED
Company Confidential – Do Not Distribute
Dimension Data - Information Technology
Reduce cost and provide
timely, error-free bank
reconciliations
Bots automate the
comparison, analysis and
validation of data in SAP
reports and bank statements
from HSBC and JPMorgan
• Bank data acquisition
• Data analysis
• Data validation
• Exception handling
• Report generation
• Eliminate 50+ hours/week
of manual processing time
• Reduction in process
execution cost
• Faster and more accurate
availability of financial data
Dimension Data
Information Technology

36. BENEFITS
SOLUTION
CHALLENGE PROCESSES AUTOMATED
Company Confidential – Do Not Distribute
San Diego County - Healthcare
Speed aid to families by
automating financial support
documents verification and
processing
Bots automated complex
document verification
process which involved
document processing and
digitization on their legacy
system
• Document digitization
• Legacy system comparison
• Exception handling
• Benefit document creation
• Customer notifications
• Quicker delivery of benefits
to the families
• Reduction in turn-around
time
• Better resource utilization
San Diego County – Health & Human Services Agency
Government - Healthcare

37. BENEFITS
SOLUTION
CHALLENGE PROCESSES AUTOMATED
Company Confidential – Do Not Distribute
Boston Scientific - Healthcare
Make forms and invoice
processing more cost-
effective and error-free
Bots automate 50+
processes including pre-
registration forms, update
the Billing Assist Tool (BAT),
adjust inventory, invoice
preparation, update to SAP
and invoice generation
• Data entry
• Data updates & validation
• Invoice creation
• Inventory adjustments
• Invoice creation
• SAP data updates
• Annual man-hour savings
of $240,000
• Digital invoices save
$20,000 per year and the
equivalent of 26 Trees
worth of paper
Boston Scientific
Healthcare

38. Confidential – do not distribute.
Market Overview
Automation Anywhere Digital Workforce Platform
Target Customer and Market Segment
Sales Triggers
Sales Triggers
1
2
3
4
5
Section

39. Selling To Line of Business is a Different Mindset
Discounts
Cost-sensitive
Risk
Security
Relationship
Speeds/Feeds
Stability

40. IT –CIO, CTO
• Discounts
• Cost-sensitive
• Risk/Security
• Speeds/Feeds and
Stability
• Relationship
LOB – COO, CFO,
CMO
• Top Line Revenue
Growth
• Customer Engagement
• Bottom Line
Performance
• Employee Experience
• Ecosystem
Selling To Line of Business is a Different Mindset

41. Business
Drive goals to maximize ROI,
build automations
IT
Ensure security & reliability.
Developers
Build digital workforce
Addressing all RPA stakeholders

42. Persona: Technical User
Business Problem
• Designing and rolling out an analytics solution is expensive and time consuming; integrating to RPA is challenging
• Typical solutions do not provide operational insights
• Generating dashboards is a separate step
• Need to extract, load, and transform data from other enterprise data sources is complicated
• Existing data is stored in siloes
Unique Value Proposition
Simply tag the data, and we do the rest. Dashboards are automatically created. There is no other way to do it this easily or with tighter integration.
Remove silos and get a single source of truth without messy integration.
Benefits
• Natively designed to provide data about the RPA program.
• Shows data such as: bot heartbeat, most valuable bots, and bot failure reasons; in order to maximize utilization and minimize disruptions.
• Dashboards are automatically created using AA’s unique technology
• Eliminates need to collect data from silos; no need for 3rd party analytics; anything within a bot read can be aggregated
• When data is tagged, it can be analyzed without messy integration
Proof Points
• Creating dashboards is more costly than data integration
• NetApp “It would cost us 20-30K and 2 months per bot to integrate with OBIEE. With Bot Insight it takes less then 3 hours.” - Madhu Ranjan, Director RPA
CoE

43. Persona: Business User
Business Problem
• Understanding which bots are most valuable and visualizing bot performance
• Generating content level data; ability to filter based on any variable
• Identifying broken processes
• Need for actionable information
• Need to access data in process, rather than final output
• Need for real time data
Unique Value Proposition
Single source of truth, analyze business process end to end. Access different data sources on day one. Understand business problems in real-time.
Benefits
• Single source of truth for all data
• Analyze data on day one without having to aggregate from different sources
• Content level data can be shown visually for any bot for any variable
• Broken or slow processes will bubble up in the dashboard
• Actionable data such as trends in process are immediately available in real time
Proof Points
• Creating dashboards is more costly than data integration
• NetApp “It would cost us 20-30K and 2 months per bot to integrate with OBIEE. With Bot Insight it takes less then 3 hours.” - Madhu Ranjan, Director RPA
CoE

44. Persona: RPA Sponsor
Business Problem
• Articulating bot value in real time
• Demonstrating performance to other departments
• Increasing bot velocity
• Need for central management to optimize entire program
Unique Value Proposition
See the value of the entire RPA program in one place, with a single source of truth. Demonstrate value across departments.
Benefits
• Immediate CoE dashboard
• Dashboards show real time value in easy to understand charts
• Individual bot ROI in terms of hours, dollars or FTE, can be viewed by department or process
• Share best practices across departments
• Project value is summarized in the dashboard, making it easy to share
• Bot velocity can be increased because the value is visually available in real-time
• The dashboard summarizes the entire program using any combination of metrics desired
Proof Points
• Creating dashboards is more costly than data integration
• NetApp “It would cost us 20-30K and 2 months per bot to integrate with OBIEE. With Bot Insight it takes less then 3 hours.” - Madhu Ranjan, Director RPA
CoE

45. Positioning
A cognitive bot that leverages AI and machine learning to learn from human behavior bringing structure to unstructured data
Business Problem
Data in documents and unstructured content is hard to extract accurately for business users using traditional solutions like
intelligent OCR (also know as data capture) and cloud AI platforms resulting in high setup/operation costs and low
throughput
Unique Value Proposition
IQ Bots are the first ever RPA integrated, cognitive bots that learn as they intelligently digitize and process any form of
documents, using computer vision and machine learning technologies that learn from human behavior, becoming faster and
more accurate, while reducing setup and operation costs by over 90%.
Benefits
• Reduce setup costs by 90%
• Rapid time to value – concept to production in 2-4 weeks
• ROI within 3-6 months
• Continuously improve STP and lower validation cost with supervised learning
Proof Points
• A Fortune 500 company found setup to be 4X faster, went from concept to production in 5 weeks and achieved 100% ROI
in less than 3 months.
• A large global manufacturer doubled STP from 30% to 61% within 4 months
Target Personas:
Buyer persona: Head of shared services; User persona: Business User

46. Confidential – do not distribute.
Other Leading RPA Providers
Developer-focused
Focused on pilots/initial adoption
Intuitive, designed for business users
Ease of use for creating and governing bots
Total cost of ownership is much lower when business
users create bots (vs developers)
Integrate AI frameworks (Google, Microsoft, etc.)
Developers can leverage APIs provided
Native “dark data” (document, email) processing
Intuitive, designed for business user
Integrate with BI tools (Tableau, Kibana, etc.)
Developers can leverage APIs provided
Embedded analytics, no integration, no delays
Empowers everyone with real-time insights
Not available
250+ curated, verified, and ready to use bots
Jump-start your RPA with process, AI and App bots
Limited 9-5 support
Staff lacks deep expertise to help scale
24X7 support, Highest NPS score, 98%+ renewal
350+ strong team with in-region staff
Not All RPA Is Created Equal
Cognitive
Analytics
Marketplace
Customer
Success
RPA
If the solution requires developers, it is missing the mark

47. Ease of use: Removing all obstacles to adoption
Business users
550+ configurable commands via bot creator wizards, for rapid adoption across
the enterprise for developers, business users and IT. Easily automate over 5000
applications out of the box.
No code required.
Competitors: All competitive products require VB or other coding ability. Business users
are not able to create bots.
Eg. Simple tasks like creating and assigning variables require coding abilities.
Capture
Variables
Data Inputs
Loops
Conditional Logic
Error
Controls

48. Most Secure Digital Workforce Platform
Data security
CyberArk integration
*200,000/site
Built-in Credential vault
Data Encryption
Data at rest and memory:
AES – 256 encryption
Data in motion: TLS 1.2
encryption
Bot code is obfuscated
with AES – 256. Moving to
digitally signing bots.
SAML 2.0 for SSO, and
Kerberos support
RBAC controls
Granular RBAC on bots,
bot runners, control room
and all management
modules.
Simple, highly secure
segregation of duties and
depart, without the need
of complex
implementations.
Security architecture
NIST SP800-53 Rev4
standard1, FISMA
Veracode level 5 certified
FedRamp and ISO-27001
expected in 2018
Competitor products are inherently less secure – bot code is open, less granular RBAC controls and no built in
credential vault. Multi-tenancy is not a substitute for RBAC – you lose the ability for audit trail.

49. Confidential – do not distribute.
Control Room - Enterprise-ready Management & Control
MANAGEMENT
• Real-time visibility and
analytics
• Role-based Access Control
• Queue & Launch
• Exception Handling
• Audit, granular events
• Version Control
• Web-based
Enterprise-Class Management
And Orchestration
Consistently Applied Across Cloud,
Data Center and Desktop
Hyper-V VMware
Azure Amazon
HR Domain FA Domain
Control Room
Competitor products have inconsistent and intermittent bot
failure rates, adding to their inability to scale beyond 5-10
bots
*Source: Former competitor customers and partners

50. Confidential – do not distribute.
Market Overview
Automation Anywhere Digital Workforce Platform
Target Customer and Market Segment
Sales Triggers
Questions
1
2
3
4
5
Section

52. Confidential – do not distribute.
Introducing Bot Store: 400+ Bots Ushering in a New
Bot Economy
To play the video, click on the
image in presentation mode
or use this link:
Bot Store Overview