HPMC 2012: GTIN - Distributed consulting

High Performance Marketing Conference 2012

Distributed Consulting9 February, 2012

Copyright © 2011 Accenture All Rights Reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture.

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• Customers are much more informed and have access to a wider choice

• Ability to accurately predict changing customer requirements will be critical for continued success

• Emerging markets will be the leading drivers for growth

• Organization will need access to localized knowledge of these markets

• Business need to build capability on the emerging technologies – social media, cloud computing, analytics etc.

• Customers are looking for uniform experience across markets

• Businesses will need to move from local optima to global optima with single unified end to end solutions, standardized processes etc.

• The recent financial crisis has led to increased focus on cost reduction

• 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

War for Talent

Customer Sophistication

Renewed cost pressures

Digitization

Shift in Demand

End to end solutions

As a result of continued macro economic uncertainty and changing consumer behavior, organizations are faced with a new set of challenges

Copyright © 2011 Accenture All Rights Reserved.

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Evolving Customer Expectations

Vendor to Partner

Tangible solutionsOutcome Oriented Deals

Vendor to Partner:• More proactive approach• Diversified talent with deep industrial skill• Globally mobile and uniform delivery

experience• Diversification of delivery approach

Tangible solutions:• Client centricity - Deep insight into business

issues• Holistic solutions with integrated capabilities• Quick turnaround & focus on faster time to

value

Outcome Oriented:• Measureable outcomes with faster pace• Higher knowledge transfer requirement• Value based deals

According to Gartner, organizations will be more interested in tangible, outcome oriented & customized solutions and innovative delivery options along with deep industrialized skills.


Organizations, in turn will expect their business partners to be better geared to support them in meeting these challenges

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”

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Accenture’s strategic ‘Distributed Consulting’ initiative in the MC space

Strong Management Consulting, Project

Management & Process Improvement skills

Strong Domain Knowledge & experience across all

Industries

Deep Analytics capabilities across businesses

Helps clients through its…..

Providing critical mass of expertise in customer growth areas

Smart & scalable talent

End to end solutions

Through deep industrialized skills across business domains

Accelerated delivery

by leveraging the 24x7 delivery model

and gives access to

Accenture has been at the forefront of meeting the changing expectations of its clients globally

Increased Value

By increasing success partnership through value based deals

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Accenture’s distributed consulting model brings integrated functional, industry and analytics expertise to the client

Competitive Edge

Industrialized Expertise

Unique Capabilities

Key Differentiators

Accelerated Delivery

Innovation Focus

Provides a critical mass of talent in high demand areas, enabling Accenture to deliver projects that would be difficult to deliver otherwise

Provides unique capabilities & offerings in specific nodes across the globe which would otherwise be difficult to replicate in all geographies giving client easier and quicker access to these capabilities

Provides Accenture with a competitive edge, based on talent & specialized skill set providing the opportunity to better meet customer demands

Helps client teams accelerate delivery by enabling a 24x7 work environment – using its onsite, offsite and hybrid delivery models

Provides the backbone for asset and new offering creation as well as supporting global capability development activities

• Ability to create COEs

• These COEs would help client teams in meeting stretch targets without increasing cost burden

• Higher value to the client due to right talent & pyramid mix

• SMEs with specialized skills helping enabling quick turnaround

• Facilitating cross geographies and cross business collaborations – consulting, technology, outsourcing

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Situation: There has been tremendous growth and diversification of channels Channel investments are often sub-optimized and fail to generate targeted or potential returns

February 16, 2010Channel Sweet Spots: What Channels Are Customers Sourcing from?

Company

Legacy channels

Legacy channelsValue Added

resellers

Large Account

Resellers Distributors

Direct Market

Resellers

Managed Service

ProvidersDevelopers

Wav

e 1

Wav

e 3

Demand for solutions has become more specific

• Expansion of channel ecosystem

• Increase in

specialization, complexity and interdependence

Wav

e 2

On-line channels

Retailers

Channel investments fail to generate target returns

Channel

Campaign

Products/ Service

Customer

Product 1 Product 2 Product 3

Campaign X

Campaign Y

Value Added Reselle

r

Online/

Web/Self

Service

Field Sales

Inside SalesRetail Distrib

utors

Which sales channels are performing up to their potential?

How should product/service offerings be aligned with different sales channels?

How can the organization improve its channel mix and capacity to drive sales growth?

?

?

?

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Solution: The Channel Optimizer tool helps organizations in deriving optimum performance across sales channels

Delivers actionable channel insights to enable clients with:

• Identification of optimum channel mix and capacity based on ROI and customer preference

• Ability to determine optimum channel investment based on revenue target and budget

• Channel Segmentation based on strategic attractiveness index and ROI

• Performance Gap Analysis of existing channels and estimated Capacity Improvement required to achieve the business objective (investments and headcount)

Achieve Business Objectives• Increase market share/ coverage

• Improve revenue growth

• Maximize profits

Key Data Inputs

Chan

nel O

ptim

izati

on T

ool

Demo-graphic

Perfor-mance Goals

Transa-ctional Data

Custo-mer

Preference Marke

t “X”



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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

Accenture’s industry expertise and functional skills deliver consistent and reliable outcomes by capturing channel profitability, identifying the mix and align products across channels

Maximize ROI on channel investments and deliver optimal channel mix to address specific client situation and objectives

Accenture uses its distributed consulting model to accelerate results by using the proven channel optimization methodology and helps realize “quick-wins”

Scalable, flexible and outcome-led approach applicable across a range of industries and client situations

Channel investments are often sub-optimized and fail to generate targeted or potential returns across technology, software and communications industries

From Issue

Pace

Certainty

Strategic Agility

To Outcome



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THANK YOU!

HPMC 2012: GTIN - Distributed consulting

Business

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