Post on 20-Aug-2015
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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High Performance Marketing Conference 2012
• 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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High Performance Marketing Conference 2012
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.
Copyright © 2011 Accenture All Rights Reserved.
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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High Performance Marketing Conference 2012
Copyright © 2011 Accenture All Rights Reserved.
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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High Performance Marketing Conference 2012
Copyright © 2011 Accenture All Rights Reserved.
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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High Performance Marketing Conference 2012
Copyright © 2011 Accenture All Rights Reserved.
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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High Performance Marketing Conference 2012
Copyright © 2011 Accenture All Rights Reserved.
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”
High Performance Marketing Conference 2012
Copyright © 2011 Accenture All Rights Reserved.
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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