1. Cost Savings Through IT Efficiency
Note: Include customer logo and insert prospect’s organization name in the presentation title.
Key take-away: Set-up that this deck is being used to help guide dialogue, and is meant to be interactive with the customer. At the end of the presentation you should have a better understanding of the customer’s business pains.
Sample script: [Self introduction]. Based on our earlier conversation [insert information from previous conversation about customer pains, if applicable] I’d like to spend about 15 minutes with you to better understand your needs and show you how Project & Portfolio Management can help you fulfill them.
William F. Clark
VP, Public Sector CTO
CA, Inc.
November 2nd, 2009

2. Problem - Inward Focus and Technology Silos
The Business of Government
“How do we compare against our industry?”
“How can we quickly enable
new services?”
“Where can we cut costs without compromising services?”
The CIO Dilemma
Demonstrating and Managing Value
No Services Context
Systems
“This quarter you consumed X MIPS and the charge is..”
Networks
“Last month’s network availability exceeded 99.25%”
Storage
“A terabyte of storage
will cost you X Dollars”
Applications
“Our help desk staff answered Y issues within
30 minutes”
The IT Black Box Cost Center 2

3. Application modification
Use a management system to align and integrate the organization and IT for increased efficiency on IT spend
Process Management
Portfolio Management
Project Management
Resource Planning
Demand Management
Request 15:
New budget report
Request 803:
Application modification
Request 215:
Security fix 3
Copyright © 2009 CA

4. IT Effiency Gains with Effective PPM
Demand
Prioritize requests
Align projects with business goals 87%* of the time
Programs
Increase the quality of projects & programs delivered
Drop project failures by 59%*
Key take-away: Organizations are realizing true, quantifiable value when they invest in a Project & Portfolio Management solution.
Sample script: There are countless benefits organizations reap when creating the perfect portfolio. Recent research conducted by a third-party research organization, IDC, states that organization which invest in PPM are able to:
Align projects with business goals 87% of the time
Decrease project failures by 59%
Reduce per project costs by 37%
Drop operations (staff) costs by over $18,000 per 100 employees
Increase strategic project delivery by 35%
All of this is achievable with CA Clarity PPM. Let’s take a quick look at an example of what you’d see in our PPM solution, to help you achieve the perfect portfolio.
(Hint: A perfect follow-up to send after this meeting, is a copy of the IDC ROI case study, which includes these statistics are many more. Available at:
Portfolio
Improve investment decision-making
Increase the number of projects delivered by 35%*
Financials
Lower the TCO of each investment
Reduce costs per project by 37%*
Resources
Improve resource utilization
Reduce staff costs by $18,600 per 100 employees*
*How Project and Portfolio Management Solutions are Delivering Value to Organizations, IDC Research, September 2008
Copyright © 2009 CA

5. Two examples where PPM is used to create IT Efficiency and Cost Savings:
A Northeastern State
Departments request IT services through a service catalog.
The asset management system is checked for available software and hardware assets to fulfill the request.
Project is initiated and resources are assigned based on pre-built templates and best practices.
Status is monitored and reported back to the business in real time.
A Mid West County
Reduced fixed labor costs by 8% in 1 year.
Increase in customer confidence by doing a better job of managing expectations.
Cut millions of dollars in costs by more effectively managing vendors and enabling selective outsourcing.
There are a variety of courses you can take to sell Clarity. Here are a few examples:
Logitech
First purchased Clarity in September for their IT organization. But recently, their organization went under a variety of changes – new CIO and the departure of the PMO (who was the Clarity sponsor). But, the SS was able to sell the value of Clarity to the R&D group. They selected Clarity over Planview & Primavera and transferred the 200 licenses from IT to R&D and purchased 200 additional seats.
Deutsche Bank
Clarity was selected in early 2008 as on-premise deal. But as the company began to cut costs, the board determined that they would not invest in any capital expenditure projects (including Clarity). Because Clarity was available as a SaaS offering, they were able to complete the $300,000+ deal out of the operating expense budget, and plan to add more users in 2009.
Large Insurance Company
Accenture was brought in to revise the client’s project, portfolio, resource and time management processes. Clarity was rolled out to the clients satisfaction. Additional Clarity licenses were later added.
Copyright © 2009

6. Services with IT Alignment and Metrics

7. Service Portfolio Management Benefits
Provides the means for IT organizations to dynamically align IT resources to business value…..
Determines what the business values, where to invest and divest
Demonstrates the value of IT in clear, unambiguous business language
Captures and prioritizes both operational and strategic demand
Provides complete cost/price transparency to shape behavior and make better financial decisions
Makes service delivery more repeatable, efficient
…..and help you become the service provider of choice
to the business 7

8. Thank You Key take-away: Finalize next steps & stakeholders.
Sample script: Thank you for taking time to speak with me today. I now have a better understanding of your needs, and hope you’ve gained insight into the benefits PPM provides. Based on our discussion, as a next step I’d like to bring in our PPM expert, [insert name of solution strategist]. He/she can match your needs we discussed today with the specific functionality offered within CA Clarity PPM, and help you better understand how CA will partner with [insert prospect’s organization name] to best meet your business goals.
I’ll send you a follow-up to confirm dates & times, and include a copy of the IDC research report I referenced in our discussion, for your review (available at:
Copyright © 2009 CAA