2018-10-25 Group RPA - AA Deck.pptx
- 1. How to Sell Automation Anywhere Digital Workforce Platform Desmond DeLandro Snr Director Strategic Partnerships [email protected]
- 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
- 16. Confidential – do not distribute. 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
Editor's Notes
- #16: It is no longer as new as it was 3 years ago
- #33: Everything that can be automated will be automated
- #34: After 20 years of automation tools, majority of business processes are still manual. Why is it?
- #42: In this journey towards, bots – believe it or not, people are the most important component! …all transformative technologies…have to address the core groups involved in the transformation In order for you to accomplish this, RPA has to work for these 3 groups Business, IT and Developers Business: drives the goals, sets priorities to maximize ROI - IT: ensures that the system is scalable, reliable, secure and performs well Developers: build bots ranging from the simplest to the most advanced Our RPA platform has to make each of this stakeholders’ lives easier in every step of the journey. Now, how do you do that?
- #48: Creating variables in UiPath is a lengthy process
- #49: UiPath does not encrypt data in memory. The bot code is also not encrypted/obfuscated If CyberArk is not available, UiPath uses Windows credential manager. So bots and bot username/pass are stored on the same machine – very insecure. UiPath’s RBAC is limited to yes/no type access control UiPath does not support SAML 2.0 or 2-factor authentication