Process involved in B2B sales

1. A CASE STUDY
BY-
MD SHOYAB KHAN DEEPAK YADAV TANISHA DHEERAN
TO-
MS. CHANI MA’AM

2. INTRODUCTION
 Accenture is a global management consulting and
professional services firm that provides strategy,
consulting, digital, technology and operations services.
 It is the world’s largest consulting firm as measured by
revenues.
 Accenture is a Fortune Global 500 IT company.
 It is incorporated in Dublin, Ireland, since 2009.

3. INTRODUCTION
 It is the largest consulting firm in the world by number of employees.
 Accenture was a business associate consulting division of an accounting
organization known as Arthur Hans Christian Andersen.
 In 2000, Accenture fully split with Arthur Andersen and became completely
independent.
 In 2001, Andersen consulting adopted its present name “Accenture” which is
derived from “Accent on the future”.
 It reported revenues of $61.6billion in 2022.

4. PRODUCTS AND SERVICES
 Automotive
 Consumer goods
 Pharmaceuticals and medical products
 Industrial Equipment
 Retail
 Transportation and Travel services

5. BUSINESS OF ACCENTURE
 Accenture strategy
 Accenture consulting
 Accenture Digital
 Accenture Technology
 Accenture Operations

6. CUSTOMERS
 Accenture provides Strategy, Digital, Technology, and
Management consulting services its clients of Fortune Global
500.
 Some of the clients of Accenture are:
 • Adobe Systems • Alibaba • Amazon Web Services(AWS) •
Apple • Blueprint Software Systems Inc. • BMC Software • CA
Technologies • Callidus Software Inc. • Cipher Cloud Inc. •
Cisco • Click Software

7. Why Accenture customers are satisfied?
 Understanding customer needs
 Offering innovative solutions
 Providing expertise:
 Delivering value
 Ensuring customer satisfaction

8. MARKETING CAMPAIGNS
 "Let there be change": This campaign, launched in 2020,
focuses on Accenture's commitment to helping its clients
navigate change and transform their businesses.
 "New Applied Now": This campaign, launched in 2019,
highlights Accenture's approach to innovation and its ability
to apply new technologies to solve complex business
problems.

9. Financial

10. ANALYSIS OF FINANCIALS
 Revenue: Accenture reported net revenues of $50.5 billion for
fiscal year 2021, which represents an increase of 8% in local
currency terms compared to the prior year.
 Operating income: Accenture's operating income for fiscal year
2021 was $7.7 billion, which represents an operating margin of
15%.
 Other income and expense For fiscal year 2021, other income and
expense was a net expense of $123 million.
 Net income: Accenture's net income for fiscal year 2021 was $6.6
billion, which represents a net profit margin of 13%.

11. COMPETITORS
 IBM: Gives facilitating and Consulting (or consultation administrations).
 IBM Services gives a more extensive scope of administrations (i.e. the
examination isn't exactly one type to its logical counterpart).
 Capgemini Consulting: Capgemini is one of the top competitors of the
Accenture.
 It is a leading IT company provides professional services, expert
administration and business consulting.

12. COMPETITORS
 Deloitte Touche Tohmatsu Limited: Deloitte is a UK-joined or incorporated
multinational expert organization.
 Deloitte is one among the “Big Four" accountancy associations and also the
biggest knowledgeable administrations organize on the world by financial
gain and variety of pros.
 KPMG: KPMG is one of the biggest auditors in the industry.
 It uses practical industry knowledge that will help customers to meet their
challenges and to be open to new challenges.

13. SWOT ANALYSIS
 Strengths in the SWOT analysis of Accenture:
 World's biggest consulting organization as far as the revenue, IT and business
consultancy.
 Business morals and uncompromising benchmarks.
 Strong Clientele: Large customer base first-class companies
 About 90 out of the fortune top 100 companies , 75% of fortune worldwide
500 organizations have Accenture as a consulting company.
 Service Delivery Network (With 200 urban communities, 56 nations and utilizing
390,000 enthusiastic representatives).
 Client-Driven procedures.

14. SWOT ANALYSIS
 Weaknesses in the SWOT analysis of Accenture:
 Lack of coordination: Accenture has 19 specialty units cooperatively working
with the customers and with each other. This prompts clashes because of the
absence of inward coordination.
 Dependency on its Consulting/consulting business: Although its business is
in administration, consulting, innovation, and BPO. This can be risky for the
organization over the long haul.

15. SWOT ANALYSIS
 Opportunities in the SWOT analysis of Accenture:
 Expansion of business: By focusing on little and fair sized ventures and
extending to other creating economies (Market improvement).
 Acquisitions: Acquisitions can build the scientific quality of Accenture along
these lines helping it in development.
 Threats in the SWOT analysis of Accenture:
 Competition: Tough rivalry from IT, Big companies like IBM, Capgemini, Infosys,
is the territory of worry for the organization.