Paul Dixon

Director, Strategic Accounts

Drive Digital Adoption
Whatfix Team for Accenture:
Accenture: Financials:
Accenture: Operational Segments:
Re-org in 2020 to align operating units by geography: North America, Europe and Emerging Markets. WIthin each
unit, Accenture operates in 4 main business practices.
Accenture: Industries Served
Accenture focuses expertise in 40 different industries which can be organized into 5 main groups.
Accenture: Clients (shared and otherwise)
Accenture: Subsidiaries and Acquisitions
Accenture is a vastly acquisitive com
pany.

Since 2019 thru Oct 2020 - over 45 a

cquisitions.
Accenture: Learnings
Complex. Huge. Diverse.

Client. Partner. Competitor

Committed to the Cloud
Provides BPO to clients
On a technology buying spree
Prefers to do it on their own.

Trusted advisor to the largest companies

in the world.
DAP Circle of Excellence including Whatfix, WalkMe
EnableNow, OGL

Their Tech stack has a Tech stack.

 Accenture: Partner Org Chart

Erum Sundrani Managing Director (US) erum.sundrani@accenture.com

Bhavna Arora Sr Manager bhavna.arora@accenture.com

Richa Tyagi Assoc Manager richa.tyagi@accenture.com

Jennifer Kabnick Manager, Cloud First Apps (US) jennifer.kabnick@accenture.com

Erika Scanlin T&O Managing Director (US) erika.l.scanlin@accenture.com

Anneka Wilson Managing Partner (US) anneka.wilson@accenture.com

David Pereles Managing Director (US) david.n.pereles@accenture.com

Kevin Flynn Technology Consulting Senior Manager (US) kevin.flynn@accenture.com

Accenture: Icertis Project Members
Name Title Legal Technology/CLM
Stephen Nicolls Managing Director Legal Technology/CLM

Sanchez Lopez Legal Technology/CLM

Paula Metcalfe Director, Legal Tech & Innovation Legal Technology/CLM
Sr. Manager, Business & Integration
Pamela Gates Architecture Legal Technology/CLM

Kenny McCormick Assoc Manager Legal Technology/CLM

Amy Kempiak Sr Manager Legal Technology/CLM

Legal Counsel, Contracting Tech &
Anand Pandya Innovation Legal Technology/CLM
 Relationship Journey
October 2020
July 2020 DAA Full proposed to
Initiating the CoE Digital Leadership November 2020
team Innovation Day and
further movement thru
out the SLB IT
landscape
April 2020
First non-DELFI
conversations begin with September 2020
Nov 2019 the LMS team AM/VP meet with
Expansion of original Exec Team in UK
deal to more apps in
DELFI Portal

Feb 2019
Original agreement
signed:
$89,100 CONFIDENTIAL
 Account Status
Key Contact Roles (Name/Title/Function)

Total $ARR $127,200 PROCUREMENT: DRILLPLAN

● Giorgio Giambalvo ● Graeme Paterson, Project Lead
CSM Name(s) Nishant Rohilla DATA ECOSYSTEM
Giuseppe Lucarelli DIGITAL TRANSFORMATION/DELFI
● Jez Campbell, Director Digital ● Todd Dixon, Project Lead
Last QBR Date Sept 16 2020 Learning PTSUITE
● James Gaunt, Manager Digital ● Wing Lam, Project Lead
Systems
EXPLOREPLAN
● Claire Castagnac
Competitive Infosys has tried
Presence to backdoor “Biggest challenge right now is DRILLOPS

WalkMe in a to move the tech processes ● Wang Yong

couple of times provided by the SME’s in each PETRELDMS
but no portal and move to Whatfix.” ● Kai Morfeld
engagement.IBM’ RAPIDSCREENING
s new
partnership with
Jez Campbell ● Celina Marcolino
GAIA
WM bears
vigilance. ● Jeff Cernoch
DELFI PORTAL
● Abhinav Dubey
 SLB DELFI Platform Mapping
Domains

Foundation Data Field

Data Discovery Drilling Exploration Geology Production
Technology Management Development

DELFI Portal Data Ecosystem GAIA Dril Plan Rapid Screening FDPlan ExplorePlan ProdOps

DELFI Help Petrel DMS GAIA Xchange DrillOps FacilityPlan

SLB Trial RE workspace

PetroTechnical
Suite

LIVE APPS WIP APPS NON LIVE APPS

4 New Apps added to the WIP this quarter

CONFIDENTIAL
 Relationship Scorecard
No. Application Status Score Comments

1 Success of Current Deployments 4 Go-Live cadence on DELFI increasing as is satisfaction

2 Quantifiable Value Delivered / RoI Impact Value Engineering team offered. James Gaunt very interested in getting this more
3
dialed in. In the ballpark but not exact yet.

3 Successful Expansion to Date Successive expansions throughout the DELFI portal. Now being examined by non
4
DELFI group.

4 Referral Velocity and External Advocate Frequent referrals from Business units and open to speaking at events and growing the
3
relationship. Unsure of existing partners in the SLB ecosystem.

5 SPOC Strength in Current Footprint(s) Serve as reference and expressed desire to take us up the food chain. Both Jez C and
4 James G have agreed to help us with Innovation Day and expand to other business
units.

6 VP Level Identified and Interacted w/ Whatfix No attempts or success to date though we are gaining ground and goodwill for the
2
necessary intros. Identified players - not yet met the top levels.

7 Competitor presence in Account No current WalkMe activity. However InfoSys and now IBM have active partnerships.
3
IBM & SLB’s new partnership bears watching.

8 Potential $ARR Expansion 4 We are at $127K now with roughly $200k in open opps + huge untapped BU’s

9 Product Fitment and meets expectations 4 Most are DELFI - one or 2 are on prem/desktop with no internet access. Offshore Rig.

10 TOTAL 31
 Current Opps
Current Pipeline
Opportunity Name Estmated
Business Unit Use Case Comments
(Link to SFDC Opp) ARR
Global Learning $78,500 - Unification, Self help,
SLB LMS for SABA and SAP Led by Steve Uren at the SLB Global learning Team
Team $100,000 Lower service tickets
Ease the content blockage
Global Digital $35,000 - Biggest sticking pint in expanding usage is getting SME content into
SLB DAA and use DAA as embedded
Technologies Group $75,000 WFX flows. DAA can help with this and many other items.
help
Support Team via
SLB Support $30,000
Aniket

143,500 -
Opp value in play
205,000

Current opportunities have proposals out, SOE discussions underway and multiple touch points with Mobilizer,
Procurement and other WFX champions within SLB.
 Application Landscape
Application App. Description Key Stakeholders *Status Next Steps
No.

1 SAP SuccessFactors HCM global application Gavin Rennick - CHRO
(US BASED)
Laurent Etur - VP,
Digital Enterprise
Systems
Outbound, Innovation Day and
getting introduced via current
champions.

2 SAP Sales/ICRM GLobal Invoicing applications Laurent Etur - VP, Working for introduction from
Digital Enterprise Jez to Laurent. Laurent aware
Systems of WFX - has not yet met
directly with us.

4 NExT Training Paid for training offered by SLB Amit Bhaduri - Director Initial conversations and
of NExT Training introductions being made in Q1
2021

5 11 Addt’l DELFI apps Still 11 more apps to go live that are within Various SME teams Velocity of the other apps
the MSA to be charged for as they come on. moving to DELFI increasing in
Roughyl $70k 2020 and not slowing in 2021

6 SAP Ecomm Site enhancements to make it wasier for Matt Miller, Director PoC on Oct 14 for viability of
SMB companies to purchase DELFI Inside Sales - SMB Decision Tree framework over
products SAP Ecom engine
Strategic Vision: Account

Vision over next 12-15 months:

● Grow the account to $500K ARR by Dec 2021
● Improve overall Whatfix brand with larger SLBCommunity
● Establish senior level relationships at SLB across continents
● Be the Strategic DAP partner for SLB for DELFI Commercials and beyond
● Pricing Rationale for future projects so all are on same page
● Fully embed within DELFI portal, DELFI Help and Support Portals. Be
THE example to show other customers how client side help can be
accomplished via WFX
 Sales Strategy
Type of Activity Description Status Comments / Results

Referrals

Internal Referral Existing footprint ability to refer internally for expansion We continue to pick up the velocity of new apps being
discussed and added within the DELFI platform

Networking Navigate vertically / horizontally through personal / group Our champs are open to bringing us to a wider audience.
activities Just beginning those discussions with London Team.
- Potential for analysts to speak here as well.

Demand Generation Marketing

Email Sequence High Touch Custom Campaign to be designed, these will be

highly customised focused on specific areas of business ETA - End of Nov 2020
where we have identified the app / potential sponsors

ABM Low touch campaign in progress across major 5 themes - Varying stages - initial success in the Learning team hasn’t
HCM, Procurement, LnD, CRM, LCM translate to other BU’s.

Partner Mapping

Key SIs Identify list of Key SI partnerships at Account Haven’t begun to scratch the surface here other than
Infosys

SI Mapping Map SIs at account to internal apps / org map Need to find out more about this space.
 Strategic Initiatives
Strategy Description Owner Due Date Status

Lunch & Learn/Zoom Mtg combination

where we can show SLB what we have
Expand: Innovation Day done thus far, what we are capable of and Paul Dixon By Q4 2020 In process
bring the idea of Helping Hands to the
forefront.

Offered as part of expanding the WFX

Helping Hands Paul Dixon Q4 2020 In process
footprint

Digital Adotpion Assistant - good interest

in having an "embedded" support and
DAA Paul Dixon Q4 2020 In process
content creation expert from WFX as on
call tool

Identify 30 - 45 key people in 5 main

OB and Direct messaging to Key
areas to focus High touch campaign - Anirudh Iyengar Q4 2020 In process
stakeholders in other areas of LB business
goal os 5 appts in a qtr

Utilize partners like WIpro/TCS to make

Leverage Partners inroads and ontroductions to other parts Paul Dixon Q4 2020 Not Started
of the business.
 SWOT Analysis
Strengths
● Strong relationships within the Digital teams in
London.
● Whatfix has a good reputation within the company
and is growing larger with each successful Go-Live
● We have high visibility on a high priority project
Opportunities
● Massive opportunity for DAP across various custom
apps among different BUs
● SAP landscape untouched for internal systems, HCM,
ERP, Contracts, etc.
● Go higher and broader within SLB - other VP’s and
business units.
Weaknesses
● Our current pricing model within DELFI seems
really weighted to SLB advantage. Unsure of its
affect on our ability to move outside and beyond the
DELFI pricing for other projects.
● Largeness of Org could overwhelm our ability to
effectively understand without constant collaboration
● Need a value engineering workshop so all can agree
on what to measure and success against it
Threat
● See above for DELFI pricing constraints
● InfoSys has tried to bring WalkMe in a couple of
times. Been shut down but threat remains
● As DELFI grows - we may be missing features
(analytics) that could grow in importance
 Internal Asks and Collaboration

Action Items Due By Support From Remarks

AM Team and Its a global group and our pricing needs to be uniform
Internal pricing guidelines Dec 15 2020
Sumeet or at least communicated to each other

CSM Team/ AM
COE Dec 15 2020 To be discussed with Nishant and Giuseppe.
Team

BiWkly ? Internal discussion Nishant/G &

Dec 15 2020 PD to lead scheduling for internal call cadence
between AM/CSM teams Srihari

As sales spread globally, should our CSM team grow

Global CSM team? Dec 15 2020 CSM / AM
globally as well?