Automation Anywhere

Sales Enablement

Partner Success – ASEAN

Sean Lim
Today Session

1 What is Robotic Process Automation (RPA)

Partner Enablement Journey

2

3 Key Differentiators
90% productivity increase
65% cost reduction
2History Repeats
hours workday Itself
reduction
... excluding wage increase
100% wage increase
What Is
A Digital
Workforce?
Today’s workforce

Do Think Analyze Coffee

Intelligent Digital Workforce

Enterprise RPA IQ Bot Bot Insight Digital Workforce

Intelligent Digital Workforce

Enterprise RPA IQ Bot Bot Insight Digital Workforce

Attended Unstructured Operational

By Process
Automation Data Insights

UI Automation
Unattended Business By Role, Skill
Automation Predict Process Insights
Outcomes
A New Workforce Option

Business
Workforce

Captives
Workforce BPO
Nearshore /
Human Workforce
Options 3rd party
offshore

Salary 0.4-
0.4-
Comparison 1x
0.6x 0.7x
$$
Digital Workforce
powered by AA RPA

0.1 -
0.3x
Digital Workers in Bot Store
Why Use
A Digital
Workforce?
RPA in Every Industry

RECORD TO INFORMATION HUMAN

PROCURE TO PAY ORDER TO CASH SUPPLY CHAIN
REPORT TECHNOLOGY RESOURCES

Gen. Acct. / Close Vendor Master Customer Master CRM & Cust. Svc. Datacenter Recruiting

Network
Mgmt. Reporting Sourcing/ Contract Credit / Contract Demand Mgt. Comp & Benefits
Operations

External Reporting PO Process Order Process Materials Mgt. Security Admin. Performance Mgmt.

Treasury Goods Receipt Logistics / Delivery Capacity Flow Mgt. Service Desk Training & Dev.

Transport &
Tax Invoice Process Billing / Disp. Res. Desktop Support Payroll
Logistics

FP&A Payment Process Collections Carrier Mgt. Database Admin. Lifecycle Mgmt.

Controllership T&E Cash Application Returns Mgt. Applications Org. Mgmt.

About
Automation
Anywhere
#AutomationAnywhereEverywhere

World’s most widely deployed Digital Workforce platform

Leader in Leader in the Forrester Leader in RPA Leader in RPA Leader in RPA
Decision Matrix Wave for RPA FIT Matrix Customer Experience Magic Quadrant

2,400+ 1,100+ 3,500+ 1,600,000+ 90+

Employees Partners Enterprise customers Digital Workers Countries with
worldwide worldwide Deployed customers

159,000+ 237,000+
A-People AAU students
community
 Customer Success Across Spectrum of Global Enterprise

Oil, Energy &

BFSI Engineering Pharma Telecom Hitech Utilities
Manufacturing
Global Presence

Paris
Toronto
London Germany
Boston Poland Russia South Korea Japan
Amsterdam
New York Italy
San Jose Washington Spain China
Baroda Mumbai
Israel Hong Kong
Dallas
Miami Dubai Thailand Taipei
Mexico Malaysia Philippines
Bangalore Vietnam
Singapore
Bogota
Indonesia

Lima
Sydney
Santiago Sao Paulo South Africa Melbourne
Canberra
Buenos Aires
Our
Digital Workforce
Solution
Architecture of an Intelligent Digital Workforce Platform

Automation Anywhere Enterprise Delivery

Control Bot Bot

Room Runner Creator
Attended Bots Unattended Bots

Robotic Process Automation Platform

On-prem
IQ Bot Bot Insight Mobile App

Cognitive Analytics Mobile Public Cloud

Bot Store

AI Process Application Connector Web-based

Digital Worker Marketplace

Introducing A2019
IQ Bot - AI applied to Business Processes

P.Os Invoices

Tax Forms Pay Stubs Machine

Learning
Fuzzy Logic

OCR

Statements Bills of Lading

Computer
Vision
Rules Structured
Data
Third party Skill

Other Forms & Documents

Semi-structured IQ Bot
Data
Bot Insight - Real-time Intelligent Analytics

Instant, demonstrable, smart insight

into the business value captured by
digital workforce

Most comprehensive and actionable RPA

analytics. Business insights +
operational intelligence
Most advanced RPA analytics – real-
time, interactive, data-driven
discovery
RPA analytics: Out-of-the-box, pre-built,
native
Bot Store Tech Ecosystem Process Mining
BPM Analytics

Cloud AI Platforms
Security

Applications

Cloud/Virtualizations
Productivity
No Compromise in Security

Veracode Level 5 certified

 Partner Enablement

How to position Automation Anywhere products

How to deploy Automation Anywhere products
 Partner Readiness

Product Process Proof of Professional Center of Partner

Knowledge Discovery & Concept Services Sizing Excellence and Readiness
License Sizing L1/L2 Support
 Evaluation License
Keys
Documentation

Training
Bot Store

Register Deals
Training Statistics

Resource Kits
Deal Pipelines
RPA Roles
Solution IQ Bot
RPA Manager
Architect Developer
Manages RPA projects end-to- Design & architect solutions utilizing Create, train & test bots to
end and ensures successful best practices and owns technical process semi and
implementation responsibility of the project unstructured data.

L1/L2 Support
Business Analyst RPA Developer
Specialist
Identify processes to automate, Provide technical support to Develop, test and deploy task-bots
calculate ROI benefits. Build effort customers and meta-bots using AAE
estimates, document and justify use
cases, understand risk and
dependencies. Keep clients engaged
through the design of the automation
process
Partner Enablement Journey
Months Month Month
START SCALE TRANSFORM
1 2 3

• Identify PRA Resources • Knowledge Check • Knowledge Check

• Course completed • Course completed
• Certification • Certification
• Partner Portal
• Register & Login
• Product Download
• E-Learning • E-Learning
• Deal Registration • Unleash Your Intelligent

•
Bot
s
Control Room
• E-Learning Administrator
• Certification
• Hello Bots • Applying Bots • Train the Trainer
• Bots in Business • Bots that Bounce Back
• Break the Ice • L1/L2 Support • Enablement
rd
• Build the Digital Workforce • POC (3 )
• Build your first Bots • L1/L2
• AA Advanced
• Certification • COE
• AA Master
• Certification
• AA Advanced
• Enablement
st nd
• POC (1 /2 )
• L1/L2
• Download AAE trial version • COE
• Build your first Bot
Automation Anywhere Partner Enablement Journey
AA Product knowledge, Deal Process Discovery and Proof of Concept (POC) and Professional Services Center of Excellence (CoE) Partner readiness to
registration and Sales readiness license sizing readiness Bot creation readiness estimation readiness and L1/L2 support readiness sell and services

Class room Training

Partner Enablement Kick-Off Proof of Concept Best Professional Services Best

Process Discovery Centre of Excellence
Sales Enablement Practices Practices
AAE 11 / A2019 Architect and
L1 & L2 Support
Control Room

Bot Insight

E-Learning and Training Badges

Hello Bots
Business Analyst and Control Bot Developer and IQ Bot Technical Support Specialist
Build the digital workforce
Room Training Badges Developer Training Badges and IT Infra Training Badges
Training badges according RPA role

Software Pre-requisites

Install AAE11 / A2019 using NFR or Install AAE11 / A2019 using

30 days trial (self practice) NFR or 30 days trial (POC
prep)

Hands-on
RPA Workshop (instructor led) Bot-a-thon / Mock POC
(Instructor shadow)
Self-practice on AAE / A2019
Scenarios IQ Bot Workshop

Certification

AA Advanced Certification Train the Trainer

AA Mastering Certification
www.automationanywhere.com

Click
Click
 Fill up the
information

An email will be
Click sent with login
instructions
Enter user email

Click
Enter OTP
Enter password
Resources: For partners with Basic role

Readymade,
reusable bots
Product from the Store
documentation/
manuals Raise Support
Free online tickets Notification hub:
training content Alerts/ Messages

Product &
license Sales/ Delivery/
downloads Media kits
Question
 What role will you play in this
bold new Bot Economy?

Confidential – do not distribute.

 RPA Team

• Sales • RPA Manager • Technical Support (L1 & L2)

• Pre-Sales • Business Analyst
• Solution Architect
• RPA Bot Developer
• IQ Bot Developer
 Training and Certification Path
E-Learning Training Badges Certification

Roles
Control Technical
Business Bot IQ Bot IT Infra Advanced Master Train the
Hello Bot Room Support
Analyst Developer Developer Admin Certification Certification Trainer
Admin Specialist
Sales
X X X X *

Pre-Sales X X X X X X X X
RPA
X X X X X X X *
Manager
Business
X X X X X
Analyst
Solution
X X X X X X X X
Architect
Bot
X X X X X X X
Developer
Technical
X X X X X X X *
Support

* Optional
Automation Anywhere Partner Plan - Roles
Resource Mapping

When do you work with Partner Sales, Direct Sales and BPO Sales

1. Partner Sales
• Leads identified by partner
• Deal registration
• Approved by AA Channel Director, Serene
• PT ECS Indo Jaya to support

2. Direct Sales
• Direct Sales determine the partner
• Partner can also engage Direct Sales
• No need to Deal Registration

3. BPO Sales
• Partner identify BPO / Contact Centre opportunity
• Deal register the opportunity
• Indicate BPO opportunity
• Will get the relevant BPO team involve
 Partner Readiness

Product Process Proof of Professional Center of Partner

Knowledge Discovery & Concept Services Sizing Excellence and Readiness
License Sizing L1/L2 Support
Automation Anywhere Partner Enablement Journey
AA Product knowledge, Deal Process Discovery and Proof of Concept (POC) and Professional Services Center of Excellence (CoE) Partner readiness to
registration and Sales readiness license sizing readiness Bot creation readiness estimation readiness and L1/L2 support readiness sell and services

Class room Training

Partner Enablement Kick-Off Proof of Concept Best Professional Services Best

Process Discovery Centre of Excellence
Sales Enablement Practices Practices
AAE 11 /A2019 Architect and
L1 & L2 Support
Control Room

Bot Insight

E-Learning and Training Badges

Hello Bots
Business Analyst and Control Bot Developer and IQ Bot Technical Support Specialist
Build the digital workforce
Room Training Badges Developer Training Badges and IT Infra Training Badges
Training badges according RPA role

Software Pre-requisites

Install AAE11 /A2019 using NFR or Install AAE11 using NFR or

30 days trial (self practice) 30 days trial (POC prep)

Hands-on
RPA Workshop (instructor led) Bot-a-thon / Mock POC
(Instructor shadow)
Self-practice on AAE Scenarios IQ Bot Workshop

Certification

AA Advanced Certification Train the Trainer

AA Mastering Certification
Partner Enablement - Tools

E-Learning

Training
Hands-On
Badges

Classroom /
Certification
Webinar
Email your name and email address to Malcolm for upgrading to Deal Registration and
Super User
Partner Portal
 Mandatory E-Learning
Training

1. Hello Bot
2. Lead the Digital Workforce
3. Build the Digital Workforce
Partner Enablement Calendar
Automation Anywhere University Open for customers
and public
Partner Enablement - Tools

E-Learning

Training
Hands-On
Badges

Classroom /
Certification
Webinar
Automation Anywhere Training Badges
Partner Enablement - Tools

E-Learning

Training
Hands-On
Badges

Classroom /
Certification
Webinar
 Automation Anywhere Certification
AA Certified Advanced RPA AA Certified Master RPA AA Train the Trainer
Professional (V11) Professional Certification

Product Knowledge Hands-On Bot Creation

AA Advanced Certification

Prerequisite Question sample

To complete :
• Hello Bot
• Lead The Digital Workforce (V11)

Certification details
• Free in E-Learning
• 40 Questions in 40 minutes
• Score > 70%
* optional
 AA Master Certification
Prerequisite
To complete :
• Hello Bot
• Lead The Digital Workforce (V11)
• AA Advanced Certification
• Badge Course : Bot Developer
Certification details
Online Assessment
• 60 Questions in 60 minutes
• Score > 80%
Hands-On Assessment
• Create 3 Bots on 3 use cases
Interview
• 1 to 1 interview via video call
$100 promotion for
certification only
Request Flow - $500 per pax online training
• Partner to submit request to AA Partner Sales.
• Partners Sales to share training quotation to partner
• Partner to submit PO to AA Partner Sales
• AA Partner Sales update PO to SFDC
• AA training team will share the training link to partners
Request Flow - $7500 for 10pax VILT or class training
• Partner to submit request to AA Partner Sales.
• Partners Sales to share training quotation to partner
• Partner to submit PO to AA Partner Sales
• AA Partner Sales update PO to SFDC
• AA training team will share the training date to partner
Partner Enablement - Tools

E-Learning

Training
Hands-On
Badges

Classroom /
Certification
Webinar
 Enablement – Hands-On Workshop
Enablement – Classroom

Enablement – Webinar
Partner Enablement – Document Resources
https://docs.automationanywhere.com
Impact
Impact – #gobegreat On-the-go

Partner Portal through Mobile App:

1) Download Mobile App – Automation Anywhere Impact
2) On logging in, click appropriate BUTTONS
• Access Training Videos.
• Update Profile.
• DEALS to register a deal and track further#.
3) Newer updates coming soon…

Note: This app is different from Automation Anywhere Mobile App.

Confidential – do not distribute.

Key Differentiators
 Install Design

Easy

Deploy Develop
Confidential – do not distribute.
AA Client - Bot Creator
Industry’s Largest CUSTOMER
SUCCESS GLOBAL
Customer Success MANAGER PARTNERS
Ecosystem Top 50+
PROFESSIONAL
SERVICES Advisories,
BPOs, SIs
CUSTOMER Playbook
LEADERSHIP Architects
PROGRAM
RPMs PRODUCT
TRAINING
AEs
Onsite
support AA University
PARTNER
CUSTOMER E-learning Portal ECOSYSTEM

RPA Certifications

CUSTOMER Instructor-led
CUSTOMER SUPPORT Training
COMMUNITY
Customer Success
Engineering
PARTNER SUCCESS
Upgrade and Internal & ENABLEMENT
Migration Help Desks
Why Automation Anywhere?

Other Leading RPA Providers

Built for business users Built for developers

RPA
Top customers scale to >2,000 Bots
Cognitive Native AI and ML for business users
Also integrate with 3rd party AI frameworks
Analytics Industry leading operational analytics for scale
ML-powered insights using business data
Marketplace
500+ curated, verified, and ready to use bots
Customers hit ceiling at 50-100 Bots (at best)
No native AI or ML
Can only integrate with 3rd party AI
frameworks
Subpar operational analytics only
No business analytics
Nascent, un-curated collection of Bots

Innovation 3-year lead in cognitive/analytics investments

Minimum viable product in each release
Re-invest 30-40% of our revenue into R&D
Lagging in pace of innovation and R&D
Focus: Easy, secure and scalable, intelligent,
investment
Customer open
Success 24x365 support plus onsite support
Limited 9x5 support
Industry leading NPS score, >98% renewal
Immature customer success functions
350+ strong customer success team
Confidential – do not distribute.
Confidential – do not distribute.
Your Next Steps

Fill up the Partner Plan Matrix and email back

1
to Sean Lim

2 Sign up and access to Partner Portal to get

training and submit leads

3 Start E-Learning, Training Badges and Certification

according to your roles

4 Download trail license and hands-on

5 Sign up and attend the enablement sessions

according to the Enablement Calendar