Vendor Selection, Deployment & Integration - Thinking about cloud applications? Want to make sure you do it right – choosing the right vendor, implementing them on time and in budget and maximizing business impact? There’s a lot to manage for a successful cloud implementation —from vendor selection to technical details and integration. Watch now for valuable insights and lessons from early adopters who have leveraged cloud applications to improve productivity, speed their time to market and even gain a competitive advantage. Anurag Agrawal, CEO of TechAisle and veteran industry analyst focusing on the global SMB market will share findings from a recent survey conducted with 400 IT and Business Executives who have already adopted cloud applications. He will be joined by Travis Pillen, CRM Integration Lead Schoolwires who will share his first-hand experiences with cloud applications. Watch the webinar and learn: What types of applications are leading the wave in cloud adoption? What are the tangible benefits companies have realized from cloud? What are the key implementation lessons from early adopters? How to maximize the value of new cloud applications through integration? Improve your business performance and speed the time to value from cloud applications through a successful cloud implementation strategy leveraging tips and insights from early adopters. Webinar date: March 2012

1. Cloud Applications Success:
Lessons from Early Adopters
Cloud Business Applications

2. Speakers:
Anurag Agrawal
“The cloud gives us
CEO & Research Executive one of the greatest
Techaisle
opportunities we’ve
seen in a long
Travis Pillen history of IT trends
CRM Operations Lead to fundamentally
Schoolwires
change the way we
work and live.”
Bill Odell
Marketing Director
Dell Cloud Business Applications Michael Dell
2 3/12/2012 Cloud Business Applications

3. Agenda
• Why cloud and why now
• How to start your cloud journey
• Cloud adoption lessons for success
– Vendor selection is a critical step to cloud success
– Adequate planning to avoid deployment challenges
– Integration for maximizing business value
• Schoolwires cloud adoption story
– Business case for cloud CRM
– Adoption considerations
– ROI on cloud project
• Q&A
3 3/12/2012 Cloud Business Applications

4. About Techaisle
Global SMB IT Market Research and Industry Analyst
organization.
Focused on Tracking the Future of SMBs & Channels.
Delivering forward looking analysis on emerging
technologies such as cloud computing, managed
services, mobility, social media usage, and
virtualization.
Channel partner research coverage provides in‐depth
understanding of resellers and distribution channels
globally, as well as routes to market.
Develops predictive models and segmentation using
Artificial Neural Networks that achieves very high
accuracy levels.

5. SMB Cloud Trends Survey
Findings are based on an online study of 400 US small and mid‐
market businesses who use cloud business applications.
Respondents were business decision makers (BDMs) and IT
decision makers (ITDMs) in companies with 50 to 999 employees.
The objectives were to understand:
Which cloud business applications are being used by SMBs
What benefits SMBs realized by adopting cloud business applications
What SMBs learned from their cloud implementation experience
What are best practices for maximizing the value of cloud applications

6. Cloud offers compelling benefits
SMBs’ attitude towards cloud computing
(% SMBs responded Agree + Agree Strongly)
87%
85% 85%
83%
Cloud applications is Cloud is allowing us to gain Cloud makes people & Cloud business
providing us with a capabilities that only large business more productive applications offer superior
competitive advantage enterprises previously TCO
could afford
Base: 400 SMBs using cloud applications

7. SMBs start with business applications
Cloud application vs. Cloud infrastructure
Started using cloud business
Cloud Applications
47%
applications/SaaS first
SaaS ‐ CRM, ERP, project management, BI
Started using cloud
Cloud Infrastructure
infrastructure before cloud
Server, security, back‐up, storage 26%
business applications/SaaS
At the same time
At the same time 26%
Not Sure
Not sure 2%
Base: 400 SMBs using cloud applications

8. Cloud application adoption is accelerating
Years using cloud applications Average number of cloud business
applications being used by SMBs
More than 3 years 24%
Adopters
Early
2‐3 years 40%
7
4
1‐2 years 31% 2
2010 2011 Expected 2012
< 1yr 6%
Base: 400 SMBs using cloud applications

9. Cloud expectations match reality
Reasons for adopting cloud applications Benefits realized from cloud applications
1. Faster deployment time 1. Lower total cost of ownership
(applications, hardware, maintenance)
2. Simplified access through a browser from
any location 2. Faster deployment of solutions
3. Allows IT staff to focus on more important 3. Having the latest features/functionality as
business needs soon as they are available
4. Eliminating the need to upgrade individual 4. Repurposing IT staff to address more
users critical needs
5. Getting new features automatically without 5. Access to capabilities and features
having to go through upgrades previously outside of reach
Base: 751 SMBs considering cloud applications Base: 400 SMBs using cloud applications

10. CRM is at the core of cloud adoption
Cloud applications currently used % SMBs
1 in 2 consider
CRM 55% CRM to be
mission critical
Project Management 54% 26% of CRM
CRM has
Business Analytics/ users will add
highest
49% adoption: 55%
business
Business Intelligence intelligence
Marketing Automation 48% 26% of CRM
users will add
Payroll 48% marketing
automation
Human Resources/Benefits &
43%
Performance Management
CRM, which includes sales, support and service automation capabilities, is a strong catalyst for
improving revenue and customer satisfaction
Base: 400 SMBs using cloud applications

11. Cloud adoption lessons for success
Right cloud vendor selection
Planned deployment
Proper integration
Base: 400 SMBs using cloud applications

12. Right
SMBs prefer a single trusted vendor
Vendor
Selection
Avoids
Pitfalls
Pain points experienced by early adopters from
% SMBs SMBs’ preference to procure cloud
managing multiple cloud vendors
applications
Each deployment has different challenges and issues 58%
Keep track of different SLAs with each different vendor 50%
Explain our business objectives to different vendors 48%
69%
Time-consuming to deal with & manage 44%
23%
Coordinate with multiple vendors for integration 43% 9%
Prefer to procure Prefer to work Indifferent
From a single From different Indifferent
Different response & problem resolution timeframes 42% applications from directly with
trusted IT vendor different vendors
a single trusted IT
vendors directly
vendor
We have to manage multiple billings and payments 38%
Base: 140 respondent organizations that used more than one vendor for their Base: 400 SMBs using cloud applications
cloud business applications
What some early adopters of cloud applications said in the survey regarding vendor selection:
• “Research for the best and the most reliable vendors”
• “Find a vendor with better customer service”
• “Look for vendors with the capacity of delivering on time as promised”
• “Try to select applications from single vendor”
• “We’re in the business for making profit, so we are planning to cut down our expenditure on multiple vendors”

13. Planning & preparation: Planned
Deployment
Drives
Keys to implementation success
Better
Experience
Types of deployment issues faced by SMBs
49%
41% 40% 36%
6%
Longer than Limited integration Lack of training Lack of customization Other deployment
anticipated with other applications issues
deployment cycle
Survey respondents mention that quicker deployment can achieved by:
• Working with vendors and partners that provide implementation packages rather than lengthy and
pricey custom service engagements
Base: 400 SMBs using cloud applications

14. Sound
Integration needs to be flexible
Integration
Ensures
Maximum
Productivity
Who Helped SMBs Integrate Cloud Applications How Satisfied were SMBs with Integration
69%
48%
26% 26% 1% 3% 21% 17%
In‐house staff In‐house staff Third‐Party integrated Extremely Unsatisfied Neutral Satisfied Extremely
integrated the integrated the applications Unsatisfied Satisfied
applications by writing applications by using
software code third‐party integration
solutions
Survey respondents strongly felt that: What SMBs want from Integration
• “Applications could have been better integrated”
• “Integration is the toughest part, so we would focus
more on this area” 63% 58% 54%
35%
• “Make integration more seamless and simple”
• “More compatible interoperability” Easily modify the Enhance existing Develop Integrate more
integration integrations integrated applications
• “Sound integration” based on business
business process dashboards
changes
Base: 376 SMBs that integrated their cloud applications with cloud and/or on-premise solutions

15. Conclusion: Cloud Adoption is beyond Hype
Successful cloud implementation strategy is highly dependent upon selection of
right cloud vendor, planned deployment and sound integration
Cloud Application • Cloud applications have given SMBs tactical & strategic advantages
1 Adoption Rising • Cloud CRM is at the center of cloud adoption
Right Vendor • Managing multiple cloud vendors creates multiple problems
2 Selection Avoids • Procure best-of-breed cloud applications from a single trusted
Pitfalls vendor
Planned • Reduced deployment time & proper training equals customer delight
3 Deployment Drives • Identify cloud vendors that offer implementation packages
Better Experience
Sound Integration • Integration leads to significant benefits
4 Ensures Maximum • Look for flexible, scalable and quick to deploy integration solutions
Productivity without coding

16. Cloud Adoption Case Study:
Schoolwires
Travis Pillen
CRM Operations Lead

17. About Schoolwires
Overview and Mission
Business Overview
Content Management Systems for K-12 School
Districts
Over 1,000 school districts and 8 million users
www.schoolwires.com

18. Experience with Cloud Applications
Schoolwires Centricity2 solution is cloud-based
Cloud Applications
Marketo, Yammer, GoToMeeting, and Concur
Recently added Salesforce.com and Dell Boomi
On-Premise Applications
Microsoft Dynamics CRM and Great Plains

19. Schoolwires Business Case for CRM
MS Dynamics CRM for Sales and Service
On-premise solution slow and rigid
CRM as a sales tool
Growing company in a maturing industry
Solution:
Salesforce.com for Sales, MS CRM for Service
Integrate two systems

20. Cloud Adoption Considerations
Integration
3rd Party: Custom or Packaged?
Flexibility: business processes change
Scalability for future integrations
Deployment
Speed, support, and flexibility
Vendor Selection
Understand our business case
CRM expertise
Schoolwires owns the integration process
20

21. Return on Investment to date…
Go Live at start of Q2!
Financial
Customizations and maintenance
Staff time efficiencies
Organizational
Systemic harmony between Sales, Marketing, and Services Teams
Exploration of additional cloud applications and integrations
21

22. Planning your cloud project…
Integration
Scalability
Involve organizational stakeholders
Deployment
Refine and enhance your CRM business processes
Seek outside expertise
Deadlines, milestones, and testing
Vendor selection
Understanding your business case
Resources beyond implementation
22

23. Dell Cloud DELL SERVICES
Business
Applications Cross-Application
Analytics
An end-to-end CRM Accounting
solution…. Trusted Applications
Marketing HR
Seamless
Integration
SINGLE SIGN-ON
Existing applications
23 Confidential Cloud Business Applications

24. Q&A
24 Confidential Cloud Business Applications

25. For More
Information Tracking the Future of SMBs
www.techaisle.com
www.schoolwires.com
Cloud Business Applications
www.dellcloudapplications.com
25 Confidential Cloud Business Applications

26. Thank you