Why CIOs are Adopting the Appliance Approach to Salesforce.com Integration Douglas Menefee, CIO, The Schumacher Group Chandar Pattabhiram , Vice President of Product Marketing. Cast Iron Systems

Today’s Agenda Integration Appliances Overview - Chandar P Schumacher Group Case Study - Doug Menefee Live 10 SAP-SFDC Demo - Chandar P Q & A - All

Integration Appliances Overview - Chandar P

Schumacher Group Case Study - Doug Menefee

Live 10 SAP-SFDC Demo - Chandar P

Q & A - All

Integration is Painful and Expensive ©2007 Cast Iron Systems, Inc. • Confidential “ #1 pain point for CIOs” “ $1 out of $3 IT dollars spent every year on integration” “ For every $1 spent on integration software, companies spend $5.30 to $7.20 on people”

©2007 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools ERP (2) Program using development tools Custom Code Java Visual Basic C++, SQL ERP Integration Choices

©2007 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools ERP (2) Program using development tools Custom Code Java Visual Basic C++, SQL ERP Traditional Integration Choices

©2007 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools ERP (2) Program using development tools Custom Code Java Visual Basic C++, SQL ERP Salesforce.com Integration Appliance Cast Iron Integration Appliance Complex Experience Install and maintain multiple components Write integration code Re-write integration code Multiple tools needed to track integration health Simple Experience One device No coding No re-coding One console

Install and maintain multiple components

Write integration code

Re-write integration code

Multiple tools needed to track integration health

One device

No coding

No re-coding

One console

Salesforce.com Appliance Overview Problems Solved Data migration to salesforce.com Data synchronization with other applications Data extraction for reporting & dashboards

Problems Solved

Data migration to salesforce.com

Data synchronization with other applications

Data extraction for reporting & dashboards

Why an Appliance? ©2007 Cast Iron Systems, Inc. • Confidential Servers Operating System Appliances Sun, HP. IBM SPAM, Authentication, Firewalls Security Appliances F5, Juniper, Barracuda Storage Layer Network Layer Routers, Switches, Gateways Routing Appliances CISCO, Juniper, Extreme Hardware Layer Security Layer Data storage and retrieval Storage Appliances EMC, Network Appliances, Sun Integration Layer Application integration Integration Appliances Cast Iron Systems Appliances simplify infrastructure

Servers

Operating System Appliances

Sun, HP. IBM

SPAM, Authentication, Firewalls

Security Appliances

F5, Juniper, Barracuda

Routers, Switches, Gateways

Routing Appliances

CISCO, Juniper, Extreme

Data storage and retrieval

Storage Appliances

EMC, Network Appliances, Sun

Application integration

Integration Appliances

Cast Iron Systems

Common Applications Connected ©2007 Cast Iron Systems, Inc. • Confidential Top Endpoints Other Endpoints Flat Files Database ERP DB2

Integration Appliance Scenarios Profiles Leads Campaigns Accounts Contacts Products Qualified Leads Campaigns Quotes Opportunities Invoices Customer Service Customers Contacts Products Sales orders Shipments Invoices Payments Support DEMAND GENERATION DEMAND FULFILLMENT CRM Back-office/ERP Marketing Automation

Profiles

Leads

Campaigns

Accounts

Contacts

Products

Qualified Leads

Campaigns

Quotes

Opportunities

Invoices

Customer Service

Customers

Contacts

Products

Sales orders

Shipments

Invoices

Payments

Support

Some Examples Leading compensation provider Online travel provider $280M Emergency medicine mgmt provider Owns > 100 media brands Australia’s largest oil refiner Sales & Marketing division of Europe’s largest insurer Power, Transmission & Distribution group Description Customers, sales summary SFC & SAP Company Systems Integrated Scenario SFDC & SAP Customers, order visibility SFDC, Web Portals Customer master SFDC & Oracle ERP Customer master SFDC, PeopleSoft, SaaS Doctor billing & scheduling SFDC, Oracle Advertising data sync SFDC, Netsuite Opps to Sales orders

Today’s Agenda Integration Appliances Overview - Chandar P Schumacher Group Case Study - Doug Menefee Live 10 SAP-SFDC Demo - Chandar P Q & A - All

Integration Appliances Overview - Chandar P

Schumacher Group Case Study - Doug Menefee

Live 10 SAP-SFDC Demo - Chandar P

Q & A - All

Why We Chose the Integration Appliance as Our Platform Douglas Menefee CIO, The Schumacher Group

About Schumacher Group Emergency Medicine Management (EMM) 3rd largest & fastest growing EMM company in the nation Based in Lafayette, LA with 7 regional offices across the country 590 Full-time employees 140 Emergency Department contracts in 17 states 2,400 Emergency Department and Hospital Medicine providers Provide care for 2.4 million patients annually

Emergency Medicine Management (EMM)

3rd largest & fastest growing EMM company in the nation

Based in Lafayette, LA with 7 regional offices across the country

590 Full-time employees

140 Emergency Department contracts in 17 states

2,400 Emergency Department and Hospital Medicine providers

Provide care for 2.4 million patients annually

Our Environment Salesforce.com 210 seats with 10+ unique roles Used for SFA & CRM Tracks Physician info & Opportunities Tangier Web Hosted solution Used for Physician Scheduling PeopleSoft ERP hosted by Cedar Crestone Used for A/R, G/L, HR functions for physicians Migrated recently to hosted env. Other GE Business Centricity Billing SQL Server DBs Centralized scanning

Salesforce.com

210 seats with 10+ unique roles

Used for SFA & CRM

Tracks Physician info & Opportunities

Tangier Web

Hosted solution

Used for Physician Scheduling

PeopleSoft

ERP hosted by Cedar Crestone

Used for A/R, G/L, HR functions for physicians

Migrated recently to hosted env.

Other

GE Business Centricity Billing

SQL Server DBs

Centralized scanning

Our Business Needs Need to move data across applications Both real-time & batch Improve data quality & reliability Fluidly change business processes Scale with rapid growth Do notifications & triggers Picture here SFDC – PeopleSoft – SQL - Tangers ?

Need to move data across applications

Both real-time & batch

Improve data quality & reliability

Fluidly change business processes

Scale with rapid growth

Do notifications & triggers

Options Evaluated Custom Code: Quick but dirty Too programming intensive Difficult to modify as needs changed Evaluated multiple ETL tools: Too costly Long learning curve No native SFDC connectivity Narrowed to two choices Cast Iron Appliance SQL Server Integration Services (SSIS) Picture here SFDC – PeopleSoft – SQL - Tangers

Custom Code:

Quick but dirty

Too programming intensive

Difficult to modify as needs changed

Evaluated multiple ETL tools:

Too costly

Long learning curve

No native SFDC connectivity

Narrowed to two choices

Cast Iron Appliance

SQL Server Integration Services (SSIS)

Cast Iron vs. SSIS Connect to any data source to include flat files Connect to any data source to include flat files Developers least favorite Developers favorite Rapid deployment of integrations takes days Traditional application development approach Solid experience with SFDC Lack of SFDC domain experts Own development environment Dev environment dependent on SQL Server GUI interface empowers junior database admin Requires advanced developer skills 3 year investment = ~$175k Cost Built into SQL licenses SQL Server Integration Services Cast Iron Integration Appliance

Connect to any data source to include flat files

Connect to any data source to include flat files

Developers least favorite

Developers favorite

Rapid deployment of integrations takes days

Traditional application development approach

Solid experience with SFDC

Lack of SFDC domain experts

Own development environment

Dev environment dependent on SQL Server

GUI interface empowers junior database admin

Requires advanced developer skills

3 year investment = ~$175k

Cost Built into SQL licenses

Solution Bakeoff POC Scenario: Extract data from custom object in SFDC Update Tangiers & Notify users Cast Iron: Engaged their own Sales Engineer on project Completed entire POC in 6 hours MS-SSIS MS Partner assigned to project Given 72 hrs to complete “ This cannot be done” Picture here SFDC –Tangers POC

POC Scenario:

Extract data from custom object in SFDC

Update Tangiers &

Notify users

Cast Iron:

Engaged their own Sales Engineer on project

Completed entire POC in 6 hours

MS-SSIS

MS Partner assigned to project

Given 72 hrs to complete

“ This cannot be done”

Why We Choose the Integration Appliance Primary Reasons Rapid deployment of integration projects Accessible, knowledgeable professional services Appliance devices keeps dev environment autonomous Approach is Flexible, Fluid, and Scalable (elastic) Secondary Reasons Orchestrations are easy to backup for Disaster Recovery purposes Utilization of junior staff to accomplish needs

Primary Reasons

Rapid deployment of integration projects

Accessible, knowledgeable professional services

Appliance devices keeps dev environment autonomous

Approach is Flexible, Fluid, and Scalable (elastic)

Secondary Reasons

Orchestrations are easy to backup for Disaster Recovery purposes

Utilization of junior staff to accomplish needs

Using the Appliance as our Integration Platform Cast Iron is our Integration Platform Appliance used for both real-time & batch needs Multiple integration projects: Doctor scheduling info between SFDC & Tangiers Payment info from PeopleSoft to SFDC Other Picture here SFDC – PeopleSoft – SQL - Tangers

Cast Iron is our Integration Platform

Appliance used for both real-time & batch needs

Multiple integration projects:

Doctor scheduling info between SFDC & Tangiers

Payment info from PeopleSoft to SFDC

Other

Lessons Learned Define use cases in advance Construct a communication strategy Involve more people than you normally would Treat each integration point as its own project Make simplicity a “must-have” Simple solutions, not build-it-yourself tools Seek solutions that provide built-in connectivity & standards-based access Prioritize, reprioritize, and then reprioritize

Define use cases in advance

Construct a communication strategy

Involve more people than you normally would

Treat each integration point as its own project

Make simplicity a “must-have”

Simple solutions, not build-it-yourself tools

Seek solutions that provide built-in connectivity & standards-based access

Prioritize, reprioritize, and then reprioritize

Today’s Agenda Integration Appliances Overview - Chandar P Schumacher Group Case Study - Doug Menefee Live 10 SAP-SFDC Demo - Chandar P Q & A - All

Integration Appliances Overview - Chandar P

Schumacher Group Case Study - Doug Menefee

Live 10 SAP-SFDC Demo - Chandar P

Q & A - All

Salesforce.com Appliance Overview ©2007 Cast Iron Systems, Inc. • Confidential What The Integration Appliance Does

Live “Clicks, Not Code” Demo What Customer Master to Accounts How

Summary: Integration Appliances Simplicity Just Like….

Thank You Q & A 1-866-NO-CODING

What it Means to You Cast Iron Integration Appliance for Salesforce.com Plug in. Configure. Run. Simplicity Free-up scarce resources Skills Save 80% or more Cost Salesforce.com Integration in days Time IT Needs

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