S2 A004 M A T T I C K 091907

Business Intelligence OnDemand for salesforce.com Steve Williams, Senior Product Marketing Manager, Business Objects Scott Cohenford, Senior Analyst, RapidAdvance Parijat Sharma, Manager Sales Productivity, Seagate Technology

Agenda Introducing Business Objects OnDemand Sales and Marketing User Communities BI OnDemand for salesforce.com Overview Enterprise Reporting OnDemand Scott Cohenford, Rapid Advance Business Intelligence OnDemand Parijat Sharma, Seagate Technology Questions

Introducing Business Objects OnDemand

A Spectrum Of Solutions, A Single SOA Platform

crystalreports.com for salesforce.com

Business Applications OnDemand

Business Objects OnDemand crystalreports.com Business Applications OnDemand Business Intelligence OnDemand Information OnDemand

Challenges for Sales Reps Analyze my data and decide what to do based on my data Questions to ask: Am I making Club this year? What are my upcoming Opportunities by Stage? Am I closing more deals this quarter than last quarter? Am I closing deals fast enough? What is my variance for Actuals vs. Quota ?

Challenges for Sales Management Analyze my teams performance to optimize performance of the business Questions to ask: How many open opportunities does each of the Sales representatives on my team have? How’s the quality of my pipeline? Who are the account managers associated with our top 10 deals? Who are the account managers in the Western region that are losing the top deals over the last 3 quarters? Which sales reps are discounting at the highest rate?

Challenges for Sales Operations Analyze data from across the company over longer time periods Questions to ask: What is the % variance for Actual vs. Quota for Sales Managers in the Eastern and Western Regions? What portion of the revenue for each product line in the last 3 quarters came from new versus existing customers? What would be the impact of the territory change in terms of the projected revenue contribution, based on past trends?

BI OnDemand Value Data Services We give you the high-volume reporting infrastructure you need – more data volume and better performance than your core application Unlock the value in your data and drive better performance for your business Offload infrastructure costs We take on the effort of buying, building and maintaining your data warehouse AND business intelligence infrastructure Spend your time analyzing and managing the business, not building servers Advanced analytics Access high-value reports and analytics Gain better insight into your business to make better decisions

Business Intelligence OnDemand: What is it? Hosted Business Intelligence solution including: - Hosted data warehouse - Data Integrator jobs to move customer data from local source to hosted warehouse - Universes on top of data warehouse - Access Crystal Reports, Web Intelligence and Xcelsius reports and dashboards - crystalreports.com style web user interface Supported Data Schemas: - First is salesforce.com - Additional sources to follow this year SLIDE 15 COPYRIGHT © 2007 BUSINESS OBJECTS S.A. ALL RIGHTS RESERVED.

Case Study: RapidAdvance Scott Cohenford, Senior Analyst RapidAdvance

Business Intelligence OnDemand Migrating to Software-as-a-Service

CORPORATE HISTORY  Founded in late 2005  Bethesda, MD location – 60+ employees  Specialty finance company – working capital for small businesses  Cash advance product – purchase of future credit card receivables in exchange for immediate cash

FACING THE CHALLENGES OF HIGH GROWTH Small company challenges intersect with enterprise-level data needs • Cash constraints • Limited resources for platform dev. • “Thin” Technical Staffing & Expertise • Minimal IT staffing • Minimal technical background • Immediate Internal Data Needs • Instant solution required • Managers highly dependent on quality intel • Hundreds of metrics reviewed daily • Demanding Partner Relationships • Dozens of valuable, data-hungry relationships • Push for near real-time reporting • Emphasis on accessibility and ease-of-use

OUR WORLD BEFORE ONDEMAND Inefficient, time-consuming manual processes fail to address our needs. • Daily data dumps into excel – full time position • Manual exports, updates, and summaries from multiple data sources (SQL, Salesforce.com, etc.). • Multiple staff hires simply to run/compile reports. • Employee absence = no reports. • Report transmission hurdles • Manual conversions to “viewable” file formats. • Hundreds of emails, printouts, etc. • Fragmented distribution channels. • File management issues • Report security and accessibility. • Dissatisfied partner channels • Frequent delays in reporting. • Inconsistency in delivery and presentation of data.

CRYSTALREPORTS.COM RapidAdvance’s implementation of crystalreports.com has led to…. • Full automation – over 400 reports scheduled for daily updates. • Controlled access – security, permissions, etc. • 100 active users – 20 internal and 80 external • Single-employee management/admin – entire process managed by one staff member • Cost-effective solution – complete functionality within RapidAdvance’s budget • Cross-database, cross-departmental reporting – ability to report data from over 10+ sources. • Reputation for first-rate service – RapidAdvance can sell partners on ability to provide consistent, comprehensive reporting

OUR FUTURE AND THE ROLE OF ONDEMAND SOLUTIONS RapidAdvance will use OnDemand applications to continue to mature its BI capabilties… • crystalreports.com – effective Enterprise Reporting – establishing the foundation of our success. • Nsite – Quote and proposal application. Built-in quoting system within Salesforce.com and document mapping. • Now live • pricing tools move into the online environment • automated contract preparation and storage • Crystal Xcelsius – interactive management dashboards, complex “what-if” analysis. Distribution via crystalreports.com.

Demonstration: RapidAdvance

Case Study: Seagate Technology Parijat Sharma, Manager Sales Productivity Seagate Technology

Seagate: Storage Leader • Seagate is the world’s leading provider of hard disc drives – Q4 FY2007*: 39.2M drives shipped; revenue of $2.74B • Provides storage solutions for Enterprise, Desktop, Mobile Computing, Consumer Electronics and Branded Retail markets • Approximately 53,000 employees worldwide • Forbes Magazine 2006 “Company of the Year” * For fourth fiscal quarter ended June 29, 2007 ** Includes interns, contractors, and agency temps

Seagate’s Global Presence Springtown & Limavady, N. Ireland Minneapolis, MN Bray, Ireland Amsterdam, Netherlands Emeryville, Fremont, Paris, France Beijing, China Toronto, Canada Tokyo, Japan Milpitas, Sunnyvale, Scotts Valley, CA Shrewsbury, MA Wuxi, China Pittsburgh, PA Suzhou, China Delhi, India Shanghai, China Oklahoma City, OK Bangkok & Korat, Taiwan Thailand Longmont, CO Penang & Senai, Malaysia Ang Mo Kio, Science Park & Woodlands, Singapore Drives and Components Design Seagate Services Regional HQ’s and Sales Customer Support

Seagate’s Market Segments Handheld Notebook 8 Markets Gaming Desktop 40 Products Auto External Multi-channel distribution DVR Enterprise

Business Challenges •Gain single version of the truth for POS analysis with integrated campaign data •Improve market segmentation •Reduce number of manual operations and resulting errors •Reduce training time for new analysts

Deploying BI OnDemand •BIOD not in lieu of a Enterprise Data Warehouse project, this is in addition to •The solution needed to be not only easy to build and easy to sustain, but also easy to change and adapt •With BIOD - in a matter of 3 months, we have a data mart with a front end •Program Management of on premise and on demand in the same group – best of both worlds

Implementation Activities • Build a hosted data-mart with Business Objects • Synchronize data mart with Salesforce • Create necessary reports (approx. 15 reports for 3 organizations) • Embed BIOD within Salesforce for ease of use Timeline • 3 months Team Structure • Business Objects Professional Services (PM, Report Developer, Data Mart SME) • Seagate IT (Governance and Oversight) • Seagate Business Analyst (1 for each organization) • Seagate Program Manager

Demonstration 31

BI OnDemand in salesforce.com

Avg. Revenue/Customer Tier Parameter Selection

Avg. Revenue/Customer Tier Report

Distributor Performance Report

Actual Customer Distribution – Tier Comparison

Xcelsius Dashboard

Why BIOD in addition to EDW and Salesforce? EDW (Internal) • Opportunity to learn as we prototype • Time to market • Usability and accessibility Salesforce • Size of data • Data filling up the Salesforce database • Deploying live Xcelsius dashboards for executives

Benefits One version of the truth Ease of access within Salesforce Ease of use Iterative development Lower cost to serve Higher degree of automation, less manual intervention

Questions?

NEXT STEPS Learn More: Visit Booth #407 for more information and demos Visit www.ondemand.com Give us feedback BI OnDemand focus group 12:30pm today Attend the AfterDark Launch Event: Tonight, 6:30pm. 4th floor of Metreon (across the street) Try it Free: www.crystalreports.com www.ondemand.com Copyright © 2005 Business Objects S.A. All rights reserved.

Business Intelligence OnDemand: How It Works Business Objects BI On Demand Platform BI On Demand The Data Integration Data is stored in our Hub processes On Demand data incoming data jobs. storage system. Tenant ID ID List ID TimeCreated ... ... Tenant List ID TimeCreated TimeCreated ... Tenant ID List ID 1931 1 1489 2 2 3219 3 3 4598 4 F I R E W A L L 4 On Premise Create Crystal Reports or Users access live Reports, Data is transferred from Crystal Xcelsius dashboards. Dashboards, and Ad Hoc local or Web data sources. Tools (WebIntelligence). Customer Environment

salesforce.com 3 Solution Overview Application integration allows Salesforce.com users to refresh and view reports. On Demand F I R E W A L L On Premise 2 Salesforce.com reports are uploaded or scheduled to 1 crystalreports.com. The Salesforce.com Driver connects to your Salesforce.com data. Use Crystal Reports the Report Pack as a starting point. Salesforce.com Customers SLIDE 45 COPYRIGHT © 2007 BUSINESS OBJECTS S.A. ALL RIGHTS RESERVED.

Increase your Return on Information Gain instant access to data from industry leading sources such as: Dun & Bradstreet, Thomson Financial, US Census Bureau Easily access, purchase and manage information including analytics, reports, widgets and web services Quickly perform market research, sales planning, financial and competitive analysis, and industry benchmarking using tools you know Leverage analytics ‘as is’ or customize Proprietary. Copyright © 2006 Business Objects S.A. All rights reserved.

Who can use this? Sales and Marketing Managers: Easily see market sizing data – both of your competitors but more importantly of the industries or geographies you may be considering targeting Quickly perform market research, sales planning, financial and competitive analysis, and industry benchmarking Analyze data in interactive, visual \"what if\" models Executive and Financial Analysts: Gain instant access to data from industry leading sources such as D&B and Hoovers Find and sort data you need into accessible, timely, relevant and consumable packages Link your microeconomic experience with macroeconomic trends SLIDE 48 COPYRIGHT © 2007 BUSINESS OBJECTS S.A. ALL RIGHTS RESERVED.

Matching solutions to needs Field/Inside Sales Reps Live data access Simple, small data sets Sales Management Live data plus access to history Summaries and dashboards Sales Operations Analysts Large data volumes Ad hoc and what if analysis for planning Multiple data sources, complex data SLIDE 49 COPYRIGHT © 2007 BUSINESS OBJECTS S.A. ALL RIGHTS RESERVED.

First Solution: Enterprise Reporting On Demand

S2 A004 M A T T I C K 091907

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