Best Practices for Integrating with your ERP Cole Orndorff  Lawson Software Tom Ackerman   Symbol Technologies, Inc. Track...
Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This pr...
Cole Orndorff VP Information Technology Services [email_address]
Company Introduction <ul><li>Leading provider of ERP Software </li></ul><ul><li>Going to over 900 users in over 40 Countri...
Immediate Migration Opportunity <ul><li>Tight Time Frame </li></ul><ul><li>Management relying on Opportunity/Pipeline data...
Key Decision Points –  Flexibility and Speed <ul><li>Toolset needed to enable consolidation and coordination of disparate ...
Key Decision Points –  Future Supportability <ul><li>Transitional Applications </li></ul><ul><ul><li>Desire to avoid costl...
Proof of Concept –  Traditional Interface <ul><li>Created an estimate of the work necessary to write interfaces using trad...
Proof of Concept –  Concerns <ul><li>Lawson was hesitant to take just Reference and Vendor benefits statements as fact. </...
Proof of Concept - Results <ul><li>Reduce Lawson development time from 80 hours to 8 for Phase one of Salesforce implement...
Product Interfaces – S3 (Staff, Source, Serve)   <ul><li>Salesforce to: </li></ul><ul><ul><li>Lawson’s S3 ERP solution (AR...
Product Interfaces – M3  (Make, Move, Maintain) <ul><li>Salesforce to: </li></ul><ul><ul><li>Lawson’s M3 ERP solution (AR)...
Tom Ackerman Sr. Director, Enterprise Systems Symbol Technologies, Inc. [email_address]
Symbol Technologies <ul><li>Worldwide Leader in Enterprise Mobility Solutions </li></ul><ul><ul><li>Advanced Data Capture ...
Opposing Forces in the Large Enterprise – Front Office vs. Back Office <ul><li>Sales Organization Wanted Alternative Field...
Symbol Solution Overview <ul><li>Complete solution comprised of </li></ul><ul><ul><li>Salesforce.com </li></ul></ul><ul><u...
Application Architecture <ul><li>Salesforce </li></ul><ul><li>Customers/Partners/Associates (Daily) </li></ul><ul><li>Pros...
Future Supportability <ul><li>Wanted to avoid large middleware implementation which would require incremental resources/co...
Optimizing Performance  <ul><li>Performance of realtime integration points was a concern </li></ul><ul><li>Performed stres...
CINDY WARNER Senior Vice President Global Integration Services Salesforce.com Moderated By: QUESTION & ANSWER SESSION Tom ...
Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvemen...
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Best Practices for Integrating with Your ERP

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Best Practices for Integrating with Your ERP

  1. 1. Best Practices for Integrating with your ERP Cole Orndorff Lawson Software Tom Ackerman Symbol Technologies, Inc. Track: IT Executives
  2. 2. Safe Harbor Statement <ul><li>“ Safe harbor” statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or implied by the forward-looking statements we make.  All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services. </li></ul><ul><li>The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia Corporation’s technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire, retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates. </li></ul><ul><li>Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K, 10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form 10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor Information section of our website at www.salesforce.com/investor . </li></ul><ul><li>Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all.  Customers who purchase our services should make purchase decisions based upon features that are currently available.  Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements, except as required by law. </li></ul>
  3. 3. Cole Orndorff VP Information Technology Services [email_address]
  4. 4. Company Introduction <ul><li>Leading provider of ERP Software </li></ul><ul><li>Going to over 900 users in over 40 Countries </li></ul><ul><li>Recently acquired Intentia International </li></ul>INDUSTRY: Software EMPLOYEES: 3,700 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Marketing Automation, Service Forecasting, & Support # USERS: 327 Active
  5. 5. Immediate Migration Opportunity <ul><li>Tight Time Frame </li></ul><ul><li>Management relying on Opportunity/Pipeline data </li></ul><ul><li>Migrate from Siebel to Salesforce </li></ul><ul><ul><li>Sales and Marketing not using integrated solutions </li></ul></ul><ul><li>Migrate from Intentia SMS to Salesforce </li></ul><ul><ul><li>Integrated Sales and Marketing System </li></ul></ul><ul><li>Migrate from Lawson SA to Salesforce </li></ul><ul><ul><li>Services Pipeline and Forecasting </li></ul></ul>
  6. 6. Key Decision Points – Flexibility and Speed <ul><li>Toolset needed to enable consolidation and coordination of disparate data sources </li></ul><ul><li>Solution needed to be flexible enough to interact with a variety of technology formats (SQL, Web Services, Flat File, etc.) </li></ul><ul><li>Need data transformation and manipulation capabilities </li></ul><ul><li>Deployment Speed </li></ul>
  7. 7. Key Decision Points – Future Supportability <ul><li>Transitional Applications </li></ul><ul><ul><li>Desire to avoid costly custom programming </li></ul></ul><ul><li>Evolving Interfaces </li></ul><ul><ul><li>Continue to Consolidate Systems </li></ul></ul><ul><ul><li>Continue to Develop New Systems </li></ul></ul><ul><ul><li>Continue to Develop New Uses for Data </li></ul></ul>
  8. 8. Proof of Concept – Traditional Interface <ul><li>Created an estimate of the work necessary to write interfaces using traditional methods. </li></ul><ul><ul><li>Phase 1 </li></ul></ul><ul><ul><ul><li>API programming 80 hours </li></ul></ul></ul><ul><ul><ul><li>Vendor integration programming 80 hours </li></ul></ul></ul><ul><ul><ul><li>Total programming time 160 hours </li></ul></ul></ul><ul><li>Interfaces would change over time </li></ul>
  9. 9. Proof of Concept – Concerns <ul><li>Lawson was hesitant to take just Reference and Vendor benefits statements as fact. </li></ul><ul><li>Completed Vendor comparison with industry analysis </li></ul><ul><li>Performed a 3 day proof of concept pilot of work necessary for phase 1 of project </li></ul><ul><ul><li>Day 1 - spent hooking appliance into our network </li></ul></ul><ul><ul><li>Day 2 - completed the basic integration of all elements in four hours, spent the afternoon reviewing improvements and other areas. </li></ul></ul><ul><ul><li>Day 3 - explored additional functionality of appliance. </li></ul></ul>
  10. 10. Proof of Concept - Results <ul><li>Reduce Lawson development time from 80 hours to 8 for Phase one of Salesforce implementation </li></ul><ul><li>Eliminated Vendor development time (80 hours phase one) for all phases of Salesforce integration </li></ul><ul><li>Able to use appliances for projects outside of Salesforce scope </li></ul>
  11. 11. Product Interfaces – S3 (Staff, Source, Serve) <ul><li>Salesforce to: </li></ul><ul><ul><li>Lawson’s S3 ERP solution (AR) </li></ul></ul><ul><ul><li>Custom Developed Product Configurator </li></ul></ul><ul><ul><li>Emagia – Credit and Collection Management </li></ul></ul><ul><ul><li>Support Entitlement </li></ul></ul><ul><ul><li>Website Entitlement </li></ul></ul><ul><ul><li>Lotus Notes Email (currently Linkpoint 360) </li></ul></ul>
  12. 12. Product Interfaces – M3 (Make, Move, Maintain) <ul><li>Salesforce to: </li></ul><ul><ul><li>Lawson’s M3 ERP solution (AR) </li></ul></ul><ul><ul><li>Tellus – Custom Problem Tracking System </li></ul></ul><ul><ul><li>Lawson’s M3 Client Community </li></ul></ul><ul><ul><li>Support Entitlement </li></ul></ul><ul><ul><li>Website Entitlement Definition </li></ul></ul><ul><ul><li>Lotus Notes Email </li></ul></ul>
  13. 13. Tom Ackerman Sr. Director, Enterprise Systems Symbol Technologies, Inc. [email_address]
  14. 14. Symbol Technologies <ul><li>Worldwide Leader in Enterprise Mobility Solutions </li></ul><ul><ul><li>Advanced Data Capture Products </li></ul></ul><ul><ul><li>RFID Technology </li></ul></ul><ul><ul><li>Mobile Computing Platforms </li></ul></ul><ul><ul><li>Wireless Infrastructure </li></ul></ul><ul><ul><li>Mobility Software and Services </li></ul></ul><ul><li>Multi-Tier Channel Sales </li></ul><ul><ul><li>Direct Sales, Distributors, Resellers, Systems Integrators </li></ul></ul><ul><li>Globally run SAP R/3 4.7 Financial/Controlling,Sales/Distribution,MaterialsMgmt,ProductionPlanning,WarehouseMgmt; APO; BW; EP </li></ul>INDUSTRY: High Tech EMPLOYEES: 5000+ GEOGRAPHY: Global PRODUCT(S) USED: Contact/Activity Mgmt, Opportunity Mgmt, Sales Forecast AppExchange applications: Comergent - Quotes, Deals Desk Finance Approval SGC Software- SAP Mashup Views (Bookings,Backlog, Billings, Credit) # USERS: 900
  15. 15. Opposing Forces in the Large Enterprise – Front Office vs. Back Office <ul><li>Sales Organization Wanted Alternative Field Sales Tool to Existing “ERP-like” CRM application </li></ul><ul><ul><li>Salesforce Quick and Easy for Field Sales Associate to Use </li></ul></ul><ul><ul><li>Account Mgmt, Opportunity Mgmt and Sales Forecasting </li></ul></ul><ul><li>But Still Needed Critical ERP data </li></ul><ul><ul><li>Customer/Partner/Associate Master data from SAP </li></ul></ul><ul><ul><li>Customer-Sales Associate assignments </li></ul></ul><ul><ul><li>Visibility to Transactional Data (Product Pricing, Release Status, Orders, etc.) </li></ul></ul><ul><ul><li>Support Deals Desk Finance Approval Process (Margin Analysis, Workflow) </li></ul></ul><ul><li>Representation of Customers </li></ul><ul><ul><li>Sales Organization looks at Customers from Go to Market point of view </li></ul></ul><ul><ul><li>ERP represents from a Financial point of view (Legal entities, A/R accounts) </li></ul></ul><ul><li>Field Sales Pipeline Mgmt vs. Operational Forecasting </li></ul><ul><ul><li>Sales Management uses Deal Value at Product Family level </li></ul></ul><ul><ul><li>ERP represents SKU level for Demand Planning & MRP </li></ul></ul><ul><li>Field Sales Pipeline Mgmt vs. Quotations/Deals Desk </li></ul><ul><ul><li>Sales Associates need quick simple tool for managing opportunities </li></ul></ul><ul><ul><li>Sales Finance requires controlled quotation margin analysis and approval process for non-standard pricing and terms. </li></ul></ul>Integration Issues Integration Drivers
  16. 16. Symbol Solution Overview <ul><li>Complete solution comprised of </li></ul><ul><ul><li>Salesforce.com </li></ul></ul><ul><ul><li>Comergent (AppExchange) </li></ul></ul><ul><ul><li>sForce API-SAP JCO Connection on J2EE server (Homegrown) </li></ul></ul><ul><ul><li>SimpleSGC Mashup Views (AppExchange) </li></ul></ul><ul><li>“ Loosely Coupled” Integration Approach </li></ul><ul><ul><li>Sales Organization flags SAP SoldTo Customers relevant for Field Sales in SFDC </li></ul></ul><ul><ul><li>Homegrown sForce API – SAP JCO integration for SoldTo (replace with SFDC SAP R/3 Connector?) with Daily Update </li></ul></ul><ul><li>Realtime Visibility to Bookings/Backlog/Billings/Credit </li></ul><ul><ul><li>SAP Mashup views in SFDC screens </li></ul></ul><ul><li>Integration team </li></ul><ul><ul><li>Symbol’s SAP IT team – 3 FTE </li></ul></ul><ul><ul><li>OKERE – 2 FTE </li></ul></ul><ul><ul><li>Comergent – 2 FTE </li></ul></ul><ul><ul><li>SGC Software - 1 FTE </li></ul></ul><ul><li>Experience </li></ul><ul><ul><li>Lightweight integration avoided large middleware implementation </li></ul></ul><ul><ul><li>sForce API is very robust </li></ul></ul><ul><ul><li>Performance is good worldwide </li></ul></ul><ul><li>Proof of Concept August 2005 </li></ul><ul><li>APAC Pilot January 2006 </li></ul><ul><li>Worldwide Deployment April 2006 – 900 Users 900 users worldwide </li></ul><ul><ul><li>Field Sales, Channels, Sales Finance, Demand Planning, Product Marketing </li></ul></ul>DEPLOYMENT DETAILS
  17. 17. Application Architecture <ul><li>Salesforce </li></ul><ul><li>Customers/Partners/Associates (Daily) </li></ul><ul><li>Prospects (Source) </li></ul><ul><li>Product Families (Daily) </li></ul><ul><li>Contacts/Activities (Source) </li></ul><ul><li>Opportunities (Source) </li></ul><ul><li>Bookings/Backlog/Billings/Credit (Realtime) </li></ul><ul><li>Field Forecast (Source) </li></ul><ul><li>Management Reporting (Source) </li></ul><ul><li>SAP R/3 </li></ul><ul><li>Customers/Partners/Associates (Source) </li></ul><ul><li>Product Families/Products (Source) </li></ul><ul><li>Product Pricing/Costs (Source) </li></ul><ul><li>Product Availability (Source) </li></ul><ul><li>Sales Orders/Deliveries (Source) </li></ul><ul><li>Billings/Credit (Source) </li></ul><ul><li>SAP BW (Data Warehouse) </li></ul><ul><li>Aggregated Field Forecast (Daily) </li></ul><ul><li>Aggregated Bookings/Revenue (Daily) </li></ul><ul><li>Deals Desk Reporting (Daily) </li></ul><ul><li>Comergent </li></ul><ul><li>Customer/Opportunity Data (Realtime) </li></ul><ul><li>Product Catalog/Configurator (Source) </li></ul><ul><li>Quotations (Source) </li></ul><ul><li>Deals Desk </li></ul><ul><ul><li>Margin Analysis (Source) </li></ul></ul><ul><ul><li>Approval Workflow (Source) </li></ul></ul>
  18. 18. Future Supportability <ul><li>Wanted to avoid large middleware implementation which would require incremental resources/cost for ongoing IT support </li></ul><ul><li>Design required lightweight integration solution </li></ul><ul><li>Developed small homegrown J2EE app </li></ul><ul><ul><li>Connects AppExchange API to SAP JCO </li></ul></ul><ul><ul><li>JCO calls custom SAP BAPI </li></ul></ul><ul><ul><li>BAPI refers to Customer Master change pointers </li></ul></ul><ul><ul><li>New/changed Customer updates sent to sForce API </li></ul></ul><ul><li>Lessons learned </li></ul><ul><ul><li>Avoid “too tight” an integration if financial view of customers in ERP do not match with field sales view of customers. </li></ul></ul><ul><ul><li>Display only mashup views allow valuable info to Field Sales with low data integrity risk </li></ul></ul><ul><li>Considering replacing homegrown customer integration with new Salesforce SAP R/3 Connector </li></ul>
  19. 19. Optimizing Performance <ul><li>Performance of realtime integration points was a concern </li></ul><ul><li>Performed stress testing utilizing Compware test tools with good results </li></ul><ul><li>Minimal performance tuning necessary </li></ul>
  20. 20. CINDY WARNER Senior Vice President Global Integration Services Salesforce.com Moderated By: QUESTION & ANSWER SESSION Tom Ackerman Sr. Director, Enterprise Systems Cole Orndorff VP Information Technology Services
  21. 21. Session Feedback Let us know how we’re doing! <ul><li>Please score the session from 5 to 1 (5=excellent,1=needs improvement) on the following categories: </li></ul><ul><ul><li>Overall rating of the session </li></ul></ul><ul><ul><li>Quality of content </li></ul></ul><ul><ul><li>Strength of presentation delivery </li></ul></ul><ul><ul><li>Relevance of the session to your organization </li></ul></ul>Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 220, #### For example, “ Session 123, 5555 ” Session ID: 220 Session ID # Scores for 4 categories SMS Voting powered by:

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