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Integration Strategies in a SaaS Environment

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    • 1. Integration Strategies in a SaaS Environment
      • Vendors presenting:
        • Informatica
        • Above All Software
        • Tibco
        • Cast Iron Systems
      Track: Large Enterprise Deployments
    • 2. Safe Harbor Statement
      • “ 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.
      • 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.
      • 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 .
      • 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.
    • 3. Ron Papas SVP, Business Development [email_address]
    • 4. Informatica at a Glance
      • Founded: 1993
      • Headquarters: Redwood City, California
      • Employees: 1,100+
      • Offices: North and South America, Europe, Asia Pacific
      • Revenue: $267 million (2005)
      • Market share leader (Gartner Dataquest)
      • Customers: 2,600+ Direct
        • 2,000+ OEM
      • 83 of Fortune 100
      • Thousands of trained 3rd party consultants
      • 30,000 members in Developer Network
      Our Mission Help enterprise customers implement a data services architecture to gain the most business value from their data assets Our Singular Focus Data Integration Products and Services Our Mission Help enterprise customers implement a data services architecture to gain the most business value from their data assets Our Singular Focus Data Integration Products and Services Manufacturing Retail and Services Healthcare and Life Sciences Financial Services and Insurance Our Customers Are Leaders in Every Industry Transportation and Distribution
    • 5. Common Design Patterns Enabled by Informatica Data Migration from on-premise data stores to Salesforce Account Management Pipeline and Forecast Enterprise DW SAP Sales History Customer Master Business Warehouse Oracle eBusiness Financial Summary Siebel Account Management Pipeline and Forecast
    • 6. Common Design Patterns Enabled by Informatica Data Synchronization between ERP Apps & Salesforce Account Management Pipeline and Forecast Enterprise DW SAP Sales History Customer Master Business Warehouse Oracle eBusiness Financial Summary Siebel Account Management Pipeline and Forecast
    • 7. Common Design Patterns Enabled by Informatica Data Warehouse creation or replication from Salesforce Account Management Pipeline and Forecast Enterprise DW SAP Sales History Customer Master Business Warehouse Oracle eBusiness Financial Summary Siebel Account Management Pipeline and Forecast
    • 8. Common Design Patterns Enabled by Informatica Cleansing of Salesforce data Account Management Pipeline and Forecast Enterprise DW SAP Sales History Customer Master Business Warehouse Oracle eBusiness Financial Summary Siebel Account Management Pipeline and Forecast
    • 9. Leveraging Web 2.0 Standards and the SFDC API
      • Informatica has built a native connector to Salesforce
        • Supports Partner WSDL
        • Codeless interface
        • Metadata driven
        • High performance
        • Built-in security & encryption
        • Operates in Batch, Change or Real-time modes
        • Drag & drop connectivity to
            • Enterprise Apps: SAP, PSFT, Oracle, JDE, Siebel…
            • Message buses: IBM MQ, MSMQ, JMS, Tibco, WebMethods…
            • Legacy stores: Mainframe and AS400 databases…
            • Unstructured data: Excel, word, pdf, HPAA, HL7, SWIFT…
        • Enables Salesforce Data Quality Assessment & Cleansing
    • 10. Pitfalls of Integration and How to Avoid
      • Quick & dirty solution
      • Not using a flexible, extendable, and re-usable solution
      • Not using a reputable product/company
      • Integration challenges experienced in Salesforce deployments are very similar to those found in other application integration projects. Informatica has helped thousands of companies resolve those challenges and gain business value from their data assets over the past 10 years
    • 11. Time and Cost Estimate to Integrate with Salesforce using Informatica
      • 0% time spent on mechanics of AppExchange API
      • Minimal time spent on development of mappings (GUI interface)
        • Hours or days
      • Majority of time spent on design & architecture
        • Days or weeks
      • Informatica’s PowerCenter product is metadata driven, and all design patterns built with it are highly re-usable and sharable
    • 12. DEMO: PowerCenter and Salesforce Integration & Cleansing Migrate data from Oracle into Salesforce Migrate and cleanse data from Salesforce into Oracle Update Salesforce with clean data from Oracle 1 2 3
    • 13. Deborah Scharfetter Vice President, Products [email_address]
    • 14. Above All Software
      • Leader in providing composite application solutions
      • Have worked with salesforce.com since 2002
      • Recently won top award at the Global Integration Summit in Boston
      INDUSTRY: Software EMPLOYEES: <100 GEOGRAPHY: Primarily North America PRODUCT(S) USED: SFA, Service & Support, on AppExchange
    • 15. 25+ Years Of Asset Proliferation Data Redundancy Business Process Fragmentation Assets Proliferate But Rarely Get Replaced Era RDBMS ERP Client Server SaaS 80s 90s 2000s Legacy RDBMS Legacy ERP Client Server RDBMS Legacy
    • 16. Today’s Business Reality Customer-Facing Employees Opportunity Management Product
      • Can’t Get Information They Need to Meet the Needs of the Customer
      • Multiple, Repetitive Manual Operations
      • Errors in Manually-Entered Data
      • Can’t Use Information to Increase Revenues or Create New Opportunities
      Order Management Pricing
    • 17. Composite Applications Are “Enterprise Mashups” Composite Application Example: Processing a Customer Order Single Application Interactive and Transactional “ Close Opportunity” “ Create Order” “ Available to Promise” “ Verify Address” Non-invasive Leverages business logic
        • The enterprise incarnation of a “mashup”
        • Combines business functionality from multiple applications via business services
        • A form of integration
        • A form of application development
        • Supports many different styles of integration
        • How one derives value from a SOA
    • 18. Common Design Patterns for Composite Applications
      • Extend salesforce.com to leverage functionality from other, harder-to-use, systems
      • Focus on human interaction
      • Eliminate unnecessary data redundancy
      • Support n-way integration, not just point-to-point
      • Work with services and transactions, not just data
      • Focus at the business service level
      • Enables real-time response from multiple systems
      • Provide support for any style of technology
    • 19. Leveraging Web 2.0 Standards & the AppExchange API
      • Enterprise mashups = composite applications
      • Designed from the ground up to support Web services and related standards
      • Have supported AppExchange API from the outset of the Company
        • Provide specific “Knowledge Pack” for salesforce.com
        • Enables rapid composite application assembly and deployment
      • Provide interfaces for other applications that simulate the easy-to-use nature of AppExchange API.
      • Enable multi-channel deployment
        • Richer or Smarter clients
        • Web clients
        • Embedded clients
        • Web Services
      • Provide transparent security into application portfolio
      Enabling Rich Internet Applications
    • 20. Pitfalls of Integration and How to Avoid Them
      • How do you avoid data inconsistency?
        • Minimize data redundancy
      • How to ensure consistency where data must be replicated?
        • Ensure there is only a single point of data entry
      • How can users minimize information latency?
        • Provide real-time access
        • Support multiple channels of deployment
      • How do you avoid ongoing recurring maintenance costs as applications evolve?
        • Don’t hand-code point-to-point integrations
      • How do provide an application upgrade within your integration?
        • Define mashups at the metadata layer to support ‘safe’ upgrades at the application layer
      • How do you keep integration costs under control?
        • Leverage proven methodologies: Mine, Refine, Assemble, Deploy
      • How are you optimizing the user experience and maximizing adoption?
        • Provide a visual means to interact with the information systems
    • 21. Time and Cost Estimate to Integrate with Salesforce Example: PGP Corporation
      • Used Dunn & Bradstreet to Create One “Common Truth” for Customer Accounts Across Oracle and salesforce.com
      • Reconciling Manual Data Entry Processes Across Disparate Systems
      Problem
      • Slower Credit Approvals
      • Lost Productivity Correcting Errors
      Impact Implementation Effort
      • 2 person weeks
      Solution Above All Confidential and Proprietary
    • 22. Demonstration of their “clicks not code” solution
    • 23. Dean Hidalgo TIBCO Product Marketing TIBCO Software, Inc [email_address]
    • 24.
      • A leading provider of SOA, business integration and process management software
      • 20+ years of delivering leading software products and services
      • 2,500+ customers, 175 partners
      TIBCO Software INDUSTRY: Software Infrastructure EMPLOYEES: 1500 GEOGRAPHY: Global, HQ : Palo Alto, CA PRODUCT(S) USED: SFA, AppExchange applications # USERS: 500 (TIBCO internal)
    • 25. Common Design Patterns that you enable with your solution
      • Access data in legacy systems (custom, mainframe)
      • Real-time data synch
      • Event processing/correlation
      • Service Oriented Architecture
      • Modular services for reuse
      • Composite app assembly
      • Capture/leverage business best practices
      • Over 175 Adapters
      • Extensibility using SDK
      • Pre-built sales f orce.com palette
      • Pre-built design templates
      • AJAX Rich Internet Applications
      • References:
        • CISCO
        • Symantec
        • Internally at TIBCO
    • 26. Leveraging Web 2.0 (and other) Standards and the AppExchange API
      • Key goal is to drive SOA related standards that address:
        • Events
        • Reliable Messaging
        • Monitoring and Management
        • Security
        • Service Description
        • Orchestration
        • Distributed Service Deployment
        • AJAX Rich Internet Applications
      TIBCO Area of Focus Committee Participation Reliable Messaging WS-ReliableMessaging Events WS-Eventing Alerts/Notifications WS-Notifications Addressing WS-Addressing Security WS-Security Management and Monitoring WSDM (Distributed Management) Orchestration WS-BPEL Description WSDL 2.0 Transport SOAP 1.2 Java Business Integration JBI (JSR 208) Transactions WS-TX (Transactions) Security WS-SX (SecureExchange)
    • 27. Pitfalls of Integration/SOA and How to Avoid
      • Eliminate hard wired, point-to-point application interfaces
        • Create loosely coupled connections via SOA
        • Separate technical services from business services
        • Determine level of service granularity that will achieve maximum reuse
      • Use standards but evaluate carefully to ensure maturity and benefits
        • SOA is more than just Web services
        • Use Web 2.0 standards (e.g., AJAX)
      • Architect and plan for enterprise-scale SOA
        • Performance/scalability
        • Extend service reuse across departmental boundaries
        • Use platform neutral approach to address app platform heterogeneity
      • Establish services governance
        • Security/policy
        • Registry/repository
    • 28. Time and Cost Estimate to Integrate with Salesforce using TIBCO Software
      • Shorten implementation cycles to weeks rather than months
      • Leverage
      • Out of the box templates and services
      • Custom Salesforce adapter
      • Proven methodology and Approach
        • ( CISCO and Symantec )
    • 29. TIBCO SOA Reference Architecture TIBCO Management & Monitor Services Governance TIBCO Repository UDDI Registry Security & Policy User Interaction TIBCO Portal Services TIBCO Rich Clients New Service Existing Service Custom Apps J2EE/.NET Adapter Packaged App Trading Partner Services Mainframe WS WS Data Integration ETL & JDBC Adapter TIBCO Services Backbone & ESB Event Services Exception Handling Audit & Logging Cross Referencing
      • Data Transform
      • XSLT
      • Intelligent Routing
      • Subject
      • Content
      Core ESB Services
      • Web Services
      • SOAP
      • WSDL
      • HTTP
      Service Runtime Container Transactions
      • XA
      • JTA
      Security
      • SSL
      • WSS
      TIBCO Distributed Messaging Bus (EMS, Rendezvous) Multi-Protocol Message Translation (HTTP, MQSeries, any JMS) TIBCO Integrated Services Environment (ISE) Services Construction & Orchestration
    • 30. Service Creation and Orchestration
      • Integrate with:
      • Packaged applications (e.g., Oracle Financials, SAP, etc.)
      • Custom applications (J2EE, .NET, etc.)
      • Mainframe (CICS, IMS, COBOL, etc.)
      • Over 175 adapters
      Drag and drop resources with zero coding Rich library of pre-built activities/tasks Abstraction of multi-step business processes
    • 31. Enriching Salesforce Using AJAX at TIBCO
      • Customized user interface for Salesforce using TIBCO General Interface
      • Tailored to specific needs for TIBCO employees
      • Exposes services that can be reused as part of SOA
    • 32. Demonstration of the TIBCO “clicks not code” solution
    • 33. Simon Peel SVP Integration Strategies [email_address]
    • 34. Cast Iron Systems The only NO-SOFTWARE integration solution built especially for salesforce.com
    • 35. Common Design Patterns Business Design Patterns Technical Design Patterns
      • Data synchronization in real-time
      • Data migration to salesforce.com
      • Data extraction for reporting & dashboards
      • Customer Master, Product Master, Pricing...
      • Connect Sales with ERP & back-office systems
      • Link SupportForce with internal tracking systems
    • 36. Leveraging Web 2.0 Standards & the AppExchange API
      • AppExchange Web services API v8.0, AJAX, SOAP, WSDL, XML, BPEL, XPATH, XSLT, HTTP(S), SMTP, FTP, POP3, JDBC, etc.
      • Support for both Partner and Enterprise WSDL’s
      • Pre-configured connectors for speedy project completion
      • Pre-built customer/product master integration
      • Simple drag & drop access to all salesforce.com objects
      • Built-in session management
        • Automatic logon, session caching, automatic session renewal
        • Support for multiple concurrent salesforce.com instances
    • 37. Pitfalls of Integration and How to Avoid (1) Program using complex integration tools salesforce.com Application 2 (2) Program using development tools Custom Code Java Visual Basic C++, SQL salesforce.com Application 2 Complex Experience
      • Install and maintain multiple software components
      • Write & rewrite integration code
      • Rely on middleware experts
      • Use multiple tools to track integration health
      Simple Experience
      • One device
      • No coding
      • No experts
      • One console
    • 38. Time and Cost Estimate to Integrate with Salesforce using Cast Iron Systems Subscription Pricing Starts at $2.5K/month and Implementation is ‘On Our Dime’
    • 39. “ Clicks Not Code” Demo: Synchronizing Customer Master Data with ERP What The Integration Appliance Does Customer Master Integration: ERP to CRM Cast Iron Integration Appliance ERP
    • 40. Simon Peel SVP, Integration Strategies QUESTION & ANSWER SESSION Dean Hidalgo TIBCO Product Marketing Deborah Scharfetter VP, Products Ron Papas SVP, Business Development CINDY WARNER SVP, Global Integration Services Salesforce.com Moderated By:
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