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Redefining Integration - The End of the Black Box

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  • 1. Redefining Integration: The End of the Black Box Glen Stoffel, Bluewolf Lou Fox, Bluewolf Jeff Kaplan, THINKstrategies Track: Large Enterprise Deployments
  • 2. Bluewolf’s Experience = Your Success 2002 2003 2004 2005 Platinum Partner 1 st custom application development Executed Multi-National User Adoption Plan Program SFDC Innovation Brought To: 700+ Implementations 150+ Integration Projects 35,000+ Trained Users Salesforce.com Partner 2001 2000 1 st salesforce.com Enterprise Integration Tool Launched Adoption-to-Addiction 1 st Ajax engine co-developed w/ SFDC ESI – top on AppExchange 600 users trained in 36 hours Customer Success Guarantee ™ Instantaneous Integration 2006
  • 3. End User Training Potential Value Realized Value Define Success Criteria Measure, Manage, Support Desired Outcome Customer Success Guarantee ™
  • 4.
    • Redefining Integration: The End of the Black Box
  • 5. The Black Box
  • 6.
    • What does Adoption have to do with IT ?
  • 7. Integration Patterns Opportunity-to-Order Product Inventory Sync Account Master Opportunity-to-Quote Account Master Opportunity-to-Order Opportunity-to-Quote Product Inventory Sync Integrating Departments backoffice staff Finance Fulfillment Services Operations
  • 8.
    • “ But we’ve already invested hundreds of thousands in our corporate standard integration solution?”
    The Corporate Standard Myth
  • 9.
    • “ Nothing up our Sleeve…”
    Demo
    • Sales Updates Opportunity Stage
    • Finance Approves and Edits Account
    • Sales checks account status
  • 10.
    • Now that Technology is out of the way, can we talk about Integration?
  • 11. Evolution Toward Integration Efficiency Client Server years $,$$$+ days IaaS Integration as a Service $ weeks Enhanced Tools $$ months Introduction of SaaS API’s $$$ Faster . . . Better . . . Less $$$
  • 12. Integration as a Service - IaaS
    • Redefinition
    • $$'s down.... Accountability up
      • Renewable low cost subscriptions
      • 24/7 SLA‘s
      • Guaranteed Results
    • End User and Business Process Focus up
      • Expert consultants who understand your business process
      • Professional Adoption teams supporting end users
      • Technical Account Managers….not bug trackers…
      • Departmental Integration
    • IT burden down, Business Enablement up
      • UI built directly into SFDC
      • Agile Deployments
      • Open-Source Integration Procedures
      • Corporate Standard  Web Standards
  • 13.
    • Sounds great…. You go First!
  • 14. IaaS Subscribers
    • Relax…You’re not Alone
    Business Services Financial Manufacturing Media/Internet Technology Telecom Healthcare/Pharma Retail/Services Non-Profit
  • 15.
    • Don’t take our word for it…..
  • 16. David Hong Director, Sales Operations R2 Technologies Bill Doane Manager, Print Advertising Systems Jonathan Miller VP Sales & Marketing Systems Jeff Kaplan Managing Director Moderated By: Dow Jones / Wall Street Journal Standard & Poor’s Larry King Sales Director, New Markets LivePerson
  • 17. Jeff Kaplan - THINKstrategies
    • Founder/Managing Director, THINKstrategies www.thinkstrategies.com
    • Founder of the Software-as-a-Service (SaaS) Showplace, www.saas-showplace.com
    • Former VP of Marketing and Business Development for several technology firms.
    • Former analyst at,
      • IDC
      • Meta Group
      • Dataquest
  • 18. Panelist Profile
    • Company Overview
      • Leading CAD solution in the early detection of breast cancer and lung disease
      • 32 sales reps in 3 countries
      • Recently acquired by Hologic
    • Integration Challenge
      • Connecting ERP to CRM
      • Flexible to time sensitivity through the day
    • Integration Solution
      • Bluewolf ESI tool
      • Customized data integration and frequency of processing of orders
    • Results
      • Seamless integration between old ERP and new CRM
      • Ability to process orders and ship products on time
    INDUSTRY: Medical Devices EMPLOYEES: 150 GEOGRAPHY: Global INTEGRATION – BUSINESS PROCESS: Opportunity to Order, Account Master Sync, ERP >> CRM, etc.. # USERS: 86 INTEGRATION – Technology: Database with Proprietary Application, Application Integration, Custom Code NAME: David Hong Role/Title: Director of Sales Operations
  • 19. Panelist Profile
    • Company Overview
      • Anchored by the world's leading business publication, The Wall Street Journal  — and its international and online editions,  — the Consumer Media Group also includes Barron's , Far Eastern Economic Review , MarketWatch from Dow Jones and The Wall Street Journal Radio Network .
    • Integration Challenge
      • Keep synched with Corporate Data Warehouse supplied by 3 Advertising systems
      • Maintain Agency/Advertiser relationships across multiple products
    • Integration Solution
      • ESI
      • AJAX Forecasting App (sControl)
    • Results
      • Self Implemented with some SME consulting
    INDUSTRY: Media EMPLOYEES: 7500 GEOGRAPHY: Global INTEGRATION – BUSINESS PROCESS: Account Master Sync, Forecasting Actuals, Agency # USERS: 1000+ INTEGRATION – Oracle Data warehouse, custom AJAX forecasting application (sContol) NAME: Bill Doane Role/Title: Manager of Print Advertising Systems
  • 20. Panelist Profile
    • Company Overview
      • Global leader in financial market intelligence, providing data and information, ratings and research, quantitative analytics, insight and benchmarks – serving investors, issuers and intermediaries.
      • A division of The McGraw-Hill Companies
    • Integration Challenge
      • Matching and Parenting of Accounts
      • Keeping account data clean
      • Many sources
      • Multi-country, multi-language
      • Back-office Financial
    • Integration Solution
      • Data Exchange Hub
      • Combination of Informatica, Tibco, Trillium, Oracle, and custom java code
      • Data is constantly cleaned
    • Results
      • Sales system rolled out this year
      • Will be using ESI to hit current deadline
      • Will consider ESI to replace homegrown code
    INDUSTRY: Financial services EMPLOYEES: 7500 GEOGRAPHY: Global INTEGRATION – BUSINESS PROCESS: Populate SFDC with internal sources of data; feed other systems downstream from CRM # USERS: 450 – Today 750 – Yr End INTEGRATION – Technology: Oracle, Tibco, Informatica, Trillium, custom java code NAME: Jonathan Miller Role/Title: VP, Sales & Marketing Systems
  • 21. Panelist Profile
    • Company Overview
      • Leading provider of online communication solutions, including Chat, Click-to-talk, Email and FAQ/Knowledgebase
      • 5,000 Customers Worldwide, NASDAQ,(LPSN)
    • Integration Challenge
      • Limited development resources internally
      • Needed a solution that was easy for customers to deploy and configure
    • Integration Solution
      • Leverage ESI to provide the integration layer between our two systems.
      • Customer Lead and Service information captured via a chat is passed automatically into each customers SFDC Org.
      • Solution currently available on AppExchange
    • Results
      • Currently using it to support our own internal business
      • 20% increase in agent productivity
    INDUSTRY: Technology EMPLOYEES: 180 GEOGRAPHY: Global INTEGRATION – BUSINESS PROCESS: Pass vital chat information from our system into SF.com, to support sales and service interactions # USERS: 140 INTEGRATION – Technology: Leveraging ESI to fully integrate LivePerson’s Chat technology with SF.com for both service and sales NAME: Larry King Role/Title: Sr. Dir, New Markets
  • 22. Integration as a Service - Scorecard
    • 1) Is your corporate server closet growing?
    • (coat closet) 1.....2.......3.......4........5(growing rapidly)
    • 2) We have hired new IT staff to support integration?
    • (refocus staff) 1.....2.......3.......4........5(increased staff)
    • 3) I love to be woken up in the middle of the night to support integration?
    • (someone else’s problem) 1.....2.......3.......4........5(night owl)
    • 4) User Adoption is my responsibility?
    • (absolutely) 1.....2.......3.......4........5(what do users have to do with integration?)
    • Are you an On-Demand Company?
    • Bluewolf - booth 1010
  • 23. Come Learn about Bluewolf’s IaaS offerings Booth 1010 and Relaxation Oasis www.bluewolfgroup.com 1.866.455.WOLF Text “bluewolf” to 66937 Right Now! ESI (Enterprise Salesforce Integration) DRE (Data Replication Engine)
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