Redefining Integration:  The End of the Black Box Glen Stoffel, Bluewolf Lou Fox, Bluewolf Jeff Kaplan, THINKstrategies Tr...
Bluewolf’s Experience = Your Success 2002 2003 2004 2005 Platinum Partner 1 st  custom application development Executed Mu...
End User Training Potential Value Realized Value Define Success Criteria Measure, Manage, Support Desired Outcome Customer...
<ul><li>Redefining Integration: The End of the Black Box   </li></ul>
The Black Box
<ul><li>What does  Adoption  have to do with  IT ? </li></ul>
Integration Patterns Opportunity-to-Order Product Inventory Sync Account Master Opportunity-to-Quote Account Master Opport...
<ul><li>“ But we’ve already invested hundreds of thousands in our corporate standard integration solution?” </li></ul>The ...
<ul><li>“ Nothing up our Sleeve…” </li></ul>Demo <ul><li>Sales Updates Opportunity Stage </li></ul><ul><li>Finance Approve...
<ul><li>Now that Technology is out of the way, can we talk about Integration? </li></ul>
Evolution Toward Integration Efficiency Client Server years $,$$$+ days IaaS Integration as a Service $ weeks Enhanced Too...
Integration as a Service - IaaS <ul><li>Redefinition </li></ul><ul><li>$$'s down....  Accountability  up </li></ul><ul><ul...
<ul><li>Sounds great…. You go First! </li></ul>
IaaS Subscribers <ul><li>Relax…You’re not Alone </li></ul>Business Services Financial Manufacturing Media/Internet Technol...
<ul><li>Don’t take our word for it….. </li></ul>
David Hong Director, Sales Operations R2 Technologies Bill Doane Manager, Print Advertising Systems Jonathan Miller VP Sal...
Jeff Kaplan - THINKstrategies <ul><li>Founder/Managing Director, THINKstrategies  www.thinkstrategies.com </li></ul><ul><l...
Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Leading CAD solution in the early detection of breast canc...
Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Anchored by the world's leading business publication,  The...
Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Global leader in financial market intelligence, providing ...
Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Leading provider of online communication solutions, includ...
Integration as a Service - Scorecard <ul><li>1) Is your corporate server closet growing? </li></ul><ul><li>(coat closet) 1...
Come Learn about Bluewolf’s IaaS offerings Booth 1010 and Relaxation Oasis www.bluewolfgroup.com   1.866.455.WOLF   Text “...
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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Redefining Integration - The End of the Black Box

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Transcript of "Redefining Integration - The End of the Black Box"

  1. 1. Redefining Integration: The End of the Black Box Glen Stoffel, Bluewolf Lou Fox, Bluewolf Jeff Kaplan, THINKstrategies Track: Large Enterprise Deployments
  2. 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. 3. End User Training Potential Value Realized Value Define Success Criteria Measure, Manage, Support Desired Outcome Customer Success Guarantee ™
  4. 4. <ul><li>Redefining Integration: The End of the Black Box </li></ul>
  5. 5. The Black Box
  6. 6. <ul><li>What does Adoption have to do with IT ? </li></ul>
  7. 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. 8. <ul><li>“ But we’ve already invested hundreds of thousands in our corporate standard integration solution?” </li></ul>The Corporate Standard Myth
  9. 9. <ul><li>“ Nothing up our Sleeve…” </li></ul>Demo <ul><li>Sales Updates Opportunity Stage </li></ul><ul><li>Finance Approves and Edits Account </li></ul><ul><li>Sales checks account status </li></ul>
  10. 10. <ul><li>Now that Technology is out of the way, can we talk about Integration? </li></ul>
  11. 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. 12. Integration as a Service - IaaS <ul><li>Redefinition </li></ul><ul><li>$$'s down.... Accountability up </li></ul><ul><ul><li>Renewable low cost subscriptions </li></ul></ul><ul><ul><li>24/7 SLA‘s </li></ul></ul><ul><ul><li>Guaranteed Results </li></ul></ul><ul><li>End User and Business Process Focus up </li></ul><ul><ul><li>Expert consultants who understand your business process </li></ul></ul><ul><ul><li>Professional Adoption teams supporting end users </li></ul></ul><ul><ul><li>Technical Account Managers….not bug trackers… </li></ul></ul><ul><ul><li>Departmental Integration </li></ul></ul><ul><li>IT burden down, Business Enablement up </li></ul><ul><ul><li>UI built directly into SFDC </li></ul></ul><ul><ul><li>Agile Deployments </li></ul></ul><ul><ul><li>Open-Source Integration Procedures </li></ul></ul><ul><ul><li>Corporate Standard  Web Standards </li></ul></ul>
  13. 13. <ul><li>Sounds great…. You go First! </li></ul>
  14. 14. IaaS Subscribers <ul><li>Relax…You’re not Alone </li></ul>Business Services Financial Manufacturing Media/Internet Technology Telecom Healthcare/Pharma Retail/Services Non-Profit
  15. 15. <ul><li>Don’t take our word for it….. </li></ul>
  16. 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. 17. Jeff Kaplan - THINKstrategies <ul><li>Founder/Managing Director, THINKstrategies www.thinkstrategies.com </li></ul><ul><li>Founder of the Software-as-a-Service (SaaS) Showplace, www.saas-showplace.com </li></ul><ul><li>Former VP of Marketing and Business Development for several technology firms. </li></ul><ul><li>Former analyst at, </li></ul><ul><ul><li>IDC </li></ul></ul><ul><ul><li>Meta Group </li></ul></ul><ul><ul><li>Dataquest </li></ul></ul>
  18. 18. Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Leading CAD solution in the early detection of breast cancer and lung disease </li></ul></ul><ul><ul><li>32 sales reps in 3 countries </li></ul></ul><ul><ul><li>Recently acquired by Hologic </li></ul></ul><ul><li>Integration Challenge </li></ul><ul><ul><li>Connecting ERP to CRM </li></ul></ul><ul><ul><li>Flexible to time sensitivity through the day </li></ul></ul><ul><li>Integration Solution </li></ul><ul><ul><li>Bluewolf ESI tool </li></ul></ul><ul><ul><li>Customized data integration and frequency of processing of orders </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Seamless integration between old ERP and new CRM </li></ul></ul><ul><ul><li>Ability to process orders and ship products on time </li></ul></ul>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. 19. Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>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 . </li></ul></ul><ul><li>Integration Challenge </li></ul><ul><ul><li>Keep synched with Corporate Data Warehouse supplied by 3 Advertising systems </li></ul></ul><ul><ul><li>Maintain Agency/Advertiser relationships across multiple products </li></ul></ul><ul><li>Integration Solution </li></ul><ul><ul><li>ESI </li></ul></ul><ul><ul><li>AJAX Forecasting App (sControl) </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Self Implemented with some SME consulting </li></ul></ul>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. 20. Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Global leader in financial market intelligence, providing data and information, ratings and research, quantitative analytics, insight and benchmarks – serving investors, issuers and intermediaries. </li></ul></ul><ul><ul><li>A division of The McGraw-Hill Companies </li></ul></ul><ul><li>Integration Challenge </li></ul><ul><ul><li>Matching and Parenting of Accounts </li></ul></ul><ul><ul><li>Keeping account data clean </li></ul></ul><ul><ul><li>Many sources </li></ul></ul><ul><ul><li>Multi-country, multi-language </li></ul></ul><ul><ul><li>Back-office Financial </li></ul></ul><ul><li>Integration Solution </li></ul><ul><ul><li>Data Exchange Hub </li></ul></ul><ul><ul><li>Combination of Informatica, Tibco, Trillium, Oracle, and custom java code </li></ul></ul><ul><ul><li>Data is constantly cleaned </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Sales system rolled out this year </li></ul></ul><ul><ul><li>Will be using ESI to hit current deadline </li></ul></ul><ul><ul><li>Will consider ESI to replace homegrown code </li></ul></ul>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. 21. Panelist Profile <ul><li>Company Overview </li></ul><ul><ul><li>Leading provider of online communication solutions, including Chat, Click-to-talk, Email and FAQ/Knowledgebase </li></ul></ul><ul><ul><li>5,000 Customers Worldwide, NASDAQ,(LPSN) </li></ul></ul><ul><li>Integration Challenge </li></ul><ul><ul><li>Limited development resources internally </li></ul></ul><ul><ul><li>Needed a solution that was easy for customers to deploy and configure </li></ul></ul><ul><li>Integration Solution </li></ul><ul><ul><li>Leverage ESI to provide the integration layer between our two systems. </li></ul></ul><ul><ul><li>Customer Lead and Service information captured via a chat is passed automatically into each customers SFDC Org. </li></ul></ul><ul><ul><li>Solution currently available on AppExchange </li></ul></ul><ul><li>Results </li></ul><ul><ul><li>Currently using it to support our own internal business </li></ul></ul><ul><ul><li>20% increase in agent productivity </li></ul></ul>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. 22. Integration as a Service - Scorecard <ul><li>1) Is your corporate server closet growing? </li></ul><ul><li>(coat closet) 1.....2.......3.......4........5(growing rapidly) </li></ul><ul><li>2) We have hired new IT staff to support integration? </li></ul><ul><li>(refocus staff) 1.....2.......3.......4........5(increased staff) </li></ul><ul><li>3) I love to be woken up in the middle of the night to support integration? </li></ul><ul><li>(someone else’s problem) 1.....2.......3.......4........5(night owl) </li></ul><ul><li>4) User Adoption is my responsibility? </li></ul><ul><li>(absolutely) 1.....2.......3.......4........5(what do users have to do with integration?) </li></ul><ul><li>Are you an On-Demand Company? </li></ul><ul><li>Bluewolf - booth 1010 </li></ul>
  23. 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)
  24. 24. 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 168, #### For example, “ Session 123, 5555 ” Session ID: 168 Session ID # Scores for 4 categories SMS Voting powered by:

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