Build the Business Case for iPaaS and Ditch Writing Custom Code to an API - December 2015
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Application integration can be painful. Your customers want it, but your developers don't want to do it. Plus, you may even have requests to integrate with 10 or more applications, not just one or two. You may not realize you have new options to scale your integration capabilities. Cloud-based integration services can reduce the time to integrate to applications by 80%.
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Build the Business Case for iPaaS and Ditch Writing Custom Code to an API - December 2015
- 1. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. The Business Case for iPaaS December 2015
- 2. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 2 Housekeeping • The recording will be available to you 2 hrs. after the webinar • Icons at the bottom of the slide deck allow you to: ◦ Adjust sound ◦ Participate in Q&A ◦ Contribute to the discussion on twitter @scribesoft –#DataIntegration & let us know we are #AWESOME! ◦ Download a copy of the slide deck ◦ Get to know the speakers • You can ask questions at anytime but we will answer all questions after the presentation is over.
- 3. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. Peter Chase Executive VP Business Development & Founder, Scribe @peterrchase peter.chase@scribesoft.com
- 4. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 4 The Promise & Pain of Cloud Data Integration 61% of executives are dissatisfied with their cloud integration initiatives 1 Are you prepared to deliver Configurable Integration at Scale? (1) Source: “2015 Industry Report: Connectivity in the Enterprise: The Rise of Cloud and Its Integration Challenges” Expectation Reality Cloud based integration is simple and provided by you. No two are the same. Nearly 90% of Salesforce implementations use custom fields and/or objects 2 – making native integration difficult without customization. (2) Source: Actual data from over 900 Salesforce deployments in Scribe Online SaaS Application
- 5. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 5 Cloud-based Data Integration Challenges “We would sign more deals if we integrated to...” “We can’t keep up with the constant updating of APIs.” “We don’t have the tools to troubleshoot and support.” “I would rather work on new core features than integrations.” “Our best engineers are consumed by support issues.”
- 6. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 6 Drawbacks to Direct, Hard Coded Data Integration +10 CONNECTIONS DETRIMENTAL TO NEW PRODUCT DEVELOPMENT 1 CONNECTION MANAGEABLE BUT INEFFICIENT + SUPPORT & MAINTENANCE REQUIRES SKILLS AND RESOURCES OUTSIDE OF EXISTING R&D 12 ? JUST BECAUSE YOU CAN DOESN’T MEAN YOU SHOULD
- 7. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 7 A Case Study: The Business Opportunity • Data provides key value to lead process of customers ◦ Deliver a differentiated service ◦ Increase customer stickiness • Ability for sales to say ‘yes’ ◦ Lead with vs. avoid the integration discussion • Accelerate time to value for customers ◦ Rapid onboarding ◦ Cost effective support
- 8. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 8 A Case Study: The Better Way - Scribe iPaaS • Utilize existing Scribe Connectors ◦ ‘Normalizes’ APIs and maintains currency of connections • Rapidly design, create, and configure integrations via GUI ◦ Packaged yet configurable • Manage entire Integration Life Cycle ◦ Design, deploy, support, maintain ◦ Console, Alerts, REST APIs
- 9. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 9 A Case Study: The Impact Integration to Ten CRM and Marketing Automation Systems for 150 Customer Deployments Cost Type Custom Coding to API Scribe iPaaS Scribe Online Advantage Initial Connector Development Cost $1,000,000 $125,000 Leverage Scribe GUI to create integrations via Scribe supported connections Ongoing Connector Maintenance Cost $2,250,000 $610,000 Scribe updates connections to CRM and MA Development and debugging speed Costs to Create and Manage Customer Integrations $450,000 $240,000 Utilize lower cost resources (i.e. business analysts vs. software developers) with Scribe Online Scribe Online’s management console provides for proactive alerting and troubleshooting Total Five Year Costs $3,700,000 $975,000 • Substantial reduction in development cost(87%) and time to market(90%) ◦ $100,000 and 6 months per versus $12,500 and a few weeks • Reduced ongoing Connector maintenance burden by 71% ◦ $45,000 per connection/yr. versus $12,700 per connection/yr. • Costs to deploy and manage customer integration cut in 1/2
- 10. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 10 You have questions? We have answers!
- 11. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. Next Steps Detailed case study is available in the resource center Contact us for an API Assessment isv@scribesoft.com Learn more about our Platform Partner Program http://www.scribesoft.com/saas/partner/ THANK YOU!
Editor's Notes
- Bio’s Peter Chase: Jason Rushforth: Jason is a respected technology industry veteran with more than 17 years of experience acquiring & growing businesses, defining and aligning technology offerings, and leading global, world-class teams. Mr. Rushforth is currently the Vice President of Industry Solutions & Enterprise Sales at Oracle (ORCL) where he joined via the acquisition of Eloqua. As the head of Enterprise sales Jason is responsible for the top line revenue attainment and growth of the Marketing Cloud. At Eloqua (ELOQ) he served as the General Manager of Industry Solutions and drove the go to market strategy for industry specific applications. Prior to assuming his current position, Mr. Rushforth was CDC Software's (now Aptean) President of Front Office Solutions where he was responsible for the P&L of the business and sat on the board of directors for Marketbright (now Act-On). Mr. Rushforth has been directly involved in more than $3.5B in M&A transactions both on the buy and sell side.
- We are here today because you need to connect <insert application name here> to other Cloud applications and data sources. We understand that the challenge can be overwhelming for SaaS providers. Nearly 20% of the market uses Salesforce as their CRM. But what about the other 80%? There seems to be a new marketing application launching every day, with the marketing lumascape exploding from hundreds to thousands of apps in the last few years. As Cloud applications hit the mainstream, customers are now looking for them to work together. <click> And the results are not encouraging. A recent study of over 300 IT executives found that 61% of them were not satisfied with the level of integration across their cloud applications. <click> And customers are turning to the SaaS providers to solve this challenge. Increasingly integration is a top tier requirement in the SaaS sales cycle. Customers want to know that you can integrate your application into their environment before they buy. We were at a recent tech event in San Francisco where Becky Brown, the VP of Marketing at Intel was asked what derails a salesperson when they are trying to sell her a new application. She said there were 2 things; they dramatically oversell the capabilities of their product and they have not plan or answer for how they will integrate into her CRM and marketing technology stack. Customers no longer want to carry the burden of integration. They may be willing to pay for it but they want it to be easy and seamless. The reality for application providers, however, is daunting. Most customers have a unique set of integration requirements because the way they configure and use their applications are unique. We looked at over 900 Salesforce deployments within Scribe Online and found that over 800, nearly 90% were using and mapping custom objects and/or fields. The challenge then is how do you provide simple and easy integration solutions to customers when each customer requires some degree of customization. <click> The question we are here to talk about today is “Are you prepared to deliver Configurable Integration at Scale?”
- Before we answer that question, lets dig in on the challenge of delivering integration solutions to customers. More often than not the SaaS providers we talk to have already gone down the path of delivering direct, hard-coded solutions to customers. While this may solve some immediate needs, it still leaves a lot of noise and disruption across the company. <click> Your sales folks are looking for answers to customer requirements. If only you could integrate with…fill in the blank…we would have won this customer and sold 20 more deals last year. <click> Your product marketing team is concerned that they can’t keep up with the rapid release cycles of SaaS applications and functionality is regressing, not progressing. <click> Keeping engineers excited about building integrations is hard. They want to work on the more exciting core application features. <click> And when the engineers do build integrations, they are constantly being pulled into to support issues. They are either troubleshooting or trying to twist things to meet customer needs. <click> Finally, the support folks are not well equipped to support integrations. They don’t have the tools to monitor, troubleshoot, and correct issues for a widely distributed customer base.
- Today’s engineering teams are capable of integrating just about any combination of systems. In fact, many start by building out a single point to point integration…in many cases Salesforce is their first one. Generally this effort is not the most efficient, but it is not too painful. <click> Then they need to contemplate creating integrations across a number of other applications. Now they need to educated themselves on a new set of APIs and application nuances and find that there is little that can be re-used from project to project. Integration work can quickly consume a large slice of product development resources. <click> But the challenge doesn’t stop there. The next step is scaling these solutions across hundreds of customers and all of the inherent support and ugrade issues that come along with supporting a highly distributed computing environment. <click> The question then is not whether you can approach the need this way…the real question becomes “Is there a better way?”