Astadia and Cast Iron Systems:
Boost Salesforce.com Value with Rapid ERP
Integration
Mike Lingo
CTO
Astadia
Greg Glaser
Pr...
Agenda
Q&A All
Why Integration with Cloud solutions is
transforming the enterprise
Mike Lingo
CTO
Astadia
AmerisourceBerge...
What’s the state of the enterprise?
The “Facepalm”
Sales Pressures
Sell More with Less
Client Management
Lack of Data and Analytics
Marketing Pressures
Shrinking Budgets
Dat...
Project Portfolio
Application Backlog
Application Silos
Adoption and
Productivity
TCO & ROI
Shrinking Project Budgets
Reco...
Technology isn’t a Silver Bullet
 Requires execution of project fundamentals
 Requirements
 Business Alignment
 Techni...
Why Integration with Cloud solutions is
transforming the enterprise
Integration: The Achilles Heel of Cloud
Satisfaction / Experience
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
User community or...
Cloud Delivery Rises to the Challenge
• Business feels
constrained by IT, not
enabled
• TCO and ROI metrics
always in doub...
Applications and Platforms
Moving to the Cloud
1960’s
Mainframe
1980’s
Client/server
Software as a Service
Platform as a S...
Distributed Enterprise Architecture is here
Integrate to unlock value in legacy apps
 Integrate with the cloud
 All relevant data visible
 Capture 360 degree view
...
Workflow Engine
A B D
C
Reporting &
Analytics
Multi-Language
Multi-Device
Turbo-charge Salesforce CRM
Making data relevant...
Enterprise Cloud Integration
Cast Iron Delivers Success
Connect the Clouds
Connect with legacy on-premise applications
ERP...
Cloud Integration Changes the Gameboard
 Focus on Business Impact
 Accelerate Speed to Market
 Increase Adoption
 Vali...
The Benefits of
Integrating Salesforce CRM
Sean O’Connell, Product Marketing, Cast Iron Systems
soconnell@castiron.com
Twi...
18
Cast Iron Systems Overview
19
Cast Iron Systems Overview
20
Cast Iron Systems Overview
21
Cast Iron Systems Overview
22
Cast Iron Systems Overview
23
Cast Iron Systems Overview
24
Cast Iron Systems Overview
25
Integrating the Sales Cloud
Marketing Shipping
Finance
What are my
hottest leads?
?
Where are
my orders?
?
Has this
cus...
26
Integrating the Sales Cloud
Hottest Leads
Sales
Marketing Shipping
Finance
Invoices
Customers & Orders
27
Integrating the Service Cloud
Finance
ShippingRMA
Service
Is her warranty
valid?
?
?
When is her
service
appointment?
I...
28
Integrating the Service Cloud
Service
Shipping
Finance
RMA
Warranty
Invoices
Customers & Orders
Rapid Call Center Integration
using Cast Iron
Greg Glaser
Program Manager, CRM Solutions
Corporate Overview
AmerisourceBergen Corporation (10,000 Associates)
• Fortune 28 company (NYSE: ABC) with annual revenues...
Business Landscape
 13 Divisions in North America
 Five call centers
 600 call center associates
 50 outsides sales re...
Application Landscape (Simplified)
 “Hub and Spoke” model
 Salesforce.com (800 seats)
 Business Objects & custom
Data M...
Business Challenge
Data Warehouse
(SQL Server)
Business Improvements
 Replace six legacy CRM
systems with salesforce.com
...
Data Warehouse
(SQL Server)
Business Challenge
Organizational Improvements
 Reduce dependency on
higher-skilled, higher-c...
Data Warehouse
(SQL Server)
Options Considered
 Custom code
 Learning curve to adapt .Net
to SFDC
 Not aligned with org...
Solutions
 Cast Iron Solution for real-time
and batch integration
 Professional Services partnership
with Astadia
 A/R,...
Solutions
 Cast Iron Solution for real-time
and batch integration
 ProServ partnership with Astadia
 A/R, credit, and s...
Results
Business Improvements
 Replaced six legacy systems
in eight divisions
 Delivered 45 discrete
integration process...
Results
Organizational Improvements
 Development and support with
1 FTE
 80% reallocation in
resources
 $250k annual sa...
Lessons Learned
 Select your partners and solutions based on business goals
 Adapt your processes after you’re proficien...
Use Cases & 3 Minute Demo
Sean O’Connell, Product Marketing, Cast Iron Systems
soconnell@castiron.com
Twitter: @CastIronSy...
42
Proven Results
Company Systems Integrated Integration Scenario
Project
Duration
(# days)
SFDC, SQL Data Warehouse Custo...
43
Salesforce CRM Integration Lifecycle
Migrate
1
Legacy CRM App
Synchro
nize
2
Home
Grown
Extract
3
44
Integrating Salesforce CRM and the
Enterprise
Salesforce CRM Enterprise
45
3 Minute Demo
Hottest Leads
Sales
Marketing Shipping
Finance
Invoices
Customers & Orders
46
3 Minute Demo
Hottest Leads
Sales
Shipping
Invoices
Customers & Orders
Marketing
Finance
47
3 Minute Demo
Template Integration Process
48
Why Cast Iron?
Solving All Integration Needs For Companies of All Sizes
SaaS to Enterprise
SaaS to Midmarket
Enterprise...
Next Steps
 Sign up for a free Integration Design Workshop
from Astadia
 Call Astadia at 1.877.7ASTADIA (1.877.727.8234)...
Contact
@
Mike Lingo
CTO
Astadia
(407) 409-7000
mlingo@astadia.com | @MikeLingo
Sean O’Connell
Product Marketing
Cast Iron...
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Astadia joint webinar final slide deck 072109

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  • As I travel around the country and talk to clients, prospects, and partners I hear a common set of themes as companies work hard to:Refresh their enterprise architecture to a modern technology stackMake progress on their project portfolio in times of challening fundingShow business value on a project by project basisAnd increase user adoption and productivity
  • The state of the enterprise is what I would sympathetically refer to as The facepalm – bearing the weight of the enterprise on critical decisions with more pressure than ever…but realizing within that pressure there is opportunity. Head in Hand with a heavy burden…how can you make a difference?
  • What is causing the Facepalm for business and technology leaders?
  • - - - - -Lower CostsDrive InnovationCreate revenue enhancement opportunitiesTighten Business relationshipsProvide project compliance and governanceEnsure security and audit ability of environmentsShow more business value, FASTER!
  • How can you think your way through some of those challenges -- I’ve personally seen hundreds of client create dramatic results when embracing the Cloud and taking all of those challenges and business pressures and start to use that pressure to form diamonds out of coal – taking the challenges inherent in application delivery and making them a weapon to use in their fight for systems and processes that show business value and increase user adoption.
  • For companies who are positioning to [drive a clear strategic direction, improve business process, do other things software can’t do FOR you], Cloud computing offers the ability to… - SUMMARIZE InfrastructureAmazon E2CAkamai
  • How integration platforms help unlock that value
  • Speaking points: What does it mean for Sales, Service, Marketing teams? For IT Teams? Specific benefits I can sing about here.NEED TO ADD THESE POINTS? TELL A STORY? Cloud Model is the secret sauce…and here’s why: My years as an IT executive helped me see first-hand how IT struggled to focus on the business – how we were slow to market with solutions, how we seemed arrogant about whether users used our systems or not, and about how SLOW everything was to implement or change as our company business model adapted to changing markets. Cloud Computing changes that story forever. I remember how we struggled to show the value for our investment in a consistent fashion that the business would SIGN UP for. Cloud Computing changes that story forever. I remember how slowly we adapted to business rules and market changes…and how tight-fisted we were about any business control of those rules and our systems. REVIEW DESIGN OF THIS SLIDE
  • Cast Iron capabilities:Integrate applications in the Cloud (i.e. SFDC, NetSuite, Taleo) with other applications in the CloudIntegrate Cloud applications with on-premise apps (i.e. SAP)Integrate back-end systems in the data centerNote that integration projects may start in one place and migrate to another areaImportant to select an integration solution that can support these different design patterns
  • Cast Iron capabilities:Integrate applications in the Cloud (i.e. SFDC, NetSuite, Taleo) with other applications in the CloudIntegrate Cloud applications with on-premise apps (i.e. SAP)Integrate back-end systems in the data centerNote that integration projects may start in one place and migrate to another areaImportant to select an integration solution that can support these different design patterns
  • Cast Iron capabilities:Integrate applications in the Cloud (i.e. SFDC, NetSuite, Taleo) with other applications in the CloudIntegrate Cloud applications with on-premise apps (i.e. SAP)Integrate back-end systems in the data centerNote that integration projects may start in one place and migrate to another areaImportant to select an integration solution that can support these different design patterns
  • Thirteen divisions… Pharma/Specialty: Product Sales, Nursing/Education services, 3rd party logistics. Distr/Physician: Product Sales, Group Purchasing OrganizationsCall centers/Centralized… 100-125 associates per center (business-unit specific), serving distinct customer groups Depend on information from common systems (ERP for core customer information and financials, Data Warehouse for other enterprise data)
  • Replace……which reduces the overall TCO by optimizing to two solutions: CI and SFDC45 discrete integration processes supporting five divisionsNo outage; high reliability200,000 records processed per day Overnight batch; realtime; on-demand data integrationA/R, credit and financial info about customers are “pushed” to SFDC Orders and quotes created in e-commerce system are “pulled” from DW
  • Development and support with 1 FTE80% RIF~$250k annual savings
  • Astadia joint webinar final slide deck 072109

    1. 1. Astadia and Cast Iron Systems: Boost Salesforce.com Value with Rapid ERP Integration Mike Lingo CTO Astadia Greg Glaser Program Manager CRM Solutions AmerisourceBergen Specialty Group Sean O’Connell Product Marketing Cast Iron Systems
    2. 2. Agenda Q&A All Why Integration with Cloud solutions is transforming the enterprise Mike Lingo CTO Astadia AmerisourceBergen Specialty Group Customer Case Study Greg Glaser Program Manager CRM Solutions AmerisourceBergen Specialty Group How it Works — 3-minute Demo Sean O’Connell Product Marketing Cast Iron Systems The Business Value of Integration Sean O’Connell Product Marketing Cast Iron Systems
    3. 3. What’s the state of the enterprise?
    4. 4. The “Facepalm”
    5. 5. Sales Pressures Sell More with Less Client Management Lack of Data and Analytics Marketing Pressures Shrinking Budgets Database segmentation ROI on marketing budget Business Model Innovation Center Customer Stickiness Partner Strategy Service Pressures First Call Resolution Access to customer data Workflow and Forecasting Business Pressures
    6. 6. Project Portfolio Application Backlog Application Silos Adoption and Productivity TCO & ROI Shrinking Project Budgets Reconcile Skillset Matrix ROI and TCO Scrutiny Business Model Innovation Center Partner Enablement Customer Stickiness Business Expectation Integration is not optional 360° Customer View Cost Avoidance CIO Pressures
    7. 7. Technology isn’t a Silver Bullet  Requires execution of project fundamentals  Requirements  Business Alignment  Technical specifications  User Acceptance  What does make a difference? Tools that enable:  Speed to Market for testing  Simplified deployment and management  Change Management and Ease of Use  Best Practices/Expertise baked into tools and process
    8. 8. Why Integration with Cloud solutions is transforming the enterprise
    9. 9. Integration: The Achilles Heel of Cloud Satisfaction / Experience 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% User community or network Integration capabilities Customization capabilities Workflow capabilities Personalization capabilities Data access and analysis capabilities Security and privacy Responsiveness to support requests Accountability for quality of service Backup and recovery capability Pricing terms and conditions Availability or uptime System response time Solution functionality
    10. 10. Cloud Delivery Rises to the Challenge • Business feels constrained by IT, not enabled • TCO and ROI metrics always in doubt, Value questioned by business Traditional IT Delivery • Business and IT craft value together, shared focus and goals and new business models • Shift from Cost Center to business transformation focus for IT Cloud-focused IT Delivery
    11. 11. Applications and Platforms Moving to the Cloud 1960’s Mainframe 1980’s Client/server Software as a Service Platform as a Service
    12. 12. Distributed Enterprise Architecture is here
    13. 13. Integrate to unlock value in legacy apps  Integrate with the cloud  All relevant data visible  Capture 360 degree view of customer, processes  Increase value of legacy apps  Salesforce unifies the working views/reporting for legacy + cloud apps Legacy Applications
    14. 14. Workflow Engine A B D C Reporting & Analytics Multi-Language Multi-Device Turbo-charge Salesforce CRM Making data relevant and actionable
    15. 15. Enterprise Cloud Integration Cast Iron Delivers Success Connect the Clouds Connect with legacy on-premise applications ERP Mktg. Service Finance Assets
    16. 16. Cloud Integration Changes the Gameboard  Focus on Business Impact  Accelerate Speed to Market  Increase Adoption  Validate Business Models quickly and thoroughly  Provides Lower TCO and Higher ROI  Significant ROI due to Cost Avoidance and Supply Savings vs. traditional custom code or heritage integration tools  Responds Well to Change  Plan. Deploy. Innovate.  Tools in hands of business to enact change in CRM apps  Development, Governance and Compliance tools in hands of IT to manage integrations and application controls 16
    17. 17. The Benefits of Integrating Salesforce CRM Sean O’Connell, Product Marketing, Cast Iron Systems soconnell@castiron.com Twitter: @CastIronSystems
    18. 18. 18 Cast Iron Systems Overview
    19. 19. 19 Cast Iron Systems Overview
    20. 20. 20 Cast Iron Systems Overview
    21. 21. 21 Cast Iron Systems Overview
    22. 22. 22 Cast Iron Systems Overview
    23. 23. 23 Cast Iron Systems Overview
    24. 24. 24 Cast Iron Systems Overview
    25. 25. 25 Integrating the Sales Cloud Marketing Shipping Finance What are my hottest leads? ? Where are my orders? ? Has this customer paid? ? I need to do a credit check ? Where are my invoices? ? Sales IMPACT Lost revenue Disappointed prospects
    26. 26. 26 Integrating the Sales Cloud Hottest Leads Sales Marketing Shipping Finance Invoices Customers & Orders
    27. 27. 27 Integrating the Service Cloud Finance ShippingRMA Service Is her warranty valid? ? ? When is her service appointment? Is he a paying customer? ? ? Is that part available? Was he really billed twice? ? IMPACT Angry customers Low satisfaction rating
    28. 28. 28 Integrating the Service Cloud Service Shipping Finance RMA Warranty Invoices Customers & Orders
    29. 29. Rapid Call Center Integration using Cast Iron Greg Glaser Program Manager, CRM Solutions
    30. 30. Corporate Overview AmerisourceBergen Corporation (10,000 Associates) • Fortune 28 company (NYSE: ABC) with annual revenues exceeding USD$70 billion • Customers include: hospital systems, physician offices, clinics, alternate care and mail order facilities, independent community pharmacies, regional chain pharmacies AmerisourceBergen Specialty Group (2,200 Associates) • USD$7 billion per year processed through ABSG eCommerce systems • Pharmaceutical products used to treat patients with chronic and/or complex diseases (e.g. cancer, MS, HIV/AIDS) • Nation’s largest distributor of flu vaccine, oncology, blood plasma, and nephrology products • 90% of hospitals in the United States are active customers
    31. 31. Business Landscape  13 Divisions in North America  Five call centers  600 call center associates  50 outsides sales reps  Centralized IT infrastructure, support, services  Telecom  CRM  ERP (Baan)
    32. 32. Application Landscape (Simplified)  “Hub and Spoke” model  Salesforce.com (800 seats)  Business Objects & custom Data Marts  Custom eCommerce platform Data Warehouse (SQL Server) CRM E-commerce (Custom) Data Marts Custom ERP
    33. 33. Business Challenge Data Warehouse (SQL Server) Business Improvements  Replace six legacy CRM systems with salesforce.com  Phase delivery and avoid service disruptions  Integrate more business intel to empower faster action by CSRs Call Center Reps ERP ? Legacy CRM Systems
    34. 34. Data Warehouse (SQL Server) Business Challenge Organizational Improvements  Reduce dependency on higher-skilled, higher-cost resources  Shift higher skills to strategic/innovation initiatives ERP ? Legacy CRM Systems Call Center Reps Developers Developers
    35. 35. Data Warehouse (SQL Server) Options Considered  Custom code  Learning curve to adapt .Net to SFDC  Not aligned with org improvement goals  Incumbent third-party vendors  Powerful platform, but as complex as custom development  New candidates  Professional Services partnerships ERP Custom Code Legacy CRM Systems Call Center Reps Developers Developers
    36. 36. Solutions  Cast Iron Solution for real-time and batch integration  Professional Services partnership with Astadia  A/R, credit, and sales intel are “pushed” to SFDC  Orders and quotes created in eCommerce system are “pulled” real time from data warehouse Call Center Data Warehouse (SQL Server) ERP
    37. 37. Solutions  Cast Iron Solution for real-time and batch integration  ProServ partnership with Astadia  A/R, credit, and sales intel are “pushed” to SFDC  Orders and quotes created in e- commerce system are “pulled” real time from data warehouse Call Center Data Warehouse (SQL Server) ERP
    38. 38. Results Business Improvements  Replaced six legacy systems in eight divisions  Delivered 45 discrete integration processes  200,000 records processed per day  Overnight batch; real-time, on- demand data integration Call Center Data Warehouse (SQL Server) ERP “PUSH” = History, credit and A/R info “PULL” = Orders, quotes and account validation
    39. 39. Results Organizational Improvements  Development and support with 1 FTE  80% reallocation in resources  $250k annual savings  Reduced dependency on higher-skilled, higher-cost resources  Less support, more innovation Call Center Data Warehouse (SQL Server) ERP “PUSH” = History, credit and A/R info “PULL” = Orders, quotes and account validation
    40. 40. Lessons Learned  Select your partners and solutions based on business goals  Adapt your processes after you’re proficient with the solution  Invest in training and refreshers  Leverage Cast Iron support
    41. 41. Use Cases & 3 Minute Demo Sean O’Connell, Product Marketing, Cast Iron Systems soconnell@castiron.com Twitter: @CastIronSystems
    42. 42. 42 Proven Results Company Systems Integrated Integration Scenario Project Duration (# days) SFDC, SQL Data Warehouse Customer and account info 21 SFDC & SAP Invoice & order line visibility 11 SFDC, Web Portals, SQL Customer master 15 SFDC & Oracle Customer & catalog info 16 SFDC & PeopleSoft Fund raising information 14 SFDC, PeopleSoft, SQL Server Doctor billing & scheduling 16 SFDC & Store ERP Customer & inventory visibility 9
    43. 43. 43 Salesforce CRM Integration Lifecycle Migrate 1 Legacy CRM App Synchro nize 2 Home Grown Extract 3
    44. 44. 44 Integrating Salesforce CRM and the Enterprise Salesforce CRM Enterprise
    45. 45. 45 3 Minute Demo Hottest Leads Sales Marketing Shipping Finance Invoices Customers & Orders
    46. 46. 46 3 Minute Demo Hottest Leads Sales Shipping Invoices Customers & Orders Marketing Finance
    47. 47. 47 3 Minute Demo Template Integration Process
    48. 48. 48 Why Cast Iron? Solving All Integration Needs For Companies of All Sizes SaaS to Enterprise SaaS to Midmarket Enterprise SaaS to SaaS $50M $3B Using Pre-built Templates Beyond Configuration Pre-configured TemplatesNo Coding
    49. 49. Next Steps  Sign up for a free Integration Design Workshop from Astadia  Call Astadia at 1.877.7ASTADIA (1.877.727.8234) and mention our free Integration workshop  If your project qualifies, Astadia will conduct a discovery workshop and deliver:  A TCO model for integration projects like yours  A best-practices integration design strategy for your specific project  A project estimate for delivery of that project Call Now
    50. 50. Contact @ Mike Lingo CTO Astadia (407) 409-7000 mlingo@astadia.com | @MikeLingo Sean O’Connell Product Marketing Cast Iron Systems (650) 230-8424 soconnell@castiron.com Twitter: @CastIronSystems Greg Glasser Program Manager CRM Solutions AmerisourceBergen Specialty Group (469) 365-7129 greg.glaser@absg.com

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