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Impact 2011: Business Executive Insider: Maximize the Value of Cloud Apps with Integration
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Impact 2011: Business Executive Insider: Maximize the Value of Cloud Apps with Integration

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IBM Impact 2011 Speakers: ...

IBM Impact 2011 Speakers:

Chandar Pattabhiram, VP of Product & Channel Marketing, IBM Cast Iron

Jonathan Stern, VP of Global Customer Support & Fulfilment, Alere

Randy Berger, Applications Manager, Siemens Energy

More from Impact 2011 http://ibm.com/impact

Watch Impact TV http://livestream.com/ibmimpact/folder

Register for Impact Comes to You http://ibm.com/impact/comes_to_you/

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  • File Name Here.ppt
  • File Name Here.ppt 02/10/10 03:37
  • Over to Chandar
  • The reality is that while many customers are adopting Cloud applications, such as SFDC, they still use and maintain their enterprise on-premise applications, such as SAP, other packaged applications or even home-grown applications. This has created a hybrid environment.
  • As such, there is a need to connect the Cloud applications with their existing on-premise applications to optimize performance, increase sales productivity and maximize resources and investments.
  • A few quick examples of our proven success integrating applications which are relevant to your particular scenario: We see a number of organizations which had the need to connect their CRM system, in this case SFDC to various back-end ERP systems. I’d like to highlight the duration of these projects; as we can see, these large organizations, in many cases spanning multiple geographies, were able to accomplish enterprise application integration in just days. And as we can see, once they were able to successfully integrate the initial systems for their project, they were able Cast Iron for point-to-point integration, they were able to subsequently use it as a platform for additional projects, given the reusability and template-based architecture we spoke about.
  • File Name Here.ppt 02/10/10 03:37
  • 1 st rollout with technical services (instrumentation tests), FDA compliant – need to log these things accurately – lives are dependent on it – customers are in emergency rooms – i.e. heart attack – send replacement overnight – don ’t send replacement of same model – ship this lot# instead of that
  • File Name Here.ppt 02/10/10 03:37
  • Key Message to the customer: Emphasize the simplicity of the Cast Iron Integration Appliance because it does only 4 things, and does them well. Speaking Points/Tips: We designed the Cast Iron Integration Appliance to be simple to use and have everything you need in one place. The Integration Appliance achieves this simplicity thru 4 basic steps: Connectivity : The Integration Appliance connects to a variety of enterprise applications, On-demand applications, databases, flat-files, etc. (we’ll look at this in more detail in the next slide). Transformation : The Integration Appliance enables you to graphically map data between source and target applications. For example, if PO Number (in your application) is alphanumeric and is numeric in your vendor’s application, you can graphically transform these so both applications interpret this as the same information. Business Logic: The Integration Appliance enables you to graphically define the flow of data between source and target applications. For example, you can graphically define all the steps needed to extract purchase order data from your ERP system and send it to different vendors. Management: The Integration Appliance provides you with one console to manage your integration, and have complete visibility to data flowing thru the appliance. This is similar to what you do to track a package through Fedex or DHL. Since it is a self-contained appliance, you have visibility into everything from the hardware components like CPU, storage, etc. all the way up to the business transactions processed by the appliance. Transition: Lets look at each of these 4 activities in more detail….
  • The Solution Options We knew early on that anything that was code dependent would be out of the question for our organization. That eliminated us doing custom code or even traditional integration software tools. We brought Cast Iron in to do a demo because we knew it had to be as simple to get up and running as SFDC. When they showed us how easy it was – in a live demo – we were impressed. We really didn't want to mess with maintaining code (or servers for that matter). The box we lease on a monthly basis and that includes full 24/7 support.
  • The Solution Options We knew early on that anything that was code dependent would be out of the question for our organization. That eliminated us doing custom code or even traditional integration software tools. We brought Cast Iron in to do a demo because we knew it had to be as simple to get up and running as SFDC. When they showed us how easy it was – in a live demo – we were impressed. We really didn't want to mess with maintaining code (or servers for that matter). The box we lease on a monthly basis and that includes full 24/7 support.
  • So what are my takeaways for you? We don't develop or maintain CRM software (not our business) I am one of 6 admins who all share the work part-time. Very little overhead for this platform. We do projects, but very little ongoing maintenance. The integration strategy you pick should fit your business (for us that was: Simple, flexible, cheap). Cast Iron platform approach was the correct decision for us. Low cost No development Simple to get up and running fast Cleary define the business process and needs We struggled a bit on this – even though we thought we were keeping it simple New stuff kept coming out of the woodworks – Good idea – but where were you yesterday??? Start Simple and deliver quickly Support for first project success was critical. Used Cast Iron consultant to set-up connections and get it working quickly Initial Orchestrations can be easily "tweaked" Once we started, the results were visible in 2 weeks. Phased approach allows for more complex solutions to be delivered more effeciently Internal customer is excited and continues to see new opportunities Scope Creep! In a good way. "Can you do this?" There is genuine excitement about the possibilities going forward. We now show other business units what we've done and watch their eyes grow big! "You can do that???" That's what I love best about this part of my job ;-)
  • The Solution Options We knew early on that anything that was code dependent would be out of the question for our organization. That eliminated us doing custom code or even traditional integration software tools. We brought Cast Iron in to do a demo because we knew it had to be as simple to get up and running as SFDC. When they showed us how easy it was – in a live demo – we were impressed. We really didn't want to mess with maintaining code (or servers for that matter). The box we lease on a monthly basis and that includes full 24/7 support.
  • The Solution Options We knew early on that anything that was code dependent would be out of the question for our organization. That eliminated us doing custom code or even traditional integration software tools. We brought Cast Iron in to do a demo because we knew it had to be as simple to get up and running as SFDC. When they showed us how easy it was – in a live demo – we were impressed. We really didn't want to mess with maintaining code (or servers for that matter). The box we lease on a monthly basis and that includes full 24/7 support.
  • So what are my takeaways for you? We don't develop or maintain CRM software (not our business) All SFDC admins share the work part-time. Very little overhead for this platform. We do projects, but very little ongoing maintenance. The integration strategy you pick should fit your business (for us that was: Simple, flexible, cheap). Cast Iron platform approach was the correct decision for us. Low cost Minimal development Simple to get up and running fast Cleary define the business process and needs New stuff keeps coming out of the woodworks. Folks get excited – Beware of Scope Creep! Start Simple and deliver quickly Support for first project success was critical. Used Cast Iron consultant to set-up connections and get it working quickly Initial Orchestrations can be easily "tweaked" and reused. Once we started, the results were visible in 2 weeks. Phased approach allows for more complex solutions to be delivered more efficiently Internal customer is excited and continues to see new opportunities Scope Creep! In a good way. "Can you do this?" There is genuine excitement about the possibilities going forward. We now show other business units what we've done and watch their eyes grow big! "You can do that???“ Follow-on projects are always in the wings now – Integration has become a way of life for us. The cost to justify is very low.
  • ERP/CRM Environment SPTD has been a SFDC user since early 2000. I took over admin in 2002 with 100 seats. In 2005 we brought on two additional SOC's, PG and TurboCare. We have successfully integrated several smaller acquisitions in each company. SPTD and TurboCare currently have around 160 users, PG has about 230 users. In 2005 we also completed a major SAP project to replace 3 existing ERP Platforms with SAP R/3 (Baan, Cincom, and Solomon). Prior to that it made no sense to try to integrate our CRM with our ERP platform. With one stable system of record now, it was finally time.
  • What we’d like to do at this point is transition to a live demonstration of our product, to give you a real-time view of a scenario which mirrors the challenges you are facing. The goal here is to reiterate the value of real-time bi-directional integration accomplished through a simplified, user-friendly interface with the ability to reuse this information for future projects. We’d also like to highlight some key functionality along the way which are relevant to your particular integration project.
  • To recap from the demo, we want to ensure you understand the value of the ability of our solution to accomplish your integration project. WebSphere Cast Iron Cloud integration a proven solution; chosen by more SFDC customers than any other vendor. Not surprisingly, it is trusted not only by Salesforce.com, but by every other industry-leading application vendor in the world, who rely on us to be their strategic integration partner. And finally, WebSphere Cast Iron Cloud integration is a complete solution, with a full feature-set that allows you to purchase one platform for your immediate integration needs, as well as providing the reusability and scalability for all your future integration projects. Thank you for your time, and with that, let’s open this up for any questions you may have.
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  • File Name Here.ppt

Impact 2011: Business Executive Insider: Maximize the Value of Cloud Apps with Integration Impact 2011: Business Executive Insider: Maximize the Value of Cloud Apps with Integration Presentation Transcript

  • Business Executive Insider: Maximize the Value of Cloud Apps with Integration Chandar P, VP of Product & Channel Marketing, IBM Cast Iron Jonathan Stern, VP of Global Customer Support & Fulfilment, Alere Randy Berger, Applications Manager, Siemens Energy
  • IBM's statements regarding its plans, directions, and intent are subject to change or withdrawal at IBM's sole discretion. Information regarding potential future products is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information mentioned regarding potential future products is not a commitment, promise, or legal obligation to deliver any material, code or functionality. Information about potential future products may not be incorporated into any contract. The development, release, and timing of any future features or functionality described for our products remains at our sole discretion .
  • Topics
    • Why Connect the Cloud
    • Websphere Cast Iron Overview
    • Customer Success Stories
      • Jonathan Stern, Alere
      • Mark Litherland, Grizzard
    • Live Demo
  • Better Customer Experience Real-time Search Click to select product
  • 60 Second Primer on Cloud Cloud Applications = SaaS Infrastructure Platforms Applications
  • Cloud Application (SaaS) Use is Exploding
    • Notes on the Data
    • Obvious trends away from on-premise solutions toward SaaS/Cloud solutions for new software through at least 2014.
    • IT and business executives expect their firms to prefer buying SaaS/Cloud-based solutions rather than traditional on-premise solutions after 2014.
    Saugatuck Insight: Spending on new software solutions will shift to SaaS (Cloud-based). While timeframes will vary by region and industry, the general global tipping point will be in 2014. On-premise software will not vanish at this point, but will become the minority in new software spending. Source: Saugatuck Technology Inc., 2010 Cloud Business Solutions / SaaS Survey (March 2010), Global N=790
  • And It Has Created a Hybrid World Private Clouds Public Clouds Home-grown Applications Packaged Applications Companies have both Cloud and On-Premise Applications
  • Which Demands Integration Private Clouds Public Clouds Packaged Applications Integration is Critical in a Hybrid World Home-grown Applications
  • Why Connect the Cloud? Sales 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? ?
  • Answer: Maximize LOB productivity and investment value Hottest Leads Sales Invoices Orders Marketing Shipping Finance
  • SaaS Buyers Feeling the Pain Source: Saugatuck Technology Inc., 2009 Global User Survey; n=1793
  • And Companies Are Reevaluating the Cloud
  • WebSphere Cast Iron Cloud Integration Connects Hybrid World of Cloud and On-Premise Applications In Days
  • Websphere Cast Iron Integration Reusable templates Multi-tenant Webspere Cast Iron Live Virtual appliances (VMware) Cloud Applications Cloud Applications On-premise Applications Flexible Comprehensive Physical appliances (IBM) Integrate Cloud and On-Premise Applications in Days Rapid Data Migration Process Integration UI Mashups
  • Proven Results - Integrate in Days Cloud Offering Customer Scenario Duration Sales Cloud – SQL DW 360% View of Customers 10 Days Custom Cloud - PeopleSoft Billing and Invoice Integration 8 Days Sales Cloud & Chatter – SAP Customer and Sales Order Integration 14 Days Salesforce.com, SAP, JDE, Sage Customer complaint handling 10 Days Salesforce.com, Datatel Fundraising data sync 9 Days Sales Cloud, MS Dynamics Opportunity to order sync, vendor integration 30 Days
  • Topics
    • Why Connect the Cloud
    • Websphere Cast Iron Overview
    • Customer Success Stories
      • Jonathan Stern, Alere
      • Randy Berger, Siemens
    • Live Demo
  • Alere Case Study Jonathan Stern, VP Global Customer Support & Fulfillment
  • Agenda
    • Company overview
    • Business challenges & alternatives considered
    • Solution chosen & results
    • Lessons learned & next steps
  • Company Overview
    • Global leader in near-patient diagnostics and health management services
    • Management team comprised of proven innovators with significant equity stake
    • Near term product pipeline of novel monitoring systems
    • Established international manufacturing, sales and distribution capabilities
    • Revenues primarily from consumable sales in an acute or event-driven setting
    • Well positioned to help shape the future of patient-centered care in the home
  • Business Challenges
    • Highly acquisitive company resulting in mish-mash of systems including:
      • Salesforce.com (700 seats) used for Salesforce automation (SFA) and complaint handling
      • SAP used as primary system of record
    • Provide a better customer experience
    • Increase productivity and scalability
    • Real-time data transfer with minimal maintenance
    • Flexibility to connect multiple end points with fast turn around time to adapt to rapid changes
    SAP  Salesforce.com
  • Options Considered
    • Scribe (incumbent)
      • Didn ’t meet needs
      • Too costly
    • Custom code
      • Too time consuming
      • Not scalable
    • Pervasive
      • Didn ’t meet needs
    • Tibco
      • Too complex and costly
  • Solution Chosen Flat Files
    • WebSphere Cast Iron Cloud integration
    • Real-time integration between:
      • Salesforce.com (salesforce automation and complaint handling)
      • SAP (customer records)
      • JD Edwards (lot numbers)
      • Flat files (distribution data)
    • Configuration, not coding
    • Leveraging repeatable integration success
    SAP/JDE/Flat Files  Salesforce.com
  • Better Customer Experience Real-time Search
    • Retrieve product information in real-time
    • By Lot/Serial number
  • Better Customer Experience Real-time Search In-system Search Auto-fill Functionality
  • Results
    • Integration in 10 days
    • +$100K/yr savings by eliminating SAP licenses
    • +$95K/yr productivity improvement by providing real-time client case data
    • +$20K savings on Implementation Services (compared to Scribe)
    • +$10K/yr by eliminating Scribe
    Flat Files SAP/JDE/Flat Files  Salesforce.com
  • Benefits
    • Reduced integration time
    • Real-time accurate data retrieval
    • Easy setting up appliances
    • Reduced development costs
    • Reduced testing and validation time
    • Outstanding project deployment experience
      • Tight Salesforce-Cast Iron partnership
  • Platform for Global Needs Flat Files SAP/JDE/Flat Files  Salesforce.com
    • Cast Iron key part of strategy to globally connect applications
      • Integration with Sage and Sage X3
      • Phase II: Connect QAD MFG Pro ERP system to salesforce.com
    • Continued acquisition of new companies
      • Enable rapid connectivity to other ERP systems including: Microsoft Great Plains, JD Edwards, QAD MFG Pro, etc.
  • Integration with Sage X3 Save Time
  • Lessons Learned
    • Treat your internal customers the same as your external customers
    • Understand the true needs of “the business”
    • Build for tomorrow, not for today
    • It’s all about the implementation plan!
  • Thank You! Jonathan Stern VP, Global Customer Support & Fulfillment
  • Topics
    • Why Connect the Cloud
    • Websphere Cast Iron Overview
    • Customer Success Stories
      • Jonathan Stern, Alere
      • Randy Berger, Siemens
    • Live Demo
  • Customer Case Study What The Cast Iron Solution Does Randy Berger IT Manager Process and App Dev
  • Siemens: U.S. Structure At A Glance 6,5% Divisions Sectors
    • Industry Automation
    • Building Technologies
    • Motion Control
    • Osram SYLVANIA
    • Industry Solutions
    • Mobility
    • Fossil Power Generation
    • Renewable Energy
    • Oil & Gas
    • Service Rotating Equipment
    • Power Transmission
    • Power Distribution
    • Imaging & IT
    • Workflow & Solutions
    • Diagnostics
    Energy Industry Healthcare
  • Case Study: Original Demand = Order to Shipment
    • WebSphere Cast Iron Cloud integration chosen for initial project
      • Order to Shipment for Sales Team in T&D
    • Real-time integration between SFDC and SAP completed in 14 days
      • SAP Order Dates populated on Sales Order Line Item in SFDC
    • Architecture enabled phased approach to project success:
      • Extract invoice, order status from SAP to SFDC
    SAP – salesforce.com
  • Case Study: Options Considered
    • Custom Code
      • Quick but dirty
      • Too programming intensive
      • Difficult to modify as needs changed
    • Traditional Integration Tools
      • Too costly
      • Long learning curve
      • No native SFDC connectivity
    • Integration Appliance
      • New technology
      • Configuration-based approach
      • Built-in Salesforce.com & SAP Connectivity
  • Case Study: Results
    • Integration strategy follows CRM platform strategy
      • No Software, no development, rapid deployment, easy to change
    • Simplicity of UI means less dedicated and specialized resources used
    • Greater visibility in SFDC = more rapid adoption by sales community
    • Tech requirements met: Key to rapid deployment is agreement up front
    • Provides a platform approach for repeatable success for integration projects
      • i.e. SFDC Chatter
      • Supply Chain Visibility
  • Case Study: WebSphere Cast Iron Recap
    • Platform approach enables 1-to-1, 1-to-Many or Many to Many points of application integration
    • Expertise in Cloud Space facilitates integration with newest technology (i.e. Chatter)
    • Maps directly with our own Cloud strategy
      • Fast deployment, fewer resources needed
    • Facilitates IT discussions with Line of Business
    SAP – SFDC Sales Cloud, Chatter, SQL DB Data Warehouse SQL DB Data Warehouse
  • Case Study: WebSphere Cast Iron Recap
    • Platform approach enables 1-to-1, 1-to-Many or Many to Many points of application integration
    • Expertise in Cloud Space facilitates integration with newest technology (i.e. Chatter)
    • Maps directly with our own Cloud strategy
      • Fast deployment, fewer resources needed
    • Facilitates IT discussions with Line of Business
    SAP – SFDC Sales Cloud, Chatter, SQL DB Data Warehouse SQL DB Data Warehouse
  • Case Study: Lessons Learned
    • Integration strategy follows CRM platform strategy
    • Make simplicity a “must-have”
    • Clearly define the business and technical requirements up front
    • Start simple… and deliver quick results
    • Never underestimate the "Ahhh Factor"
    • Sales teams lacked visibility into order status relating to their customers
    • Customers want to know where their order at any point
    • CEO Challenged business to solve this
    • Initial solution utilizes Chatter feeds
    • Planning to “go mobile” for reps and agents
    • Driving customers to portal for accessing their data
    The Future – Supply Chain Visibility Sales Order 13 Date Fields Sales Responsible Sales Order Item Custom Object Tied to User Profile Customer Order Placed O.A. Sent Approval Drawings Sent Approval Drawings Received Engineer Release to Production Production Finish Date Ship Date SAP – salesforce.com
  • Results
  • Results
  • Where WebSphere Cast Iron Fits SOA WebSphere ESB, DP XI50, WebSphere Message Broker XML Security & Acceleration Data Power XS40 Provisioning Cloud Burst BPM Process Server, Lombardi B2B Data Power XB60, Sterling Cloud & Rapid Packaged App Integration
  • Websphere Cast Iron Integration Overview WebSphere Cast Iron Capabilities
  • WebSphere Cast Iron Approach No Coding Beyond Configuration Preconfigured Templates (TIPs)
  • Live 10 Min Demo What How Manage Run Configure
  • Summary: WebSphere Cast Iron Cloud Integration
      • Integrate in days
      • Integration as a service or on-premise appliances
      • “ Configuration, not coding” approach to application integration
      • Integrate in days
    Rapid Flexible Simple
  • Call to Action
    • Visit http://www.castiron.com
      • Solution overview
      • White paper
      • Demo
    • Get started
      • Contact your IBM representative or send an email to erosa@us.ibm.com
    Call to Action:
  • Business Executive Insider: Maximize the Value of Cloud Apps with Integration Chandar P, VP of Product & Channel Marketing, IBM Cast Iron Jonathan Stern, VP of Global Customer Support & Fulfilment, Alere Randy Berger, Applications Manager, Siemens Energy
  • Appendix
  •  
  • Value to Cloud Providers: Stickiness * Cast Iron Research Churn Rates*
  • Corporate Offices Division or Subsidiary Augmenting Existing IBM Products
  •