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Redefining Integration - The End of the Black Box


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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 Partner 2001 2000 1 st 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 </li></ul><ul><li>Founder of the Software-as-a-Service (SaaS) Showplace, </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, to support sales and service interactions # USERS: 140 INTEGRATION – Technology: Leveraging ESI to fully integrate LivePerson’s Chat technology with 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 1.866.455.WOLF Text “bluewolf” to 66937 Right Now! ESI (Enterprise Salesforce Integration) DRE (Data Replication Engine)
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