Midsize webinar

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  • Welcome to the cast iron presentation, my name is sean o’connell and I’m with the product marketing team here at cast iron and on behalf of cast iron I’d like to welcome you and thank you for your time. The title of today’s presentation is ‘integrate in days’ using the cast iron integration appliance
  • Key Message and Speaking points: Introduce our value statement: Delivering integration projects in just days, for 20% of the cost of software-based alternatives. For world-class companies in a variety of industries ranging from Manufacturing and Automotive to Energy and Telecommunications. Optional (if you are presenting to a prospect who already is using an EAI solution): Almost all our customers, like Motorola, Toyota, BAT, etc. – already have EAI solutions in place, and using Cast Iron to augment their existing integration solutions. We augment EAI, not replace them. Transition: “ So, what is the Cast Iron Integration Appliance What does it do” (topics answered in the next slide)
  • Let’s take a step back and ask why is integration so painful? Why so expensive? We see that traditionally companies have had two choices to do application integration: 1. a few large companies purchased complex integration tools – called EAI – and they programmed integration using these tools – for example, ERP to CRM application Key Message to Customer: Explain that the reason why integration is expensive and painful is because existing integration tools are too ‘complex’ Speaking Points/Tips: (continue from transition on previous slide)… Mid-market companies have two choices for integration: Choice A) A few companies purchase complex integration tools and program APIs using these tools, or Choice B) A majority of mid-market companies build integrations using in-house development tools (custom code). Examples are Java scripts, C scripts, SQL scripts, VB scripts, etc. Transition: {go to the next slide}
  • These are really good tools, but they’ve been built to solve the most complex problems in large enterprises – here is an example of one of those EAI tools from their website in terms of the architecture point is not to give the details but to show you that there is a lot of sophistication but what comes with that is a lot of complexity and it’s very time consuming as well as cost – so if you’re Exxon Mobile and you want to manage your business processes across all your 80 different oil plants, or if you’re Motorola and you want to manage your order-to-cash and credit processes across your 18 different subsidiaries these are great products to do that but if you’re just trying to take data from an erp application and put it into a crm application which is what 90% of the needs of companies are connect 3-4 apps together for the purposes of app integration – tools are overkill; like using a chainsaw to open a letter – can you do it? Yes, but not the most optimal way to solve the problem
  • Given this cost and complexity what a lot of smart companies in the mid-market did was choose option B: program using in-house development tools aka custom code: like writing java scripting, vb scripting, c scripts, sql scripting, perl scripts, web services scripts; whatever those point-to-point scripts that you create are What’s common across both options is the complexity is being passed along to you the customer – like you have a set of tools but you have to go build your car before you can drive it Why is this the case? EAI: multiple components to install and manage: HW, OS, DB for persistence, broker SW, connectors to all these different applications, HA SW that sits on top of it – one set tools for business users to track what’s going on and a completely different set of tools for IT to make sure that the systems infrastructure is up and running – so pretty soon you have about 7-8 moving parts that you have to install and maintain over time. For custom code, it is custom code: end up writing code for connecting, data mappings, business process rules. Just when you think you’re done, our business comes back and says oops requirements have changed. I’ve added custom fields to my erp or crm application, business rules have changed, data mapping rules have changed, so we end up re-writing code which is the hidden cost of integration in custom code. From a QoS perspective there’s multiple tools needed to track what’s going on: one set of tools for business users to see did the purchase order that they put in system A did it actually make it into system B or did it fail in-between? And another set of tools for IT to make sure things are up and running. And all this is what makes integration complex from your perspective – the customer. So to eliminate this complexity one needs to take an approach to build something from the ground up – it’s not just assembling a few parts together and then throwing the parts to you and say here it is you own the complexity – take an approach of not boil the ocean – example of MS Office: 90% of the world only use 30-40% of the features – we don’t use all those functions in Excel or speech recognition in Word or we don’t try to use scripting language in PowerPoint or whatever the common MSFT Office tools we use. The point being if you don’t try to boil the ocean then what people try to do is that they try to use 30%-40% of the features in any tool, rather than trying to use all of the features that are unnecessary. If you look at software-as-a-service that’s kind of the same approach companies like salesforce.com have adopted instead of trying to boil the ocean like siebel did, they said we’re going to give you what you need and only what you need to simplify your crm experience and make life easier for you. And that’s kind of the same approach we’ve taken in building an integration appliance…. THE NEXT TWO SLIDES ARE THE MOST IMPORTANT SLIDES IN THE DECK: Key Message to Customer: Explain that the reason why integration is expensive and painful is that existing integration tools ‘pass on the complexity to the customer’ Speaking Points/Tips: (continue from transition on previous slide)… Regardless of either choice, what’s common is that the complexity is being passed to you and thus involve a lot of manual effort. In this case, you have to build your car before you can drive it. Using one of these tools for integration, you’d have to: Install multiple components like h/w, operating system, integration software, connector software, a database, monitoring s/w, etc. And worse, maintain them over time as versions change. Write code to develop the integration using your experts (the guys with the ‘thick glasses’) We all know when as soon as we think we’re done, our boss walks in and says ‘the customer has changed the requirement.’ So, re-write code again. Use multiple tools to track the status of transactions and errors. All this is ‘complexity’ being passed on to you. Transition: In order to eliminate complexity, any solution must be built from the ground-up to be ‘simple.’ For example, if we take an example in the consumer world and look at Apple, they created the iPOD from the ground-up with one objective: deliver a simple and elegant product with a simple and elegant user-experience.
  • This SLIDE IS THE MOST IMPORTANT SLIDES IN THE DECK: Key Message to Customer: Introduce the Cast Iron solution and illustrate how it delivers simplicity to the customer. Speaking Points/Tips: (continue from transition on previous slide)… That’s exactly what we’ve done by creating a simple integration solution from the ground-up. It delivers simplicity to you in the following four ways: The Cast Iron solution is self-contained, no components to install and maintain No coding, just configuration for completing your integrations (as SE will demonstrate today) No re-coding, just re-configuration as your business needs change (as SE will also show you today) One console to track everything about the integration –from the system health to the health of all the transactions. Optional Story: Creating simplicity is very difficult. For example, the iPOD took 3-4 years of development and needed hundreds of programmers before it came to market. Over the past five years, we’ve invested millions of dollars in R&D to create the simplest integration experience in the market today. Transition: What does this simplicity mean to you?
  • Remove all watermarks Key Message to Customer: Connectivity is simple and comprehensive Speaking Points/Tips: Comprehensive end-point connectivity: [explain each connectivity option on the graphic] No installation at the end-points: [unlike software-based integration tools, there is no connectivity software to install at the endpoints] All connectivity included in-the-appliance: [unlike software-based integration tools, there is no need to purchase any adapters/connectors] Configuration, not coding: [all this connectivity is accomplished without writing any code] Examples of applications that our customers have connected to (using the Integration Appliance) include SAP, Oracle, PeopleSoft, JDE, Siebel, SFDC, QAD, Lawson, Niku, RightNow; and many more legacy and custom applications. Transition: Now, let’s move to the second of 4 things the appliance does -- Orchestration
  • Key Message: Highlight the time and cost savings for customers Highlight the fact that all projects have been completed – from configuration to testing to deployment – within 15 days Optional: Highlight the fact that many mid-market companies have replaced custom code with Cast Iron due to time and cost savings Speaking Points/Tips: As you can see below, our value is that customers have been able to consistently complete integration projects in just days, for a fraction of the cost of software-based tools. Also, as illustrated here, we have many mid-market companies who have replaced custom code with Cast Iron for integration. Transition: Since you’re exploring a solution for salesforce.com integration, I’d like to highlight a particular customer example in more detail. Lets look at how Lawson used Cast Iron to deliver salesforce.com integration in days Note: The above transition is an example. Contextualize your transition as needed based on the case study that you’re planning to show.
  • To be updated: Deal Size and Sources and Uses; Consider consolidating slides 7 & 8
  • add logos
  • 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….
  • Simon makes change in one app and shows that it’s reflected in the other app. KEY MESSAGE: Sales reps can push business critical info to back end systems (indicating the fact that Cast Iron is not a mashup tool that just provides visibility) Simon shows LIVE screens of: CI (WF and transaformation map) Salesforce.com (closes the opty, turns into an order in SAP) SAP (closed order shows up in SAP) Click now to sign up for LIVE demo from scratch Option 1 – General webinar Option 2 – Custom 1-on-1 product demo
  • Midsize webinar

    1. 1. How Midsize Companies Use Rapid Integration to Thrive in Today’s Economy Sean O’Connell Product Marketing Cast Iron Systems Chris Holbert Senior Director of Global Applications OSI Systems
    2. 2. Agenda Q&A All OSI Systems Customer Case Study Chris Holbert Senior Director of Global Applications OSI Systems How it Works — 10-minute Demo Sean O’Connell Product Marketing Cast Iron Systems The Business Value of Integration for Midsize Companies Sean O’Connell Product Marketing Cast Iron Systems
    3. 3. Sean O’Connell, Product Marketing The Business Value of Integration for Midsize Companies
    4. 4. 4©2009 Cast Iron Systems, Inc. • Confidential Thousands of Customer Integrations Application integration in days for 80% less cost
    5. 5. 5©2009 Cast Iron Systems, Inc. • Confidential BuzzCorporate Awards …it’s certainly easy to install and its graphical tools are a boon for companies with limited IT resources… Dr. Martin Heller Editor ... The two most interesting features are the speed of integration and the ease of connectivity… Bruce Richardson, Chief Research Officer Integration in Days Global presence 100% YOY growth in the past 4 years Thousands of customer integrations connecting SaaS applications and the enterprise #1 SaaS integration provider – Premier partner for Salesforce.com, Oracle, Google, HP, Taleo, Dell, Amazon, ADP, and many more … Cast Iron Company Overview The most comprehensive integration-as-a- service story I’ve heard. Curt Monash Principal Analyst Integration appliances will play a critical part in the growth, acceleration & acceptance of SaaS. Frank Kenney Research Director
    6. 6. 6©2009 Cast Iron Systems, Inc. • Confidential Integration for Midsize Companies Today Midsize Company IT Needs Agility to respond to business growth Control spending and cash outlay Limited IT skill sets available Easy to monitor, manage, adminster
    7. 7. 7©2009 Cast Iron Systems, Inc. • Confidential Integration for Midsize Companies Today Midsize Company IT Needs Integration Reality Agility to respond to business growth Projects takes months Control spending and cash outlay Integration tools require $500K+ investment Limited IT skill sets available Integration tools need deep middleware ‘expertise’ Easy to monitor, manage, adminster Integration tools need deep sys-admin ‘expertise’ Why? Why?
    8. 8. 8©2009 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools Application 1 Application 2 Integration Choices
    9. 9. 9©2009 Cast Iron Systems, Inc. • Confidential EAI Tools Complex (1) Program using complex integration tools Application 1 Application 2 Design/Deploy Run-time wM Workflow Monitor wM Manager Console wM Monitor wM Fabric Console wM Trading Network Console wM Workflow Engine wM Broker Trading Networks wM Manager wM Adapters wM Fabric wM Glue Database RAID Array wM Optimize wM Dashboard Database
    10. 10. 10©2009 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools Application 1 Application 2 (2) Program using development tools Custom Code Java Visual Basic C++, SQL Custom Code Java Visual Basic C++, SQL Application 1 Application 2 Complex Experience Install and maintain multiple components Write integration code Re-write integration code Multiple tools needed to track integration health Integration Choices
    11. 11. 11©2009 Cast Iron Systems, Inc. • Confidential (1) Program using complex integration tools Application 1 Application 2 (2) Program using development tools Custom Code Java Visual Basic C++, SQL Custom Code Java Visual Basic C++, SQL Application 1 Application 2 Complex Experience Install and maintain multiple components Write integration code Re-write integration code Multiple tools needed to track integration health Simple Experience No moving parts No coding No re-coding One console The Cast Iron Solution
    12. 12. 12©2009 Cast Iron Systems, Inc. • Confidential Integration for Midsize Companies Today Midsize Company IT Needs Proven Value Agility to respond to business growth Integrate in days Control spending and cash outlay 80% more cost-effective than software-based tools Limited IT skill sets available No need for deep ‘experts’ Easy to monitor, manage, adminster Simplest solution to manage
    13. 13. 13©2009 Cast Iron Systems, Inc. • Confidential Flexible Product Offerings
    14. 14. 14©2009 Cast Iron Systems, Inc. • Confidential Cast Iron Integration Scenarios MigrateMigrate 1 Legacy CRM Application New CRM Application SynchronizeSynchronize 2 Home Grown ExtractExtract 3
    15. 15. 15©2009 Cast Iron Systems, Inc. • Confidential Proven Results Company End Points Problem Solved Project in Days Microsoft Dynamics NAV & Concur Goods-in-Transit (GIT), Expense reporting 15 Oracle CRM & EPICOR Customer 360° view 10 SFDC, SAP, QuickArrow, Emptoris Sales order integration 20 PeopleSoft, SFDC, Tangiers Doctor billing & scheduling 8 SFDC, PeopleSoft Customer master integration 10 State Insurance Depts, Claims, Policies B2B 9 Integration in Days
    16. 16. 16©2008 Cast Iron Systems, Inc. • Confidential Case Study: Sales Order Integration Business Problem Competing Technologies Multiple integration needs - needed to automate manual processes between: • Finance (SAP) and sales/marketing (SFDC) • Finance (SAP) and services (QuickArrow) • Sales (SFDC) and Legal (Emptoris) Needed to synchronize orders, contracts, invoicing, and employee reimbursement Custom code • Too resource intensive Pervasive • Too complex SAP XI • Overkill World Leader in Information Access SoftwareWorld Leader in Information Access Software SFDC – SAP – QuickArrow – Emptoris
    17. 17. 17©2008 Cast Iron Systems, Inc. • Confidential Solution Results Projects completed in less than 30 days 30% increase in productivity using SAP and Cast Iron together Automates previously manual order and contracts management processes Faster order process and revenue recognition All projects delivered in under 30 daysAll projects delivered in under 30 days Case Study: Sales Order Integration Simple “No Coding” approach Integrated: • SAP to SFDC: order and contracts status • SAP to QuickArrow: project status • QuickArrow to SAP: time and expense data for invoicing and employee reimbursement • SFDC to Emptoris: contract data SFDC – SAP – QuickArrow – Emptoris
    18. 18. 18 OSI Systems - Integration Case Study Chris Holbert Senior Director of Global Applications
    19. 19. 19 Agenda  Company overview  Business challenges & alternatives considered  Solution chosen & results  Lessons learned & next steps
    20. 20. 20 OSI Systems Company Overview  Leading provider of advanced electronic technologies for critical applications  Customers: homeland security, healthcare, defense and aerospace  People Screening  Baggage/Parcel Inspection  Hold Baggage Screening  Cargo & Vehicle Inspection Homeland security technologies and inspection systems Advanced optoelectronic components and subsystems  CT/X-ray Components  Optical Sensors - PC Boards  Military & Defense Sensors  Contract Manufacturing Revenue FY 09 $214M Medical monitoring solutions, information systems and devices Critical Applications & Technology Revenue FY 09 $241M Revenue FY 09 $135M  Patient Monitoring  Anesthesia Delivery  Diagnostic Cardiology
    21. 21. 21 Application Landscape  Microsoft Navision ERP (NAV)  Maintain over 10 NAV instances in production  Run application on MSSQL 2000  Manage all financial, distribution and manufacturing transactions in NAV  Concur Expense Management  Control all expense reporting and reimbursements through Concur  Maintain workflow review and approvals  Route all US and European employees through Concur
    22. 22. 22 Business Challenges  Goods-in-Transit Operations (GIT)  Ship machines from Malaysia to sales regions  Took 15 or more days to record shipments  Delayed financial close, inter- company reconciliation and production planning  Concur to NAV  Extracted multiple files a day from Concur  Reviewed files for completeness and accuracy manually  Loaded files into NAV manually and ensure completion Microsoft Dynamics NAV – Concur
    23. 23. 23 Integration Challenges  Create single, global view of multiple, disparate instances of Microsoft Dynamics NAV  Eliminate double-entry of information in Microsoft Dynamics NAV and Concur  Increase the velocity of the business and good decision making Microsoft Dynamics NAV – Concur
    24. 24. 24 Alternatives Considered  Cast Iron  Custom code (current state)  IBM Websphere  Oracle BEA Weblogic  Tibco BusinessWorks Microsoft Dynamics NAV – Concur
    25. 25. 25 Solution Chosen  Cast Iron  Easy-to-learn  Quick-to-market  High-performing  Appliance-based  Flexible  High ROI Microsoft Dynamics NAV – Concur
    26. 26. 26 GIT Shipment Views
    27. 27. 27 GIT Shipment Views
    28. 28. 28 Results  Goods-in-Transit Operations (GIT)  Reduced time to record transactions to minutes  Instant update of inter-company ledgers and accounts  Eliminated 90% of errors and enabled quick resolution of others with easy-to-use list view with exception details  Concur to NAV  Automated process pulls information from Concur  Cast Iron moves information into NAV using NAV API  Future Process - Use web services from Concur to NAV (requires upgrade) Microsoft Dynamics NAV – Concur
    29. 29. 29 Results  Proof of concept integration in 1 day  Completed production integration in 15 days including training  Saved $88K year 1 in business staff time  Increased accuracy, consistency and speed of operations and financial information  Re-allocated $96K in year 1 in IT engineer costs Microsoft Dynamics NAV – Concur
    30. 30. 30 Lessons Learned  Spend time to perform needs analysis  Determine where your team can excel  Evaluate how to drive value  Select a partner and technology that fits  Train the team early and continuously  Tackle small, winnable projects first  Plan a homerun within 6 months
    31. 31. 31 Next Steps  Build workflows that improve effectiveness & efficiency  Integrate applications that benefit from data consistency & sharing  ERP Instances  Key HR, Travel & Financial Applications  CRM  Product Configurator  Document Management  Work towards building a web services framework iteratively
    32. 32. 32 Thank You!
    33. 33. 33©2009 Cast Iron Systems, Inc. • Confidential Cast Iron Solution Overview What Our Integration Solution Does Integration-as-a-Service Integration on Premise Cast Iron Cloud™ Physical Integration Appliances Virtual Integration Appliances
    34. 34. 34©2009 Cast Iron Systems, Inc. • Confidential Cast Iron’s Approach No Coding Beyond Configuration Preconfigured Templates
    35. 35. 35©2009 Cast Iron Systems, Inc. • Confidential Rapid Integration thru TIPs 0 20 40 60 80 100 Custom Code Configuration Approach TIPs Approach ImplementationinDays Implementation Times including Change Orders
    36. 36. 36©2009 Cast Iron Systems, Inc. • Confidential 10 Minute Demo Homegrown App (SQL Server) SQL Server CRM ApplicationTemplate Integration Process Customer Master to Accounts
    37. 37. 37©2009 Cast Iron Systems, Inc. • Confidential Summary: Why Cast Iron? Solving All Integration Needs Using Pre-built Templates Beyond Configuration Pre-configured TemplatesNo Coding With Different Deployment Models Cast Iron Cloud™ Virtual AppliancesPhysical Appliances
    38. 38. Contact Sean O’Connell Product Marketing Cast Iron Systems (650) 230-8424 soconnell@castiron.com Twitter: @CastIronSystems Chris Holbert Senior Director of Global Applications OSI Systems (310) 349-2268 CHolbert@osi-systems.com

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