The document discusses integrating ERP data with Salesforce CRM. It provides examples of customers that have successfully integrated Oracle and SAP ERP systems with Salesforce. It also outlines strategies for integration, including out-of-the-box connectivity solutions, packaged transformations, and integration middleware connectors. One company, Activant Solutions, integrated Oracle ERP data with Salesforce to increase sales productivity and synchronize customer master records across systems.

1. Andrew Leigh Director, Integration Product Marketing, salesforce.com Demystifying ERP Integration Take Your CRM Implementation to the Next Level Robert Ball Activant Solutions Integration Lead Randy Berger Siemens, Process Development Manager

3. Thousands of Customers Integrate with Salesforce Every Day Now Serving Over 1 Billion API Integration transactions per Month Most Common is ERP Integration!

5. Proven Success with Oracle Just a few of the Oracle customers that have implemented Salesforce Destination Process Implementation Customer Partner 8 weeks 360 Degree Customer View Borland Salesforce 12 Weeks Customer Master, Order Master, Over 30 Applications ADP Customer and Account Master 360 Degree Customer View Customer and Product master Student recruitment using Oracle BPEL Mgr Customer and Product Master and real-time IP telephony Salesforce 8 weeks Salesforce.com Oracle BPEL 8 weeks Heald College Cast Iron 10 days SPSS Scribe 12 Weeks Adesa 30 days Cast Iron InfoUSA

7. Why Integrate My ERP Data with the Rest of the Company? Invoices Products Orders Pricing Shipping Sales Call Center Marketing ERP Effective Segmentation Accurate Forecasting Customer Retention “ Integrated front and backend processes focus the enterprise on customer demand” Find Quote, Gartner Inc.

8. Where to Start? Let the Process Drive the Requirements Oracle eBusiness Suite Example Customer Master Product Master Pricing Master Invoicing/Billing Master Order Master

9. : Five paths to integration success A comprehensive family of technologies built on top of the Force.com Web Services API Mash-ups from AppExchange Integration Middleware Connectors Developer Toolkits 2 3 4 5 Native Desktop Connectors Native ERP Connectors 1

10. : Three paths to ERP integration success Mash-ups from AppExchange Native Desktop Connectors Integration Middleware Connectors Developer Toolkits Native ERP Connectors 2 3 A comprehensive family of technologies built on top of the Forece.com Web Services API 1

11. Out of the Box Connectivity Provides out of the box connectivity to Oracle e-Business Suite 11i (through JDBC) or SAP BABIs Packaged Transformations and Integration Flows Pre-build XSL transformations and Business Flows for Customer Master records (mapping Salesforce Accounts and Oracle and SAP Customer Records Cross Reference Management Provides capability to cross-reference the Salesforce Account ID and the Oracle and SAP internal identifiers. Monitoring Console Intuitive and familiar interface for managing and monitoring integration processes. 1 2 3 4 Out of the box solution for integrating Salesforce.com and Oracle e-Business Suite 11i and SAP r3 1 2 3 4 1. Force.com Connect for Oracle 11i and SAP r3 1

14. Activant – Who are we Systems Integrator Leading provider of POS/ERP solutions for medium sized businesses in 4 vertical markets: Hardware Stores, Auto Parts, Lumber/Building, Wholesale Distribution. Revenue = $500 million/year. Aprox 400 sales reps. Complete Solutions Provider Integrate the hardware, OS, database, apps software, connectivity, content, and services to be the “IT Department” for our customers. Steep Growth Curve Several acquisitions per year ($50 million - $200 million companies). Most Sales to Existing Customers Over 2/3rds of sales revenue comes from existing customers. Aprox. 2/3rds of total revenue comes from recurring fees (license, content subscription & services). Activant Solutions Inc. – Livermore, CA

16. Activant – Solution - Roadmap 1 Business Analysis Most of Activant’s was already done as a result of Legacy integration, and initial Salesforce data load. Activant had additional work resulting from Legacy system data not being on Oracle yet. Develop on Oracle First The ERP effort is bigger, more risky and has more “red tape”. Salesforce development & Force.com Connect development is much smaller – more fun. Have Sales Sign Off on the Data Show them the differences between what’s in Salesforce now and what Oracle will overwrite with. Work through the differences until Sales is satisfied before implementing. Go Live in Phases (if Possible) By coupling data signoff with Go Live, the process is smother. By implementing in phases it is more manageable. 2 3 4

17. Activant – Benefits Increased Sales & Finance Productivity Hidden cost of sales having to “look up” information eliminated, especially when it required calling someone. Finance gets better feedback and can get the data correct quicker (less back & forth). Team Spirit Before, Sales complained about the data that Finance maintained and their responsiveness. Now it’s a partnership and Sales shares responsibility for data accuracy. Better Reporting By having the data synchronized, reporting on Oracle & Salesforce data together is easy. More Accurate Data With the feedback loop, the Oracle data is more accurate. Easy to Monitor & Maintain Oracle alerts & Salesforce workflow notifications provide electronic alerts, often before problems occur.

18. 2. Integration Middleware Connectors Force.com Connect Category on the AppExchange Data Integration Integration Appliances Middleware Composites SOA Certified connectors to more than 30 integration middleware partners Document Management

20. Siemens – Who are we

21. Siemens – ERP Integration Challenge Faced

22. Siemens – Solution - Roadmap

23. Siemens – Benefits/Lessons Learned

24. Proven Enterprise Platform ERP Integration Success Middleware Process Time Customer End Point 12 Weeks Orders, Products, Customer Master Brocade 16 Weeks Customer, Pricing and Material Master Ashland Shell Rolls Royce Cisco Heald College Dell 6 months SOA Customer Data Integration 12 weeks Student Recruitment In Process Customer and Material master In Process Order Management Customer and Material Master 12 Weeks

26. Example: Data Loaded from External System via API Invoices Custom Object Loaded via API Salesforce Account Data

27. Examples: Enterprise Mash-Ups / Mash-up / Account/Open Orders Mash-up Account, Opportunity data Order Management data

33. Thank you!

34. How Do I Extend My ERP to the Rest of the Company? Sales Opportunity Pipeline Quotes Competition Sales Customer Profile PRM Partner Profiles Partner Customer Profiles Partner Opportunities Customer Service Service Requests Resolutions Service Customer Profile Customer Satisfaction Marketing Marketing Customer Profiles Leads Campaigns Marketing Schedule Supply Chain Back Office/Supply Front Office/Demand “ Applications will be delivered as services, and vendors that are not delivering applications as services that can be composed and decomposed according to your business needs will go away.” Charles Abrams, Research director, Gartner Inc. Financials Customer Financials General Ledger Accounts Receivables Invoices Order Management Products/BOM Orders Shipping