When you unlock SAP with the Salesforce App Cloud, you can get more out of your back office data. You can quickly deliver value with new apps that help every department and employee be more productive, and move at the speed of the business. Join this session to learn about the opportunities our customers unlocked by connecting their SAP data to Salesforce. Watch the video now: https://www.youtube.com/watch?v=aOXflyCKfLI

1. Lightning Connect: Unlock Your SAP Back
Office With Real Time Integration
Ralf Schundelmeier
Director Product Management Integration
Salesforce
Ralf SchundelmeierChase SchultsChristian KaimelMarkus Stierli

2. Safe Harbor
​ Safe harbor statement under the Private Securities Litigation Reform Act of 1995:
​ This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties
materialize or if any of the assumptions proves incorrect, the results of Salesforce Inc. could differ materially from the results expressed
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any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new,
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statements.

3. Many customers are facing a set of challenges around
integrating data and processes between Salesforce, SAP
and other systems.
Raise your hand if:
• Integration is a major Pain Point?
• You use SAP as your ERP system?
Unlock Your SAP Back Office With Real Time Integration

4. Integration is the # 1 Challenge for CIOs
Source: Salesforce Research conducted July – August 2014 by an independent third-party Confirmit. Sample Size =
564 respondents / 1,801 responses. Data shown is % of respondents.
48%
CIOs say
Data integration tools are #1 pain

5. Enterprise Apps And Data Are (Still) Living In Silos

6. Business Users Need Data From Across The Entire Business
Customer Purchase
History
Customer Service
Cases
Product
Recommendations
Customer Account
Information
Product Inventory and
Offers
Product Catalog and
Pricing

7. Salesforce1 Lightning Connect: Unlock Your Data
Fast:
Fast, easy, point and click integration
Innovative:
Build an agility layer for your business
Trusted:
Access data by reference in real time

8. Lightning Connect ≠ ETL
❑ Data access is on-demand / real-time
❑ Data access is by reference
❑ Data is formatted into Salesforce objects
❑ Supports open-standard data access protocol
Salesforce1 Lightning Connect is a data federation / virtualization solution
HTTPS Request
HTTPS Response
Data
Sources
Lightning Connect Data Virtualization
Object
UI
Apex VF Page SOQL SOSL
Report
Analytics
API
Salesforce.com Environment
Salesforce Objects

9. Lightning Connect Roadmap
Recent Deliveries (include Winter ‘16)
Long Term Roadmap
Coming Spring ‘16
Lightning Connect: Salesforce Connector for Cross-Org Data Sharing (Read-Only)
Lightning Connect: Read / Write for OData Connector and Custom Apex Connector
APEX Connector Framework – Build your own connector for Lightning Connect
Lightning Connect: OData 4.0 Connector
Salesforce Connector CRUD for Cross-Org Data Sharing
Custom Report Type for External Objects (Pilot)
Workflow / Trigger support for External Objects
Query Optimization for External Objects
Advanced Metadata Management for External Data Source

10. Integration Layer 1: User Interface
Declarative
Simplicity + Speed Control + Flexibility
Programmatic80% clicks – 20% code
Applications
Tabs
Page Layouts
Record Types
Workflow
Validation Rules
Assignment Rules
Objects
Fields
Relationships
Visualforce Controllers
Apex
Web Services API
Visualforce Pages
Web Controls
Sites
Canvas
Web Services API
Metadata API
ODATA
User
Interface
Business
Logic
Data Model
ModelControllerView
Real-time
calls
MashupsDatasync

11. OC Tanner Integrates SAP Order And
Shipment Data In One Afternoon
​ Chase Schults
​ Manager Software Development
​ O. C. Tanner

12. About OC Tanner
O.C. Tanner develops strategic employee recognition and reward solutions
that help people accomplish and appreciate great work.
● Founded in 1927, pioneered the recognition industry, privately held
● Headquarters in Salt Lake City, Utah, USA
● Global offices in Frankfurt, Mexico City, Hong Kong, Shanghai, Singapore, and Tokyo
● 8000+ clients in 150 countries
● Ranked number 40 on the 2015 FORTUNE 100 Best Companies to Work For® list
● Serving 23 Fortune 100 companies including DOW Chemical, Caterpillar Inc., and Chevron

13. Service Agents Needed a Way to Search Customer’s SAP
Order Data without Leaving Salesforce
❑ Service Agents had to use multiple systems and enter
data repeatedly to obtain all information necessary to
serve a customer
❑ Customers had to wait for the agent to get ready
❑ Business wanted to consolidate the Service Agent view
to be able to see SAP Order and Shipment information
for the customer in the Service Console
❑ All relevant information needed to be linked to the
Account Record in Salesforce

14. Building A Custom Integration Would Take 6 Months
❑ Extensive integration to bring data from SAP to Salesforce to show
order and shipping data – Big Money
❑ At least 6 Months time to write the integration and iron it out
❑ Decide how to handle the “who wins” battle when data updates

15. Built And Deployed Real Time Integration In 10 Days ….
❑ Fast & simple Lightning Connect set up – ~ 8 min setup time
❑ Easy to change – Add relationships to Salesforce records
❑ Easy to add - Additional tables and data - NO Code
❑ SAP Data virtualized in Salesforce, supported by Search
❑ End to end project done in 10 Days

16. A Few Steps Needed To Set Up Real Time Integration
❑ 1 Visualforce page
❑ 1 External Data Source
❑ 2 External Objects (automatically
generated)
❑ Relationships to Case and Contact

17. OC Tanner Deployment Scenario
Lightning
Connect
Odata
Connector
Salesforce Environment
OData Service
Pricing
Master Data
Customer Order
Material Availab.
SAP
System
Netweaver
Gateway
SFDC Custom
Objects
SFDC Standard
Objects
SFDC External Objects
Object UI APEX VF Page SOQL SOSL Reports Analytics

18. How It Looks – SAP Order Data In The Service Console
SAP Order / Shipment Data

19. Result: Reduced Call Times, Happy Agents, Happy
Customers!
q Business Benefits
​ Happy Agents!
Happy Customers!
​ Reduced call time by 50 %
q Integrations can be easy!
​ Data Virtualization – No data redundancy
​ Deployed solution 6 months faster!
​ $15,000+ dollars saved using Lightning Connect over doing our own integration
13
6

20. Integration Layer 2: Business Logic
Declarative
Simplicity + Speed Control + Flexibility
Programmatic
Applications
Tabs
Page Layouts
Record Types
Workflow
Validation Rules
Assignment Rules
Objects
Fields
Relationships
Visualforce Controllers
Apex
Web Services API
Visualforce Pages
Web Controls
Sites
Canvas
Web Services API
Metadata API
ODATA
User
Interface
Business
Logic
Data Model
80% clicks – 20% code
ModelControllerView
Real-time
calls
MashupsDatasync

21. Agile Process Integration For A
Complex Supply Chain – Swissbit
Markus Stierli
Salesforce & SAP Consultant
Swissbit Project Manager for the Salesforce to SAP Integration

22. Swissbit Introduction
Established 1992 - 2000 as SIEMENS HL Business Unit
2001 - present as Swissbit through Management Buyout
Headquarter Bronschhofen, Switzerland
R & D sites Switzerland, Germany and United States
Production plants Germany
Production capacity 1 Million Memory & SiP products / month
Financial strength Privately held company
Swissbit is the largest independent embedded memory and storage solutions manufacturer in Europe

23. Consolidated Sales Process - One System
• Account Managers want to Enter and Manage
Opportunities and Sales Orders directly in Salesforce
• Full transparency for Account Managers on order
behaviour (frequency, amounts, lead time)
Transparency across complex Account Structures
• 360 View of the Account and the Revenue it generates
• Order entry needs to enable the mapping of complex
global supply chains
Transparency Across Complex Supply Chains
Manufacturer 1
Design-in Account
Part
Manufacturer
Part
Manufacturer
Distributor
Sales
Sales
Sales
Sales

24. q Constant synchronization of Customer Master,
Material Master and Order data
→ All data is always the same between Salesforce and SAP
q Direct Sales Order entry in Salesforce to post
orders in real-time to SAP
→ SAP checks are still enforced (e.g. credit limits, ZIP codes,
tax numbers, credit limits, payment terms, etc.)
q Enhanced Business Processes in Salesforce
→ Track design-in account, end customer, sold to party,
ship to party
→ Check Delivery Status (requested date vs. actual)
The Solution: Salesforce Integrated With SAP Processes
Middleware “App”:
NEC Enterprise Gateway
Products
Classes
Order History
Shipping Info
Prospects /
Customers
Sales
Orders
Delivery
Status
SAP ERP
(SD, MM, FI/CO, PP)

25. Create SAP Sales Orders directly based on Opportunity data
Real-Time Process Integration (1 of 4)
Video Link

26. A Salesforce VisualForce page acts as simplified SAP Order Entry screen
Real-Time Process Integration (2 of 4)

27. Data is posted in real-time into SAP from Salesforce (synchronously)
Real-Time Process Integration (3 of 4)

28. Data posted runs through all SAP business rules (as customized in SAP)
Real-Time Process Integration (4 of 4)

29. Others
The NEC Enterprise Gateway was chosen because it
simplifies the SAP integration effort
q Built on Salesforce App Cloud
q Based on standard APIs from Salesforce and
SAP (BAPIs)
q Lightning Connect Support*
q Lightning Connect Partner
The Technology: NEC Enterprise Gateway
Enterprise Gateway
Lightning
Connect*
Data
Replication
Process
Integration
* new feature announced at Dreamforce 2015Link to video: http://bit.ly/OvercastLightningConnect
Link to AppExchange: https://appexchange.salesforce.com/listingDetail?listingId=a0N30000005vK8UEAU

30. q 5 X Lower Cost to develop and integrate
business process extensions in Salesforce
versus ABAP development in SAP
q 50 % Faster Responses to customer inquiries:
order confirmations are now on average 0.8 days
(down from 1.5 days)
q Account Managers have 360° View of the Customer Ordering Behaviour
and how well customer requests (delivery dates, etc.) are met!
Results: 5 X Lower Cost And Faster Response Times

31. q Analyze the business processes and data requirements in detail
q Have a team of dedicated Technical Experts for Salesforce and SAP
q Use officially supported SAP APIs wherever possible
(not all BAPIs run through all the business logic similar to the SAP GUI)
Lessons Learnt / Recommendations

32. Integration Layer 3: Data Model
Declarative
Simplicity + Speed Control + Flexibility
Programmatic
Applications
Tabs
Page Layouts
Record Types
Workflow
Validation Rules
Assignment Rules
Objects
Fields
Relationships
Visualforce Controllers
Apex
Web Services API
Visualforce Pages
Web Controls
Sites
Canvas
Web Services API
Metadata API
ODATA
User
Interface
Business
Logic
Data Model
80% clicks – 20% code
ModelControllerView
Real-time
calls
MashupsDatasync

33. Synchronizing Order Life Cycle Data
Across Applications – AVL
Christian Kaimel, AVL List GmbH
Project Manager Salesforce Integration
e1-Business Solutions

34. Employees: more than 7.000
Solutions for:
​ Powertrain Engineering
​ Instrumentation and Test Systems
​ Simulation
Headquarter: Graz (Austria)
Further locations in:
​ Americas
​ Europe
​ Asia and Australia
Sales in 2013: 1.05 billion EUR
visit: www.avl.com
Introduction – AVL List GmbH

35. q Eliminate manual work between business processes
• Manual creation of SAP Order (old) vs. automated creation via interface (NEW)
q Increase Data Quality and Transparency
• Transparent and aligned process across Opp, Quote, and Order
q Improve Efficiency through the whole process chain
• Introduce KPI’s to measure the improvements. e.g. from “quotation at the customer to invoiced”
Synchronizing Order Life Cycle Data Across Applications
Opportunity
Phase
Quotation
Phase
Project
Phase
After Sales
Phase
Business
Developme
nt & Sales
Operations
Order
Fulfillment
Customer
Service

36. Synchronizing Order Life Cycle Data – Data Flow
SAP CUSTOMERS; SAP ORDER NUMBER
SAP MASTER DATA; SAP PRICES
CC; REVENUE CAT. ASP
SFDC MASTER ACCOUNTS; GLOBAL ACCOUNTS; ACCOUNTS
SFDC PROPOSAL
&
OPPORTUNITY DATA
PROPOSAL ->SAP QUOTE

37. ​ We Would Like To See The GLOBAL Order Intake And Sales Revenue
Based On Account Hierarchies
SFDC Leading System for:
• Master Accounts
• Global Accounts
• Accounts
Synchronization to SAP is done
every 5 minutes
SAP Leading System for:
• SAP Customers with Partner Role “sold to”
• Building relation between SAP Customer
and SFDC Account
Synchronization to SFDC is done
every 5 minutes

38. Synch Order Life Cycle Data Example: CMD Record
SAP CUSTOMERS

39. Solution Architecture– Consolidating Global Account Data

40. Business Benefits – Lessons Learned
Benefits:
q Cost savings of $ 160,000 / year due to consolidated account structures
q Eliminated manual data entry, savings 433h / year (at the headquarter)
q Easy SFDC integration due to standard APIs
q Increase process-speed and data quality across all applications
Lessons Learned:
q Invest in the Information Architecture (MDM, process design and specification)
q Integration is not only IT related, high impact on organization
• Impact of changes (Organization, Processes, who is maintaining what and where...)
q Keep it as simple as possible !!

41. Want To Learn More?
​ The complete Salesforce integration reference:
• http://www.salesforce.com/us/developer/docs/integration_patterns/
integration_patterns_and_practices.pdf
​ Salesforce integration for developers:
• https://developer.salesforce.com/page/Integration
• Lots of examples and code there
​ Step-by-step basic integration tutorial:
• https://developer.salesforce.com/docs/atlas.en-us.integration_workbook.meta/
integration_workbook/
​ Lightning Connect Tutorial:
• http://developerforce.github.io/lightning-connect-tutorial/

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