Busting Myths of OnDemand: Integration

1
Busting Myths of On-Demand Integration
Peter CoffeeDirector, Platform
Researchsalesforce.com Robert BallIntegrations
LeadActivant Solutions Randy BergerProcess
Development ManagerSiemens Power Transmission
and Distribution
2
More than a Browser

• Myth Its hard to integrate with on-demand
  systems
• The browser looks like a glass wall
• Access to other data and logic are important
• Busted On-demand integration is easier, faster,
  and less risky
• Native connectors
• Enterprise middleware
• Web 2.0 mash-ups

3
Keys to Enterprise On-Demand

• Business-oriented API
• Synchronization as required
• Scalable to high data volume
• Open to data diversity

4
Agreement on Objectives

• Integration of what?
• Data
• Logic
• User interface
• Toward what end?
• Indefinite co-existence
• Legacy system consolidation
• Strategic move to on-demand development

Native Desktop Connectors
Integration Partner Ecosystem
Mash-ups from AppExchange
Developer Toolkits
Native ERP Connectors
5
Agreement on Success

• Cost reduction
• Performance achievement
• Service-oriented architecture
• Risk management
• Governance improvements

6
Enterprise-ready ERP integration options
A comprehensive solution built on the Force.com
Web Services API
2
3
Integration Partner Ecosystem
Mash-ups from AppExchange
Developer Toolkits
Native Desktop Connectors
Native ERP Connectors
7

Example 1 Native ERP ConnectorsSynchronization,
Pre-Built Templates, and Packaged Transfomation
Integration Middleware Connectors
Mash-ups from AppExchange
Developer Toolkits
Native Desktop Connectors
Native ERP Connectors
8
Activant Increased Sales Productivity with
Integration to Oracle 11iForce.com Connect for
Oracle 11i and Fusion Middleware
Salesforce
Challenge
Solution
Results

• Inconsistent view of customers across multiple
  applications since salesforce.com was implemented
  company-wide a year ago resulted in reduced sales
  productivity
• Sought to return sales productivity by providing
  critical customer data to sales teams through a
  single interface
• Highly technical, resource intensive build of
  integration versus vendor-provided integration
  appliance

• Used Force.com ConnectOracle 11i, a native
  connector from salesforce.com, to synchronize
  customers across systems including custom Oracle
  programs to enhance functionality
• Customer master integration will serve as the
  springboard for process integration via Oracle
  Fusion BPEL manager
• Next phases
• Contacts
• Web Portal
• Install Base
• Items, Pricing
• Order Entry

• Higher sales productivity
• Sales can now access critical ERP data via
  Salesforce
• Reduced time per sales call
• Synchronized Customer Master across front and
  back office
• Highly reliable, hybrid solution installed in
  minimal time under budget.
• Higher quality data, better communication between
  Sales and Finance departments

9
Activant Who are we
Activant Solutions Inc. Livermore, CA
Systems IntegratorLeading provider of POS/ERP
solutions for medium sized businesses in four
vertical markets Hardware Stores, Auto Parts,
Lumber/Building, Wholesale Distribution. Revenue
500 million/year. Approximately 400 sales
reps. Complete Solutions ProviderIntegrate the
hardware, OS, database, apps software,
connectivity, content, and services to be the IT
Department for our customers. Steep Growth
CurveSeveral acquisitions per year (50 million
- 200 million companies).Most Sales to
Existing CustomersOver 2/3 of sales revenue
comes from existing customers. Approx. 2/3 of
total revenue comes from recurring fees (license,
content subscription services).
10
Activant ERP Integration Challenge Faced
Business Challenges
Technical Challenges

• Change processes in Finance to maintain needed
  data on Oracle
• Persuade sales reps to allow Oracle to overwrite
  their data
• Transformation business logic
• Synchronize the meaning of data items
• Develop feedback channels (Sales Finance)
• Key New Accounts (KNA) process

• Data denormalization issue
• Safety Net concurrent requests
• Packing multiple data items into a single
  descriptive flexfield
• Oracle Business Event system (Workflow)
• Implementing changes
• Overloading
• KNA Process
• Oracle descriptive flexfield ? Salesforce
  workflow
• Implementation strategy
• Comparing Oracle Salesforce data
• Phased go-live using data load utility
• Temporary Salesforce workflow

11
Activant Solution - Roadmap
1
Business AnalysisThis is critical! - Much of
Activants 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 FirstThe 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 DataShow them the
differences between whats 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 smoother. By implementing in phases it is
more manageable.
2
3
4
12
Activant Benefits
Increased Sales Finance ProductivityHidden
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 SpiritBefore, Sales complained
about the data that Finance maintained and their
responsiveness. Now its a partnership and Sales
shares responsibility for data accuracy. Better
ReportingBy having the data synchronized,
reporting on Oracle Salesforce data together is
easy.More Accurate Data / CommunicationWith
the feedback loop, The Oracle data is more
accurate. Finance uses the integration to
communicate needs about customers to Sales. Easy
to Monitor MaintainOracle alerts Salesforce
workflow notifications provide electronic alerts,
often before problems occur.
13
Example 2 Integration Partner Ecosystem
Force.com Connect Category on the AppExchange
Certified connectors to more than 30 integration
middleware partners
Middleware
SOA
Document Management
Integration Appliances
Composites
Data Integration
14
SIEMENS Business Overview
230.480
Automation and Control
Information andCommunications
Lighting
Power
Transportation
Medical
TransportationSystems
Automation andDrives
OSRAM
Power Generation
Communications 1
Medical Solutions

Industrial Solutions and Services
Siemens BusinessServices
TurboCare
Siemens VDOAutomotive
PowerTransmission andDistribution
PowerTransmission andDistribution
Siemens Building Technologies
28.5
19.7
19.3
17.3
9.8
5.4
1) Since Oct.1, 2006 represented by Siemens
Networks GmbH Co. KG and Siemens Enterprise
Communications GmbH Co. KG
15
Our ERP CRM Environment

• Salesforce.com
• 550 seats across three Operating Companies
• Used for joint sales force in North America
• SAP
• System of Record for SPTD
• Order Mgmt Financials - Purchasing

16
ERP Integration Challenge Faced

• Business processes not yet fully harmonized
• Business Warehouse not in place yet
• High demand for reporting key business
  performance
• Limited in-house developer support

WANTED Visibility of pipeline through shipment
in one place Integration without code
development!
17
Possible Options

• Custom Code
• Quick but dirty
• Too programming intensive
• Difficult to modify as needs changed
• Traditional Integration Tools
• Too costly
• Long learning curve
• No native salesforce.com connectivity
• Integration Appliance
• New technology
• Configuration-based approach
• Built-in salesforce.com SAP Connectivity

18
Solution - Roadmap
Customer Master
Customer Master
Invoicing/Billing Master
Invoicing/Billing Master
Order Master
Pricing Master
Product Master
Product Master
Cast Iron Integration Appliance
19
Benefits Lessons Learned

• Integration strategy follows CRM platform
  strategy
• No Software, no development, rapid deployment,
  easy to change
• Make simplicity a must-have while reviewing
  implementation options
• Choose Simple solutions, not build-it-yourself
  tools
• Cast Iron platform approach was the correct
  decision for us
• Clearly define the business and technical
  requirements up front
• Key to rapid deployment is agreement up front
• Start simple and deliver quick results
• Support for first project success was critical
• Build on initial experience
• Never underestimate the "Ahhh Factor"
• Success is contagious!

20
Thousands of Customers Integrate with
salesforce.com Every Day Now Serving Over 1
Billion API Integration transactions per Month
21
Integration Best Practices

• Partner with Business Understand the Processes
• Choose Approach Based on Cost vs. Benefits
• Look for great partners Buy vs. Build
• Target Quick Wins
• Plan for Growth

22
Thank you!