Deloitte & Mulesoft : The Right Mix

1. Mulesoft and Deloitte the right mix November 2014

2. Robbie Quercia: Welcome Gys Hyman: Local Drivers –the need to integrate Guy Murphy: Mule Keynote James McLaren:CloudMix-Connected Cloud Robbie Quercia: Close “The power of Two” QnA: Integration Discussion: all speakers Agenda 2

3. 3 Local Drivers –the need to integrate

4. Cloud hits the enterprise Businessesofeveryshapeandsizeareusingcloudtogainrapidaccesstoworld-classITcapabilities(resourcepooling,rapidelasticity,resourcepooling, measuredservice,costpredictability,agility,rapidimplementation,etc). Cloud Orchestration SaaS PaaS BPaaS IaaS AaaS An integration plan supporting coexistence: •Integrating a cloud solution with existing systems can be one of the most complex, costly and time- consuming aspects of cloud adoption. •How, and to what extent, the cloud solution will be integrated with existing systems, as well as which systems will be the master source of data.

5. The Internet of Things DigitaltransformationandTheInternetofThingswillbeckoncompaniestorevisebusinessmodelsandintegrateevolvingtechnologies.ThetechnologyecosystemforenablingdigitalengagementandtheInternetofThingsishighlyfragmented. Solutions must be assembled from components offered by various providers of sensors and communications modules, network management and control systems, communications networks, enterprise applications, and customer-facing applications. Companies need help selecting, customizing, and integrating components into an overall solution. Existing Enterprise Service Bus (SOAP Web Services) API’s REST API’s

6. A world of API’s Anewwayofapplicationdevelopmentandintegration.Movingtowardsalooselycoupled,componentised(API)architecture.Acompositeapplicationmodelleveraginginterdependentproductsandservicesprovidedthroughanetworkofpartners. Application as a set of micro services Business Layer Data Layer Monolithic Application Application as a set of micro services Cloud

7. Fail quickly! Real-timeDevOps.Earlyadoptersofreal-timeDevOpshavetheopportunitytoprofoundlyimpacttheirITshop,acceleratingITdelivery,improvingquality,andbetteraligningwiththebusiness. Empowering the business of IT: •When it comes to application development (Dev), the business cares about speed and quality. •Contrast that with IT operations (Ops), held accountable for response times, stability, and efficiency, and focused on how to reduce business disruptions at the lowest cost. Code Build Test Deploy Operate DevOpsDisciplines Changes the cadence of how much can be done—and in how much time.

10. l All contents Copyright © 2014, MuleSoft Inc. 10 New Enterprise landscape is highly fragmented MuleSoft provides a connectivity platform that fundamentally changes the way companies drive competitive advantage

12. l All contents Copyright © 2014, MuleSoft Inc. 12 Transformative initiatives Global Pharma Company Next Gen Architecture Connectivity & Modernization Digital Transformation Monetize Digital Assets Launch Mobile Applications Accelerating new services and processes Driving innovation & experimentation Syndicating digital content thru affiliates Single view to doctors across 140 countries Improving patient care with an information network for medical professionals

15. l All contents Copyright © 2014, MuleSoft Inc. 15 New Enterprises go faster with bimodal IT Mode 1 Traditional Integration & SOA Rapidly orchestrate data for mobile apps Create new partner channels and communities Integrate SaaS, build micro-apps for employee productivity Mode 2 –Rapid IT •Rapidly connect and orchestrate •Productive development cycles •Engage consumers

16. l All contents Copyright © 2014, MuleSoft Inc. 16 The winning solution Unified connectivity SOA, SaaS, APIs on one platform Hybrid ready Write once, deploy anywhere Low friction Designed for ease of use and deployability

17. l All contents Copyright © 2014, MuleSoft Inc. 17 Legacy modernization, Web services •Data Synchronization •Process Orchestration •Batch Loading •Mobile Apps •Internal APIs •B2B Anypoint Platform: The only unified connectivity platform

18. l All contents Copyright © 2014, MuleSoft Inc. 18 Bimodal IT architecture at a Global Pharma Unified connectivity SOA SaaS APIs on one platform Unified connectivity Mode 1 Mode 2 Source: Gartner report June 2014 “How to use hybrid integration platforms effectively”

20. l All contents Copyright © 2014, MuleSoft Inc. 20 Anypoint Platform: Lowest friction development Two level UX for ease & control (graphical or code) Vast connectivity (connectors, templates, DevKit) Lean & mean (easy to deploy, easy to manage) “MuleSoft’s Anypoint platform has allowed IT to respond quickly to the needs of business. We’re not impeding business and allowing them to grow revenue” Paul Keen, General Manager of IT, Dick Smith (Fast growing electronics retailer in Australia)

21. l All contents Copyright © 2014, MuleSoft Inc. 21 MuleSoft drives exceptional business agility Metric Versus CustomCode VersusLegacy Platforms Speedto launch new initiatives 4Xto 10X Faster Example:Large SaaS companylaunches new micro services in 3weeks instead of 3 months 3Xto 6X Faster Example: Productdev sprints at Financial services firm have been squeezed from many months to 4 weeks Speedto launch new APIs, services, integrations 5Xto 20X Faster Example: Tech companyonramps new partners in 72 hrs vs. 3-6 mos 2X to 4X Faster Example: Tech companycut development time for new services and to add new partners by 75% Speed to deployment 3X to 4X Faster Example: Mobile device company deployed MuleSoft after a spinoff within a year vs. a planned 3 year deployment 3x to 4x Faster Example: An entertainmentcompanydeployed MuleSoft in just 5 to 6 days instead of the 2 monthsit took with the previous platform Productivity Improvement 5X to 20XImprovement Example:Federal Govt. Dept. is able to build 50+ integration flows in a month vs. the 2 they used to do with the old system 2X to 3X Improvement Example: Data Services Companylaunches 3x as many apps thanbefore by using MuleSoft to replace legacy systems from ~200 acquisitions

22. l All contents Copyright © 2014, MuleSoft Inc. 22 MuleSoft by the numbers 22 HQ in San Francisco with offices in New York, Atlanta, Chicago, London, Sydney, Singapore, Hong Kong, Buenos Aires, Amsterdam, Munich 700+ Enterprise customers 40% of the Global 500 210,000+ developers worldwide use MuleSoft

24. CloudMixOverview

25. Copyright © 2014 Deloitte Development LLC. All rights reserved. 25 But as great as the Cloud is, siloes can still develop, which can be expensive to integrate Successful growth companies understand how to surprise and delight their customers But technology can be a bottleneck and can limit a coordinated customer experience Is -Scalable -Mobile -Fast -Subscription Based CloudMix | Why Cloud? The cloud offers several benefits but the journey to the cloud has its pitfalls Offers -360 degree views of the customer -Flexibility -Speed -Social Integration -Scalability -Direct contact with consumers The Cloud

26. Copyright © 2014 Deloitte Development LLC. All rights reserved. 26 CloudMix | What is CloudMix? • Pre-configured leading industry capabilities on cloud solutions such as Salesforce.com, NetSuite, MuleSoft, Apttus, Ping and others • Pre-packaged cloud integrations with MuleSoftacross leading cloud applications providers • Industry tailored business processes and capabilities, including Tweet to Cash • Rapid deployment leveraging Deloitte accelerators tailored for CloudMix implementations.

27. 27 Copyright © 2014 Deloitte Development LLC. All rights reserved. • Rigorous assessment, client experience, and leadership insight has allowed Deloitte to select the leading applications to enable Tweet to Cash capabilities • Leverage Deloitte’s continuing research, innovation, and ongoing client experience • Advanced project management methodology and toolsets to manage risks, control scope, and track project status and value recovery • Industry recognized High Technology practice • Industry-focused perspective, aligned by industry and, therefore, able to provide industry-specific advice and best practices • Solid Enterprise SAAS and credentials • Proven SAAS Methodologies and Tools • Industry-leading SAAS related practices delivering 300+ SAAS projects Leading High Technology Practice Focus on Business Value & Results Enterprise SAAS Expertise Leading Tweet To Cash Capabilities Pre Integrated Best of Breed Solutions • Best of Breed solutions selected by Industry and process experts • Accelerated deployment and implementation through pre-configured and pre-integrated solution CloudMix | Value Proposition Get It Right, Get It Quick, Unlock Value

28. CloudMix | Share Holder Value Achieved Shareholder Value Revenue Growth Operating Margin Asset Efficiency Create New Revenue Streams Grow Current Revenue Streams Improve Customer InteractionEfficiency Improve Asset Productivity •Increase focus on high- value/high-potential customers •Improve quality and assignment of sales leads •Offer new products / services •Increase length of relationships •Increase volume of relationships •Increase breadth of relationships •Increase share in current customers •Implement pricing based on volume and breadth •Improve Value/Price Optimization •Improve tailoring of offerings to customer needs •Provide targeted/customized quotes to the customer •Reduce marketing costs •Reduce sales costs •Reduce service costs •Increase use of lower-cost billing channels •Increase use of lower-cost delivery/ installation channels •Improve management of credit risk •Coordinate management of credit/receivables •Increase focus on creditworthy customer segments Shareholder Value Primary Objectives Tactical Objectives •Average leads generated per period (#) •Lead conversion rate (%, $) •Campaign ROI (%) •Revenue for new customers ($) •Number of qualified leads with a price quote (#) •Rev. for existing customers ($) •Win rate (%) •Revenue per order ($) •Average Opportunities generated per period (#) •Accounts with complete data records (%) •Average Days to Pay (T) •Credit Card Balance ($) •Average Days Overdue (T) •Revenue ($) •Receivables ($) Selected CloudMix KPIs (not exhaustive) •Credit Management •Invoice Management •Revenue Recognition & VSOE •Process Receivables •Case Management •Sales Order Management •Inventory Management •Order Fulfillment •Price Management •Price Optimization •Proposal Management •Quote Management •Product Configuration •Account Management •Opportunity Management •Cross-sell & Up-sell •Campaign Management •Social Media Management •Lead Management Strengthen Pricing Selected CloudMix Capabilities •Repeat customers (#) •Case response time (T) •Billings Forecast ($) •Total Sales Orders ($) •Unbilled Orders ($) •Sales Effectiveness (%, $) •Compressed sell cycle (T) •Reduced Lead-to-quote time (T) •Variable Product Mix/Customization ($) •Improved Price accuracy and Profitability (%, $)

29. Copyright © 2014 Deloitte Development LLC. All rights reserved. 29 CloudMix | Target Market CloudMixtargets: oEnterprises looking to replace legacy on-premise systems with scalable, agile, leading processes and applications oBusiness Units looking to deploy cloud applications and connect to parent “mother ship” on-premise systems oM&A transactions -Pre-IPO start ups looking for scalable solutions and business processes oIndustry tailored solutions to fulfill end to end business process. Industries includeTMT, Healthcare, Financial Services, etc.

30. 30 Copyright © 2014 Deloitte Development LLC. All rights reserved. CloudMix Scope • Account Management • Contact Management • Lead Management • Opportunity Management • Activity Management • Product Management • Order Management • Dashboards / Reporting • Workflow • Security and Profiles Functionality • Accounts • Contacts • Leads • Opportunities • Products (High-Level) • Orders • Activities • Users Data Migration Entities Access Method • Web browser Training • Develop Training Materials • Conduct Train the Trainer Training (Class Room) • SFDC to NetSuite • SFDC to APTTUS Integration Stakeholder Groups • Sales Team • Sales Operations • Marketing • Finance • Order Admin Users • Marketing • Field Sales Reps • Sales Operations • Account Managers • Product Managers • Order Admin Team **Data will be scrubbed and delivered in the specified format by the client data team

31. Copyright © 2014 Deloitte Development LLC. All rights reserved. 31 CloudMix | Capabilities By Process IT Management Marketing Fulfillment Sales Customer Service Finance •Social Media Management •Lead Management Capabilities Cloud Providers •Lead Management •Opportunity Management •Contact & Account Management •CPQ Management •Order Management •Electronic Software Delivery •Invoice Management •Credit Management •Case Management •Identity Access Management •Integration Platform MuleSoft Activities •Capture Lead via Twitter •Assign Lead to Sales •Convert Lead to Opportunity •Generate Quote •Generate Proposal •Review & Approve Order •Generate Invoice •Apply Credit Limits •Resolve Customer Issue •Single Sign On •Central Portal

32. 32 Copyright © 2014 Deloitte Development LLC. All rights reserved. Integration SSO Price Product Configuration Quote Proposal Management Fulfillment Billing Revenue and Recognition Order Management MuleSoft Ping Identity Lead Management Opportunity Management Product Catalog Social Media Account & Contact Management Customer Service Campaign Management SSO SSO Accounts, Contacts Orders Products, Base Price Install Base, Service Contracts Accounts, Contacts Orders Products, Base Price Install Base, Service Contracts Quote Price Real- time Legend: CloudMix | Integration Points

33. 33 Copyright © 2014 Deloitte Development LLC. All rights reserved. High-Level: Lead to Cash Process Marketing Rep Sales Rep Customer Sales Manager Provision Manager Collection s Agent Service Rep Start Responds to a Twitter Comment Assigns Lead to Sales Rep Reviews Lead, Discusses Generates a Quote and converts Lead to Account, Contact and Opportunity Approves Discount Generates Contract Close Opportunity as “Won” and Initiate Order Fulfillment Provisions License Keys Generates Invoice Receives Invoice and Serial Keys Follows Up on Payment Schedules End Requests Demo and receives email Performs Credit Check and assigns Credit Limit Submits Proposal *Customer Service Request Responds to request over phone and resolves case CloudMix | End to End Process SFDC Apttus NetSuite

34. Capability Framework 1.0

35. Copyright © 2014 Deloitte Development LLC. All rights reserved. 35 CloudMix | Framework Pre-Configured Solution •EVD Methodology for CloudMix •IndustryPrint Process Flows •Capability Maps •Project Accelerators •Architecture and Assets •User Personas •Customer Experience Lifecycle Framework •Enterprise Value Map •And More Framework •Salesforce.com, Netsuite, Apttus, Ping and Mulesoft for Tweet to Cash •Pre-Integrated connectors and an inventory of configured and customized screens based on High- Tech Industry Framework1.0 Capability Scope Custom Code Library / Migration Approach Total of 28 deliverables Comprises of Pre-Configured Solution and Framework artifacts & deliverables to help jumpstart CloudMix implementations Flexible Pricing Models Campaign Management Marketing Social Media Management Pricing Calculation Price Optimization Product Configuration Account Management Contact Management Lead Management Lead and Opportunity Configure Price Quote Opportunity Management Price List Generation Activity Management Upsell & Cross-Sell IT Management IDM Invoice Management Revenue Recognition and VSOE Electronic Software Delivery Order Management Inventory Management Integration Platform Case Management Knowledge Management Self-Service Fulfillment Customer Service Finance Credit Management Entitlement Management Price Management Quote Management Proposal Management

36. Copyright © 2014 Deloitte Development LLC. All rights reserved. 36 CloudMix | Pre-Configured Solution Pre-Configured Solution comprises of the following: 2 1 Custom Code Library This deliverable packages usable code and configurations for Salesforce, Apttus, Netsuite, Mulesoft and Ping application. Code Migration Approach This deliverable provides instructions on how to execute and install the Custom Code Library Link

37. Copyright © 2014 Deloitte Development LLC. All rights reserved. 37 CloudMix | Framework Project artifacts and accelerators have been developed to support various phases of SDLC Reflects leading practices to jumpstart future state process modeling Pre-Integrated connectors and an inventory of configured and customized screens based on leading practices Pre-Configured Solutions & Pre-Integrated Application Inventory of agile based project deliverables which include Business Requirements, Design Documents and other collateral Project Accelerators Standard capabilities definitions to jumpstart process modeling and fit/gap analysis Capability Map Deloitte’s CloudMix implementation model basedon Deloitte’s EVD methodology EVD Methodology for CloudMix Customer Experience Lifecycle Framework Framework used on transformation programs to obtain “Voice of the Customer” input across touch points IndustryPrint Process Flows Accelerates Cloud architecture definition required to support Tweet -to-Cash transformation Tweet-to-Cash Reference Architectures and Assets Inventory of CloudMix roles and user positions based on leading practices User Personas

38. CloudMixWalk- Through

39. Copyright © 2014 Deloitte Development LLC. All rights reserved. 39 CloudMix | Solution Walk-Through 1 2 3 4 5 6 Tweet to Lead Opportunity to Quote Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self- Service 360 View

40. Copyright © 2014 Deloitte Development LLC. All rights reserved. 40 1. Tweet to Lead Customer posts a Tweet about Vextra’s Audio Software 1 2 3 4 5 6 Customer’s tweet is automatically captured in Salesfore.com Marketing Rep responds to the tweet and nurtures the Lead Tweet to Lead Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self-Service 360 View Opportunity to Quote

41. Copyright © 2014 Deloitte Development LLC. All rights reserved. 41 2. Opportunity to Quote Lead is converted to Opportunity Quote is created for the Opportunity 1 2 3 4 5 6 Tweet to Lead Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self-Service 360 View Opportunity to Quote

42. Copyright © 2014 Deloitte Development LLC. All rights reserved. 42 3. Approved Quote to Order Configure Quote 1 2 3 4 5 6 Price Quote Approve Quote Generate Proposal Convert Quote to Order Tweet to Lead Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self-Service 360 View Opportunity to Quote Approved

43. Copyright © 2014 Deloitte Development LLC. All rights reserved. 43 4. Order Fulfillment, Invoice and Payment Order fulfilled in NetSuite Invoice Generated in NetSuite Order status updated in SFDC 1 2 3 4 5 6 Tweet to Lead Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self-Service 360 View Opportunity to Quote Pending billing

44. Copyright © 2014 Deloitte Development LLC. All rights reserved. 44 5. Web Self-Service Case captured from the Web Case Resolution in SDFC 1 2 3 4 5 6 Tweet to Lead Approved Quote to Order Order Fulfillment, Invoice and Payment Web Self-Service 360 View Opportunity to Quote

45. Copyright © 2014 Deloitte Development LLC. All rights reserved. 45 6. 360 View 4 5 6 Order Fulfillment, Invoice and Payment Web Self-Service 360 View Conversation Lead and Opportunity Quote Order Case Asset

47. Partnering with purpose and connecting AfricaThe Power of Two! 47 Individual Strengths Strong understanding of industry and environment Successful track record of delivering value Comprehensive capabilities in delivering future state Proven tools & solutions based approach to accelerate time to value •Global presence •Leaders in innovation •Ability to execute •Proven technology solutions •Focused product development •Proven track record •Experienced, passionate specialists •Comprehensive methods & tools •Extensive African reach •Industry experience, recognition & results •Independence and Trust Value Proposition of Partnership Benefit to Clients Sustainable solution for the client incorporating Industry leading tools and best practices Accelerate timeline by bringing available solution offerings customisedto client’s needs Build for future by leveraging Mule & Deloitte‘s shared vision for future state Connecting the dots with other in-flight and upcoming Initiatives to deliver an integrated solution High impact on business performance

48. Get to know the team 48 ThysBruwer Director: Leader Delivery Services Contact: +27 (0)83 441 2457 tbruwer@deloitte.co.za GysHyman Director: Leader Technology Integration Contact: +27 (0)83 303 5623 ghyman@deloitte.co.za Freddy du Toit Senior Manager Integration Leader Contact: +27 (0)83 628 4484 frdutoit@deloitte.co.za Robbie Quercia Director: Strategic Business Development Contact: +27 (0)83 263 6339 rquercia@deloitte.co.za James McLaren Associate Director Leader: Sales Force Dot Com Contact: +27 (0)78 423 7068 jamclaren@deloitte.co.za Clayton Sammuller Regional Manager –Emerging Markets Contact: +44 78 01264 607 clayton.sammuller@mulesoft.com

49. Opening Questions? Partnering with purpose and connecting Africa Impact. Innovation. Flexibility. Value. Leadership.

Deloitte & Mulesoft : The Right Mix

David Graham

Deloitte & Mulesoft : The Right Mix