3. 3
Why Integrate BigMachines?
CRM
Forecasting &
Compensation
?
How do I
generate
account
information?
How do I
align my
incentive
plan to my
selling
process?
?
How do I
generate
accurate
quotes and
orders?
?
Finance
22. 22
Harmonic: Leading global provider of video delivery solutionsHarmonic: Leading global provider of video delivery solutions
Business Problem
Competing Technologies
Custom code: not scalable, too
resource intensive
Needed real-time, bi-directional
integration between CRM
(Salesforce.com) and ERP (Oracle
EBS)
− Needed to increase SFDC sales
adoption with order and case information
− Needed to integrate customer and
product information
Other integration needs included
pricing/discounts and forecasting info
Case Study: Customer Master Integration
23. 23
Cast Iron selected:
− Real-time, bi-directional integration
between CRM (Salesforce.com) and
ERP (Oracle EBS)
Future application integration plans:
− BigMachines, Right90, legacy
applications
Solution
Results
Harmonic: Real-time integration delivered in daysHarmonic: Real-time integration delivered in days
Project delivered in days
100% configuration-based, no coding
Case Study: Customer Master Integration
Thank you for allowing us to present our Cast Iron OmniConnect Solution. My name is “X + Title” at Cast Iron, the #1 Cloud integration company. Many of you may have been thinking of adopting a Cloud strategy for your applications, while others may have already adopted a Cloud strategy and are looking to maximize your existing resources and investments. In both cases, our goal here is to give you an overview of how Cast Iron can enable and partner with you to successfully meet your integration goals.
To set the agenda, we’d like to recap our understanding of your current integration challenges, then go into an overview of who we are and how our solution fits in with your specific scenario, and finally go into a live Demo of our solution, which will give you a view of the simplicity and value of our solution through an overview of some key capabilities.
Now that we have a good view of your company’s current integration needs, I’d like to briefly highlight some relevant facts about Cast Iron as a company. Early on, we identified ourselves as the #1 Cloud integration company. We can make this assertion as we’ve been around for nearly 10 years and have established our presence as thought-leaders in cloud integration– pioneering strategies and technology for SaaS and Cloud integration with specific emphasis and focus on speed and simplicity. We often use the tagline “integration in days” because we have many case studies and proof points where we have done just that. In total, we have thousands of customer integrations, successfully connecting cloud and on-premise applications Our success in solving these integration issues has led to consistent growth as a company, in no small part due to our satisfied customer base– evident in our retention rate of 96% (as well as 92% customer satisfaction). The speed, simplicity and effectiveness of our solution has resonated within the analyst community. And our technology itself is recognized as a best-in-class solution by a number of awards; all of which you can view on our website in detail. So, now that we’ve shown Cast Iron the company as an established, recognized leader in integration, let’s take a look at the solution itself.
Now that we have a good view of your company’s current integration needs, I’d like to briefly highlight some relevant facts about Cast Iron as a company. Early on, we identified ourselves as the #1 Cloud integration company. We can make this assertion as we’ve been around for nearly 10 years and have established our presence as thought-leaders in cloud integration– pioneering strategies and technology for SaaS and Cloud integration with specific emphasis and focus on speed and simplicity. We often use the tagline “integration in days” because we have many case studies and proof points where we have done just that. In total, we have thousands of customer integrations, successfully connecting cloud and on-premise applications Our success in solving these integration issues has led to consistent growth as a company, in no small part due to our satisfied customer base– evident in our retention rate of 96% (as well as 92% customer satisfaction). The speed, simplicity and effectiveness of our solution has resonated within the analyst community. And our technology itself is recognized as a best-in-class solution by a number of awards; all of which you can view on our website in detail. So, now that we’ve shown Cast Iron the company as an established, recognized leader in integration, let’s take a look at the solution itself.
Now that we have a good view of your company’s current integration needs, I’d like to briefly highlight some relevant facts about Cast Iron as a company. Early on, we identified ourselves as the #1 Cloud integration company. We can make this assertion as we’ve been around for nearly 10 years and have established our presence as thought-leaders in cloud integration– pioneering strategies and technology for SaaS and Cloud integration with specific emphasis and focus on speed and simplicity. We often use the tagline “integration in days” because we have many case studies and proof points where we have done just that. In total, we have thousands of customer integrations, successfully connecting cloud and on-premise applications Our success in solving these integration issues has led to consistent growth as a company, in no small part due to our satisfied customer base– evident in our retention rate of 96% (as well as 92% customer satisfaction). The speed, simplicity and effectiveness of our solution has resonated within the analyst community. And our technology itself is recognized as a best-in-class solution by a number of awards; all of which you can view on our website in detail. So, now that we’ve shown Cast Iron the company as an established, recognized leader in integration, let’s take a look at the solution itself.
Who is going to connect the $16B in the Cloud, to the trillions of on-prem? Not IBM SaaS is driving a sea change Replacement of apps. Integration dragged along. Relative pricing: 50% dragged along. Endpoint and The SI factor: Perot, Consolidation: traditional SI’s Accenture, Deloite, CAP Xerox buying ACS, Dell buying Perot
***For Mark : reuse bottom Enterprise Gif to replace current (with as many Enterprise Apps as will fit)*** OmniCloud logo: that’s why we created it! Speak back to previous “problems” with competitors Amazon Azure Cisco Webex Success Factors Increase Concur size Paypal OneSource Rainmaker
***For Mark : reuse bottom Enterprise Gif to replace current (with as many Enterprise Apps as will fit)*** OmniCloud logo: that’s why we created it! Speak back to previous “problems” with competitors Amazon Azure Cisco Webex Success Factors Increase Concur size Paypal OneSource Rainmaker
… and going away from SAAS apps Main Points:. Forrester surveyed a number of CIOs and 67% of them said that integration was the #1 reason why they *shy away* from the cloud. Gartner surveyed a number of existing cloud computing customers and 56% said that integration was the #1 reason why they *moved away* from the cloud So it is is the # 1 problem for both ‘adoption’ and ‘stickiness’ of cloud offerings.
***For Mark : reuse bottom Enterprise Gif to replace current (with as many Enterprise Apps as will fit)*** OmniCloud logo: that’s why we created it! Speak back to previous “problems” with competitors Amazon Azure Cisco Webex Success Factors Increase Concur size Paypal OneSource Rainmaker
The first and arguably most important point is the OmniConnect platform provides complete functionality to connect all applications in your enterprise. It is the only platform available that provides a complete flexibility in deployment options. In other words, you can build, run and manage an integration between applications such as SFDC and SAP and deploy it using a physical on-premise appliance, a virtual appliance, or completely in our multi-tenant cloud service. It is the only solution that allows for this choice of deployment using the same product and code-base interchangeably. Because of this, it is futureproof, meaning you can start off with one form-factor today, and easily move to another one over-time to scale to your IT strategies. The second advantage OmniConnect offers is total connectivity. This means not just industry leading SaaS and enterprise applications-over 150 to date, but every type of database, custom applications, web services and connectivity protocol. Another important feature is reusability. OmniConnect provides a user-friendly template-based approach via the Template Integration Process or TIP. These are templates of common integration scenarios which can be used as a starting-point for your integration projects. You are not alone in your integration needs and should not have to reinvent the wheel. OmniConnect gives you the benefit of previous success and best-practices available through our community of customers. Finally, this is one platform for all types of integration projects. You can use OmniConnect for data migration, process integration or even for UI mashups for taking relevant data from a backoffice application, such as SAP and displaying it witrhin a commonly used front-office application such as SFDC.
So, to quickly recap, the value of this complete solutions translates to lower risk, Saving time and costs associated with building and deploying connectors for each new project and having one platform for all types of integration projects means an increased ROI and lower TCO.
That’s the high-level overview of what makes OmniConnect complete as an integration platform. But to further this point, we can take a moment to go over some details in functionality that organizations find necessary for successfully integrating their applications. Cast Iron took these functional requirements coming from the field and saw the deficit in the existing product offerings available in the market. It architected OmniConnect with the goal of providing complete functionality to meet the integration needs and requirements that IT and business were demanding. ***Note – at this point go over some key features your customer may have already specified in the RFP or pre-sales cycle.
It is because of the reliability that this complete functional set that the application vendors themselves trust Cast Iron to form strategic partnerships. In fact, he world’s leading cloud megabrands are partnering with Cast Iron; working closely with us to solve the issues of integration for their customers. We’re the only integration provider today that can provide the benefit of all these partnerships.
The third factor that sets OmniConnect apart from competing solutions is that it is proven with thousands of customer integrations and a wide portfolio of customer success cases. So, we can prove by previous success how we can solve your particular integration scenario.
Dreamforce 2008 case study: http://web/sales/docs/10/CaseStudies/Harmonic_for_DF08bcw.ppt From: CastIron-Services Sent: Wednesday, September 10, 2008 3:41 PM To: CastIron-All Subject: Customer Go Live - Congratulations Harmonic Inc.! Account: Harmonic Inc. Account Details: Harmonic Inc. (Nasdaq: HLIT) is a leading provider of versatile and high performance video solutions that enable service providers to efficiently deliver the next generation of broadcast and on-demand services including high definition, video-on-demand, network personal video recording and time-shifted TV. Cable, satellite (DBS), broadcast and telephone (telecom or telco) service providers can increase revenues and lower operational expenditures by using Harmonic's digital video, broadband optical access and software solutions to offer consumers the compelling and personalized viewing experience that is redefining video delivery. The Company's broad and expanding base of domestic and international customers includes many of the world's largest communications providers. Go Live Date: 07/16/2008 CIOS Version: 3.7.1. Endpoints: Oracle E-Business Suite, Salesforce (in phase 2 there will also be Big Machine and RightNow as an endpoint) Use Case Scenario: Harmonic wanted to accelerate the ROI on SFDC and Oracle EBS investments. This will be achieved by closing deals faster, by accelerating product quotations, automating the manual quotation and booking processes and reduce bookings, billings and backlogs by tracking forecast vs. actual in real-time. The plan was/is to: - integrate pricelist from Oracle EBS directly into SFDC, - automate order bookings from SFDC into Oracle EBS, - integrate Right90 with Oracle EBS for accurate Sales forecasting and - integrate Big Machines with SFDC to streamline product quotations Project Summary: The scope of this integration was to build bi-directional integration between Salesforce.com and Oracle E-Business Suite. This is the first phase of a bigger project (RightNow and Big Machine integrations to follow) with three use cases: 1. Account sync from Oracle ERP to Salesforce, 2. Salesorder sync from Oracle ERP to Salesforce and 3. Salesorder line items from Oracle ERP to Salesforce. Harmonic provided us with views that were queried by Cast Iron to get the new/updated records into SFDC - Upsert in Salesforce for Account/SalesOrder and SalesOrderLineItems. We needed to do some complex Salesforce lookups - to do that efficiently we relied on using XSLT to do bulk lookups in Salesforce and then use XSLT to map the returned values to the correct placeholders in the data. This was a Salesforce led project – in total we spend almost 400 hours with a number of different resources on this project. Shardool Kaushik did an amazing job handling a pretty difficult “3-some” relationship (Harmonic, SFDC and Cast Iron) over almost 2 months and with a successful go-live at the end of it. Barinder was (as USUAL) an impeccable architect with this account - his guidance, his design and his patience combined with his great customer handling skills had one very noteworthy result – the customer and the partner reached all deadlines and was very complementary of our services…. - Cast Iron Services Team
Dreamforce 2008 case study: http://web/sales/docs/10/CaseStudies/Harmonic_for_DF08bcw.ppt From: CastIron-Services Sent: Wednesday, September 10, 2008 3:41 PM To: CastIron-All Subject: Customer Go Live - Congratulations Harmonic Inc.! Account: Harmonic Inc. Account Details: Harmonic Inc. (Nasdaq: HLIT) is a leading provider of versatile and high performance video solutions that enable service providers to efficiently deliver the next generation of broadcast and on-demand services including high definition, video-on-demand, network personal video recording and time-shifted TV. Cable, satellite (DBS), broadcast and telephone (telecom or telco) service providers can increase revenues and lower operational expenditures by using Harmonic's digital video, broadband optical access and software solutions to offer consumers the compelling and personalized viewing experience that is redefining video delivery. The Company's broad and expanding base of domestic and international customers includes many of the world's largest communications providers. Go Live Date: 07/16/2008 CIOS Version: 3.7.1. Endpoints: Oracle E-Business Suite, Salesforce (in phase 2 there will also be Big Machine and RightNow as an endpoint) Use Case Scenario: Harmonic wanted to accelerate the ROI on SFDC and Oracle EBS investments. This will be achieved by closing deals faster, by accelerating product quotations, automating the manual quotation and booking processes and reduce bookings, billings and backlogs by tracking forecast vs. actual in real-time. The plan was/is to: - integrate pricelist from Oracle EBS directly into SFDC, - automate order bookings from SFDC into Oracle EBS, - integrate Right90 with Oracle EBS for accurate Sales forecasting and - integrate Big Machines with SFDC to streamline product quotations Project Summary: The scope of this integration was to build bi-directional integration between Salesforce.com and Oracle E-Business Suite. This is the first phase of a bigger project (RightNow and Big Machine integrations to follow) with three use cases: 1. Account sync from Oracle ERP to Salesforce, 2. Salesorder sync from Oracle ERP to Salesforce and 3. Salesorder line items from Oracle ERP to Salesforce. Harmonic provided us with views that were queried by Cast Iron to get the new/updated records into SFDC - Upsert in Salesforce for Account/SalesOrder and SalesOrderLineItems. We needed to do some complex Salesforce lookups - to do that efficiently we relied on using XSLT to do bulk lookups in Salesforce and then use XSLT to map the returned values to the correct placeholders in the data. This was a Salesforce led project – in total we spend almost 400 hours with a number of different resources on this project. Shardool Kaushik did an amazing job handling a pretty difficult “3-some” relationship (Harmonic, SFDC and Cast Iron) over almost 2 months and with a successful go-live at the end of it. Barinder was (as USUAL) an impeccable architect with this account - his guidance, his design and his patience combined with his great customer handling skills had one very noteworthy result – the customer and the partner reached all deadlines and was very complementary of our services…. - Cast Iron Services Team
