Oracle and Cast Iron Systems: Delivering an Integrated CRM Experience
1. Oracle and Cast Iron Systems:
Delivering an Integrated CRM Experience
2. Agenda
⢠Welcome and Introductions
⢠Oracle: The Benefits of an Integrated Business
⢠Xchange Technology Group: Customer Case Study
⢠Cast Iron Systems: Overview and Demo
⢠Summary
⢠Q&A
3. Speakers
⢠Kevin Guthrie, VP, NA Sales, CRM On Demand,
Oracle
⢠Perry Armstrong, Director of Finance and IT,
Xchange Technology Group
⢠Sean OâConnell, Product Marketing,
Cast Iron Systems
5. Integration: The Achilles Heel of SaaS
Satisfaction / Experience
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
User community or network
Integration capabilities
Customization capabilities
Workflow capabilities
Personalization capabilities
Data access and analysis capabilities
Security and privacy
Responsiveness to support requests
Accountability for quality of service
Backup and recovery capability
Pricing terms and conditions
Availability or uptime
System response time
Solution functionality
7. The Benefits of An Integrated Business
Sales
Customer
Service
CustomersCustomers
FinanceFinance
Shipping
Orders
Invoice Status
Order Status IntegrationIntegration
8. What Does Integration Look Like?
See Order History in Account Detail
Info from ERP systemInfo from ERP system
9. Integration Options
Complexity/Value of Integration
Time/Cost
Cast Iron
Oracle Fusion
Target:
Midmarket
Custom Code
⢠Use where time and cost
are top priorities
11. Agenda
⢠About Xchange Technology Group (XTG)
⢠Our Applications
⢠Business Problem
⢠Solutions Considered
⢠Solution Selected
⢠Why We Selected Cast Iron
⢠Future Plans
⢠Summary
12. About XTG
⢠Global business
â Over 200 employees
â Operating in seven countries
⢠Three business units
â I.T. Xchange
⢠International distributor of secondary market personal computer and server technology
â BlueRange Technology (formerly ITX Solutions)
⢠Delivers technology solutions to solve business challenges in mid-market organizations
â Vernon Computer Source
⢠Focuses on the rental, lease, and lifecycle management of equipment and parts from
technology manufacturers
13. Our Applications
⢠CRM
â From: Epicor, Q360, OPUS and SAM
â To: Oracle CRM On Demand
⢠ERP
â From: Epicor
â To: Oracle EBS
14. Business Problem
⢠Needed to improve sales
productivity to continue
business growth
â Silos of customer
information stored in CRM
(Oracle CRM On Demand)
and ERP (Epicor)
â Inaccurate, manual update
process between
applications
Picture here
Oracle CRM On Demand ďď Epicor
Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
15. Solutions Considered
⢠Manual update
â Not viable
⢠Custom Code
â Not scalable
â Too resource intensive
⢠Cast Iron Integration
⢠Oracle Fusion
Picture here
Oracle CRM On Demand ďď Epicor
Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
16. Solution Selected
⢠Cast Iron
â Real-time, bi-directional
integration between CRM
and ERP
⢠Intellinex
â Integration partner
Oracle CRM On Demand ďď Epicor
17. Why We Selected Cast Iron
⢠50% cost savings
compared to custom
code
⢠Automated, synchronized
360o
view of customer
information
⢠Ability to connect multiple
databases
⢠Increased sales
productivity
⢠Ease of use
⢠Platform for future growth
Oracle CRM On Demand ďď Epicor
18. Future Plans
⢠Cisco Unified
Communications
⢠Track call volumes by
sales person
â Proactive, regular
customer contact
â Increase effectiveness of
sales calls
â Ability for management to
re-assign accounts
Oracle CRM On Demand ďď Cisco
19. Future Plans
⢠Eloqua
â Field sales can
automatically push
marketing to customers
â Put marketing capabilities
into sales function
Oracle CRM On Demand ďď Eloqua
20. Future Plans
⢠Oracle Advanced Pricing
â Send quote and pricing
info to customers
Oracle CRM On Demand ďď Pricing
21. Future Plans
⢠Oracle EBS
â Replaces Epicor
⢠Other existing databases
Oracle CRM On Demand ďď EBS
22. Lessons Learned
⢠Plan ahead
⢠Evaluate top priorities
⢠Select experienced partners
⢠Deploy in phases
⢠Reap the rewards
23. Š2009 Cast Iron Systems, Inc. ⢠Confidential
<Insert Picture Here>
Sean OâConnell
Product Marketing
24. Š2009 Cast Iron Systems, Inc. ⢠Confidential
Todayâs Agenda
⢠Cast Iron Solution Overview
⢠Live 10 Min Demonstration
⢠Summary
25. Š2009 Cast Iron Systems, Inc. ⢠Confidential
Thousands of Customer Integrations
Application integration
in days
26. Š2009 Cast Iron Systems, Inc. ⢠Confidential
The Cast Iron Approach
ConfigurationConfiguration Not CodingNot Coding
27. Š2009 Cast Iron Systems, Inc. ⢠Confidential
Integration in Days
On Premise Apps
SaaS / Web Apps
SaaS / Web Apps
Physical Appliances
Integration On Premise
Virtual Appliances
Integration On Premise
Cast Iron Cloudâ˘
Integration as a Service
28. Š2009 Cast Iron Systems, Inc. ⢠Confidential
WhatWhat
Customer Master to Accounts
Oracle EBS
HowHow
1) Configure 2) Run 3) Manage
10 Minute Demo
29. Š2009 Cast Iron Systems, Inc. ⢠Confidential
Summary: Cast Iron Benefits
⢠Rapid
âIntegration in Days
⢠Flexible
âIntegration as a Service or On Premise
⢠Proven
âThousands of customer integrations connecting
SaaS and the enterprise
Low cost, subscription-based pricing
www.castiron.com
30. $100 Gift Card â Act Now!
1. Call (650) 506-3505 to schedule an appointment
2. Meet with us
3. Receive $100 American Express gift card
Hinweis der Redaktion
Transition: for context in todayâs discussion around your need for Oracle application integration, leading analysts including IDC, Gartner, and Saugatuck show SaaS market will: Rapidly grow Become a very large market opportunity
Transition: given the rapid growth in the SaaS market, what are the greatest barriers to SaaS adoption? As an Oracle application customer, you should care about application integration because leading analyst research shows: Forrester: in a survey conducted among end users asking âwhyâŚnot at all interested in SaaS?â, results show âintegration issuesâ as THE top concern, which increased between 2007 and 2008 Saugatuck: in a survey conducted among end users asking about âsatisfaction/experienceâ, results show âintegration capabilitiesâ at the bottom of the list
Transition: given the context of the SaaS marketâs (1) rapid growth and (2) integration as a leading barrier to adoption, letâs look at one example of how integration can drive business benefits across your organization by contrasting the âbefore and afterâ picture of application integration. Why should you integrate? Whatâs in it for you? To explain this, lets take an example of a company that is using Oracle CRM for both sales and service but is not doing any integration. Lets say the sales rep in this company finds a great lead, converts it into an opportunity and then successfully closes this opportunity. Now itâs time to immediately ship the order!. Bob in the shipping dept. has no idea that heâs got to ship something. Not until, somebody calls him or sends him e-mail on this new order. Bob re-enters this information in his ERP system and ships the order. The customer, in the meantime, is mad that he hasnât got the product and calls the service deck to find out âwhere is heck is my order.â The customer service agent is probably thinking âhmmâŚI canât see this information in Oracle CRM.â The CSR has to look in another application or call Bob to find out. And for all the sales folks in the room today, we know that the most important question in all our minds is âwhen am I going to get our commission check for this order?.â The sales guy now has to call the finance dept to see if the order has been invoiced or not to find out when his check can be cut. Folks, with integration, all these questions get answered immediately answered!!
Transition: letâs contrast the previous âbeforeâ scenario without integration, with the âafterâ scenario and the resulting benefits of integration. With application integration, as soon as sales guy closes the opportunity, Bob in the warehousing dept. immediately knows that heâs got to ship this order. And when the customer calls the service agent, they can immediately look in Oracle CRM and say âyes sir. Your order was shipped via Fedex two days ago and the tracking number is blahâŚblah ..blahâ. And yes, the sales rep can look into Oracle CRM and find out the invoice date for the order and find out about their commission checksâ. In other words, application integration helps enable a â360* view of customers.â Cast Iron systems has hundreds of customers integrating hundreds of ERP and custom applications with Oracle CRM today.
Transition: hereâs an example of how application integration provides Oracle CRM On Demand application users with access to Oracle ERP application information
Transition: so we now understand how integration can benefit the entire organization across the typical buy, build, and sell business processes. What are the options available to solve these integration challenges? The three common ways to integrate applications: custom code for simplest tasks at the low end and Oracle Fusion for the most complex at the high end, Cast Iron is ideally suited for projects where time and cost are the major issues.
v4
Key Message and Speaking points: Introduce our value statement: Delivering integration projects in just days, for 20% of the cost of software-based alternatives. For world-class companies in a variety of industries ranging from Manufacturing and Automotive to Energy and Telecommunications. Optional (if you are presenting to a prospect who already is using an EAI solution): Almost all our customers, like Motorola, Toyota, BAT, etc. â already have EAI solutions in place, and using Cast Iron to augment their existing integration solutions. We augment EAI, not replace them. Transition: â So, what is the Cast Iron Integration Appliance What does it doâ (topics answered in the next slide)
Complexity of code slows down business Everybody else requires coding in weeks or months â Cast Iron: configuration in days SIâs are embracing this solution because it automates the commoditized, low margin plumbing work.