Oracle and Cast Iron Systems: Delivering an Integrated CRM Experience
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The document discusses how Oracle, Cast Iron Systems, and Xchange Technology Group helped integrate Oracle CRM On Demand with Epicor ERP to provide a 360 degree view of customers for Xchange. Xchange was facing data silos and manual updates between its CRM and ERP systems, but using Cast Iron's integration platform automated real-time synchronization and improved sales productivity at 50% lower cost than custom code. The presentation outlines Xchange's experience and future plans to integrate additional systems like Cisco, Eloqua, and Oracle EBS using Cast Iron's configuration-based approach.
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 O’Connell, Product Marketing, Cast Iron Systems
- 4. The SaaS Market is Exploding $12B Market by ‘11
- 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
- 6. Life Without Integration Sales Customer Service CustomersCustomers FinanceFinance Shipping What’s the status of my order What’s the status of my order What do I ship and where What do I ship and where Have my orders been invoiced Have my orders been invoiced
- 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
- 10. Xchange Technology Group Perry Armstrong Director of Finance and IT
- 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 – Over 200 employees – Operating in seven countries • Three business units – I.T. Xchange • International distributor of secondary market personal computer and server technology – BlueRange Technology (formerly ITX Solutions) • Delivers technology solutions to solve business challenges in mid-market organizations – Vernon Computer Source • Focuses on the rental, lease, and lifecycle management of equipment and parts from technology manufacturers
- 13. Our Applications • CRM – From: Epicor, Q360, OPUS and SAM – To: Oracle CRM On Demand • ERP – From: Epicor – To: Oracle EBS
- 14. Business Problem • Needed to improve sales productivity to continue business growth – Silos of customer information stored in CRM (Oracle CRM On Demand) and ERP (Epicor) – Inaccurate, manual update process between applications Picture here Oracle CRM On Demand Epicor Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
- 15. Solutions Considered • Manual update – Not viable • Custom Code – Not scalable – Too resource intensive • Cast Iron Integration • Oracle Fusion Picture here Oracle CRM On Demand Epicor Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
- 16. Solution Selected • Cast Iron – Real-time, bi-directional integration between CRM and ERP • Intellinex – Integration partner Oracle CRM On Demand 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 Epicor
- 18. Future Plans • Cisco Unified Communications • Track call volumes by sales person – Proactive, regular customer contact – Increase effectiveness of sales calls – Ability for management to re-assign accounts Oracle CRM On Demand Cisco
- 19. Future Plans • Eloqua – Field sales can automatically push marketing to customers – Put marketing capabilities into sales function Oracle CRM On Demand Eloqua
- 20. Future Plans • Oracle Advanced Pricing – Send quote and pricing info to customers Oracle CRM On Demand Pricing
- 21. Future Plans • Oracle EBS – Replaces Epicor • Other existing databases Oracle CRM On Demand EBS
- 22. Lessons Learned • Plan ahead • Evaluate top priorities • Select experienced partners • Deploy in phases • Reap the rewards
- 23. ©2009 Cast Iron Systems, Inc. • Confidential <Insert Picture Here> Sean O’Connell Product Marketing
- 24. ©2009 Cast Iron Systems, Inc. • Confidential Today’s Agenda • Cast Iron Solution Overview • Live 10 Min Demonstration • Summary
- 25. ©2009 Cast Iron Systems, Inc. • Confidential Thousands of Customer Integrations Application integration in days
- 26. ©2009 Cast Iron Systems, Inc. • Confidential The Cast Iron Approach ConfigurationConfiguration Not CodingNot Coding
- 27. ©2009 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 Cloud™ Integration as a Service
- 28. ©2009 Cast Iron Systems, Inc. • Confidential WhatWhat Customer Master to Accounts Oracle EBS HowHow 1) Configure 2) Run 3) Manage 10 Minute Demo
- 29. ©2009 Cast Iron Systems, Inc. • Confidential Summary: Cast Iron Benefits • Rapid –Integration in Days • Flexible –Integration as a Service or On Premise • Proven –Thousands of customer integrations connecting SaaS and the enterprise Low cost, subscription-based pricing www.castiron.com
- 30. $100 Gift Card – Act Now! 1. Call (650) 506-3505 to schedule an appointment 2. Meet with us 3. Receive $100 American Express gift card
Editor's Notes
- #5: Transition: for context in today’s 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
- #6: 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 “why…not at all interested in SaaS?”, results show “integration issues” as THE top concern, which increased between 2007 and 2008 Saugatuck: in a survey conducted among end users asking about “satisfaction/experience”, results show “integration capabilities” at the bottom of the list
- #7: Transition: given the context of the SaaS market’s (1) rapid growth and (2) integration as a leading barrier to adoption, let’s look at one example of how integration can drive business benefits across your organization by contrasting the “before and after” picture of application integration. Why should you integrate? What’s 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 it’s time to immediately ship the order!. Bob in the shipping dept. has no idea that he’s 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 hasn’t got the product and calls the service deck to find out “where is heck is my order.” The customer service agent is probably thinking “hmm…I can’t see this information in Oracle CRM.” 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 “when am I going to get our commission check for this order?.” 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!!
- #8: Transition: let’s contrast the previous “before” scenario without integration, with the “after” 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 he’s got to ship this order. And when the customer calls the service agent, they can immediately look in Oracle CRM and say “yes sir. Your order was shipped via Fedex two days ago and the tracking number is blah…blah ..blah”. 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 checks”. In other words, application integration helps enable a “360* view of customers.” Cast Iron systems has hundreds of customers integrating hundreds of ERP and custom applications with Oracle CRM today.
- #9: Transition: here’s an example of how application integration provides Oracle CRM On Demand application users with access to Oracle ERP application information
- #10: 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.
- #24: v4
- #26: 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. – already have EAI solutions in place, and using Cast Iron to augment their existing integration solutions. We augment EAI, not replace them. Transition: “ So, what is the Cast Iron Integration Appliance What does it do” (topics answered in the next slide)
- #27: Complexity of code slows down business Everybody else requires coding in weeks or months – Cast Iron: configuration in days SI’s are embracing this solution because it automates the commoditized, low margin plumbing work.