Hybrid IT: The Importance of Integration to Salesforce Success
Download as PPTX, PDF2 likes2,481 views
The document discusses the critical role of integration in cloud adoption and the experiences of several companies in implementing Salesforce with Informatica Cloud. Key lessons learned include the importance of data integration for effective cross-selling and business operations, and the necessity of a cohesive strategy during implementation. The challenges and solutions highlighted emphasize a 'cloud-first' approach and the need for collaboration across systems to enhance visibility and business value.
Hybrid IT: The Importance of Integration to Salesforce Success
- 1. Hybrid IT: The Importance of Integration to SalesforceSuccessIT Professionals Darren Cunningham, Informatica CloudAndrew Bartels, PSA Insurance & Financial ServicesMartijnHoppenbrouwers and Don Franklin, Topcon Mark Silber, Qualcomm
- 2. Session AgendaHear from IT leaders about their Salesforce integration strategyAndrew Bartels, PSA Insurance & Financial ServicesMartijnHoppenbrouwers, Topcon Mark Silber, QualcommGain insight into best practices and outcomesDiscuss potential pitfalls and recommended next stepswww.InformaticaCloud.comVisit us @ Booth #1115Tweet: #DF11 @infacloud to Win
- 3. Cloud Adoption Requires Data Integration“No Software” does not mean “No Integration”Enterprises procuring more Cloud solutionsDo you know how many SaaS apps you have running in your company?
- 4. Cloud Adoption Requires Data Integration“No Software” does not mean “No Integration”Enterprises procuring more Cloud solutionsTo be valuable, they must integrate with other systemsTo make into a whole by bringing all parts together; unify
- 5. To join with something else; uniteCloud Adoption Requires Data IntegrationBut the right approach to integration must be established early…From SaaS Sprawl to SaaS Spaghetti?
- 6. Cloud Adoption Requires Data Integration“No Software” does not mean “No Integration”Value of Cloud deployments maximized when integrated with other systemsGreater AdoptionStronger ConnectionMore Business Value
- 7. CustomApplicationCustomApplicationCustomApplicationCustomApplicationCustomApplicationMainframeWelcome to Hybrid ITRequires cloud to ground and cloud to cloud integrationSaaSPaaSIaaSYourNewITOrgYourCompany
- 9. Andrew BartelsDirector of ITPSA Insurance & Financial ServicesTwitter: @adb1146
- 10. About PSA Insurance & Financial ServicesPSA is a diversified insurance and financial services provider Practice areasP&C Insurance BrokerEmployee Benefits ConsultingRetirement Plan Services / Fiduciary ConsultingWealth ManagementHeadquartered in Hunt Valley, MarylandSatellite offices in DC Metro & SE PA150 AssociatesRevenue $30 millionRecognized as a “Top 100 Broker” in US
- 11. The Normal Industry ModelP&C InsurancePersonalInsuranceBusiness Owner / ExecutiveRetirement PlanWealth ManagementEmployee Benefits
- 12. The PSA DifferentiatorP&C InsurancePersonalInsuranceBusiness Owner / ExecutiveRetirement PlanWealth ManagementEmployee Benefits
- 13. Growth is good…buuuutPSA has grown primarily through acquisitionResult - multiple silos of transactional dataResult - critical customer information was hidden or hard to access
- 15. Identify cross sell opps
- 16. Targeted marketingTranslate complex account & remuneration logic from AMS to SalesforceEnhance Client relationship visibility
- 17. SolutionSalesforce has actually been implemented twice at PSA1st Implementation - Stand alone CRM in 2009Outcome: Low levels of adoption 2nd Implementation – Full Integrated CRM in 2011Outcome: Currently used by 61 associates everyday
- 18. Fully integrated into day to day work flows across all business practicesSolutionFlexibilityScalabilityReliabilityAdopted a “Workflow first approach” within a very “inclusive” andhighly “agile” development process.
- 19. Our Approach: We Had to Become “Cloud First”Requirements for new solutions:Business ContinuityDisaster RecoveryScalability Other systems?Compliance
- 20. BI in the cloud
- 21. DR in the cloud
- 22. Backup to the cloudTopographyAWS Disaster Recovery
- 23. S3 Backup / Zmanda
- 24. GoodData BI / Dashboards
- 25. Jigsaw
- 26. BranchIT
- 27. Cloud ExtendIntegration @ Work Example 1
- 28. Integration @ Work Example 2
- 29. ResultsCross-SellMetricsCurrently no more than 10% to 15% of our customer base is cross soldPrior to integrating our backend data into SF this was even a hard metric to ascertainDeploying Informatica Cloud and Salesforcehas opened the door to almost infinite possibilities
- 30. Impact on the Salesforce ImplementationLessons Learned:Importance of salesforce.com as a PARTNER
- 31. Resilience of Informatica Cloud
- 32. Automated Complexity (Account > Opportunity Split Ownership)
- 33. Cross Platform Workflows (AMS <> Salesforce)Key Benefits:Much greater visibility into data
- 34. Ability to create cross sell campaigns based on client data
- 35. Effective tracking and forecasting of new revenuesFeedback from Execs: “For the majority of my career, I’ve been seeking a solution that brings together all of the information from our numerous disparate systems into one easy-to-use interface. For us, having our information in such a reportable and accessible fashion is the Holy Grail. With our new abilities, we’ll be able to both serve our clients better and enhance our revenues though more efficient and smarter cross-selling and account rounding initiatives.”Chip Lewis, PSA Managing Director
- 36. What’s Next?Integration with our strategic partnersIntegration with Wealth Management dataIntegration with our primary Employee Benefits ApplicationInformatica Cloud
- 37. Lesson’s LearnedUnderstand your WorkflowsWhat data do I need to collect?Make sure everyone that needs to be in the room is during the design phaseMake sure you have a great PartnerBig Shout OutTo… 00
- 38. Don FranklinIT Project Manager, Topcon Positioning SystemsMartijnHoppenbrouwersSr. Manager of Business ApplicationsTopcon Positioning Systems
- 39. About TopconFounded in 1932: Tokyo Optical Instrument CompanyWorld leader in Precision Measurement and Positioning SolutionsConsolidated sales of approx $1.4 Billion in 2008Toshiba Corporation is major shareholder3 Major Business Units: FineTechEye CarePositioning
- 40. Our ChallengeMove all global support, service and repair operations to one systemOperations cover multiple companies, locations and time zonesMaster data from three separate ERP systems to be integrated into one service solution
- 41. Solution: Service Cloud and Informatica CloudSelection of cloud was easy!We need global coverage and would not be able to reach this level of performance and scalability on premiseSalesforce.com for Support and ServiceInformatica Cloud for integrations
- 42. Informatica Cloud @ Work:Integration of Accounts, Products, Install Base, Inventory and Sales
- 43. ResultsLive on time and on scheduleContinuous rollout to other locations and companies in the Topcon Family
- 44. Results: Mobile Exec DashboardsRequirementsAnytime, AnywhereSecureReal timeEasy to useKPI: Status vs Target (Daily and Monthly)Using dashboards, Salesforcemobile lite, feeding Sales and Shipments information via Informatica CloudData from Multiple Sources
- 45. What’s Next?2011 Integrations and Reporting with SAP2012 Continued rollout of Portals2012 Introduction and rollout at Topcon family
- 46. Lessons LearnedIntegration was key to the success of SalesforceIntegration and consolidation of information are valuable targetsLearn to become self sufficient on both Salesforce and InformaticaCombination of the two = true application platform
- 49. Qualcomm Incorporated is the world leader in next-generation mobile technologies INDUSTRY: High Tech
- 50. SALES: $11B
- 52. GEOGRAPHY: 139 Worldwide Locations
- 53. HQ: San Diego, CaliforniaOur ChallengeOutgrew Salesforce.com Apex Data Loader Rapidly changing business and integration requirementsResource challenged for building integrations with our existing toolsAnd …….
- 54. We couldn’t give our users 8 monitors
- 55. SolutionFrom this …Replaced Apex Data Loader with Informatica Cloud in 2009Built dozens of integrationsNo fuss – upgrades automaticallyAlso have TIBCO, Oracle BEPL, Informatica on premiseTo this …
- 56. What do we integrate?Oracle Customer Master, Shipments, AR AgingSalesforce Opportunities to Oracle Demantra for forecastingEmployees, departments and locations (from our internal directory to Salesforce as Contacts and custom objects)Other business data from internal systemsSalesforce to SalesforceCustom Apps
- 57. Use Case: Salesforce Sandbox RefreshNeed to populate empty Salesforce sandboxes with limited production dataBefore Informatica Cloud manually export and import data using Apex Data LoaderConfigured Informatica Cloud to move the data automatically using Task Flows4hours of manual effort for every sandbox data refresh4hours to build the integration in Informatica Cloud10minutes to run with just 1 button click
- 58. Before you move data to Salesforce, ask the right questions …
- 59. Does the data need to be in Salesforce?Need to include the data in dashboards and reports?
- 60. Need workflow / approvals on the data?
- 61. Need Mobile access (via Salesforce mobile)?
- 62. Need to display in lists versus on a single record?
- 63. Is the data reliable and accurate?
- 64. Data mash-up from external system too slow/complex?ResultsHaving all relevant data in Salesforce has drastically improved core business processes and increased user adoptionUsers only have to look in one place to get the answers they need about our customersIntegrating the data has enabled key business processes to be developed in SalesforceBusiness analysts can prototype and develop integrations without having to rely on scarce IT integration development resources
- 65. Andrew BartelsIT Director, @adb1146MartijnHoppenbrouwersSr. Manager of Business ApplicationsMark SilberIT Architect, @SalesforceGuruDarren CunninghamVP Marketing, @dcunniVisit us @ Booth #1115Tweet: #DF11 @infacloud to Win
- 66. Visit Us @ Booth #1115www.InformaticaCloud.com
- 67. How Could Dreamforce Be Even Better? Tell Us!Every session survey you submit is a chance to win an iPad 2!Watch your inbox at the end of each day for an email from our survey partner, Alliance Tech.Click on the personalized link to be directed to the survey page for the sessions you attended.
Editor's Notes
- #18: Goal:To solve business problems and to get out of the hardware business
- #26: Understand your WorkflowsSFDC is a great workflow but simply implementing a broken workflow in SFDC will not make it betterUnderstand what & how your workflows need to work on paper before you build your integrationYou’ll be surprised how many people “do it their way”What data do I need to collect?Moving data between systems means that you need to understand what data you collect in advanceHow does that Data need to be formatted / InformaticaCloud can do it but knowing you need to format it means you will get it right first timeMake sure everyone that needs to be in the room is during the design phaseMake sure all stake holders are included in the conversationNobody knows all the answers. The more stake holders right down to individual producers that are included in the design process the more buy in your will get.Make sure you have a great PartnerInformaticaCloud is a very powerful productHaving the right partner relationship in place will help you get the most out of your investment
- #37: No – this isn’t where I work, but it’s what most people think when they hear the word “Qualcomm”