- Ribbit needed a delivery partner to host its Ribbit for Salesforce product, which integrates voice communications with Salesforce CRM, as it has unique infrastructure needs compared to typical SaaS applications. - OpSource designed and manages the customized infrastructure for Ribbit, including hardware selection and ongoing management, to provide 100% uptime and support Ribbit's growth. - Ribbit chose OpSource for its expertise in telephony infrastructure and willingness to understand Ribbit's unique product needs, and OpSource provided a customized pricing model.

1. Case Study: Ribbit
OpSource Customizes Application Delivery
for Ribbit: Putting the Call into Salesforce
ENTERPRISE CLOUD AND MANAGED HOSTING
Putting the Call into Salesforce “I want our team to spend its time doing
Because every sale is a conversation, Ribbit for
Salesforce integrates mobile voice communications
what no one else can do, not on managing
with Salesforce CRM. Ribbit for Salesforce “puts the bandwidth, firewalls, database clusters or
call into Salesforce” allowing you to manage calls and routers; or even choosing hardware. Those
messages like you manage e-mail. That way the things can be done by others.”
opportunity is complete.
- Crick Waters, Vice President,
Strategy and Business Dev, Ribbit
The Ribbit for Salesforce component lets you answer
calls to your mobile phone using the Ribbit Phone
embedded in every Salesforce page. With one-click
dialing, you can even call your leads and contacts Customer Profile:
right from your computer. There’s nothing to Ribbit Corporation
download, and you keep your existing mobile phone 2570 W. El Camino Real, Suite 288
and number. Ribbit for Salesforce puts your calls on Mountain View, CA 94040
the dashboard. www.ribbit.com
Ribbit Requirements
Ribbit needed a delivery partner who understands Industry:
that the Ribbit for Salesforce product has Telecommunications
significantly different infrastructure needs than the
typical software-as-a-service application, which OpSource Solution:
typically involves two servers – a database server and OpSource Managed Hosting and Application
a Web server – as well as Internet-related Operations
infrastructure. Ribbit’s voice product, however, users
four different kinds of servers and has uptime,
firewall, and load sharing requirements that differ
Key Benefits:
from those of OpSource’s other customers. For • Infrastructure design, including hardware
example, a Web server is constantly busy managing choices, physical assembly and configuration
incoming and outgoing data. Some of Ribbit’s servers, • Ongoing infrastructure management
however, are voice gateways that sit idle unless a call • 100% uptime guarantee
is in progress. Ribbit needed a delivery partner that • Customized pricing model consistent with
would understand these differences and configure unique product characteristics
and price its delivery solution accordingly. Ribbit also
needed to relieve its staff of the responsibilities of
configuring and installing hardware and working out supported in the critical early growth phase of the
how a rapid increase in infrastructure needs could be company.
© 2010 OpSource, Inc. All rights reserved. Page 1 of 2

2. ENTERPRISE CLOUD AND MANAGED HOSTING
Complete Solution Why OpSource?
Ribbit chose OpSource On-Demand™ to deliver its “We might have done this ourselves,” said Crick
Ribbit for Salesforce component. OpSource On Waters, vice president, strategy and business
Demand is a comprehensive, award-winning Web development, Ribbit. “We have no shortage of
application delivery platform that offers a complete knowledge and experience with setting up and
operational hardware, software and networking managing infrastructure. We do, however, have the
infrastructure, including application management short resources of a startup company and want to keep
and 24x7 customer-branded end-user support. our focus on the things we do best – the Ribbit for
OpSource engineers handled all hardware Salesforce component itself – and leave the rest to
architecture design and assembly and software others. Although our Ribbit for Salesforce component
environment configuration in the OpSource hosting has significantly different requirements than the
environment. They designed the infrastructure so average software-as-a-service application, we believed
that it will support rapid expansion as Ribbit grows. OpSource could meet those needs, in part because
OpSource staff members also perform all the ongoing some of OpSource’s top management came from the
management that the infrastructure requires. And telephony industry. I was confident that they would
OpSource managers revised various maintenance do what it took to make us successful.”
procedures as well as other existing processes that
were not compatible with voice services. OpSource Crick said that OpSource’s willingness to develop a
also customized its pricing to fit the unique complete understanding of Ribbit’s product was also
operations of a voice services company. crucial, because it enabled Ribbit and OpSource to
arrive at a pricing model that supported Ribbit’s
OpSource On-Demand also delivers Ribbit’s financial model.
salesforce.com AppExchange component which
enables voice mail calls to go directly to a customer’s
salesforce.com screen where they’re logged and
matched to relevant leads and contacts. Because
salesforce.com has certified OpSource as an
application delivery and hosting partner, Ribbit
benefited from accelerated AppExchange
certification.
Company Corporate Headquarters
OpSource provides cloud and managed hosting solutions that enable businesses of all sizes to accelerate
growth and scale operations while controlling costs and reducing IT infrastructure support risks. More
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than four hundred Software-as-a-Service ISVs, cloud platform providers, carriers and enterprises rely on Santa Clara, CA 95054
OpSource's expertise, experience and agility to operate high-availability, business-critical hosting 408-567-2000
environments.
sales@OpSource.net
Our industry-leading Application Operations service goes beyond traditional hosting by providing
application management, change management, performance management and application
optimization. OpSource Cloud is the rst cloud to bring together the exibility, availability and
community of the public cloud with the security, performance and control the enterprise demands. www.OpSource.net
Founded in 2002, OpSource is SAS 70 Type II, PCI DSS Level 1 and European Safe Harbor certi ed and has
operations in California, Virginia, UK, Ireland, and India.
© 2010 OpSource, Inc. All rights reserved. Page 2 of 2