1. Astadia and Cast Iron Systems:
Boost Salesforce.com Value with Rapid ERP
Integration
Mike Lingo
CTO
Astadia
Greg Glaser
Program Manager CRM Solutions
AmerisourceBergen Specialty Group
Sean O’Connell
Product Marketing
Cast Iron Systems

2. Agenda
Q&A All
Why Integration with Cloud solutions is
transforming the enterprise
Mike Lingo
CTO
Astadia
AmerisourceBergen Specialty Group Customer
Case Study
Greg Glaser
Program Manager CRM Solutions
AmerisourceBergen Specialty Group
How it Works — 3-minute Demo
Sean O’Connell
Product Marketing
Cast Iron Systems
The Business Value of Integration
Sean O’Connell
Product Marketing
Cast Iron Systems

3. What’s the state of the enterprise?

4. The “Facepalm”

5. Sales Pressures
Sell More with Less
Client Management
Lack of Data and Analytics
Marketing Pressures
Shrinking Budgets
Database segmentation
ROI on marketing budget
Business Model
Innovation Center
Customer Stickiness
Partner Strategy
Service Pressures
First Call Resolution
Access to customer data
Workflow and Forecasting
Business
Pressures

6. Project Portfolio
Application Backlog
Application Silos
Adoption and
Productivity
TCO & ROI
Shrinking Project Budgets
Reconcile Skillset Matrix
ROI and TCO Scrutiny
Business Model
Innovation Center
Partner Enablement
Customer Stickiness
Business Expectation
Integration is not optional
360° Customer View
Cost Avoidance
CIO
Pressures

7. Technology isn’t a Silver Bullet
 Requires execution of project fundamentals
 Requirements
 Business Alignment
 Technical specifications
 User Acceptance
 What does make a difference? Tools that
enable:
 Speed to Market for testing
 Simplified deployment and management
 Change Management and Ease of Use
 Best Practices/Expertise baked into tools and process

8. Why Integration with Cloud solutions is
transforming the enterprise

9. Integration: The Achilles Heel of Cloud
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

10. Cloud Delivery Rises to the Challenge
• Business feels
constrained by IT, not
enabled
• TCO and ROI metrics
always in doubt, Value
questioned by business
Traditional IT
Delivery
• Business and IT craft
value together, shared
focus and goals and new
business models
• Shift from Cost Center to
business transformation
focus for IT
Cloud-focused
IT Delivery

11. Applications and Platforms
Moving to the Cloud
1960’s
Mainframe
1980’s
Client/server
Software as a Service
Platform as a Service

12. Distributed Enterprise Architecture is here

13. Integrate to unlock value in legacy apps
 Integrate with the cloud
 All relevant data visible
 Capture 360 degree view
of customer, processes
 Increase value of legacy
apps
 Salesforce unifies the
working views/reporting for
legacy + cloud apps
Legacy Applications

14. Workflow Engine
A B D
C
Reporting &
Analytics
Multi-Language
Multi-Device
Turbo-charge Salesforce CRM
Making data relevant and actionable

15. Enterprise Cloud Integration
Cast Iron Delivers Success
Connect the Clouds
Connect with legacy on-premise applications
ERP Mktg. Service Finance Assets

16. Cloud Integration Changes the Gameboard
 Focus on Business Impact
 Accelerate Speed to Market
 Increase Adoption
 Validate Business Models quickly and thoroughly
 Provides Lower TCO and Higher ROI
 Significant ROI due to Cost Avoidance and Supply Savings
vs. traditional custom code or heritage integration tools
 Responds Well to Change
 Plan. Deploy. Innovate.
 Tools in hands of business to enact change in CRM apps
 Development, Governance and Compliance tools in hands
of IT to manage integrations and application controls
16

17. The Benefits of
Integrating Salesforce CRM
Sean O’Connell, Product Marketing, Cast Iron Systems
soconnell@castiron.com
Twitter: @CastIronSystems

18. 18
Cast Iron Systems Overview

19. 19
Cast Iron Systems Overview

20. 20
Cast Iron Systems Overview

21. 21
Cast Iron Systems Overview

22. 22
Cast Iron Systems Overview

23. 23
Cast Iron Systems Overview

24. 24
Cast Iron Systems Overview

25. 25
Integrating the Sales Cloud
Marketing Shipping
Finance
What are my
hottest leads?
?
Where are
my orders?
?
Has this
customer paid?
?
I need to do
a credit check
?
Where are
my invoices?
?
Sales
IMPACT
Lost revenue
Disappointed
prospects

26. 26
Integrating the Sales Cloud
Hottest Leads
Sales
Marketing Shipping
Finance
Invoices
Customers & Orders

27. 27
Integrating the Service Cloud
Finance
ShippingRMA
Service
Is her warranty
valid?
?
?
When is her
service
appointment?
Is he a paying
customer?
?
?
Is that part
available?
Was he
really billed twice?
?
IMPACT
Angry
customers
Low satisfaction
rating

28. 28
Integrating the Service Cloud
Service
Shipping
Finance
RMA
Warranty
Invoices
Customers & Orders

29. Rapid Call Center Integration
using Cast Iron
Greg Glaser
Program Manager, CRM Solutions

30. Corporate Overview
AmerisourceBergen Corporation (10,000 Associates)
• Fortune 28 company (NYSE: ABC) with annual revenues exceeding
USD$70 billion
• Customers include: hospital systems, physician offices, clinics, alternate
care and mail order facilities, independent community pharmacies, regional
chain pharmacies
AmerisourceBergen Specialty Group (2,200 Associates)
• USD$7 billion per year processed through ABSG eCommerce systems
• Pharmaceutical products used to treat patients with chronic and/or
complex diseases (e.g. cancer, MS, HIV/AIDS)
• Nation’s largest distributor of flu vaccine, oncology, blood plasma, and
nephrology products
• 90% of hospitals in the United States are active customers

31. Business Landscape
 13 Divisions in North America
 Five call centers
 600 call center associates
 50 outsides sales reps
 Centralized IT infrastructure,
support, services
 Telecom
 CRM
 ERP (Baan)

32. Application Landscape (Simplified)
 “Hub and Spoke” model
 Salesforce.com (800 seats)
 Business Objects & custom
Data Marts
 Custom eCommerce
platform Data Warehouse
(SQL Server)
CRM
E-commerce
(Custom)
Data Marts
Custom ERP

33. Business Challenge
Data Warehouse
(SQL Server)
Business Improvements
 Replace six legacy CRM
systems with salesforce.com
 Phase delivery and avoid
service disruptions
 Integrate more business intel
to empower faster action by
CSRs
Call Center Reps
ERP
?
Legacy CRM
Systems

34. Data Warehouse
(SQL Server)
Business Challenge
Organizational Improvements
 Reduce dependency on
higher-skilled, higher-cost
resources
 Shift higher skills to
strategic/innovation
initiatives
ERP
?
Legacy CRM
Systems
Call Center Reps
Developers
Developers

35. Data Warehouse
(SQL Server)
Options Considered
 Custom code
 Learning curve to adapt .Net
to SFDC
 Not aligned with org
improvement goals
 Incumbent third-party vendors
 Powerful platform, but as
complex as custom
development
 New candidates
 Professional Services
partnerships
ERP
Custom Code
Legacy CRM
Systems
Call Center Reps
Developers
Developers

36. Solutions
 Cast Iron Solution for real-time
and batch integration
 Professional Services partnership
with Astadia
 A/R, credit, and sales intel are
“pushed” to SFDC
 Orders and quotes created in
eCommerce system are “pulled”
real time from data warehouse
Call Center
Data Warehouse
(SQL Server)
ERP

37. Solutions
 Cast Iron Solution for real-time
and batch integration
 ProServ partnership with Astadia
 A/R, credit, and sales intel are
“pushed” to SFDC
 Orders and quotes created in e-
commerce system are “pulled” real
time from data warehouse
Call Center
Data Warehouse
(SQL Server)
ERP

38. Results
Business Improvements
 Replaced six legacy systems
in eight divisions
 Delivered 45 discrete
integration processes
 200,000 records processed
per day
 Overnight batch; real-time, on-
demand data integration
Call Center
Data Warehouse
(SQL Server)
ERP
“PUSH” = History, credit
and A/R info
“PULL” = Orders, quotes
and account validation

39. Results
Organizational Improvements
 Development and support with
1 FTE
 80% reallocation in
resources
 $250k annual savings
 Reduced dependency on
higher-skilled, higher-cost
resources
 Less support, more innovation
Call Center
Data Warehouse
(SQL Server)
ERP
“PUSH” = History, credit
and A/R info
“PULL” = Orders, quotes
and account validation

40. Lessons Learned
 Select your partners and solutions based on business goals
 Adapt your processes after you’re proficient with the solution
 Invest in training and refreshers
 Leverage Cast Iron support

41. Use Cases & 3 Minute Demo
Sean O’Connell, Product Marketing, Cast Iron Systems
soconnell@castiron.com
Twitter: @CastIronSystems

42. 42
Proven Results
Company Systems Integrated Integration Scenario
Project
Duration
(# days)
SFDC, SQL Data Warehouse Customer and account info 21
SFDC & SAP Invoice & order line visibility 11
SFDC, Web Portals, SQL Customer master 15
SFDC & Oracle Customer & catalog info 16
SFDC & PeopleSoft Fund raising information 14
SFDC, PeopleSoft, SQL Server Doctor billing & scheduling 16
SFDC & Store ERP Customer & inventory visibility 9

43. 43
Salesforce CRM Integration Lifecycle
Migrate
1
Legacy CRM App
Synchro
nize
2
Home
Grown
Extract
3

44. 44
Integrating Salesforce CRM and the
Enterprise
Salesforce CRM Enterprise

45. 45
3 Minute Demo
Hottest Leads
Sales
Marketing Shipping
Finance
Invoices
Customers & Orders

46. 46
3 Minute Demo
Hottest Leads
Sales
Shipping
Invoices
Customers & Orders
Marketing
Finance

47. 47
3 Minute Demo
Template Integration Process

48. 48
Why Cast Iron?
Solving All Integration Needs For Companies of All Sizes
SaaS to Enterprise
SaaS to Midmarket
Enterprise
SaaS to SaaS
$50M
$3B
Using Pre-built Templates
Beyond Configuration Pre-configured TemplatesNo Coding

49. Next Steps
 Sign up for a free Integration Design Workshop
from Astadia
 Call Astadia at 1.877.7ASTADIA (1.877.727.8234)
and mention our free Integration workshop
 If your project qualifies, Astadia will conduct a
discovery workshop and deliver:
 A TCO model for integration projects like yours
 A best-practices integration design strategy for your specific
project
 A project estimate for delivery of that project
Call
Now

50. Contact
@
Mike Lingo
CTO
Astadia
(407) 409-7000
mlingo@astadia.com | @MikeLingo
Sean O’Connell
Product Marketing
Cast Iron Systems
(650) 230-8424
soconnell@castiron.com
Twitter: @CastIronSystems
Greg Glasser
Program Manager CRM Solutions
AmerisourceBergen Specialty Group
(469) 365-7129
greg.glaser@absg.com