Deloitte & Mulesoft : The Right Mix

Mulesoft and Deloitte the right mix
November 2014

Robbie Quercia: Welcome
Gys Hyman: Local Drivers –the need to integrate
Guy Murphy: Mule Keynote
James McLaren:CloudMix-Connected Cloud
Robbie Quercia: Close “The power of Two”
QnA: Integration Discussion: all speakers
Agenda
2

3
Local Drivers –the need to integrate

Cloud hits the enterprise
Businessesofeveryshapeandsizeareusingcloudtogainrapidaccesstoworld-classITcapabilities(resourcepooling,rapidelasticity,resourcepooling, measuredservice,costpredictability,agility,rapidimplementation,etc).
Cloud Orchestration
SaaS
PaaS
BPaaS
IaaS
AaaS
An integration plan supporting coexistence:
•Integrating a cloud solution with existing systems can be one of the most complex, costly and time- consuming aspects of cloud adoption.
•How, and to what extent, the cloud solution will be integrated with existing systems, as well as which systems will be the master source of data.

The Internet of Things
DigitaltransformationandTheInternetofThingswillbeckoncompaniestorevisebusinessmodelsandintegrateevolvingtechnologies.ThetechnologyecosystemforenablingdigitalengagementandtheInternetofThingsishighlyfragmented.
Solutions must be assembled from components offered by various providers of sensors and communications modules, network management and control systems, communications networks, enterprise applications, and customer-facing applications. Companies need help selecting, customizing, and integrating components into an overall solution.
Existing Enterprise Service Bus
(SOAP Web Services)
API’s
REST API’s

A world of API’s
Anewwayofapplicationdevelopmentandintegration.Movingtowardsalooselycoupled,componentised(API)architecture.Acompositeapplicationmodelleveraginginterdependentproductsandservicesprovidedthroughanetworkofpartners.
Application as a set of micro services
Business Layer
Data
Layer
Monolithic Application
Application as a set of micro services
Cloud

Fail quickly!
Real-timeDevOps.Earlyadoptersofreal-timeDevOpshavetheopportunitytoprofoundlyimpacttheirITshop,acceleratingITdelivery,improvingquality,andbetteraligningwiththebusiness.
Empowering the business of IT:
•When it comes to application development (Dev), the business cares about speed and quality.
•Contrast that with IT operations (Ops), held accountable for response times, stability, and efficiency, and focused on how to reduce business disruptions at the lowest cost.
Code
Build
Test
Deploy
Operate
DevOpsDisciplines
Changes the cadence of how much can be done—and in how much time.

l All contents Copyright © 2014, MuleSoft Inc.
Drive business agility in the New Reality
Guy Murphy

9
Our mission
To connect the world’s applications, data and devices

10
New Enterprise landscape is highly fragmented
MuleSoft provides a connectivity platform that fundamentally changes the way companies drive competitive advantage

11
Some of our customers

12
Transformative initiatives
Global Pharma Company
Next Gen Architecture
Connectivity & Modernization
Digital Transformation
Monetize Digital Assets
Launch Mobile Applications
Accelerating new services and processes
Driving innovation & experimentation
Syndicating digital content thru affiliates
Single view to doctors across 140 countries
Improving patient care with an information network for medical professionals

13
Drive exceptional business agility by connecting assets to audiences

14
Traditional integration only goes part of the way…
Traditional Integration & SOA

15
New Enterprises go faster with bimodal IT
Mode 1
Traditional Integration & SOA
Rapidly orchestrate data for mobile apps
Create new partner channels and communities
Integrate SaaS, build micro-apps for employee productivity
Mode 2 –Rapid IT
•Rapidly connect and orchestrate
•Productive development cycles
•Engage consumers

16
The winning solution
Unified connectivity
SOA, SaaS, APIs
on one platform
Hybrid ready
Write once, deploy anywhere
Low friction
Designed for ease of use and deployability

17
Legacy modernization, Web services
•Data Synchronization
•Process Orchestration
•Batch Loading
•Mobile Apps
•Internal APIs
•B2B
Anypoint Platform: The only unified connectivity platform

18
Bimodal IT architecture at a Global Pharma
SOA SaaS APIs
on one platform
Mode 1
Mode 2
Source: Gartner report June 2014
“How to use hybrid integration platforms effectively”

19
Anypoint Platform: Designed for hybrid deployments
Gartner: MuleSoft is the onlyleader in both iPaaS and on-premises markets

20
Anypoint Platform: Lowest friction development
Two level UX for ease & control (graphical or code)
Vast connectivity (connectors, templates, DevKit)
Lean & mean (easy to deploy, easy to manage)
“MuleSoft’s Anypoint platform has allowed IT to respond quickly to the needs of business. We’re not impeding business and allowing them to grow revenue”
Paul Keen, General Manager of IT, Dick Smith
(Fast growing electronics retailer in Australia)

21
MuleSoft drives exceptional business agility
Metric
Versus CustomCode
VersusLegacy Platforms
Speedto launch new initiatives
4Xto 10X Faster
Example:Large SaaS companylaunches new micro services in 3weeks instead of 3 months
3Xto 6X Faster
Example: Productdev sprints at Financial services firm have been squeezed from many months to 4 weeks
Speedto launch new APIs, services, integrations
5Xto 20X Faster
Example: Tech companyonramps new partners in 72 hrs vs. 3-6 mos
2X to 4X Faster
Example: Tech companycut development time for new services and to add new partners by 75%
Speed to deployment
3X to 4X Faster
Example: Mobile device company deployed MuleSoft after a spinoff within a year vs. a planned 3 year deployment
3x to 4x Faster
Example: An entertainmentcompanydeployed MuleSoft in just 5 to 6 days instead of the 2 monthsit took with the previous platform
Productivity Improvement
5X to 20XImprovement
Example:Federal Govt. Dept. is able to build 50+ integration flows in a month vs. the 2 they used to do with the old system
2X to 3X Improvement
Example: Data Services Companylaunches 3x as many apps thanbefore by using MuleSoft to replace legacy systems from ~200 acquisitions

22
MuleSoft by the numbers
22
HQ in San Francisco with offices in New York, Atlanta, Chicago, London, Sydney, Singapore, Hong Kong, Buenos Aires, Amsterdam, Munich
700+ Enterprise customers
40% of the Global 500
210,000+ developers worldwide use MuleSoft

Thank you

Copyright © 2014 Deloitte Development LLC. All rights reserved.
25
But as great as the Cloud is, siloes can still develop, which can be expensive to integrate
Successful growth companies understand how to surprise and delight their customers
But technology can be a bottleneck and can
limit a coordinated customer experience
Is
-Scalable
-Mobile
-Fast
-Subscription Based
CloudMix | Why Cloud?
The cloud offers several benefits but the journey to the cloud has its pitfalls
Offers
-360 degree views of the customer
-Flexibility
-Speed
-Social Integration
-Scalability
-Direct contact with consumers
The Cloud

26
CloudMix | What is CloudMix?
• Pre-configured leading industry capabilities on cloud solutions such as Salesforce.com, NetSuite, MuleSoft, Apttus, Ping and others
• Pre-packaged cloud integrations with MuleSoftacross leading cloud applications providers
• Industry tailored business processes and capabilities, including Tweet to Cash
• Rapid deployment leveraging Deloitte accelerators tailored for CloudMix implementations.

27 Copyright © 2014 Deloitte Development LLC. All rights reserved.
• Rigorous
assessment, client
experience, and
leadership insight
has allowed
Deloitte to select
the leading
applications to
enable Tweet to
Cash capabilities
• Leverage Deloitte’s continuing
research, innovation, and ongoing
client experience
• Advanced project management
methodology and toolsets to manage
risks, control scope, and track project
status and value recovery
• Industry recognized
High Technology
practice
• Industry-focused
perspective,
aligned by industry
and, therefore, able
to provide industry-specific
advice and
best practices
• Solid Enterprise
SAAS and
credentials
• Proven SAAS
Methodologies and
Tools
• Industry-leading
SAAS related
practices delivering
300+ SAAS
projects
Leading
High Technology
Practice
Focus on
Business
Value &
Results
Enterprise
SAAS
Expertise
Leading Tweet
To Cash
Capabilities
Pre Integrated
Best of Breed
Solutions
• Best of Breed
solutions selected
by Industry and
process experts
• Accelerated
deployment and
implementation
through pre-configured
and pre-integrated
solution
CloudMix | Value Proposition
Get It Right, Get It Quick, Unlock Value

CloudMix | Share Holder Value Achieved
Shareholder Value
Revenue Growth
Operating Margin
Asset Efficiency
Create New Revenue
Streams
Grow Current
Revenue Streams
Improve Customer
InteractionEfficiency
Improve Asset
Productivity
•Increase focus on high- value/high-potential customers
•Improve quality and assignment of sales leads
•Offer new products / services
•Increase length of relationships
•Increase volume of relationships
•Increase breadth of relationships
•Increase share in current customers
•Implement pricing based on volume and breadth
•Improve Value/Price Optimization
•Improve tailoring of offerings to customer needs
•Provide targeted/customized quotes to the customer
•Reduce marketing costs
•Reduce sales costs
•Reduce service costs
•Increase use of lower-cost billing channels
•Increase use of lower-cost delivery/ installation channels
•Improve management of credit risk
•Coordinate management of credit/receivables
•Increase focus on creditworthy customer segments
Shareholder Value
Primary Objectives
Tactical Objectives
•Average leads generated per period (#)
•Lead conversion rate (%, $)
•Campaign ROI (%)
•Revenue for new customers ($)
•Number of qualified leads with a price quote (#)
•Rev. for existing customers ($)
•Win rate (%)
•Revenue per order ($)
•Average Opportunities generated per period (#)
•Accounts with complete data records (%)
•Average Days to Pay (T)
•Credit Card Balance ($)
•Average Days Overdue (T)
•Revenue ($)
•Receivables ($)
Selected CloudMix KPIs (not exhaustive)
•Credit Management
•Invoice Management
•Revenue Recognition & VSOE
•Process Receivables
•Case Management
•Sales Order Management
•Inventory Management
•Order Fulfillment
•Price Management
•Price Optimization
•Proposal Management
•Quote Management
•Product Configuration
•Account Management
•Opportunity Management
•Cross-sell & Up-sell
•Campaign Management
•Social Media Management
•Lead Management
Strengthen
Pricing
Selected CloudMix Capabilities
•Repeat customers (#)
•Case response time (T)
•Billings Forecast ($)
•Total Sales Orders ($)
•Unbilled Orders ($)
•Sales Effectiveness (%, $)
•Compressed sell cycle (T)
•Reduced Lead-to-quote time (T)
•Variable Product Mix/Customization ($)
•Improved Price accuracy and Profitability (%, $)

29
CloudMix | Target Market
CloudMixtargets:
oEnterprises looking to replace legacy on-premise systems with scalable, agile, leading processes and applications
oBusiness Units looking to deploy cloud applications and connect to parent “mother ship” on-premise systems
oM&A transactions -Pre-IPO start ups looking for scalable solutions and business processes
oIndustry tailored solutions to fulfill end to end business process. Industries includeTMT, Healthcare, Financial Services, etc.

CloudMix Scope
• Account Management
• Contact Management
• Lead Management
• Opportunity Management
• Activity Management
• Product Management
• Order Management
• Dashboards / Reporting
• Workflow
• Security and Profiles
Functionality
• Accounts
• Contacts
• Leads
• Opportunities
• Products
(High-Level)
• Orders
• Activities
• Users
Data Migration
Entities
Access
Method
• Web browser
Training
• Develop Training
Materials
• Conduct Train the
Trainer Training (Class
Room)
• SFDC to NetSuite
• SFDC to APTTUS
Integration
Stakeholder
Groups
• Sales Team
• Sales Operations
• Marketing
• Finance
• Order Admin
Users
• Marketing
• Field Sales Reps
• Sales Operations
• Account Managers
• Product Managers
• Order Admin Team
**Data will be scrubbed and delivered in the
specified format by the client data team

31
CloudMix | Capabilities By Process
IT
Management
Marketing
Fulfillment
Sales
Customer Service
Finance
•Social Media Management
•Lead Management
Capabilities
Cloud Providers
•Lead Management
•Opportunity Management
•Contact & Account Management
•CPQ Management
•Order Management
•Electronic Software Delivery
•Invoice Management
•Credit Management
•Case Management
•Identity Access Management
•Integration Platform
MuleSoft
Activities
•Capture Lead via Twitter
•Assign Lead to Sales
•Convert Lead to Opportunity
•Generate Quote
•Generate Proposal
•Review & Approve Order
•Generate Invoice
•Apply Credit Limits
•Resolve Customer Issue
•Single Sign On
•Central Portal

Integration
SSO
Price
Product Configuration
Quote
Proposal
Management
Fulfillment
Billing
Revenue and
Recognition
Order Management
MuleSoft
Ping Identity
Lead Management
Opportunity
Management
Product Catalog
Social Media
Account & Contact
Management
Customer Service
Campaign
Management
SSO
SSO
Accounts,
Contacts
Orders
Products,
Base Price
Install Base,
Service Contracts
Accounts,
Contacts
Orders
Products,
Base Price
Install Base,
Service Contracts
Quote Price
Real- time
Legend: CloudMix | Integration Points

High-Level: Lead to Cash Process
Marketing
Rep
Sales Rep Customer
Sales
Manager
Provision
Manager
Collection
s Agent
Service
Rep
Start
Responds to
a Twitter
Comment
Assigns
Lead to
Sales Rep
Reviews
Lead,
Discusses
Generates a
Quote and
converts
Lead to
Account,
Contact and
Opportunity
Approves
Discount
Generates
Contract
Close
Opportunity
as “Won”
and Initiate
Order
Fulfillment
Provisions
License
Keys
Generates
Invoice
Receives
Invoice and
Serial Keys
Follows Up
on Payment
Schedules
End
Requests
Demo and
receives
email
Performs
Credit
Check and
assigns
Credit Limit
Submits
Proposal
*Customer
Service
Request
Responds to
request over
phone and
resolves
case
CloudMix | End to End Process
SFDC Apttus NetSuite

35
CloudMix | Framework
Pre-Configured Solution
•EVD Methodology for CloudMix
•IndustryPrint Process Flows
•Capability Maps
•Project Accelerators
•Architecture and Assets
•User Personas
•Customer Experience Lifecycle Framework
•Enterprise Value Map
•And More
Framework
•Salesforce.com, Netsuite, Apttus, Ping and Mulesoft for Tweet to Cash
•Pre-Integrated connectors and an inventory of configured and customized screens based on High- Tech Industry
Framework1.0 Capability Scope
Custom Code Library / Migration Approach
Total of 28 deliverables
Comprises of Pre-Configured Solution and Framework artifacts & deliverables to help jumpstart CloudMix implementations
Flexible Pricing Models
Campaign Management
Marketing
Social Media Management
Pricing Calculation
Price Optimization
Product Configuration
Account Management
Contact Management
Lead Management
Lead and Opportunity
Configure Price Quote
Opportunity Management
Price List Generation
Activity Management
Upsell & Cross-Sell
IT
Management
IDM
Invoice Management
Revenue Recognition and VSOE
Electronic Software Delivery
Order Management
Inventory Management
Integration Platform
Case Management
Knowledge Management
Self-Service
Fulfillment
Customer Service
Finance
Credit Management
Entitlement Management
Price Management
Quote Management
Proposal Management

36
CloudMix | Pre-Configured Solution
Pre-Configured Solution comprises of the following:
2
1
Custom Code Library
This deliverable packages usable code and configurations for Salesforce, Apttus, Netsuite, Mulesoft and Ping application.
Code Migration
Approach
This deliverable provides instructions on how to execute and install the Custom Code Library
Link

37
CloudMix | Framework
Project artifacts and accelerators have been developed to support various phases of SDLC
Reflects leading practices to jumpstart future state process modeling
Pre-Integrated connectors and an inventory of configured and customized screens based on leading practices
Pre-Configured Solutions & Pre-Integrated Application
Inventory of agile based project deliverables which include Business Requirements, Design Documents and other collateral
Project
Accelerators
Standard capabilities definitions to jumpstart process modeling and fit/gap analysis
Capability Map
Deloitte’s CloudMix implementation model basedon Deloitte’s EVD methodology
EVD Methodology for CloudMix
Customer Experience Lifecycle Framework
Framework used on transformation programs to obtain “Voice of the Customer” input across touch points
IndustryPrint
Process Flows
Accelerates Cloud architecture definition required to support Tweet -to-Cash transformation
Tweet-to-Cash Reference Architectures and Assets
Inventory of CloudMix roles and user positions based on leading practices
User Personas

39
CloudMix | Solution Walk-Through
1
2
3
4
5
6
Tweet to Lead
Opportunity to Quote
Approved Quote to Order
Order Fulfillment, Invoice and Payment
Web Self- Service
360 View

40
1. Tweet to Lead
Customer posts a Tweet about Vextra’s Audio Software
1
2
3
4
5
6
Customer’s tweet is automatically captured in Salesfore.com
Marketing Rep responds to the tweet and nurtures the Lead
Tweet to Lead
Web Self-Service
360 View

41
2. Opportunity to Quote
Lead is converted to Opportunity
Quote is created for the Opportunity
1
2
3
4
5
6
Tweet to Lead
Web Self-Service
360 View

42
3. Approved Quote to Order
Configure Quote
1
2
3
4
5
6
Price Quote
Approve Quote
Generate Proposal
Convert Quote to Order
Tweet to Lead
Web Self-Service
360 View
Approved

43
4. Order Fulfillment, Invoice and Payment
Order fulfilled in NetSuite
Invoice Generated in NetSuite
Order status updated in SFDC
1
2
3
4
5
6
Tweet to Lead
Web Self-Service
360 View
Pending billing

44
5. Web Self-Service
Case captured from the Web
Case Resolution in SDFC
1
2
3
4
5
6
Tweet to Lead
Web Self-Service
360 View

45
6. 360 View
4
5
6
Web Self-Service
360 View
Conversation
Lead and Opportunity
Quote
Order
Case
Asset

46 46
“The power of Two”

Partnering with purpose and connecting AfricaThe Power of Two!
47
Individual Strengths
Strong understanding of industry and environment
Successful track record of delivering value
Comprehensive capabilities in delivering future state
Proven tools & solutions based approach to accelerate time to value
•Global presence
•Leaders in innovation
•Ability to execute
•Proven technology solutions
•Focused product development
•Proven track record
•Experienced, passionate specialists
•Comprehensive methods & tools
•Extensive African reach
•Industry experience, recognition & results
•Independence and Trust
Value Proposition of Partnership
Benefit to Clients
Sustainable solution for the client incorporating Industry leading tools and best practices
Accelerate timeline by bringing available solution offerings customisedto client’s needs
Build for future by leveraging Mule & Deloitte‘s shared vision for future state
Connecting the dots with other in-flight and upcoming Initiatives to deliver an integrated solution
High impact on business performance

Get to know the team
48
ThysBruwer
Director:
Leader Delivery Services
Contact: +27 (0)83 441 2457
tbruwer@deloitte.co.za
GysHyman
Director:
Leader Technology Integration
Contact: +27 (0)83 303 5623
ghyman@deloitte.co.za
Freddy du Toit
Senior Manager
Integration Leader
Contact: +27 (0)83 628 4484
frdutoit@deloitte.co.za
Robbie Quercia
Director: Strategic Business Development
Contact: +27 (0)83 263 6339
rquercia@deloitte.co.za
James McLaren
Associate Director
Leader: Sales Force Dot Com
Contact: +27 (0)78 423 7068
jamclaren@deloitte.co.za
Clayton Sammuller
Regional Manager –Emerging Markets
Contact: +44 78 01264 607
clayton.sammuller@mulesoft.com

Opening
Questions?
Partnering with purpose and connecting Africa
Impact.
Innovation.
Flexibility.
Value.
Leadership.

Deloitte & Mulesoft : The Right Mix

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