Integration Strategies in a SaaS

Environment
Track:
Large Enterprise Deployments
Vendors presenting:
Informatica
Above All Software
Tibco
Cast Iron Systems

Safe Harbor Statement

Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forwardlooking statements the achievement of which involves risks, uncertainties and assumptions. If any such risks or uncertainties
materialize or if any of the assumptions proves incorrect, our results could differ materially from the results expressed or
implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed
forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any
statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning
new, planned, or upgraded services or technology developments and customer contracts or use of our services.
The risks and uncertainties referred to above include - but are not limited to - risks associated with the integration of Sendia
Corporations technology, operations, infrastructure and personnel with ours; unexpected costs or delays incurred in integrating
Sendia with salesforce.com, which could adversely affect our operating results and rate of growth; any unknown errors or
limitations in the Sendia technology; any third party intellectual property claims arising from the Sendia technology; customer
and partner acceptance and deployment of the AppExchange and AppExchange Mobile platforms; interruptions or delays in our
service or our Web hosting; our new business model; breach of our security measures; possible fluctuations in our operating
results and rate of growth; the emerging market in which we operate; our relatively limited operating history; our ability to hire,
retain and motivate our employees and manage our growth; competition; our ability to continue to release and gain customer
acceptance of new and improved versions of our CRM service; unanticipated changes in our effective tax rate; fluctuations in
the number of shares outstanding; the price of such shares; foreign currency exchange rates and interest rates.
Further information on these and other factors that could affect our financial results is included in the reports on Forms 10-K,
10-Q and 8-K and in other filings we make with the Securities and Exchange Commission from time to time, including our Form
10-K for the fiscal year ended January 31, 2006. These documents are available on the SEC Filings section of the Investor
Information section of our website at www.salesforce.com/investor.
Any unreleased services or features referenced in this or other press releases or public statements are not currently available
and may not be delivered on time or at all. Customers who purchase our services should make purchase decisions based
upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these
forward-looking statements, except as required by law.

Ron Papas
SVP, Business Development
rpapas@informatica.com

Informatica at a Glance
Founded:

Market share leader (Gartner Dataquest)

1993

Headquarters: Redwood City, California

Customers:

2,600+ Direct
2,000+ OEM

Employees:

1,100+

Offices:

North and South America,

Europe, Asia Pacific

83 of Fortune 100

Revenue:

$267 million (2005)

30,000 members in Developer Network

Thousands of trained 3rd party consultants

Our Customers Are Leaders in Every Industry

Financial Services

Our Singular Focus

and Insurance
Data Integration
Healthcare and
Our
Focus
LifeSingular
Sciences

Products and Services

Our
Mission
Data
Integration Products and Services

Manufacturing

Help enterprise customers implement a data services architecture to

Our Retail
Mission
andgain the most business value from their data assets
Services
Help enterprise customers implement a data services architecture to
gain the most business value from their data assets
Transportation
and Distribution

Common Design Patterns Enabled by Informatica

Data Migration from on-premise data stores to Salesforce
SAP

Oracle eBusiness
Sales History
Customer Master
Business Warehouse

Financial Summary

Account Management
Pipeline and Forecast

Enterprise DW

Siebel
Account Management
Pipeline and Forecast

Common Design Patterns Enabled by Informatica

Data Synchronization between ERP Apps & Salesforce
SAP

Oracle eBusiness
Sales History
Customer Master
Business Warehouse

Financial Summary

Account Management
Pipeline and Forecast

Enterprise DW

Siebel
Account Management
Pipeline and Forecast

Common Design Patterns Enabled by Informatica

Data Warehouse creation or replication from Salesforce
SAP

Oracle eBusiness
Sales History
Customer Master
Business Warehouse

Financial Summary

Account Management
Pipeline and Forecast

Enterprise DW

Siebel
Account Management
Pipeline and Forecast

Common Design Patterns Enabled by Informatica

Cleansing of Salesforce data
SAP

Oracle eBusiness
Sales History
Customer Master
Business Warehouse

Financial Summary

Account Management
Pipeline and Forecast

Enterprise DW

Siebel
Account Management
Pipeline and Forecast

Leveraging Web 2.0 Standards and the SFDC API

Informatica has built a native connector to Salesforce
Supports Partner WSDL
Codeless interface
Metadata driven
High performance
Built-in security & encryption
Operates in Batch, Change or Real-time modes
Drag & drop connectivity to
Enterprise Apps:

SAP, PSFT, Oracle, JDE, Siebel

Message buses:

IBM MQ, MSMQ, JMS, Tibco, WebMethods

Legacy stores:

Mainframe and AS400 databases

Unstructured data:

Excel, word, pdf, HPAA, HL7, SWIFT

Enables Salesforce Data Quality Assessment & Cleansing

Pitfalls of Integration and How to Avoid

Quick & dirty solution
Not using a flexible, extendable, and re-usable solution
Not using a reputable product/company

Integration challenges experienced in Salesforce deployments are very

similar to those found in other application integration projects.
Informatica has helped thousands of companies resolve those
challenges and gain business value from their data assets over the
past 10 years

10

Time and Cost Estimate to Integrate with

Salesforce using Informatica
0% time spent on mechanics of AppExchange API
Minimal time spent on development of mappings (GUI interface)
Hours or days

Majority of time spent on design & architecture

Days or weeks

Informaticas PowerCenter product is metadata driven, and all design

patterns built with it are highly re-usable and sharable

11

DEMO: PowerCenter and Salesforce Integration & Cleansing

Migrate data from Oracle

into Salesforce

Migrate and cleanse data from

Salesforce into Oracle

Update Salesforce with

clean data from Oracle

12

Deborah Scharfetter
Vice President, Products
deborah.scharfetter@aboveallsoftware.com

13

Above All Software

Leader in providing composite
application solutions
Have worked with salesforce.com since
2002
Recently won top award at the Global
Integration Summit in Boston

INDUSTRY: Software
EMPLOYEES: <100
GEOGRAPHY: Primarily North
America
PRODUCT(S) USED: SFA,
Service & Support, on
AppExchange

14

25+ Years Of Asset Proliferation

Data
Redundancy

Business Process
Fragmentation

SaaS

Legacy

RDBMS

80s

ERP

Client
Server

ERP

Legacy

RDBMS

Legacy

90s

Client
Server

RDBMS

2000s

Era
Assets Proliferate But Rarely Get Replaced
15

Todays Business Reality

Product

Order
Management

Opportunity
Management

Pricing

Customer-Facing Employees

Cant Get Information They Need to Meet the Needs of the Customer

Multiple, Repetitive Manual Operations

Errors in Manually-Entered Data

Cant Use Information to Increase Revenues or Create New Opportunities

16

Composite Applications Are Enterprise Mashups

Composite Application Example:
Processing a Customer Order

The enterprise incarnation of a

mashup

Combines business
functionality from multiple
applications via business
services

A form of integration

A form of application
development

Supports many different styles

of integration

Interactive
and
Transactional

Single
Application
Leverages
business
logic

Close
Opportunity

Non-invasive

Available to
Promise

Verify
Address

Create
Order

How one derives value from a

SOA

17

Common Design Patterns for Composite Applications

Extend salesforce.com to
leverage functionality from
other, harder-to-use, systems

Work with services and

transactions, not just data

Focus on human interaction

Focus at the business service

level

Eliminate unnecessary data

redundancy

Enables real-time response

from multiple systems

Support n-way integration,

not just point-to-point

Provide support for any style

of technology

18

Leveraging Web 2.0 Standards & the AppExchange API

Enterprise mashups = composite

applications
Designed from the ground up to support
Web services and related standards
Have supported AppExchange API from the
outset of the Company

Provide interfaces for other applications that

simulate the easy-to-use nature of
AppExchange API.
Enable multi-channel deployment

Provide specific Knowledge Pack for

salesforce.com
Enables rapid composite application assembly and
deployment

Richer or Smarter clients

Web clients
Embedded clients
Web Services

Enabling Rich Internet Applications

Provide transparent security into application

portfolio

19

Pitfalls of Integration and How to Avoid Them

How do you avoid data
inconsistency?
Minimize data redundancy

How to ensure consistency where

data must be replicated?
Ensure there is only a single point of
data entry

How can users minimize

information latency?
Provide real-time access
Support multiple channels of
deployment

How do you avoid ongoing

recurring maintenance costs as
applications evolve?

How do provide an application

upgrade within your integration?
Define mashups at the metadata
layer to support safe upgrades at
the application layer

How do you keep integration

costs under control?
Leverage proven methodologies:
Mine, Refine, Assemble, Deploy

How are you optimizing the user

experience and maximizing
adoption?
Provide a visual means to interact
with the information systems

Dont hand-code point-to-point

integrations

20

Time and Cost Estimate to Integrate with Salesforce

Example: PGP Corporation

Problem

Reconciling Manual Data Entry Processes

Across Disparate Systems

Impact

Slower Credit Approvals

Lost Productivity Correcting Errors

Implementation
Implementation Effort
Effort

Solution

Used Dunn & Bradstreet to Create One

Common Truth for Customer Accounts
Across Oracle and salesforce.com

2 person weeks

Above All Confidential and Proprietary

21

Demonstration of their clicks not code solution

22

TIBCO Software, Inc

Dean Hidalgo
TIBCO Product Marketing
dhidalgo@tibco.com

23

TIBCO Software
A leading provider of SOA,
business integration and process
management software
20+ years of delivering leading
software products and services
2,500+ customers, 175 partners

INDUSTRY:
Software Infrastructure
EMPLOYEES: 1500
GEOGRAPHY: Global,
HQ : Palo Alto, CA
# USERS: 500 (TIBCO internal)
PRODUCT(S) USED: SFA,
AppExchange applications

24

Common Design Patterns that you enable with

your solution
Access data in legacy
systems (custom, mainframe)

Pre-built salesforce.com palette

Real-time data synch

AJAX Rich Internet Applications

Event processing/correlation

References:

Service Oriented Architecture

CISCO

Modular services for reuse

Symantec

Composite app assembly

Internally at TIBCO

Pre-built design templates

Capture/leverage business
best practices
Over 175 Adapters
Extensibility using SDK

25

Leveraging Web 2.0 (and other) Standards and the

AppExchange API
Key goal is to drive
SOA related standards that
address:
Events
Reliable
Messaging
Monitoring and
Management
Security
Service Description
Orchestration
Distributed Service
Deployment
AJAX Rich Internet
Applications

TIBCO Area of Focus

Committee Participation

Reliable
Messaging

WS-ReliableMessaging

Events

WS-Eventing

Alerts/Notifications

WS-Notifications

Addressing

WS-Addressing

Security

WS-Security

Management and Monitoring

WSDM (Distributed
Management)

Orchestration

WS-BPEL

Description

WSDL 2.0

Transport

SOAP 1.2

Java Business Integration

JBI (JSR 208)

Transactions

WS-TX (Transactions)

Security

WS-SX (SecureExchange)

26

Pitfalls of Integration/SOA and How to Avoid

Eliminate hard wired, point-to-point application interfaces

Use standards but evaluate carefully to ensure maturity and benefits

SOA is more than just Web services

Use Web 2.0 standards (e.g., AJAX)

Architect and plan for enterprise-scale SOA

Create loosely coupled connections via SOA

Separate technical services from business services
Determine level of service granularity that will achieve maximum reuse

Performance/scalability
Extend service reuse across departmental boundaries
Use platform neutral approach to address app platform heterogeneity

Establish services governance

Security/policy
Registry/repository

27

Time and Cost Estimate to Integrate with

Salesforce using TIBCO Software
Shorten implementation cycles to weeks
rather than months
Leverage
Out of the box templates and services
Custom Salesforce adapter
Proven methodology and Approach
( CISCO and Symantec )

28

TIBCO SOA Reference Architecture

TIBCO Integrated Services Environment (ISE)
Services Construction & Orchestration
Custom Apps
J2EE/.NET

Packaged App
Adapte
r

Existin
g
Service

New
Service

Trading
Partner
Services

Mainframe
Adapte
r

WS

Data
Integratio
n
ETL &
JDBC

WS

TIBCO Services Backbone & ESB

Core ESB Services
Web
Service
s
SOAP
WSDL
HTTP

TIBCO
Repository

Data
Transfor
m
XSLT

Service
Intelligent Runtime
Routing
Container
Subject
Content

Event Services
Transactions
XA JTA

Cross
Referencing

Exception
Handling

Security

Audit &
Logging

WSS SSL

TIBCO Distributed Messaging Bus

(EMS, Rendezvous)
Multi-Protocol Message Translation (HTTP, MQSeries, any JMS)

UDDI
Registry

Security &
Policy

Services Governance

TIBCO
Portal
Services

TIBCO
Rich
Clients

User Interaction

TIBCO Management & Monitor

29

Service Creation and Orchestration

Abstraction
of multi-step
business
processes

Drag and drop

resources with
zero coding

Integrate with:
Packaged
applications (e.g.,
Oracle Financials,
SAP, etc.)
Custom
applications (J2EE,
.NET, etc.)

Rich library of
pre-built
activities/tasks

Mainframe (CICS,
IMS, COBOL, etc.)
Over 175 adapters

30

Enriching Salesforce Using AJAX at TIBCO

Customized user
interface for
Salesforce using
TIBCO General
Interface
Tailored to specific
needs for TIBCO
employees
Exposes services
that can be reused
as part of SOA

31

Demonstration of the TIBCO clicks not code solution

32

Simon Peel
SVP Integration Strategies
speel@castironsys.com

33

Cast Iron Systems

The only NO-SOFTWARE integration

solution built especially for
salesforce.com

34

Common Design Patterns

Technical Design Patterns
Data synchronization in real-time
Data migration to salesforce.com
Data extraction for reporting &
dashboards

Business Design Patterns

Customer Master, Product Master, Pricing...
Connect Sales with ERP & back-office systems
Link SupportForce with internal tracking systems

35

Leveraging Web 2.0 Standards & the AppExchange API

AppExchange Web services API v8.0,
AJAX, SOAP, WSDL, XML, BPEL, XPATH,
XSLT, HTTP(S), SMTP, FTP, POP3, JDBC, etc.
Support for both Partner and Enterprise WSDLs
Pre-configured connectors for speedy project completion
Pre-built customer/product master integration
Simple drag & drop access to all salesforce.com objects
Built-in session management
Automatic logon, session caching, automatic session renewal
Support for multiple concurrent salesforce.com instances

36

Pitfalls of Integration and How to Avoid

(1) Program using complex integration tools

(2) Program using development tools

salesforce.com

salesforce.com

Complex
Experience
Simple Experience
Install
and maintain multiple software
One device

Custom
Code
components

Write
& rewrite integration code
No
coding

Java
Visual Basic
C++, SQL

Relyexperts
on middleware experts
No
Use multiple
One
console tools to track integration health
Application 2

Application 2

37

Time and Cost Estimate to Integrate with

Salesforce using Cast Iron Systems

Subscription Pricing Starts at $2.5K/month and Implementation is On Our Dime

38

Clicks Not Code Demo: Synchronizing Customer

Master Data with ERP

Customer Master Integration: ERP to CRM

What The Integration Appliance Does

ERP
Cast Iron Integration Appliance

39

QUESTION & ANSWER

SESSION
Moderated By:
CINDY WARNER
SVP, Global Integration Services
Salesforce.com

Ron Papas
SVP, Business Development

Deborah Scharfetter
VP, Products

Dean Hidalgo
TIBCO Product Marketing

Simon Peel
SVP, Integration Strategies
40

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