cast iron for pros sales training
DESCRIPTION
TRANSCRIPT
1©2010 Cast Iron Systems, Inc. • Confidential
Cast Iron for PROS Sales Training
Steve Haskin
Strategic Alliances PROS
Sean O’Connell
Product & Channel MarketingCast Iron Systems
John Whiteside
Partner Success ManagerCast Iron Systems
2©2009 Cast Iron Systems, Inc. • Confidential
Agenda
Q&A
Welcome and Cast Iron Systems Update
Wrap-up and Summary
Cast Iron for PROS Sales Training
3©2009 Cast Iron Systems, Inc. • Confidential
Agenda
Q&A
Welcome and Cast Iron Systems Update
Wrap-up and Summary
Cast Iron for PROS Sales Training
4©2009 Cast Iron Systems, Inc. • Confidential
Cast Iron Systems UpdateWhat?
PROS now offers integration services$1K per month per system + $100K fixed service fee (15 interfaces)PROS is the highest level partner (Platinum) since Dec., see PR
When?Now - when prospects ask “can PROS integrate with X out of box?”“can PROS provide a fully integrated solution?”
Why?Single end-to-end solution for all integration needsCI is the #1 Cloud/SaaS & on-premise integration company“Configuration, not coding” enables “Integration in Days”Demonstrates PROS commitment to quickest TTV
How?Contact the Alliance team (Steve H. & John S.) when your prospect fits the profile above our wants a better understanding of PROS strategy around Integration
Workflow for Integrated Quoting
Confidential
Force.com Cloud
CreateQuote
Add Products
Price Products
and Provide Guidance
Negotiate Prices,
Discounts and other Terms
Approve, Sync and
SendQuote
Create Order or Contract
in ERP
PROS
Salesforce.com
Data Integration for Quoting
Confidential
Force.com Cloud
On Premises, Hosted or other Clouds
PROS for Force.com
Salesforce.com Sales Cloud
PROS Pricing Solution Suite
ERP
Accounts
Cast Iron
Orders, Contracts and Master Data
Force.com APIs
Prices
Orders, Contracts
AndTerms
CRM objects
Quote objects
Segmentation
Workflow for Configured Quoting
Confidential
Force.com Cloud
CreateQuote
Add Products
Price Products
and Provide Guidance
Negotiate Prices,
Discounts and other Terms
Approve, Sync and
SendQuote
Create Order or Contract
in ERP
PROS
Salesforce.com
Big MachinesAdd and Price
Configured Products
Data Integration Configured Quoting
Confidential
Force.com Cloud
On Premises, Hosted or other Clouds
PROS for Force.com
Salesforce.com Sales Cloud
Big Machines
PROS Pricing Solution Suite
ERP
Accounts
Cast Iron
Orders, Contracts and Master Data BOM
Force.com APIs
Prices
Prices
Orders, Contracts
AndTerms
CRM objects
Quote objects
Segmentation
9©2009 Cast Iron Systems, Inc. • Confidential
Agenda
Q&A
Welcome and Cast Iron Systems Update
Wrap-up and Summary
Cast Iron for PROS Sales Training
Cast Iron Overview
11©2010 Cast Iron Systems, an IBM Company • Confidential
Agenda
Cast Iron Overview
Demo
12©2010 Cast Iron Systems, an IBM Company • Confidential
Cast Iron Overview
Corporate Facts
Founded in 2001 by Integration
Industry Experts
Pioneered SaaS / Cloud
Integration
Unique focus on speed &
simplicity — “Integration in Days”
Thousands of customer
integrations
14 consecutive quarters of growth
96% customer retention
Patented Technology
Buzz
... The two most interesting features are the speed of integration and the ease of connectivity…
… will play a critical part in the growth, acceleration & acceptance of SaaS.
Recent Awards
13©2010 Cast Iron Systems, an IBM Company • Confidential
Cloud Application Use is Exploding
19.4% CAGR
©2010 Cast Iron Systems, an IBM Company • Confidential
14©2010 Cast Iron Systems, an IBM Company • Confidential©2010 Cast Iron Systems, Inc. • Confidential
Companies have both Cloud and On Premise Applications
And It’s Created a Hybrid World
Cloud Applications
Home-grownApplications
PackagedApplications
15©2010 Cast Iron Systems, an IBM Company • Confidential©2010 Cast Iron Systems, Inc. • Confidential
Which Demands Integration
Cloud Applications
Home-grownApplications
PackagedApplications
Integration Maximizes Value of Cloud Investments
16
Integration Maximizes Value of Cloud Investments
Needs Getting More and More Complex
Home-grownApplications
PackagedApplications
©2010 Cast Iron Systems, an IBM Company • Confidential
17
Integration Maximizes Value of Cloud Investments
Existing Solutions are Incomplete
Custom Code
People intensive
On-Demand
Rudimentary Capabilities
On-Premise
Cloud is an Afterthought
©2010 Cast Iron Systems, an IBM Company • Confidential
18©2010 Cast Iron Systems, an IBM Company • Confidential
Which Has Led to Dissatisfaction
Source: Saugatuck Technology Inc., 2010 Global User Survey; n=1793
19©2010 Cast Iron Systems, an IBM Company • Confidential
And Companies Re-evaluatingthe Cloud
20
OmniConnectCloud Integration Platform
Custom Code
People intensive
On-Demand
Rudimentary Capabilities
On-Premise
Cloud is an Afterthought
Integration Maximizes Value of Cloud InvestmentsComplete. Proven. Trusted.
©2010 Cast Iron Systems, an IBM Company • Confidential
21©2010 Cast Iron Systems, an IBM Company • Confidential
Complete Flexibility
Cast Iron Cloud2™
Virtual Appliances
Physical Appliances
Complete
Total Connectivity Complete Reusability
TIP Exchange
TIP Development Kit
TIP Community
For All Types of Projects
UI Mashups
Process Integration
Data Migration
Complete
21
22©2010 Cast Iron Systems, an IBM Company • Confidential
Complete Flexibility
Cast Iron Cloud2™
Virtual Appliances
Physical Appliances
Complete
Total Connectivity
Complete
Complete Reusability
TIP Exchange
TIP Development Kit
TIP Community
For All Types of Projects
UI Mashups
Process Integration
Data Migration
ReduceRisk
Save Up to 80% in Time & Costs
Increase Return
Save Up to 50%in Time &
Costs
22
23©2010 Cast Iron Systems, an IBM Company • Confidential
Complete Complete
Capabilities Custom Code OnDemandServices
On PremiseTools
Cast IronOmniConnect
Multiple Deployment Models
Data Migration
Batch Process Integration
Real-time Process Integration * *
Workflow * *
TIPs
Basic & SaaS/Midmarket Connectivity *
Complete Enterprise Connectivity *
Data Quality
UI Mashups
Multiple Env. Included (Dev & DR)
Template Development Kit
Web Services API Gateway
Management APIs
Automatic 24*7 Support
High Availability * *
23
* Partial Functionality
24
s Trusted
24©2010 Cast Iron Systems, an IBM Company • Confidential
25©2010 Cast Iron Systems, an IBM Company • Confidential©2010 Cast Iron Systems, Inc. • Confidential
s Proven
26
s Proven Results
Customer 1st Project Duration
SFDC – SAP360 Degree Customer View 10 Days
SFDC - PeopleSoft Billing and Invoice Integration 8 Days
SFDC – SAPCustomer and Sales Order
Integration
14 Days
SFDC– Great PlainsCustomer Master Integration 10 Days
SFDC – JD EdwardsSales Order Visibility 20 Days
SFDC - JeevesOrder to Shipment 14 Days
26©2010 Cast Iron Systems, an IBM Company • Confidential
27
s Proven Results
Customer 1st Project Duration Subsequent Project(s)
SFDC – SAP360 Degree Customer View 10 Days SFDC – QAD, Great Plains
Inventory Consolidation, M&A
SFDC - PeopleSoft Billing and Invoice Integration 8 Days
Tangier Web, SQL ServerProject and Resource
Integration
SFDC – SAPCustomer and Sales Order
Integration
14 Days SFDC – SAPSales Order and Invoice
Integration
SFDC– Great PlainsCustomer Master Integration 10 Days CEB Web Platform- Legacy
Apps Invoice Integration
SFDC – JD EdwardsSales Order Visibility 20 Days
Intacct – AvalaraInvoice Integration, Inventory
Consolidation
SFDC - JeevesOrder to Shipment 14 Days Peachtree – Custom ERP
Inventory Consolidation
27©2010 Cast Iron Systems, an IBM Company • Confidential
28
Business Problems
Competing Technologies
SAP is worldwide back-office standard for order mgmt & financials
550 seats of Salesforce.com for CRM
ERP to CRM business processes not harmonized
Need visibility of orders, shipments and invoices within SFDC
Picture here
Custom code not scalable− “We needed integration without
code development”
Providing all Salesforce Users with SAP Order Visibility
Case Study: Sales Order & Invoice Visibilitys Proven Results – Case Study
28©2010 Cast Iron Systems, an IBM Company • Confidential
29©2010 Cast Iron Systems, an IBM Company • Confidential
Cast Iron Integration Appliance used real-time, bidirectional integration
Phased approach to success:
1. Extract invoice, order status from SAP to SFDC
2. Cust. & product master sync
3. Opportunity to order sync (Phase II)
Solution
Results
SAP salesforce.com
Invoices & Sales Orders
Customer & product master
Phase I completed in two weeks
Greater visibility in SFDC = more rapid adoption by sales community
Success led to adoption by other groups – Siemens Communications
Order Visibility - Completed in two weeks
Case Study: Sales Order & Invoice VisibilityCase Study: Sales Order & Invoice Visibilitys Proven Results – Case Study
29©2010 Cast Iron Systems, an IBM Company • Confidential
30©2010 Cast Iron Systems, an IBM Company • Confidential
Manage
Demo
Run
SaaS App
WhatWhat
HowHow
Configure
31
New Integration Sales Tools!
Sales cheat sheet
Solution overviewleave-behind
Sales slides
©2010 Cast Iron Systems, an IBM Company • Confidential
32©2010 Cast Iron Systems, an IBM Company • Confidential
Summary: Cast Iron OmniConnect
Thousands of customer integrations
Proven
Trusted
Complete
Strategic integration partner for all the leading cloud and on premise providers
A single platform for all your cloud and on premise integration needs
33©2009 Cast Iron Systems, Inc. • Confidential
Agenda
Q&A
Welcome and Cast Iron Systems Update
Wrap-up and Summary
Cast Iron for PROS Sales Training
34©2009 Cast Iron Systems, Inc. • Confidential
Agenda
Q&A
Welcome and Cast Iron Systems Update
Wrap-up and Summary
Cast Iron for PROS Sales Training
35©2009 Cast Iron Systems, Inc. • Confidential
Contact
@Steve HaskinStrategic Alliances, PROS
(713) 335-5238 [email protected]
John WhitesidePartner Success Manager, Cast Iron
(650) 316-6071 [email protected]
Sean O’ConnellProduct & Channel Marketing, Cast Iron
(650) [email protected]