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Oracle and Cast Iron Systems:Delivering an Integrated CRM Experience
Agenda
• Welcome and Introductions• Oracle: The Benefits of an Integrated Business• Xchange Technology Group: Customer Case Study• Cast Iron Systems: Overview and Demo• Summary• Q&A
Speakers
• Kevin Guthrie, VP, NA Sales, CRM On Demand, Oracle
• Perry Armstrong, Director of Finance and IT, Xchange Technology Group
• Sean O’Connell, Product Marketing,Cast Iron Systems
The SaaS Market is Exploding
$12B Market by ‘11
Integration: The Achilles Heel of SaaS
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
Life Without Integration
Sales
CustomerService
CustomersCustomers
FinanceFinance
Shipping
What’s the statusof my order
What’s the statusof my order
What do I ship and where
What do I ship and where
Have my ordersbeen invoiced
Have my ordersbeen invoiced
The Benefits of An Integrated Business
Sales
CustomerService
CustomersCustomers
FinanceFinance
Shipping
Orders
Invoice Status
Order Status IntegrationIntegration
What Does Integration Look Like?See Order History in Account Detail
Info from ERP system Info from ERP system
Integration Options
Complexity/Value of Integration
Time/Cost
Cast Iron
Oracle Fusion
Target:
Midmarket
Custom Code
• Use where time and cost are top priorities
Xchange Technology Group
Perry Armstrong
Director of Finance and IT
AgendaAgenda
• About Xchange Technology Group (XTG)• Our Applications• Business Problem• Solutions Considered• Solution Selected• Why We Selected Cast Iron• Future Plans• Summary
About XTGAbout XTG
• Global business– Over 200 employees– Operating in seven countries
• Three business units– I.T. Xchange
• International distributor of secondary market personal computer and server technology
– BlueRange Technology (formerly ITX Solutions)• Delivers technology solutions to solve business challenges in mid-market organizations
– Vernon Computer Source• Focuses on the rental, lease, and lifecycle management of equipment and parts from
technology manufacturers
Our ApplicationsOur Applications
• CRM– From: Epicor, Q360, OPUS and SAM– To: Oracle CRM On Demand
• ERP– From: Epicor– To: Oracle EBS
Business ProblemBusiness Problem
• Needed to improve sales productivity to continue business growth– Silos of customer
information stored in CRM (Oracle CRM On Demand) and ERP (Epicor)
– Inaccurate, manual update process between applications
Picture here
Oracle CRM On Demand Epicor
Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
Solutions ConsideredSolutions Considered
• Manual update– Not viable
• Custom Code– Not scalable
– Too resource intensive
• Cast Iron Integration
• Oracle Fusion
Picture here
Oracle CRM On Demand Epicor
Custom CodeCustom CodeCustom CodeCustom CodeCustom Code
Solution SelectedSolution Selected
• Cast Iron– Real-time, bi-directional
integration between CRM and ERP
• Intellinex– Integration partner
Oracle CRM On Demand Epicor
Why We Selected Cast IronWhy We Selected Cast Iron
• 50% cost savings compared to custom code
• Automated, synchronized 360o view of customer information
• Ability to connect multiple databases
• Increased sales productivity
• Ease of use• Platform for future growth Oracle CRM On Demand Epicor
Future PlansFuture Plans
• Cisco Unified Communications
• Track call volumes by sales person– Proactive, regular
customer contact– Increase effectiveness of
sales calls– Ability for management to
re-assign accounts
Oracle CRM On Demand Cisco
Future PlansFuture Plans
• Eloqua– Field sales can
automatically push marketing to customers
– Put marketing capabilities into sales function
Oracle CRM On Demand Eloqua
Future PlansFuture Plans
• Oracle Advanced Pricing– Send quote and pricing
info to customers
Oracle CRM On Demand Pricing
Future PlansFuture Plans
• Oracle EBS– Replaces Epicor
• Other existing databases
Oracle CRM On Demand EBS
Lessons LearnedLessons Learned
• Plan ahead• Evaluate top priorities• Select experienced partners• Deploy in phases• Reap the rewards
©2009 Cast Iron Systems, Inc. • Confidential
<Insert Picture Here>
Sean O’ConnellProduct Marketing
©2009 Cast Iron Systems, Inc. • Confidential
Today’s Agenda
• Cast Iron Solution Overview• Live 10 Min Demonstration• Summary
©2009 Cast Iron Systems, Inc. • Confidential
Thousands of Customer Integrations
Application integration in days
©2009 Cast Iron Systems, Inc. • Confidential
The Cast Iron Approach
ConfigurationConfiguration Not CodingNot Coding
©2009 Cast Iron Systems, Inc. • Confidential
Integration in Days
On Premise Apps
SaaS / Web Apps
SaaS / Web Apps
Physical Appliances
Integration On Premise
Virtual Appliances
Integration On PremiseCast Iron Cloud™
Integration as a Service
©2009 Cast Iron Systems, Inc. • Confidential
WhatWhat
Customer Master to Accounts
Oracle EBS
HowHow
1) Configure 2) Run 3) Manage
10 Minute Demo
©2009 Cast Iron Systems, Inc. • Confidential
Summary: Cast Iron Benefits
• Rapid–Integration in Days
• Flexible–Integration as a Service or On Premise
• Proven–Thousands of customer integrations connecting
SaaS and the enterprise
Low cost, subscription-based pricing
www.castiron.com
$100 Gift Card – Act Now!
1. Call (650) 506-3505 to schedule an appointment
2. Meet with us
3. Receive $100 American Express gift card