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 enterpriseBusinesses of every shape and size are using cloud to gain rapid access to

world-class IT capabilities (resource pooling, rapid elasticity, resource pooling,

measured service, cost predictability, agility, rapid implementation, etc).

Cloud

Orchestration

SaaS

PaaS

BPaaS

IaaSAaaS

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 ThingsDigital transformation and The Internet of Things will beckon companies to revise

business models and integrate evolving technologies. The technology ecosystem

for enabling digital engagement and the Internet of Things is highly fragmented.

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’sREST API’s

A world of API’sA new way of application development and integration. Moving towards a loosely

coupled, componentised (API) architecture. A composite application model

leveraging interdependent products and services provided through a network of

partners.

Application as a

set of micro

services

Business Layer

Data

Layer

Monolithic Application

Application as a

set of micro

services

Cloud

Fail quickly!Real-time DevOps. Early adopters of real-time DevOps have the opportunity to

profoundly impact their IT shop, accelerating IT delivery, improving quality, and

better aligning with the business.

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

DevOps Disciplines

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 RealityGuy Murphy

l All contents Copyright © 2014, MuleSoft Inc.9

Our mission

To connect the world’s applications, data and devices


New Enterprise landscape is highly fragmented

MuleSoft provides a connectivity platform that

fundamentally changes the way companies

drive competitive advantage


Some of our customers


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


Drive exceptional business agility by connecting

assets to audiences


Traditional integration only goes part of the way…

Traditional

Integration & SOA


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


The winning solution

Unified connectivity

SOA, SaaS, APIson one platform

Hybrid ready

Write once, deploy anywhere

Low friction

Designed for ease of use and deployability


Legacy modernization, Web services

• Data Synchronization

• Process

Orchestration

• Batch Loading

• Mobile Apps

• Internal APIs

• B2B

Anypoint Platform:

The only unified connectivity platform


Bimodal IT architecture at a Global Pharma

Unified connectivity

SOA SaaS APIs

on one platform

Unified

connectivity

Mo

de

1M

od

e 2

Source: Gartner report June 2014 “How to use hybrid integration platforms effectively”


Anypoint Platform:

Designed for hybrid deployments

Gartner: MuleSoft is the only leader in both

iPaaS and on-premises markets


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)


MuleSoft drives exceptional business agility

Metric Versus Custom CodeVersus Legacy

Platforms

Speed to launch new initiatives

4X to 10X Faster

Example: Large SaaS companylaunches new micro services in 3weeks instead of 3 months

3X to 6X Faster

Example: Product dev sprints at Financial services firm have been squeezed from many months to 4 weeks

Speed to launch new APIs, services, integrations

5X to 20X Faster

Example: Tech companyonramps new partners in 72 hrs vs. 3-6 mos

2X to 4X Faster

Example: Tech company cut 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 entertainment companydeployed MuleSoft in just 5 to 6 days instead of the 2 months it took with the previous platform

Productivity Improvement

5X to 20X Improvement

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 than before by using MuleSoft to replace legacy systems from ~200 acquisitions


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

l All contents Copyright © 2014, MuleSoft Inc.

Thank you

CloudMixOverview

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


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 MuleSoft across

leading cloud applications providers

• Industry tailored business processes and capabilities,

including Tweet to Cash

• Rapid deployment leveraging Deloitte accelerators

tailored for CloudMix implementations.


• 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 PropositionGet 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

Interaction Efficiency

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 (%, $)


CloudMix | Target Market

CloudMix targets:

o Enterprises looking to replace legacy

on-premise systems with scalable,

agile, leading processes and

applications

o Business Units looking to deploy cloud

applications and connect to parent

“mother ship” on-premise systems

o M&A transactions - Pre-IPO start ups

looking for scalable solutions and

business processes

o Industry tailored solutions to fulfill end

to end business process. Industries

include TMT, 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

• UsersData Migration

Entities

AccessMethod

• 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


CloudMix | Capabilities By Process

IT

ManagementMarketing FulfillmentSales Customer ServiceFinance

• Social Media

Management

• Lead

Management

Ca

pa

bil

itie

sC

lou

d P

rovid

ers

• 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

Ac

tivit

ies

• 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

OrdersProducts,Base Price

Install Base,Service Contracts

Accounts, Contacts

OrdersProducts,Base Price

Install Base,Service Contracts

Quote Price

Real- time

Legend:

CloudMix | Integration Points


High-Level: Lead to Cash Process

Ma

rke

tin

g

Re

pC

us

tom

er

Sa

les

Re

pS

ale

s

Ma

na

ge

r

Pro

vis

ion

Ma

na

ge

r

Co

lle

cti

on

s A

ge

nt

Se

rvic

e

Re

p

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

CapabilityFramework 1.0


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

Framework 1.0 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

IDMInvoice

Management

Revenue

Recognition

and VSOE

Electronic

Software

Delivery

Order

Management

Inventory

Management

Integration

Platform

Case

Management

Knowledge

Management

Self-Service

Fulfillment Customer ServiceFinance

Credit

Management

Entitlement

Management

Price

Management

Quote

Management

Proposal

Management


CloudMix | Pre-Configured SolutionPre-Configured Solution comprises of the following:

2

1 Custom Code LibraryThis 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


CloudMix | FrameworkProject 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

CloudMix Walk-

Through


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-

Service360 View


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 Approved Quote to

Order

Order Fulfillment,

Invoice and Payment

Web Self-Service 360 ViewOpportunity to Quote


2. Opportunity to Quote

Lead is converted to Opportunity Quote is created for the Opportunity

1 2 3 4 5 6


Order

Order Fulfillment,

Invoice and Payment



3. Approved Quote to Order

Configure Quote

1 2 3 4 5 6

Price Quote Approve Quote

Generate Proposal Convert Quote to Order


Order

Order Fulfillment,

Invoice and Payment


Approved


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


Order

Order Fulfillment,

Invoice and Payment


Pending billing


5. Web Self-Service

Case captured from the WebCase Resolution in SDFC

1 2 3 4 5 6


Order

Order Fulfillment,

Invoice and Payment



6. 360 View

4 5 6

Order Fulfillment,

Invoice and Payment

Web Self-Service 360 View

Conversation

Lead and Opportunity

Quote

Order

Case

Asset


“The power of Two”

Partnering with purpose and connecting Africa

The 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

PartnershipBenefit to

Clients

Sustainable solution for the

client incorporating Industry

leading tools and best practices

Accelerate timeline by bringing

available solution offerings

customised to 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

Thys Bruwer

Director:

Leader Delivery Services

Contact: +27 (0)83 441 2457

[email protected]

Gys Hyman

Director:

Leader Technology Integration

Contact: +27 (0)83 303 5623

[email protected]

Freddy du Toit

Senior Manager

Integration Leader

Contact: +27 (0)83 628 4484

[email protected]

Robbie Quercia

Director: Strategic Business

Development

Contact: +27 (0)83 263 6339

[email protected]

James McLaren

Associate Director

Leader: Sales Force Dot Com

Contact: +27 (0)78 423 7068

[email protected]

Clayton Sammuller

Regional Manager – Emerging

Markets

Contact: +44 78 01264 607

[email protected]

mailto:[email protected]





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Questions?

Partnering with purpose and connecting Africa

Impact. Innovation. Flexibility. Value. Leadership.