Accelerating Cloud Computing Adoption

Developing an Integration Strategy

Speakers:
Mike West, Vice President, Saugatuck Technologies
Rick Nucci, CTO & Co-Founder, Boomi
Richard Broome, VP Operations, Host Analytics
Keri Brooke, VP Product Marketing, Host Analytics
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 Accelerating Cloud Computing Adoption:
Developing an Integration Strategy for ISVs

Mike West
Vice President Westport, CT
Program Director Phone: 203-454-3900
Cloud Research Board ™
Saugatuck Technology
How to Contact: Saugatuck Regional Sales Locations
US Locations INTERNATIONAL

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Page: 6
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Page: 7
Integration Continues as a Key Inhibitor to SaaS Adoption

Source: Saugatuck Technology, 2008-2009 global SaaS user survey n= 1788

Saugatuck Insight: Despite the widespread appeal of SaaS solutions, buyer concerns
remain, particularly around the issue of integration
Entire contents © 2008 Saugatuck Technology Inc.
All rights reserved. Chart: 8
SaaS User Satisfaction with Integration

More than half

either agree or
strongly agree
on these

Just half are

satisfied with
integration
capabilities

Source: Saugatuck Technology, 2010 global SaaS user survey n= 788

Entire contents © 2008 Saugatuck Technology Inc.

All rights reserved. Chart: 9
Today’s Presenters on Cloud Integration
Rick Nucci is the Co-founder and CTO of Boomi where he is responsible for product
management and engineering. He is considered an industry expert on SaaS & Cloud
integration , multi-tenant architecture, and API design and best practices. Rick
frequently speaks on these topics at industry and business events nationwide including
SIIA On-Demand, Interop, Defrag, SaaS University, and GlueCon and will be
presenting at the All About the Cloud Conference next month.

Keri Brooke manages Host Analytics’ marketing activities. She looks after product
marketing and also oversees lead generation, PR and Analyst Relations. Keri comes to
Host Analytics with 15 years in the CPM space, including stints in both consulting and
marketing at Hyperion and Oracle. She is a chartered UK accountant and has a BA in
Economics from the University of Sussex.

Richard Broome oversees the customer support, hosting operations, security and IT
infrastructure hosting services that Host Analytics provides to its global SaaS CPM
customer base. He joined Host Analytics as Director of Professional Services in 2004
and has overseen the development of implementation & support procedures for Host
Analytics’ SaaS offering. In addition Richard and his leadership team have implemented
and manage Host Analytics’ world class hosting infrastructure ensuring our customers
receive the most elite service levels in continuous uptime, security & performance.

Entire contents © 2008 Saugatuck Technology Inc.

All rights reserved. Chart: 10
Key Questions to Consider

What should integration matter to Cloud solution

providers? Isn’t integration an end user issue?
What kinds of integration matter?
What are the best practices?
How does a Cloud CPM provider view integration?
What specific types of integration capability does Cloud
CPM require?

Entire contents © 2008 Saugatuck Technology Inc.

All rights reserved. Chart: 11
SaaS Integration
Addressing a top 3 priority for SaaS adoption

Rick Nucci
Founder and CTO
Boomi
Agenda
Introduction
The SaaS Integration Priority
When Integration Impacts You

During your sales cycle

According to our SaaS ISV partners, 35-65% of deals

During implementation
Custom coded integrations typically the longest phase of the
implementation

During renewals
Silo’d SaaS deployed cited as top reason for cancellation
About Boomi
Market & Technology Leader in Cloud Integration
About Boomi
AWARD WINNING TECHNOLOGY

Market Leader in On
Demand Integration
Boomi AtomSphere
Launched in January 2008
Offices in Philadelphia and
San Francisco — SYS-CON
“Top 100 Cloud
Players”

500+ Clients, 11 Countries

Venture-Backed by
FirstMark Capital
What We Do
The Evolution of Integration
From closed systems to self-service.
Circa 1990’s
Application Integration Spaghetti
Circa early 2000’s

Source: BPM Institute

Roots of Integration Complexity

Closed systems + vendor priorities = API Optional

Just write to the database!
Application customization disconnected from API
Wildly disparate integration standards, invocation
models, programming styles
Today – SaaS Connectivity

Closed systems = No traction

API not optional
There is no database!
Multi-tenancy architecture forces customizations
to manifest in API
We at least agree on a few things
HTTPS, SOAP/WSDL, REST/WADL
 Today – Big Mentality Shift

Who owns the integration problem?

SaaS ISV – must solve during sales cycle
Department purchasing SaaS: “I love your
solution, show me how it connects to X”
Best Practices for ISVs
The SaaS API Blueprint / Strategies for Scale
Phase 1 – Your
API
 Phase 1 – Your API

Key Success Factors

Your API is part of your product
Owned by product management

Integrated into SDLC processes

Don’t charge extra for your API

“Oh, you wanted outlets for your electricity?”

Think self-service
Free, open access to API and documentation as part of product
evaluation

Your customers will come up with smarter uses of your API than you
will
Other API Best Practices

Version your API

Your customers won’t upgrade when you do
Make version part of URL (ex. http://myapp.com/api/3.0)

Query by last modified date critical

Very common approach to capturing changed data

Gate API with consistent batching mechanism

Avoid use of arbitrary name/value pairs
Creates reliance on documentation
Phase 2 – Productization
Phase 2 – Productization

Patterns of re-use will emerge across customer

implementations
Implement discovery process
Cross re-usability and market potential

QuickBooks, Salesforce, Great Plains > Strong Candidates

SAP > Potential challenge due to heavy customizations

Package up most popular integrations

What aspect of the integration will be unique from one customer
to the next? (e.g. Login credentials, custom fields, options,
etc…)

Bundle into your application

 Questions?

Thank You!
Rick Nucci
rick_nucci@boomi.com

Boomi
801 Cassatt Rd. Suite 120
Berwyn, PA 19312
Copyright © 2006 Boomi, Inc. All rights reserved. Boomi, Boomi On Demand, Visual Integration
Platform, Atom and AtomSphere and their respective logos are the registered or common law
trademarks, or service marks of Boomi, Inc. in the United States and other countries. All other
trademarks and service marks used in this publication are the property of their respective owners.

The contents of this presentation are confidential and should not be shared outside of the intended
audience or recipient.
 Host Analytics
The Leader in Corporate Performance Management,
delivered on demand
Richard Broome VP Operations and Support
Keri Brooke VP Marketing

Slide 33
Corporate Performance Management (CPM)

Strategic Plan

Revision Unified Budget

Database

Execute & Monitor

Slide 34
Corporate Performance Management (CPM)

Strategic Plan

Revision Unified Budget

Database

Execute & Monitor

Slide 35
Corporate Performance Management (CPM)

Revision

Execute & Monitor Unified Strategic Plan

Database

Budget

Slide 36
 Corporate Performance Market is established
Hyperion (ORCL), Outlooksoft (SAP),
Cognos (IBM) successfully moved No
CPM from departmental solutions to w
corporate wide initiatives for the
200
Global 1000 7 SaaS CPM
2003 -
2007 Consolidation
Value HYSL to ORCL
2000 –
Of BOBJ to SAP
03 BPM/CPM
CPM space starts to COGN to IBM
emerge ERP providers
BI and
Applications Concept of the needed CPM
1990’ coexisted CPM “system” to extend their
s emerges footprint.
Applications
Pre Point were IT gets
1990’s Solutions business userinvolved
Spreadsheet Financial domain Mission critical
s only analytics BI was IT systems
domain Finance
transformation
Times
Slide 37
Opportunity for On-Demand Leadership

On Premise On Demand
Leader Leader

CR
CR
M
M

HCM

ERP

CPM

Slide 38
Integration is key for vendors & customers

Numerous & Geographically Dispersed Data

Sources
Cloud to Cloud Integrations on the Rise
Leaner and Meaner IT Resources
Integration move to the end user
Repeatable low touch processes

Slide 39
What data do we integrate with?

Scorecards
& dashboards
Consolidation
Budgeting & Reporting
Planning

Single Integrated Data Schema

GL Payroll ERP Point of sale Other CRM

Slide 40
Integration options

Host Analytics user interface Host Analytics SOAP API

Slide 41
“Must haves” for integration partners

End user accessible / self service

Behind firewall integration (push)
Light footprint
Reusable / component based (library of
operations)
Secure SOAP web service support
Clear data custody – Vendor/Customer

Slide 42
Web Services Architecture

Slide 43
Web Services API

Web
Service
APIs
Clou
d

Slide 44
Process

Typical integration needs

Dimension members
Data

Slide 45
Planning Dimensions

When the decision platform is deployed the dimension

architecture is driven from customer specific COA definition.

To facilitate this process Host Analytics has developed

Enterprise Connect which packages the integration process
and automates the loading of customer dimensions

Slide 46
Planning Dimensions

This automation process leverages the Host Analytics Web

Services API’s to connect, query and extract the customer
segments from source systems for loading into Host Analytics.

Slide 47
Planning Dimensions

When the Atom is executed the customers planning

dimensions will be extracted and loading into Host Analytics

Slide 48
Fact Data Integrations

Data properties of a sample Trial Balance extract

Slide 49
Trial Balance – Automation Process

The automation process leverages the Host Analytics Web

Services API’s and Boomi packaged connectors to connect,
query and extract the customer data from their source systems

This process will typically

be run as a scheduled
task to retrieve data and
update the Host Analytics
application at a time interval
based on customer
preference

Slide 50
Examples
Standard integrations with Netsuite
Reduced activation time from 4 hours to 15 mins
Alternative Energy customer
Daily loading of over 2.5 million records 3 separate
on-premise enterprise applications
Oil & Gas customer
Integration of SaaS & on-premise enterprise
application in a single process

Slide 51
Slide 52
 Q&A

Mike West Richard Broome

Vice President VP Operations
Host Analytics
Saugatuck Technologies rbroome@hostanalytics.
mike.west@saugatech. com
com
Keri Brooke
Rick Nucci VP Product Marketing
Host Analytics
CTO & Co-Founder
kbrooke@hostanalytics.
Boomi com
rick@boomi.com
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