Informatica Cloud Data Integration Solutions for

Salesforce CRM and force.com

Maximize the Value of Your salesforce.com Investments

W H I T E PA P E R
This document contains Confidential, Proprietary, and Trade Secret Information (“Confidential Information”) of
Informatica Corporation and may not be copied, distributed, duplicated, or otherwise reproduced in any manner
without the prior written consent of Informatica.

While every attempt has been made to ensure that the information in this document is accurate and complete, some
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The incorporation of the product attributes discussed in these materials into any release or upgrade of any
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Protected by one or more of the following U.S. Patents: 6,032,158; 5,794,246; 6,014,670; 6,339,775; 6,044,374;
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This edition published November 2009.

 White Paper

Table of Contents
Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2

The Growth of Cloud Computing . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

Cloud Data Integration Challenges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Current Cloud Data Integration Approaches . . . . . . . . . . . . . . . . . . . . . . . . 5

Evaluating the Options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5

The Preferred Alternative: Data Integration as a Service . . . . . . . . . . . . . . . . . . . . . . . . . . 5

The Informatica Cloud: The Best Choice for salesforce.com Customers . . . . 6

Informatica Cloud Services . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6

Informatica Cloud Platform . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Informatica PowerExchange for Salesforce CRM . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

The Informatica Cloud in Action . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

BAX Global . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Lincoln Financial Group . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9

Monster.com . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10

Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 1
 Executive Summary
It’s no surprise that cloud computing is considered to be a top strategic technology trend.
Software as a service (SaaS) applications like Salesforce CRM and platform as a service (PaaS)
technologies like force.com are faster to deploy, simpler to upgrade, and less expensive than on-
premise equivalents.
The rapid adoption of Salesforce CRM and force.com has resulted in more fragmented data
scattered across the cloud. To make the most of your company’s investments in Salesforce CRM
and force.com, you need to make sure that the data within these solutions is accurate, complete,
and up-to-date. It must be available precisely when your end users need it. And data must be fully
synchronized with data in your on-premise applications and databases, and with data in other
cloud-based applications you may be using.
Your organization needs to remain in control of your data assets and able to access, integrate,
and trust them—wherever they are. Data “in the cloud” must integrate seamlessly with data in on-
premise applications and databases, as well as with any other cloud-based applications you may
be using.
As a salesforce.com customer, you need a robust and flexible cloud data integration solution that
doesn’t demand extensive or sophisticated IT support to implement and manage. This white paper:
• Describes the advent of cloud computing and its resulting cloud data integration challenges
• Outlines current approaches to cloud data integration and describes why data integration as a
service is the best approach for salesforce.com customers
• Introduces the Informatica® Cloud, a suite of purpose-built cloud services for integrating
Salesforce CRM data and one-of-a-kind PaaS capabilities that extend the reach of Informatica’s
market-leading data integration platform to the cloud
• Demonstrates how real companies have used the Informatica Cloud to maximize their
investment in Salesforce CRM, resulting in more sales, higher customer satisfaction levels,
greater levels of operational efficiency, and lower costs

2
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The Growth of Cloud Computing

At the 2009 Gartner Symposium/ITxpo, Gartner, Inc. analysts identified the top 10 strategic
technologies and trends for 2010. Cloud computing is at the top of the list.1
There are three main types of cloud computing technology:
1. Software as a Service (SaaS) provides business users with cost-effective, multitenant
solutions that are easy to provision, easy to manage, and easy to use.
2. Platform as a Service (PaaS) allows developers and IT to build custom applications and run
them in the cloud.
3. Infrastructure as a Service (IaaS) provides IT with an economical infrastructure that offers
virtually unlimited server and storage resources that can be provisioned as and when required,
on a “pay as you go” or standard licensing approach.
As companies continue to look for ways to contain costs and gain more flexibility in their IT
infrastructures, cloud computing applications and platforms, such as Salesforce CRM and force.
com, offer substantial benefits, including:
• Rapid implementation. With no hardware or software to deploy and manage, cloud-based
applications minimize the demand on IT resources and speed time to production.
• Economical pricing. Subscription-based services mean businesses pay only for the resources
they use and readily monitor their use to quantify return on investment. This makes cloud-
based applications and platforms more affordable upfront and easily scalable.
• Flexibility. Customizing multitenant SaaS applications to adapt to customer requirements
takes place through configuration, not coding—something end users often can handle with
minimal training.

1
Gartner, Inc., “Gartner Identifies the Top 10 Strategic Technologies for 2010,”
Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 3
http://www.gartner.com/it/page.jsp?id=1210613, (October 20, 2009).
 Cloud Data Integration Challenges
The rapid adoption of Salesforce CRM and force.com has resulted in more fragmented data
scattered across the cloud. To make the most of your company’s investments in Salesforce CRM
and force.com, you need to make sure that the data within these solutions is accurate, complete,
and up-to-date. It must be available precisely when your Salesforce CRM and force.com users
need it. And data must be fully synchronized with data in your on-premise applications and
databases, and with data in other cloud-based applications you may be using.
Your organization needs to remain in control of your data assets and able to access, integrate, and
trust them—wherever they are. Data integration issues can impede your company’s success with
Salesforce CRM and force.com. They can delay and inhibit user adoption. Industry analysts report
that integration issues are software IT decision makers’ top concern about SaaS and the main
reason they hesitate to adopt it.2
Most SaaS implementations (like Salesforce CRM) begin at a departmental level driven by a
specific line-of-business need, later expanding to other departments or to an enterprise level.
Because each department stores its own business-critical data in various backend systems,
small SaaS deployments typically have simple integration requirements that can be met with
point solutions implemented by the application administrator or a systems integrator with minimal
IT support.
Larger SaaS application and cloud infrastructure deployments (like force.com) have more complex
integration requirements and must fit into a company’s enterprise integration architecture. As a
result, they require close collaboration between IT and the business. These deployments must be
implemented, integrated, and managed by IT using more sophisticated technology.
Regardless of the size, every Salesforce CRM and force.com deployment requires:
• Loading data. Legacy backend systems usually contain all the operational and historical
data needed by end users. Access to relevant, timely, trusted information from these systems
significantly improves Salesforce CRM and force.com adoption and value.
• Synchronizing data. With more data moving to the cloud, companies need to maintain current,
accurate, and real-time synchronization with backend systems and in-house databases to
ensure secure, reliable visibility into critical information at all times. This is especially critical
with data that changes every day, throughout the day, such as customer, sales, inventory, and
product information.
• Extracting data. Whether it’s a backup and compliance requirement or a business intelligence
system designed for historical reporting on data from multiple systems, companies need to
extract, transfer, and replicate cloud-based data to other systems.

2
Pease, Robert, “Want SaaS? Get Integration First! Data Integration Barriers Must Become a Thing of the Past,”
4 http://www.destinationcrm.com/Articles/Web-Exclusives/Viewpoints/Want-SaaS-Get-Integration-First-51857.aspx,
(December 10, 2008).
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Current Cloud Data Integration Approaches

As a mature provider of SaaS applications and cloud-based platforms, salesforce.com provides
customers and vendors with a Web service-based API for cloud data integration. Salesforce.com
customers must then decide which cloud data integration approach is best for their business
based on such factors as the size of the company, the availability and sophistication of in-house
IT resources, the size and complexity of the Salesforce CRM or force.com deployment, and the
data volumes they need to process.
The three most common cloud data integration approaches for salesforce.com customers are:
1. Hand coding. Whether done in-house or by consultants, hand coding a cloud data integration
solution may seem a quick fix at first. But hand coding can quickly become time consuming,
error prone, and very expensive to maintain.
2. On-premise integration platforms and tools. These are installed inside a company’s firewall
on a server or an appliance provided by a vendor, then maintained by IT. Companies that
have a skilled systems integrator or IT developer/manager often choose this approach.
3. Data integration as a service. This type of data integration takes place in the cloud and is
maintained by the integration vendor. Data integration as a service is ideal for organizations
with limited IT resources and/or those relying on a Salesforce CRM administrator or a
business analyst to perform and manage the integration.

Evaluating the Options

Salesforce CRM requires specialized integration services to allow smooth, trouble-free
operations across corporate firewalls. Yet Salesforce CRM is typically managed by nontechnical
line-of-business users in sales, marketing, human resources, and customer support
organizations in small and midsized companies. This means that end users, who have only the
most basic IT skills, often must be able to use Salesforce CRM with minimal IT support.
Traditional integration options such as hand coding or on-premise integration tools tend to
be a poor fit for salesforce.com customers. Most salesforce.com customers lack sufficient IT
resources to respond to every business request. It can take an overloaded IT professional weeks
or even months to hand code a data integration solution or fully implement an on-premise
data integration solution. Furthermore, hand coding or on-premise integration tools exceed the
minimal expertise of the line-of-business employees who generally manage Salesforce CRM.
Although many SaaS projects start at a departmental level with simple integration requirements
in their initial phase of deployment, it is common for the integration complexity to grow as
end-user adoption increases and the SaaS application becomes part of a broad enterprise
architecture.

The Preferred Alternative: Data Integration as a Service

Data integration delivered as a service is the best option for salesforce.com customers. True
data integration as a service solutions should extend the major advantages of cloud computing
to data integration:
• Pay as you go and pay for only what you use—pricing is flexible and affordable.
• Get up and running quickly to deliver value to the business faster.
• Eliminate costs associated with buying and maintaining hardware and software.

Data integration as a service solutions must also robust and flexible. Whether you want to move
data into or out of the cloud, or manage data within the cloud, or from one cloud application to
another, the solution your company chooses should give you the greatest flexibility for accessing,
integrating, and trusting cloud-based data.
Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 5

Informatica Cloud Services
• Deployed by more than 400 Salesforce
CRM customers of all sizes
• Voted “Best Data Integration Tool of
2008” on the AppExchange for their ease
of use
6
The Informatica Cloud: The Best Choice for
salesforce.com Customers
Informatica pioneered cloud computing for data integration. And Informatica has worked together
with salesforce.com as a partner since 2005. As such, Informatica has developed complete
portfolio of data integration solutions that enable salesforce.com customers to ensure data
accuracy, improve business decisions and operations, and derive maximum value from their
Salesforce CRM and force.com investments.
The Informatica Cloud maximizes the benefits of your Salesforce CRM and other SaaS
applications—not just today, but in the future as your business needs, technology, and data
integration challenges grow and change.
The Informatica Cloud delivers true SaaS, multitenant applications that automate moving,
monitoring, and synchronizing data between cloud-based applications, like Salesforce CRM, and
backend systems.
The Informatica Cloud is comprised of:
1. Informatica Cloud Services, a set of turnkey cloud data integration applications delivered as
a service
2. Informatica Cloud Platform, a powerful and flexible cloud data integration platform
With the Informatica Cloud, you need only launch your preferred Web browser and log in to
integrate data from your Salesforce CRM system, on-premise databases, or other business
applications. You can also develop custom integrations, including source-to-target mappings and
complex functions, and run them as custom Informatica Cloud Services.
Informatica Cloud Services
These services are specifically designed to meet the data integration needs of line-of-business
users. Based entirely “in the cloud,” Informatica Cloud Services make integrating Salesforce CRM
and on-premise data quick and easy. They are designed to work “out of the box” to integrate
Salesforce CRM data with a variety of common on-premise systems and databases.
Informatica Cloud Services are the fastest way for business users to execute such data integration
tasks as loading, replicating, or assessing the quality of data. They require very little training to
set up and administer. Best of all, they coexist with and complement any data integration tool or
method Salesforce CRM and force.com customers may already be using.
For CRM administrators looking to quickly migrate, synchronize or replicate their cloud-based data
with on-premise systems, Informatica has developed four turnkey data integration cloud services:
1. Informatica Data Loader Cloud Service. This free service automates the loading and extraction
of data between Salesforce CRM, flat files, and relational databases.
2. Informatica Data Synchronization Cloud Service. This service delivers data loading and
extraction capabilities. It also automates everything from simple to complex multistep
integrations between various cloud and on-premise systems.
3. Informatica Data Replication Cloud Service. This service automates the replication or
archiving of data from Salesforce CRM or a on-premise database to csv files, databases, or
Google spreadsheets.
4. Informatica Data Profiling Cloud Service. This service measures and monitors data quality in
the Lead, Opportunity, Contact, and Account objects within Salesforce CRM.
 White Paper

Informatica Cloud Services expedite time to value by eliminating hand coding completely. Simple
Web-based set-up wizards and drag-and-drop functionality (see Figure 1) empower Salesforce
CRM administrators to create their own complex automated data transformation tasks in a matter
of hours—with minimal help from IT.

Figure 1. Use a simple wizard to automatically map like fields between source and target, apply filters, and set
synchronization schedules—all from a Web browser.

Informatica Cloud Services are fully automated. Once a Salesforce CRM administrator creates and
schedules a job, these services handle all the steps needed to keep data consistent and current.
This automation minimizes errors while freeing IT staff to work on other things. It also ensures
results are as timely as they need to be--administrators can easily schedule jobs to run daily,
hourly, or by the minute for real-time synchronization, or less frequently for less time-sensitive
scenarios. Administrators can even create sequences of jobs in which the results of one drive the
next, for faster response to shifting business conditions.

Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 7

“The Informatica Cloud Platform
gives us the power and flexibility to
meet enterprise requirements and
deliver solutions to nontechnical
business users.”
— Michael J. Urban
Managing Partner, ITB Consult
8
Informatica Cloud Platform
The Informatica Cloud Platform opens up the multitenant architecture of Informatica Cloud Services
and exposes the power and flexibility of Informatica’s market-leading data integration platform to
the cloud. Whether it’s developing and running custom source-to-target mappings or advanced
functions such as stored procedures, business users and IT can collaborate in building and sharing
their work in the cloud as custom data integration Cloud Services.
The Informatica Cloud Platform consists of:
• Development and collaboration services that allow developers to create reusable data
integration tasks (e.g., mappings and mapplets), publish them as cloud services and run them
within them as custom Informatica Cloud Services
• Administration services that allow business users to schedule and automate integration tasks, as
well as manage users and track performance
• Connector services including a secure agent that reaches through the firewall to deliver powerful
cloud-to-on-premise data integration, such as Salesforce CRM to Oracle, or Salesforce CRM to JD
Edwards, as well as cloud-to-cloud data integration.
• A multitenant repository that ensures all upgrades are delivered seamlessly and customers
benefit from frequent releases.
• A sandbox environment to test and develop integration tasks before running them in production.
The Informatica Cloud Platform is based on Informatica’s data integration platform. This open,
comprehensive, unified, and economical data platform enables organizations to access, discover,
cleanse, integrate, and deliver relevant, timely, trusted data to the extended enterprise—any data,
anywhere, at any time. With proven reliability, scalability, and security, the Informatica Platform can
process the largest data volumes and most complex business rules.
Leveraging the power of the Informatica Platform, the Informatica Cloud Platform offers the
convenience, usability, and flexibility of SaaS deployment and a user interface designed for the line-
of-business end user.
Salesforce.com customers can leverage the Informatica Cloud Platform to build and share custom
data integration tasks and run them as a custom Cloud Services. The result is that integration tasks
of virtually any complexity can be created and published for automatic deployment in the cloud.
Informatica PowerExchange for Salesforce CRM
For salesforce.com customers looking for a cloud data integration solution that is designed for IT
professionals and developers, Informatica offers Informatica PowerExchange® for Salesforce CRM.
This solution is ideal for organizations that already using Informatica PowerCenter®, Informatica’s
flagship data integration software, which can now be deployed on the Amazon EC2 cloud
infrastructure. Informatica PowerCenter and PowerExchange are often used to handle complex
business rules in real time and process very large volumes of data. They are deployed by many
of the largest Salesforce CRM customers around the world including Japan Post, Cisco, Dell, and
Merrill Lynch.
 White Paper

Informatica Cloud Data Integration in Action

These short case studies demonstrate how Informatica cloud data integration solutions have
helped three companies—all Salesforce CRM customers:
• Maximize their Salesforce CRM investment
• Increase sales
• Boost customer satisfaction
• Operate more efficiently while reducing costs

BAX Global
At international freight transportation and supply chain management firm BAX Global, the inside “The innovative technology makes
sales department uses Salesforce CRM to support up to 120,000 active but smaller business-
to-business accounts. Integrating Salesforce CRM with the back-end systems where BAX Global certain Salesforce CRM is up to
stores customer data would require hours of hand coding for which the IT department had no
time. Yet without that integration, the inside sales department was juggling up to 1,000 accounts date, accurate, and helps support
per representative with no detailed, real-time way to identify opportunities to cross-sell, up-sell,
high levels of data quality.”
and identify new opportunities.
BAX Global adopted Informatica Cloud Services to leverage its existing investment in Informatica
— Jeremy Dunetz
PowerCenter®, which it was using to re-engineer its legacy mainframe-based data warehouse
system. The cloud-based solution synchronizes data between Salesforce CRM and internal Regional Data Warehouse Manager,
systems such as relational databases and contact center statistics, keeps the Salesforce CRM BAX Global
data up to date and accurate, and ensures high levels of data quality. As a result, the inside sales
team can more easily spot opportunities to increase sales—resulting in a 270-percent increase in
revenues from these smaller accounts and a 12-percent increase in customer revenues overall.

Lincoln Financial Group

One of the largest financial services organizations in the United States, Lincoln Financial Group “The value from implementing
stored customer information across several different systems. This compromised the sales team’s
productivity as well as its ability to spot opportunities to cross- and up-sell products and services. Salesforce CRM is only realized
To create a reliable single view of customer relationships, Lincoln Financial chose to adopt
Salesforce CRM, but still needed an affordable way to integrate it with multiple back-end systems when Informatica moves and
with minimal burden on the IT department.
cleanses the data.”
Using Informatica PowerCenter and the PowerExchange for Salesforce connector, the financial firm
needed just three months to migrate, replicate, cleanse, and consolidate data from its master
data management system, data warehouse, and back-office systems, then synchronize it with — Joseph Mancuso
Salesforce. Today, more than 1,000 sales representatives can respond to calls faster and suggest Vice President of Infrastructure,
additional products more appropriately with easier access to accurate, relevant, timely customer Lincoln Financial Group
data. Revenues are up, and so is customer satisfaction.

Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 9

“Admins would have to be crazy not
to try the Informatica Data Loader
Cloud Service.”
— Rich Gottesman
Salesforce CRM Administrator, Monster.com
10
Monster.com
Monster.com’s MonsterTRAK division connects more than a million college students with
companies looking for interns and entry-level employees. The company needs to crunch vast
amounts of job, employer, and applicant data daily to support its pricing, promotions, and
staffing strategies.
However, with no reporting module for its Oracle data mart, MonsterTRAK’s top executives had to
ask already overworked database administrators to query the database, generate spreadsheets,
and analyze the results. This often delayed urgent decisions for weeks.
With Informatica Cloud Services, MonsterTRAK’s executives create their own detailed financial
and marketing reports every morning using the same Salesforce CRM tools that help Monster.
com’s advertising and telesales departments track their performance. It took the company’s
only Salesforce CRM administrator less than a month to import every MonsterTRAK data set
into Salesforce CRM, create and schedule jobs, and build appropriate reports and dashboards—
while still working on other projects.
 White Paper

Conclusion
Your company has made an investment in Salesforce CRM and force.com. To get the most out of
your investment and ensure line-of-business adoption, you need to make sure that your Salesforce
CRM data and the data in your on-premise or other cloud-based applications is fully integrated.
The answer is not to simply host an on-premise data integration solution or appliance originally
designed for IT users and simply call it “a cloud solution.” Integrating cloud-based application data
with on-premise systems is a new IT challenge that requires a new approach: data integration
delivered as a service, or cloud-based data integration.
Cloud-based data integration must be easy for a new type of user: someone with minimal IT
experience who needs results on demand, doesn’t want to spend a lot to get them, and can’t pull
the IT team away from other responsibilities.
Cloud-based data integration solutions must empower Salesforce CRM administrators handle
every step of the integration process themselves, with minimal help from IT. They need intuitive
dashboards, easy-to-use setup wizards, and user-friendly productivity tools. The right cloud data
integration solutions make Salesforce CRM administrators more self-sufficient and productive.
Informatica offers a unique and innovative approach to cloud data integration. With 15 years of
enterprise data integration experience, global resources, and a major R&D investment, Informatica
has developed the Informatica Cloud—a suite of purpose-built cloud services for integrating
Salesforce CRM data and one-of-a-kind PaaS capabilities that extend the reach of Informatica’s
market-leading data integration platform to the cloud.
By radically simplifying the user experience, while providing a robust, scalable data integration
solution, Informatica delivers on the promise of cloud data integration.

Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 11
 Learn More
Learn more about the Informatica Cloud. Visit us at www.informaticaondemand.com or call
888.345.4639.

About Informatica
Informatica Corporation (NASDAQ: INFA) is the world’s number one independent leader in data
integration software. The Informatica Platform provides organizations with a comprehensive,
unified, open, and economical approach to lower IT costs and gain competitive advantage
from their information assets. More than 3,600 enterprises worldwide rely on Informatica to
access, integrate, and trust their information assets held in the traditional enterprise and in
the Internet cloud.

12
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Informatica Cloud Data Integration Solutions for Salesforce CRM and force.com 13
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6938 (11/13/2009)