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

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