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SaaS IntegrationAddressing a top 3 priority for SaaS adoption

Rick NucciFounder and CTOBoomi

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Introduction

Introduction

About Boomi

The Evolution of Integration

Enterprise Cloud Strategy

Best Practices for SaaS ISV

Agenda

IntroductionThe SaaS Integration Priority

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

Top Executive Concerns Regarding SaaS Deployment and Use

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

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 BoomiMarket & Technology Leader in Cloud Integration

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

• Industry’s first & leading Integration Cloud

• 70+ ISV and SI partners

• 500+ Clients Globally

• Venture-Backed by FirstMark Capital

• Offices in Philadelphia and San Francisco

About Boomi

AWARD WINNING TECHNOLOGY

The Evolution of IntegrationFrom closed systems to self-service.

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

What exactly do we mean by “integration”?• Data Synchronization

• Keep customer information consistent across applications

• Business Process Automation• Minimize human involvement in high volume, low value tasks

• Mashup• Present unified view of data across applications on the fly

• Data Aggregation• Maintain central data store for BI/Analytics

Primary Integration Patterns

Circa 1990’sApplication Integration Spaghetti

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

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

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

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

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

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”

Enterprise Cloud StrategyThe Cloud transition is underway!

FinancialsBI HRIS

Tomorrow: Transitioning to The Cloud

SaaS Application Custom Application

SaaS Applications PaaS Application

Public Cloud

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

Aligning with CIO Cloud Strategy

• Open platform – enable experts build and publish their own connectivity

• Centralized integration development & maintenance

• Centralized integration governance

• Decentralized integration runtime

The Data Imperative

• Data transcends boundaries• End-to-end visibility is top priority• Data compliance is key

• Applications are de-centralized• Ops centralization now gets spotlight• Audits and compliance key drivers• Centralized development critical for scale

IDE & Ops Centralization

• Augment vs. “Rip & Replace”• In line with SaaS strategy, in

general• Inefficiencies will become apparent,

with greater SaaS adoption

The Role of Traditional Middleware

• Identity Integration• User Experience Integration• Process Integration• Data Integration

Long Term Vision – “Virtual Suite”

Best Practices for ISVsAPI Strategy / Strategies for Scale

Phase 1 – Your API

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

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

Phase 2 – Productization

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

Phase 2 – Productization

• Patterns of re-use will emerge across customer implementations

• Implement discovery processCross 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

2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS

Summary

• With right strategy, you will address a top 3 concern

• More perception problem than reality problem

• Multi-tenancy = foundation for integration success

• Sell faster, deliver faster, retain more!

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2010 RACKSPACE SAAS SUMMIT • OCTOBER 7, 2010 • SAN ANTONIO, TEXAS