Download - 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
l All contents Copyright © 2014, MuleSoft Inc.10
New Enterprise landscape is highly fragmented
MuleSoft provides a connectivity platform that
fundamentally changes the way companies
drive competitive advantage
l All contents Copyright © 2014, MuleSoft Inc.11
Some of our customers
l All contents Copyright © 2014, MuleSoft Inc.12
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
l All contents Copyright © 2014, MuleSoft Inc.13
Drive exceptional business agility by connecting
assets to audiences
l All contents Copyright © 2014, MuleSoft Inc.14
Traditional integration only goes part of the way…
Traditional
Integration & SOA
l All contents Copyright © 2014, MuleSoft Inc.15
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
l All contents Copyright © 2014, MuleSoft Inc.16
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
l All contents Copyright © 2014, MuleSoft Inc.17
Legacy modernization, Web services
• Data Synchronization
• Process
Orchestration
• Batch Loading
• Mobile Apps
• Internal APIs
• B2B
Anypoint Platform:
The only unified connectivity platform
l All contents Copyright © 2014, MuleSoft Inc.18
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”
l All contents Copyright © 2014, MuleSoft Inc.19
Anypoint Platform:
Designed for hybrid deployments
Gartner: MuleSoft is the only leader in both
iPaaS and on-premises markets
l All contents Copyright © 2014, MuleSoft Inc.20
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)
l All contents Copyright © 2014, MuleSoft Inc.21
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
l All contents Copyright © 2014, MuleSoft Inc.22
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.26
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.
Copyright © 2014 Deloitte Development LLC. All rights reserved.27
• 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 (%, $)
Copyright © 2014 Deloitte Development LLC. All rights reserved.29
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.
Copyright © 2014 Deloitte Development LLC. All rights reserved.30
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.31
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
• 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
Copyright © 2014 Deloitte Development LLC. All rights reserved.32
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.33
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
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.35
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.36
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.37
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.39
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.40
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
Copyright © 2014 Deloitte Development LLC. All rights reserved.41
2. Opportunity to Quote
Lead is converted to Opportunity Quote is created for the Opportunity
1 2 3 4 5 6
Tweet to Lead Approved Quote to
Order
Order Fulfillment,
Invoice and Payment
Web Self-Service 360 ViewOpportunity to Quote
Copyright © 2014 Deloitte Development LLC. All rights reserved.42
3. Approved Quote to Order
Configure Quote
1 2 3 4 5 6
Price Quote Approve Quote
Generate Proposal Convert Quote to Order
Tweet to Lead Approved Quote to
Order
Order Fulfillment,
Invoice and Payment
Web Self-Service 360 ViewOpportunity to Quote
Approved
Copyright © 2014 Deloitte Development LLC. All rights reserved.43
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
Tweet to Lead Approved Quote to
Order
Order Fulfillment,
Invoice and Payment
Web Self-Service 360 ViewOpportunity to Quote
Pending billing
Copyright © 2014 Deloitte Development LLC. All rights reserved.44
5. Web Self-Service
Case captured from the WebCase Resolution in SDFC
1 2 3 4 5 6
Tweet to Lead Approved Quote to
Order
Order Fulfillment,
Invoice and Payment
Web Self-Service 360 ViewOpportunity to Quote
Copyright © 2014 Deloitte Development LLC. All rights reserved.45
6. 360 View
4 5 6
Order Fulfillment,
Invoice and Payment
Web Self-Service 360 View
Conversation
Lead and Opportunity
Quote
Order
Case
Asset
Copyright © 2014 Deloitte Development LLC. All rights reserved.4646
“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
Gys Hyman
Director:
Leader Technology Integration
Contact: +27 (0)83 303 5623
Freddy du Toit
Senior Manager
Integration Leader
Contact: +27 (0)83 628 4484
Robbie Quercia
Director: Strategic Business
Development
Contact: +27 (0)83 263 6339
James McLaren
Associate Director
Leader: Sales Force Dot Com
Contact: +27 (0)78 423 7068
Clayton Sammuller
Regional Manager – Emerging
Markets
Contact: +44 78 01264 607
Opening
Questions?
Partnering with purpose and connecting Africa
Impact. Innovation. Flexibility. Value. Leadership.