Are you struggling to integrate Salesforce with other systems? Are you looking for ways to get more from both cloud and on-premise investments? According to IDC research, “IT organizations are looking for ways to improve cloud governance and control, while also ensuring business continuity and continued innovation.” This session will feature three case studies outlining best practices and examples of how the right approach to data integration can accelerate Salesforce adoption and ROI. This session is brought to you by Informatica, a proud sponsor of Dreamforce.

1. Hybrid IT: The Importance of Integration to SalesforceSuccess IT Professionals Darren Cunningham, Informatica Cloud Andrew Bartels, PSA Insurance & Financial Services MartijnHoppenbrouwers and Don Franklin, Topcon Mark Silber, Qualcomm

2. Session Agenda Hear from IT leaders about their Salesforce integration strategy Andrew Bartels, PSA Insurance & Financial Services MartijnHoppenbrouwers, Topcon Mark Silber, Qualcomm Gain insight into best practices and outcomes Discuss potential pitfalls and recommended next steps www.InformaticaCloud.com Visit us @ Booth #1115 Tweet: #DF11 @infacloud to Win

3. Cloud Adoption Requires Data Integration“No Software” does not mean “No Integration” Enterprises procuring more Cloud solutions Do you know how many SaaS apps you have running in your company?

6. Cloud Adoption Requires Data Integration“No Software” does not mean “No Integration” Value of Cloud deployments maximized when integrated with other systems Greater Adoption Stronger Connection More Business Value

7. Custom Application Custom Application Custom Application Custom Application Custom Application Mainframe Welcome to Hybrid ITRequires cloud to ground and cloud to cloud integration SaaS PaaS IaaS YourNew IT Org Your Company

8. www.InformaticaCloud.com

9. Andrew Bartels Director of IT PSA Insurance & Financial Services Twitter: @adb1146

10. About PSA Insurance & Financial Services PSA is a diversified insurance and financial services provider Practice areas P&C Insurance Broker Employee Benefits Consulting Retirement Plan Services / Fiduciary Consulting Wealth Management Headquartered in Hunt Valley, Maryland Satellite offices in DC Metro & SE PA 150 Associates Revenue $30 million Recognized as a “Top 100 Broker” in US

11. The Normal Industry Model P&C Insurance Personal Insurance Business Owner / Executive Retirement Plan Wealth Management Employee Benefits

12. The PSA Differentiator P&C Insurance Personal Insurance Business Owner / Executive Retirement Plan Wealth Management Employee Benefits

13. Growth is good…buuuut PSA has grown primarily through acquisition Result - multiple silos of transactional data Result - critical customer information was hidden or hard to access

15. Identify cross sell opps

16. Targeted marketingTranslate complex account & remuneration logic from AMS to Salesforce Enhance Client relationship visibility

20. BI in the cloud

21. DR in the cloud

23. S3 Backup / Zmanda

24. GoodData BI / Dashboards

25. Jigsaw

26. BranchIT

28. Integration @ Work Example 2

29. Results Cross-Sell Metrics Currently no more than 10% to 15% of our customer base is cross sold Prior to integrating our backend data into SF this was even a hard metric to ascertain Deploying Informatica Cloud and Salesforcehas opened the door to almost infinite possibilities

31. Resilience of Informatica Cloud

32. Automated Complexity (Account > Opportunity Split Ownership)

34. Ability to create cross sell campaigns based on client data

36. What’s Next? Integration with our strategic partners Integration with Wealth Management data Integration with our primary Employee Benefits Application Informatica Cloud

37. Lesson’s Learned Understand your Workflows What data do I need to collect? Make sure everyone that needs to be in the room is during the design phase Make sure you have a great Partner Big Shout Out To… 00

38. Don Franklin IT Project Manager, Topcon Positioning Systems MartijnHoppenbrouwers Sr. Manager of Business Applications Topcon Positioning Systems

39. About Topcon Founded in 1932: Tokyo Optical Instrument Company World leader in Precision Measurement and Positioning Solutions Consolidated sales of approx $1.4 Billion in 2008 Toshiba Corporation is major shareholder 3 Major Business Units: FineTech Eye Care Positioning

40. Our Challenge Move all global support, service and repair operations to one system Operations cover multiple companies, locations and time zones Master data from three separate ERP systems to be integrated into one service solution

41. Solution: Service Cloud and Informatica Cloud Selection of cloud was easy! We need global coverage and would not be able to reach this level of performance and scalability on premise Salesforce.com for Support and Service Informatica Cloud for integrations

42. Informatica Cloud @ Work:Integration of Accounts, Products, Install Base, Inventory and Sales

43. Results Live on time and on schedule Continuous rollout to other locations and companies in the Topcon Family

44. Results: Mobile Exec Dashboards Requirements Anytime, Anywhere Secure Real time Easy to use KPI: Status vs Target (Daily and Monthly) Using dashboards, Salesforcemobile lite, feeding Sales and Shipments information via Informatica Cloud Data from Multiple Sources

45. What’s Next? 2011 Integrations and Reporting with SAP 2012 Continued rollout of Portals 2012 Introduction and rollout at Topcon family

46. Lessons Learned Integration was key to the success of Salesforce Integration and consolidation of information are valuable targets Learn to become self sufficient on both Salesforce and Informatica Combination of the two = true application platform

47. Mark Silber IT Architect

50. SALES: $11B

51. EMPLOYEES: 17,000+

52. GEOGRAPHY: 139 Worldwide Locations

54. We couldn’t give our users 8 monitors

55. Solution From this … Replaced Apex Data Loader with Informatica Cloud in 2009 Built dozens of integrations No fuss – upgrades automatically Also have TIBCO, Oracle BEPL, Informatica on premise To this …

56. What do we integrate? Oracle Customer Master, Shipments, AR Aging Salesforce Opportunities to Oracle Demantra for forecasting Employees, departments and locations (from our internal directory to Salesforce as Contacts and custom objects) Other business data from internal systems Salesforce to Salesforce Custom Apps

57. Use Case: Salesforce Sandbox Refresh Need to populate empty Salesforce sandboxes with limited production data Before Informatica Cloud manually export and import data using Apex Data Loader Configured Informatica Cloud to move the data automatically using Task Flows 4 hours of manual effort for every sandbox data refresh 4 hours to build the integration in Informatica Cloud 10 minutes to run with just 1 button click

58. Before you move data to Salesforce, ask the right questions …

60. Need workflow / approvals on the data?

61. Need Mobile access (via Salesforce mobile)?

62. Need to display in lists versus on a single record?

63. Is the data reliable and accurate?

65. Andrew Bartels IT Director, @adb1146 MartijnHoppenbrouwers Sr. Manager of Business Applications Mark Silber IT Architect, @SalesforceGuru Darren Cunningham VP Marketing, @dcunni Visit us @ Booth #1115 Tweet: #DF11 @infacloud to Win

66. Visit Us @ Booth #1115 www.InformaticaCloud.com

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