Download the report here: http://resources.mulesoft.com/SaaSIntegrationSurvey.html A number of studies indicate that integration is a major obstacle in the deployment of Software-as-a-Service (SaaS), but none have examined the cloud integration problem from the perspective of the SaaS provider. For the second year in a row, MuleSoft teamed up with THINKstrategies to quantify the impact SaaS integration has on the SaaS providers ability to acquire and support new customers. These results validate the growing interest MuleSoft has seen from SaaS providers to build and offer integration as a part of their service. View the attached presentation for key findings of the report, respondent demographics and a summary of the survey question results.

1. 2012 SaaS Integration Survey
Key Findings | Report Demographics | Question Responses

2. A number of studies indicate
that integration is a major
obstacle in the deployment
of Software-as-a-Service
(SaaS), but none have
examined the integration
problem from the perspective
of the SaaS provider.

3. For the second year in a
row, MuleSoft teamed up
with THINKstrategies to
quantify the impact SaaS
integration has on the
SaaS provider. These are
the results.

4. 2012 SaaS Integration Survey
Key Findings

5. SaaS Integration is now an Executive level concern
80%
Which of the
following best 70%
characterizes 60%
your company's
attitude towards 50%
SaaS integration? 40% Execu ve
Non Execu ve
30%
20%
10%
0%
It should be le en rely to the customer We have an ecosystem of partners to which we We view it as a cri cal part of our solu on
refer customers
5

6. Connectivity is extremely important to winning new
customers
6%
How important is
the ability to
integrate with other
systems in winning Extremely important
new customers? 38%
Important
Not at all important
56%
6

7. Integration is the most time consuming part of
implementation
How time-
consuming are
these common
elements of
customer
implementation?
7

8. Ecosystem strategies are still in their infancy
45%
What
40%
characteristics
35%
best describe
your 30%
ecosystem? 25%
Check all that 20%
apply 15%
10%
5%
0%
We provide sales We create all of the N/A- We do not We provide We provide We receive a To become a
and marke ng integra ons in our have an ecosystem support incen ves development percentage of our member there is an
incen ves for ecosystem for partners incen ves for partners ecosystem annual fee
partners partners sales
8

9. Growing dissatisfaction with existing integration tools
100%
Are you
90%
completely
satisfied with 80%
existing SaaS 70%
integration 60%
solutions? No
50%
Yes
40%
30%
20%
10%
0%
2011 2012
9

10. Survey Respondent
Demographics
10

11. 2012 SaaS Integration Survey
How 7%
14%
many employees
work at
your company? 23% 1- 10
10- 50
50- 100
21%
100- 250
250- 1000
+1000
13%
22%
11

12. 2012 SaaS Integration Survey
Does your business 8%
primarily sell to other
businesses (b2b) or
consumers (b2c)?
B2B
B2C
92%
12

13. 2012 SaaS Integration Survey
Analy cs
What best Service
describes the Marke ng
function of your Collabora on
application? Pla orm
Security
Financials
Communica on
CRM
IT Management
HCM
Integra on
ERP
0% 2% 4% 6% 8% 10% 12% 14% 16%
13

14. 2012 SaaS Integration Survey
What is your Sales
job function?
Products
Business Development
Marke ng
Services
Founder, CEO
Support
0% 5% 10% 15% 20% 25% 30%
14

15. 2012 SaaS Integration Survey
35.0%
What best
describes your 30.0%
role?
25.0%
20.0%
15.0%
10.0%
5.0%
0.0%
Manager Individual Contributor Director Execu ve
15

16. Additional Survey Responses
16

17. 2012 SaaS Integration Survey
Approximately
what portion of 18%
your customers
require some form
of integration Less than 20%
50% Between 20% and 35%
between your 13%
Between 35% and 50%
application and
More than 50%
other systems?
19%
17

18. 2012 SaaS Integration Survey
Which of the
following best
characterizes your
company's attitude
towards SaaS
integration?
18

19. 2012 SaaS Integration Survey
60%
How important is
the ability to 50%
integrate with
other systems in 40%
winning new
customers? 30%
20%
10%
0%
Extremely important Important Not at all important
19

20. 2012 SaaS Integration Survey
How
common
are the
following
sales
hurdles in
your sales
conversations?
20

21. 2012 SaaS Integration Survey
What are some
key reasons that
customers don't
renew their
subscriptions?
21

22. 2012 SaaS Integration Survey
How time
consuming are
these common
elements of
customer
implementation?
22

23. 2012 SaaS Integration Survey
What are
common sources
of
services/support
complaints?
23

24. 2012 SaaS Integration Survey
45%
What 40%
characteristics
35%
best describe
30%
your ecosystem?
Check all 25%
that apply 20%
15%
10%
5%
0%
We provide sales We create all of the N/A- We do not We provide We provide We receive a To become a
and marke ng integra ons in our have an ecosystem support incen ves development percentage of our member there is an
incen ves for ecosystem for partners incen ves for partners ecosystem annual fee
partners partners sales
24

25. 2012 SaaS Integration Survey
How do you
develop
integrations in
your ecosystem?
Check all that
apply
25

26. 2012 SaaS Integration Survey
Databases
What are the top
3- 5 applications
or systems your
customers need
to connect to? ERP
CRM
Payroll
In-House
Billing Apps
26

27. 2012 SaaS Integration Survey
35%
How do you
monitor and 30%
manage your
25%
ecosystem?
Check all 20%
that apply
15%
10%
5%
0%
N/A- We do not have an Our internal web team Our internal support team Our internal product team We do not have a way to
ecosystem monitors and manages the monitors and manages the monitors and manages the monitor or manage the
ecosystem ecosystem ecosystem ecosystem
27

28. Recommendations for
SaaS Executives
All contents Copyright © 2013, MuleSoft Inc.

29. 1 2 3
Define Your
Customer Outline The Market Engage With an
Integration Opportunity Integration Expert
Requirements
All contents Copyright © 2013, MuleSoft Inc.

30. Learn more by downloading the report