cast iron poweredby partner program update
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Agenda
Our Understanding of Your Needs
Cast Iron Integration Platform Overview
Demo
PoweredBy Cast Iron Program Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
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Agenda
Our Understanding of Your Needs
Cast Iron Integration Platform Overview
Demo
PoweredBy Cast Iron Program Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
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Our Understanding of Your Needs
©2010 Cast Iron Systems, an IBM Company • Confidential
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Agenda
Our Understanding of Your Needs
Cast Iron Integration Platform Overview
Demo
PoweredBy Cast Iron Program Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
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Cast Iron Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
Corporate Facts
Founded in 2001 by Integration Industry Experts
Now an IBM Company
Pioneered SaaS / Cloud Integration
Unique focus on speed &simplicity — “Integration in Days”
Thousands of customer integrations
14 consecutive quarters of growth
96% customer retention
Patented Technology
Buzz
... The two most interesting features are the speed of integration and the ease of connectivity…
… will play a critical part in the growth, acceleration & acceptance of SaaS.
Trusted
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Cloud Application Use is Exploding
19.4% CAGR
©2010 Cast Iron Systems, an IBM Company • Confidential
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Companies have both Cloud and On Premise Applications
And It’s Created a Hybrid World
Cloud Applications
Home-grownApplications
PackagedApplications
©2010 Cast Iron Systems, an IBM Company • Confidential
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Which Demands Integration
Home-grownApplications
PackagedApplications
Integration Maximizes Value of Cloud Investments
Cloud Applications
©2010 Cast Iron Systems, an IBM Company • Confidential
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Integration Maximizes Value of Cloud Investments
Existing Solutions are Incomplete
People intensive
On-Demand
Rudimentary capabilities Cloud is an afterthought
©2010 Cast Iron Systems, an IBM Company • Confidential
11©2010 Cast Iron Systems, Inc. • Confidential
Which Has Led to Dissatisfaction
Source: Saugatuck Technology Inc., 2009 Global User Survey; n=1793
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And Companies Re-evaluatingthe Cloud
©2010 Cast Iron Systems, an IBM Company • Confidential
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People intensive
On-Demand
Rudimentary Capabilities Cloud is an Afterthought
Introducing the Complete Platform
Cast Iron Integration Platform: Bridges the Cloud and On Premise Worlds
©2010 Cast Iron Systems, an IBM Company • Confidential
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Complete Flexibility
Cast Iron Cloud2™
Virtual Appliances
Physical Appliances
Complete
©2010 Cast Iron Systems, an IBM Company • Confidential
Total Connectivity Complete Reusability
TIP Exchange
TIP Development Kit
TIP Community
For All Types of Projects
UI Mashups
Process Integration
Data Migration
Complete Platform
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Complete Flexibility
Complete
©2010 Cast Iron Systems, an IBM Company • Confidential
Total Connectivity
Complete Platform
Complete Reusability
TIP Exchange
TIP Development Kit
TIP Community
For All Types of Projects
UI Mashups
Process Integration
Data Migration
ReduceRisk
Save Up to 80% in Time & Costs
Increase Return
Save Up to 50%in Time &
Costs
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Cast Iron Cloud2™
Virtual Appliances
Physical Appliances
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Agenda
Our Understanding of Your Needs
Cast Iron Integration Platform Overview
Demo
PoweredBy Cast Iron Program Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
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10 Minute Demo
©2010 Cast Iron Systems, an IBM Company • Confidential
ManageRun
SaaS App
WhatWhat
HowHow
Configure
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Agenda
Our Understanding of Your Needs
Cast Iron Integration Platform Overview
Demo
PoweredBy Cast Iron Program Overview
©2010 Cast Iron Systems, an IBM Company • Confidential
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How do you develop new integration offerings?
How do you market your integration
offerings?
How do you sell your integration
offerings?
How do you deliver and support your
integration offerings?
But a Platform alone is not enough!
©2010 Cast Iron Systems, an IBM Company. • Confidential
How do you develop new integration offerings?
How do you market your integration
offerings?
How do you sell your integration
offerings?
How do you deliver and support your
integration offerings?
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How do you develop new integration offerings?
How do you market your integration
offerings?
How do you sell your integration
offerings?
How do you deliver and support your
integration offerings?
PoweredBy Cast Iron
©2010 Cast Iron Systems, an IBM Company. • Confidential
Industry’s only COMPLETE enablement program
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PoweredBy Cast Iron: Products
©2010 Cast Iron Systems, an IBM Company. • Confidential
Industry’s only COMPLETE enablement program
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PoweredBy Cast Iron: Products
200+ Connections− API & Web Services− Database/Flat Files
150+ Templates− 100% Canned− 80% Configurable− 60% Custom
Your Partners− Development Program− Validation Program− Implementation Program
©2010 Cast Iron Systems, an IBM Company. • Confidential
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PoweredBy Cast Iron: Marketing
©2010 Cast Iron Systems, an IBM Company. • Confidential
Industry’s only COMPLETE enablement program
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PoweredBy Cast Iron: Marketing
Branding Options− Press release− Cast Iron Website− PoweredBy Logo Access
Community Exposure− Your Connector− Your TIPs (Optional)− Webinars− Case Studies
Target New Markets− New Segments− New Offerings
©2010 Cast Iron Systems, an IBM Company • Confidential
Add Press Release
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PoweredBy Cast Iron: Sales
Industry’s only COMPLETE enablement program
©2010 Cast Iron Systems, an IBM Company • Confidential
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PoweredBy Cast Iron: Sales
Sales Training− Your field− Our field
Customized Sales Toolkit− Presentation− Collateral− Cheat sheet
Customized SE Toolkit− Demo− Scoping
©2010 Cast Iron Systems, an IBM Company • Confidential
Sales Training− Your field− Our field
Customized Sales Toolkit− Presentation− Collateral− Cheat sheet
Customized SE Toolkit− Demo− Scoping
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PoweredBy Cast Iron: Services
Industry’s only COMPLETE enablement program
©2010 Cast Iron Systems, an IBM Company • Confidential
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PoweredBy Cast Iron: Services
©2010 Cast Iron Systems, an IBM Company. • Confidential
Proven Methodology & Best Practices
Feasibility & Scoping
Staffing for Client Engagement
Classroom training courses
Client shadow program
Personnel Certification Testing: Basic and Advanced
29©2010 Cast Iron Systems, an IBM Company • Confidential
s Trusted
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30©2010 Cast Iron Systems, an IBM Company • Confidential
s
©2010 Cast Iron Systems, Inc. • Confidential
Proven
31©2010 Cast Iron Systems, an IBM Company • Confidential
s PoweredBy Results
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Example: Compliance & Payment Integration
ERP
TAXServices
Garnishment Services
Print Services
Integration Needs
• Data migration from ERP Payroll systems
• Access to new markets with connectivity to Mid-Market ERP system
• Consistent Client Delivery
• Bundled Integration Service Offerings
• Ability to quickly change/add new TAX laws to integrations
©2010 Cast Iron Systems, an IBM Company • Confidential
World's Largest Business Outsourcing Solutions Provider
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Results and Benefits
• Sales team ability to sell into new markets with Mid-Market ERP end points
• Reduce implementation times from weeks to days
• Consistent quality customer experience
• Ability to make State and Federal TAX law changes across projects much faster
Example: Compliance & Payment Integration
©2010 Cast Iron Systems, an IBM Company • Confidential
Real-time Integration Delivered in 3-15 Days
ERP
TAXServices
Garnishment Services
Print Services
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Integration Provider Criteria List
Source: “ Integration as Key to SaaS Adoption and Provider Opportunity “, Saugatuck, 11/18/09
©2010 Cast Iron Systems, an IBM Company • Confidential
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Integration Provider Criteria List
Source: “ Integration as Key to SaaS Adoption and Provider Opportunity “, Saugatuck, 11/18/09
When considering 3rd party integration providers to partner with…the criteria list should include the following items which can have a substantial impact on the SaaS provider’s costs:
©2010 Cast Iron Systems, an IBM Company • Confidential
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Summary: PoweredBy Cast Iron
©2010 Cast Iron Systems, an IBM Company • Confidential
Trusted
Strategic integration partner for all the leading cloud and on-premise providers
Proven
Thousands of customer integrations
CompleteA single program for all your cloud and on premise integration needs
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Recommended Next Steps
©2010 Cast Iron Systems, an IBM Company • Confidential
39©2010 Cast Iron Systems, Inc. • Confidential
Quickstart Service Integration Package (QSIP)Cuts Implementation Cost/Time by >80%
40Proprietary and Confidential
CI Solution Integration Approach
Use Case Offering Tool Set Up Target User
Canned
BasicCredentials
Basic Mapping
Simple Workflow
BrandableWeb UI
(embeddable)
Self-Service
1-16 Hours
Application Administrator
No Training
Configured
AdvancedCanned +
Adv Mapping
Adv Workflow
OmniConnect TIP Wizard
Quick Start IntegrationPackages
2-10 Days
SupportEngineer
Basic Training
CustomExpertAdvanced +
Custom Workflo
OmniConnectStudio
Scope ofWork
10-20 Days
ITDeveloper
Advanced Training
41Proprietary and Confidential
Securely Connect to On-Premise Applications
Outbound secure connection over SSL to Customer’s tenant/environment on Cast Iron’s Cloud. Allows for bi-directional data exchange between CI Cloud and on-premise application.
No need to put devices in DMZ or open up ports in FW.
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About ADP
With nearly $9 billion in revenues and about 570,000 clients, is one of the world's largest providers of business outsourcing solutions.
Leveraging 60 years of experience, ADP offers the widest range of HR, payroll, tax and benefits administration solutions from a single source.
ADP is also a leading provider of integrated computing solutions to auto, truck, motorcycle, marine and recreational vehicle dealers throughout the world.
ADP became a Cast Iron Reseller in August, 2009
©2010 Cast Iron Systems, an IBM Company • Confidential
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PoweredByPoweredBy CI – Reseller Pricing CI – Reseller Pricing
PB OEM-Reseller Program Silver Gold Platinum
Estimate # of Client Integrations per yr 4 to 8 8 to 16 16+
Min. Annual Commitment to Cast Iron $50,000 $100,000 $200,000
Discounts on Product 30% 40% 50%
Discounts on Services – Architect Rate 0% 10% 20%
Discounts on Services – Consultant Rate 0% 0% 10%
Minimum Annual Commitments provide credits and discountsfor CI products or services during 12 month period.
©2010 Cast Iron Systems, an IBM Company • Confidential
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PoweredByPoweredBy CI – OEM Pricing CI – OEM Pricing
PB OEM Program Silver Gold Platinum
Estimate # of Client Integrations per yr 25 50 100
Min. Annual Commitment to Cast Iron $500,000 $750,000 $1,000,000
Discounts on Product 60% 70% 80%
Discounts on Services 0% 10% 20%
Minimum Annual Commitments provide credits and discounts for CI products or services during 12 month period.
©2010 Cast Iron Systems, an IBM Company • Confidential
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Template Integration Process (TIP)
TimingBatch or Real Time
Invoices
Products
Orders
Assets
Credit
Quotes
Pricing
Shipping
Accounts
Install Base
Objects
Processes
Transformations
Data Validation
Data Cleansing
Business Logic
Workflow
Error Handling
Alerts
©2010 Cast Iron Systems, an IBM Company • Confidential
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Post Acquisition Momentum
©2010 Cast Iron Systems, an IBM Company • Confidential
Buzz
IBM's acquisition of Cast Iron Systems puts together a dominant on-premise applications provider…with a top SaaS integration leader. This pair could be a match made in enterprise heaven.
IBM bought Cast Iron Systems because…they do inter-enterprise integration better than anyone else….
…is a really good move for IBM as it establishes IBM as the de facto leader in Cloud integration.
Cast Iron Systems…will allow IBM to offer…a complete platform to integrate cloud applications…with on-premise applications.... Overall, we consider this deal to be good for Cast Iron and IBM….
It’s a great way for IBM to go back to customers and say, ‘we can be your one-stop-shop for integration in the cloud’.
With Cast Iron, IBM gets a proven Cloud integration-as-a-service solution.
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Post Acquisition Momentum
©2010 Cast Iron Systems, an IBM Company • Confidential
Buzz
Cast Iron acquisition helps IBM's Cloud Computing ecosystem expand.
Cast Iron…has a stellar list of partners…. Pretty much every SaaS company of note is on the roster.
With the acquisition of Cast Iron Systems, IBM improves its cloud-based data integration capabilities.
Cast Iron…will help IBM customers build hybrid clouds….
IBM bolstered its data-integration portfolio…. Cast Iron…will help IBM customers build hybrid clouds….
…IBM is not just getting powerful technology but also in one move it is taking control of the linkage between Cloud and anything else....
Cast Iron’s offerings will…advance IBM’s capabilities for a hybrid cloud model.
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Complete
©2010 Cast Iron Systems, an IBM Company • Confidential
Complete Platform
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* Partial Functionality
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Comprehensive solution for midsize and large companies to
connect their cloud and enterprise applications
Comprehensive solution for midsize and large companies to
connect their cloud and enterprise applications
Entry level solution for small and midsize companies to connect
cloud and SMB applications
Entry level solution for small and midsize companies to connect
cloud and SMB applications
Cast Iron Platform Offerings
Standard Edition Enterprise EditionAdvanced solution for midsize
and large companies to connect their cloud and enterprise
applications
Advanced solution for midsize and large companies to connect
their cloud and enterprise applications
Professional Edition
©2010 Cast Iron Systems, an IBM Company • Confidential
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Cast Iron Platform Offerings
©2010 Cast Iron Systems, an IBM Company • Confidential
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Cast Iron Platform – List Pricing
Basic End-points: FTP, HTTP, My SQL, Google Apps, QuickBooks, & SQL Server
Enterprise Apps: SAP, Siebel, Oracle EBS, PeopleSoft, MQ Series, & JD Edwards
SaaS & Mid-market Apps: All other end-points
Connectivity StandardEdition / Month
Professional Edition / Month
Enterprise Edition / Month
Basic End-points $250 $500 $500
SaaS & Midmarket Apps $500 $750 $1,000
Enterprise Apps - $1,000 $1,500
©2010 Cast Iron Systems, an IBM Company • Confidential
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Cast Iron Platform – List Pricing
Basic End-points: FTP, HTTP, My SQL, Google Apps, QuickBooks, & SQL Server
Enterprise Apps: SAP, Siebel, Oracle EBS, PeopleSoft, MQ Series, & JD Edwards
SaaS & Mid-market Apps: All other end-points
Connectivity StandardEdition / Month
Professional Edition / Month
Enterprise Edition / Month
Subscription Prices / Month
Basic End-points $250 $500 $500
SaaS & Midmarket Apps $500 $750 $1,000
Enterprise Apps - $1,000 $1,500
Purchase Prices (S&M: 21%)
Basic End-points $6,500 $13,000 $13,000
SaaS & Midmarket Apps $13,000 $20,000 $20,000
Enterprise Apps - $25,000 $40,000
©2010 Cast Iron Systems, an IBM Company • Confidential
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PoweredByPoweredBy CI – Reseller-OEM Pricing CI – Reseller-OEM Pricing
PB OEM-Reseller Program Silver Gold Platinum
Estimate # of Client Integrations per yr 4 to 8 8 to 16 16+
Min. Annual Commitment to Cast Iron $50,000 $100,000 $200,000
Discounts on Product 30% 40% 50%
Discounts on Services – Architect Rate 0% 10% 20%
Discounts on Services – Consultant Rate 0% 0% 10%
Minimum Annual Commitments provide credits and discountsfor CI products or services during 12 month period.
©2010 Cast Iron Systems, an IBM Company • Confidential
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Comprehensive Partner Enablement Program
Position & Market
Sales Tools Kit Client Delivery and Support
Solution Engineering
Sales Cheat Sheet
Sales Training (Kick-off; Full roll-out)
Partner Case Studies / Win Wires
Infrastructure in SFDC System
Launch 2-min Video
Demo Environment & Recorded Scripts
Quarterly Partner Webinar Briefing
Branding Logo’s on Website
Social Media Tweets, Facebook updates
Solution Overview
Product Datasheet
Sales Deck - Sales Training Event
Joint Press Release
Publicity Community Announcement
Community and CI Studio Access
Consulting (API’s, Connectors, TIPs)
TIP and Connector Library Exposure
Integration Methodology Overview
Product Roadmap Review
Tech. Support Level (Silver, Gold, Platinum)
Initial 6 Client Delivery Consulting
Feasibility & Scoping Estimate
Design Reviews (# Reviews per Quarter)
Best Practices (# Reviews per Quarter)
Basic Configuration & Admin. Training
Technical Architectures (Days per Quarter)
Preference in Escalation Queue
©2010 Cast Iron Systems, an IBM Company • Confidential
Why PoweredBy Cast Iron
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