Overview Why Cast Iron? Customers

Corporate Facts• Founded in 2001 by Integration Industry Experts• 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• Acquired by IBM in 2010

Buzz• Gartner: “… will play a critical part in the growth, acceleration & acceptance of SaaS.”

• AMR: “The two most interesting features are the speed of integration and the ease of connectivity…”

Recent Awards• 2010 CODiE Awards Finalist• Everything Channel's CRN: Cast Iron Cloud named as one of the "100 Coolest Cloud Computing Products."

Complete•Complete flexibility: Cast Iron Cloud2, physical appliances, and virtual appliances

•Total connectivity: basic & SaaS/midmarket connectivity and complete enterprise connectivity

•Complete reusability: Template Integration Process (TIP) Exchange, TIP Development Kit, and TIP Community

•For all types of projects: data migration, process integration, and UI mashups

Trusted•Premier partner for salesforce.com, Oracle, Google, Dell, Cisco, Amazon, HP, Microsoft, SAP, VMware, ADP, and many more

Proven•Thousands of deployed customer integrations across all industries and around the world at companies such as Allianz, British American Tobacco (BAT), Amerisource Bergen, Emerson, Krueger International, Peet's Coffee & Tea, PGP Corporation, and salesforce.com, among many others.

Four Seasons Vending, Inc.Business Problem:• Synchronize Xora with salesforce.com for real-time

status of Jobs in progress

Competed against: Custom Coding

Solution:• Real-time, bi-directional integration between Xora and

salesforce.com: (1) Cases into Jobs, (2), Accounts into Locations, (3) Job updates to Case updates

Results: Seamless integration of SFDC and Xora product allowing better customer service and decreased administrative costs.

Lloyd’s ConstructionBusiness Problem:• Synchronize Xora and MAS 90

Competed against: Custom Coding

Solution: • Real-time, bi-directional integration between Xora and

MAS 90 so that completed Job information entered in workers’ mobile devices flows back through Xora into MAS 90

Results: Reduction in back office costs and improvement in efficiency of field work force resulting in additional business.

Qualification Questions Business Problems Solved National BottlerBusiness Problem:• Synchronize Xora and Kronos time and attendance

Competed against: Custom Coding / Manual Input

Solution: • Real-time, bi-directional integration between Xora and Kronos; workers punch in and out for shifts and the data is sent through Xora into Kronos for processing

Results: Reduction of field overtime by 50% and reduced administrative time spent entering time card data into TLM system.

• How many person hours per week is the customer spending moving data between systems? (Hourly rate x Number of hours * 4 weeks per month)

•Does the customer have IT resources that are willing and able to do custom coding? (If not, Cast Iron is a great fit)

•Does the customer have a number of IT systems to keep in sync ( CRM, ERP, TLM, Xora)

•Does the system the customer is trying to integrate with already have another pre-built integration? (If ADP/QuickBooks then pre-built may be cheaper, but less flexible)

•Data migration – e.g.: Xora and CRM or Xora and ERP systems

• Application integration with back-office applications including payroll, job dispatch, mobile data collection, and GPS/GIS systems

• Data extraction to reporting systems for historical product information

• Data integration from ERP to Xora and from CRM to Xora

• And many more...

Cast Iron Systems: Sales Cheat Sheet for

Cast Iron Contact:Philippe Turpault, Xora Partnership DevelopmentCast Iron Systems, an IBM CompanyO: 650.316.6050 | E: pturpault@us.ibm.com

Cast Iron Systems: Sales Cheat Sheet for

• Integration with back office systems• Eliminate duplicate data entry, speed time to billing and

eliminate data entry errors• Payroll

• Extract time card punches with job and task information to time and labor and finance systems

• Job Dispatch• Push job dispatch information from CRM, ERP

ticketing system out to mobile field workers• Automatically update ticket status in back office

system as work is completed on mobile device• Mobile data collection

• Document parts used, payment collected and other job information using mobile forms.

• Request time off, parts information or kick off other back office processes.

• GPS/GIS System• Retain historical GPS information in existing GIS

systems.

Objection Handling

Objection Why can’t I custom code the integration between Xora and the applications I have?

Response The Cast Iron Integration Platform is the only complete solution (see “Capabilities” table at left). Custom code does not deliver the quality, reusability and scalability for application integration. It is typically a people-intensive, one-off effort that is performed to meet a specific business need in a tight deadline. For example, Cast Iron’s proven low cost platform has enabled thousands of customer application integrations thus liberating the IT staff to focus on more strategic projects.

Objection Why Cast Iron over Fusion, Boomi, Informatica, and Pervasive for integration to Xora?

Response On Demand Services, including Boomi and others, don’t provide multiple deployment models, real-time process integration, and enterprise/midmarket connectivity, among many other capabilities (see “Capabilities” table at left). On Premise Tools, including Fusion, Pervasive, Informatica, and others, don’t provide multiple deployment models, real-time process integration, and user-interface (UI) mashups, among many other capabilities (see “Capabilities” table at left).

Objection What is the cost of using Cast Iron?

Response Cast Iron’s complete, proven, and trusted approach to Xora integration allow customers to reap dramatic results. Customer feedback indicates that Cast Iron delivers up to 50% time and cost reduction via total connectivity and up to 80% time and cost reduction via complete reusability. Exact pricing depends on the number and type of systems being integrated.

Us

e C

as

es

an

d C

on

ne

cti

vit

y