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Second Foundation Consulting – Deploys Scribe Online to Streamline Data Exchanges Between Inbound Marketing and Outbound Sales

Second Foundation Consulting relies on tight integration between Microsoft Dynamics CRM and its marketing platforms. After switching their marketing platform to HubSpot to expand on campaign and lead-generation capabilities, the company required a new solution to unite marketing and sales activity data. Success in this mission would help the sales team interact more efficiently with prospects and customers while the marketing team would benefit from more efficient management of campaign lists and qualified leads.

ISOLATED DATA LIMITS SALES AND MARKETING EFFICIENCY

As an in-bound marketing tool, HubSpot gathers information on prospects and customers from the Second Foundation website, social and email campaigns; but that information was isolated from the company’s other enterprise applications. Sales and marketing personnel had to bounce back-and-forth between HubSpot and Microsoft Dynamics CRM to access vital information on customers and prospects.

Because the sales team spends most of its time using Dynamics CRM, Second Foundation hoped to make their work processes more efficient by providing all the information they need right within the CRM screen views. Second Foundation essentially wanted to make sure it was easy for sales to follow up effectively on any opportunities that came in through HubSpot. And integrating the two systems would also give management a more holistic view of the entire sales and marketing operation.

SCRIBE ONLINE UNITES MICROSOFT DYNAMICS CRM AND HUBSPOT

  • Second Foundation is a solution provider that deploys tightly connected software systems for its clients. Without a second thought, the company knew the value of turning to Scribe, its trusted data integration partner, for internal use as well. Scribe Online enables Second Foundation to map data between Microsoft Dynamics CRM and HubSpot, allowing information to automatically flow back-and-forth between the two systems.
  • The sales team now gains immediate access to qualified lead information that comes in through website and email campaigns via HubSpot. At the same time, the marketing team can manipulate prospect and customer lists in Microsoft Dynamics CRM. The information then automatically populates into HubSpot to help the marketing team kick off new campaigns.
  • The integration between HubSpot and Microsoft Dynamics CRM also helps the sales and marketing teams evaluate the readership of website content. HubSpot measures website hits on articles and blog posts that Second Foundation posts to inform customers, and the results automatically transfer into Microsoft Dynamics CRM. Content can thus be maintained or altered in accordance with the type of information customers find the most helpful.
  • Looking towards the future, Second Foundation knows it can leverage Scribe Online in new ways as enhancements are rolled out by HubSpot and Microsoft to their respective platforms. That’s because Scribe continuously develops data mapping connectors that allow new information to keep flowing between the two systems.

CHALLENGE: TIGHTLY INTEGRATE SALES AND MARKETING ACTIVITY DATA

  • Integrate data to flow automatically between Microsoft Dynamics CRM and HupSpot.
  • Provide sales with immediate access to leads generated by website traffic and email campaigns.
  • Enable efficient uploads of campaign lists to HubSpot after manipulation in Microsoft Dynamics CRM.
  • Automate the process for data uploads for evaluation of website content readership.

SOLUTION: SCRIBE ONLINE CONNECTORS AUTOMATE FLOW OF INFORMATION

  • Provides cloud-based data integration, migration and replication.
  • Meets IT needs for security, efficiency and scalability.
  • Offers accessible and intuitive interface for technical and non-technical users.
  • Enables real-time, scheduled and batch data-transmission options.
  • Comes standard with data mapping connectors along with customization capabilities.

RESULTS: ENHANCED COMMUNICATION WITH PROSPECTS AND CUSTOMERS

  • Delivers lead information to sales team faster through efficient and automatic flow of data.
  • Eliminates manual intervention to transfer data between CRM and marketing platforms.
  • Transfers list information automatically to streamline campaign launches and follow-up efforts.
  • Enables sales team to access data in Microsoft Dynamics CRM when new lead alerts arrive.
  • Transfers website readership data to accelerate evaluation of content that customers find useful.

Konica Minolta – Improving Business Decision-Making by Consolidating CRM in Europe & Asia

After M&A activity expanded the Konica Minolta European and Asian presence across 30+ countries, the company decided to consolidate customer and reseller-channel CRM systems into a single platform. Previously, CRM systems were hosted, maintained and customized individually by each country. But the company wanted to centralize and standardize CRM to give senior management the ability to compile business performance reports and sales forecasts  while allowing sales to access real-time customer information. Konica Minolta wanted to then integrate CRM with the ERP system utilized in each country.

CONSOLIDATING BUSINESS ACTIVITY INTO ONE PLATFORM

Relying on the expertise of systems integrator Avanade, Konica Minolta consolidated all CRM systems into a single solution—Microsoft Dynamics® CRM. Avanade also connected the platform to each country’s ERP system—which included a combination of Microsoft Dynamics® NAV and SAP®. When it came to the critical, bi-directional integration component between the CRM and ERP systems, Avanade recommended Scribe, which automatically transfers data between Dynamics CRM and both ERP solutions, as well as any other thirdparty information systems Konica Minolta might integrate in the future.

ACCURATE, REAL-TIME INFORMATION FACILITATES BUSINESS ACTIVITY

Scribe now handles more than 350,000 data transactions per day while exporting CRM business data on a daily basis to different targets: FTP servers, email accounts, network shares, and Web services. With this processing power, Konica Minolta can analyze business results and generate forecasts for Europe and Asia in real time, while sales teams can immediately access accurate account status information.

SOLUTION: SCRIBE UNIFIES CRM AND ERP

  • Meets in-country requirements and adheres to corporate policies so data can be compiled in a single unified system—Microsoft Dynamics® CRM.
  • Converts prospects into customers without creating duplicate entries.
  • Facilitates management of product compatibility, bundling, and pricing through imports that externally allocate source files.
  • Publishes aggregated CRM data to reseller channel portals and allows resellers to query the database.
  • Processes scheduled file imports/exports into CRM in different formats, e.g. CSV, XML.

RESULTS: INSTANT ACCESS TO PERFORMANCE DATA

  • Gives sales team immediate access to customer and product order data—without communicating with personnel from other departments.
  • Provides senior management in Europe and Asia, as well as corporate headquarters in Japan, with business-performance analysis in real time.
  • Allows direct sales teams and reseller partners to generate quotes with greater accuracy through automatic product catalog updates.
  • Documents sales processes with real-time information by uploading sales orders from ERP system into CRM system and linking customer, sales order, and quote records.

 

Armanino Expands Software Product Line in the Cloud by Leveraging Scribe Online Integration Platform

Armanino LLP is the largest independent accounting and  business consulting firm in California and the 26th largest  firm in the United States.  Armanino consultants provide comprehensive services to the  CFO organizations of fast-growing  companies, including Microsoft  Dynamics ™ Implementation, Cloud Accounting Solutions and CFO Advisory services. The firm’s Cloud Accounting Solutions practice  brings leading SaaS solutions and integration capabilities to the strategic challenges faced by CFOs. Armanino’s Cloud Accounting  Solutions include business  intelligence, cloud financials, budgeting, forecasting and planning, governance, risk & compliance, equity management solutions and customer relationship management (CRM).

THE CHALLENGE: ORCHESTRATE WORLD-CLASS BUSINESS PROCESSES ACROSS DISPARATE CLOUD SYSTEMS

Armanino provides consulting and integration services to help organizations deploy, integrate and run accounting as well as ERP and sales automation solutions. With a specific focus on solving the information needs of CFOs and financial controllers, Armanino is often asked to integrate ERP systems in the cloud with supporting tools such as budgeting, forecasting, business intelligence, accounting and CRM.

Armanino has relied on Scribe insight for several years to help companies synchronize data between multiple on-premise systems.
A primary area of focus for Armanino is the Microsoft Dynamics TM family of CRM and ERP systems, where the company has become one of the top 5% of Microsoft resellers in the world. In addition, Armanino also specializes in other accounting, ERP and sales automation systems—such as Adaptive Insights ®, Intacct ®, Salesforce ® and Coupa ®. “As we began to deploy solutions in the cloud, we discovered that most cloud software packages either do not offer integration tools, or they provide tools that are at a very primitive data level,” says Dave Burlington, a Consulting Services Partner for Armanino who oversees cloud integrations. “This created a challenge for us because our customers look to us to help them orchestrate world-class business processes across disparate systems.”

THE SOLUTION: PACKAGED INTEGRATIONS VIA SCRIBE ONLINE

As more customers began to ask for cloud-based integrations, Armanino envisioned a way to expand its business model by offering solutions with pre-built integrations between the major software solutions that customers rely on. By doing so, Armanino knew it could accelerate the speed at which it deploys and updates solutions. In addition to increasing the deployment bandwidth of the Armanino consulting team, the pre-built integrations would also reduce costs for customers since they are delivered using Scribe’s monthly subscription model.

“Delivering integrations and updates to customers faster also increases the value of our solution,” Burlington adds. “Our customers can put our capabilities to work sooner to improve their internal business processes, and we have reduced integration deployment times by well over 50 percent. At the same time, we have lowered the up front costs significantly since we now provide data integration under the recurring-revenue cloud model.”

THE BENEFITS: PLATFORM COST STRUCTURE MATCHES REVENUE GENERATION STRUCTURE

Burlington emphasizes that another key to the relationship is how well the Scribe and Armanino business models align to each other. Scribe provides a flexible platform on which Armanino can build-in its intellectual property and then resell the packaged solution to customers, who do not have to sign a direct licensing agreement with Scribe. “We needed an integration platform that allowed us to match our revenue structure to our cost structure,” Burlington says. “Other integration vendors typically do not focus on enabling software integration and implementation companies like us to build products on top of their platforms. They focus more so on charging customers individually for the usage model, which does not match up well for us.”

RAPID CUSTOMIZATION TO MEET EACH CUSTOMER’S UNIQUE NEEDS

By leveraging Scribe capabilities, Armanino has created a productized integration solution that contains Armanino intellectual property for orchestrating common financial and sales processes. Scribe also enables the flexibility for additional customization that Armanino can apply to meet each customer’s specific business process and reporting needs. Consultants re-use the same base connectors on implementations and then apply minor changes according to each client’s needs.

“The Scribe platform gives us the ability to build solutions that include pre-configured data integrations so we now have a repeatable model that does not require a lot of customization,” Burlington says. “This gives us the ability to be more efficient in delivering the level of enrichment our customers require. We also appreciate that the SaaS model lets us more efficiently keep our solution working properly since it’s easier to support and upgrade.”

PRE-BUILT INTEGRATIONS ALLOW CUSTOMERS TO ENHANCE BUSINESS PROCESSES

Armanino is using Scribe to create pre-built “integration packs” that will speed its integrations for specific customers. The integration packs feature a combination of Armanino’s business-process best practices as well as Scribe’s data integration mappings.

“As we identify customer trends and specific integrations that multiple customers can benefit from, we will keep building new packs,” Burlington says. “Scribe is essentially enabling us to continuously expand our product line according to customer needs.”

From a competitive standpoint, Armanino views the Scribe partnership as a way to differentiate and deliver more value to customers by integrating its own intellectual property into the Scribe platform. “There was an unclaimed space in the market when it came to cloud integration,” Burlington explains. “There are also a lot of people providing cloud infrastructures, but we needed a partner like Scribe that could provide the business process orchestration capabilities we needed to deliver a solution like ours.”

Scribe also gives the Armanino sales team a stronger value proposition to present—through the ability to demonstrate the power of pre-built integrations deployed across multiple customers.

“This shows we go beyond reacting to customer needs by proactively delivering solutions that have already proven their value,” Burlington says. “And in addition to the lower initial cost based on the recurring subscription model, the customer TCO goes down further over time since updates can be handled through the cloud, with no need to wait for an on-site visit.”

SCRIBE HELPS ARMANINO DELIVER HIGHER VALUE TO CUSTOMERS

Looking ahead, Burlington foresees utilizing the Scribe platform for both custom integrations and pre-built integrations well into the future. Armanino can now take on more customer deployments since the Scribe platform allows consultants to complete much of the integration work up front.

“It’s a partnership that simply makes good business sense,” Burlington concludes. “Scribe helps our products perform the way we want them to as well as expand our business model by allowing us to increase our repeat integration business in relation to our custom work. Pre- building integrations that allow customers to implement enhanced business processes
is a more efficient way for them to run their businesses, and it’s a better way for us to deliver value—Scribe has helped us develop a profitable, stable cloud business.”

RESULT

  • Reduces costs for customers up front by offering a monthly subscription model.
  • Lowers customer total cost of ownership over time since updates can be handled through the cloud.
  • Enables solutions to be deployed more than 50 percent faster.
  • Streamlines development of new customer solutions by enabling IP to be packaged and reused.
  • Gives sales the ability to demonstrate the power of data integrations deployed for multiple customers.

CHALLENGE

  • Leverage advanced data mapping capabilities to integrate ERP systems with supporting tools.
  • Create pre-built data integrations to accelerate cloud solution deployments.
  • Identify integration partner that offers a cost structure that aligns with the company’s revenue model.

SOLUTION

  • Provides flexibility to integrate cloud-based, on-premise and hybrid solutions.
  • Enables business-process orchestration to be built easily upon a leading data integration platform.
  • Connects multiple software solutions, no matter where they are hosted.
  • Generates repeatable pre-configured data integrations that do not require significant customization.
  • Leverages SaaS model to streamline on-going support and upgrades

Tata Technologies – Scribe’s Pre-built Integration Solutions Streamline SAP® , Dynamics® CRM and Custom App Integration

When planning to migrate from a custom CRM platform to Microsoft Dynamics® CRM, Tata Technologies also needed to identify a solution to extract and transfer data from its SAP® ERP platform and other enterprise applications into the new platform. To reduce the workload of internal IT resources, Tata hoped to identify a solution with pre-built data integration plug-ins that automatically transfer all the required data.

EASY DATA INTEGRATION MAXIMIZES INTERNAL RESOURCE EFFICIENCY

Tata tested several data integration solutions and identified Scribe as the most effective tool for maximizing the efficiency of its internal IT resources. In addition to connecting Microsoft Dynamics CRM to the company’s SAP ERP platform, Scribe makes it easy to import data from Excel spreadsheets and other flat files. Tata also preferred Scribe for its flexibility to transfer data from custom enterprise applications, such as Tata’s time tracking and project management systems.

AUTOMATIC DATA EXCHANGES ENABLE GREATER BUSINESS INTELLIGENCE

By connecting Microsoft Dynamics CRM with SAP ERP so the two platforms can exchange information automatically, Tata gained several key operational capabilities. Armed with real-time customer account information that flows from SAP into Dynamics CRM, sales can interact with customers based on complete account information. And with data flowing from Dynamics CRM into SAP, management can generate business forecasts with greater accuracy. Information from SAP HR, SAP FI and SAP PS master data are also shared with other applications through Scribe—with data processed per each application’s requirements and by transferring delta changes. This allows Tata to ensure all applications contain the same data as SAP. Looking ahead, Tata plans to share real-time two-way data between SAP and all other applications.

CHALLENGE: IMPROVE BUSINESS INTELLIGENCE THROUGH ENHANCED DATA INTEGRATION

  • Migrate customer relationship management to new platform.
  • Enhance data connections between CRM and ERP to improve access to business intelligence.
  • Enable links between CRM and other key operational applications.
  • Create automatic data flows among all enterprise systems.

SOLUTION: SCRIBE AND MICROSOFT DYNAMICS® CRM

  • Enables easy creation of data maps connecting SAP ERP to Microsoft Dynamics CRM.
  • Provides pre-built plug-ins that streamline creation of automatic data flows.
  • Allows Microsoft Dynamics CRM to exchange data with other enterprise apps.

RESULTS: ACCESS TO ACCURATE, REAL-TIME INFORMATION

  • Provides sales with accurate, up-to-date customer account information flowing from ERP platform.
  • Helps management generate business forecasts with real-time information generated by CRM platform.
  • Keeps all departments informed on customer activity by connecting data from multiple systems.
  • Improves business-process efficiency by linking all key enterprise applications.
  • Offers possible solution for future workflow engine to import web site data into CRM and ERP systems.

Empower Software Solutions – Maintaining Sales and Service Operations While Migrating On-premise CRM Data to Salesforce®

To enhance the capabilities of mobile users, Empower Software Solutions planned a major CRM transformation—migrating from an on-premise solution to the cloud-based Salesforce® platform. In addition to leveraging the advanced customer relationship capabilities that Salesforce® offers, Empower wanted to capitalize on the benefits of the cloud, which eliminates the need to invest in server hardware and resources to maintain the software.

ENSURING EFFICIENT CLIENT INTERACTIONS WHILE MOVING ACCOUNT DATA

A key challenge in completing the transformation involved successfully moving all of the data from the on-premise solution over to the Salesforce® platform. In addition to client accounts and opportunities, Empower needed to transfer service history to ensure client interactions could continue proceeding smoothly following the migration. In collaboration with Blue Peak Solutions, a technology company that specializes in custom CRM solutions, Empower placed its trust in Scribe Online Integration Services as the critical data-transfer solution to move all of its customer account information to Salesforce®.

TWO-PHASE APPROACH KEEPS SALES AND SERVICE OPERATING SMOOTHLY

Taking a two-phase approach, Blue Peak first integrated all sales account and opportunity information so the Empower sales team could continue to efficiently close on business and foster client relationships. Blue Peak then integrated service history data, which enabled the client support team to properly manage ongoing engagements. Based on how successful the data migration transpired, Empower is now considering Scribe for its next integration project, which involves creating on-going data mapping connections between Salesforce® and their financial platform.

CHALLENGE: MIGRATE CRM WITH NO DISRUPTIONS

  • Migrate data from on-premise CRM system to the Salesforce® platform.
  • Execute the data transfer smoothly so sales and service teams can continue addressing client needs efficiently
  • Enable internal desktops and mobile devices to access customer account, contact, sales opportunity, and service history data.
  • Identify a CRM migration solution that also accommodates data integration with other critical systems, such as financial platforms.

SOLUTION: SCRIBE ONLINE AND SALESFORCE®

  • Enables smooth transition of CRM on-premise platform to new cloud CRM platform.
  • Delivers required data-transfer capabilities with a low total-cost-of-ownership.
  • Facilitates online collaboration with IT partner for complex mapping requirements.
  • Features user-friendly, data mapping functions that internal resources can easily and quickly manipulate.

RESULTS: BUSINESS-AS-USUAL FOR SALES AND SERVICE

  • Migrates 16,000 account records efficiently—with full account information and opportunity history—to enable company to capitalize on new Salesforce® platform.
  • Allows sales and service to maintain effective interactions with clients by providing the ability to see all account history.
  • Provides easy access to CRM data for both mobile and internal network users.
  • Offers the flexibility to integrate Salesforce® with their financial application which currently require a full-time data-entry resource for manual data transfers.