How to Choose IntegrationFriendly Types of Apps to Launch Your SaaS Strategy Bob Sala President and CEO Distribution Market Advantage (DMA) www dmadelivers com www.dmadelivers.com How to Choose IntegrationFriendly Apps to Launch Your SaaS Strategy Bob Sala President P id t & Chi Chieff E Executive ti Offi Officer Distribution Market Advantage www.dmadelivers.com The Foodservice Industry Food Eaten Away From Home • • • • • Total Industry Revenue: $365 billion Top p 500 Restaurant Chains: $230 billion ((63%)) Distribution Industry: $217 billion Top 50 Distributors: $97 billion (45%) Industry Characteristics – Fragmented channel – Little use of UPC/GTIN codes – Lack of visibility in the supply chain by all parties The Very y Best in Food Distribution Distribution Market Advantage: • Alliance of North America’s best regionally owned and operated food service distributors • Combines local distribution expertise with reach/ capabilities of continental organization • DMA members serve multi-unit restaurant and institutional operators in U.S. and Canada Food Industry. Facts. Insights. Consulting. World Class Distributors and d Chain Ch i Operators O t DMA Food Distributors p DMA Chain Operators North American Warehouses Our Value Prop: Distribution Service along with Innovative Technology • Mid-tier chain operators – Usually under-resourced – “Two-person Two person supply chain shops” shops • Operator technology investments – Operations rather than supply chain departments • Need near real-time visibility into product movement and inventory positions – Ensure adequate supply while preventing over stocks • Need immediate access to quality data needed for optimal decision support Our SaaS Technology Enables S Supply l Chain Ch i Management M t Tools T l Knowing What We Wanted f from Technology T h l was Crucial C i l • Our Vision reflected target audience needs • We wanted to customer loyalty and secure new customers – “stickiness” in a commodity business • We wanted a robust platform that mirrored top tier supply chain users with à la carte capabilities • We needed a scalable, cost effective solution for our low margin business model • We wanted to be content providers and managers and out out-source source the technology to “best in breed” suppliers Technology Planning Process Customers’ Customers Needs Test & Implement Solution Share Sh Vision with Tech Partners Gap Analysis Create Vision DMA’s SaaS Evolution: Early and Committed Adopter 002 2001 2002 2003 2004 2005 Order Entry Custom Hosted Apps Business Analytics 5,500 Customers Placing 700,000 Orders per Year Valued at $2 $2.3B 3B Product CrossReferencing Monitoring for Changes in Product Attributes Self Service App Dashboards 50 Organizations 150+ users 2006 2007 2008 2009 CRM Profile Targets Manage Sales Assets Standardize Processes Reporting 2010 Network Services 24/7 Active Monitoring Patch Management Off-Site Imaging g g Spam Filtering e-Mail Archiving Data Warehousing g System Interoperability p y Hosted VoIP Expense Reporting p g Process & Normalize Transactional Data Across 12+ Independent Companies Send & Receive Transactions to Hosted 3rd Party Back-Office Systems Phone Messaging Conferencing Standardization Reporting DMA Website is the Gateway For All Our SaaS Applications Cornerstone: Single Order Entry Platform Preserves Distributor Brands Cloud-to-Cloud: Leveraging DMA’s Platform with 13+ Integrations DMA’s SaaS Ecosystem: Integrated and Evolving DMA’s Hosted BI Applications Customer’s Hosted 3rd Party Back-Office System Orders DMA’s Hosted Order Entry Platform Orders Orders Invoices DMA’s Hosted Data Warehouse Focus on Providing Actionable C t t Not Content, N t Managing M i Technology T h l • Deep supply chain visibility via hosted Business Intelligence – – – – Inventory visibility Price verification KPI score carding Delivery frequency exception reporting • Consultative approach to problem solving – Leverage best practices & lessons learned Self-Service Business Intelligence Serves All Types of Users 9 Drag & drop 9 Easy to customize Spectacular Data Visualization Through Dashboards SaaS is a Low Cost Way y to Bring g Insight to Supply Chain Inefficiencies • Vendor spend analysis • Visibilityy to p product movement and inventory y during Limited Time Offers (LTO’s) • Delivery frequency optimization • Price P i verification ifi i • Product and specification compliance • Distributor score score-carding carding Partners Matter: The Difference B t Between Success S and d Failure F il • Select partners with highly scalable, innovative and proven solutions – The reason we chose PivotLink, iTradeNetwork and Salesforce.com • Scale usually translates into: – – – – Lower cost C Comprehensive h i ffeature t sett On-going innovation Reliable security • Visualize your ideal solution before interviewing partners 7 Guiding Principles for Selecting Integration Friendly App Partners 1. Commitment to products, services innovation aligned with our technology vision 2. Committed to protect data confidentiality and respect p for data ownership p 3. Provides cost effective, scalable solutions 4. Financially viable and have experience hosting 5. Provides high service levels (up-time) backed by service level agreements 6 Flexibly approach to customized/professional 6. services with exclusivity 7. SaaS 70 Type II Certification Food Industry. Facts. Insights. Consulting. Thank you Questions? Bob Sala, CEO, Distribution Market Advantage [email protected] www.dmadelivers.com (847) 413-0082