Lawson: Now, you handle the integration, not the actual data. Is that correct?
Purpura: Correct. Actually, we’re not storing data. The data is typically living in the applications we’re connecting together, but you’d be surprised at how many people still care about where CloudHub runs and where they run the integration. So, you know, some of the concerns are real and a lot of the concerns are just a lack of understanding, but it all gets in the way of sales cycles.
So being able to provide this actually lets customers sleep better at night, which is always a good thing.
Lawson: Okay, so that’s compliance. What were the two other issues?
Purpura: The other two issues were around high availability or being able to spread integration workloads across regions. Let’s say there’s a hurricane or another Hurricane Sandy in the northeast and Amazon has hardware problems for some reason in the eastern U.S. The customers that have got their applications replicated across zones, the fail over will just move the workloads to the other zone. So this gives some customers more options, and that’s all IP that we’ve built on top of Amazon into our platform that provides that global availability.
Lawson: But when you're talking about locating the hubs, focusing in on the multi-regional issue, why would it be important to have the data and the integration work close together physically?
Purpura: Latency, which is the third issue. So you’ve got compliance, global high availability and then latency. For example, we have customers with hundreds of websites that they want integrated. Maybe they have country-specific websites and those are hosted in the region. Being able to integrate those websites to their Salesforce data or their marketing automation data, close to where that data’s being collected does improve the latency of the system.
Lawson: Can you give me some details? Can you give me some improvements or some numbers to sort of back that up and make that point a little more concrete? I’m just wondering if that’s more a perception issue or an actual issue that people have had.
Purpura: I think it’s 80 percent perception and I think in 20 percent of the cases, it’s reality. We get requests for it all the time and we have some customers that are quite large that will deploy a hundred different integrations globally to support a thousand websites. They care about all three — latency, high availability and compliance around locality — in various degrees, as you might imagine. So being able to have this available now in five continents… there’s certainly no one in the integration platform space that has this capability, so we are the first and only to have this in the market right now.
Lawson: The other company I spoke with was actually a BI player. Maybe everybody is using Amazon to do this. I’m just curious as to why it’s happening now, rather than earlier. Did you hear from consumers about the need or is this something you're promoting to them?
Purpura: Both. I think in the earlier days people didn’t care. You know, it’s a cloud. I can get at it from anywhere. If I have a browser and an Internet connection, I can get an account at CloudHub and do development and deploy my apps and I don’t really know or care where it runs. But we’re seeing more maturity around the customer base in terms of the kinds of use cases and, frankly, the scale of the use cases to where they're really saying, ‘Look, I want to move to the cloud. My new projects are all going to be cloud first. My projects have 80 percent of the integration is coming to and from various SaaS applications, but I need to get back to my existing ground-based applications run here at headquarters. They're my big systems at record, but I’m in 65 countries around the world and I have all these websites and I have sales people and I have marketing people and they're distributed all over and I’m interacting with customers in 65 countries. How do I integrate with them on a local and global basis and bring all that data back in to corporate, process it and then improve my interactions with my customers?”
So when you start to see those kind of really robust global use cases, that’s where things like global deployment capability become much more important.
Lawson: Are a lot of the enterprise clients using you for internal integration or are you primarily being used in situations where Salesforce might use you to solve an integration problem and you're part of a packaged solution?
Purpura: I think there are three areas. We have two sister products. We have an on-premise product called Mule ESB and then we have CloudHub, which is our cloud-based integration platform. They use the same core engines, so they're kind of interchangeable in terms of working together or the integrations that you build can run in either place.
But if you look at the ground-based customers, they're largely using us to integrate internal IT systems. A variety of legacy and even commercial, off the shelf applications like SAP and Oracle ERP-type systems or PeopleSoft or Seybold-based systems, they're using Mule ESB to integrate those.
On the CloudHub side, what we found is the center of gravity of what we’re integrating is more SaaS. So I would say probably 80 percent of what we see is in terms of the end points that we’re integrating. It’s more SaaS and mobile. And about 20 percent of it is hybrid in terms of we’re connecting together a number of SaaS based systems, but at the end of the day we’re syncing them back with some system of record which, typically, in the big enterprises, are still on the ground. They’ve got huge investments in those systems, but the customers are driving to make sure that the new stuff they're buying, which is SaaS, is well integrated with what they have in the ground.
The third area that we’re seeing a lot of use is with “embedded” features within various SaaS applications to where the application out of the box already supports a couple of turnkey integrations to common systems that they need to connect to. We have a partner program where we have over 20 different SaaS companies that are pre-connected, if you will, through CloudHub to the other systems that their customers need to connect them to.
For example, Jobvite is a recruiting tool, kind of like a CRM system for applicant tracking and interviewing and scheduling candidates and moving them to a pipeline to get them hired. Through that process, they capture all of the HR information about the candidate and when the candidate finally makes it through the process and “gets hired,” their status is changed to hired, and you can automatically onboard that employee with the information you already have into the HR and payroll system. So we have a pre-built integration that goes from Jobvite to ADP, ADP HR and ADP Payroll. So you can automate the whole onboarding of an employee instead of having someone manually rekey all of that information over again.