To take that logically further -- because we've invented this way of having a standardized container -- we then opened it up to third parties and built the SnapStore, where we have over 110 Snaps today, most of which are third-party. That combination of the Web architecture in the SnapLogic server, a visual representation, and hundreds of Snaps gives us a unique competitive advantage.
Knorr: What's the difference between Snaps and ordinary adapters?
Adapters really have no intelligence baked into them. They're just helping you move from one type to the other, without adding a neutral canonical format. All an adapter is doing is what the pipe adapter does -- it takes one diameter to another. It doesn't really add anything.
SnapLogic's Snaps -- for example, the Salesforce Snap -- is more like a network sniffer. It's designed from the ground up to operate across the public Internet. It has the ability to go to Salesforce, look at the customizations of the Salesforce objects, inspect the directory, inspect what's going on in there, and give you back a simple visual view of your Salesforce information without having to read the 500-page programming manual for the Salesforce API.
Knorr: Is that your target market? The technical business analyst? It sounds as if you really want to make integration more accessible.
Dhillon: I think you really put your finger on it. Most integration products are designed for programmers. Snap applications are designed to be broadly usable by nonprogrammers -- i.e., business users, who in today's age are graduates with a lot of computing skills when they join the workforce. This is not my father's businessperson, right? This is not the VP of HR from two generations ago. This is a VP of HR who went to college with a notebook computer as part of the required list. This is someone who's pretty savvy. What we're doing is giving them technology to help them be a self-helper when it comes to connecting cloud applications together -- and connecting those cloud applications to the on-premise systems that they possess.
Knorr: Do Salesforce integrations make up a good portion of what people use SnapLogic for?
Dhillon: It does indeed. We have many customers with Box.net, some with NetSuite and a variety of other SaaS applications, but certainly Salesforce is the majority.
Our installed base is by and large young public companies or large enterprises. The difference is the way in which the spokes scale out to solve the integration problem in a high-performance kind of way. The key to think about us is an enterprise-grade technology along the lines of what you might buy from an IBM or a Tibco -- potentially even some new products from my old company.