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Competitive Overview

Competitive Overview. Our Customers. Financial Services. Managed Services Providers. Healthcare. Insurance. Energy/Utilities. Government /Education. Agenda. Competitive Landscape Buyer Profile Sustainable Advantages Why We Win Use Cases Competition Specifics Contact Information.

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Competitive Overview

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  1. Competitive Overview

  2. Our Customers Financial Services Managed Services Providers Healthcare Insurance Energy/Utilities Government /Education

  3. Agenda • Competitive Landscape • Buyer Profile • Sustainable Advantages • Why We Win • Use Cases • Competition Specifics • Contact Information

  4. Competitive Considerations • Crowded market • Similar messages and positioning • User requirements dictate competitive opportunities • Users understand benefits of monitoring in general • Users can be “TOLD” new criteria in emerging markets • MonitorIT has competitive advantage in monitoring virtual server and desktop environments.

  5. Competitive Dialogue I use XYZ to monitor ABC, How does your product compare…. “Generally we find that a lot depends on the specific requirements of the customers, but in general users choose us because of: • FunctionalityPhysical and Virtual Environment • Ease of use • Cost If there is something you are not getting from your monitoring product then we can spend a few minutes discussing your specific requirements and how MonitorIT might be able to meet them. Is there a reason to continue speaking?”

  6. Competitive Sales Tips • Determine if the prospect is “actually” responsible for monitoring virtual servers or XenApp/XenDesktop – #1 blow off line “We’re fine, we have a monitoring tool” • XenApp/Desktop and virtual server admin - usually two different users/sales opportunities • All products have certain strengths and the value of the product is determined by the specific criteria of the USER • If you are explaining how the product is different than a competitor before identifying actionable pain, you are wasting time • If there is no pain or substantial gain, there is no potential sale • All pain is related to ease of use, functionality and/or cost

  7. Buyer Profile: Target Persona Note: In general enterprises are looking for platform specific functionality where SMB and cloud providers prefer to consolidate vendors

  8. The Monitoring Market Today Cost of Ownership Comprehensive Virtual Monitoring

  9. Where MonitorIT Fits Infrastructure Visibility Gap Virtual Only Enterprise • Easy to use • Monitor virtual environment only • Limited support for supporting infrastructure • Low cost • Expensive • Services Intensive • Limited support for virtualization • Difficult to use • Not realistic for companies outside fortune 500. Fills the Gap Comprehensive Virtual Monitoring • Cost Effective • Easy to Use • Enterprise Functionality • Complete support for virtual environment and supporting infrastructure

  10. Why We Win

  11. Why We Win • ¼ of the timeto get up and running. • Less than ½ the costof the competition. • Delivers more than 2x the value because of monitoring and remediation capabilities. Cost of Ownership Comprehensive Virtual Monitoring

  12. Why We Win – Key Advantages Ease of Use Product Functionality Low Cost

  13. Why We Win – Key Advantages Ease of Use • Out of the Box Monitoring Rules • XenApp/Desktop • VMware • Citrix XenServer • Physical Servers • Applications • Customization without programming • One product for monitoring, analysis and reporting • Auto discovery of physical and virtual inventory • Supports Agent and Agentless monitoring • Co-Exist with other monitoring/management tools • Central dashboard with drill down • Customized Reports

  14. Why We Win – Key Advantages Product Functionality • Comprehensive virtual infrastructure monitoring • One product for VMware, XenServer, Hyper-V • Application visibility • Management reporting • Automated remediation and recovery • Advanced alerting and root cause analysis • Monitor remote environments • The Comprehensive Monitoring Approach • Agentless Hypervisor Integration • Intelligent Agent • Management Console Plug-In • Physical Infrastructure

  15. Why We Win – Key Advantages Low Cost • Virtual Servers • $350.00 per Host • $125.00 per Virtual Machine Agent • VDI • $300.00 per XenApp Server • $225.00 per XenDesktop Desktop Delivery • $15.00 per Virtual Desktop Agent • $125.00 per Provisioning Server Agent • Free Basic and Advanced Product Certification • No Implementation services or programming necessary Updated 4/19/2013 – Prices subject to change without notice

  16. Why We Win - Enterprise • Support for Virtual Environments • Large vendors have been slow to adapt virtual server support • Their technology is ported from physical solutions and is difficult to use in a virtual environment. • Ease of Installation and Configuration • These enterprise products were architected decades ago when services were packaged with every sale. They require very skilled people to deploy and maintain. • The cost and difficulty of deploying causes gaps in monitoring because companies don’t deploy the technology fully • Agents are needed because of the deep metrics collected but most are difficult to deploy, costly and have a heavy resource utilization. MonitorIT Agents are much different (see Intelligent Agent). • Cost • Their solutions are much more costly per agent ($300/$400 agent) and in terms of ongoing support.

  17. Why We Win – Virtual Server Monitoring • Comprehensive Infrastructure Monitoring • Agentless-Most virtual only products gather metrics from the hypervisor so there are gaps in visibility since the hypervisor doesn't capture physical infrastructure metrics, nor does it give visibility into the applications that reside on the guests.  If you use an agentless solution you need to purchase two or more products. • Agent Based-All products that have agents are based on antiquated or limited technology so the agents are resource intensive and difficult to deploy/configure. They are practically unusable on virtual machines. (See Intelligent Agent) • Plug-in to XenCenter / vCenter / Enterprise Management Portals • One product for VMware/XenServer/Hyper-V • Cost • Cost-At $250.00 per host it is about half of most competitors

  18. Why We Win – Network Monitoring • In Virtual Environments: • Most virtual server monitoring solutions do not monitor the network which can impact the performance of the virtual environment. • In Physical Environments: • Cost: • Many products are priced per port/element while MonitorIT is priced per device. There may be as many as 128 ports on a Cisco switch and MonitorIT is priced at $75 per device • Some products may collect more information from devices or have specific integrations. MonitorIT may collect enough information and offer enough functionality to satisfy the customer for the price. This depends on their specific requirements.

  19. Why We Win – XenApp/XenDesktop • XenApp & XenDesktop and the surrounding infrastructure from one central view • Complete Visibility • Most products do not monitor the physical infrastructure, virtual environment, network and XenApp/XenDesktop key components. • Intelligent Agents • Many technologies are agent based and are very difficult to deploy, expensive to maintain and consume resources.  • Ease of use • Most products are very difficult to deploy and use therefore, they aren't utilized • Cost • Monitor IT is literally a fraction of the cost of other products

  20. Why We Win – Intelligent Agents • Data and Control without the Overhead • Push to Deploy • Deep Application Level Metrics • No Programming • No Reboot To Update • 0.1% CPU / <16MB Memory • Facilitate/Automate Fix Actions • Master Agent • Remote Monitoring

  21. MonitorIT Agents - Deployment VM1 Agent Auto Deploy/Discover App OS XenApp Agent • Key Features • Auto deploy/detect • No Reboot Necessary • Remote Monitoring – no proxy required App OS Physical Server Agent App OS VDI Session Agent App OS

  22. MonitorIT Agents - Monitoring VM1 Agent Data Relay Back to MonitorIT App OS XenApp Agent • VMs • XenApp • Physical Servers • VDI Sessions • Applications • Key Features • 0.1% CPU/ <16MB Memory • Small footprint ~ 1MB in size App OS Physical Server Agent App OS VDI Session Agent App OS

  23. MonitorIT Agents - Remediation VM1 Agent Preconfigured or custom script App OS • Key Features • Set custom thresholds for alerting and script execution • Automate fix actions • Built in scripts for fixing many common issues. • Build custom for your specific needs • Customizable alerts and thresholds XenApp Agent • VMs • XenApp • Physical Servers • VDI Sessions • Applications App OS Physical Server Agent ALERT!! App OS VDI Session Agent App OS

  24. Why We Win – Intelligent Agents • What your missing without an intelligent agent: • Resource utilization • Operating systems • Compliance and audit • Remediation • Infrastructure data • Remote monitoring capabilities

  25. Product Kill Points

  26. Competitive Landscape • Support Virtual Infrastructure • Ease of Use • Cost • Initial • Ongoing • Virtual Infrastructure • Applications • Multi-Hypervisor • vCenter/XenCenter Plugin • Ease of Use • Cost • Physical Infrastructure • Ease of Use • Cost • Supporting Infrastructure • Real Time Analysis • Cost • Platform Coverage • Ease of Use • Flexibility

  27. Agentless Issues • Application Visibility: Limited to vendor support or use custom API • Fix Actions/Remediation: Can not take action on alert notifications • Element specific functionality: Need multiple products to monitor whole IT environment • Recommendations: Can not tell root cause of issue so must suggest • Alerting: Delay in alerting so not real time • Remote Site Monitoring: Need two instances of product or proxy server • Syslog/Event Log: No support for compliance monitoring

  28. Agentless vs. Agent Based

  29. Agentless Issues • Application Visibility: Limited to vendor support or use custom API • Fix Actions/Remediation: Can not take action on alert notifications • Element specific functionality: Need multiple products to monitor whole IT environment • Recommendations: Can not tell root cause of issue so must suggest • Alerting: Delay in alerting so not real time • Remote Site Monitoring: Need two instances of product or proxy server • Syslog/Event Log: No support for compliance monitoring

  30. Agent Issues • Antiquated Agent Architecture: High CPU and memory utilization, so can not be deployed in virtual environment • Programming Required for Deployment & Use: Implementation is costly and slow • Difficult to Use & Maintain: Consulting required to deploy and maintain

  31. Agentless vs. Agent Based • Agentless & Agent Based • Intelligent Agents • Minutes to Deploy • Customizable dashboards and charts • Entire Physical & Virtual Environment • Proactive remediation • No Consulting & Implementation Services

  32. Competitive Kill Points

  33. Competitive Kill Points

  34. Competitive Kill Points

  35. VMTurbo • N-able Competitive Kill Points • Agentless • -Inaccurate root cause analysis and remediation suggestions • -High Cost • -No agents • -Limited app visibility • -No remediation • -Limited drill down capabilities • -Application monitoring through WMI calls only. • Agent Based • -No XenApp/XenDesktop support • -No XenServer support • -Frequent alert storms • -Complex remote management requiring hardware • -High Cost • -Very services intensive

  36. Competitive Kill Points

  37. Competitive Kill Points

  38. Competitive Kill Points

  39. Nimsoft • EdgeSight Competitive Kill Points • Agent Based • -No XenApp/XenDesktop support • -Multiple products needed for similar functionality • -Limited product support and documentation • -Complex remote management requiring hardware • -Very High Cost • -Acquired by CA and buried in their product portfolio • Agent Based • -Limited to XenApp end-user performance data and no visibility into supporting infrastructure • -Multiple products needed for similar functionality • -Agents “I/O Killer” • -Limited Reporting • -Free with Enterprise and Platinum XenDesktop • *Note: MIT can co-exist by sending and receiving data to EdgeSight

  40. Zenoss • Manage Engine Competitive Kill Points • Agent Based • -More engineered towards VMs and Servers • -Doesn’t have a ZenPak for XenServer • -No plug-in to XenCenter • -No easy remediation functionality • -Difficult to set up • -No auto discovery of inventory • -Enterprise version is expensive • -Difficult to monitor the entire stack from a single view • -Gives too much useless info and its hard to use which makes it impractical • Prone to annoying alert storms • Agent Based • -Expensive • -Need 3 products (Ops, Apps and IT) to get full value of the product • -No support for XenApp/XenDesktop

  41. Uptime • ExtraHop Competitive Kill Points • Agent Based • -More engineered towards VMs and Servers • -Doesn’t have a XenPakfor XenServer • -No plug-in to XenCenter • -No easy remediation functionality • -Difficult to set up • -No auto discovery of inventory • -Enterprise version is expensive • -Difficult to monitor the entire stack from a single view • -Gives too much useless info and its hard to use which makes it impractical • -Prone to annoying alert storms • Agentless • -Limited XenApp support through agentless approach • -No remediation capabilities • -Limited support for Vmware • -No VMware or Citrix hypervisor support • -No vCenter or XenCenter plugin • -No remote monitoring capabilities.

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