2012 global lab management & test automation customer ...€¦ · 2012 global lab management...

BEST PRACTICES RESEARCH

© 2012 Frost & Sullivan 1 “We Accelerate Growth”

2012 Global Lab Management & Test Automation Customer Value Enhancement

2012



2012 Global Lab Management & Test Automation Customer Value Enhancement

Frost & Sullivan’s Global Research Platform

Frost & Sullivan is in its 50th year in business with a global research organization of 1,800 analysts and

consultants who monitor more than 300 industries and 250,000 companies. The company’s research philosophy

originates with the CEO’s 360 Degree Perspective™, which serves as the foundation of its TEAM Research™

methodology.

This unique approach enables us to determine how best-in-class companies worldwide manage growth,

innovation and leadership. Based on the findings of this Best Practices research, Frost & Sullivan is proud to

present the 2012 Global Customer Value Enhancement Award in Lab Management and Test Automation to

QualiSystems.

Significance of the Customer Value Enhancement Award

Key Industry Challenges Addressed by Enhancing Customer Value Due to the current economic situation and rapid change in technology, limited CAPEX budget and the

traditional mindset of customers are one of the key challenges for test equipment vendors. Some service

providers still rely upon manual work to set up and configure the test topologies. Addressing this challenge in

the market requires clear understanding of market dynamics, customer behavior, and end-user requirements

along with pricing trends in the industry. Providing a strong customer value and adding unique features to

products is one of the important factors that will help vendors increase their market share.

Best Practice Award Analysis for QualiSystems

The Frost & Sullivan Award for Customer Value Enhancement is presented to the company that has

demonstrated excellence in implementing strategies that proactively create value for its customers with a focus

on improving the return on the investment that customers make in its services or products. This award

recognizes the company's inordinate focus on enhancing the value that its customers receive, beyond simply

good customer service, leading to improved customer retention and ultimately customer base expansion.

QualiSystems’ Performance in Lab Management and Test Automation

QualiSystems has been a significant provider of high-class automated software solutions in the Test Automation

and Lab Management industry for the past 7 years. Highly efficient and innovative, QualiSystems’ solutions provide

the best value for money to its customers. Spread throughout North America, the Asia-Pacific region, Europe, and

the Middle East, QualiSystems caters to a broad spectrum of industries that include network equipment

manufacturers, telecom operators, big enterprises, and device manufacturers.

With its comprehensive software framework, TestShell, the company acts as an all-inclusive platform to track and

allocate resources, create and execute test automation, assist in comprehensive reporting and analysis enhancing

product quality and reducing time-to-market by optimizing testing and lab performance. Providing improved



service to its customers with its end-to-end software framework (addressing price sensitivity and quality concerns)

gives QualiSystems a competitive edge over its competitorsKey Performance Drivers for QualiSystems

Factor 1: Highly Differentiated Solutions

QualiSystems offers automated test and lab management solutions (in an integrated manner) to its broad-based

customers within a single framework. Since its inception in 2004, the company has continuously achieved quality

excellence due to its differentiated product features and exemplified customer centricity. Serving the testing and

lab management requirements of various industry carriers and service providers, enterprises, data centers, and

network equipment manufacturers, it provides optimized performance through its TestShell Framework. It

provides a robust and advanced level of service by maintaining a centralized resource management structure;

which, in turn, with simplified resource scheduling, reservation and utilization tracking, provides a streamlined and

optimized network lab performance (saving time and energy concurrently).

Additionally, TestShell provides an effective method for test automation with the help of its highly user friendly and

advanced features. Its drag-and-drop graphical test creation interface enables testers to create complex automated

tests without the necessity of programming skills (thus reducing burden and dependence on R&D). Unlike its

competitors’ solutions, it is possible – with the help of this application – to create flowchart test sequences (every

step representing a set of interface commands). Simultaneously, it also helps analyze responses, rationalize

information between different flowchart stages, and define flow rules. This allows the testers to easily adapt to the

dynamic testing environment.

With the test execution process being automated with the help of a scheduling mechanism, it is now possible for

testers (customers) to execute tests and regressions on a 24/7 basis that encompass numerous test combinations.

The shrinkage of execution cycles and augmentation of testing coverage are the other benefits that accrue from

the TestShell framework. This, in a way, accelerates overall testing productivity and enables end users to reduce

the test cycle duration.

To further enhance its productivity levels, QualiSystems introduced version 4.6 of its TestShell framework (on

November 21, 2011) with an ability to handle customer wish lists and recognize market challenges. This recent

upgrade in usability, lab management, device control, and reporting and analysis capabilities will ensure an increase

in lab equipment utilization and eliminate the associated concerns regarding limited equipment usage.

Factor 2: Holistic Customer Base

QualiSystems can boast a leading global footprint across diverse industry domains catering to the test automation

and lab management requirements of various elite customers. The company’s focus on extensive quality

improvement is handled by its world-class research and development center in Israel, along with its strong channel

network in different geographies that include USA, UK, Germany, Japan, China, Australia and Singapore.

QualiSystems offers its high-class automated solutions to customers across all sectors including banks and financial

institutions, service providers, network equipment manufacturers, and chip manufacturers. Some of its extremely

loyal customers include Telstra, Deutche Telecom, Cisco, HP, Ceragon Networks, and Emulex.



Factor 3: Optimum Customer Benefit

Generating best value for customers with differentiated and integrated product offerings is QualiSystems’ key

focus. The company’s operational efficiency has enabled customers to benefit from its host of varied advantages

and thereby acquire a rich customer base. Increase in equipment utilization, a nearly three-fold increase in traffic

generator usage, augmentation in multi-site time zone sharing of DUTs usage by two times, and overall

improvement in network lab performance are the principal advantages that QualiSystems’ solutions offer.

Additionally, the system has been able to significantly bring down the topology setup duration from 3 days to 20

minutes. Demonstrating considerable improvement in test performance, QualiSystems’ test automation and lab

management solutions have brought down the full regression cycle from 16 days to merely 12 hours and a single

test cycle from 2 months to only 2 days.

The customer satisfaction quotient has been further measured by the plethora of positive feedback from across

different industry segments. For instance, RADVISION (now Avaya), QualiSystems’ TestShell helped us to address

our key challenges, significantly accelerating our testing process and increasing productivity of our team. Moreover,

the Telepresence Business Unit of CISCO experienced extended test coverage (at a minimal amount of time)

through the centralized lab management and monitoring procedures of TestShell.

Factor 4: High-Quality Assurance

Based on its legacy to provide high-quality products and services, QualiSystems has been continuously employing

efforts to excel in terms of product efficiency and customer value creation. Being ISO 9001:2000 and 90003:2004

(IQNET) certified, QualiSystems is committed to its high-quality procedures and standards, creating enhanced

value for its customers as well as stakeholders.

Conclusion

Its highly focused business strategies, attention towards minute customer requirements, and expertise to offer

differentiated products to its broad customer base has set QualiSystems ahead in competition in the global Lab

Management and Test Automation market. Addressing the immense market potential, the company has created

enhanced value for its customers through its expertise in product and service delivery. In view of these

commendable achievements, QualiSystems has been chosen as the worthy recipient of the 2012 Frost and

Sullivan Customer Value Enhancement award in the Global Test Automation and Lab Management market.



The CEO 360 Degree PerspectiveT M - Visionary Platform for Growth Strategies

The CEO 360 Degree Perspective™ model provides a clear illustration of the complex business universe in

which CEOs and their management teams live today. It represents the foundation of Frost & Sullivan's global

research organization and provides the basis on which companies can gain a visionary and strategic

understanding of the market. The CEO 360 Degree Perspective™ is also a “must-have” requirement for the

identification and analysis of best-practice performance by industry leaders.

The CEO 360 Degree Perspective™ model enables our clients to gain a comprehensive, action-oriented

understanding of market evolution and its implications for their companies’ growth strategies. As illustrated in

the Chart below, the following six-step process outlines how our researchers and consultants embed the CEO

360 Degree Perspective™ into their analyses and recommendations.

How the CEO's 360 Degree Perspective™ Model Directs Our Research



Critical Importance of TEAM Research

Frost & Sullivan’s TEAM Research methodology represents the analytical rigor of our research process. It offers

a 360 degree view of industry challenges, trends, and issues by integrating all seven of Frost & Sullivan's research

methodologies. Our experience has shown over the years that companies too often make important growth

decisions based on a narrow understanding of their environment, leading to errors of both omission and

commission. Frost & Sullivan contends that successful growth strategies are founded on a thorough

understanding of market, technical, economic, financial, customer, best practices, and demographic analyses. In

that vein, the letters T, E, A and M reflect our core technical, economic, applied (financial and best practices)

and market analyses. The integration of these research disciplines into the TEAM Research methodology

provides an evaluation platform for benchmarking industry players and for creating high-potential growth

strategies for our clients.

Benchmarking Performance with TEAM Research

Impact of Customer Value Enhancement Award on Key Stakeholders

The Customer Value Enhancement Award is a prestigious recognition of QualiSystems’ accomplishments in lab

management and test automation. An unbiased, third-party recognition can provide a profound impact in

enhancing the brand value and accelerating QualiSystems’ growth. As captured in Chart 1 below, by researching,

ranking, and recognizing those who deliver excellence and best practices in their respective endeavors, Frost &

Sullivan hopes to inspire, influence, and impact three specific constituencies:

Investors

Investors and shareholders always welcome unbiased and impartial third-party recognition. Similarly,

prospective investors and shareholders are drawn to companies with a well-established reputation for

excellence. Unbiased validation is the best and most credible way to showcase an organization worthy

of investment.

Customers Third-party industry recognition has been proven to be the most effective way to assure customers

that they are partnering with an organization that is leading in its field.



Employees This Award represents the creativity and dedication of QualiSystems’ executive team and employees.

Such public recognition can boost morale and inspire your team to continue its best-in-class pursuit of

a strong competitive position for QualiSystems.

Best Practices Leverage for Growth Acceleration

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth and achieve best-in-

class positions in growth, innovation and leadership. The company's Growth Partnership Service provides the

CEO and the CEO's Growth Team with disciplined research and best-practice models to drive the generation,

evaluation and implementation of powerful growth strategies. Frost & Sullivan leverages 50 years of experience

in partnering with Global 1000 companies, emerging businesses and the investment community from more than

40 offices on six continents.

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