competitive overview. our customers financial services managed services providers...
TRANSCRIPT
Competitive Overview
Our CustomersFinancial Services Managed Services Providers Healthcare
Government /EducationInsurance Energy/Utilities
Agenda
• Competitive Landscape
• Buyer Profile
• Sustainable Advantages
• Why We Win
• Use Cases
• Competition Specifics
• Contact Information
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.
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:
o FunctionalityPhysical and Virtual Environment
o Ease of useo 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?”
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
Buyer Profile: Target Persona
Enterprise SMB Cloud
Position
System Admin• Virtual Servers• Virtual Desktops
IT Admin• Virtual Servers &
Entire Infrastructure
System Admin• Virtual Servers• Virtual Desktops
Pain Performance Monitoring and Management of Virtual Servers & VDI
Selection Criteria
• Functionality • VM• VDI
• Coexistence• Ease of Use
• Functionality • VM• VDI• Physical
Infrastructure• Cost• Ease of Use
• Virtual Servers• Virtual Desktops• Physical
Infrastructure• Multi-Tenancy• Intelligent Agent• Cost
Note: In general enterprises are looking for platform specific functionality where SMB and cloud providers prefer to consolidate vendors
The Monitoring Market Today
Comprehensive Virtual Monitoring
Cost of Ownership
Where MonitorIT Fits
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.Infrastructure Visibility Gap
Comprehensive Virtual Monitoring
Fills the Gap• Cost Effective• Easy to Use• Enterprise Functionality• Complete support for
virtual environment and supporting infrastructure
Why We Win
Why We Win
Cost of Ownership
Comprehensive Virtual Monitoring
• ¼ of the time to get up and running.
• Less than ½ the cost of the competition.
• Delivers more than 2x the value because of monitoring and remediation capabilities.
Why We Win – Key Advantages
Ease of Use
Product Functionality
Low Cost
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
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
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
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.
Why We Win – Virtual Server MonitoringComprehensive 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
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.
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
Why We Win – Intelligent AgentsData 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
MonitorIT Agents - Deployment
Key Features• Auto deploy/detect• No Reboot
Necessary• Remote Monitoring –
no proxy required
Auto Deploy/Discover
VM1
Physical Server
VDI Session
Agent
XenApp
App OS
App OS
App OS
App OS
Agent
Agent
Agent
VM1
Physical Server
VDI Session
Agent
XenApp
App OS
App OS
App OS
App OS
Agent
Agent
Agent
MonitorIT Agents - Monitoring
Key Features• 0.1% CPU/ <16MB
Memory• Small footprint ~ 1MB
in size
• VMs• XenApp• Physical Servers• VDI Sessions• Applications
Data Relay Back to MonitorIT
VM1
Physical Server
VDI Session
Agent
XenApp
App OS
App OS
App OS
App OS
Agent
Agent
Agent
MonitorIT Agents - Remediation
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
• VMs• XenApp• Physical Servers• VDI Sessions• Applications
Preconfigured or custom script
ALERT!!
Why We Win – Intelligent AgentsWhat your missing without an intelligent agent:
• Resource utilization• Operating systems• Compliance and audit• Remediation• Infrastructure data• Remote monitoring capabilities
Product Kill Points
Competitive LandscapeEnterprise
Frameworks
CA
HP
Compuware
BMC
IBM
Virtual Only
vKernel
eG Innovations
VMTurbo
Veeam
vFoglight
VDI
Lakeside
eG Innovations
EdgeSight
Liquidware Labs
Networks/Physical
Spiceworks
SolarWinds
PRTG
Nagios
Zabbix
What’s Up Gold
• Support Virtual Infrastructure
• Ease of Use• Cost
• Initial• Ongoing
• Virtual Infrastructure• Applications• Multi-Hypervisor• vCenter/
XenCenter Plugin
• Ease of Use• Cost• Physical Infrastructure
• Cost• Platform Coverage• Ease of Use• Flexibility
• Ease of Use• Cost• Supporting
Infrastructure• Real Time Analysis
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
Agentless vs. Agent Based
• Veeam• VMTurbo• PRTG• VMware Ops• vKernal• SolarWinds
Agentless
• Nimsoft• eG Innovations• HP/CA/IBM• Nagios• What’s Up Gold• N-able• EdgeSight
Agent Based
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
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
Agentless vs. Agent Based
• Veeam• VMTurbo• PRTG• VMware Ops• vKernal• SolarWinds
Agentless
• Nimsoft• eG Innovations• HP/CA/IBM• Nagios• What’s Up Gold• N-able• EdgeSight
Agent Based
• Agentless & Agent Based
• Intelligent Agents
• Minutes to Deploy
• Customizable dashboards and charts
• Entire Physical & Virtual Environment
• Proactive remediation
• No Consulting & Implementation Services
Competitive Kill Points
PRTG
Agentless -Limited XenApp/XenDesktop support
-No vCenter or XenCenter plug-in
-No North American support
-Limited virtualization server support
vFoglight
Agentless-No XenServer Support
-No XenApp/XenDesktop support
-No vCenter plug-in
-High Cost
-Difficult to use
-Services intensive
*Note: Foglight is agent based, vFoglight is agentless
Competitive Kill Points
SolarWinds
Agentless-Network Centric
-High Cost – per element pricing
-Server Virtualization
-No XenServer support
-No vCenter plug-in
-XenApp/XenDesktop
-API development required
-Multiple products needed for similar functionality to MIT
HP/Compuware/CA
Agent Based-Requires third party plug-ins for virtualization support
-Extremely High Cost
-Limited virtualization support
-No XenApp/Desktop Support
*note – we can coexist with these large enterprise frameworks.
Competitive Kill Points
vKernelAgentless-No XenServer Support
-No Application Visibility
-High Cost
-Acquired by Quest
Veeam
Agentless-No XenServer support
-No vCenter plug-in
-Static vs. Real Time Dashboards
-No agents
-Limited app visibility
-No remediation
-Alert storms
-Limited Drill Down Detail
-High Cost
-Several products required to monitor vir servers, applications and networks
Competitive Kill Points
VMTurboAgentless
-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.
N-ableAgent Based
-No XenApp/XenDesktop support-No XenServer support-Frequent alert storms-Complex remote management requiring hardware -High Cost-Very services intensive
Competitive Kill Points
eG Innovations
Agent Based-Requires programmatic knowledge to deploy agents, create monitoring rules and set up
-Expert level knowledge of elements to be monitored
-Difficult to correlate data to problems
-No XenCenter/vCenter Plug-in
-Very High Cost
-No remediation capabilities
Nagios
Agent Based-Requires programmatic knowledge
-Requires expert level knowledge of elements to be monitored
-Highly customizable by user without documentation
-Limited Technical Support
-No API Support for VMware or XenServer
-No XenCenter/vCenter Plug-in
-Freeware but costly support
Competitive Kill Points
vCenter Ops
Agentless-VMware specific
-No XenServer or Hyper-V support
-No remediation capability
-Not cross hypervisor
-Limited application monitoring support outside of VMware
-Expensive for non-VMware shops
-Highly customizable through professional services engagements
What’s Up Gold
Agent Based-No XenServer or Hyper-V support
-No XenCenter/vCenter plug-in
-High cost
-Network and application centric
Competitive Kill Points
KaseyaAgent Based
-No API integration for VMware or XenServer
-Requires programmatic knowledge to create monitoring rules and set up
-Poor reporting- difficult to correlate data to problems
-No vCenter or XenCenter plug-in
-Poor product support
-Hosted/Low cost- On Prem /High cost
-No XenApp/Desk Support
*Kaseya is primarily desktop on-premise management software
Spiceworks
Agentless
-Not Scalable
-No API Integration for VMware or XenServer
-No Technical Support- limited to user community
-Primarily network focused
-No XenApp/Desk Support
Competitive Kill Points
NimsoftAgent 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
EdgeSightAgent 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
Competitive Kill Points
ZenossAgent 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
Manage EngineAgent Based
-Expensive-Need 3 products (Ops, Apps and IT) to get full value of the product-No support for XenApp/XenDesktop
Competitive Kill Points
UptimeAgent Based
-More engineered towards VMs and Servers-Doesn’t have a XenPak 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
ExtraHopAgentless
-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.
