Confidential - NDA Required

Spyke – Positioning for Success

Dave Britt – Director APM Technologies

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Introducing Spyke Sales Battlecard

Value Proposition

Features/benefits

Customer Pain Points

Addressing Objections

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Flows, Sessions and DPI

• Much confusion around the definitions of APM and NPM

• Terms such flows, sessions and DPI used interchangeably

• Same terms mean different things to different vendors

• Over 100 vendors in this space offering polling, flow monitoring, packet capture, agent based and DPI solutions.

• Hard to compare “apples to apples”.

• At the end of the day, what do customers want?

How well are the applications being delivered to the end users?

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Introducing ……

Application Aware Network Performance Management• Meet the needs of network engineers as well providing business relevant

application views

• Provide application level performance information from a network perspective

• Agentless, appliance based solutions

• Complementary to network packet broking (NPB) tools

• Net Optics market leaders in provision of complementary AANPM and NPB solutions

• Other AANPM criteria (ref Gartner) include Flow Based (NetFlow, IPFIX) capability, dashboards, threshold alarming, VoIP and application awareness

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Drilling down, NPM

Layer 4 (TCP/UDP Information)

Layer 3 (IP Information)

Traditional NPM tools. NetFlow based products, freeware tools such as nTop. Common attributes across all flows

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Drilling down, Beyond NPM, toward AANPM

Layer 4 (TCP/UDP Information)

Layer 3 (IP Information)

Traditional NPM tools. NetFlow based products, freeware tools such as nTop. Common attributes across all flows

Port 80

URL

Download Time

Client Browser TypeBasic AANPM. Analysis of a single application (HTTP). Dependent on DPI (Payload inspection)Application specific metricsHTTP

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Drilling down, Full AANPM, Spyke

Layer 4 (TCP/UDP Information)

Layer 3 (IP Information)

Traditional NPM tools. NetFlow based products, freeware tools such as nTop. Common attributes across all flows

URL

Download Time

Client Browser TypeBasic AANPM. Analysis of a single application (HTTP). Dependent on DPI (Payload inspection)Application specific metricsHTTP

Email

SMTP

AttachmentName

To Address

From Address

Hotmail

Yahoo

POP3 VoIP

Caller ID Jitter MOS

DNS

Query

Response Code

RTT

Application aware metrics.Business relevant informationCoverage across many applicationsReliant on complex DPI techniquesMajor differentiator for Spyke.

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Customer Pain Points

Real time views (5 second updates)

Historical views

Key performance indicators (top talkers, latency, conversations)

Application drill downs

Technical and business level reports

I need to monitor the availability and

performance of the network and applications using it

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Customer Pain Points

View network usage by application

Session reports showing application detail

Geographic representation of traffic and application flows

Long term capacity planning and trending reports

I need to understand how clients and applications are

using the network

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Customer Pain Points

I need to monitor the quality of my organisations VoIP

calls.

View all VoIP calls across network

Summary tables showing call details

Drill down to specific call metrics

• Caller/callee ID

•Originating subnet

•Start time and duration

•MOS and Jitter (RTP dependent)

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Common objections: Spyke v Open Source

Wireshark

• Excellent packet analyser

• Highly technical point solution

• Can be used in conjunction with Spyke

• No continuous capture option

• No business layer reporting

• No historical data

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+

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nTop

• Flow based analysis (NPM)

• Some extensions (e.g. latency and voice)

• Limited historical reporting

• Limited scalability

• Rudimentary reporting capability

Paessler PRTG

• Flow based analysis (NPM)

• Very nice user interface

• Good point solution

• Not strictly speaking Open Source

• Limited scalability

Nagios

• SNMP management platform

• No direct competition to Spyke

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Common Objections: Danaher/Fluke

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OptiView NetFlow Tracker

Simple flow based NPM solutionNetFlow/sFlow/IPFIX onlyNo deep packet inspectionEx Crannog product

Visual Performance Manager

Multi tiered approach using passive appliancesNetwork performance Appliance (NPM)Application performance Appliance (DPI)Good VoIP monitoring, limited support for other applications

ClearSight AnalyzerPowerful packet capture and analysisTechnical troubleshooting tool Can be complementary to Spyke and appTap

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Common Objections: Solarwinds

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Network Performance Monitor- Simple SNMP polling engine- No flow based capability- No DPI capability

Orion Network Traffic Analyser- Simple flow based NPM solution- NetFlow, sFlow, IPFI- No DPI capability

VoIP & Network Quality Manager- Utilises Cisco SLA for synthetic transactions- Leverages call data records from Cisco CallManager- Limited multi vendor support- No DPI capability

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Common Objections: NetScout

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nGenius Performance Manager

nGenius Voice/Video Manager

nGenius Enterprise Intelligence

nGenius Trading Intelligence

InfiniStream Packet Analysis

nGenius Performance Manager for Flows

nGenius Packet Flow Switch

Very comprehensive coverage across packet analysis, NPM and AANPM

Very complex product set

Could be considered the ‘Rolls Royce” of monitoring

Level of integration between acquired products still needs work

Possibility to use Spyke/appTap to feed flow data to existing NetScout installations

Competitive advantage … price.

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When to hold and when to fold ….

The customer already has WAN optimization deployed.• E.g. Riverbed, Juniper, Blue Coat, Expand

• WAN Optimization products produce similar statistical data

• Normally limited with respect to historical reporting

• Normally limited with respect to reporting functionality

• WAN optimization vendors aggressively moving into NPM market

Spyke win not impossible, but the level of overlap is high which makes for a tough sale.

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When to hold and when to fold ….

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The customer already has enterprise wide performance management deployed.• E.g. NetScout, Compuware, Fluke, HP

• Determine the level of statistical information, often it is only SNMP based.

• Are all the remote sites completely covered? Can we deploy appTap for full remote site coverage?

• Option to work with the existing tools – Trojan Horse approach.

Spyke win not impossible, focus on complementary features rather than trying to unseat incumbent vendor.

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Value Proposition at a Glance

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Others• High cost

• Complex (steep learning curve)

• Point solutions

• Limited DPI

• NetFlow only

• Typically NPM based

Spyke• Low cost

• Easy to use

• Comprehensive analysis across voice and data

•True DPI

• NetFlow compatible

• True AANPM

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A small glimpse into the future ….

Continued consolidation of NPB and NPM markets

• NetScout acquiring Simena

• Danaher with VSS and Fluke

• Prediction : Continued acquisition of NPM vendors by NPB vendors

Existing customers already inquiring about NPM features on existing Net Optics switching platforms

Future bandwidth requirements will mandate that NPM will need to be done in silicon not software

Net Optics is the most advanced vendor in this space and is well placed to continue to be the market leader

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Thank You