1 Magic Quadrant for Active Archiving Gartner RAS Core Research Note G , Carolyn DiCenzo, Kenneth Chin, 20 May 2008, RA active archiving products continue to add functionality to meet new market demands. Solutions are available to meet basic and complex requirements at a corresponding range in price. WHAT YOU NEED TO KNOW Gartner s active-archiving Magic Quadrant is focused on enterprise-class products that met the criteria defined below and that were able to prove, through strong references, their ability to address the needs of an organization looking to support thousands of users. Organizations with limited requirements or a modest number of users may want to start with one of these products, knowing that they will eventually need the scalability and functionality that they provide. Products that are too new to the market, geography specific, focused on small environments, or ones that just provide a tactical solution to an immediate problem are excluded from this Magic Quadrant. As the vendors covered in this year s Magic Quadrant have gained more customers, they have strengthened their understanding of market requirements and have responded with new features while extending existing features. Most vendors have stable code for the basic features that allow for full capture of all messages and for mailbox management. They are looking to differentiate themselves with better discovery, administrative tools and expanded device support. Several have delivered new archive monitoring tools and some are providing links to other content archiving or records management solutions. Fewer vendors focus on the unique compliance supervision requirements of the financial community, but that market is relatively small compared with the market for supporting mailbox management and legal discovery support. The December 2006 changes to the Federal Rules of Civil Procedure are motivating more companies to move more quickly from the evaluation stage to implementation mode. Although many vendors have made significant improvements to their products, there are still many areas of concern, not the least of which is the complexity of deploying and managing growing archives. Migrating personal stores into the archive continues to be a pain point in the quality of the available tools and in the time it takes to accomplish the archiving. As the archives grow, the indexes and metadata generated for the content also grow. The time to create those indexes for clients receiving large volumes of messages on a daily basis, plus the time to search them, continues to be a key concern. Code quality for new features remains a concern, with early adopters of such features often serving as quality assurance departments for their vendors. Improved support continues to be a focus for most vendors as customers stress product features and have become more dependent on the products. Training of partners and local installation support staff is still a weak area, but low scores for support continue to most often be tied to code problems.
2 2 The biggest roadblock for customers is in defining Figure 1. Magic Quadrant for Active Archiving their own requirements. Waiting for legal and the business units to agree on a corporate messaging challengers leaders policy and defining detailed retention rules often delay the selection and implementation process. An effective management policy is essential for organizations in today s litigious environment. However, companies need to begin archiving now to gain the operational benefits and to centralize data, Symantec so that when the policy is finalized and the retention rules are defined, the implementation can be adjusted to quickly respond. In the absence of a formal policy, implement at least the current de facto EMC Autonomy IBM policy or get management to set a temporary policy pending a final position. CommVault Quest Software C2C Systems Mimosa Systems STRATEGIC PLANNING ASSUMPTION(S) ZL Technologies CA By 2010, 50% of the archiving implementations will Messaging Architects AXS-One use the archive created for compliance and/or Waterford Technologies Open Text discovery to improve management through message stubbing. niche players visionaries MAGIC QUADRANT Do not compare the placement of vendors from last year to this year. The market has changed, and the criteria for selecting and ranking vendors continue to evolve. Vendors that did not adapt will naturally move completeness of vision Source: Gartner (May 2008) As of May 2008 to the left on Completeness of Vision. Vendors that have not yet delivered proven solutions to the new market requirements measured per the defined criteria for this year s Magic Quadrant may also have moved to the left on Completeness of Vision. This does not imply that the products evaluated last year are now deficient. It just means that new requirements have provided new challenges that the vendor has yet to meet. Figure 1). Shaping that view are more than 1,000 conversations over this past year with Gartner customers, as part of our inquiry service, survey responses and updates from the vendors in the March/April 2008 time frame, and over 70 conversations with vendor-supplied references in March and April We learn from these conversations not only why a client is choosing or has chosen a specific vendor, but why it did not choose other vendors Placement on the Magic Quadrant each year is based on Gartner s view of the vendor s performance against the criteria listed (see that were on its shortlist. We also learn about experiences running the product in production environments and how effective the ability to execute The Magic Quadrant is copyrighted May 2008 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the Leaders quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose Gartner, Inc. and/or its Affiliates. All Rights Reserved. Reproduction and distribution of this publication in any form without prior written permission is forbidden. The information contained herein has been obtained from sources believed to be reliable. Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner s research may discuss legal issues related to the information technology business, Gartner does not provide legal advice or services and its research should not be construed or used as such. Gartner shall have no liability for errors, omissions or inadequacies in the information contained herein or for interpretations thereof. The opinions expressed herein are subject to change without notice.
3 3 vendors are in responding to client issues. Increasingly, we are learning about why a company is choosing to replace an existing vendor with a new vendor solution. Prior to publication, each vendor has the opportunity to look at its placement on the Magic Quadrant and the strengths and challenges listed, and respond to any factual errors. Market Overview The growing size of data stores, coupled with the requirement to retain records for regulatory compliance and legal discovery, has created a market for active-archiving tools. Gartner estimates that the worldwide active-archiving market was $376 million in new software license revenue and maintenance services in 2007, an increase of 33.7% over The market is expected to grow to $1.7 billion by An active-archiving product provides a searchable archive of all messages for a defined period of time. It can be used independently or as part of a corporate records repository for legal and business uses. It also can be used as a solution to reduce the size of production data stores to gain operational efficiencies (reduce backup time, improve recovery and eliminate the need for quotas while still keeping the active data store lean). This research focuses on the market for products. Some companies may decide to outsource their archiving requirements, and the options available this year have expanded and have become more robust. Although many vendors can provide products with some level of compliance capture and archiving, to be considered an enterprise active-archiving vendor for this research, the solution must offer mailbox management and compliance capture to ensure that all records are captured in the archive, whether for legal discovery reasons or for the unique compliance supervision requirements of the financial industry. Requirements continue to evolve, increasingly stratifying vendors with robust solutions from those that address fairly basic requirements. Product scalability continues to be a significant issue. However, the biggest change occurring in this market is the emerging interest in extending the archiving platform to include other kinds of content. Many storage administrators are looking beyond the archiving project to the next archiving requirement, and selecting an archiving vendor that will also be able to help with instant messaging, files, SharePoint, or some other content archiving requirement. Some vendors have had to re-engineer their product to move from an focused solution to a broader archiving platform that can handle multiple content types. More vendors this year support file archiving or have announced their intent to do so this calendar year. Although all vendors on this Magic Quadrant support Exchange archiving, the number of vendors supporting Lotus Domino has increased, and the products that were announced in 2006 have improved significantly. Support for GroupWise still is challenged by the limited support for archiving within that product, although some vendors are finding ways to support the requirements of large organizations still committed to that platform. Vendors in this report have proved their products to be enterprise class. Gartner is, however, tracking many new vendors entering the market or extending their solutions to better support larger enterprises or new geographies. Most will enter with solutions that provide basic capture and search. Some are focused on the e- discovery part of the market, but provide basic message archiving. Gartner is watching these vendors and will include them when they meet the inclusion criteria. Meanwhile, Gartner continues to monitor and track vendors that focus primarily on capture solutions for the small or midsize business market, or that are just starting to appear in the enterprise. The list of new archiving solutions that Gartner is tracking includes, but is not limited to: Atempo, which acquired Lighthouse Global Technologies, the developer of E-Trail Digital Archive, in February 2008, will now market the solution as part of its Atempo Digital Archive platform. Estorian, maker of the LookingGlass discovery and archiving solution, was acquired by TeraCloud in February TeraCloud took on Estorian as the name for the combined company. GFT inboxx, spun off from GFT Technologies, is a wholly owned subsidiary to better focus on its archiving business which includes the inboxx archiving product. GWAVA, a vendor focused on GroupWise and BlackBerry support, is gaining traction in the GroupWise market with its Retain archiving solution. H&S Software, a European vendor, is more aggressively marketing archiving platform into North America and into larger companies. MessageSolution, a California-based startup company, has half of its customer base in China. Sherpa Software, a leading provider of Lotus Domino archiving tools, has delivered Archive Attender for Exchange, which it is marketing directly and via OEMs.
4 4 Market Definition/Description As defined by Gartner, the active-archiving market targets vendors that not only provide for the capture of all messages, but also use that archive to allow for the purging of messages from the active mail data store while giving the end user the illusion of an infinite mailbox. active-archiving products should: Capture and archive all messages entering and leaving the company and messages between users on an server as unique, indexed records. Leaders will use singleinstance storage (SIS) technology to efficiently store the messages and the attachments in the archive. Provide access to the archive via a Web client and through the client. Include auditing capabilities to track access to archived records. Support the secure storage of increasingly large archives offering multiple storage options for the archive, including disk, optical and tape. Special-purpose content storage devices are also gaining traction, initially with the financial community that requires tamper-proof storage, but increasingly for industries that store very large files, such as the medical and broadcasting sectors. Exploit stubbing or linking technology along with a policy engine to automatically prune the active data store for more-efficient operations. Offer personal data store migration tools and temporary offline local store options to eliminate the storage of messages outside the control of the archive system. Provide or integrate with a robust records management solution to manage the life cycle of the records to ensure proper retention and deletion. solutions that include case management and smarter metadata classification capabilities, many archiving vendors are partnering with e-discovery vendors to provide multiple options. Inclusion and Exclusion Criteria To be included in the 2008 Magic Quadrant, a vendor must be the developer of the product and not just a reseller or value-added reseller. The company should have at least five large enterprises (1,000 mailboxes or more) that are using the software in a production environment for mailbox management and compliance archiving, and that are able to be referenced to Gartner to support compliance with the criteria. Included vendors are worldwide in scope and industry-independent. New vendors must provide references and be qualified by the end of the year prior to the January 2008 launch of the Magic Quadrant report process. Added Autonomy (acquired Zantaz) Dropped None Evaluation Criteria Ability to Execute Several factors contribute to a vendor s ability to execute ratings. Product capabilities were evaluated separately for basic and Table 1. Ability to Execute Evaluation Criteria Evaluation Criteria Weighting Leading vendors will: Package tools for sampling and management of the compliance supervision process for regulated broker-dealers. Package or integrate with tools to manage the discovery process, narrowing the search and managing the steps needed to deliver records. Leading products offer more than just search and packaging, but also provide tools for review and case management. Discovery tools are fast becoming a requirement to play in the enterprise part of the market. Robust search, review and export features are not only required but are the focus for most scalability concerns. Although some vendors also offer more comprehensive Product/Service Overall Viability (Business Unit, Financial, Strategy, Organization) Sales Execution/Pricing Market Responsiveness and Track Record Marketing Execution Customer Experience Operations Source: Gartner high standard standard standard high high low
5 5 advanced functionality. Special emphasis was placed on archive scalability and storage management capabilities, mailbox management, compliance supervision, legal discovery and integration with other related technologies. Because this market contains many small vendors with uncertain futures, financial viability was an important consideration. A vendor s ability to anticipate and respond to changes in the market and achieve competitive success as market dynamics change was also highly rated. As products become more complex, the archives grow and the need to more frequently access the information in those archives becomes more mission-critical. Customer experience, which includes code quality and customer support, becomes increasingly important. Completeness of Vision A vendor s completeness of vision is evaluated based on its ability to convincingly articulate its future product direction and demonstrate innovation in meeting customer needs, enabling the vendor to more effectively compete in the market. The credibility of a vendor s vision is weighed against its past ability to execute against previously stated plans. Market understanding should be the guiding factor in new product development to ensure that the product engineered meets customer needs. Managing the complexity of storage environments requires innovative approaches that will distinguish leaders and delight customers. Leaders Leaders have the highest combined measures of an ability to execute and a completeness of vision. They have the mostcomprehensive and most-scalable products. They have a proven track record of financial performance and established market presence. In terms of vision, they are perceived as thought leaders, with well-articulated plans for ease of use, how to address scalability and product breadth. For vendors to have long-term success, they must plan to address the expanded market requirements for archive management, personal store migration, ease of use and deployment, and archive recovery. Leaders must not only deliver to current market requirements, which continue to change, but they need to anticipate and begin to deliver on future requirements. A cornerstone for leaders is the ability to articulate how these requirements will be addressed as part of their vision for expanded archive management. As a group, leaders can be expected to be considered as part of most new purchase proposals and have high success rates in winning new business. Symantec remains the only vendor in the Leaders quadrant. Its Enterprise Vault product has evolved into an integrated content archiving platform with the largest worldwide base of archiving customers and a large, fast-growing base for its file archiving solution. Symantec also delivers its own archiving solution for SharePoint and instant messaging and links into other archiving repositories and leading records management products. Challengers Challengers can execute today, but have a limited or evolving vision. They have capable products and can perform well for many enterprises. These vendors have the financial and market resources and capabilities to become leaders, but the important question is whether they have the understanding of market trends and market requirements needed to succeed in the future. They may not devote sufficient development resources to deliver products with broad market appeal and leadership features. Visionaries Visionaries are forward-thinking, but their execution has not propelled them into a leadership position. These vendors are differentiated by product innovation, but they have not achieved completeness of solution or the sales and marketing success required to give them the high visibility of leaders. Autonomy, which acquired Zantaz in 2007, is focused on the data access and e- discovery market, and its Zantaz Enterprise Archiving Solution is a competitive offering in the archiving side of its business. Now based on the Autonomy Intelligent Data Operating Layer (IDOL) technology, the company needs to fine tune its marketing and goto-market programs to not only support the Autonomy vision of the evolving e-discovery market but to also continue to appeal to the basic archiving customer. Table 2. Completeness of Vision Evaluation Criteria Evaluation Criteria Weighting Market Understanding standard Marketing Strategy high Sales Strategy high Offering (Product) Strategy high Business Model no rating Vertical/Industry Strategy low Innovation standard Geographic Strategy standard Source: Gartner
6 6 Mimosa provides NearPoint, an archiving solution for Exchange with new File archiving support, and combines continuous data protection and recovery with archiving. The company added a legal discovery option in 2006, which will support review of and files. Mimosa entered the market in 2005 and is the fastestgrowing company in this research. The AXS-One Compliance Platform has a strong archiving product and was an early entrant into the integrated content archiving market supporting a range of content in addition to e- mail, files and SharePoint. The company focused initially on very large customers with complex compliance supervision and discovery requirements and has worked to develop a set of reselling partnerships that have yet to deliver significant revenue for the company, although it saw significant revenue and customer growth in Niche Players Niche players are narrowly focused on an application, market or product mix, or they offer broad capabilities without the relative success of competitors in other quadrants. Niche players may focus on a segment of the market and do it well, or they may simply have modest horizons and lower overall capabilities compared with competitors. Others are simply too new to the market or have fallen behind and, although worth watching, they have not yet developed complete functionality or the ability to execute. CommVault saw a major repositioning during last year with the July 2007 release of its Simpana platform and upgraded archiving solution. CommVault also supports the archiving of SharePoint and files, and dramatically improved its search, single instance store, and ease of use with the new version. ZL Technologies (formerly known as ZipLip) has begun to get some market traction with stronger and larger references, and a good win as the OEM partner for Oracle s entry into the archiving market. References spoke of the solution s ease of deployment, strong performance, and comprehensive supervision and discovery modules. CA is beginning to address some of the easeof-use and scalability issues of the earlier ilumin version of the product. Although CA has always supported multiple messaging systems, it has recently focused on the part of the GroupWise market that needs strong discovery capabilities. IBM and Open Text are enterprise content management (ECM) vendors with complementary archiving solutions. Both are most successful in selling to customers committed to their ECM product suites. EMC is also an ECM vendor, but its Xtender archiving solution is not yet integrated with its Documentum solution. EMC has struggled with developing and executing on a road map that would keep its offering competitive as newer products enter the market. Quest Software, with its Archive Manager, and C2C, with its Archive One, continue to win in the market with their easy-todeploy and easy-to-use solutions. Quest is able to leverage its worldwide sales and presence in many companies with its Windows management tools and GroupWise migration tools to sell its archiving solution. C2C has a smaller sales channel but interesting discovery tools that can work on active and archive data. The Archive One solution has been rearchitected to provide a platform for archiving other kinds of content. HP continues to grow its base of archiving customers, renaming its product the Integrated Archive Platform, and as part of the new HP Software Group, working to grow its sales channel even as it fills holes in the offering through acquisition (Tower Software) and partnerships (for example, Clearwell). Waterford Technologies continues to do best in the midsize enterprise, government and education markets that have basic requirements, have limited budgets and are looking for a product that is easy to deploy and use. The company added support for Lotus Domino and for file archiving. Messaging Architects has expanded its focus beyond the GroupWise market with the beginning of a broader solution for Exchange.
7 Vendor and Autonomy The Autonomy acquisition provides the Zantaz product suite with new technology, including strong information access technology and an extensive set of connectors for external content sources. The company has extensive expertise in litigation support, including support for tape reclamation. The impact of the new IDOL platform from Autonomy, delivered in October 2007 in version 6.1 of the Zantaz Enterprise Archive Suite (EAS), has yet to prove its product scalability for large deployments. There are not any large deployments for the Domino version of the product that are referenceable yet. AXS-One While supporting the full range of market requirements, the AXS-One Compliance Platform AXS-Link option for is especially strong in its support for Domino, and with its solutions for compliance, discovery and case management. Support for large implementations is strong from product and consulting perspectives. AXS-One is small and has relatively few customers. Although it experienced good revenue growth in 2007, its actual revenue is still comparatively small, which could impact future product and channel investment. The product is designed for companies with complex discovery and compliance requirements. If purchasing through a reseller, carefully check that reseller s ability to properly support the product. C2C Systems C2C Systems Archive One is an easy-to-deploy solution at a modest price, with no requirement to license or support Microsoft SQL. Its discovery tool can search active messages, public folders and.pst files, and the archive product provides management tools for active and archived . C2C products are used less in large environments. Most success has been with companies with fewer than 10,000 mailboxes. It is a small company with limited resources, which could be a problem for companies with special support or product requirements. CA CA Message Manager offers strong discovery capabilities and is one of the few products that supports prereview supervision. Integration with the CA Records Manager product provides strong records management capabilities. CA Message Manager SQL-based indexing has been stressed in larger deployments, sometimes resulting in corruption of the index. Prospects with large environments should thoroughly test the newest product version to see if CA has addressed that issue. Product updates for legacy versions can be time-consuming and resource-intensive. Use of CA services is recommended. 7
8 8 CommVault The common technology engine across the data protection and archive functions provides a common platform that will especially appeal to the CommVault Galaxy Backup and Recovery customers, but also provides a set of rich storage management features that will benefit stand-alone archive customers. CommVault has worldwide sales through its own direct sales force and through Hitachi Data Systems, Dell and other resellers. The Simpana Data Archiver release is a major code upgrade that may require adjustments as production archive customers fully exercise the various new capabilities. Seek references to confirm a reseller s ability to install and support the archiving solution and push for escalation when experiencing delays in resolving issues. EMC EMC s Xaminer compliance supervision module for Exchange and Lotus Domino environments helped the Xtender solution gain early access to financial customers. EMC has worldwide sales and support, and the ability to deliver software and storage as part of a single solution. The solution has no e-discovery beyond search, relying on partnerships with companies such as Orchestria to deliver a fuller range of capabilities. Companies looking to search large volumes of data should expect to deploy substantial infrastructure to achieve acceptable performance. Companies requiring robust support for double-byte characters should test thoroughly to see whether current functionality is sufficient. HP HP Archiving is a complete archiving solution that comes with software, storage and service, and requires no additional licensing for a database product. The Integrated Archive Platform (formerly called Reference Information Storage System, or RISS) supports the archive of and files. The acquisition of Tower Software is expected to add records management features and enable HP to more quickly expand to add support for other content types. Although HP has few references leveraging the full capabilities of the product supporting large numbers of users, users report that the tightly integrated solution has proved to be easy to deploy and search response has been fast. The software is behind in features against leading competitors and provides limited discovery capability beyond search and legal hold without requiring the purchase of a third-party e- discovery solution. Product support often requires escalation to the engineering team because of limited expertise in HP s support group. IBM Integration exists with IBM CommonStore and IBM Records Manager, and between IBM FileNet Manager and IBM FileNet Records Manager. IBM has a strong worldwide sales and support organization.
9 IBM has two archiving products, since the acquisition of FileNet, which sometimes cause confusion to salespeople and prospects, and will require careful monitoring of product road maps. Although preloaded IBM CommonStore systems offer some ease-of-deployment benefits, management is still complex and requires knowledge of the underlying content management solution. Messaging Architects Messaging Architects has strong knowledge and support for the GroupWise environment with its M+Archive. Its products are easy to install and use, and have a strong presence in state and local government, and education. Messaging Architects is a small company with limited resources, which could be a problem for companies with special support or product requirements. Search can only be done in real time, which could be a problem for companies with large numbers of searches. Sales and support resources outside North America are limited. Mimosa is a small company with limited resources, which could be a problem for companies with special support or product requirements. Open Text A tight integration of functionality with the broader enterprise content management suite allows to be leveraged, archived and managed as just another content type. Open Text is best in the niche part of the market looking for this type of approach to archiving. Open Text has strong sales and support in Europe. Open Text needs to clearly differentiate its Archiving, Management, and Monitoring products so as not to lead to false expectations. Clearly define requirements and contract for Livelink ECM consultants to install the products. Open Text does not yet offer its own e-discovery solution, but resells an expensive third-party solution. 9 Mimosa Systems Mimosa Systems NearPoint archiving solution is easy to deploy and manage, with a full-function search and added options for file archiving and discovery support. The near continuous data protection and recovery features integral to the product are a bonus that users who bought only for archiving find that they also use.
10 10 Quest Software Quest Software s Archive Manager product is easy to deploy and use. The company has worldwide sales and support, although limited local-language support. Prospects looking to support more than 10,000 users should seek references or thoroughly test for scalability before committing to the product. The company has basic retention management and limited integration with third-party tools for retention or discovery. Symantec Symantec s Enterprise Vault archiving solution continues to benefit from the large development and quality assurance team to deliver enhancements for archiving, e-discovery and compliance supervision. A large base of customers advises Symantec on changing worldwide requirements, which helps the company develop a robust road map. The Domino version of the product is still new, and with limited references prospects should carefully test and seek references as part of the evaluation process. Compliance Accelerator should also be carefully reviewed to see that it meets organization requirements as delivered. For large deployments, the inability to do search within a search and the recommendation to have separate archives for mailbox management and journal capture may be problematic. Waterford Technologies Waterford Technologies MailMeter has an easy-to-deploy product that offers and file archiving at an attractive price. The company has easy-to-use, predefined reports that meet target customer requirements. Scalability beyond 5,000 users still needs improvement and prospects should carefully test as part of the evaluation process. Domino customers and those looking to run newer modules should seek additional references or prepare to help debug less-deployed product code.
11 The company is small and has limited resources, which could be a problem for larger companies with special support or product requirements. ZL Technologies ZL Technologies Unified Archive for Exchange and Domino can support pre- and post-review options for compliance supervision to meet U.S. Securities and Exchange Commission (SEC) requirements. The addition of case management and integrated file archiving to its discovery solution provides a strong offering. The installed base is still small, limiting the production testing of the full range of the solution s capabilities. Customers and prospects should still carefully test before deploying. ZL is primarily a product- and engineering-focused company. To remain a viable vendor in the market, the company must gain greater visibility and more aggressively expand its sales channels. Vendors Added or Dropped We review and adjust our inclusion criteria for Magic Quadrants and MarketScopes as markets change. As a result of these adjustments, the mix of vendors in any Magic Quadrant or MarketScope may change over time. A vendor appearing in a Magic Quadrant or MarketScope one year and not the next does not necessarily indicate that we have changed our opinion of that vendor. This may be a reflection of a change in the market and, therefore, changed evaluation criteria, or a change of focus by a vendor. 11
12 12 Evaluation Criteria Definitions Ability to Execute Product/Service: Core goods and services offered by the vendor that compete in/serve the defined market. This includes current product/service capabilities, quality, feature sets, skills, etc., whether offered natively or through OEM agreements/partnerships as defined in the market definition and detailed in the subcriteria. Overall Viability (Business Unit, Financial, Strategy, Organization): Viability includes an assessment of the overall organization s financial health, the financial and practical success of the business unit, and the likelihood of the individual business unit to continue investing in the product, to continue offering the product and to advance the state of the art within the organization s portfolio of products. Sales Execution/Pricing: The vendor s capabilities in all pre-sales activities and the structure that supports them. This includes deal management, pricing and negotiation, pre-sales support and the overall effectiveness of the sales channel. Market Responsiveness and Track Record: Ability to respond, change direction, be flexible and achieve competitive success as opportunities develop, competitors act, customer needs evolve and market dynamics change. This criterion also considers the vendor s history of responsiveness. Marketing Execution: The clarity, quality, creativity and efficacy of programs designed to deliver the organization s message in order to influence the market, promote the brand and business, increase awareness of the products, and establish a positive identification with the product/brand and organization in the minds of buyers. This mind share can be driven by a combination of publicity, promotional, thought leadership, word-of-mouth and sales activities. Customer Experience: Relationships, products and services/programs that enable clients to be successful with the products evaluated. Specifically, this includes the ways customers receive technical support or account support. This can also include ancillary tools, customer support programs (and the quality thereof), availability of user groups, service-level agreements, etc. Operations: The ability of the organization to meet its goals and commitments. Factors include the quality of the organizational structure including skills, experiences, programs, systems and other vehicles that enable the organization to operate effectively and efficiently on an ongoing basis. Completeness of Vision Market Understanding: Ability of the vendor to understand buyers wants and needs and to translate those into products and services. Vendors that show the highest degree of vision listen and understand buyers wants and needs, and can shape or enhance those with their added vision. Marketing Strategy: A clear, differentiated set of messages consistently communicated throughout the organization and externalized through the Web site, advertising, customer programs and positioning statements. Sales Strategy: The strategy for selling product that uses the appropriate network of direct and indirect sales, marketing, service and communication affiliates that extend the scope and depth of market reach, skills, expertise, technologies, services and the customer base. Offering (Product) Strategy: The vendor s approach to product development and delivery that emphasizes differentiation, functionality, methodology and feature set as they map to current and future requirements. Business Model: The soundness and logic of the vendor s underlying business proposition. Vertical/Industry Strategy: The vendor s strategy to direct resources, skills and offerings to meet the specific needs of individual market segments, including verticals. Innovation: Direct, related, complementary and synergistic layouts of resources, expertise or capital for investment, consolidation, defensive or pre-emptive purposes. Geographic Strategy: The vendor s strategy to direct resources, skills and offerings to meet the specific needs of geographies outside the home or native geography, either directly or through partners, channels and subsidiaries as appropriate for that geography and market.
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