Vendor Landscape: Managed File Transfer

Transcription

1 Centralize, automate, and secure file transfer in the enterprise., Inc. Is a global leader in providing IT research and advice. Info-Tech s products and services combine actionable insight and relevant advice with ready-to-use tools and templates that cover the full spectrum of IT concerns Inc. 1

2 Introduction Managed file transfer (MFT) secures and facilitates file transfer; it reduces risk and cost, increases reliability and visibility, and simplifies partner relationships. This Research Is Designed For: This Research Will Help You: Organizations seeking to select a solution for automated business-to-business (B2B) or ad hoc user-to-user (U2U) managed file transfer. MFT use case may include: Organizations subject to regulatory and compliance laws (e.g. SOX, HIPAA, PCI- DSS). Organizations concerned with the security of current file transfer methods (e.g. in order to protect IP in foreign countries). Organizations looking to sunset legacy file transfer protocol (FTP) servers or those seeking ways to centralize and automate recurring file transfers. Organizations trying to manage size limitations of for file transfer. Understand what s new in the MFT market. Evaluate MFT vendors and products for your enterprise needs. Determine which products are most appropriate for particular use cases and scenarios. 2

3 Executive Summary Info-Tech evaluated 11 competitors in the MFT market, including the following notable performers: Champions: SEEBURGER combines an extensive list of features with global support. Axway offers a suite of MFT solutions that can be combined to create customized solutions. Ipswitch impresses with a well-rounded product portfolio at an affordable price. GlobalSCAPE offers a customizable and feature-rich solution. Value Award: Coviant earned the Value Award for offering a comprehensive and highly affordable solution. Trend Setter Award: Attunity earned the Trend Setter Award for pioneering the integration of cloud and big data connectors within a MFT solution. Info-Tech Insight 1. Compliance and security fuel market growth: FTP is no longer seen as a viable option to manage file transfer securely in and outside the enterprise. MFT has filled that role and is seeing rapid adoption as compliance standards extend their reach. 3. The cloud gains ground: Vendors recognize demand for deployment flexibility, but buyers are still wary of potential security issues revolving around compliance. 3. Mobile capabilities are becoming increasingly important: Vendors are starting to offer mobile functionality, or at the very least, are putting it on their solution roadmap. 3

4 Market Overview How it got here MFT emerged from limitations with traditional file transfer techniques, such as basic FTP servers. FTP servers lacked the ability to handle growing data volume requirements and provide enough visibility into file transfer activity, and organizations looked to MFT to fill that need. Compliance standards like SOX, HIPAA, and PCI-DSS increased regulatory pressures, particularly on organizations in financial services, government, and healthcare. More organizations face these requirements as they manage their own compliance needs along with those of key business partners. Selection of the best solution for an organization has been highly dependent on use case: offloading, ad hoc file transfer, and B2B scheduling needs are covered through combinations of vendor products and modules. Where it s going Big players in business integration will continue to snap up smaller MFT vendors to round out product portfolios. Integration of MFT into workflow and process management tools will grow in importance as organizations adopt more process-oriented approaches. IT departments are warming up to cloud solutions for MFT, and vendors are responding by increasing the flexibility of their offerings. Mobile access and collaboration features will continue to surface from MFT suites. Today s 24/7 and on-the-go workforce requires constant access to systems. Cloud file sharing solutions, such as Box and Citrix ShareFile, are starting to meet corporate security requirements and may be able to replace MFT s ad hoc file transfer component in the future. As the market evolves, capabilities that were once cutting edge become default and new functionality becomes differentiating. Antivirus integration and LDAP/AD integration have become Table Stakes capabilities and should no longer be used to differentiate solutions. Instead focus on mobile and ad hoc integration to get the best fit for your requirements. 4

5 MFT Vendor selection / knock-out criteria: market share, mind share, and platform coverage To be included in this Vendor Landscape, vendors must offer a true MFT solution. As such, file transfer and sharing products (e.g. Dropbox, YouSendIt, and Box) that did not pass screening were not evaluated. A satisfactory level of security, compliance, and automation features were not found in these products. For this Vendor Landscape, Info-Tech focused on those vendors that offer broad capabilities across multiple platforms and that have a strong market presence and/or reputational presence among mid and large-sized enterprises. Included in this Vendor Landscape: Attachmate. A global software company focusing on MFT, terminal emulation, and fraud management. Attunity. A data integration and replication expert building on MFT capabilities acquired from RepliWeb in Axway. A global software company providing a comprehensive suite of file transfer and business integration solutions. Coviant. With a sole focus on MFT, Coviant delivers automated and scheduled solutions at a low cost. GlobalSCAPE. GlobalSCAPE is an authority in file transfer, providing solutions that are strong in security and usability. IBM. A leading global provider of IT products and services, which has been providing MFT solutions since Ipswitch. An authority in network monitoring, messaging, and file transfer with over two decades of experience. Linoma Software. A longstanding software developer that has been in the MFT market for over a decade. OpenText. A leader in Enterprise Information Management (EIM) solutions, OpenText entered the MFT market in Primeur. Specializing in middleware, Primeur is a MFT pioneer having entered the market in SEEBURGER. A longstanding global company specializing in business process integration. 5

6 MFT criteria & weighting factors Product Evaluation Criteria Criteria Weighting: Features The solution provides basic and advanced feature/functionality. Features 30% 25% Usability Usability Affordability The solution s dashboard and reporting tools are intuitive and easy to use. The three year TCO of the solution is economical. Architecture 25% 20% Affordability Architecture The delivery method of the solution aligns with what is expected within the space. Product 60% Vendor Evaluation Criteria Viability Vendor is profitable, knowledgeable, and will be around for the long-term. 40% Strategy Vendor is committed to the space and has a future product and portfolio roadmap. Viability Vendor Strategy Reach Vendor offers global coverage and is able to sell and provide post-sales support. 30% 30% Channel Vendor channel strategy is appropriate and the channels themselves are strong. Channel 20% 20% Reach 6

7 The Info-Tech MFT Vendor Landscape The Zones of the Landscape Champions receive high scores for most evaluation criteria and offer excellent value. They have a strong market presence and are usually the trend setters for the industry. Market Pillars are established players with very strong vendor credentials, but with more average product scores. Innovators have demonstrated innovative product strengths that act as their competitive advantage in appealing to niche segments of the market. Emerging Players are comparatively newer vendors who are starting to gain a foothold in the marketplace. They balance product and vendor attributes, though score lower relative to market Champions. The Info-Tech MFT Vendor Landscape: Attunity Attunity Attunity Ipswitch Ipswitch Axway Ipswitch Seeburger Seeburger SEEBURGER Linoma Software GlobalSCAP Ipswitch OpenText Axway Axway E Linoma OpenText Linoma OpenText GlobalSCAPE GlobalSCAP Primeur E Coviant OpenText IBM IBM Primeur IBM Primeur Primeur Coviant Coviant Attachmate Attachmate For an explanation of how the Info-Tech Vendor Landscape is created, see Information Presentation Vendor Landscape in the Appendix. 7

8 Balance individual strengths to find the best fit for your enterprise Product Vendor 1234 Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Attachmate* Attunity Axway Coviant GlobalSCAPE IBM* Legend =Exemplary =Good =Adequate =Inadequate =Poor *The vendor declined to provide pricing and publically available pricing could not be found For an explanation of how the Info-Tech Harvey Balls are calculated, see Information Presentation Criteria Scores (Harvey Balls) in the Appendix. 8

9 Balance individual strengths to find the best fit for your enterprise (cont.) Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Ipswitch Linoma Software OpenText Primeur SEEBURGER Legend =Exemplary =Good =Adequate =Inadequate =Poor *The vendor declined to provide pricing and publically available pricing could not be found For an explanation of how the Info-Tech Harvey Balls are calculated, see Information Presentation Criteria Scores (Harvey Balls) in the Appendix. 9

10 The Info-Tech MFT Value Index What is a Value Score? The Value Score indexes each vendor s product offering and business strength relative to their price point. It does not indicate vendor ranking. Champion On a relative basis, Coviant maintained the highest Info-Tech Value Score TM of the vendor group. Vendors were indexed against Coviant s performance to provide a complete, relative view of their product offerings. Vendors that score high offer more bang-forthe-buck (e.g. features, usability, stability, etc.) than the average vendor, while the inverse is true for those that score lower. Price-conscious enterprises may wish to give the Value Score more consideration than those who are more focused on specific vendor/product attributes Average Score: *The vendor declined to provide pricing and publically available pricing could not be found For an explanation of how Price is determined, see Information Presentation Price Evaluation in the Appendix. For an explanation of how the Info-Tech Value Index is calculated, see Information Presentation Value Index in the Appendix. 10

11 Table Stakes represent the minimum standard; without these, a product doesn t even get reviewed Feature File Transfer Protocols Regulations Compliance File Transfer Automation Audit and Visibility LDAP/AD Integration Antivirus Integration The Table Stakes What it is: Encrypts files at rest and in transit, supporting SSL, SSH, PGP. Meets standards dictated by regulations such as SOX, HIPAA, and PCI-DSS. Has ability to schedule file transfers according to a predefined schedule or rules. Provides a full audit log of file transfer activity. Supports authentication through LDAP and AD protocols. Integrates with antivirus software to scan incoming and outgoing files. What Does This Mean? The products assessed in this Vendor Landscape TM meet, at the very least, the requirements outlined as Table Stakes. Many of the vendors go above and beyond the outlined Table Stakes, some even do so in multiple categories. This section aims to highlight the products capabilities in excess of the criteria listed here. If Table Stakes are all you need from your MFT solution, the only true differentiator for the organization is price. Otherwise, dig deeper to find the best price to value for your needs. 11

12 Advanced Features are the capabilities that allow for granular market differentiation Scoring Methodology Info-Tech scored each vendor s features offering as a summation of their individual scores across the listed advanced features. Vendors were given one point for each feature the product inherently provided. Some categories were scored on a more granular scale with vendors receiving half points. Feature Backend Integration Role-based Security Ad Hoc Integration Ad Hoc File Security File Security Mobile Adv. Workflow Automation File Delivery Assurance Monitoring and Alerting Advanced Features What we looked for: Provides APIs and/or SDKs to interface with other enterprise applications. Users can be assigned roles which limit access or operations. Enables quick and auditable person-to-person file sharing using browsers or Outlook. Allows conditions (such as passwords or expiry dates) to be set when ad hoc files are sent. Secures files with encryption. Data is encrypted in transit and at rest. Optimized accessibility via mobile browser or native apps to monitor, initiate, or cancel file transfers. Automates workflows with rule-based actions (native MFT actions or imported actions). Checks file integrity after transmission and automatically resumes interrupted transfers. Monitors file transfer status and user sessions and alerts users or admins of specific events. For an explanation of how Advanced Features are determined, see Information Presentation Feature Ranks (Stop Lights) in the Appendix. 12

13 Each vendor offers a different feature set; concentrate on what your organization needs Evaluated Features Backend Integration Role-based Security Ad hoc Integration Ad hoc File Security File Security Mobile Adv. Workflow Automation File Delivery assurance Monitoring and Alerting Attachmate Attunity Axway Coviant GlobalSCAPE IBM Legend =Feature fully present =Feature partially present/pending =Feature Absent For an explanation of how Advanced Features are determined, see Information Presentation Feature Ranks (Stop Lights) in the Appendix. 13

14 Each vendor offers a different feature set; concentrate on what your organization needs (cont.) Evaluated Features Backend Integration Role-based Security Ad hoc Integration Ad hoc File Security File Security Mobile Adv. Workflow Automation File Delivery Assurance Monitoring and Alerting Ipswitch Linoma Software OpenText Primeur SEEBURGER Legend =Feature fully present =Feature partially present/pending =Feature Absent For an explanation of how Advanced Features are determined, see Information Presentation Feature Ranks (Stop Lights) in the Appendix. 14

15 The intuitiveness and design of the admin interface will help administrators isolate and resolve problems A well organized and easy to use admin interface can support proactive file transfer monitoring Admin User Experience Why Scenarios? Exemplary Performers The admin interface in Attunity s MFT solution provides a quick picture of the success and failures of all file transfers. Failed transfers are easy to locate and provide detailed information. In reviewing the products included in each Vendor Landscape TM, certain use-cases come to the forefront. Whether those use-cases are defined by applicability in certain locations, relevance for certain industries, or as strengths in delivering a specific capability, Info- Tech recognizes those use-cases as Scenarios, and calls attention to them where they exist. SEEBURGER s BIS for MFT admin interface combines a dashboard that provides a view of the system s overall health with the ability to drill down on problem areas. For an explanation of how Scenarios are determined, see Information Presentation Scenarios in the Appendix. 15

16 Vendors with additional products that natively handle EDI, SOA, and app integration are ideal for large organizations Those that offer these MFT add-on products are better than others at handling the growing requirements of an organization. 1 Exemplary Performers 2 Expandability 3 Why Scenarios? In reviewing the products included in each Vendor Landscape TM, certain use-cases come to the forefront. Whether those use-cases are defined by applicability in certain locations, relevance for certain industries, or as strengths in delivering a specific capability, Info- Tech recognizes those use-cases as Scenarios, and calls attention to them where they exist. IBM is a leader in application integration and business process middleware. They have a full suite of data transfer and B2B integration products. Axway has a broad set of solutions outside of MFT, including B2B integration, EDI, API management, application and process integration, and industry solutions. SEEBURGER s MFT product is built on top of the business integration server, which is a feature rich process integration and EDI environment. For an explanation of how Scenarios are determined, see Information Presentation Scenarios in the Appendix. 16

17 Proprietary protocols reduce file transmission times while ensuring security and integrity These protocols are available as optional components and require lightweight software clients at the other end of the transmission Performance Exemplary Performers SEEBURGER SecureLink is a lightweight endpoint MFT client that not only secures and assures file delivery, but also accelerates transmission speeds. Why Scenarios? In reviewing the products included in each Vendor Landscape TM, certain use-cases come to the forefront. Whether those use-cases are defined by applicability in certain locations, relevance for certain industries, or as strengths in delivering a specific capability, Info- Tech recognizes those use-cases as Scenarios, and calls attention to them where they exist. Axway s SecureTransport provides file transfer acceleration in a single connection and an option for additional performance via Large Enterprise Clustering (LEC). LEC is utilized where performance is not only about speed, but also about business continuity and meeting unique SLAs. OpenText s STORM protocol offers UDP-based acceleration which adapts to network conditions to reduce file transfer duration. For an explanation of how Scenarios are determined, see Information Presentation Scenarios in the Appendix. 17

18 Axway s MFT suite continues to favor the large enterprise although their breadth allows customers to start small Champion Product: Employees: Headquarters: Website: Founded: Presence: Secure Transport, Transfer CFT, Gateway, Interchange, Endpoints, Sentinel 1,700 Phoenix, AZ axway.com 2001 NYSE Euronext: AXW.PA 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 Overview With offices in over 20 countries, Axway offers a comprehensive suite of MFT products for numerous use cases. Strengths Axway has a proven track record in the MFT market, offering solutions that are highly scalable in environments that require redundancy and high availability. Their multiple product portfolio offers customers the option to start small and add on functionality as required. Axway is continuing to expand on its abilities for end-to-end data transfer and integration, recently acquiring the Vordel API server to compete in the emerging API economy. Challenges Axway s extensive portfolio of MFT products can also cause confusion during the procurement cycle if the customer does not have clearly defined MFT requirements. $1 $2.5M+ Pricing provided by vendor 18

19 Internet Axway s broad range of MFT capabilities and deployment options provide a great deal of flexibility Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Internal Users Architecture Components Axway CFT Secure Transport Edge Partner Server Value Index Axway SecureTransport DMZ Partner Browser 48 Features 6 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: Axway s MFT solutions should be on the shortlist for large enterprises with complex file transfer and integration needs. The multi-product MFT portfolio allows organizations to customize and add functionality, rather than purchasing a complex solution with unneeded capabilities. 19

20 Ipswitch s MOVEit suite provides a well-rounded solution at a competitive price Champion Product: Employees: Headquarters: Website: Founded: Presence: MOVEit Managed File Transfer 300 Lexington, MA ipswitch.com 1991 Privately held 3 year TCO for this solution falls into pricing tier 4, between $25,000 and $50,000 Overview Ipswitch is a longstanding vendor that offers network management, messaging, and file transfer solutions. Its MFT solution is scalable, making it a good choice for companies of all sizes. Strengths Ipswitch provides MOVEit Managed File Transfer in the cloud as an alternative to its on-premise offering, lowering upfront deployment costs and freeing up IT resources. The MOVEit API Interface option provides extensive API support, including command-line clients, Java, and COM, to integrate file transfer with business workflows and processes. Challenges MOVEit Central (an Ipswitch workflow engine) paired with MOVEit Managed File Transfer is required to enable workflow and application-to-application automation. $1 $2.5M+ Pricing provided by the vendor 20

21 Internet MOVEit provides numerous security certifications and API options for strict compliance and broad interoperability Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Move-It Central Architecture Components DMZ Partner Server Value Index Internal Users MOVEit Managed File Transfer (incl. ad hoc) Partner Browser 80 Features 3 rd out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: Organizations using Ipswitch s older FTP product, WS_FTP, should consider an upgrade to MOVEit Managed File Transfer, which is a significantly more manageable and robust suite. 21

22 A longstanding vendor, SEEBURGER has used its years of experience to deliver a well developed solution Champion Product: Employees: Headquarters: Website: Founded: Presence: BIS for MFT 700 Bretten, Germany seeburger.com 1986 Privately held 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 Overview SEEBURGER is a solid vendor that offers scalable and reputable business integration and file transfer solutions. Strengths All of SEEBURGER s data transfer products run on top of one engine. SEEBURGER offers licensing keys that can turn solution capabilities on and off, allowing an organization to expand its functionality without installing new software. SEEBURGER offers global sales and support in a variety of languages. Challenges While SEEBURGER offers a robust workflow engine, the workflow design interface is still primitive. $1 $2.5M+ Pricing provided by vendor 22

23 Internet SEEBURGER s BIS for MFT offers the most complete feature set of the products evaluated Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components Partner Server Internal Users SEEBURGER BIS SEEBURGER Portal Value Index DMZ Partner Browser 19 Features 8 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: With a variety of features and easy to use interfaces, SEEBURGER is a vendor that should be considered by any organization that is in the market for a MFT solution. 23

24 GlobalSCAPE offers a leading, full-featured MFT solution Champion Product: Employees: Headquarters: Website: Founded: Presence: Enhanced File Transfer Server 100 San Antonio, TX globalscape.com 1996 NYSEAMEX: GSB 3 year TCO for this solution falls into pricing tier 4, between $25,000 and $50,000 $1 $2.5M+ Pricing provided by vendor Overview GlobalSCAPE provides secure information exchange technology. The company is most widely known for its consumer FTP product, CuteFTP. Strengths GlobalSCAPE s historical footprint in highly secure environments shows in its security modules and new security innovations such as fully supporting IPv6 and CAC card based authentication. Anti-flooding and auto-ban features meet advanced security requirements (e.g. FIPS Level 2, AS2, Certificate of Networthiness). Multiple deployment options, including managed cloud, hosted cloud, and on-premise solutions. Challenges GlobalSCAPE s API is still COM based, however, they offer plug-ins for Java and.net along with a web services option. Their drag-and-drop workflow builder makes scripting easier, but in the end it is still a script which can be more difficult to edit and maintain. The company is going through organizational changes. 24

25 Internet GlobalSCAPE s EFT Server covers all your bases with its advanced security features Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components Enhanced File Transfer Mail Express (ad-hoc) Partner Server DMZ Gateway Value Index Internal Users DMZ Partner Browser 71 Features 5 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: GlobalSCAPE s highly customizable solution can be configured to meet varying organizational needs and requirements. In particular, government and security-oriented organizations will find this solution s security features appealing. 25

26 IBM s Sterling suite offers a wide array of products and great security, but their ad hoc capabilities are just emerging Market Pillar Product: Employees: Headquarters: Website: Founded: Presence: Managed File Transfer Suite 434,246 Armonk, NY ibm.com 1911 NYSE: IBM The vendor declined to provide pricing, and publicly available pricing could not be found $1 $2.5M+ Overview IBM purchased Sterling Commerce from AT&T in The Sterling Commerce suite of products offers functionality from simple MFT to more complex B2B EDI value added network data exchange and management. Strengths The Sterling family of products are staples in the data transfer market, with their proprietary Connect:Direct protocol historically being used across multiple end points, and for a variety of use cases found in many different industries. Supports multiple platforms, including Z/OS, Windows, UNIX, Linux, zlinux, HP NonStop, OpenVMS, and i5/os. IBM Sterling MFT solutions integrate with other IBM products to provide smooth end-to-end management of business processes. Challenges While IBM has made good progress integrating Sterling with IBM file transfer products, they still have work to do. While IBM's MFT suite is clear in its focus, IBM s large, broader integration portfolio gives customers additional capabilities beyond MFT and alternatives to start small and build. However, because of the size of the portfolio, it may at times seem complicated to sort out. Lacks Outlook integration for ad hoc file transfer. 26

27 Internet IBM s Managed File Transfer Suite offers strong capabilities and supports a variety of platforms Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Sterling Sterling FileGateway ControlCenter Architecture Components DMZ Partner Server Internal Users Value Index N/A The vendor declined to provide pricing, and publicly available pricing could not be found Backend integration QuickFile Virtual Appliance for Ad-Hoc Role based security Ad hoc integration Sterling Secure Proxy Ad hoc file security Features File security Mobile Workflow automation Partner Browser File delivery assurance Monitoring and alerting Info-Tech Recommends: IBM Sterling is a good solution for large organizations that have more advanced B2B data exchange requirements among multiple trading partners. Advantages of integrating with other IBM middleware products gives organizations the ability to add MFT capabilities to enterprise applications. 27

28 A longstanding vendor, Attachmate offers users a secure MFT solution Market Pillar Product: Employees: Headquarters: Website: Founded: Presence: FileXpress Seattle, WA attachmate.com 1982 Privately held The vendor declined to provide pricing, and publicly available pricing could not be found $1 $2.5M+ Overview Attachmate focuses on MFT, terminal and PC emulation, legacy modernization, and fraud detection solutions. Four companies, including Attachmate, make up The Attachmate Group. The others are Novell, NetIQ, and SUSE. Strengths FileXpress has history in the mainframe world and subsequently able to support legacy environments easily, including IBM I and Z series, and they provide advanced security capabilities on these platforms such as FIPS level 4 on IBM zos. FileXpress can be used to automate the file transfer process using scheduling and event-driven options. These capabilities, along with peer-to-peer architecture and post-processing actions enable end-to-end processing. Challenges FileXpress FileShot is a recent addition to enable ad hoc file transfer via . Its mobile support is currently only available through browsers. There are no native apps or support for HTML5. Unfortunately, Attachmate has some similar faults to other MFT vendors that have history in the market: multiple products for multiple purposes. While this can also be a benefit, it complicates procurement decisions. 28

29 Internet Attachmate provides a global customer base with strong sales and support Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components FileXpress Command Center FileXpress Platform Server FileXpress Internet Server Partner Server Value Index N/A The vendor declined to provide pricing, and publicly available pricing could not be found Internal Users Backend integration FileXpress FileShot ( ) Role based security Ad hoc integration Ad hoc file security DMZ Features File security Mobile Workflow automation Partner Browser File delivery assurance Monitoring and alerting Info-Tech Recommends: Attachmate is a longstanding vendor with a strong focus on the MFT market. The organization has strong sales and support, which can support a global client base. 29

30 Attunity provides a full featured MFT solution that doesn t break the bank Innovator Product: Employees: Headquarters: Website: Founded: Presence: Managed File Transfer 120 Boston, MA attunity.com 1988 NASDAQ: ATTU 3 year TCO for this solution falls into pricing tier 4, between $25,000 and $50,000 $1 $2.5M+ Pricing provided by the vendor Overview In 2011, Attunity acquired RepliWeb, a well known specialist in MFT, enterprise file replication, and application release automation. Strengths Cloud computing and the challenges of Big Data have seen a market need for solutions that can move large volumes of data to and from the cloud with low latency and strong security. Attunity s CloudBeam product and Hadoop File System (HDFS) adapter are innovative solutions meeting these needs. End user and administrator UIs are sleek and intuitive, with built-in dashboards that monitor file transfers and user sessions in real-time. Challenges While Attunity has done a lot of innovation in the cloud with CloudBeam, including offering upload via MFT, they do not have a hosted, cloud-based, shared MFT services offering. Attunity MFT Server and DMZ Server are Windows-based solutions that may limit Attunity s ability to market itself to organizations seeking more flexibility in deployment options. However, Attunity MFT enhanced transfer clients support Windows, UNIX, and Linux installations. 30

31 Internet Unmatched in ease-of-use, Attunity keeps user experience at front-of-mind Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components Attunity MFT Server (includes ad-hoc) Partner Server Attunity MFT DMZ Server Value Index Internal Users DMZ Partner Browser 87 Features 2 nd out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: Attunity has continued to build on and extend the MFT capabilities acquired from RepliWeb. Expect more innovation from this vendor as the MFT market continues to evolve. Even with the new advancements, Attunity s MFT is an affordable solution that brings innovation to any size enterprise. 31

32 Linoma Software has a user friendly product with intuitive interfaces and dashboards Innovator Product: Employees: Headquarters: Website: Founded: Presence: GoAnywhere 22 Ashland, NE goanywheremft.com 1994 Privately held 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 Overview Linoma Software entered the file transfer market in 2002 with a client/server application. In 2007 they moved their solution into the cross-platform world of the web. Strengths Offers impressive end user and admin UIs that are intuitive and easy to use. Linoma Software provides a number of pre-defined MFT process templates, giving customers a jumpstart on their MFT projects. GoAnywhere has the out-of-the-box capability to push data from a file into any ODBC or JDBC compliant database a feature not seen in competitor solutions. Challenges Its mobile capabilities are currently limited to browser based interfaces and Android, however an iphone app is forthcoming. Linoma Software s out-of-the-box deployment options are limited to on-premise or on third-party cloud IaaS. $1 $2.5M+ Pricing provided by vendor 32

33 Internet GoAnywhere has strong end user and admin interfaces Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel GoAnywhere Services Architecture Components DMZ GoAnywhere Gateway Partner Server Value Index GoAnywhere Director Partner Browser 46 Features 7 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: The entire GoAnywhere suite is feature rich and boasts intuitive and easy to use interfaces. Although Linoma Software is based solely in the US, it has a network of global channel partners to provide worldwide sales and support. 33

34 OpenText is a longstanding software developer, but is new to the MFT market Emerging Player Product: Employees: Headquarters: Website: Founded: Presence: Managed File Transfer 5,000 Waterloo, Canada opentext.com 1991 NASDAQ: OTEX, TSX: OTC Overview OpenText has created a product from the ground up, not through acquisition. The organization has taken an innovative approach, performing market and user surveys, to gain a better understanding of what enterprises want in a MFT solution. Strengths OpenText s Managed File Transfer solution provides a fresh approach to product development and offers unique features, such as optional location based servers to improve file transfer performance and security across multiple company locations to support internal and external file transfer. 3 year TCO for this solution falls into pricing tier 4, between $25,000 and $50,000 $1 $2.5M+ Pricing provided by the vendor Challenges While OpenText has over 25 years in the security market, this is the first MFT product to be launched. The product is innovative, however, it is still maturing. Monitoring, management, and end-user interfaces will need to become more feature rich for the product to gain ground on its competitors. 34

35 Internet OpenText used extensive market research to create an innovative MFT solution Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components DMZ Internal Users (e.g. Germany) Internal Users (e.g. North America) MFT Enterprise Server Production Customers Via File Replication Value Index Optional MFT Location Server (e.g. Germany) Ad Hoc Partners Via Browser 75 Features 4 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: OpenText is a reliable and experienced vendor; however, they are relatively new to the MFT market. Based on the MFT solution s newness, users should anticipate that there may be some initial challenges. 35

36 A pioneer in the MFT market, Primeur offers a reliable MFT solution Emerging Player Product: Employees: Headquarters: Website: Founded: Presence: Spazio MFT/S, DropFile 240 Milan, Italy primeur.com 1986 Privately held Overview Founded in 1986, Primeur is a longstanding MFT vendor. The organization provides APIs, including JMS, and adapters for BI tools such as SAP NetWeaver PI and WebSphere Message Broker. Strengths Primeur is a reputable vendor that has extensive experience in the MFT space. Spazio MFT/S offers extensive platform support including the iseries and Mainframe support. While iseries may not be a prevalent platform, many businesses still run on them. 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 $1 $2.5M+ Pricing provided by vendor Challenges Multiple products make up Primeur's MFT portfolio, which may cause confusion during the procurement process if the customer does not have clearly defined MFT requirements. Primeur s geographic footprint is largely EMEA based. However, the organization has recently started to partner with North American organizations to increase its global footprint. 36

37 Internet Primeur offers a MFT solution with strong backend integration capabilities Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components Spazio MFT/S Spazio DMZ Gateway Partner Server Internal Users Value Index Primeur DropFile HTTPS Reverse Proxy DMZ Partner Browser 13 Features 9 th out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: A longstanding vendor that offers a reliable MFT solution to primarily EMEA-based organizations. 37

38 Coviant is a smaller vendor that offers a no-frills MFT at an unbeatable price Emerging Player Product: Employees: Headquarters: Website: Founded: Presence: Diplomat Transaction Manager Enterprise Edition 10 Natick, MA coviantsoftware.com 2004 Privately Held 3 year TCO for this solution falls into pricing tier 2, between $2,500 and $10,000 $1 $2.5M+ Pricing provided by vendor Overview Coviant is a small and relatively new player in the MFT market. The organization is solely focused on MFT. Strengths Diplomat s price point is an attractive option for organizations with the need to manage and control file transfers that are part of automated workflows. One purchase buys it all no complicated suites. Diplomat is easy to install and start using with little configuration required and its direct sales/support model delivers responsive, in-depth technical support. Easily manages security protocols and encryption keys for large numbers of trading partners. Challenges Lacks support for some transport protocols, such as AS2, and has not been certified for FIPS compliance. Coviant provides their unpublished API (HTTP/S, Java) on request, but does offer a scripting agent and a command line API for backend integration. With only one office worldwide and few channel partners, Coviant cannot provide international customers with localized sales or support. 38

39 Internet Although ad hoc file transfer is present in Diplomat, further development could improve the user experience Vendor Landscape Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Architecture Components Internal Systems DMZ Remote Users via Browsers Value Index Internal Users File Transfer Manager Third-Party FTP, sftp, FTPS, SMTP, HTTP(s) Server Partner Server Partner Users 100 Features 1 st out of 11 Backend integration Role based security Ad hoc integration Ad hoc file security File security Mobile Workflow automation File delivery assurance Monitoring and alerting Info-Tech Recommends: Coviant is an excellent choice for North American organizations with scheduled, high-volume file transfer requirements, but those with advanced security certification and ad hoc needs may want to look to other solutions. 39

40 Identify leading candidates with the Managed File Transfer Vendor Shortlist Tool The Info-Tech Managed File Transfer Vendor Shortlist Tool is designed to generate a customized shortlist of vendors based on your key priorities. This tool offers the ability to modify: Overall Vendor vs. Product Weightings Individual product criteria weightings: Features Usability Affordability Architecture Individual vendor criteria weightings: Viability Strategy Reach Channel 40

41 Appendix 1. Vendor Landscape Methodology: Overview 2. Vendor Landscape Methodology: Product Selection & Information Gathering 3. Vendor Landscape Methodology: Scoring 4. Vendor Landscape Methodology: Information Presentation 5. Vendor Landscape Methodology: Fact Check & Publication 6. Product Pricing Scenario 41

42 Vendor Landscape Methodology: Overview Info-Tech s Vendor Landscapes are research materials that review a particular IT market space, evaluating the strengths and abilities of both the products available in that space, as well as the vendors of those products. These materials are created by a team of dedicated analysts operating under the direction of a senior subject matter expert over a period of six weeks. Evaluations weigh selected vendors and their products (collectively solutions ) on the following eight criteria to determine overall standing: Features: The presence of advanced and market-differentiating capabilities. Usability: The intuitiveness, power, and integrated nature of administrative consoles and client software components. Affordability: The three-year total cost of ownership of the solution. Architecture: The degree of integration with the vendor s other tools, flexibility of deployment, and breadth of platform applicability. Viability: The stability of the company as measured by its history in the market, the size of its client base, and its financial performance. Strategy: The commitment to both the market-space, as well as to the various sized clients (small, mid-sized, and enterprise clients). Reach: The ability of the vendor to support its products on a global scale. Channel: The measure of the size of the vendor s channel partner program, as well as any channel strengthening strategies. Evaluated solutions are plotted on a standard two by two matrix: Champions: Both the product and the vendor receive scores that are above the average score for the evaluated group. Innovators: The product receives a score that is above the average score for the evaluated group, but the vendor receives a score that is below the average score for the evaluated group. Market Pillars: The product receives a score that is below the average score for the evaluated group, but the vendor receives a score that is above the average score for the evaluated group. Emerging Players: Both the product and the vendor receive scores that are below the average score for the evaluated group. Info-Tech s Vendor Landscapes are researched and produced according to a strictly adhered to process that includes the following steps: Vendor/product selection Information gathering Vendor/product scoring Information presentation Fact checking Publication This document outlines how each of these steps is conducted. 42

43 Vendor Landscape Methodology: Vendor/Product Selection & Information Gathering Info-Tech works closely with its client base to solicit guidance in terms of understanding the vendors with whom clients wish to work and the products that they wish evaluated; this demand pool forms the basis of the vendor selection process for Vendor Landscapes. Balancing this demand, Info-Tech also relies upon the deep subject matter expertise and market awareness of its Senior, Lead, and Principle Research Analysts to ensure that appropriate solutions are included in the evaluation. As an aspect of that expertise and awareness, Info-Tech s analysts may, at their discretion, determine the specific capabilities that are required of the products under evaluation, and include in the Vendor Landscape only those solutions that meet all specified requirements. Information on vendors and products is gathered in a number of ways via a number of channels. Initially, a request package is submitted to vendors to solicit information on a broad range of topics. The request package includes: A detailed survey. A pricing scenario (see Vendor Landscape Methodology: Price Evaluation and Pricing Scenario, below). A request for reference clients. A request for a briefing and, where applicable, guided product demonstration. These request packages are distributed approximately twelve weeks prior to the initiation of the actual research project to allow vendors ample time to consolidate the required information and schedule appropriate resources. During the course of the research project, briefings and demonstrations are scheduled (generally for one hour each session, though more time is scheduled as required) to allow the analyst team to discuss the information provided in the survey, validate vendor claims, and gain direct exposure to the evaluated products. Additionally, an end-user survey is circulated to Info-Tech s client base and vendor-supplied reference accounts are interviewed to solicit their feedback on their experiences with the evaluated solutions and with the vendors of those solutions. These materials are supplemented by a thorough review of all product briefs, technical manuals, and publicly available marketing materials about the product, as well as about the vendor itself. Refusal by a vendor to supply completed surveys or submit to participation in briefings and demonstrations does not eliminate a vendor from inclusion in the evaluation. Where analyst and client input has determined that a vendor belongs in a particular evaluation, it will be evaluated as best as possible based on publicly available materials only. As these materials are not as comprehensive as a survey, briefing, and demonstration, the possibility exists that the evaluation may not be as thorough or accurate. Since Info-Tech includes vendors regardless of vendor participation, it is always in the vendor s best interest to participate fully. All information is recorded and catalogued, as required, to facilitate scoring and for future reference. 43

44 Vendor Landscape Methodology: Scoring Once all information has been gathered and evaluated for all vendors and products, the analyst team moves to scoring. All scoring is performed at the same time so as to ensure as much consistency as possible. Each criterion is scored on a ten point scale, though the manner of scoring for criteria differs slightly: Features is scored via Cumulative Scoring Affordability is scored via Scalar Scoring All other criteria are scored via Base5 Scoring In Cumulative Scoring, a single point is assigned to each evaluated feature that is regarded as being fully present, partial points to each feature that is partially present, and zero points to features that are deemed to be absent or unsatisfactory. The assigned points are summed and normalized to a value out of ten. For example, if a particular Vendor Landscape evaluates eight specific features in the Feature Criteria, the summed score out of eight for each evaluated product would be multiplied by 1.25 to yield a value out of ten. In Scalar Scoring, a score of ten is assigned to the lowest cost solution, and a score of one is assigned to the highest cost solution. All other solutions are assigned a mathematically determined score based on their proximity to / distance from these two endpoints. For example, in an evaluation of three solutions, where the middle cost solution is closer to the low end of the pricing scale it will receive a higher score, and where it is closer to the high end of the pricing scale it will receive a lower score; depending on proximity to the high or low price it is entirely possible that it could receive either ten points (if it is very close to the lowest price) or one point (if it is very close to the highest price). Where pricing cannot be determined (vendor does not supply price and public sources do not exist), a score of 0 is automatically assigned. In Base5 scoring a number of sub-criteria are specified for each criterion (for example, Longevity, Market Presence, and Financials are subcriteria of the Viability criterion), and each one is scored on the following scale: 5 - The product/vendor is exemplary in this area (nothing could be done to improve the status). 4 - The product/vendor is good in this area (small changes could be made that would move things to the next level). 3 - The product/vendor is adequate in this area (small changes would make it good, more significant changes required to be exemplary). 2 - The product/vendor is poor in this area (this is a notable weakness and significant work is required). 1 - The product/vendor is terrible/fails in this area (this is a glaring oversight and a serious impediment to adoption). The assigned points are summed and normalized to a value out of ten as explained in Cumulative Scoring above. Scores out of ten, known as Raw scores, are transposed as-is into Info-Tech s Vendor Landscape Shortlist Tool, which automatically determines Vendor Landscape positioning (see Vendor Landscape Methodology: Information Presentation - Vendor Landscape, below), Criteria Score (see Vendor Landscape Methodology: Information Presentation - Criteria Score, below), and Value Index (see Vendor Landscape Methodology: Information Presentation - Value Index, below). 44

45 Vendor Landscape Methodology: Information Presentation Vendor Landscape Info-Tech s Vendor Landscape is a two-by-two matrix that plots solutions based on the combination of Product score and Vendor score. Placement is not determined by absolute score, but instead by relative score. Relative scores are used to ensure a consistent view of information and to minimize dispersion in nascent markets, while enhancing dispersion in commodity markets to allow for quick visual analysis by clients. Relative scores are calculated as follows: 1. Raw scores are transposed into the Info-Tech Vendor Landscape Shortlist Tool (for information on how Raw scores are determined, see Vendor Landscape Methodology: Scoring, above). 2. Each individual criterion Raw score is multiplied by the pre-assigned weighting factor for the Vendor Landscape in question. Weighting factors are determined prior to the evaluation process to eliminate any possibility of bias. Weighting factors are expressed as a percentage such that the sum of the weighting factors for the Vendor criteria (Viability, Strategy, Reach, Channel) is 100% and the sum of the Product criteria (Features, Usability, Affordability, Architecture) is 100%. 3. A sum-product of the weighted Vendor criteria scores and of the weighted Product criteria scores is calculated to yield an overall Vendor score and an overall Product score. 4. Overall Vendor scores are then normalized to a 20 point scale by calculating the arithmetic mean and standard deviation of the pool of Vendor scores. Vendors for whom their overall Vendor score is higher than the arithmetic mean will receive a normalized Vendor score of (exact value determined by how much higher than the arithmetic mean their overall Vendor score is), while vendors for whom their overall Vendor score is lower than the arithmetic mean will receive a normalized Vendor score of between one and ten (exact value determined by how much lower than the arithmetic mean their overall Vendor score is). 5. Overall Product score is normalized to a 20 point scale according to the same process. 6. Normalized scores are plotted on the matrix, with Vendor score being used as the x-axis, and Product score being used as the y-axis. Innovators: solutions with below average Vendor scores and above average Product scores. Emerging Players: solutions with below average Vendor scores and below average Product scores. Vendor Landscape Champions: solutions with above average Vendor scores and above average Product scores. Market Pillars: solutions with above average Vendor scores and below average Product scores. 45

46 Vendor Landscape Methodology: Information Presentation Criteria Scores (Harvey Balls) Info-Tech s Criteria Scores are visual representations of the absolute score assigned to each individual criterion, as well as of the calculated overall Vendor and Product scores. The visual representation used is Harvey Balls. Harvey Balls are calculated as follows: 1. Raw scores are transposed into the Info-Tech Vendor Landscape Shortlist Tool (for information on how Raw scores are determined, see Vendor Landscape Methodology: Scoring, above). 2. Each individual criterion Raw score is multiplied by a pre-assigned weighting factor for the Vendor Landscape in question. Weighting factors are determined prior to the evaluation process, based on the expertise of the Senior or Lead Research Analyst, to eliminate any possibility of bias. Weighting factors are expressed as a percentage, such that the sum of the weighting factors for the Vendor criteria (Viability, Strategy, Reach, Channel) is 100%, and the sum of the Product criteria (Features, Usability, Affordability, Architecture) is 100%. 3. A sum-product of the weighted Vendor criteria scores and of the weighted Product criteria scores is calculated to yield an overall Vendor score and an overall Product score. 4. Both overall Vendor score / overall Product score, as well as individual criterion Raw scores are converted from a scale of one to ten to Harvey Ball scores on a scale of zero to four, where exceptional performance results in a score of four and poor performance results in a score of zero. 5. Harvey Ball scores are converted to Harvey Balls as follows: A score of four becomes a full Harvey Ball. A score of three becomes a three-quarter full Harvey Ball. A score of two becomes a half full Harvey Ball. A score of one becomes a one-quarter full Harvey Ball. A score of zero becomes an empty Harvey Ball. 6. Harvey Balls are plotted by solution in a chart where rows represent individual solutions and columns represent overall Vendor / overall Product, as well as individual criteria. Solutions are ordered in the chart alphabetically by vendor name. Overall Harvey Balls represent weighted aggregates. Harvey Balls Product Vendor Overall Features Usability Afford. Arch. Overall Viability Strategy Reach Channel Criteria Harvey Balls represent individual Raw scores. 46

47 Vendor Landscape Methodology: Information Presentation Feature Ranks (Stop Lights) Info-Tech s Feature Ranks are visual representations of the presence/availability of individual features that collectively comprise the Features criterion. The visual representation used is Stop Lights. Stop Lights are determined as follows: 1. A single point is assigned to each evaluated feature that is regarded as being fully present, partial points to each feature that is partially present, and zero points to features that are deemed to be fully absent or unsatisfactory. Fully present means all aspects and capabilities of the feature as described are in evidence. Fully absent means all aspects and capabilities of the feature as described are missing or lacking. Partially present means some, but not all, aspects and capabilities of the feature as described are in evidence, OR all aspects and capabilities of the feature as described are in evidence, but only for some models in a line. 2. Feature scores are converted to Stop Lights as follows: Full points become a Green light. Partial points become a Yellow light. Zero points become a Red light. 3. Stop Lights are plotted by solution in a chart where rows represent individual solutions and columns represent individual features. Solutions are ordered in the chart alphabetically by vendor name. For example, a set of applications is being reviewed and a feature of Integration with Mobile Devices that is defined as availability of dedicated mobile device applications for ios, Android, and BlackBerry devices is specified. Solution A provides such apps for all listed platforms and scores Green, solution B provides apps for ios and Android only and scores Yellow, while solution C provides mobile device functionality through browser extensions, has no dedicated apps, and so scores Red. Stop Lights Green means a feature is fully present; Red, fully absent. Features Feature 1 Feature 2 Feature 3 Feature 4 Feature 5 Feature 6 Feature 7 Feature 8 Yellow shows partial availability (such as in some models in a line). 47

48 Vendor Landscape Methodology: Information Presentation Value Index Info-Tech s Value Index is an indexed ranking of solution value per dollar as determined by the Raw scores assigned to each criteria (for information on how Raw scores are determined, see Vendor Landscape Methodology: Scoring, above). Value scores are calculated as follows: 1. The Affordability criterion is removed from the overall Product score and the remaining Product score criteria (Features, Usability, Architecture) are reweighted so as to retain the same weightings relative to one another, while still summing to 100%. For example, if all four Product criteria were assigned base weightings of 25%, for the determination of the Value score, Features, Usability, and Architecture would be reweighted to 33.3% each to retain the same relative weightings while still summing to 100%. 2. A sum-product of the weighted Vendor criteria scores and of the reweighted Product criteria scores is calculated to yield an overall Vendor score and a reweighted overall Product score. 3. The overall Vendor score and the reweighted overall Product score are then summed, and this sum is multiplied by the Affordability Raw score to yield an interim Value score for each solution. 4. All interim Value scores are then indexed to the highest performing solution by dividing each interim Value score by the highest interim Value score. This results in a Value score of 100 for the top solution and an indexed Value score relative to the 100 for each alternate solution. 5. Solutions are plotted according to Value score, with the highest score plotted first, and all remaining scores plotted in descending numerical order. Where pricing is not provided by the vendor and public sources of information cannot be found, an Affordability Raw score of zero is assigned. Since multiplication by zero results in a product of zero, those solutions for which pricing cannot be determined receive a Value score of zero. Since Info-Tech assigns a score of zero where pricing is not available, it is always in the vendor s best interest to provide accurate and up to date pricing. In the event that insufficient pricing is available to accurately calculate a Value Index Info-Tech will omit it from the Vendor Landscape. Value Index Vendors are arranged in order of Value Score. The Value Score each solution achieved is displayed, and so is the average score. 100 A 80 B 40 C Average Score: Those solutions that are ranked as Champions are differentiated for point of reference. D 10 E 48

49 Vendor Landscape Methodology: Information Presentation Price Evaluation Info-Tech s Price Evaluation is a tiered representation of the three year Total Cost of Ownership (TCO) of a proposed solution. Info-Tech uses this method of communicating pricing information to provide high-level budgetary guidance to its end-user clients while respecting the privacy of the vendors with whom it works. The solution TCO is calculated and then represented as belonging to one of ten pricing tiers. Pricing tiers are as follows: 1. Between $1 and $2, Between $2,500 and $10, Between $10,000 and $25, Between $25,000 and $50, Between $50,000 and $100, Between $100,000 and $250, Between $250,000 and $500, Between $500,000 and $1,000, Between $1,000,000 and $2,500, Greater than $2,500,000 Where pricing is not provided, Info-Tech makes use of publicly available sources of information to determine a price. As these sources are not official price lists, the possibility exists that they may be inaccurate or outdated, and so the source of the pricing information is provided. Since Info-Tech publishes pricing information regardless of vendor participation, it is always in the vendor s best interest to supply accurate and up to date information. Info-Tech s Price Evaluations are based on pre-defined pricing scenarios (see Product Pricing Scenario, below) to ensure a comparison that is as close as possible between evaluated solutions. Pricing scenarios describe a sample business and solicit guidance as to the appropriate product/service mix required to deliver the specified functionality, the list price for those tools/services, as well as three full years of maintenance and support. Price Evaluation Call-out bubble indicates within which price tier the three year TCO for the solution falls, provides the brackets of that price tier, and links to the graphical representation. 3 year TCO for this solution falls into pricing tier 6, between $100,000 and $150,000. $1 $2.5M+ Pricing solicited from public sources. Scale along the bottom indicates that the graphic as a whole represents a price scale with a range of $1 to $2.5M+, while the notation indicates whether the pricing was supplied by the vendor or derived from public sources. 49

50 Vendor Landscape Methodology: Information Presentation Scenarios Info-Tech s Scenarios highlight specific use cases for the evaluated solution to provide as complete (when taken in conjunction with the individual written review, Vendor Landscape, Criteria Scores, Feature Ranks, and Value Index) a basis for comparison by end-user clients as possible. Scenarios are designed to reflect tiered capability in a particular set of circumstances. Determination of the Scenarios in question is at the discretion of the analyst team assigned to the research project. Where possible, Scenarios are designed to be mutually exclusive and collectively exhaustive, or at the very least, hierarchical such that the tiers within the Scenario represent a progressively greater or broader capability. Scenario ranking is determined as follows: 1. The analyst team determines an appropriate use case. For example: Clients that have multinational presence and require vendors to provide four hour onsite support. 2. The analyst team establishes the various tiers of capability. For example: Presence in Americas Presence in EMEA Presence in APAC 3. The analyst team reviews all evaluated solutions and determines which ones meet which tiers of capability. For example: Presence in Americas Presence in EMEA Presence in APAC Vendor A, Vendor C, Vendor E Vendor A, Vendor B, Vendor C Vendor B, Vendor D, Vendor E 4. Solutions are plotted on a grid alphabetically by vendor by tier. Where one vendor is deemed to be stronger in a tier than other vendors in the same tier, they may be plotted non-alphabetically. For example: Vendor C is able to provide four hour onsite support to 12 countries in EMEA while Vendors A and B are only able to provide four hour onsite support to eight countries in EMEA; Vendor C would be plotted first, followed by Vendor A, then Vendor B. Analysts may also elect to list only the most Exemplary Performers for a given use-case. One to three vendors will appear for each of these purchasing scenarios with a brief explanation as to why we selected them as top-of-class. 50

51 Vendor Landscape Methodology: Information Presentation Vendor Awards At the conclusion of all analyses, Info-Tech presents awards to exceptional solutions in three distinct categories. Award presentation is discretionary; not all awards are extended subsequent to each Vendor landscape and it is entirely possible, though unlikely, that no awards may be presented. Awards categories are as follows: Champion Awards are presented to those solutions, and only those solutions, that land in the Champion zone of the Info-Tech Vendor Landscape (see Vendor Landscape Methodology: Information Presentation - Vendor Landscape, above). If no solutions land in the Champion zone, no Champion Awards are presented. Similarly, if multiple solutions land in the Champion zone, multiple Champion Awards are presented. Trend Setter Awards are presented to those solutions, and only those solutions, that are deemed to include the most original/inventive product/service, or the most original/inventive feature/capability of a product/service. If no solution is deemed to be markedly or sufficiently original/inventive, either as a product/service on the whole or by feature/capability specifically, no Trend Setter Award is presented. Only one Trend Setter Award is available for each Vendor Landscape. Best Overall Value Awards are presented to those solutions, and only those solutions, that are ranked highest on the Info-Tech Value Index (see Vendor Landscape Methodology: Information Presentation Value Index, above). If insufficient pricing information is made available for the evaluated solutions, such that a Value Index cannot be calculated, no Best Overall Value Award will be presented. Only one Best Overall Value Award is available for each Vendor Landscape. Vendor Awards Info-Tech s Champion Award is presented to solutions in the Champion zone of the Vendor Landscape. Info-Tech s Trend Setter Award is presented to the most original/inventive solution evaluated. Info-Tech s Best Overall Value Award is presented to the solution with the highest Value Index score. 51