Competitor Analysis

1
Competitor Analysis
2
Competition ?

• Reality
• We are competing with everything for the -
  Hardware etc
• We Win when we become the
• Must Have
• Technology !

3
Four Ps to Success

• Find the PAIN !
• If they dont need us, why stay around ?
• POSITION us as the solution !
• Tell them How we can solve the problem
• PROVE that we are the solution to their PAIN !
• Show the How we can help them with their Pain !
• Get the PURCHASE order !

4
Reality check !

• Some will,
• Some will not,
• So What
• Go find someone who will !

5
Competition DataScopes

• Sniffer NGC
• Wild Packets
• Network Instruments
• Fluke
• Freeware and Shareware

6
NGC - Sniffer

• OLD Technology Re-funded Company in 2004
• Current base version about 8 years old
• Post Analysis focused
• Limited Application support
• The common name in the industry
• Near 500,000 sold
• Currently on a 150M plan
• Almost 200 salespersons WW
• Mainly focused on the InfiniStream Product
• Support WAN, WiFI, ATM and LAN
• Base Software for Ethernet around 5,000.00
• Street price highly variable

7
WildPackets

• Actively growing company
• WAN, WIFi Surveyor, ATM and Ethernet
• Real Time Packet display EtherPeek
• 2 segment view in Real Time
• Weak Gigabit solution
• Good but limited VoIP solution
• OmniPeek is Distributed solution
• Supports all interfaces of EtherPeek
• Capture and Decode w/ Packet Grabber
• RMON Grabber
• Good Graphics and Reports
• No Real Time - only packet display and stats

8
WildPackets vs Sniffer

• Omni compared to Sniffer
• Reduce costs associated with network services
  downtime and degradation
• Reduce IT labor costs
• Increase end user productivity
• Increase ROI on existing network infrastructure
  and business process
• Increase IT efficiency and responsiveness

9
WildPackets Real Time View
10
Network Instruments

• Active Company Aggressive Small Company
• 10 years old
• About 10 Million 2004
• Low end but Highly Respected
• WAN, Gigabit, Ethernet (WLAN) (no 10/100 FDX) and
  WiFi
• No Real Distributed only remote probe
• No Real Time Application View
• Wide product line
• FDX, Full bandwidth Gigabit solution

11
Network Instruments versus Sniffer
12
Network Instruments Link Analyst 495.00 Top
ViewsResponse Times, Routing and Network Map
13
Observer Views
14
Network InstrumentsOther views
Weak Filters
Separate Error view
15
Fluke

• Large Test Equipment Company
• Supports WAN, WiFi and Ethernet to 1 Gig
• Optiview is Network Analysis Offering
• Finisar is their hardware supplier for the Gig
  solution
• Not really a Traditional Protocol Analyzer
• Limited Real Time analysis, especially
  Applications
• Examples of Cost -
• OptiView Protocol Expert
• Full Version (OPV-PE/PRO) For PC 3,500.00
• OptiView Link Analyzer W/ Hard Drive
• Street price - 24,000.00
• OptiView Reported - 995.00
• 3 models of Product
• Standard - a new standard in comprehensive
  network testing.
• Pro - with numerous added features including
  packet decode and capture.
• Pro Gigabit - your direct connection to
  1000BASE-X interfaces.

16
Fluke Portable Analyzers
12,995.00
5,995.00
5995.00
OptiView Series II Integrated Analyzer
17
FlukeApplication Performance Network Analysis
Solutions
50,000.00 995.00 12,995 unlimited 3,195.00 18
,995.00 7,995.00 Starts at 5,995.00 To
30,000.00 12,995.00 Up to 30,000.00
18
Fluke Product Summary
19
Fluke Product Summary 2
20
Fluke Weaknesses

• Finisar is an old solution
• Limited case as portable tool
• Distributed tool has nice reports but lacks our
  Real Time
• Flow Analysis
• VoIP multi Segment, Reporting and Playback
• Except with 18K option for VoIP
• No Flow or Multi Segment
• Limited Codec support No Video
• No SIP or Megaco support
• No WLAN solution
• No 10 Gig
• Can get expensive quick

21
FreeWare and Shareware

• You get what you pay for !
• No Real Time
• No Application Flows
• No future
• Legacy Support only
• No Support
• Limited Reports

22
VoIP - Competitive Products

• Acterna DA-3400 VoIP separate R/T
• Fluke System, portable, distributed
• WildPackets - Software
• Network Instruments - Software
• Empirex/Hammer VoIP only R/T
• Sniffer Software weak and old
• Sunrise Telcom Ghepardo SigTran/signaling
• Brix System - Expensive
• Tektronix Spectra Signaling
• Radcom Surveyor Air Magnet for WLAN
• Artiza - Signaling
• Freeware/shareware

23
Competitive Differences

• Most are Post Analysis
• WildPackets and NI (Some real-time)
• Sniffer and Freeware
• Those that are Real Time are VoIP only
• Empirex also uses Telchemy MOS/PQM
• Has MSV for VoIP
• System Expensive , inflexible Long Term
• Signaling Analyzers
• Expensive/narrow solution/very complex to use
• No Overall network views

24
Review

• Lots of different Solutions and Techniques
• Large price range
• Street prices versus list
• No one has built a perfect solution
• ClearSight getting closer
• Tools need to be easy to use
• Graphics a must for Information
• Solutions MUST have future growth potential
• Not just bug fixes

25
ClearSight Advantages

• Complete Product line
• Easiest to use
• VoIP leadership
• Content Viewing (VoIP, Web, Video) application
• Wire-rate
• Resolves finger pointing
• Real-time
• Application Down Analysis
• Faster Problem Resolution

• Software, Hardware/Software
• Portable, Distributed, Deep Capture
• Packet Generation
• Extensive, Flexible Filtering
• Excellent Customer Support
• Report Generation
• Great Pricing
• Award Winning
• Great Customer List
• Etc.

26
ClearSight China - CSC
Thank you!