Getting Started with ThousandEyes Proof of Concepts

Presented by Heath Russell

1. Getting Started with ThousandEyes Proof of Concepts Customer Digital Experience Heath Russell Technical Solutions Architect

2. Featured Speaker Heath Russell Technical Solutions Architect

3. Agenda ThousandEyes Overview Identification & Qualification of Opportunities Success Criteria Execution Demo Q&A 3

4. The New Enterprise Reality Internet is the new network SaaS is the new app stack Cloud is the new data center Home is the new office

5. We empower companies with Internet and cloud intelligence enabling them to deliver superior digital experiences. ThousandEyes Workforce DX ThousandEyes Customer DX ThousandEyes Enterprise DX your Apps your People your Infrastructure Deliver stellar digital experiences to users. Keep workers connected and enjoying seamless app performance. Optimize and sustain the flow of your digital supply chain.

6. DNS App Front Door Users Internet BGP Routing Cloud/Data Center ThousandEyes Visibility: Customer Digital Experience

7. DNS App Front Door Users Internet BGP Routing Cloud/Data Center Is it the ISP? Is it the DNS? Is it the transit ISP? Is it the Application? Is it the Cloud/DC? ThousandEyes Visibility: Customer Digital Experience

8. Demo

9. A ThousandEyes PoC is not A troubleshooting exercise An assessment For someone that says "Let's do what you normally do.” ThousandEyes PoC: What it Is and What it’s Not A ThousandEyes PoC is An in-depth evaluation of ThousandEyes for a potential customer Used to demonstrate the business value in the context of customers environment with their data Used to arrive at the appropriate scope of licenses customers require for production monitoring An opportunity to differentiate the unique value ThousandEyes provides

10. PoC Process PREPARATION (2 weeks) Define Use Cases Assess Hardware/Resource Requirements Finalize Success Criteria Agree on MAP Install Enterprise Agents Verify Firewall Connectivity Deploy Endpoint Agents

11. PoC Process PREPARATION (2 weeks) TRIAL ACTIVE (4-6 weeks) Define Use Cases Assess Hardware/Resource Requirements Finalize Success Criteria Agree on MAP Verify Firewall Connectivity Install Enterprise Agents Create Tests Build Dashboards Configure Alerts Add User Accounts Continuously Monitor and Optimize

12. PoC Process PREPARATION (2 weeks) TRIAL ACTIVE (4-6 weeks) GO-FORWARD PLAN (2 weeks) Define Use Cases Assess Hardware/Resource Requirements Finalize Success Criteria Agree on MAP Install Enterprise Agents Verify Firewall Connectivity Create Tests Build Dashboards Configure Alerts Add User Accounts Continuously Monitor and Optimize Document Findings Develop Proof of Value Summary Define Next Steps and Implementation Planning

13. Identification & Qualification of Opportunities

14. The 3 Whys? Why does the customer care? Why do anything? Why ThousandEyes? The response must outline the reason why this customer’s problem is so severe that it needs to be solved now The response should justify why ThousandEyes is being selected to solve this problem and not any other solution The response should clearly define the technical challenge associated with the customer’s infrastructure and how it affects their business

15. The 3 Whys (Example) Why does customer care about visibility? Why do anything? Why ThousandEyes? Connectivity to gaming players is crucial to provide a seamless and enjoyable experience for their players, which in turn can lead to increased engagement and revenue. The lack of visibility 3 rd party ISPs’ and CDN providers’ performance can cause significant disruption to the gaming experience. High MTTR involving multiple teams/partners Not able to enforce SLAs with CDN providers without data driven evidence Brand reputation for IT team and company is key Gives you an outside-in view of gaming connectivity performance by monitoring your DNS servers and key third-party service providers, like CDNs and ISPs. Provides deep insights into CDN content delivery, including geographic CDN load balancing, latency, loss and availability. Gain evidence-based escalations with providers

16. Prospect Qualification Flow Chart Does the prospect have a problem due to lack of Internet or WAN or SaaS visibility? 01

17. Prospect Qualification Flow Chart Does the prospect have a problem due to lack of Internet or WAN or SaaS visibility? Is the lack of visibility a top priority for the prospect in the next 6-12 months? 01 02

18. Prospect Qualification Flow Chart Does the prospect have a problem due to lack of Internet or WAN or SaaS visibility? Is the lack of visibility a top priority for the prospect in the next 6-12 months? Does the prospect see the challenge in lack of visibility as an ongoing issue for the foreseeable future? 01 02 03

19. Prospect Qualification Flow Chart Does the prospect have a problem due to lack of Internet or WAN or SaaS visibility? Is the lack of visibility a top priority for the prospect in the next 6-12 months? Does the prospect see the challenge in lack of visibility as an ongoing issue for the foreseeable future? Is this engagement tied to a business initiative or business impacting issue? 01 02 03 04

20. Prospect Qualification Flow Chart Does the prospect have a problem due to lack of Internet or WAN or SaaS visibility? Is the lack of visibility a top priority for the prospect in the next 6-12 months? Does the prospect see the challenge in lack of visibility as an ongoing issue for the foreseeable future? Is this engagement tied to a business initiative or business impacting issue? Does the prospect have a cloud/WAN migration strategy? 01 02 03 04 05

21. What to Consider Before Registering your PoC? Do I have a commitment from the prospect to invest time and resources required to successfully deliver the PoC? Do I have a clear understanding of the Company, its Strategic Initiatives, Business Intent & impact the ThousandEyes solution would have? Is there some other vendor involved in the selection process?

22. Register a PoC You can register your ThousandEyes PoC by going to ThousandEyes Partners SalesConnect page and clicking Register a PoC.

23. Success Criteria

24. CDX: Use Case Discovery Walk me through step by step how is the application accessed and what are the different calls done on the frontend and backend? How do you measure performance from various internet locations and types of ISPs? How actionable is the data produced by your existing monitoring tools when a cloud provider or an ISP causes an incident? When is the last time you had a problem with an ISP/Cloud/DC provider? How long did it take them to respond? Do you have any regulatory/compliance requirements to demonstrate adequate visibility, monitoring & control for 3rd party providers that can impact availability of your service?

25. Customer Digital Experience Success Criteria Drive increased visibility into networks and bridge visibility gaps Correlate application performance with infrastructure issues. Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots. Monitor ISP performance between vantage point and target application / service with associated path visualisation . When issues occur, isolate these to either the ISP or external networks 

26. Customer Digital Experience Success Criteria Drive increased visibility into networks and bridge visibility gaps Correlate application performance with infrastructure issues. Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots. Monitor ISP performance between vantage point and target application / service with associated path visualisation . When issues occur, isolate these to either the ISP or external networks  Demonstrate the ability to lower triage time and accelerate root cause analysis Enable rapid identification of an issue and the responsible party. Reduce MTTI and MTTR, helping to improve the user experience and perception of IT. 

27. Customer Digital Experience Success Criteria Drive increased visibility into networks and bridge visibility gaps Correlate application performance with infrastructure issues. Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots. Monitor ISP performance between vantage point and target application / service with associated path visualisation . When issues occur, isolate these to either the ISP or external networks  Demonstrate the ability to lower triage time and accelerate root cause analysis Enable rapid identification of an issue and the responsible party. Reduce MTTI and MTTR, helping to improve the user experience and perception of IT.  Move from a reactive to a proactive monitoring state  Proactive alerting to problems based on defined thresholds before users are impacted. Provide interactive dashboards and reporting for individual teams, stakeholders and 3rd party providers to build a collaborative operational model.  Service assurance and verifying change, identifying if anything is broken during routine changes with before and after snapshots.

28. Customer Digital Experience Success Criteria Drive increased visibility into networks and bridge visibility gaps Correlate application performance with infrastructure issues. Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots. Monitor ISP performance between vantage point and target application / service with associated path visualisation . When issues occur, isolate these to either the ISP or external networks  Demonstrate the ability to lower triage time and accelerate root cause analysis Enable rapid identification of an issue and the responsible party. Reduce MTTI and MTTR, helping to improve the user experience and perception of IT.  Move from a reactive to a proactive monitoring state  Proactive alerting to problems based on defined thresholds before users are impacted. Provide interactive dashboards and reporting for individual teams, stakeholders and 3rd party providers to build a collaborative operational model.  Service assurance and verifying change, identifying if anything is broken during routine changes with before and after snapshots. The ability to gather shareable evidence to hold Third parties accountable for performance  Visibility of networks outside of customer control, and understand customer experience across domains and locations. The ability to easily generate shareable data for troubleshooting with all stakeholders. 

29. Before You Continue to Execution Does the customer understand what a PoC is & what a PoC is not? Did we clearly define & validate Success Criteria? Has the timeline been approved? Has the scope of the PoC been defined? Do we have statistics of current MTTI/MTTR to compare against?

30. Execution

31. Automator ThousandEyes Automator in a Nutshell ThousandEyes Automator Installation & Use Using the ThousandEyes Automator Deploying ThousandEyes Key Use Cases

32. Demo

33. Executing the PoC Continuously save, document, and share interesting events Scope Creep - Focus can be lost when customer says “I didn't know you can do this and that”. Push Back - First get through all items included in the Success Criteria. Instantly access ThousandEyes experts (NOT Cisco TAC) 24x7 via live chat from within the product

34. Resources Watch the Replay : Getting started with ThousandEyes PoC: Enterprise Digital Experience  Register your ThousandEyes PoC  Got questions? Email: [email protected] Join our “Ask ThousandEyes Channel (APJC)” Team space  http://cs.co/ask-te-channel-apjc   ? Follow ThousandEyes  partners on social media.  Twitter LinkedIn