DPM Overview Soasta Partners.pptx

CONFIDENTIAL – Not for Distribution | ©2016 SOASTA, All rights reserved. | October 3, 2016
SOASTA and our Partners
April 7, 2016
Digital Performance Management

CONFIDENTIAL – Not for Distribution | ©2016 SOASTA, All rights reserved. | April 2016
Performance Challenge
40 Trillion
Transactions per
day 2025
$10 Trillion
Performance Risk
2025

Tom Lounibos, SOASTA’s Co-Founder & CEO
“Here's to the crazy ones, the misfits, the
rebels, the troublemakers... they push the
human race forward, and while some may
see them as the crazy ones, we see genius,
because the ones who are crazy enough to
think that they can change the world, are
the ones who do” …The SOASTA Code

Too many vendors…too much data…too little insight

The Game Has Changed

New Approach
Continuous MeasurementContinuous Testing
Speed
Quality
Advanced Performance Analytics

CONFIDENTIAL – Not for Distribution | ©2016 SOASTA, All rights reserved.
SOASTA
March 23, 2016
Performance is Everything

CONFIDENTIAL – Not for Distribution | ©2016 SOASTA, All rights reserved. | March 2016 9
SOASTA’s Digital Performance Platform
Measure – Test -Optimize

mPulse Video
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CloudTest Video
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Apple Load Test
Video (DOC) Placeholder

Global Brands
Media &
Entertainment
ConsumerFinancial Hi-Tech GlobalRetail
50 of the Top 100 Internet Retailers

Every millisecond matters
$90M
Every 4 seconds
$80M
Additional
revenue
Revenue
$20M
Saved with
100ms
50%
Operational cost
reduction
Savings
100%
Faster time to
market
500%
Productivity
increase
Efficiency
Top 5
Best
performing sites
Customer Satisfaction

Ann Sung Ruckstuhl, Chief Marketing Officer, SOASTA
As Chief Marketing Officer, Ann brings over two decades of
marketing and product management experience to SOASTA.
In this role, Ann leads the overall marketing organization that
includes product management, product marketing, corporate
communications, channel marketing, customer acquisition
and lead-to-revenue strategy. Ann is a Silicon Valley veteran
driving some of the most disruptive innovations in cloud,
mobile, e-commerce, big data analytics, cyber security,
networking and embedded systems. She is a leading
advocate for better customer experience management and
believes today's mobile and hyper-connected consumers
deserve web and mobile applications that are fast, reliable
and easy to use. Prior to SOASTA, Ann was Senior Vice
President and Chief Marketing Officer at LiveOps. Ann also
served in senior management roles at Symantec, Sybase
(acquired by SAP), eBay and HP. Ann received her bachelor’s
degree in electrical engineering and her master’s degree in
business administration from the University of Florida.

In 2016, 89% of companies will
primarily compete on the basis of
customer experience.
A one-point improvement in a US
wireless provider’s Customer
Experience Index score (CX IndexTM
)
results in an additional $175 million in
revenue.
100 millisecond improvement
increased sales by 1%. That’s $8.8
million of increased sales per
millisecond.
Customer Experience Requires Digital Performance

User Experience
IT Performance
Business
Outcome
User Experience Metrics:
• Pages per visit
• Visit paths
• Click through rate … etc.
IT Metrics:
• Site availability
• Page load time
• 3rd
party SLA … etc.
Business Metrics:
• Conversion rate
• Carte abandonment rate
• Average order value …
etc.
Performance
Analytics
DPM = CX + Business Outcome + IT Performance

22
Meet Our Buyers
Performance Analytics
Testing
APM
User Experience

How is DPM different than APM?
DPM Adds “Why” to Web & APM Data
User ExperienceBusiness Metric
Back-End
Performance
Front-End
Performance

DPM is a proactive, data-centric approach to performance management
where websites and mobile applications are continuously measured, tested
and optimized to deliver the best possible user experience and business
outcome.
What is Digital Performance Management (DPM)?
How is DPM different than APM and Web Analytics?
DPM complements APM in 5 areas:
1. RU{M} as in Measuring – All the data. All the devices. All the time. Kept forever.
2. Advanced Testing – Continuous testing in production, at scale. RUM driven.
3. Performance Correlation – Across User experience, IT and Business data.
4. Performance Analytics – Precision insights via advanced analytics & visualization.
5. Unified View of Performance Truth – End-to-End visibility for complete control,
collaboration & correlation.
Digital Performance Management Defined

Digital Performance Management Is Continuous
SOASTA gives you the platform, end-to-end visibility and contextual
intelligence to continuously measure, test and optimize in production, in real
time and at scale. With SOASTA, you can resolve performance issues in
minutes, not days or months.

Open & Super Smart DPM Platform
All Things Performance

The Pay Out: Smarts Win Every Time
Actionable, Precision Insights

What’s the “Real” Performance Outcome? Now?

Show Me the Way with Predictive “What If’s”?

End-to-End Digital Performance Management Platform
Optimizing Performance Across Your Online Business

By the Numbers

Gamiel Gran, Chief Strategy Officer, SOASTA
Gamiel is responsible for SOASTA’s corporate development, and
strategic relationships including OEM and VAR activities. Prior to
joining SOASTA, Gran was a partner at Sierra Ventures, an early-
stage technology focused venture capital firm. Gran has also held
executive roles IBM, Oracle, BEA as the lead for business
development and channel sales. Gamiel also leads a CIO Thought
Leadership & Innovation advisory board with the goal of
identifying early stage technologies.. Previously, Gamiel was VP of
Business Development at Cassatt Corporation (acquired by CA
Technologies), VP Global Channel Sales at Edify Software
(acquired by Intervoice and later Convergys), and VP Strategic
Alliances at BEA (acquired by Oracle). He also ran Channel Sales
for North America at Oracle and held various sales management
roles at IBM Corporation. During his career, Gamiel has been
recognized for successfully establishing strategic relationships and
launching channels and indirect sales models; industry
publications such as VAR Business and CRN have captured these
skills with various industry awards.

Focus: Our Primary Buyer
Digital Business
Owners
Operations/PE/Testing
Professionals
DevOps
Professionals
•Skills shortage, esp. data scientist, PE
•Customer experience (Synthetic & RUM)
•Value of performance (conversion, revenue)
•End-to-end visibility, especially frontend
•Managing third parties
•Insights into historical & predictive trends
•Tool proliferation, need for integration
•CICD

● How do we develop high quality & high performing web & mobile
applications fast?
● How do we reduce mean-time to identify and remediate
performance issues in production? (For example, micro-outages)
● How do we eliminate manual processes and reduce operational
costs?
● How does performance impact revenue and user engagement?
● How do we correlate metrics from various data sources to overall
performance?
Performance Matters: Revenue, Brand & Reputation
Top Challenges:

Develop Towards Performance Excellence
What is performance costing you?
o How can we manage performance proactively?
o How should we organize around digital performance in our
organization?
o What are the best practices to install digital performance awareness
across all teams?
o How can we reach our performance goals most effectively?
o Which aspects of our business and work are influenced by
performance?
Early Cycle /
Ongoing
Performance
Analysis
Late Cycle
Performance
Testing

Customers Want Solutions, Not Products
Solutions $$$
Platform $$
Products $
CONTINUOUS
LOAD TESTING
FRONT END ROOT
CAUSE ANALYSIS
CONTINUOUS
MOBILE TESTING

Skills Gap

The SOASTA Approach
People, platform and processes to thread
digital activities to your customer experience

Nordstrom is a leading fashion retailer offering clothing, shoes & accessories for men, women &
children. Leading up to one of their biggest days of the year (Anniversary Sale), Nordstrom noticed
a negative change in customer satisfaction survey scored for online performance. Synthetic
monitoring & internal testing, wasn’t giving Nordstrom the full picture—it needed to understand
customer perceived performance & obtain actionable data to meet expectations.
CHALLENGES
SOLUTION RESULTS
SOASTA CloudTest & mPulse
“Going into the 2014 Anniversary sale we
were able to find two critical defects in
production using CloudTest that we were
not able to see in our performance test
lab” – Gopal B., Performance Engineering
at Nordstrom
Using mPulse, Nordstrom was able to
marry client-& server-side data to make
data-driven decisions about how online
performance affects the business

STV is the commercial television channel in Scotland. STV’s programming reaches 3.6 million
viewers each month. 2015 UK General Election featured a series of UK and country-specific live
televised leaders debates. The Scottish leaders debate was expected to attract a lot of interest.
There was uncertainty over dates & frequency of the Scottish debates, which made planning
difficult. The 2014 referendum debate generated 450,000 digital stream start requests, with
340,000 requests coming within the first minute of broadcast. This formed the backdrop against
which STV had to prepare its digital media platforms for the 2015 Scottish Leaders debate.
CHALLENGES
SOLUTION
RESULTS
SOASTA CloudTest, mPulse & Services
“The few weeks in April demonstrated
the robustness and flexibility of
SOASTA’s platform and its ability to
adapt to a highly fluid environment. ” –
John Catnach, Service Delivery Manager,
STV
• STV ran 2 tests up to 10,000VU. This
highlighted issues that were quickly
addressed & STV moved on to run a
100,000VU exercise that validated
login, registration & live stream
• SOASTA was able to create & map
various user journey scripts that helped
us gain valuable insights

SoCal Edison provides 14 million people with electricity. The Utility Company was experiencing
frequent site outages. Their call center was also receiving numerous phone calls from angry
customers who couldn’t pay their bills online. IT had very limited visibility into the performance
issues that were impacting their site’s ability to satisfy customers’ needs. The SCE’s business team
was also tasked with increasing the conversion rate for customers’ to pay their bills online.
CHALLENGES
SOLUTION
RESULTS
SOASTA mPulse provided deep insights based
on the analysis of metrics identified in areas
for performance improvement.
Through a 3 week POC SOASTA was able to
show the CIO and head of online business the
impact of performance upon conversion rate
through the “what if” dashboard. SOASTA
was also able to isolate JavaScript rendering
issues from a specific location that was
impacting performance.

New York Community Bank was in the midst of launching a Critical New Online and Mobile Banking
Application to over 250K of its Customers. They needed to run a load test on the solution with only
a few weeks before production. Their current in-house HP Solution was too complicated to work in
the timeframe and they were having trouble creating test scripts with the HP Tool. They needed to
find a new service to build and run tests in <2 weeks so CA positioned CloudTest as a solution.
CHALLENGES
SOLUTION
RESULTS
Multi-year SOASTA CloudTest and
services/training allowing NYCB to run
ongoing regression testing and support
onboarding of mobile banking.
The tests SOASTA were able to run identified
significant performance issues in network
bandwidth and transaction payload. Early
identification of the performance
bottlenecks provided NYCB time to address
the issues and avoid failure at launch.

SOASTA Partner TestCloud brought in SOASTA to help a large financial services company in Spain.
In a short time frame they needed to migrate all of their systems to a new e-banking platform in a 7
week period, 23 applications and up to 4,000 concurrent users.
CHALLENGES
SOLUTION RESULTS
SOASTA CloudTest , services, training, and
mPulse for Real User Monitoring
Phase 1 has been completed on-time and in
budget successfully and a second phase has
been requested for go-live support of the
new e-banking platform

Partner Success Team: Help at every stage…
• PRE-SALES: I'd like help understanding if SOASTA is the right solution for
my customer, who can help me?
• COMPETITIVE: This is a competitive scenario, can we co-sell with the
SOASTA sales team?
• DEAL REGISTER: I have an opportunity, how can I register the deal?
• PRICING: How can I provide a quote of SOASTA products along with a larger
proposal that I'm working on?
• SERVICES: Can I work with SOASTA's Services team in a collaborative SOW?
• HELP: I need help to present, demonstrate and trial SOASTA products to my
customer, who can help me?

Partner Success Team: key contacts for you
• Global Alliances: Sachin Menon <smenon@soasta.com>
system integrators and solution providers
• Americas Alliances: Mark Towe <mtowe@soasta.com>
system integrators and solution providers
• Global Technology Alliances: Heidi Larsen <hlarsen@soasta.com>
OEM & ISVs, cloud providers
• Europe Alliances: Paul Smithson <psmithson@soasta.com>
• Asia Alliances: Cameron Hunter <chunter@soasta.com>
• Global Lead: Gamiel Gran <ggran@soasta.com>
• Also general note to: <Dealreg@soasta.com> will get directly routed asap
to the right person.

Partner Portal - visit www.cloudlink.soasta.com

Upcoming Webinars to Attend
Visit www.soasta.com/webinars to register

DPM Overview Soasta Partners.pptx

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