Tag: DevOps market

  • What Customers Need From Sales and Marketing

    What Customers Need From Sales and Marketing

    There are plenty of historical examples of good solutions being buried by inadequate or outright wrong sales and marketing tactics. As an analyst, I often talk to the marketing, marcom or AR/PR department of a company and think they could do their solution more justice. Normally, it is little things; sometimes, not so much.

    But there is one industry-wide thing that I would like to see changed because it impacts all of us and is endemic.

    We don’t want to hear about your five biggest customers. We’re thrilled that you sold into several Fortune 100s. But you spent those five slides of your presentation basically saying the exact same thing five times: “We sold into a Fortune 100!” (or 500, whatever). You lost the opportunity to expand the message to “… and we support all organizations.” The idea that supporting a company with a run rate larger than most nations is in any way relevant to supporting small-to-medium-sized enterprises is mistaken. Talking about an example of a large customer helps us to understand scalability and support levels. Then, we want to know how that works for the rest of the market because most organizations are not Fortune 500s, by definition.

    Tell us how the product is used in organizations closer to our size. Instead of five slides about massive multinationals, include the best two that showcase the product and its benefits. Then, use those other three slides to talk about the wider market. People expect that large enterprises like the Fortune 500 pay more in raw dollars and get more support in raw hours. They want to understand how that relates to an organization their size. Because if you don’t work at an F500, information about F500s has limited usefulness.

    I recently had a presentation with a vendor; I love the technology, have been following them for years and use their solutions in a small business (not the reason for the presentation, but an expression of my belief that they offer a good solution). And their presentation was all about how well they serve large organizations. Thing is, they do a great job of serving small organizations, too, but unless you were an analyst like me, you would not have known that from the presentation. I get a lot of briefings, so while this one spurred me to write this blog, they are not the only ones, by far.

    So do us a favor: Give us presentations that are relevant to the entire market, not the subset someone told you is “most important.” It is, indeed, impressive if the solution can scale to multinationals and it is relevant. Just don’t obsess about it; we need to know if it supports our architecture, tooling, etc.

    We’re here rocking it every day, you should bring the broadest focus you have to let us know if you can be part of the solution moving forward. If you don’t, well, we might just think our business isn’t all that important to you. And we’re pretty sure most vendors don’t want that.

  • DevOps Chats: CloudBees Remains at Top of DevOps Market

    DevOps Chats: CloudBees Remains at Top of DevOps Market

    In this special DevOps Chats video edition, we speak with Sacha Labourey, CEO of CloudBees. From the very beginning of the DevOps movement, CloudBees has been one of the companies at the top of the DevOps market and, based on its latest business metrics, the company remains there.

    Being the enterprise Jenkins company helped CloudBees early on to be a leader at the top of the DevOps market. But with Jenkins and Jenkins X handed over to the Continuous Delivery Foundation (CDF), CloudBees can no longer count on its Jenkins connection to stay on top.

    Sacha, like any good CEO, did not allow CloudBees to rest on its laurels. An aggressive acquisition strategy including acquiring Electric Cloud, Rollout.io and others, has kept CloudBees on top. At the same time, Sacha has led the product and engineering teams as they roll out a new generation of DevOps products and services including the upcoming Software Delivery Management (SDM) and Software Delivery Automation (SDA).

    In this video, Labourey lays out what the past year has seen for CloudBees and what the coming year could bring. Of course, with Covid19 everyone is sailing into unchartered waters. But Sacha has the course in mind for CloudBees to follow.

    Have a listen to our conversation with Sacha to understand CloudBees’ plan to stay at the top of the DevOps market.

    [video src="https://videos.files.wordpress.com/TNgFIQ9x/2020-03-19-interview-with-sacha-labourey-1_hd.mp4" /]

    — Alan Shimel

  • DevOps Deeper Dive: DevOps Arms Race Heats Up

    DevOps Deeper Dive: DevOps Arms Race Heats Up

    A massive amount of capital is pouring into DevOps companies as organizations finally begin to realize the extent to which they depend on software. While Marc Andreesen may have penned his famous “Software Is Eating the World” opinion piece way back in 2011, it’s only now that many organizations are starting to realize they are software companies that also manufacture something or specialize in the delivery of some type of digital service.

    The most recent example of a massive injection of capital into the DevOps space came in the form of a $268 million investment in GitLab earlier this month. That move followed the acquisition of SignalFx, provider of an application performance management (APM) platform, by Splunk in a deal valued at just over $1 billion.

    Arguably, DevOps vendors have been gearing up for this fight for the better part of the last decade. Way back in 2014, New Relic picked up $115 million after going public. Three years later, Cisco Systems acquired AppDynamics for $3.7 billion.

    Now all these companies are racing to build the platform through which organizations of all sizes will transform themselves into true software companies by embracing best DevOps practices infused with large amounts of artificial intelligence (AI).

    DevOps as a concept has been around now for the better part of a decade. However, it’s only now that organizations are embracing DevOps across the entire application development life cycle. Previously, organizations embraced DevOps within isolated areas of the IT organization. Today, there is a much more concerted effort underway to apply DevOps practices to build and deploy software on an industrial scale.

    Achieving that goal, however, will require a lot more than simply adding higher levels of automation to a continuous integration/continuous deployment (CI/CD) platform. As business leaders realize how dependent the organization is on new applications to drive additional revenue, they are demanding more visibility into the software delivery process. Every delay to a software project now has revenue implications for the business.

    As more organizations come to that realization, it becomes apparent that monitoring software continuously as it is being built and after its deployed is now crucial to the business, said New Relic CEO Lew Cirne.

    “If mission-critical software not working, then the business is not working,” he said. “You must watch it all; you can’t pick and choose.”

    To become the de facto standard within an organization for monitoring those processes, DevOps vendors are racing to build DevOps platforms capable of operating at unprecedented levels of both scale and speed, said SignalFx CTO Arijit Mukherji.

    “The scale of the data has increased,” Mukherji noted. “Everything needs to happen in real-time.”

    DevOps platforms need to be extended to include support for everything from distributed tracing to machine learning algorithms, which organizations will rely on to identify the patterns employed to build AI models, he added.

    That level of investment requires a lot of additional capital that DevOps vendors either need to raise or, in the case of SignalFx and AppDynamics, tap into as a subsidiary of a larger company.

    The rise of microservices is further exacerbating those challenges as the number of dependencies within and between smaller segments of code increases. That fundamental shift in application architecture will require organizations to re-engineer DevOps processes across both the application and infrastructure levels of the entire IT environment, said Matt Cleve, director and global lead for Business iQ at AppDynamics.

    “Real-time visibility into the entire application stack is going to be a lot more important,” Cleve said.

    AppDynamics and parent company Cisco together will be in a unique position to deliver on that promise, he added.

    A recent survey conducted by the Harvard Business Review (HBR) on behalf of AppDynamics finds only 22% of IT organizations have access to any kind of real-time IT metrics.

    Widespread adoption of best DevOps practices has been a long time in coming. What is clear now, however, is that the organizations that take full advantage of DevOps by the end of this decade will thrive the most through the next.

    — Mike Vizard