Here we talk to John Proctor, who started out as one of our first customers (and the first MSP customer). And he believed in it so much, he eventually became part of the ScienceLogic team. (Remember “I’m not only the President, I’m also a client” from the Hair Club for Men?)

John shares his perspectives about the service provider world and why he took a chance on a little-known product called EM7.

ScienceLogic: What is your background? How many years have you worked as a service provider and for what types of companies?

John Proctor: I have been working with Service providers for over twelve years. I worked at a major regional service provider for six years and before that I designed and built national and international networks for ISP’s and Fortune 500 companies as a consultant for PriceWaterhouseCoopers and WorldComm.

ScienceLogic: You were one of the first customers of EM7 – why did you choose it and how did you get over the hurdles associated with using a start-up company’s product?

John Proctor: We were actually customer number five. Back in 2004 when we evaluated and purchased EM7 we could see that EM7 provided about 80% of what we were looking for in one integrated solution right out of the box. One of the things that sold us on EM7 was that the ScienceLogic founders had all previously worked for a service provider, so we knew they understood our business and our challenges. But in the end, it comes down to features. Once we compared EM7 functionality to the alternatives, it was clearly a “no brainer.”

ScienceLogic: What other alternatives were being considered?

John Proctor: Well, we had started with a few point solutions, but as our business and product offerings matured, this resulted in a growing number of point solutions. What started with 3 or 4 ended up as 14 separate tools. They all had strengths but what they didn’t have was integration and because of this they could not scale. And, if the tools could not scale, our business could not grow.

So, naturally we started looking at framework solutions, but they are expensive to buy, expensive to implement, and expensive to maintain. At one point, we even considered some open source projects. There were several that showed promise, but we would still be stuck with tools that were not integrated. So then we considered hiring developers to cobble something together that would work for our business. The only problem with this alternative was that we felt it would take 6 to 8 months before we could have something viable to work with.

ScienceLogic: What products were you using before EM7? What were your goals?

John Proctor: Before we purchased EM7 we used 14 different point solutions to deliver our products and services to the marketplace. Tools like NetCool, Openview, Argent, Heat, What’s Up Gold as well as several other point solutions, vendor specific applications and manually updated spreadsheets. And, as I mentioned before, this does not scale. This also adds a great deal of complexity when you begin to consider business continuity and disaster recovery. All these tools were vital to the delivery of our products and services. Any service provider will tell you it is all about uptime. So if the product is uptime, the tools used to deliver it have to be available 24×7x365.

Our goals were simple: scale and redundancy. As it turns out, the solution was simple as well. EM7 provided a tool that could replace the functionality of almost half of the existing point solutions and the applications that could not be replaced were integrated with EM7 to provide our staff with a “single pane of glass” to see the status and performance of each area of the business from one application. We had visibility into everything from facility systems to applications using EM7.

ScienceLogic also delivers an extensible configuration that addressed uptime and redundancy. We deployed collectors throughout our network that reported back to a central pair of redundant database servers and with this configuration we were able to perform backups and add capacity without taking the system down.

ScienceLogic: Why are service providers different from enterprises? How are their needs different?

John Proctor: First and foremost, service providers face the same challenges that only the largest enterprises ever face and they also have many unique challenges that only service providers experience.

One challenge we faced was that we had multiple datacenters in different states. They were all interconnected with plenty of bandwidth between each site, but the tools were not designed to be used across the WAN. Our staff in our remote data center did not have the same access as our staff in the corporate office. Since EM7 is web-based, it immediately eliminated this problem.

Another challenge is that service providers must manage systems across multiple domains. Back in the early version of a specific tool we were using before EM7, the only way you could implement it across multiple domains was to put the same username and password on every computer that you monitored. Beyond the security concerns, maintenance was a nightmare. Anytime we had to change the password, we would get locked out of dozens upon dozens of systems. When the password was changed on the monitoring server, it would attempt to login to the remote machines and fail. Repeated attempts would result in the account getting locked. I think that vendor eventually addressed this issue, but service providers seldom find tools that were designed for their unique situations.

ScienceLogic: How is EM7 geared to service providers?

John Proctor: Enterprise IT is a trusted part of the business; they are one of the team. Service providers are outsiders that must earn trust by showing the customer exactly what they are doing.

EM7 provides a multi-tenant environment that allows service providers to manage systems across many different customers while at the same time providing the customer access to see the same information but only what’s relevant to them.

EM7 was built by service providers and even includes a few features just for them. Two of my favorites are bandwidth billing and the emergency notification system. Take bandwidth billing, for instance. EM7 provides a way to collect bandwidth utilization, store subscription information, and calculate a bill from any one of about 10 different methodologies. And at the end of the billing period, EM7 sends the completed report out to whomever you chose via email.

Another unique service provider feature is the emergency notification system. EM7 allows the provider to track what customers used their unique infrastructure components. If they have to perform maintenance on the infrastructure component or have a problem they can send an email to all of the impacted customers in a matter of minutes.

ScienceLogic: What trends do you see for service providers? What about big trends such as virtualization and cloud computing – how will they impact service providers?

John Proctor: Virtualization is really hot for service providers right now and for the same reasons as in the enterprise. Service providers run data centers and data centers must be powered and cooled. So, anytime they can use a virtual server instead of adding physical equipment it is a good thing. But then you add the complexity that multiple customers reside on the same host and you must track things like bandwidth utilizations by guest OS, and it all gets a little harder. Lucky for us this is not a problem for EM7.

I still think it’s early days for cloud computing. Depending on who you talk to, much of what service providers (especially the big ones) have already been doing with SAAS offerings and hosted applications could be described as cloud computing already. In which case, service providers are ahead of the game. But whatever the “final” definition, cloud computing actually shares many similarities with virtualization – in that service providers (or enterprises) will need to be able to manage far more “devices” in real-time with “zero downtime” expectations by customers. What this really means is that you’re going to see much more automation in provisioning and IT monitoring tools to handle the scale and speed with which things can change in the data center given vm migration and the talked-about switching between “clouds” that can be used for high availability.

But I am reminded that it’s not just the titillating stuff that’s of interest. CA is still one of the Big 4 and up until a couple of years ago making headlines with some major and strategic purchases in our space – such as buying Concord for its e-Health software in 2005 and Wily Technology in 2006.

I recently ran across a 451 Group report, “CA: ghosts of deals past” by Brenon Daly (if you haven’t read one of his takes on the M&A market, you don’t know what you’re missing) that showed quantitatively just how much the acquisitions had slowed down.

2003 – 4

2004 – 3

2005 – 6

2006 – 6

2007 – 0

2008 – 0 (so far)

Two or three years ago (I still have the slide in our presentations), it seemed like you couldn’t go a month or two without hearing about the latest acquisition by the Big 4 – to either fill gaps in their monolithic portfolios or take out a growing threat, which had built some good technology. This should sound very familiar to anyone (like me) who rubbed up against WorldCom. Growth (in revenue and technology) by acquisition. Buy your own revenue and don’t worry about the niggling details like integration.

But we’ve certainly seen the acquisition trend slow across the board. HP, after its mega-purchase of Mercury Interactive in 2005 for $4.5 billion, for example, went relatively silent on the acquisition front in our space. Perhaps, as it turns out, because they were too busy preparing for the even bigger purchase of EDS for $13.9 billion (and the layoffs, 24,600 and counting, which in this worsening economy are probably just starting).

Even thought TIBCO’s BusinessEvents does not yet support Bayesian Classifiers, Artificial Neural Networks and other advanced decision support algorithms, it is just a matter of time before TIBCO will add these advanced features “out of the box”.  On the other hand, the extensible nature of TIBCO’s BE makes it possible to add probabalistic computing functionality, however this requires quite a lot of programming and integration work.

When I see a great release like this for TIBCO, it makes me a little nostalgic for “the good old days” travelling the world in the front of the aircraft for TIBCO.   TIBCO has a rich and diverse customer base.  This customer base includes financial services companies; however, TIBCO is much less dependent on financial services than other event processing companies.   So, with TIBCO you not only get great technology, but rock-solid stability in an unstable and uncertain business world.

As a side note, an S&P analyst recently downgraded TIBCO’s stock (TIBX), primarily due to chao in the financial services sector.    Because of TIBCO’s global reach and stability, plus forward vision, advanced technologies and many years of commericial success, the S&P downgrade will create a buying opportunity for TIBCO stock.

Take a difference I've noticed between financial services and government. I have encountered situations where a financial services customer may say "what if we just forget about using all those standards and make all these messages simpler", as they have optimization hard-wired as a goal. A government customer is (in my experience) more likely to focus on standards support for interoperability, and also to support directives that certain standards are used (e.g. XACML, let's say).

If the vendor was to build their product based solely on either customers needs, they would assume, as you say, that "the client just doesn't get it". It would be either "These government people are crazy, the people back at the bank told us those standards were not important", or else "these financial services people are crazy, we show them all the complex support for standards we have and they do not seem to care at all, they just want us to strip all that out".
In that case, the trick would be to build something down the middle, with the standards support and the optimization. But, just focusing on one sector is bad.

OnAir has so far tested their calling/texting-only service on two aircraft--one operated by Air France, one by TAP Portugal--even though RyanAir announced plans that its planes would started being unwired with the service by late 2007. Still no word on that fleet progress.

Qantas will apparently launch cached Web browsing and limited Web email (probably through a proxy) along with instant messaging, with full Internet service coming "later in 2009." This is clearly due to a lack of satellite coverage that was just remediated a few weeks ago (see below). The first plane with limited service, a new A380, should be in flight 20-October-2008.

The Morning Herald seems to overstate the importance and scope of a complaint filed by the union representing American Airlines' flight attendants. The detailed coverage in the U.S. had more to do with the potential for issues, and likely attendants lack of interest in policing yet another media on the plane. Filtering doesn't work, the attendants probably already know, and this may just be a negotiating point with the airline.

On why Qantas is waiting until late 2009? This requires unwinding how OnAir gets its signal.

Aeromobile and OnAir both rely on Inmarsat satellites for their service. Both companies had several years ago staked their futures on the fourth-generation network Inmarsat was to inaugurate with three satellites that would use beamforming to allow precise delivery of nearly 500 Kbps per receiver, with hundreds or thousands of regions being able to be targeted from a single satellite. Inmarsat's third-gen network--don't confuse this with 3G cellular ground-based networks--can deliver about 64 Kbps per channel.

Now, unfortunately, Inmarsat was three years late on launching its trans-Pacific bird. While the company claims 85 percent coverage of the earth and 98 percent coverage of population, there's a big gap over the Pacific that also prevents them from having good overlap between the U.S. and Japan/China/Korea, as well as the southern Pacific, covering Australia. Since the biggest market for long-haul flights would likely be Australia, Japan, and China, traveling trans-Pacific or trans-hemispheric routes, that gap is rather large.

Aeromobile opted to build out a service, deployed only by Emirates airline as far as I can tell, that uses the 3G service since it was available, and most necessary equipment is already installed on most over-water planes. OnAir was waiting for 4G, which has necessitated a long wait, but allowed them to launch in Europe with a seemingly next-generation service. Given that OnAir is controlled by an airline-owned integration firm, SITA, and by Airbus, they're not going anywhere.

Inmarsat finally lofted its third satellite on Baikonur Cosmodrome in Kazakhstan on 19-August-2008, and the launch and separation was reported as successful. Previously, the company has needed up to a year to verify and deploy its 4G satellites. (You can read extremely close coverage of the launch at a Web site devoted to space enthusiasm.)

However, the dirty little secret about Inmarsat's BGAN is that it costs a fortune to heft bandwidth across it. Thus, in-flight broadband over BGAN, if it's ever available, is going to be changed on an extremely high per-MB rate. None of the providers want to say this. This is in contrast to Row 44 (and, once, Connexion by Boeing), which relies on leased Ku-band transponders where they can fix costs and they require high volumes to keep per-bit costs efffectively low.

OnAir's launch of calling on Air France's service involves paying a few euros per minute for calls, which might help you understand what data costs could ultimately run.

Making IT work as One

How does my company stay efficient while we’re using technologies around interoperability? How can innovation help my business?

Top business needs:

• Reduce cost
• Manage complexity
• Mitigate risk

Mixed IT environments are a reality for almost all organizations. Different environments, architectural strategies, desktop profiles, etc. There are benefits to having mixed source environments, although homogenous environments are ideal. On average 46,000 hours in an organization are spent on Sarbanes-Oxley standards.

Some considerations to make IT work as one:

• Strategy
• Solutions
• Ecosystem

Strategy

Actionable strategy is key. The emergence of three silos (applications, systems and infrastructure, and operations) are now moved into one. There is a lot of pressure to make these pieces come together.

Solutions

You need focused solutions to solve problems today while keeping an eye to the future. There are three main needs: the data center, end-user computing, and identity and security. This is also what is the most important to the market right now. The end goal is the agility of the data center.

Data Center Challenges

• Create an agile IT infrastructure
• Address power and space constraints
• Deliver performance, security and availability
• Manage hardware, software and labor costs
• Meet service level agreements

Data Center Solutions

• Workload management - green IT and server efficiency, unified physical and virtual environment
• Virtualization and Consolidation - business continuity and disaster recovery
• Enterprise Servers

End-User Computing Solutions

• Collaboration
• Enterprise desktops - Novell uses Linux and Open Office, interesting to note
• Endpoint management

Identity and Security Challenges

• Minimize risk, uncertainty and policy violations
• Provide timely and secure access to information
• Ensure, document and prove information security
• Reduce the cost of proving compliance
• Reduce the cost and complexity of governance

Identity and Security Solutions

• Identity and Access Management - user provisioning, role management, access management
• Compliance Management - Audit, Governance, Risk Management and Compliance (GRC), IT controls automation, Security, Information and Event Management (SIEM)

Ecosystem

The ecosystem is powerful. Companies should challenge partners for innovation and interoperability.

Community Innovation - open source and open standards

IT Landscape - Mixed IT Environments

• Consulting, systems integration vendors
• Application vendors
• Systems software vendors (Novell)
• Hardware, network vendors

How does your ecosystem help your company? How do your partners help? What is their role in the industry to help you? How are all the vendors in the industry helping you?