Managed File Transfer Solution

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Select and Implement a Managed File Transfer Solution

Secure file transfers today and avoid worrying about tomorrow.

Info-Tech Research Group, Inc. Is a global leader in providing IT research and advice. Info-Tech’s products and services combine actionable insight and relevant advice with ready-to-use tools and templates that cover the full spectrum of IT concerns. © 1997-2015 Info-Tech Research Group Inc. Info-Tech Research Group 1 Our understanding of the problem

This Research Is Designed For: This Research Will Help You: The Enterprise Architect of a small to large Choose the right managed file transfer organization, looking to enhance their solution, while taking into consideration your business integration and file sharing organizational use cases and requirements. capabilities. Avoid the common challenges made when An organization that is looking for a managed implementing a managed file transfer solution. file transfer solution that will meet its specific needs and requirements.

Outcomes of this Research: Help sell your organization on the benefits of a managed file transfer solution and gain the buy-in necessary to move forward with your specific selection. Create a project charter that will help define the project goals and objectives, as well as the key stakeholders and the project team. Select the right tool that meets your specific needs and requirements. Create an implementation plan that will circumvent challenges and enable a successful managed file transfer implementation.

Info-Tech Research Group 2 Executive summary

Situation Info-Tech Insight • Every business, regardless of industry, is required to exchange information • FTP is no longer seen as a viable with internal and external partners. Traditional file transfer techniques such option to manage file transfer as FTP are no longer viable options for transferring files due to business securely inside and outside of the pressures for fast, efficient, and secure file transfers. Managed File enterprise. MFT has filled that role Transfer (MFT) solutions are now recognized as a necessity for and is seeing rapid adoption as organizations. compliance standards extend their reach. • Vendors recognize demand for Complication deployment flexibility, but buyers are still wary of potential security issues • There are many changes in the industry as big players are continuously surrounding compliance. acquiring small vendors and advanced features become table stakes • Vendors are starting to offer mobile features. functionality, or at the very least, are • It can be difficult to choose a solution that scales with the needs of the putting it on their vendor roadmaps. enterprise.

Resolution • Moving away from traditional file transfer techniques and homegrown solutions needs to be done using an effective step- by-step approach. Prior to implementing an MFT solution, organizations need to conduct a thorough analysis of their current state and file transfer requirements. • Gather requirements by not only soliciting the needs of the business today, but also collecting the requirements the business may need in the future. • Create a shortlist of vendors that meet the organization’s wants and needs. Avoid post-implementation challenges by governing the application with the appropriate metrics, policies, and procedures.

Info-Tech Research Group 3 Info-Tech Research Group walks you through the following steps to help you select an MFT solution

3 Gather requirements and interview stakeholders 1 Make the case for MFT 4 Analyze vendors in the MFT market 6 Deployment and installation 1 Assess the value of MFT 6 Test solution and train staff

4 Shortlist vendors

6 Migrate existing data

2. Select MFT team 5 Select your vendor 5 Conduct a Proof-of-Concept and 2 Structure your project evaluate vendor solutions 6 Evaluate project metrics

Locate your starting point in the research based on the current stage of your project.

Milestones Effort Importance Phase

Low Average Launch Select Implement Your Solution Solution Greater Project Major milestone High

Info-Tech Research Group 4 PHASE 1 Launch Your MFT Selection

3 Gather requirements and interview stakeholders 1 Make the case for MFT

1 Assess the value of MFT

2 Structure your project

2. Select MFT team

Estimated Timeline: 1-2 Months Info-Tech Insight • Project launch Outcomes from This Phase Major • The MFT market is becoming more • Completion of mature and has started to compete with Milestones requirements gathering MFT social collaboration vendors. Vendors Reached and documentation Procurement are enhancing their feature offering and Project working to lower the price of the Charter solution. • Readiness assessment Key • Project plan / timeline To narrow your evaluation and focus on • Activities • Stakeholder buy-in vendor options that best fit your Completed • Technical assessment organization, understand the business • Functional assessment needs and your architecture capabilities.

Info-Tech Research Group 6 SECTION Phase Make the Case for Managed File Transfer 1 1 2 3

Info-Tech Research Group 7 Section 1: Make the case for MFT

1 2 3 4 5 6

Make the Structure the Identify the Produce your Select your Create an case for MFT select and requirements vendor MFT solution implementation MFT implement for your MFT shortlist plan project solution

This section will walk through the following activities: This step involves the following participants:

1.1. What is MFT and why is it important? • Director of Enterprise Integration 1.2. The benefits of MFT. • Systems Engineer 1.3. MFT market trends. • IT Manager • Project Manager of the select and implement project • Core Project BAs

Outcomes of this step:

• Identification of the opportunities associated with managed file transfer. • Confirmation of the organization’s suitability for an investment in a managed file transfer solution. • An appraisal of Info-Tech’s Vendor Landscape market overview for managed file transfer. • Determination if now is the right time to proceed with this project.

Info-Tech Research Group 8 1.1 What is a managed file transfer solution?

A managed file transfer solution securely transports data, while ensuring a timely delivery to the recipient.

MFT solutions offer business automation that helps simplify the management of transferring files. These solutions provide an alternative method for ad hoc file transfers that are commonly done through FTP and HTTP protocols. Although many organizations are still using FTP to transfer files, MFT solutions are quickly becoming the method of choice as they meet strict regulatory compliance standards and ensure a high degree of security is supporting SSL encryption, X.509 encryption, and proxy certificates.

Managed File Transfer Solutions:

Send files securely to recipients over public and private networks in a timely manner.

Automate file transfers between trading partners to increase the efficiency of business to business.

Support multiple file transfer protocols to enable file exchange with almost any business.

Generate reports to monitor user file transfers and evaluate performance.

Info-Tech Research Group 9 1.1 Make sure you are ready to invest in a managed file transfer solution

Signs Your Organization May Need MFT Facts Managed File Transfer

It is difficult to send big files. Companies using MFT reported 26% 26% fewer errors, exceptions, and There needs to be transparency and traceability in file exchange activities. problems. (Ipswitch)

The business is subject to compliance laws and privacy regulations.

Traditional methods of sending data, such as FTP, aren’t secure. 4.8 times faster at getting back Processes need to be more agile and adapt to changing network conditions. 4.8X to business after a problem has occurred. (Ipswitch) The business needs to share information and collaborate more effectively.

Employees need to be able to send small and large files on their own.

The speed of file transfers needs to be increased. An MFT file transfer is 30 times 30X faster than an FTP. (OpenText) Inability to comply with government reporting requirements.

Every business needs to connect internally and externally. However, the limitations presented with traditional methods of communication are forcing businesses to move towards a reliable and secure alternative. Traditional methods such as FTP are hitting the business with increased costs and security risks.

Info-Tech Research Group 10 1.1 Trends in the workplace are making managed file transfer solutions necessary

Employees Receive Employees are sharing a prolific amount of information through their emails. On average, employees receive 15 email attachments per day. When you look at that number over the course of a year; it 15+ translates to 5,000 attachments per person. The information being shared needs to be secured and protected from unauthorized viewing. Attachments/ Day Less Than With such a large amount of employees sharing information through email, companies have begun implementing policies for the transfer of sensitive information. However, only 47% of employees think 50% their companies have policies in place. Which leads to the belief of Employees that employees aren’t following any policies to safeguard the transfer Follow Information of business information. Transfer Policies

Downtime Costs In today’s competitive business landscape, companies cannot afford $250- downtime. From a recent survey, 60% of respondents estimated the average cost of downtime, per hour, is between $250,000 and 500K $500,000. Organizations need a solution for file transfers that will Per Hour reduce errors and decrease the risk of downtime. Source: Overcoming Five Managed File Transfer Myths

Info-Tech Research Group 11 1.1 Most managed file transfer activities can be categorized under these four different use cases

Person-to-Server File Transfer Person-to-Person File Transfer

• A user sends a file to a server which • These type of file transfers are normally subsequently makes it available to other done on an ad hoc basis through secure receivers or software packages. email attachments. • The receiving end can be an FTP server or • Users can exchange files through an email a web site. plugin, giving them a secure and reliable solution. Example: Archiving legal case studies to an • It eliminates the need for PGP or complex MFT server, making them available for key management. librarians.

Server-to-Server File Transfer Server-to-Person File Transfer • A server-to-server file transfer scenario is • A software application sends a file to an an automated transfer between two servers. MFT server which then makes it available to It requires zero human interaction. several users. • MFT servers have built-in business process automation capabilities that use “triggers” to Example: In the hospitality industry, sending activate scheduled transfers. Files are daily reports to management for scheduled usually sent in a form of FTP, HTTP, or review. HTTPS.

Info-Tech Research Group 12 1.1 No business is an island – all organizations need to exchange files

Communication and collaboration is an integral part of conducting business. Coworkers need to send files to each other in a timely manner to reach project milestones and businesses need to share information with external partners to get their jobs done.

Retail Manufacturing Financial & Services Media & Entertainment Purchase Orders CAD/CAM Models Digital Check Images Video Files Point of Sale Data Design Specs Payroll Information Soundtrack Files Product Images Simulation Models Claim Information 3D Animation Catalogs Scheduling Data Transaction Data High Resolution Trend Analysis Info Inventories Account Statements Images Customer Information

Health Care & Life Telecom Services High Tech CPG Sciences Research Data Call logging CAD/CAM Models Catalogs Clinical Trials Billing Information Design Specs Trend Analysis Data Patient Records Test Data Scheduling Data Scanned Images Process Information X-Rays Test Results

Source: GXS

Info-Tech Research Group 13 1.1 The need for reliable file transfers has changed the enterprise world of file sharing

FTP is no longer a viable option… Many company’s still use file transfer protocol (FTP) for ad hoc file transfers. This method of file transfer has been used from the early days of the internet. FTP is widely available and is free to use. However, as many organizations have realized, the limitations actually come with a cost.

Difficult installation process. Increased risk. • It is complicated and time consuming to set up FTP • FTP is an unmanaged file transfer method and has no servers as they require a significant amount of controls or mechanisms in place to secure data, creating augmentation to suit the needs of an organization. an enormous liability. No file delivery guarantee. Limited visibility. • There is no guarantee that the file sent has or will be • FTP makes it impossible to oversee and monitor system- received which creates stress for anyone sending a file. If to-system, system-to-human, and human-to-human file a file doesn’t go through, there is no automatic email that sharing. notifies the sender of this issue. It is also very difficult to No file encryption and lack of security. find files that have been lost through FTP exchanges. • FTP is an unsecure method of transferring information. It Limited storage management functionality. was not built with security in mind and does not have the • There is no built-in functionality that allows for automatic capabilities required to protect sensitive information. clean-up of files that are transferred. This job has to be done manually by administration staff. Very technical. • It is quite difficult to train someone who is not technical on FTP file exchanges.

Info-Tech Research Group 14 1.1 The media and entertainment industry takes advantage of MFT to accelerate and secure file transfers

MFT in Media & Entertainment Hollywood and Big Data File transfers are pertinent for successfully video production and The media and entertainment industry has undergone an filmmaking. Film professionals are expected to communicate enormous transition, as Media 360 programs are being constantly through exchanging and reviewing footage. implemented and content is more readily available. When shooting is completed, the raw footage needs to be sent to As a result of these new business models, there is more multiple post-production companies to ensure it gets the right digital content, larger files, and time constraints. editing. It is often the case where footage has to be sent across great distances. Files range in size but to give an idea, a one- The media and entertainment industry requires the hour uncompressed file can be up to 3 terabytes. capabilities of managed file transfer to accelerate the file What does this mean? transfer, secure the content, and ensure the integrity of the data. Using common internet access technologies, these transfers can take hours or days, significantly hindering collaboration and process efficiency. MFT allows footage to be sent using AFTP (accelerated file transfer protocol), significantly increasing the Estimated transfer time for a 1.5 speed of transfer. terabyte file. Source: Jscape

Technology Bandwidth Transfer Time T1 1.5 Mbps 3 months T3 45 Mbps 3 days Gigabit Ethernet 1 Gbps 3 hours 10 Gigabit Ethernet 10 Gbps 20 minutes

Info-Tech Research Group 15 1.1 AnMed Health significantly improved stability and reduced costs by implementing managed file transfer

Industry Healthcare CASE STUDY Source Linoma Software

Overview Challenge Solution

In the US, AnMed Health provides AnMed Health managed to operate AnMed Health selected Linoma’s healthcare for residents of eight using an FTP server, however, this MFT solution because it supported counties in upstate South Carolina system was vulnerable and IBM i, enabling staff to manage the and northeast Georgia. The unreliable. With only one network requirements of both systems. organization’s medical staff includes employee knowledgeable on DOS Offering a feature for more than 400 physicians and 3,700 batch transfers, the system was troubleshooting and auditing, employees, making it South deemed unusable by other GoAnywhere was also able to easily Carolina's largest, independent, not- employees. In addition, the system diagnose problems and quickly alert for-profit health system. didn’t have automatic auditing or staff to immediately fix issues. notifications, which resulted in long The decision to use MFT software downtimes when issues occurred. By using Linoma’s MFT software, virtually transformed AnMed’s AnMed achieved its goals, which business. By adopting an MFT AnMed was seeking a cost-cutting ultimately contributed to saving over solution, AnMed was able to solution that would benefit their 500 hours per month on staffing. dramatically reduce operational entire team. Notifications and alerts Finally, AnMed now has the ability to costs and improve productivity while were crucial requirements for an make transfers with new vendors also bringing in new business. MFT solution, as well advanced that weren’t previously possible with encryption that would ensure the the original FTP solution. secure transfer of files.

Source: GoAnywhere MFT

Info-Tech Research Group 16 1.2 Cost savings are available from efficient file transfers and ad hoc file shares It often takes little time to develop a simple ad hoc file transfer solution. However, these ad hoc solutions can pose costs that add up in the long run.

Cost to IT Cost to the Business

When employees use a variety of methods for The business also incurs multiple costs form sending files, costs come in multiple forms: an inefficient file transfer process.

• IT must spend time debugging scripts. • Late and lost file transfers. • IT has to pay attention to unreliable • Loss of critical information. methods. • Unsecure transfers that cause business $ disruption. MFT will save money by reducing operating costs and waste

MFT solutions can contribute to better management, reduced deployment and troubleshooting costs, enhanced security, and more agile operations that enable agile responses to changing business and technology. • Eliminate FTP servers when transferring over to an MFT suite. • Reduce administrative roles and tasks. • Reduce lost file transfers.

Info-Tech Research Group 17 1.2 Close the regulatory compliance gap that poses challenges for the modern day enterprise

Today, companies are under more regulatory scrutiny than ever. Regulations such as Sarbanes-Oxley Act (SOX), Gamma-Leach-Bliley Act (GLBA), and the Health Insurance Portability and Accountability Act (HIPAA) all require certain mechanisms and controls in place to adhere to information security. It is estimated that more than 80% of a company’s data reside in files which make file transfer a priority for business. An MFT solution will help:

• Safeguard the confidentiality of the organization’s data. • Ensure the appropriate controls are in place to protect files in motion. • Allow end-to-end visibility over the file transfer process with comprehensive audit trails.

Info-Tech Research Group 18 1.2 Streamline business integration and reap the benefits from business process improvement

Become flexible and respond quickly: Industry regulations are constantly changing and businesses often have trouble meeting new requirements. By leveraging a MFT solution, security requirements become easier to respond to. As a result of comprehensive audit trails and monitoring capabilities, the business can respond more quickly to problems.

Enhance collaboration: MFT has created a simplistic ad hoc file transfer process that is intuitive for end users through integration with email clients. Now users can send files securely, simplistically, and without limitations on size.

Enable successful B2B integration: MFT has paved the way and knocked down barriers for businesses of all sizes and capabilities to increase integration with trading partners. MFT allows you to add and onboard trading partners much quicker and efficiently. MFT provides a solution to automating and ensuring secure file exchange with external systems and trading partners.

MFT accelerates the speed of file transfer. By implementing automated file transfers, a process that once took weeks can be reduced to days. An MFT solution can be up to 30 times faster than a tradition FTP solution.

Info-Tech Research Group 19 1.2 Christie’s adopts a managed file transfer solution to overcome business hurdles and streamline its process

Industry Food & Beverage CASE STUDY Source TechTarget

Overview Challenge Solution

Managed file transfer software has In order for Christie’s to efficiently For simplicity purposes, Christie’s fundamentally changed business for create high-end catalogues it decided on implementing Group Christie’s International PLC as required high-resolution images. Logic’s Mass Transit product. With critical business processes have Staff members were able to send the implementation of MFT it was been streamlined and cost savings and receive small files through able to compress files and realized. email, however, the exchange of accelerate the speed of transfer to large files posed a problem. Often, meet tight deadlines. Christie’s produces high-end staff members would burn images catalogs to advertise and promote onto CDs and DVDs and send Christie’s has realized substantial its product offerings. After through courier or mail. This cost savings from greater efficiency implementing MFT software, significantly impacted the efficiency and automation. In addition, Christie’s was able to outsource the of operations, as 350,000 digital files Christie’s was able to outsource catalog labor to India and Sri Lanka, were required to be transferred work to India and Sri Lanka as saving money and recognizing a annually. Files would get lost and collaboration was much more quick ROI from the new software. damaged in the transit process. attainable. Although employees would sometimes transfer files over FTP, As far as ROI, Christie’s was able to there were concerns about the see a return in 12 months after the overall performance. initial investment.

Source TechTarget

Info-Tech Research Group 20 1.2 A high-end auto manufacturer adopted an MFT solution to alleviate security pains and file exchange chaos

Industry Automotive CASE STUDY Source Axway.com

Overview Requirements Results

The UK operations of a high-end Before choosing an MFT solution, The auto manufacturer decided on a auto manufacturer were in need of a the auto manufacturer identified MFT solution with simplistic, flexible managed file transfer solution that several requirements: deployment, and out-of-the-box would help them meet their strict capabilities that met their security and compliance policies. • Secure protocols to comply with requirements. security policies. Prior to implementing MFT, the • Intuitive interfaces making it easy Now the organization is benefiting company had a variety of file for end-user adoption. from having a consolidated point of transfer solutions. However, these • High-availability for 24x7 service entry and exit for file-based solutions were mostly home-grown levels. transactions. Cost savings have and script-based. Meeting security • Dual-tier configuration. been realized as there is a reduction policies was a challenge as the • Integration with existing in manual file transfers which has current solutions only supported architecture and applications. alleviated some of the cumbersome unsecure protocols such as FTP. To duties for administration. Now reduce the complexity of the current administrative staff can refocus their IT environment, the company efforts. needed a single solution to connect with external and internal partners worldwide.

Source Axway

Info-Tech Research Group 21 1.2 Heidelberg implements SEEBURGER’s MFT solution to secure and automate the file exchange of sensitive data

Industry Manufacturing CASE STUDY Source SEEBURGER

Overview Requirements Results

HDM is a large provider and partner HDM needs an MFT cloud service HDM implemented SEEBURGER in the global printing industry. All that will help them distribute master Business Integration Server, BIS products are developed by HDM and data in global locations with Link, and MFT Cloud Service. sold straight to the customer. guaranteed delivery and feedback. HDM realized the following benefits: Currently HDM sells to customers in HDM must be able to transfer data 170 countries worldwide, generating from their headquarters to other • Improved customer offerings. €2.43 billion in 2013/2014. locations worldwide and vice versa. • Harmonized master data. • Reduced operational risks. As a result of increasing customers In addition, HDM requires the • Lower costs. data and regulatory pressures, the functionality to securely transfer data security and automation of file between sites. exchange is critical. Detailed audit trails are a requirement to provide HDM with transparency into all file transfers.

Info-Tech Research Group 22 1.2 Identify the drivers behind your MFT procurement agenda

1.2 2 Hours

Do This You do not already have buy-in and approval for an investment in an MFT solution. Activity If: You have not yet articulated the need and value of an investment in an MFT solution.

Understand the drivers that are motivating your own organization’s Reduce/Eliminate Improve MFT procurement. • Time spent on manual file • Security and compliance. Ensure the MFT solution will exchanges. • The speed of file transfers. reduce, eliminate, and improve the • Administrative costs. current challenges. • File delivery assurance. • Late files. • … Instructions • File errors. 1. Book a meeting with the key • … stakeholders to address the purpose of the MFT selection and implementation. Understand the drivers behind the project. Participants Document 2. Document plans to ensure that • Project sponsor Record the drivers these drivers are taken into • Project stakeholders for a MFT solution in your consideration and realized • Solution architects MFT Project Charter. following implementation. • Additional participants

Info-Tech Research Group 23 1.2 Meet ABC Insurance: Trying to enhance process efficiency and maintain customer loyalty through secure file transfers

OVERVIEW

The ABC Insurance Company has long been a leader in the insurance industry. For over several decades, their mission has been to provide an unparalleled service to their customers. ABC Insurance Company makes sure that customers have a high degree of trust in the operations by protecting private information and accelerating claims administration approvals.

ABC Insurance Company has realized moderate growth over the past decade and as a result has been pegged with several challenges. Their current processes, which have all been conducted manually, are taking too long. ABC now has hundreds of thousands of transmissions monthly. The manual processes have proved to be inaccurate and unreliable, forcing ABC to explore new solutions for exchanging files.

GOALS SITUATION • Automate the underwriting process to save time and • Number of Employees: 300 money. • Number of IT Employees: 25 • Improve the visibility of the underwriting process to • Location: Mid-West United States track and audit file exchanges. • Number of Insurance Agents: 100 • Accelerate and secure transfers of large claims files, • Number of Adjusters On-Call: 50 such as videos, graphics, and audio. • Culture: Task-oriented, resistant to change • Enhance customer trust by ensuring the highest degree of security for personal information.

ABC thinks that introducing a managed file transfer solution will help it achieve its objectives.

Info-Tech Research Group 24 1.3 MFT market overview

1.3

How it got here Where it’s going

• MFT emerged from limitations with traditional file • Big players in business integration will continue to transfer techniques, such as basic FTP servers. FTP snap up smaller MFT vendors to round out product servers lacked the ability to handle growing data portfolios. Integration of MFT into workflow and volume requirements and provide enough visibility into process management tools will grow in importance as file transfer activity, and organizations looked to MFT to organizations adopt more process-oriented fill that need. approaches. • Compliance standards like SOX, HIPAA, and PCI-DSS • IT departments are warming up to cloud solutions for increased regulatory pressures, particularly on MFT, and vendors are responding by increasing the organizations in financial services, government, and flexibility of their offerings. healthcare. More organizations face these requirements as they manage their own compliance • Mobile access and collaboration features will needs along with those of key business partners. continue to surface from MFT suites. Today’s “24/7” and “on-the-go” workforce requires constant access • Selection of the best solution for an organization has to systems. been highly dependent on use case: email offloading, ad hoc file transfer, and B2B scheduling needs are • Cloud file sharing solutions, such as Box and Citrix covered through combinations of vendor products and ShareFile, are starting to meet corporate security modules. requirements and may be able to replace MFT’s ad hoc file transfer component in the future.

As the market evolves, capabilities that were once cutting edge become default and new functionality becomes differentiating. Audit logs have become a Table Stakes capability and should no longer be used to differentiate solutions. Instead focus on content-based routing and file transfer acceleration to get the best fit for your requirements.

Info-Tech Research Group 25 1.3 Use Info-Tech’s vendor research and use-case scenarios to support your own organization’s vendor analysis

1.3

This view of vendor and product performance provides multiple opportunities for vendors to place depending on their product and market performance. Use cases selected are based on market research and client demand.

Use Case Description

Organizations with more than 500 MFT users. This use case looks at traditional managed file Server-to-Server transfer capabilities, including scheduling, directory scanning, file event monitoring, and secure and Enterprise assured transfer of files from one to many points. Advanced features for file transfer process management will be weighted heavily in this use case.

Mid-market organizations have between 50-500 MFT users and small IT departments where IT professionals wear multiple hats. This use case looks for basic managed file transfer capabilities, Server-to-Server available at an affordable price point, in a product that is easy to install, configure, and operate. Mid-Market More advanced features will be weighted lightly, given that in many cases, SMB organizations don’t always need them. Organizations with more than 500 MFT users that engage in spontaneous, user-driven file transfers. Many organizations find that this type of ad hoc collaboration is on the rise and therefore Ad Hoc Enterprise file transfers are also increasing. Advanced features that support this use case, such as integration with email clients, web clients, ad hoc person-to-person file transfer, and controlled access to the sent files will be weighted heavily in this use case.

Organizations with between 50-500 MFT users that engage in spontaneous, user-driven file transfers. For mid-market organizations, usability and affordability will be weighted more heavily. Ad Hoc Mid-Market The advanced features that support this use case include integration with email clients, web clients, ad hoc person-to-person file transfer, and controlled access to the sent files.

Info-Tech Research Group 26 SECTION Phase Structure the MFT Project 2 1 2 3

Info-Tech Research Group 27 Section 2: Structure the MFT select and implement project

1 2 3 4 5 6

This step will walk you through the following activities: This step involves the following participants: 2.1 Create a project charter. • Project manager 2.2 Identify the scope and purpose. • Project sponsor 2.3 Identify stakeholders. • Key business stakeholders 2.4 Determine staff resourcing. • Senior business analyst(s) 2.5 Define project metrics. 2.6 Gain approval.

Outcomes of this step: • A completed and approved project charter for your MFT selection project. • A well scoped project, clearly addressing the expected benefits. • Roles and responsibilities assigned to project participants. • Baseline metrics to track the value of the project.

Info-Tech Research Group 28 2.2 Identify the scope and purpose of your MFT project

Sample Project Overview

[Organization] plans to select and implement a managed file transfer solution in order to introduce automated and ad hoc file transfers. This procurement and implementation of a managed file transfer tool will allow the business to save costs and streamline its file transfer processes. This project will oversee the assessment and shortlisting of managed file transfer vendors, selection of a managed file transfer solution, the configuration of the solution, and the implementation of managed file transfer into the business environment.

Rationale Behind the Project

• Consider your business drivers and the rational behind implementing an MFT solution. • Consider how an MFT solution will benefit specific departments and users.

Info-Tech Research Group 29 2.2 Identify the scope and purpose of your MFT selection process

2.2 2 Hours

Be up-front as you begin your project by outlining the purpose for the project and the rationale for a managed file transfer solution. INPUT

• Project overview INSTRUCTIONS • Rationale behind the project Scoping Meeting OUTPUT 1 Hold a meeting with the project manager, project sponsor, business analysts, and process analysts who understand the need for a managed file transfer solution. • Section 2 Project Charter Brainstorm and discuss, as a group, the purpose of the project and the organizational 2 drivers supporting the business’s decision to invest in managed file transfer. • Be specific, identifying the motivations regarding individual stakeholders and Materials business units as they relate to specific business drivers. • MFT Project Charter • Think about if the project can grow to the point where it can be used company- Template wide. Try not to think about the purpose being for one department or division. • Whiteboard and markers 3 Create a general statement that provides an overview of the purpose and scope of the project. Participants

• Project manager 4 Follow-up Work • Project sponsor The project manager documents the meeting’s findings in the charter’s section 2, Project Overview and section 3, Rationale for Managed File Transfer Procurement.

Info-Tech Research Group 30 2.3 Determine resourcing for your MFT selection team

Key roles for your MFT selection team Keep Your Project in Perspective Be realistic as you identify your staff resources. If an individual is already working full time on a number of 1 Business sponsor projects, they may be only available for a part-time 2 Project manager advisory role. Consider if this project warrants adjusting the department’s current availability and resourcing plans. 3 Enterprise architect

4 Infrastructure architect Executives 5 Business analysts Steering Finance Project Committee • Create project authority and accountability by clearly Sponsor identifying the project sponsor and project manager. • Identify the core project team and part-time staff who will Evaluation Team Procurement be engaged at specific stages of the process. Manager Legal • Identify the individual’s role in the process and what stage Business External Analysts of the project they are engaged in. Consultants

Business Info-Tech Insight Experts Core Team Don’t create a project team that is isolated from SMEs the business and business users. Create a cross- Technical functional team that balances technical expertise, Vendors Experts project management, vendor relations, and Writers business perspective.

Info-Tech Research Group 31 2.4 Outline roles and responsibilities for your MFT selection team

The MFT project will require a cross-functional team within IT and should also have significant representation from the project sponsor and their business unit. Make sure the responsibilities are clearly communicated to the selected project sponsor.

Project Project Business Enterprise Pilot Example RACI Chart CIO Sponsor Manager Analyst(s) Architect Vendor

Project Scoping I C A R C C

Requirements I I A R I C Gathering

Solution Building I I A C R R

Solution Testing I I A R I R

Results Gathering I C A R I I

Results R R A I I R Communication

Project Closure R A R I I R

Info-Tech Research Group 32 2.4 Select the staff resourcing for your MFT selection team

2.4 2 Hours

Identify the staff who will be on the core team and evaluation team for the project. INPUT INSTRUCTIONS • Key stakeholders Resource Identification and Planning • RACI chart OUTPUT 1 Hold a meeting with the project manager, project sponsor, critical business analysts/process analysts, and SMEs who will likely be engaged in the project. • MFT Project Charter - • Have attendees arrive with an understanding of their upcoming schedules and any Section 6 and 7 additional projects or considerations that might impede their involvement. Procurement Steering Committee 2 Identify the skills and roles that will be needed in order to fulfill the project. Materials

3 Identify staffing allocations; ensure that the necessary skills and expertise are engaged • MFT Procurement with the project at the appropriate time. Charter Template • Whiteboard and 4 Document staffing for the project in the project charter. Consider creating a RACI chart markers around specific stages and tasks to ensure that responsibilities and expectations are • Staff Schedules clearly documented. Participants Follow-up Work • Project manager 5 If you have a large IT shop, distribute the staffing across IT and business management • Project sponsor to ensure that the identified staffing does not conflict with any other projects or business functions.

Info-Tech Research Group 33 Define MFT metrics to understand your current state and 2.5 quantify project benefits

Take a baseline measurement of the suggested metrics. After the MFT solution is implemented, revisit the metrics Process Efficiency to identify your strengths, weaknesses, and where you need to allocate your efforts. Reduced process time is critical for overall process efficiency. By eliminating manual processes, there should be significant time savings. Take baseline metrics of how Problem Resolution long current manual processes are taking.

Measure how long it takes for a problem, whether this is Staff Productivity with a trading partner or co-worker, to be resolved after its initial recognition. Take initial measurements of how many people are currently involved in the onboarding process to provide insight on the actual productivity of staff. If there are too On-Boarding many people involved, it isn’t about reducing staff, but repurposing. MFT should significantly decrease the time it takes to onboard new trading partners. The average company spends between 3 weeks and 6 months getting a new Delivery Assurance partner onboard, depending on how many teams are involved and how complex the integration is. Take a Delivery assurance is essential in increasing adoption baseline metric of how long it takes to configure and trust for your MFT solution. Take baseline metrics of connections with customers and third parties. the number of file transfer errors that occur with traditional methods of file transfer and compare it to errors with MFT.

Info-Tech Research Group 34 2.6 Gain approval for proceeding with your vendor evaluation and MFT procurement project

Your project sponsor has The steering committee is the authority to approve required to review and approve your project. your project plan and budget.

Informal Process Formal Process 1 Present any project plan 1 The project plan is changes to the sponsor presented to the steering for review. committee.

Business sign-off and budgetary 2 Sponsor approves the 2 Project is reviewed and approval must be given. project and budget. approved; budget is Formal Process reviewed and approved. 1 The project plan is presented to management and relevant business stakeholders. Project is launched Project is launched 2 Project is reviewed and approved; budget is reviewed and approved.

In each case the budget may have to pass through the business’s Project is launched procurement committee or PMO in order to comply with organizational standards.

Info-Tech Research Group 35 SECTION Phase Identify Requirements 3 1 2 3

Info-Tech Research Group 36 Section 3: Identify the requirements for your MFT solution

1 2 3 4 5 6

This step will walk you through the following activities: This step involves the following participants: 3.1 Align business needs with IT needs. • Project manager 3.2 Understand the current environment. • Project sponsor 3.3 Interview business stakeholders. • Key business stakeholders 3.4 Learn the implications of requirements. • Senior business analyst(s) 3.5 Assess the architectural components. • Business process analysts

Outcomes of this step: • Completed level 1 data flow diagram. • Completed volume patterning to identify volume peaks. • Completed stakeholder interviews that identify business requirements. • A thorough assessment of the architectural framework and the MFT considerations.

Info-Tech Research Group 37 3.1 Get the capabilities you need by gathering the requirements from the business and IT

Proper requirements gathering is critical for delivering business value from IT projects, but it remains an elusive and perplexing task for most organizations. You need to have a strategy for end-to-end requirements gathering or your projects will consistently fail to meet business expectations. This needs to be done by identifying and incorporating the requirements from multiple stakeholder groups.

Business Needs Both IT Needs

• Understand the size of the organization and • Identify the other systems the solution needs to how file transfers are currently being done. integrate with. • Identify the business goals and objectives. • Understand the IT environment and what type Learn what the business wants from a managed of architecture is required in MFT solution. file transfer solution. • Solicit the business requirements for security, compliance, speed, and efficiency.

Info-Tech Research Group 38 3.2 Get started by retrieving the right information and documentation

Drafting a punch-list of nice-to-have features will not Document Volume Patterning be sufficient for capturing and defining the There needs to be a thorough understanding of the requirements of a managed file transfer solution. volume of data being transferred and at what specific times throughout the day. It is highly Get Started: unlikely that there will be an even spread of files Analyze the current system process 1 transferred throughout a 24-hour day. documentation. • Identify business peaks to properly account for 2 Find service-level agreements that may be the maximum system load. affected by the MFT implementation. 3 Look for corporate documentation that can be used for best practices and lessons learned.

Identify Active Systems & Data Flow Info-Tech Insight

There needs to be a high-level understanding of Many integration projects fail due to poor how the systems interact and how data flows requirements gathering. Understanding how between these systems. a solution will fit into the current environment • Use simple diagraming tools, such as Visio, to is often overlooked. Take extra time upfront identify the interaction between systems and to collect the appropriate documentation and how data feeds through them. gain a thorough understanding of your • Identify the type of data moving in and out of current environment. systems such as XML or EDI.

Info-Tech Research Group 39 3.2 Create a level 1 data flow diagram

3.2.1 2 Hours

Use a data flow diagram to identify the interactions between systems. A visual representation of INPUT the process will be beneficial for conceptualizing the requirements for the file transfers. • Process and Data INSTRUCTIONS Flow

1 Identify the processes that will use MFT capabilities. Document the inputs, the systems, and the outputs. Use arrows to show the flow of data. OUTPUT 2 Identify the type of data moving in and out of systems such as XML or EDI. Try to look at the data flow diagram from three different perspectives: Integration, Security, • Level 1 Data Flow Diagram for 3 Compliance, and Operational. Requirements 4 Look for points where there are two parties from different networks. Is it necessary to go Analysis outside to a public network? If so, use MFT. D Transaction

Process Order D Inventory Data Storage

Customer Issue Receipt Ship Goods D Customer Business Activity

Issue Receipt D Transaction Customer External Entity

Info-Tech Research Group 40 3.2 Document volume patterning

3.2.2 2 Hours

Use a data flow diagram to identify the interactions between systems. INPUT INSTRUCTIONS • Volume of file 1 Start by identifying the average number of files exchanged per hour to document volume transfers patterning.

2 Analyze the peak volumes and understand the implication. Go more granular and identify OUTPUT the most files exchanged per hour in those peak times. • Volume pattern chart

File Exchange Volume 210,000 210,000 Draw Conclusions Example: High peak times occur during the invoicing process, which reoccurs

two times a month.

25,000 25,000 25,000 25,000 25,000 25,000 25,000 25,000 File Transfers Per Hour Per Transfers File

DAY

Info-Tech Research Group 41 3.3 Exercise: Interview business stakeholders to uncover goals and objectives for managed file transfers

3.3 2 Hours

Business stakeholders are not programmed to come to IT with their requirements and expectations. Use the interview guide to set up structured interviews and extract the information you need. Opportunities Business Needs Role of IT • How important is the confidentiality • In terms of file transfer and of business exchanges? • What role do you expect IT to have collaboration, what are the business • Are there regulations your in the success of MFT initiatives that goals, objectives, and desired department must comply with? If so, you mentioned? outcomes? which ones? • Do employees have challenges • How well are current systems • What are the goals currently and sending files through email? (enterprise, business unit, and over the next five years? • Do employees in your department departmental level) supporting your need to communicate internally or business imperatives or initiatives? • What specific processes would you externally? like to automate and which • How important is the timeliness of • What are the gaps IT will need to processes are you content with the information exchange internally bridge in order to deliver the kind of conducting manually? and externally? integration/collaboration capabilities • How important are your relationships that you require? • Are there currently any challenges with external trading partners? with the way you communicate and • How do you plan on leveraging IT to • What are the top three things you exchange information with trading gain a competitive advantage would change about IT to improve partners? amongst competitors? its ability to deliver the capabilities • What do you perceive the benefits to required by the business? Why? be of faster and more reliable file transfers?

Info-Tech Research Group 42 3.3 Use the right techniques to clarify which requirements are wanted versus needed

Think about past, present, and future when eliciting MFT requirements. During the requirements gathering process you may need to use the three techniques of clarifying questions to uncover business requirements from all angles.

Pain Mode Need Mode Dream Mode (Covers the past) (Covers the present) (Nice to have, covers future needs)

Mentality: Users are currently Mentality: I need XYZ to perform my Mentality: Let users’ imaginations go experiencing pains related to job. XYZ is a must-have and I can’t live wild. The sky’s the limit. information needs. without it. How it works: Ask users to dream the How it works: Vent the pains. Let the How it works: Ask the question “what ideal future state and how managed file end users vent out their information information and information artifacts do transfer can support their dreams. pains; ask them how their pains can be you need to perform your functions? Limitations: Not all dreams can be relieved. A BA can also convert their What if those pieces are taken away?” fulfilled. Constraints may prevent the pains into requirements. Limitations: Requirements generated dreams to become reality. Limitations: Users are limited by the from the need mode tend to be very current situation. operational in nature. They do not provide out-of-the-box thinking.

Info-Tech Insight INFO-TECH OPPORTUNITY Differentiating between pain mode, need mode, and dream For more info on how to gather and document mode will help prioritize requirements and choose a solution that requirements, refer to Info-Tech’s Optimize gives you the greatest bang for your buck. Requirements Gathering to Effectively Serve the Business blueprint.

Info-Tech Research Group 43 3.4 Understand the business requirements you are looking for and the impact they will have on an MFT selection

Volume Speed The business needs to provide IT with information on Different files are going to have different speed the amount of files being exchanged. Not only is it requirements. The business needs to identify the important to identify how much, but it is important to different types of files being sent and the urgency of understand when files are being sent. each file. Before going further, establish if the files Implications: Look for a solution that scales to need to be sent in real time or batch. accommodate a large number of trading partners, Implications: Look for a solution that has file transfer large volumes of data, and high availability. Assess if acceleration, file compression, or proprietary the solution has load balancing, elasticity, and protocols that increase file transfer. active clustering.

Security Compliance The business needs to identify the sensitivity of the With companies under more regulatory scrutiny, data being transferred. This may be largely impacted compliance becomes a greater concern. The business by the network of trading partners. If the business is needs to identify the regulations they must comply exchanging files with businesses from multiple with. This may require working with the compliance industries, the security requirements will become more groups to ascertain the mandatory requirements and complex. the understand the implication. Implications: Look for a solution that has a Implications: Look for an MFT solution that is not proprietary protocol to support advanced security. only compliant with specific regulations but has Look beyond standard security protocols to advanced attained a certification. For example, look for FIPS protocols such as SSH 4056, DES, RC2, AES, and 140-2 compliance and certification. OFTP.

Info-Tech Research Group 44 3.4 Understand how your industry will impact your requirements when selecting a managed file transfer solution

Make sure the MFT solution meets the specialized standards & protocols, regulations, and unique needs of your organization.

Financial Manufacturing Government & Services & Healthcare & Automotive Defense Insurance

Standards and SWIFT, EBICS, PeSIT, B2, NOEMIE, NOE, AS2, ODETTE, PKI Protocols AS2, ISO 20022 DRE, HL7, DADSU, OFTP2, VDA DUCS, DSN, X12 HIPAA, X12N

Industry PCI, SEPA, GLBA, HITECH, HIPAA, HL7 SOX Section 404, PRESTO, BAS, DoD Regulations SOX, PSD, NACHA, Federal Trade 8500.1, HSPD-12, FCRA, PCI DSS Commission HIPAA, FISMA, FIPS- Regulations 201

Unique Needs Payment Electronic Records Order-to-cash eGovernment, Consolidation, Data Identity Validation Loss Protection, Claims Processing

Source: Axway.com

Info-Tech Research Group 45 3.5 Consider how your MFT solution will fit into your organization’s current architectural framework

Use the Info-Tech Research Group Managed File Transfer Requirements Gathering Checklist to make sure you are asking yourselves the right questions before the solution selection.  What platforms need to be supported? Does the solution need to be supported and accessed through a mobile device? Architecture Requirements  What different browsers need to be supported?  How is the managed file transfer solution going to be deployed? o Will the solution be deployed across multiple locations? Platform Support o Will it be deployed on premise, on cloud, or fully managed?  What applications will the managed file transfer solution need to Browser Support integrate with? o Does the solution have to integrate with any ERP, CRM, or Deployment HRIS systems?  What technologies will managed file transfer need to integrate with? o Example: Message queuing file systems and databases and Integration BPM. o What email clients does MFT need to interact with? Scalability • Does the MFT solution have to scale to meet an increasing number of trading partners or volume of data? The checklist is not an exhaustive list, however, it does provide a comprehensive set of considerations that pertain to MFT requirements gathering. Conducting extra planning upfront will save you significant time when it comes to selecting and implementing the right solution.

Info-Tech Research Group 46 3.5 Avoid the common mistake of overlooking scalability and not addressing capacity forecasting

Load Balancing In the launch of our managed file Service Request Load balancing evenly distributes files among transfer solution, there was the several servers. This helps LOAD “ improve scalability and inability to forecast how many availability. Balancing the load will result in less files were being transferred and MFT MFT MFT downtime. how big the files were. Think of

Active Clustering MFT as a rubber band. How big do you want the band? How wide Service Request Active clustering addresses the issue of availability. Most do you want the band? organizations cannot afford LOAD downtime. If a server goes down, there is another – Sr. Development Manager server available to continue ” MFT MFT processing the transaction.

Do the capacity and availability planning ahead of time. Estimate the volume of data exchanges, the rates, and how much downtime the business can tolerate. There are many different methods to providing scalability and availability. Conduct research to understand what is best for the organization’s needs.

Info-Tech Research Group 47 3.6 Case Study: Understand how ABC Insurance Company gathered its requirements for an MFT implementation

Situation Independent Agent A Independent Agent B ABC Insurance Company has multiple Independent Agents. Server Server Each Independent Agent makes sales and then sends the new insurance policy back to them to be approved.

Collecting Business Requirements New Sales New Sales

Speed: Speak to the underwriters. Determine if the transfer needs to be done in real-time or batch. If real-time is required, an ESB solution may be necessary. CD CD If batch is required, see someone in Operations to clarify how COMMA COMMA long each transfer should take. Volume: The business should know the average amount of Insurance Company new policies being transferred from each agent. Compliance: Go to the security officer and determine what regulations apply. Does the transfer have to comply with PCI or Managed File HIPPA? Transfer Security: Start with the business and understand what type of data is in the transaction. Next, talk to someone in Security or Underwriting Privacy to understand the implications this will have. There may be certain requirements around encryption or security protocols.

Info-Tech Research Group 48 PHASE 2 Select Your MFT Solution

4 Analyze vendors in the MFT market

4 Shortlist vendors

5 Select your vendor

5 Conduct a Proof-of-Concept and Recommended Timeline: 1-2 Months evaluate vendor solutions

Info-Tech Insight • Vendor selection Phase Outcomes Major • The MFT market has reached • Finalized and approved Milestones maturity and even small players contract Reached The completed procurement of a have the basic capabilities and MFT solution. features. • Selected MFT solution • Negotiated and • In this vendor evaluation we • RFP process finalized contract have noticed a lot of vendors Key • Vendor evaluations have strengthened their mobile Activities • Vendor selection offerings and are adopting cloud Completed • Contract negotiation deployment models.

Info-Tech Research Group 50 SECTION Phase Create Your Vendor Shortlist 4 1 2 3

Info-Tech Research Group 51 Section 4: Produce your MFT vendor shortlist

1 2 3 4 5 6

Make the Structure the Identify the Produce Select your Create an case for MFT select and requirements your vendor MFT solution implementation MFT implement for your MFT shortlist plan project solution

This step will walk you through the following activities: This step involves the following participants: 4.1 Learn Info-Tech’s methodology. • Project sponsor(s) and stakeholders 4.2 Review the MFT vendor evaluation. • The MFT project team 4.3 Choose the appropriate MFT use cases. 4.4 Create a custom shortlist.

Outcomes of this step:

• Selection criteria have been customized and modified to reflect your context. • Vendors are evaluated and presented in a matrix to identify the most suitable products and the leading vendors. • Apply MFT requirements to create a vendor shortlist with three vendors for conducting a proof of concept.

Info-Tech Research Group 52 VENDOR LANDSCAPE

4.1 Info-Tech’s Methodology

Info-Tech Research Group 53 Vendor Landscape use-case scenarios are evaluated based on weightings of features and vendor/product considerations

4.1 Scoring Overview

Use cases were scored around the features identified in the general scoring as being relevant to the functional considerations and drivers for each scenario.

Calculation Overview Advanced Features Score X Vendor Multiplier = Vendor Performance for Each Scenario

Please note that both advanced feature scores and vendor multipliers are based on the specific weightings calibrated for each scenario.

Product and Vendor Weightings Advanced Features Weightings

Info-Tech Research Group 54 Vendor performance for each use-case scenario is documented in a weighted bar graph

4.1 Scoring Overview

Vendor Performance

Vendors qualify and rank in each use-case scenario based on their relative placement and scoring for the scenario. Vendor Ranking

Champion: The top vendor scored in the scenario

Leaders: The vendors who placed second and third in the scenario

Players: Additional vendors who qualified for the scenarios based on their scoring

Value ScoreTM Each use-case scenario also includes a Value Index that identifies the Value Score for a vendor relative to their price point. This additional framework is meant to help price-conscious organizations identify vendors who provide the best “bang for the buck.”

Info-Tech Research Group 55 VENDOR LANDSCAPE

4.2 Review the Managed File Transfer Vendor Evaluation

Info-Tech Research Group 56 Review Info-Tech’s Vendor Landscape of the MFT market to identify vendors that meet your requirements

The following section includes an overview of vendor performance and the analysis of each use-case scenario. Review the accompanying deliverable in order to understand the strengths, weaknesses, and capabilities of each vendor.

Vendors Evaluated

Each vendor in this landscape was evaluated based on its features, product considerations, and vendor considerations. Each vendor was profiled using these evaluations and, based on their performance, qualified and placed in specific use-case scenarios. *IBM did not participate in this evaluation. Info-Tech Research Group 57 MFT market overview

How it got here Where it’s going

Info-Tech Research Group 58 4.2 Managed file transfer vendor selection / knock-out criteria: market share, mind share, and platform coverage

For this Vendor Landscape, Info-Tech focused on those vendors that offer broad capabilities across multiple platforms and that have a strong market presence and/or reputational presence among mid- and large-sized enterprises. Included in this Vendor Landscape: Attunity A data integration and replication expert building on MFT capabilities acquired from RepliWeb in 2011.

Axway A global software company providing a comprehensive suite of file transfer and business integration solutions. An experienced and recognized leader in the MFT industry that has continued to provide innovative solutions for bTrade both global enterprise and SMB customers. Coviant With a sole focus on MFT, Coviant delivers automated and scheduled solutions at a low cost.

GlobalSCAPE GlobalSCAPE is an authority in file transfer, providing solutions that are strong in security and usability.

IBM* A leading global provider of IT products and services that has been providing MFT solutions since 1984.

Ipswitch An authority in network monitoring, messaging, and file transfer with over two decades of experience.

Linoma Software A longstanding software developer that has been in the MFT market for over a decade.

OpenText A leader in Enterprise Information Management (EIM) solutions, OpenText entered the MFT market in 2012.

Primeur Specializing in middleware, Primeur is a MFT pioneer having entered the market in 1986.

Safe-T A newer vendor with a strong emphasis on security and integration into the organization’s entire eco-system.

SEEBURGER A longstanding global company providing an all-in-one suite of business integration and file transfer solutions.

Thru Inc. Thru Inc. is a smaller vendor but 100% focused on MFT, reflected through strong product innovation. *IBM did not participate in this evaluation. Info-Tech Research Group 59 Table Stakes represent the minimum standard; without these, a product doesn’t even get reviewed

Vendor Landscape Overview

The Table Stakes What does this mean? Feature: What it is: The products assessed in this Vendor Landscape meet, at the very least, the File Transfer Encrypts files “at rest” and “in transit,” supporting requirements outlined as Table Stakes. Protocols SSL, SSH, and PGP. Many of the vendors go above and beyond the Regulations Meets standards dictated by regulations such as outlined Table Stakes, some even do so in Compliance SOX, HIPAA, and PCI-DSS. multiple categories. This section aims to highlight the products’ capabilities in excess of File Transfer Has ability to schedule file transfers according to the criteria listed here. Automation a predefined schedule or rules. Audit and Provides a full audit log of file transfer activity. Visibility

LDAP/AD Supports authentication through LDAP and AD Integration protocols.

Antivirus Integrates with antivirus software to scan Integration incoming and outgoing files.

If Table Stakes are all you need from your managed file transfer solution, the only true differentiator for the organization is price. Otherwise, dig deeper to find the best price to value for your needs.

Info-Tech Research Group 60 Advanced features are the capabilities that allow for granular differentiation of market players and use-case performance

Vendor Landscape Overview

Scoring Methodology Feature What we looked for: Checks file integrity after transmission and automatically Info-Tech scored each vendor’s File Delivery Assurance features on a cumulative four- resumes interrupted transfers. point scale. Zero points are Ability to integrate to existing applications through the use Application Integration awarded to features that are of APIs. deemed absent or Capable of accelerating large file transfers over any unsatisfactory, one point is File Transfer Acceleration assigned to features that are distance. partially present, two points are Integration with Email Ability to attach browser-based enterprise email application assigned to features that require Clients or add email client plug-in. an extra purchase in the Users can be assigned roles which limit access or vendor’s product portfolio or Role-Based Security through a third party, three operations. points are assigned to features Ad Hoc File Transfer Supports ad hoc users in sending files through email. that are fully present and native to the solution, and four points Content-Based Routing Assess content and route the file to an alternative location. are assigned to the best-of- breed native feature. Received certification from regulatory bodies, validating the Security Certification security of the product.

Mobile Full support and accessibility through a mobile device.

Advanced Security Ability to support multiple, advanced security protocols.

For an explanation of how Advanced Features are determined, see Information Presentation – Feature Ranks (Stoplights) in the Appendix.

Info-Tech Research Group 61 Vendor scoring focused on overall product attributes and vendor performance in the market

Vendor Landscape Overview

Scoring Methodology Product Evaluation Features

Info-Tech Research Group scored each vendor’s The end-user and administrative interfaces are Usability overall product attributes, capabilities, and market intuitive and offer streamlined workflow. performance. Implementing and operating the solution is Features are scored individually as mentioned in Affordability the previous slide. The scores are then modified by affordable given the technology. the individual scores of the vendor across the Multiple deployment options, platform support, product and vendor performance features. Architecture and integration capabilities are available. Usability, overall affordability of the product, and the technical features of the product are considered and scored on a five-point scale. The score for each vendor will fall between worst and best in class. Vendor Evaluation Features The vendor’s performance in the market is Vendor is profitable, knowledgeable, and will be Viability evaluated across four dimensions on a five-point around for the long term. scale. Where the vendor places on the scale is Vendor is committed to the space and has a determined by factual information, industry position, Focus future product and portfolio roadmap. and information provided by customer references and/or available from public sources. Vendor offers global coverage and is able to sell Reach and provide post-sales support. Vendor channel partnering, sales strategies, Sales and process allow for flexible product acquisition.

Info-Tech Research Group 62 4.2 Balance individual strengths to find the best fit for your enterprise

Vendor Performance Product Vendor Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Attunity 3 4 3 2 3 3 3 4 3 Axway 3 3 2 4 3 3 3 3 4 bTrade 3 4 2 3 3 4 3 3 2 Coviant 3 2 4 2 3 3 4 4 2 GlobalSCAPE 3 4 3 3 3 3 3 4 3 IBM* 2 4 0 4 3 3 3 4 4 Ipswitch 3 3 3 3 3 4 3 4 3 Linoma Software 3 3 3 3 3 4 4 4 2 OpenText BizManager 2 3 2 3 3 4 2 4 4 OpenText Secure MFT 3 3 2 4 3 4 2 4 4 Primeur 3 3 2 3 3 3 3 3 2 Safe-T 2 3 2 2 3 3 3 4 3 SEEBURGER 3 3 2 4 3 4 2 4 3 Thru Inc. 3 3 2 4 3 3 4 4 2

Legend = Exemplary = Good = Adequate = Inadequate = Poor For an explanation of how the Info-Tech Harvey Balls are calculated, see Information Presentation – Criteria Scores (Harvey Balls) in the Appendix. *IBM did not participate in this evaluation. Info-Tech Research Group 63 Each vendor offers a different feature set; concentrate on your organization needs

Vendor Performance

Evaluated Features

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security

Attunity 4 4 4 4 4 4 4 4 4 4

Axway 4 4 4 4 4 4 4 4 4 4

bTrade 4 4 4 4 4 4 4 4 4 4

Coviant 4 4 4 4 4 4 4 4 4 4

GlobalSCAPE 4 4 4 4 4 4 4 4 4 4

IBM* 4 4 4 4 4 4 4 4 4 4

Ipswitch 4 4 4 4 4 4 4 4 4 4 Linoma Software 4 4 4 4 4 4 4 4 4 4

OpenText BizManager 4 4 4 4 4 4 4 4 4 4

= Feature is best in its class = Feature is fully present in its native solution

Legend = Feature is present at additional cost = Feature is partially present = Feature is absent For an explanation of how Advanced Features are determined, see Information Presentation – Feature Ranks (Stoplights) in the Appendix. *IBM did not participate in this evaluation. Info-Tech Research Group 64 Each vendor offers a different feature set; concentrate on your organization needs (continued)

Vendor Performance

Evaluated Features

OpenText Secure MFT 4 4 4 4 4 4 4 4 4 4

Primeur 4 4 4 4 4 4 4 4 4 4

Safe-T 4 4 4 4 4 4 4 4 4 4

SEEBURGER 4 4 4 4 4 4 4 4 4 4

Thru Inc. 4 4 4 4 4 4 4 4 4 4

= Feature is best in its class = Feature is fully present in its native solution

Legend = Feature is present at additional cost = Feature is partially present = Feature is absent

For an explanation of how Advanced Features are determined, see Information Presentation – Feature Ranks (Stoplights) in the Appendix.

Info-Tech Research Group 65 Use Info-Tech’s vendor research and use-case scenarios to support your own organization’s vendor analysis

Use Case Description

Mid-market organizations have between 50-500 MFT users and small IT departments where IT professionals wear multiple hats. This use case looks for basic managed file transfer capabilities, Server-to-Server available at an affordable price point, in a product that is easy to install, configure, and operate. Mid-Market More advanced features will be weighted lightly, given that in many cases, SMB organizations don’t always need them. Organizations with more than 500 MFT users that engage in spontaneous, user driven, file transfers. Many organizations find that this type of ad hoc collaboration is on the rise, and therefore Ad Hoc Enterprise file transfers are also increasing. Advanced features that support this use case, such as integration with email clients, web clients, ad hoc person-to-person file transfer, and controlled access to the sent files will be weighted heavily in this use case.

Organizations with between 50-500 MFT users that engage in spontaneous, user driven, file transfers. For mid-market organizations, usability and affordability will be weighted more heavily. Ad Hoc Mid-Market The advanced features that support this use case include integration with email clients, web clients, ad hoc person-to-person file transfer, and controlled access to the sent files.

Info-Tech Research Group 66 4.2 Drill down and understand the differentiators between use cases

Enterprise Enterprise Server to Server Ad Hoc File File Transfer Transfer

• More than 500 unique MFT users. • More than 500 unique MFT users. • Organizations that require employee collaboration and • Organizations that need an automated exchange of communication through file sharing. business critical data and information. • Organizations that need to share large files with multiple

external trading partners.

IDEAL FOR IDEAL FOR IDEAL

• Directory scanning, scheduling, and file event monitoring. • Integration with email clients, web clients, and ad hoc person-to-person file transfer. • Secured and assured file transfers.

• Controlled access to the sent files. FOCUS FOCUS • Highly scalable with load balancing and active clustering.

• Set up scheduled, automated file transfers between two servers. • Employees send large files through their email with web client plug-ins.

• Make use of comprehensive audit trails with drill down USAGE USAGE USAGE USAGE capabilities to see which files were received and/or failed.

Info-Tech Research Group 67 4.2 Understand the differentiators between use cases

Mid-Market Mid-Market Server to Server Ad Hoc File File Transfer Transfer

• Firms with less than 500 MFT users; a small IT • Firms with less than 500 MFT users; a small IT department department with IT staff covering multiple roles. with IT staff covering multiple roles. • A strong interest in low initial investment, scalability, and • A strong interest in low initial investment, scalability, and

rapid implementation. IDEAL FOR IDEAL IDEAL FOR IDEAL rapid implementation.

• Directory scanning, scheduling, and file event monitoring. • Integration with email clients, web clients, and ad hoc person-to-person file transfer. • Secured and assured file transfers.

• Controlled access to the sent files. FOCUS FOCUS • Highly scalable with load balancing and active clustering.

• Employees send large files through their email, with web • Set up scheduled, automated file transfers between two client plug-ins, to customers and third parties. servers. • Employees communicate internally by exchanging large

• Make use of comprehensive audit trails with drill down files in PowerPoint, videos, and pictures. USAGE USAGE USAGE USAGE capabilities to see which files were received and/or failed.

Info-Tech Research Group 68 4.2 Determine your alignment with Info-Tech’s MFT use-case scenarios

Identify the use-case scenarios that align with your file transfer needs.

Assessments: Business Needs Automation is needed Enterprise Server-to- Server

>=500 MFT User file sharing users Enterprise Work Style Ad Hoc

MFT user base?

Automation is needed Mid-market Work Style Server-to- <500 Server MFT users User file sharing Mid-market Procure Implement Ad Hoc

Info-Tech Research Group 69 4.2 Gather business requirements from the business units

Managed File Transfer Use-Case Fit Assessment

Use the information collected through stakeholder interviews to identify your organization's alignment with the functional use cases identified by Info-Tech. INPUT

• 3.1-4: Interview INSTRUCTIONS findings • Requirements package Server to Server File Ad Hoc File Transfer Transfer OUTPUT • Do employees need to send large • Are there any large file transfers • Identified the most files to each other internally? that are currently being suitable user case conducted manually and should • Do employees need to send large be automated? files directly to third parties or Materials customers? • Are there any routine, automated file transfers to other systems? • Are there current challenges with • Whiteboard and email attachment limits? markers

Participants

• Core project team or project manger

Info-Tech Research Group 70 USE CASE 1

4.3.1 Enterprise Server to Server File Transfer

Organizations with more than 500 MFT users. This use case looks at traditional managed file transfer capabilities, including scheduling, directory scanning, file event monitoring, and secure and assured transfer of files from one to many points. Advanced features for file transfer process management will be weighted heavily in this use case.

Info-Tech Research Group 71 4.3 Feature weightings for server-to-server enterprise

4.3.1

Core Features Feature Weightings File Delivery Checks file integrity after transmission and Assurance automatically resumes interrupted transfers. Application Ability to integrate to existing applications Integration through the use of APIs. Advanced Security Content-Based Assesses content and routes the file to an Routing alternative location. File Delivery Mobile Assurance File Transfer Capable of accelerating large file transfers 10% Acceleration over any distance. 5% 25% Security Role-Based Users can be assigned roles which limit Certification Security access or operations. 10% Security Received certification from regulatory bodies, Certification validating the security of the product. Ability to support multiple, advanced security Advanced Security protocols. Content- 15% 15% Application Based Integration Full support and accessibility through a Routing Mobile mobile device. 10% 10% Additional Features Integration with email clients and ad hoc file transfer. Role-Based File Transfer Security Acceleration

Info-Tech Research Group 72 4.3 Vendor considerations for server-to-server enterprise use- case scenario

4.3.1

Product Evaluation Features

As MFT solutions become more widely adopted by non- Usability technical business users, the ease of use is an essential Affordability feature to consider. Architecture Although all businesses are looking for low cost solutions, Affordability 10% this may not be a priority for large enterprises. Usability 25% The ability to support multiple platforms and browsers, as Architecture well as scale to meet large volumes of data exchange, are 15% important features to look for in the enterprise use cases.

Vendor Evaluation Features 10% MFT solutions become larger investments at the enterprise 15% Viability level. Assurance that the vendor has been around for a Sales while and isn’t going anywhere is necessary. Viability

It is important that the vendor shows commitment and 15% 10% Focus focus to the MFT product through innovation, research, and development. Reach Focus As business doesn’t stop, large enterprises need premium Reach support options with 24x7 availability.

Having large partnerships as well as complimentary Sales product lines is an important feature for large enterprises.

Info-Tech Research Group 73 4.3 Vendor performance for the server-to-server enterprise use case

4.3.1

Server to Server Enterprise

14.00 Role-Based Security

12.00 Advanced Security

10.00 Mobile

8.00 Security Certification 6.00 Content-Based Routing 4.00 File Transfer 2.00 Acceleration

File Delivery 0.00 Assurance

Application Integration

*IBM did not participate in this evaluation.

Info-Tech Research Group 74 4.3 Value index for the server-to-server enterprise use case

4.3.1

On a relative basis, Linoma maintained the highest What is a Value Score? Info-Tech Value ScoreTM of the vendor group for this use-case scenario. Vendors were indexed against The Value Score indexes each 100.0 Linoma’s performance to provide a complete, relative vendor’s product offering and view of their product offerings. 90.0 business strength relative to its price point. It does not indicate 80.0 vendor ranking. 70.0

Vendors that score high offer more 60.0 bang-for-the-buck (e.g. features, 50.0 100 98 93 usability, stability, etc.) than the 40.0 79 average vendor, while the inverse is 30.0 60 58 true for those that score lower. 51 20.0 36 Price-conscious enterprises may 32 28 27 10.0 wish to give the Value Score more consideration than those who are 0.0 0 more focused on specific vendor/product attributes.

*Vendors who scored 0 declined to provide pricing and publicly available pricing could not be found. For an explanation of how Price is determined, see Information Presentation – Price Evaluation in the Appendix. For an explanation of how the Info-Tech Value Index is calculated, see Information Presentation – Value Index in the Appendix. *IBM did not participate in this evaluation.

Info-Tech Research Group 75 USE CASE 2

4.3.2 Mid-Market Server to Server File Transfer

Info-Tech Research Group 76 4.3 Feature weightings for server-to-server mid-market

4.3.2

Core Features Feature Weightings File Delivery Checks file integrity after transmission and Assurance automatically resumes interrupted transfers. Application Ability to integrate with existing applications Integration through the use of APIs. Advanced Security File Transfer Capable of accelerating large file transfers File Delivery Acceleration over any distance. Mobile 5% Assurance Role-Based Users can be assigned roles which limit 10% Security access or operations. 25% Security Content-Based Assesses content and routes the file to an Certification Routing alternative location. 15% Security Received certification from regulatory Certification bodies, validating the security of the product. 5% Application Full support and accessibility through a 5% Integration Mobile Content- mobile device. Based 10% Routing Advanced Ability to support multiple, advanced security 25% Security protocols. File Transfer Acceleration Additional Features Role-Based Integration with email clients and ad hoc file transfer. Security

Info-Tech Research Group 77 4.3 Vendor considerations for server-to-server mid-market

4.3.2

Product Evaluation Features

Mid-market organizations often have less technical Usability employees and are resource constrained, making an Affordability intuitive and easy-to-use admin interface vital.

Mid-market organizations with limited budgets will Affordability place high priority on an affordable MFT solution. 30% Architecture

Architecture is less of a priority for mid-market Architecture organizations as there are less platforms, browsers, 15% and additional applications to support.

Vendor Evaluation Features Usability 15% Although proven longevity is less important, mid- 15% Viability market organizations want to know there is a high customer retention rate and positive growth trends. 5% Viability 5% Vendor is committed to the MFT mid-market space, 15% Focus product improvements, and research and Sales development. Reach Focus Smaller organizations tend to be more localized, Reach however, they still need vendor support.

The sales process for the mid-market needs to be Sales flexible and adaptable to meet the budgetary constraints of these organizations.

Info-Tech Research Group 78 Vendor performance for the server-to-server mid-market use case

4.3.2

Server to Server Mid-Market

12.00

Role-Based Security 10.00 Advanced Security 8.00 Mobile

6.00 Security Certification

4.00 Content-Based Routing

2.00 Integration with Email Clients

File Transfer 0.00 Acceleration

File Delivery Assurance

Application Integration

*IBM did not participate in this evaluation.

Info-Tech Research Group 79 4.3 Value index for the server-to-server mid-market use case

4.3.2

On a relative basis, Coviant maintained the highest Info-Tech What is a Value Score? Value ScoreTM of the vendor group for this use-case scenario. Vendors were indexed against Coviant’s performance to The Value Score indexes each provide a complete, relative view of their product offerings. vendor’s product offering and 100.0 business strength relative to its 90.0 price point. It does not indicate 80.0 vendor ranking. 70.0

Vendors that score high offer more 60.0 bang-for-the-buck (e.g. features, 50.0 100 usability, stability, etc.) than the 88 85 average vendor, while the inverse is 40.0 81 67 true for those that score lower. 30.0 55 49 20.0 Price-conscious enterprises may 37 33 wish to give the Value Score more 10.0 25 22 consideration than those who are 0.0 0 more focused on specific vendor/product attributes.

Info-Tech Research Group 80 USE CASE 3

4.3.3 Enterprise Ad Hoc File Transfer

Organizations with more than 500 MFT users that engage in spontaneous, user-driven file transfers. Many organizations find that this type of ad hoc collaboration is on the rise, and therefore file transfers are also increasing. Advanced features that support this use case, such as integration with email clients and web clients, ad hoc person-to-person file transfer, and controlled access to the sent files will be weighted heavily in this use case.

Info-Tech Research Group 81 4.3 Feature weightings for ad hoc enterprise

4.3.3

Core Features Feature Weightings File Delivery Checks file integrity after transmission and Assurance automatically resumes interrupted transfers.

File Transfer Capable of accelerating large file transfers Advanced File Delivery Acceleration over any distance. Security Assurance

Integration with Ability to integrate with browser-based email Mobile Email Clients application or add an email client plug-in. 10% 15% Role-Based Users can be assigned roles which limit Security 5% Security access or operations. Certification File Transfer Acceleration 10% 10% Ad Hoc File Supports ad hoc users in sending files Transfer through email and browser clients. Received certification from regulatory Security bodies, validating the security of the Certification product. 20% 25% Integration Full support and accessibility through a with Email Mobile mobile device. Ad Hoc File 5% Clients Transfer Advanced Ability to support multiple, advanced Security security protocols. Role-Based Security

Info-Tech Research Group 82 4.3 Vendor considerations for ad hoc enterprise

4.3.3

Product Evaluation Features

As MFT solutions become more widely adopted by non- Usability technical business users, the ease of use is an essential Affordability feature to consider.

Although all businesses are looking for low cost solutions, Affordability Usability 10% this may not be a priority for large enterprises. Architecture

The ability to support multiple platforms and browsers, as 20% 20% Architecture well as scale to meet large volumes of data exchange, are important features to look for in the enterprise use cases.

Vendor Evaluation Features 10% MFT solutions become larger investments at the enterprise Viability level. Assurance that the vendor has been around for a Sales 20% while and isn’t going anywhere is necessary. Viability 15% It is important that the vendor shows commitment and 5% Focus focus to the MFT product through innovation and research and development. Reach Focus As business doesn’t stop, large enterprises need premium Reach support options with 24x7 support.

Having large partnerships as well as complimentary Sales product lines is an important feature for large enterprises.

Info-Tech Research Group 83 4.3 Vendor performance for the ad hoc enterprise use case

4.3.3

Ad Hoc Enterprise 14.00

12.00 Role-Based Security

10.00 Advanced Security

8.00 Mobile

6.00 Security Certification

4.00 Ad Hoc File Transfer

2.00 Integration with Email Clients

0.00 File Transfer Acceleration

File Delivery Assurance

*IBM did not participate in this evaluation.

Info-Tech Research Group 84 4.3 Value index for the ad hoc enterprise use case

4.3.3

On a relative basis, Linoma maintained the highest Info-Tech Value What is a Value Score? ScoreTM of the vendor group for this use-case scenario. Vendors were indexed against Linoma’s performance to provide a complete, The Value Score indexes each relative view of their product offerings. vendor’s product offering and 100.0 business strength relative to its price point. It does not indicate 90.0 vendor ranking. 80.0

Vendors that score high offer more 70.0 bang-for-the-buck (e.g. features, 60.0

usability, stability, etc.) than the 50.0 100 99 99 average vendor, while the inverse is 88 true for those that score lower. 40.0 30.0 62 61 Price-conscious enterprises may 20.0 39 34 wish to give the Value Score more 28 28 27 consideration than those who are 10.0 more focused on specific 0.0 0 vendor/product attributes.

Info-Tech Research Group 85 USE CASE 4

4.3.4 Mid-Market Ad Hoc File Transfer

Organizations with between 50-500 MFT users that engage in spontaneous, user driven file transfers. For mid-market organizations, usability and affordability will be weighted more heavily. The advanced features that support this use case include integration with email clients and web clients, ad hoc person-to-person file transfer, and controlled access to the sent files.

Info-Tech Research Group 86 4.3 Feature weightings for ad hoc mid-market use case

4.3.4

Core Features Feature Weightings File Delivery Checks file integrity after transmission and Assurance automatically resumes interrupted transfers. File Transfer Capable of accelerating large file transfers Advanced File Delivery Acceleration over any distance. Security Assurance Integration with Ability to attach to browser-based enterprise Mobile Email Clients email application or add email client plug-in. 10% 15% Role-Based Users can be assigned roles which limit Security access or operations. 10% File Transfer Acceleration Ad Hoc File Supports ad hoc users in sending files 10% Transfer through email. Security 10% Security Received certification from regulatory Certification Certification bodies, validating the security of the product. Full support and accessibility through a 15% Mobile Integration mobile device. with Email Advanced Ability to support multiple, advanced security 25% 5% Clients Security protocols.

Secure The ability to leverage the MFT platform to Ad Hoc File Role-Based Messaging send secure messages with or without a file. Transfer Security

Info-Tech Research Group 87 4.3 Vendor considerations for ad hoc mid-market use case

4.3.4

Product Evaluation Features Mid-market organizations often have less technical employees and are more resource constrained, Usability Affordability making an intuitive and easy-to-use admin interface vital.

Mid-market organizations with limited resources will 35% Affordability Architecture place high priority on an affordable MFT solution. Architecture is less of a priority for mid-market Architecture organizations as there are less platforms, browsers, and additional applications to support. 10%

Vendor Evaluation Features 15% Although proven longevity is less important, mid- Usability 15% Viability market organizations want to know there is a high customer retention rate and positive growth trends. 5% Viability Vendor is committed to the MFT market space, 5% Sales 15% Focus product improvements, and research and development. Reach Focus Smaller organizations tend to be more localized, Reach however, they still need vendor support.

The sales process for the mid-market needs to be Sales flexible and adaptable to meet the budgetary constraints of these organizations.

Info-Tech Research Group 88 4.3 Vendor performance for the ad hoc mid-market use case

4.3.4

Ad Hoc Mid-Market 12.00

Role-Based 10.00 Security

Advanced Security 8.00 Mobile

6.00 Security Certification

Content-Based 4.00 Routing

Ad Hoc File 2.00 Transfer Integration with Email Clients 0.00 File Transfer Acceleration

File Delivery Assurance

Info-Tech Research Group 89 4.3 Value index for the ad hoc mid-market use case

4.3.4

On a relative basis, Coviant maintained the highest Info-Tech Value What is a Value Score? ScoreTM of the vendor group for this use-case scenario. Vendors were indexed against Coviant’s performance to provide a complete, The Value Score indexes each relative view of their product offerings. vendor’s product offering and 100.0 business strength relative to its price point. It does not indicate 90.0 vendor ranking. 80.0

Vendors that score high offer more 70.0 bang-for-the-buck (e.g. features, 60.0 usability, stability, etc.) than the 50.0 100 average vendor, while the inverse is 92 89 40.0 83 true for those that score lower. 72 30.0 58 Price-conscious enterprises may 50 20.0 wish to give the Value Score more 35 29 25 consideration than those who are 10.0 23 22 more focused on specific 0.0 vendor/product attributes.

For an explanation of how Price is determined, see Information Presentation – Price Evaluation in the Appendix. For an explanation of how the Info-Tech Value Index is calculated, see Information Presentation – Value Index in the Appendix.

Info-Tech Research Group 90 VENDOR LANDSCAPE

4.4 Vendor Profiles and Scoring

Info-Tech Research Group 91 Attunity provides a full featured MFT solution at a reasonable price point

Product Managed File Transfer OVERVIEW Employees 175 • Attunity continues to improve and innovate the MFT, file replication, and Headquarters Boston, MA release management solution they acquired from RepliWeb in 2011. Website Attunity.com Founded 1988 STRENGTHS Presence NASDAQ: ATTU • Attunity offers an MFT product with system monitoring dashboards that are rich in functionality and aesthetically pleasing. • The product has extensive configuration alternatives for ad hoc file transfer, including file expiry after first download and account expiry following download. • Attunity’s CloudBeam product and Hadoop File System (HDFS) adapter enables movement large volumes of data to and from the cloud with low latency and strong security, with the added ability to integrate with big 3 year TCO for this solution falls into pricing data repositories. tier 4, between $25,000 and $50,000 CHALLENGES

• Attunity’s light Web UI will work on a tablet, but native mobile apps and/or HTML5 for use on smaller form factors are still products on the roadmap. • Content-based routing has to be accomplished with scripting. • Users are still constrained to a point and click interface with some $1 $2.5M+ scripting, until later this year when Maestro, Attunity’s model-driven Pricing provided by vendor workflow environment, will be applied to the MFT solution.

Info-Tech Research Group 92 Unmatched in ease of use, Attunity keeps user experience at front-of-mind

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Attunity’s MFT is an affordable solution that brings innovation to any sized enterprise. If looking for Windows compatibility and ease of use, Attunity may be right for you.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 11 7 8 7

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

4 out of 12 5 out of 12 4 out of 12 5 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 93 Axway’s MFT suite continues to favor the large enterprise, although its breadth allows customers to start small

Product SecureTransport, Transfer CFT, OVERVIEW Gateway, Interchange, Endpoints, Central Governance • With over 11,000 clients and offices in over 19 countries, Axway is a prominent MFT vendor that offers a comprehensive suite of MFT Employees 1,961 products for numerous use cases. Headquarters Phoenix, AZ Website Axway.com STRENGTHS Founded 2001 • Axway has a proven track record in the MFT market, offering solutions Presence Euronext: AXW.PA that are highly scalable in environments that require redundancy and high availability. • Their multiple product portfolio offers customers the option to start small and implement additional functionality as required. • Data flow and configuration management across all MFT nodes is centralized, reducing the complexity of managing a large network of 3 year TCO for this solution falls into pricing MFT servers. tier 6, between $100,000 and $250,000 CHALLENGES

• Axway’s extensive portfolio of MFT products can also cause confusion during the procurement cycle if the customer does not have clearly defined MFT requirements. • The flexibility and extendibility of the Axway platform may result in a $1 $2.5M+ complex environment, impacting the amount of effort and skills required for configuration and management. Pricing provided by vendor

Info-Tech Research Group 94 Axway’s broad range of MFT capabilities and deployment options provide a great deal of flexibility

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Axway should be shortlisted for large enterprises with complex file transfers and integration needs. The multi-product MFT portfolio will allow organizations to expand their integration capabilities.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market # # 2 6

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

10 out of 12 10 out of 12 10 out of 12 10 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 95 bTrade’s success in the market is reflected by its large MFT client base and exceptional client retention rate

Product TDXchange, TDAccess OVERVIEW Employees 51-200 • bTrade has been in the MFT space since 1990, focusing solely on MFT Headquarters Glendale, CA product offerings. It has experienced high profitability as its client growth rate continues to hit double digits. Website bTrade.com Founded 1990 STRENGTHS Presence Privately Held • bTrade MFT has the ability to define organizations within the configuration of the product, providing multi-tenancy in private implementations. • With the ability to predefine relationships between endpoints, bTrade provides an additional layer of security and control. • bTrade’s file compression capabilities provide an additional layer of security, in addition to reducing the file size for faster transfers. • bTrade offers the ability to resubmit files that have failed transmission 3 year TCO for this solution falls into pricing without a need to go back to the source and re-send. tier 5, between $50,000 and $100,000 CHALLENGES

• There are two product offerings, TDAccess and TDXchange, which means customers need to have a thorough understanding of their requirements to determine the best product for their environment. • The system activity monitoring dashboard is text heavy and could benefit from added data visualizations. $1 $2.5M+ Pricing provided by vendor

Info-Tech Research Group 96 Strong integration capabilities through the use of APIs, flexible deployment options, and multi-platform support

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Highly recommended for an organization with a number of applications, as integration capabilities are strong.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 8 8 7 8

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

5 out of 12 6 out of 12 5 out of 12 6 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 97 Coviant, a smaller vendor with an unbeatable price point

Product Diplomat Managed File Transfer OVERVIEW Employees 10 • Coviant is a smaller player in the MFT market, with a simple, Headquarters Wellesley, MA straightforward product offering. It continues to innovate and expand its product offering, demonstrating its focus and dedication to the market. Website CoviantSoftware.com 2004 Founded STRENGTHS Presence Privately Held • Diplomat’s price point is an attractive option for organizations with the need to manage and control file transfers that are part of automated workflows. • One purchase buys it all – no complicated suites or multiple components, making for easier installation and configuration. • Their direct sales/support model delivers responsive, in-depth technical support. 3 year TCO for this solution falls into pricing tier 2, between $2,500 and $10,000 CHALLENGES

• Although the user interface is effective, it is currently only supported on Windows systems and could benefit from a refresh to make it more current with web UI design standards. • Coviant provides its unpublished API (HTTP/S, Java) on request, but does offer a scripting agent and a command line API for backend $1 $2.5M+ integration. • With only one office worldwide and few channel partners, international Pricing provided by vendor sales and support may impact its ability to expand.

Info-Tech Research Group 98 A straightforward product that meets the needs of standard use-case scenarios

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales An excellent choice for North American organizations in need of a reliable solution for scheduled, high volume file transfers.

Server-to-Server Ad Hoc Mid-Market Use Mid-Market 11 12

out of 12 out of 12 Scenario Performance Scenario

1 out of 12 1 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 99 GlobalSCAPE offers advanced security and regulatory compliance

Product Enhanced File Transfer OVERVIEW Employees 100 • GlobalSCAPE’s MFT solution has a focus on security and built-in regulatory compliance. It continues to innovate and improve its product, Headquarters San Antonio, TX becoming a competitive force in the market. Website GlobalSCAPE.com Founded 1996 STRENGTHS Presence NYSEAMEX: GSB • GlobalSCAPE’s historical footprint in highly secure environments shows in its security modules and security innovations such as fully supporting IPv6 and CAC card-based authentication. • Controls are built into the product to ensure PCI compliance. Notifications and alerts are generated when the configuration is at risk of PCI compliance. • Reports summarize what is and is not PCI compliant and whether there is a compensating control attached. 3 year TCO for this solution falls into pricing tier 4, between $25,000 and $50,000 CHALLENGES • For advanced monitoring, reporting, and analysis of file transfer activity, the newest version of the BAM product is required, available at an additional cost. • Currently file transfer acceleration is not an out-of-the-box feature. This is forthcoming and will be part of the Q2 2015 release.

$1 $2.5M+ Pricing provided by vendor

Info-Tech Research Group 100 Although not all functionality is given out of box, the solution can be easily customized to suit the needs of the organization

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Great choice for organizations in need of a highly customizable and secure solution. The modular architecture makes it appealing for customers who want to pick and choose their functionality.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 6 4 3 1

out of 12 out of 12 out of 12 out of 14 Scenario Performance Scenario

3 out of 12 3 out of 12 3 out of 12 2 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 101 IBM’s Sterling suite offers a wide array of products that compliment the MFT solution and can be easily integrated

Product Sterling MFT OVERVIEW Employees 434,246 • IBM purchased Sterling Commerce from AT&T in 2010. • The Sterling Commerce suite of products offers functionality from simple Headquarters Armonk, NY MFT to more complex B2B EDI value-added network data exchange Website IBM.com and management. Founded 1911 STRENGTHS NYSE: IBM Presence • The Sterling family of products are staples in the data transfer market, with their proprietary Connect:Direct protocol historically being used across multiple end points and for a variety of use cases found in many different industries. • Supports multiple platforms, including Z/OS, Windows, UNIX, Linux, zLinux, HP NonStop, OpenVMS, and i5/OS. • IBM offers support 24x7 365 days a year in 26 different languages. In addition, they offer state-of-the-art training, in class or online. The vendor did not participate, and publicly available pricing could not be found CHALLENGES

• IBM’s acquisition of Aspera improves its ability to do ad hoc file transfer and accelerate data movement. However, the additional product suite adds another layer of complexity, cost, and potential confusion into the managed file transfer procurement decision. • Deploying both MFT products will require additional levels of support and skills in the organization.

Note: IBM did not participate in this evaluation.

Info-Tech Research Group 102 IBM’s managed file transfer suite offers strong API integration capabilities and supports a variety of platforms

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Recommended for large organizations with advanced B2B data exchange requirements among multiple trading partners. Integrating with other IBM middleware gives the ability to add MFT capabilities to enterprise applications.

Server-to-Server Server-to-Server Enterprise Ad Hoc Enterprise Use Mid-Market 4 10 11

out of 12 out of 12 out of 12 Scenario Performance Scenario

N/A N/A N/A Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Note: IBM did not participate in this evaluation.

Info-Tech Research Group 103 Ipswitch’s MOVEit suite provides a well-rounded solution at a competitive price

Product MOVEit Managed File Transfer OVERVIEW Employees 300 • Ipswitch is a long-standing vendor that offers network management, messaging, and file transfer solutions. Its MFT solution is scalable, Headquarters Lexington, MA making it a good choice for companies of all sizes. Website Ipswitch.com STRENGTHS Founded 1991 • Ipswitch has been on the forefront of innovation by embracing cloud Presence Privately held technology to provide a multi-tenant, third-party security validated, cloud environment for MFT. • Multiple product improvements have been observed including enhanced support for more platforms, improved encryption, and the ability to handle large file transfers more efficiently. • The MOVEit API provides extensive support across all product functions, providing the ability to leverage file transfer from command-line and application clients. 3 year TCO for this solution falls into pricing • Like many vendors in this space, Ipswitch considers its strengths to be tier 4, between $25,000 and $50,000 single sign-on via SAML 2.0, ICAP integration to DLP solutions, and automated failover with zero data loss. CHALLENGES

• Ipswitch has identified an opportunity for additional reporting, monitoring, and analytics capabilities, which will available in a future release. • MOVEit Central still operates in a thick client application and the user $1 $2.5M+ experience could benefit from a web-based interface. Ipswitch has Pricing provided by vendor identified this as a challenge and it will be addressed in future releases.

Info-Tech Research Group 104 MOVEit provides numerous security certifications and API options for strict compliance and broad interoperability

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales An ideal choice for mid-market organizations that need a scalable solution with flexible deployment options.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 3 2 5 2

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

2 out of 12 4 out of 12 2 out of 12 4 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 105 Linoma Software has a user-friendly product with intuitive interfaces and dashboards

Product GoAnywhere Director, OVERVIEW GoAnywhere Services • Linoma Software was founded in 1994 with the mission to secure Employees 31 sensitive data and help companies with the common challenge of data Headquarters Ashland, NE movement. Its mission has resulted in a platform that goes beyond files, including databases, message queues, and application adapters. Website GoAnywhere.com STRENGTHS Founded 1994 • With enterprise-level controls and rigorous audit logs, GoAnywhere Presence Privately Held ensures strict security policies and compliance regulations are met, regardless of industry. The product is FIPS 140-2 certified and is compliant with PCI DSS, HIPAA, HITECH, SOX, and GLBA. • Its ability to connect and interface with multiple technologies provides a versatile solution in disparate environments. • GoAnywhere’s reverse proxy restricts which ports are open on your internal network. This is useful for all high security and regulatory 3 year TCO for this solution falls into pricing environments. tier 4, between $25,000 and $50,000 CHALLENGES

• The browser-based interface provides a modern look and feel, but configuration of process flows could benefit from a drag-and-drop workflow style interface. • Although GoAnywhere can be installed on various operating systems, their only deployment option is on-premise. $1 $2.5M+

Pricing provided by vendor

Info-Tech Research Group 106 GoAnywhere is a user-friendly, intuitive product that can be up and running very quickly

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Well suited for governments and mid-market organizations with rich features, flexible platform support, and strong integration capabilities.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 5 3 10 3

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

1 out of 12 2 out of 12 1 out of 12 3 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 107 The BizManager family of products was recently acquired by OpenText to strengthen its current EIM offerings

Product OpenText GXS BizManager OVERVIEW Employees 8,500 • OpenText, the longstanding Enterprise Information Management (EIM) vendor, acquired GXS in January 2014 which resulted in the adoption of Headquarters Waterloo, Canada the BizManager family of products. Website OpenText.com Founded 1991 STRENGTHS NASDAQ: OTEX, TSX: OTC Presence • OpenText offers an accommodating sales process with fully-functioning, time-limited evaluations of the software for all versions of the solution. • OpenText BizManager offers a full application suite that compliments managed file transfer and is beneficial for any customer engaging in EDI exchange. • BizManager is capable of dynamically adding servers in and taking servers out, and demonstrates the ability to elastically scale without restart. 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 CHALLENGES

• Currently, BizManager does not have file transfer acceleration capabilities. However, OpenText Secure MFT offers a patent-pending OpenText Fuel protocol that can accelerate file transfers significantly. • The configuration component could benefit from a workflow-style process design interface. $1 $2.5M+ • There could be some confusion between the ad hoc capabilities BizManager provides versus OpenText’s Secure MFT product. Pricing provided by vendor

Info-Tech Research Group 108 BizManager is a highly scalable solution and offers a full application suite

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Offers a full integration suite and is particularly appealing for organizations doing EDI and server-to- server file sharing.

Server-to-Server Server-to-Server Mid-Market Use Enterprise 9 12

out of 12 out of 12 Scenario Performance Scenario

7 out of 12 8 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 109 Although new to the MFT market, OpenText brings unique features and a fresh approach to product development

Product Secure Managed File Transfer OVERVIEW Employees 8,500 • OpenText is a leader in EIM solutions. It entered the MFT market in 2012 with a fresh, new product, built in-house from the ground up. Headquarters Waterloo, Canada Website OpenText.com Founded 1991 STRENGTHS Presence NASDAQ: OTEX, TSX: OTC • OpenText Secure MFT can deploy multiple servers within an organization with the ability to automatically route and intelligently distribute files across nodes depending on the location the file is being sent to/or received from. • Consistent improvements have been observed in the product line. OpenText has taken great strides in improving the design, making it sleek, intuitive, and esthetically pleasing for end users.

3 year TCO for this solution falls into pricing tier 6, between $100,000 and $250,000 CHALLENGES • Secure MFT is a user-to-user file transfer solution based on email as the communication trigger. This can imply some constraints on functionality. Server-to-server file transfer can be achieved through SmartFoldering. • If server-to-server capabilities are a strong requirement, it may be necessary to look beyond Secure MFT and at their complementary product, BizManager. $1 $2.5M+

Pricing provided by vendor

Info-Tech Research Group 110 Designed for medium to large organizations that need to quickly send files across multiple geographical locations

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Well suited for geographically-disbursed organizations that hold speed of transfer at high priority. Strong product for ad hoc file share use case.

Ad Hoc Enterprise Ad Hoc Mid Market Use 4 10

out of 12 out of 12 Scenario Performance Scenario

11 out of 11 12 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 111 A pioneer in the MFT market, Primeur offers a reliable MFT solution

Product Spazio MFT/S OVERVIEW Employees 51-200 • Primeur is a longstanding vendor, with over 25 years of experience in the marketplace. It has a large presence in the finance, retail, and Headquarters Milan, Italy manufacturing industries and continues to grow its product offerings to Website Primeur.com appeal to mid-large organizations. Founded 1986 STRENGTHS Presence Privately Held • Primeur is a reputable vendor that has extensive experience in the MFT, data security, and data integration space. • Depending on the users requirements, Spazio MFT/S can offer a variety of interfaces to meet specific needs, while ensuring centralized control, end-to-end tracking, data workflow management, data event management, and security. • Primeur’s Spazio MFT/S has a 99% retention rate that clearly reflects its outstanding customer satisfaction for both its product and service. 3 year TCO for this solution falls into pricing tier 5, between $50,000 and $100,000 CHALLENGES

• Primeur is well established in the European and Latin American market, with limited partnerships in North America. This could impact support availability and expansion. • Primeur and Adeptia Inc. (HQ in Chicago) have signed a Technology Agreement that leverages PRIMEUR MFT with Best of Breed $1 $2.5M+ functionalities for content-based routing, data integration transformation including EDI, process, and human workflow capabilities. Primeur is Pricing provided by vendor opening its direct operations in Chicago in Q4 2015 to ensure presence for the US market.

Info-Tech Research Group 112 Primeur offers a MFT solution with strong backend integration capabilities

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Designed for large enterprises in retail, finance, and manufacturing.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 7 6 6 5

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

6 out of 12 7 out of 12 6 out of 12 7 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 113 A new vendor in the MFT market with a strong cloud offering

Product Safe-T Box OVERVIEW Employees 11-50 • Safe-T is one of the more recent vendors to step into the MFT space. Through a strong emphasis on security and integration into the Headquarters Herzliya, Israel organization’s entire eco-system (on premise and cloud), it attempts to Website Safe-T.com bridge the gap between the enterprise and the cloud. Founded 2013 STRENGTHS Presence Privately Held • Safe-T Box automatically enforces security policies on incoming and outgoing data. Outgoing data is authenticated, scanned with DLP, and encrypted to ensure only approved data is shared securely. Incoming data is decrypted, authenticated, and then scanned for viruses and malware. • Safe-T takes pride in its solution’s security implementation that works in an outbound orientation, even on inbound file transfers, negating the need to poke holes in firewalls. 3 year TCO for this solution falls into pricing • Safe-T Box connects to business applications and cloud services, and tier 6, between $100,000 and $250,000 has created a solution that works with consumer-based file-sharing solutions for higher levels of security and quick deployment. CHALLENGES

• Although a new player in the MFT space, its administrative configuration client operates as a thick client application and could benefit from a web- based interface. The vendor has recognized this as a weakness and will $1 $2.5M+ be including this in future releases. • There is room for improvement in future versions, including addition of Pricing provided by vendor advanced features such as file transfer acceleration and process diagramming.

Info-Tech Research Group 114 Safe-T provides an automated policy enforcement engine that prevents the bypass of enterprise policies, enhancing security

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Recommended for organizations that are looking for a cloud solution with advanced security capabilities.

Server-to-Server Enterprise Ad Hoc Enterprise Ad Hoc Mid Market Use

12 12 11

out of 12 out of 12 out of 12 Scenario Performance Scenario

9 out of 12

8 out of 12 9 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Mobile Advanced Security

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Features

Info-Tech Research Group 115 A longstanding vendor, SEEBURGER has used its years of experience to deliver a well-developed solution

Product BIS 6 with MFT OVERVIEW Employees 700 • SEEBURGER is a reputable global company that was founded in 1986 and continues to see double digit revenue growth through offering Headquarters Bretten, Germany scalable solutions for business integration and file transfer. Website SEEBURGER.com Founded 1986 STRENGTHS Presence Privately Held • BIS 6 with MFT is a highly scalable product, built entirely in-house with a single set of design standards and requirements. The flexible architecture facilitates an MFT solution that is compatible with all ERP systems. • MFT is a standard solution and fully integrated with the BIS platform, and can easily be extended by adding EDI and application integration components for more functionality.

3 year TCO for this solution falls into pricing tier 6, between $100,000 and $250,000 CHALLENGES

• Jasper reports is used for advanced reporting, potentially requiring additional report writing skills outside of the core MFT product.

$1 $2.5M+

Pricing provided by vendor

Info-Tech Research Group 116 SEEBURGER’s BIS for MFT offers the most complete feature set of the products evaluated

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales With a variety of features and easy-to-use interfaces, SEEBURGER is a vendor that should be considered by any organization that isn’t largely constrained by price.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 2 5 # 4

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

11 out of 12 11 out of 12 9 out of 12 11 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Advanced Mobile

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Security Features

Info-Tech Research Group 117 A smaller player in the MFT space, Thru, Inc. continues to penetrate the market with double-digit growth

Product Thru Managed File Transfer, OVERVIEW Secure File Transfer, Enterprise File Sync and Share • Thru, Inc. was founded in May 2002 and was built from the ground up. Thru focuses on offering unified end-to-end solutions for content Employees 51-200 collaboration and file transfer needs. It not only offers security and Headquarters Irving, TX reliability at the core, but also ensures end-user ease of usage and integration into a variety of business applications. Website ThruInc.com STRENGTHS Founded 2002 • Thru MFT offers a native mobile application that provides the functionality Privately Held Presence necessary to send and receive files through a mobile device. • The solution has flexible service-oriented architecture that supports nearly all platforms and browsers including Internet Explorer, Chrome, Firefox, and Safari. • A fully functional, open REST and SOAP API makes MFT capability available to other applications and services. 3 year TCO for this solution falls into pricing • Thru, Inc. is 100% focused on MFT. It is committed to product innovation tier 5, between $50,000 and $100,000 and releases new features and updates quarterly.

CHALLENGES • Although the Outlook plug-in offers a robust interface into the MFT functionality, it could be intimidating to the average user. • File process definitions could benefit from a graphical workflow style $1 $2.5M+ interface. • Currently the solution does not have content-based routing, perhaps this Pricing provided by vendor is a feature that is on the roadmap for future releases.

Info-Tech Research Group 118 The Thru MFT platform was built from the ground up with multi-layered service-oriented architecture

Product Vendor Info-Tech Recommends

Overall Usability Afford. Arch. Overall Viability Focus Reach Sales Recommended for companies that need strong mobile and collaboration features. Thru Dropbox allows users to upload and securely share files of all sizes.

Server-to-Server Server-to-Server Ad Hoc Enterprise Ad Hoc Mid-Market Use Enterprise Mid-Market 10 9 9 9

out of 12 out of 12 out of 12 out of 12 Scenario Performance Scenario

8 out of 12 9 out of 12 7 out of 12 8 out of 12 Value Index Value

File Delivery Application File Transfer Integration with Role-Based Ad Hoc File Content-Based Security Mobile Advanced Security

Assurance Integration Acceleration Email Clients Security Transfer Routing Certification Features

Info-Tech Research Group 119 VENDOR LANDSCAPE

4.5 Create a Custom Shortlist

Info-Tech Research Group 120 SECTION Phase Select Your Managed File Transfer Solution 5 1 2 3

Info-Tech Research Group 121 Section 5: Select your MFT solution

1 2 3 4 5 6

This step will walk you through the following activities: This step involves the following participants: 5.1 Determine MFT procurement strategy. • Project Sponsor 5.2 Create a requirements package and RFP. • Project Manager 5.3 Perform internal trial and/or onsite demo. • Business Analysts 5.4 Check vendor references. • Enterprise Architect 5.5 Score RFPs and select an MFT solution. • Infrastructure Architect

Outcomes of this step:

• A requirements package is created that captures critical success factors, mandatory requirements, and nice to have requirements. • Completed RFPs. • Finalized vendor scoring based on RFP results. • An MFT vendor that meets the majority of requirements will be selected.

Info-Tech Research Group 122 5.1 Determine your MFT procurement strategy

Critical Points and Checks in Your Procurement Info-Tech’s MFT Procurement Strategy Tips

Use Info-Tech's Procurement Process to ensure that you MFT selection is properly planned and executed. • Follow your own organization’s procurement procedures to ensure that you adhere to your organization’s policies. 1. Always ask for a demo, preferably with your own • Based on your organization’s policies, identify if you are sanitized data. going to conduct a private or public RFP process. 2. During the demo, ask the vendor to make ad hoc • If your RFP will contain sensitive information, use a changes on the fly to get a sense of what is private RFP process that is directed to specific vendors in involved. order to protect the proprietary practices of your business. 3. Use a demo script to direct and customize the demo. 4. Ask questions after the demo. Engage the future INFO-TECH OPPORTUNITY business users to ask questions too (they usually ask the toughest questions). If your organization lacks a clear procurement process, 5. Let the vendors know you are considering multiple refer to Info-Tech's Optimize IT Procurement research to finalists. They will serve you better in the demo and help construct a formal process for selecting application they may offer a better price. technology.

If you are still not sure of a vendor’s Much of your procurement process should already be capabilities, we recommend sending an RFI outlined from your charter and initial project structuring. before proceeding with an RFP. At this stage think about the tactics around structuring a meaningful demo and price negotiation.

Info-Tech Research Group 123 5.2 Prioritize your solution requirements based on your business, architecture, user group, and data assessments

1 Info-Tech Insight Identify Your Requirements • You have already done this step through these assessments: o Business needs assessment No solution will meet 100% of your o Architecture assessment and IT assessment requirements. Therefore, control the o Determining the pain mode, need mode, and dream number of mandatory requirements you mode place in your procurement process to ensure that vendors that are the best fit for your organization are not eliminated unnecessarily. 2 Prioritize Your Requirements • Identify the significance of each requirement for your solution The mandatory requirements should be evaluation. the “need mode” requirements identified • Info-Tech recommends to identify features and requirements as in Section 3. mandatory, important, or optional. • Control the number of mandatory requirements you document. Too many mandatory requirements could create an unrealistic framework for evaluating solutions.

3 Create a Requirements Package Use this requirements package as you • Consolidate your identified requirements into one list, removing evaluate vendors and create your RFP for redundancies and conflicts. shortlisted vendors. • Categorize the requirements based on their priority and nature.

Info-Tech Research Group 124 5.3 Ways to support your selection

Deciding on a MFT solution is not an easy task. All the vendors in the evaluation have strong products that would provide value. You need a methodology and you need a safety net to support your decision.

Three ways to safeguard your MFT investment:

Internal Onsite Reference Trial Demo Checking

Get a trial version of the MFT Invite vendors to come onsite to Request references from the solution and evaluate the capabilities demonstrate the product and to vendors. Have conversations with internally by automating a file answer questions. the references to make sure the transfer or sending an ad hoc file vendors deliver what they have transfer. promised.

What’s in it for me What’s in it for me What’s in it for me  Learn how easy/hard it is to  Ask specific questions around  Validation with an independent develop content. product fit. third party.  Learn about administration and  Learn best practices from the  Learn from other organizations maintenance effort. vendor. on how to effectively use the  This is true road test in real  Compare your internal trial tool. world conditions. results and the demo results.

Info-Tech Research Group 125 5.4 Conduct client reference interviews to identify how other organizations have successfully used the vendor’s solution

Reference Checking Request references from the vendors. Have conversations with the references to make sure the vendors deliver what they have promised.

Vendors are inevitably going to provide references that will If you are looking to include a high level of customization in give positive feedback, but don’t be afraid to dig into the your MFT solution, pay particular attention to this step and interviews to understand some of the limitations related to the client responses, as these will help you understand the solution. how easy a vendor is to work with. • Even if a vendor is great for one client doesn’t Make the most of your client reference interviews by necessarily mean it will fit for you. Ask the vendor to preparing your questions in advance and following a provide references to organizations in your own or a specific script. similar industry, or someone who has automated similar business processes or outlined similar expectations. • Use these reference calls as an opportunity to gain a more accurate understanding of the quality of the vendor’s service support and professional services.

Have vendors supply client references to confirm the value of their implemented solution.

Info-Tech Research Group 126 5.5 Negotiate and finalize a contract outlining the terms of service for your MFT solution

Consult Your Organization’s Procurement Process Info-Tech Insight

Follow your own organization’s contract negotiation and Offering to be a potential reference after a successful approval process as you finalize the deal with your selected deployment could help secure higher quality service MFT vendor. during implementation and post-deployment. Just be clear that the offer is contingent on a successful • Each industry and organization has different requirements implementation. and considerations that will alter how a contract negotiation and approval process is performed. This is a good idea to schedule bi-annual meetings with the vendors. You can provide feedback of the tool and raise any questions you have. You will receive a lot of meaningful tips from the bi-annual review.

Info-Tech’s Negotiation Tips & Reminders Value is captured not only in the functional capabilities of the tool, but also in its ongoing support and utilization. Explore discounting options. Training: Determine the mode and rigor of end- • Most vendors offer some form of discounting, based on A user and developer training. volume of users or the nature of your industry. Explore how the vendor’s discounting model can improve the ROI of your Implementation: Outline the vendor’s role and the investment. B expected results related to the configuration and implementation of the MFT solution. • Some vendors offer a bundled discount. If you use some of C Service Support: Identify the level of support your their other products, you may get MFT at a reduced price or organization requires for the ongoing maintenance even free. and performance of the tool.

Info-Tech Research Group 127 PHASE 3 Implement Your MFT Solution

6 Deployment and installation

6 Test solution and train staff

6 Migrate existing data

6 Evaluate project metrics Recommended Timeline: 4 Weeks

Info-Tech Insight Outcome from This Phase Major • Plan for implementation Milestones and expected go live date Perform smoke testing prior to Reached deploying your MFT solution into Plan for implementing the MFT the live environment. Make sure it solution. works from the get-go because • MFT Implementation switching solutions is a costly Key Plan endeavor. Activities • Change Control Completed Methods

Info-Tech Research Group 129 SECTION Phase Implement Your Managed File Transfer Solution 6 1 2 3

Info-Tech Research Group 130 Section 6: Create an implementation plan

1 2 3 4 5 6

This step will walk you through the following activities: This step involves the following participants: 6.1 Identify MFT implementation action items. • Project sponsor(s) and stakeholders 6.2 Provide adequate training and solution testing. • The MFT project team 6.3 Prioritize migration of the existing file transfer jobs. • IT configuration staff 6.4 Create the right policies and procedures. • Database administrator 6.5 Use metrics to track improvements. • System engineers

Outcomes of this step:

• Defined implementation initiatives with a desired timeline and ownership allocation. • A completed project plan that shows dependencies between project initiatives. • A training program for end users and configuration staff. • A plan to migrate existing data to the new MFT system. • Metrics to determine the value of the MFT implementation.

Info-Tech Research Group 131 6.1 Identify the resourcing plan for your MFT implementation

6.1 1.5 Hours

Better? What is your Faster? Build your resourcing team to address priority? Cheaper? the technical competencies required to implement a MFT solution.

There are three main ways to implement your MFT solution: Consider the Following: 1 Implement in-house by own staff. Prioritize members from your core Implement using a combination of your own staff and professional selection team – they will have a strong 2 services from an implementer. insight into the tool and its envisioned position in the organization. 3 Implement by professional services. General Roles Instructions • Integration Specialists • Solution/Enterprise Architects 1. Select your implementation team and identify the amount of external consultants/support that will be required for implemented • QA Engineer your selected MFT solution. Consider your in-house skills, timeline • IT Service Management Team considerations, integration environment complexity, and cost External Roles constraints as you make your resourcing plan. • Vendor’s Implementation 2. Document the roles and expectations related to each step of the Team/Professional Services implementation. • Systems Integrator

Info-Tech Research Group 132 6.1 Brainstorm action items at different stages of the implementation

6.1.1 1.5 Hours

1• With the MFT implementation group, create an implementation plan by brainstorming the different activities that must be performed to successfully implement the MFT solution.

2• To make the project implementation more attainable, break the implementation into four steps: Deployment, Installation, Administration, and Transaction.

MFT Implementation

Deployment Installation Administration Transaction

• Determine locations to • Decide where to store • Decide which users will • Assess the file transfer install the MFT backup files. have access to the MFT backlog. solution. • Decide the frequency of solution and file • List all the transfer jobs • Determine where data when backup files should exchange job monitoring. to be created. will be stored. be created and how long • Create login IDs and • Prioritize the migration of they should be kept. assign user privileges. the files from the existing • Identify if your company • Decide which users have system to the new or your trading partners administrative privileges. system. use an FTPS server that • Create partner profiles. requires SSL certification • Identify and document authentication. the locations for source • Import SSL certification. files to be retrieved.

Info-Tech Research Group 133 6.1 Use the Project Planning and Monitoring Tool to assign responsibility and track the progress of the implementation

6.1.2 1 Hour

INPUT INSTRUCTIONS • Project tasks • Estimate time to completion 1• After identifying the different implementation activities that are required, start to create an implementation timeline. OUTPUT

2• Use the Project Planning and Monitoring Tool to record tasks, set timelines, and assign • Implementation responsibility. timeline 3• Monitor the implementation tasks and compare progress against set baselines.

4• If issues occur, track them in the issue log. Materials

• Project Planning and Monitoring Tool • Staff schedules

Participants

Consider using Info-Tech’s Project Planning and • Project manager Monitoring Tool to help create an implementation plan • Project sponsor for your organization. • Project team

Info-Tech Research Group 134 6.2 Conduct smoke testing to reveal simple errors prior to going live

The testing required for the MFT implementation does not need to be rigorous or exhaustive. Use smoke testing to ascertain that the most critical functions are working and the job is being completed as expected. Do not spend too much time bothering with the finer details.

Test Type Rational

Test use cases • Test server to server file transfers as well as ad hoc file transfers to make sure the files are sent and received as expected. • Test the processing capabilities and document the time it takes to send and receive a file. Peak load • Don’t just test file transfers during low volume times, make sure to test file transfers during peak volumes to identify scalability challenges. • Ensure that active clustering and load balancing capabilities are working as expected. Remote access • Test file transfers from mobile devices. Make sure the remote access is reliable and producing the expected results. Error and • Run tests that will result in error conditions. This will allow you to use recovery recovery steps and test the resolution time.

For each test type, there should be predefined expected results and conditions. Although rigorous testing isn’t required, ensuring that expectations are met, prior to going live, will contribute to the quality of the implementation.

Info-Tech Research Group 135 6.2 Ensure a smooth project roll-out by providing adequate training to end users and configuration staff

Training consists of imparting knowledge of the MFT system to end users and configuration staff. The training process will require the identification of all potential end users and configuration staff. Different training will be required for the two groups of stakeholders.

End Users

The end users should receive an introductory overview of what managed file transfer is and the purpose for its implementation. User training should be brief and should focus on how to use MFT to send ad hoc files. This type of training can be done through a lunch and learn or one-on-one training.

Configuration Staff

The IT configuration staff needs a thorough understanding of the selected MFT solution. They need to understand how to automate file transfers, integrate with existing applications, take precautions to minimize risk, and meet compliance requirements. Most vendors offer customized training programs to help organizations derive the most benefit from their solution.

Info-Tech Research Group 136 6.3 Prioritize migration of the existing file transfer jobs

If the business is using a MFT solution to replace an existing solution, there are a number of things to consider when prioritizing the migration of transfers. RISK: Consider the cost associated with a one-time mistake. If the cost is significant, the priority of the file transfer will drastically increase. The recipient of the transfer will also impact risk. If it is a tier 1 trading partner, increase the priority of the transfer.

FREQUENCY: Most often, frequent file transfers occur in critical or core business processes. If a file has a routine, scheduled transfer it is likely that the transfer needs to be sent in a timely manner. All scheduled transfers should be high priority.

ERRORS: If there are specific types of file transfers that continuously fail, they should be moved up to high priority on the new solution. With a reliable and secure MFT solution, file transfer errors are significantly reduced. Time and efforts shouldn’t be spent trying to complete file transfers on the old system with tedious debugging.

DRIVERS: Refer back to what your most prominent drivers are for implementing an MFT solution. Compliance and security are common drivers for implementing MFT. If there are certain transfers that are at risk of security or compliance implications, they should be moved to high priority.

Info-Tech Research Group 137 6.3 Address problems proactively to save time and efforts

Risk Change Risk Management Change Management ProjectProject Management Management Management Management

• Track risks associated with your • Train the necessary IT staff in • Conduct a post-mortem to MFT implementation: how to support the daily evaluate the completion of the o Assign owners and create operations of the solution. project. plans for resolving open • Create a communication plan • Review the project’s risks. to notify stakeholders and performance against its • Risks associated with related users on how an MFT metrics and expectations. projects. Make sure related solution will impact their jobs. • Perform a formal sign-off and projects are proceeded as • Create a change control transfer for managing the planned. policy to formalize any MFT solution. change requests.

Acquire the right resources and budget Action Step

Make sure the project has enough resources to complete the project. In Have discussions with project team many organizations there is high competition for resources and not members and make sure they will having the right commitment from people will stifle the MFT be dedicated to the project and will implementation. In addition, assess the long-term budget allocated to the see the implementation through to completion of the project. Ensure that this budget will be sufficient to the end. fulfill the implementation.

Info-Tech Research Group 138 6.4 Create the right policies and procedures to ensure the greatest value is being derived from the MFT solution

Policies and procedures are important for any application implementation. Formalizing policies and procedures will help create a standardized way of transferring files. Process Monitoring Policies Policies and procedures to consider: MFT solutions are equipped with comprehensive audit logs which show successful and failed transfers. The 1 Security policies process monitoring policy should outline the following: • Who is responsible for monitoring file transfers. 2 Process monitoring policies • Who should be notified when there is an issue. • How to escalate issues and what the necessary 3 Storage and resource management policies response protocols consist of.

Security Policies Storage and Resource Management Creating a security policy for the MFT solution will set Policies parameters for the acceptable use of the solution. The nature Storage and resource management policies are of transferring files, in and out of the enterprise, poses security important to establish rules that will help avoid business risks. disruption in the event of unintended loss of service. Security policies should address the following: These policies should address the following • Guidelines for audit controls. • Bandwidth usage quotas • Segregation of duties. • Archiving of audit logs • Continuous assessment of security requirements. • Storage

Info-Tech Research Group 139 6.5 Manage change by having a plan in place for handling upgrades and patches

Expect a regular frequency of patches and version upgrades from the MFT vendor.

• Upgrades are an inevitable part of an MFT implementation and should be planned for in advance. Cloud deployments often offer less • Have the necessary test environment available for regression control over upgrade timing and testing on service mediations to make sure that any patches of the paths. upgrades won’t break something you already have. To combat this: • Carefully evaluate new capabilities provided in patches or • Put appropriate lead times into version upgrades: SLAs with cloud MFT vendors ◦ Vendors might be releasing a capability that you have had to when patches, new releases, or create on your own such as content-based routing. version upgrades are available. ◦ Consider if custom coded components can be replaced by vendor • Request a regression testing solutions. environment for patches ◦ Determine if anything in the release can be leveraged to make and/or new releases. existing mediations more efficient or help create new mediations that may not have been possible with previous versions.

Info-Tech Research Group 140 6.6 ABC Insurance Company evaluates results from MFT implementation

Prior to implementing a MFT solution, ABC took baseline metrics to help it analyze the value of the MFT implementation.

After implementing MFT, ABC increased its data 250% throughput by 250%.

Increased Simplicity and Security Time Savings of File Share • The MFT solution has eliminated the need for rigorous auditing of file receipts. Now the MFT solution will • Implementing MFT has significantly increased the notify administration if there has been an error with a efficiency of the claims process. Employees now specific transfer. send large files securely through ad hoc file share. In the past, employees would send sensitive claims information through email attachments, CDs, Dropbox, and flash drives. Decreased Process Time

• Content routing has helped streamline the claims process. When claims in the forms of pictures and videos are uploaded after an accident, they get uploaded to a customer’s Master File. As soon as this event happens, they automatically get routed to claims processor.

Info-Tech Research Group 141 6.6 Track improvements before and after the implementation of MFT

Revisit the metrics that were introduced in Structure the Project. Ensure the metrics Process Efficiency being tracked will reflect the success of the implementation. Reduced process time is critical for overall process efficiency. By eliminating manual processes, there should be significant time savings. Take baseline metrics of how long current manual processes are taking. Problem Resolution Staff Productivity Measure how long it takes for a problem, whether this is with a trading partner or co-worker, to be resolved after its initial recognition. Take initial measurements of how many people are currently involved in the onboarding process to provide insight on the actual productivity of staff. If there are too many people involved, it isn’t about reducing staff, but On-Boarding repurposing.

MFT should significantly decrease the time it takes to onboard new trading partners. The average company Delivery Assurance spends between 3 weeks and 6 months getting a new partner onboard, depending on how many teams are Delivery assurance is essential in increasing adoption involved and how complex the integration is. Take and trust for your MFT solution. Take baseline metrics of baseline metrics of how long it takes to configure the number of file transfer errors that occur with connections with customers and third parties. traditional methods of file transfer and compare it to errors with MFT.

Info-Tech Research Group 142 Bibliography

Aberdeen, Derek. "Business Case for Managed File Transfer." Ipswitch File Transfer Blog. 3 Feb. 2014. Web. 2 Mar. 2015. http://www.ipswitchft.com/blog/business-case-for-managed-file-transfer/ “Axway Managed File Transfer Solutions.” Axway. 2011. Web. March 2015. http://www.axway.com/sites/default/files/brochure_files/axway_brochure_mft_en.pdf "Building Your Business Case for Managed File Transfer." OpenText. Web. 10 Mar. 2015. http://mimage.opentext.com/alt_content/binary/pdf/Building-Your-Business-Case-for-Managed-File-Transfer.pdf “GXS Managed File Transfer Service.” GXS. Web. 2 Apr. 2015. http://www.gxs.co.uk/wp-content/uploads/sp_mft_service.pdf “Improved Stability and Significant Cost Savings for AnMed Health.” GoAnywhere MFT. Web. March 2015. http://www.goanywheremft.com/resource-center/case-studies/anmed_case_study "Overcoming Five Managed File Transfer Myths." IT Business Edge. Web. 2 Mar. 2015. http://www.itbusinessedge.com/slideshows/overcoming-five-managed-file-transfer-myths-07.html Tucci, Linda. “File Transfer Software Improves Business Process.” TechTarget. 16 Dec. 2008. Web. April 2015. http://searchcio.techtarget.com/news/1342729/File-transfer-software-improves-business-process V, John. “Hollywood and big data.” Jscape Blog. 4 Feb 2013. Web. April 2015. http://www.jscape.com/blog/bid/94894/Solving- the-Problem-of-Big-Data-Transfers-in-the-Film-Industry

Info-Tech Research Group 143 Further references http://www.itbusinessedge.com/slideshows/overcoming-five-managed-file-transfer-myths-07.html http://info.lightwellinc.com/blog/debunked-top-3-managed-file-transfer-myths http://www.sportsvideo.org/images/Signiant-Managed-File-Transfers-White-Paper.pdf http://en.wikipedia.org/wiki/Managed_file_transfer http://whatis.techtarget.com/definition/managed-file-transfer-MFT https://www.attachmate.com/blogs/datainmotion/the-top-3-mft-benefits-for-2013/ http://blog.seeburger.com/index.php/closing-the-compliance-gap-in-file-exchange-part-i/#.UMjWJoPAfAk http://www.seeburgermft.com/value-realization/business-process-improvement/ http://searchcio.techtarget.com/news/1342729/File-transfer-software-improves-business-process Book: Shortcut Guide to Secure, Managed File Transfer by Dan Jones, Realtimepublishers.com http://www.himss.org/files/himssorg/content/files/enterpriseintegration.pdf http://e9c55d11e1d2fac561bb-193e28812cee85d6e20ea22afb83e185.r9.cf1.rackcdn.com/secure-file-transfer-challenges-solutions-eresource-1-i-1236.pdf http://www.gxs.co.uk/wp-content/uploads/sp_mft_service.pdf http://idcdocserv.com/252028.pdf http://ryanheck.info/page-layout-documents/UC4_DS_ManagedFileTransfer_us.pdf http://www.seeburger.de/uploads/tx_seemarketing/Whitepaper_EN_SEEBURGER_MFT_Insurance_Jul2012.pdf http://www.coviantsoftware.com/documents/how-to-comply-with-hipaa-hitech.pdf http://resources.ipswitchft.com/MOVEit- Info.html?utm_source=Google&utm_medium=PPC&keyword=managed%20file%20transfer&utm_campaign=701A0000000jvnz&gclid=CjwKEAjwx9KpBRCAiZ_tgYKW vhQSJABQjGW-MDUemhj8CvumLVYkC_RwZZXCtF4Tcg95PKzXrJ9KVxoCM1_w_wcB http://www.ipswitchft.com/blog/just-what-is-managed-file-transfer/ http://www.goanywheremft.com/solutions/managed-file-transfer http://www.tibco.com/products/automation/application-integration/managed-file-transfer/ http://www.webdrive.com/products/cornerstone-mft/ http://www.linomasoftware.com/products/goanywhere http://www.networkworld.com/article/2161380/cloud-computing/6-tools-to-manage-large-file-transfers.html http://www.primeur.com/en/mft-managed-secure-file-transfer-solutions http://www.easylink.com/easylink-services/managed-file-transfer/ http://www.seeburger.de/managed-file-transfer.html http://www.jscape.com/ http://www.policypatrol.com/five-reasons-why-you-need-a-managed-file-transfer-solution/ http://www.networkworld.com/article/2180572/tech-primers/5-misconceptions-about-file-transfer-security.html https://www.vandyke.com/products/securefx/ http://lifehacker.com/5784478/how-can-i-securely-send-sensitive-tax-docs-to-my-tax-preparer http://searchcompliance.techtarget.com/definition/SFTP-Secure-File-Transfer-Protocol http://www.eweek.com/security/slideshows/securing-email-attachments-file-transfer-trends-for-2014.html https://digitalmarketingdepot.com/whitepaper/market-trends-forrester-market-overview-managed-file-transfer-solutions

Info-Tech Research Group 144 Further references continued

http://www.attunity.com/blog/innovative-thinking-sets-trends-advancing-use-managed-file-transfer https://www.youtube.com/watch?v=pJiY5T1jTgU http://www.networkworld.com/article/2161378/cloud-computing/file-transfer-systems-adapting-to-today-s-cloudy-conditions.html http://www.slideshare.net/HANDDBusSol/handd-trends-in-managed-file-transferppt http://www.filetransferconsulting.com/managed-file-transfer-2011/ http://www.riverwoodcapital.com/#!/news/rsa-insurance-group-automates-file-transfer-processes-accellion http://www.att.es/producto/goanywhere/company/testimonials.html http://www.seeburger.eu/uploads/tx_seemarketing/Brochure_EN_Financial_Services_4.2012.pdf http://www.oracle.com/us/products/middleware/soa/oracle-managed-file-transfer-ds-2215938.pdf http://cloud-computing.tmcnet.com/news/2014/04/10/7771357.htm http://creditcontrol.co.uk/IPSWITCH%20-%20Managed%20File%20Transfer%20(6).pdf https://www.meritalk.com/uploads_legacy/whitepapers/Inovis_15373.pdf http://www.wipro.com/microsite/IBM-InterConnect-2015/pdfs/managed-file-transfer-solution.pdf https://www.attachmate.com/solutions/managed-file-transfer/ http://www.oracle.com/us/products/middleware/soa/managing-files-hybrid-cloud-wp-2222733.pdf

Info-Tech Research Group 145 Vendor Landscape Methodology: Overview

Info-Tech’s Vendor Landscapes are research materials that review a particular IT market space, evaluating the strengths and abilities of both the products available in that space, as well as the vendors of those products. These materials are created by a team of dedicated analysts operating under the direction of a senior subject matter expert over a period of several weeks. Evaluations weigh selected vendors and their products (collectively “solutions”) on the following eight criteria to determine overall standing: • Features: The presence of advanced and market-differentiating capabilities. • User Interface: The intuitiveness, power, and integrated nature of administrative consoles and client software components. • Affordability: The three-year total cost of ownership of the solution; flexibility of the pricing and discounting structure. • Architecture: The degree of integration with the vendor’s other tools, flexibility of deployment, and breadth of platform applicability. • Viability: The stability of the company as measured by its history in the market, the size of its client base, and its percentage of growth. • Focus: The commitment to both the market space, as well as to the various sized clients (small, mid-sized, and enterprise clients). • Reach: The ability of the vendor to support its products on a global scale. • Sales: The structure of the sales process and the measure of the size of the vendor’s channel and industry partners. Evaluated solutions within scenarios are visually represented by a Pathway to Success, based off a linear graph using above scoring methods: • Use-case scenarios are decided upon based on analyst expertise and experience with Info-Tech clients. • Use-case scenarios are defined through feature requirements, predetermined by analyst expertise. • Placement within scenario rankings consists of features being evaluated against the other scoring criteria. Info-Tech’s Vendor Landscapes are researched and produced according to a strictly adhered to process that includes the following steps: • Vendor/product selection • Information gathering • Vendor/product scoring • Information presentation • Fact checking • Publication This document outlines how each of these steps is conducted.

Info-Tech Research Group 146 Vendor Landscape Methodology: Vendor/Product Selection & Information Gathering

Info-Tech works closely with its client base to solicit guidance in terms of understanding the vendors with whom clients wish to work and the products that they wish evaluated; this demand pool forms the basis of the vendor selection process for Vendor Landscapes. Balancing this demand, Info-Tech also relies upon the deep subject matter expertise and market awareness of its Senior Analysts to ensure that appropriate solutions are included in the evaluation. As an aspect of that expertise and awareness, Info-Tech’s analysts may, at their discretion, determine the specific capabilities that are required of the products under evaluation, and include in the Vendor Landscape only those solutions that meet all specified requirements. Information on vendors and products is gathered in a number of ways via a number of channels. Initially, a request package is submitted to vendors to solicit information on a broad range of topics. The request package includes: • A detailed survey. • A pricing scenario (see Vendor Landscape Methodology: Price Evaluation and Pricing Scenario, below). • A request for reference clients. • A request for a briefing and, where applicable, guided product demonstration. These request packages are distributed approximately eight weeks prior to the initiation of the actual research project to allow vendors ample time to consolidate the required information and schedule appropriate resources. During the course of the research project, briefings and demonstrations are scheduled (generally for one hour each session, though more time is scheduled as required) to allow the analyst team to discuss the information provided in the survey, validate vendor claims, and gain direct exposure to the evaluated products. Additionally, an end-user survey is circulated to Info-Tech’s client base and vendor-supplied reference accounts are interviewed to solicit their feedback on their experiences with the evaluated solutions and with the vendors of those solutions. These materials are supplemented by a thorough review of all product briefs, technical manuals, and publicly available marketing materials about the product, as well as about the vendor itself. Refusal by a vendor to supply completed surveys or submit to participation in briefings and demonstrations does not eliminate a vendor from inclusion in the evaluation. Where analyst and client input has determined that a vendor belongs in a particular evaluation, it will be evaluated as best as possible based on publicly available materials only. As these materials are not as comprehensive as a survey, briefing, and demonstration, the possibility exists that the evaluation may not be as thorough or accurate. Since Info-Tech includes vendors regardless of vendor participation, it is always in the vendor’s best interest to participate fully. All information is recorded and catalogued, as required, to facilitate scoring and for future reference.

Info-Tech Research Group 147 Vendor Landscape Methodology: Scoring

Once all information has been gathered and evaluated for all vendors and products, the analyst team moves to scoring. All scoring is performed at the same time so as to ensure as much consistency as possible. Each criterion is scored on a ten-point scale, though the manner of scoring for criteria differs slightly: • Features is scored via Cumulative Scoring. • Affordability is scored via Scalar Scoring. • All other criteria are scored via Base5 Scoring. Cumulative Scoring is on a four-point scale. Zero points are awarded to features that are deemed absent or unsatisfactory, one point is assigned to features that are partially present, two points are assigned to features that require an extra purchase in the vendor’s product portfolio or through a third party, three points are assigned to features that are fully present and native to the solution, and four points are assigned to the best-of-breed native feature. The assigned points are summed and normalized to a value out of ten. For example, if a particular Vendor Landscape evaluates eight specific features in the Feature Criteria, the summed score out of eight for each evaluated product would be multiplied by 1.25 to yield a value out of ten to represent in a Harvey Ball format. In Scalar Scoring, a score of ten is assigned to the lowest cost solution, and a score of one is assigned to the highest cost solution. All other solutions are assigned a mathematically-determined score based on their proximity to / distance from these two endpoints. For example, in an evaluation of three solutions, where the middle cost solution is closer to the low end of the pricing scale it will receive a higher score, and where it is closer to the high end of the pricing scale it will receive a lower score; depending on proximity to the high or low price it is entirely possible that it could receive either ten points (if it is very close to the lowest price) or one point (if it is very close to the highest price). Where pricing cannot be determined (vendor does not supply price and public sources do not exist), a score of 0 is automatically assigned. In Base5 scoring a number of sub-criteria are specified for each criterion (for example, Longevity, Market Presence, and Financials are sub- criteria of the Viability criterion), and each one is scored on the following scale: 5 - The product/vendor is exemplary in this area (nothing could be done to improve the status). 4 - The product/vendor is good in this area (small changes could be made that would move things to the next level). 3 - The product/vendor is adequate in this area (small changes would make it good, more significant changes required to be exemplary). 2 - The product/vendor is poor in this area (this is a notable weakness and significant work is required). 1 - The product/vendor fails in this area (this is a glaring oversight and a serious impediment to adoption). The assigned points are summed and normalized to a value out of ten as explained in Cumulative Scoring above. Scores out of ten, known as Raw scores, are transposed as is into Info-Tech’s Vendor Landscape Shortlist Tool, which automatically determines Vendor Landscape positioning (see Vendor Landscape Methodology: Information Presentation – Vendor Landscape, below), Criteria Score (see Vendor Landscape Methodology: Information Presentation – Criteria Score, below), and Value Index (see Vendor Landscape Methodology: Information Presentation – Value Index, below).

Info-Tech Research Group 148 Vendor Landscape Methodology: Information Presentation – Criteria Scores (Harvey Balls)

Info-Tech’s criteria scores are visual representations of the absolute score assigned to each individual criterion, as well as of the calculated overall vendor and product scores. The visual representation used is Harvey Balls. Harvey Balls are calculated as follows: 1. Raw scores are transposed into the Info-Tech Vendor Landscape Shortlist Tool (for information on how raw scores are determined, see Vendor Landscape Methodology: Scoring, above). 2. Each individual criterion raw score is multiplied by a pre-assigned weighting factor for the Vendor Landscape in question. Weighting factors are determined prior to the evaluation process, based on the expertise of the Senior or Lead Research Analyst, to eliminate any possibility of bias. Weighting factors are expressed as a percentage, such that the sum of the weighting factors for the vendor criteria (Viability, Strategy, Reach, Channel) is 100%, and the sum of the product criteria (Features, Usability, Affordability, Architecture) is 100%. 3. A sum-product of the weighted vendor criteria scores and of the weighted product criteria scores is calculated to yield an overall vendor score and an overall product score. 4. Both overall vendor score / overall product score, as well as individual criterion raw scores are converted from a scale of one to ten to Harvey Ball scores on a scale of zero to four, where exceptional performance results in a score of four and poor performance results in a score of zero. 5. Harvey Ball scores are converted to Harvey Balls as follows: • A score of four becomes a full Harvey Ball. • A score of three becomes a three-quarter full Harvey Ball. • A score of two becomes a half-full Harvey Ball. • A score of one becomes a one-quarter full Harvey Ball. • A score of zero becomes an empty Harvey Ball. 6. Harvey Balls are plotted by solution in a chart where rows represent individual solutions and columns represent overall vendor / overall product, as well as individual criteria. Solutions are ordered in the chart alphabetically by vendor name. Harvey Balls Overall Harvey Criteria Harvey Balls represent Product Vendor Balls represent weighted Overall Usability Afford. Arch. Overall Viability Focus Reach Channel individual raw aggregates. scores.

Info-Tech Research Group 149 Vendor Landscape Methodology: Use-Case Scoring

Within each Vendor Landscape a set of use-case scenarios are created by the Use-Case Vendor Performance analysts by considering the different outcomes and purposes related to the technology being evaluated. To generate the custom use-case vendor performances, the feature and Harvey Ball scoring performed in the Vendor Landscapes are set with custom weighting configurations.

Calculations

Each product has a vendor multiplier calculated based on its weighted performance, considering the different criteria scored in the Harvey Ball evaluations.

To calculate each vendor’s performance, the advanced feature scores are multiplied against the weighting for the feature in the use-case scenario’s configuration.

The weighted advanced feature score is then multiplied against the vendor multiplier.

The sum of each vendor’s total weighted advanced features is calculated. This sum is used to identify the vendor’s qualification and relative rank within the use case. Vendors who qualified for each use-case scenario are ranked from first to last in a weighted bar graph based on the features considered.

Each use case’s feature weightings and vendor/product weighting configurations are displayed within the body of slide deck.

Info-Tech Research Group 150 Vendor Landscape Methodology: Information Presentation – Feature Ranks (Stoplights)

Advanced features are determined by analyst expertise, leveraging information Stoplight Legend gained from conversations with clients. Advanced features chosen as part of the evaluation are representative of what Info-Tech clients have indicated are of Feature is best in class importance to their vendor solution. Advanced features are evaluated through a series of partial marks, dedicated to whether the solution performs all aspects of Feature is fully present and the Info-Tech definition of the feature and whether the feature is provided within native to the solution the solution. Analysts hold the right to determine individual, unique scoring criteria for each evaluation. If a feature does not meet the criteria, Info-Tech Feature is available at an holds the right to score the feature accordingly. additional cost

Use cases use features as a baseline of the inclusion and scoring criteria. Feature is partially present Feature is not available or unsatisfactory

Info-Tech Research Group 151 Vendor Landscape Methodology: Information Presentation – Value Index

Info-Tech’s Value Index is an indexed ranking of solution value per dollar as determined Value Index by the raw scores assigned to each criteria (for information on how raw scores are determined, see Vendor Landscape Methodology: Scoring, above). Vendors are arranged in order of Value Score. The Value Score each solution achieved is Value scores are calculated as follows: displayed, and so is the average score. 1. The TCO Affordability criterion is removed from the Affordability score and the remaining product score criteria (Features, Usability, Architecture). Affordability scoring is adjusted with the TCO weighting distributed in proportion to the use case’s weighting for Affordability. Weighting is adjusted as to retain the same weightings relative to one another, while still summing to 100%. 2. An adjusted multiplier is determined for each vendor using the recalculated Affordability scoring. 3. The multiplier vendor score and vendor’s weighted feature score (based on the use-case scenario’s weightings), are summed. This sum is multiplied by the TCO Average Score: 52 raw score to yield an interim Value Score for each solution. 100 4. All interim Value Scores are then indexed to the highest performing solution by 80 dividing each interim Value Score by the highest interim Value Score. This results in a Value Score of 100 for the top solution and an indexed Value Score relative to the 100 for each alternate solution. 40 30 5. Solutions are plotted according to Value Score, with the highest score plotted first, and all remaining scores plotted in descending numerical order. 10

Where pricing is not provided by the vendor and public sources of information cannot be A B C D E found, an Affordability raw score of zero is assigned. Since multiplication by zero results in a product of zero, those solutions for which pricing cannot be determined receive a Value Score of zero. Since Info-Tech assigns a score of zero where pricing is not Those solutions that are ranked as available, it is always in the vendor’s best interest to provide accurate and up-to-date Champions are differentiated for point of pricing. In the event that insufficient pricing is available to accurately calculate a Value reference. Index, Info-Tech will omit it from the Vendor Landscape.

Info-Tech Research Group 152 Vendor Landscape Methodology: Information Presentation – Price Evaluation: Mid-Market

Info-Tech’s Price Evaluation is a tiered representation of the three-year Total Cost of Price Evaluation Ownership (TCO) of a proposed solution. Info-Tech uses this method of communicating pricing information to provide high-level budgetary guidance to its end-user clients while Call-out bubble indicates within which price respecting the privacy of the vendors with whom it works. The solution TCO is calculated tier the three-year TCO for the solution falls, and then represented as belonging to one of ten pricing tiers. provides the brackets of that price tier, and links to the graphical representation. Pricing tiers are as follows: 1. Between $1 and $2,500 2. Between $2,500 and $10,000 3. Between $10,000 and $25,000 3 year TCO for this solution falls into pricing 4. Between $25,000 and $50,000 tier 6, between $100,000 and $250,000 5. Between $50,000 and $100,000 6. Between $100,000 and $250,000 7. Between $250,000 and $500,000 8. Between $500,000 and $1,000,000 9. Between $1,000,000 and $2,500,000 10. Greater than $2,500,000 Where pricing is not provided, Info-Tech makes use of publicly available sources of information to determine a price. As these sources are not official price lists, the $1 $2.5M+ possibility exists that they may be inaccurate or outdated, and so the source of the Pricing solicited from public sources pricing information is provided. Since Info-Tech publishes pricing information regardless of vendor participation, it is always in the vendor’s best interest to supply accurate and up to date information. Info-Tech’s Price Evaluations are based on pre-defined pricing scenarios (see Product Scale along the bottom indicates that the Pricing Scenario, below) to ensure a comparison that is as close as possible between graphic as a whole represents a price scale evaluated solutions. Pricing scenarios describe a sample business and solicit guidance with a range of $1 to $2.5M+, while the notation as to the appropriate product/service mix required to deliver the specified functionality, indicates whether the pricing was supplied by the list price for those tools/services, as well as three full years of maintenance and the vendor or derived from public sources. support.

Info-Tech Research Group 153 Vendor Landscape Methodology: Information Presentation – Vendor Awards

At the conclusion of all analyses, Info-Tech presents awards to exceptional Vendor Awards for Use-Case Performance solutions in three distinct categories. Award presentation is discretionary; not all awards are extended subsequent to each Vendor Landscape and it is entirely possible, though unlikely, that no awards may be presented. Info-Tech’s Champion Awards categories are as follows: Award is presented to • Champion Awards are presented to the top performing solution in a particular solutions that placed first use-case scenario. As a result, only one Champion Award is given for each use in an use-case scenario case, and the entire Vendor Landscape will have the same number of within the Vendor Champion Awards as the number of evaluated use cases. Landscape. • Leader Awards are presented to top performing solutions for each use-case scenario. Depending on the use-case scenario and the number of solutions being evaluated, a variable number of leader awards will be given. This number is at the discretion of the analysts, but is generally placed at two, and given to the solutions ranking second and third respectively for the use case. Info-Tech Leader Award is given to solutions who • Best Overall Value Awards are presented to the solution for each use-case placed in the top scenario that ranked the highest in the Info-Tech Value Index for each segment of a use-case evaluated scenario (see Vendor Landscape Methodology: Information scenario. Presentation – Value Index, above). If insufficient pricing information is made available for the evaluated solutions, such that a Value Index cannot be calculated, no Best Overall Value Award will be presented. Only one Best Overall Value Award is available for each use-case scenario. Info-Tech’s Best Overall Value Award is presented to the solution within each use-case scenario with the highest Value Index score.

Info-Tech Research Group 154 Vendor Landscape Methodology: Fact Check & Publication

Info-Tech takes the factual accuracy of its Vendor Landscapes, and indeed of all of its published content, very seriously. To ensure the utmost accuracy in its Vendor Landscapes, we invite all vendors of evaluated solutions (whether the vendor elected to provide a survey and/or participate in a briefing or not) to participate in a process of fact check. Once the research project is complete and the materials are deemed to be in a publication ready state, excerpts of the material specific to each vendor’s solution are provided to the vendor. Info-Tech only provides material specific to the individual vendor’s solution for review encompassing the following: • All written review materials of the vendor and the vendor’s product that comprise the evaluated solution. • Info-Tech’s Criteria Scores / Harvey Balls detailing the individual and overall vendor / product scores assigned. • Info-Tech’s Feature Rank / stoplights detailing the individual feature scores of the evaluated product. • Info-Tech’s Raw Pricing for the vendor either as received from the vendor or as collected from publicly available sources. • Info-Tech’s Scenario ranking for all considered scenarios for the evaluated solution. Info-Tech does not provide the following: • Info-Tech’s Vendor Landscape placement of the evaluated solution. • Info-Tech’s Value Score for the evaluated solution. • End-user feedback gathered during the research project. • Info-Tech’s overall recommendation in regard to the evaluated solution. Info-Tech provides a one-week window for each vendor to provide written feedback. Feedback must be corroborated (be provided with supporting evidence), and where it does, feedback that addresses factual errors or omissions is adopted fully, while feedback that addresses opinions is taken under consideration. The assigned analyst team makes all appropriate edits and supplies an edited copy of the materials to the vendor within one week for final review. Should a vendor still have concerns or objections at that time, they are invited to a conversation, initially via email, but as required and deemed appropriate by Info-Tech, subsequently via telephone, to ensure common understanding of the concerns. Where concerns relate to ongoing factual errors or omissions, they are corrected under the supervision of Info-Tech’s Vendor Relations personnel. Where concerns relate to ongoing differences of opinion, they are again taken under consideration with neither explicit not implicit indication of adoption. Publication of materials is scheduled to occur within the six weeks following the completion of the research project, but does not occur until the fact check process has come to conclusion, and under no circumstances are “pre-publication” copies of any materials made available to any client.

Info-Tech Research Group 155