A proof of concept is an excellent way to showcase how a technology will provide immediate business value for your customers. To conduct a successful proof of concept using ThousandEyes, it's important to qualify the opportunity and outline what success looks like to that customer.

1. Getting Started with
ThousandEyes
Proof of Concepts
Customer Digital Experience
Deepak Ravi
Technical Solutions Architect
Ian Waters
Senior Director, EMEA Marketing

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
Featured speakers
Ian Waters
Senior Director, EMEA Marketing
Deepak Ravi
Technical Solutions Architect

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
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Agenda
• ThousandEyes Overview
• Identification & Qualification of
Opportunities
• Success Criteria
• Execution
• Demo
• Q&A
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© 1992–2023 Cisco Systems, Inc. All rights reserved.
The New Enterprise Reality
Internet is the new network
SaaS is the new app stack
Cloud is the new data center
Home is the new office

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
We empower companies with Internet and
cloud intelligence enabling them to deliver
superior digital experiences.
ThousandEyes
Workforce
DX
ThousandEyes
Customer
DX
ThousandEyes
Enterprise
DX
your Apps your People your Infrastructure
Deliver stellar digital
experiences to users.
Keep workers connected and
enjoying seamless app
performance.
Optimize and sustain the
flow of your digital supply
chain.

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
DNS
App
Front
Door
Users
Internet
BGP
Routing
Cloud/Data Center
ThousandEyes Visibility: Customer Digital Experience

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
DNS
App
Front
Door
Users
Internet
BGP
Routing
Cloud/Data Center
Is it the ISP?
Is it the DNS?
Is it the
transit ISP?
Is it the
Application?
Is it the
Cloud/DC?
ThousandEyes Visibility: Customer Digital Experience

9. Demo

10. Copyright ©2023 ThousandEyes, Inc. All Rights Reserved. 10
• A ThousandEyes PoC is not
– A troubleshooting exercise
– An assessment
– For someone that says
"Let's do what you normally do.”
ThousandEyes PoC: What it Is and What it’s Not
• A ThousandEyes PoC is
– An in-depth evaluation of
ThousandEyes for a potential
customer
– Used to demonstrate the business
value in the context of customers
environment with their data
– Used to arrive at the appropriate
scope of licenses customers require
for production monitoring
– An opportunity to differentiate the
unique value ThousandEyes provides

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
PoC Process
PREPARATION (2 weeks)
● Define Use Cases
● Assess Hardware/Resource
Requirements
● Finalize Success Criteria
● Agree on MAP
● Install Enterprise Agents
● Verify Firewall Connectivity
● Deploy Endpoint Agents

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
PoC Process
PREPARATION (2 weeks) TRIAL ACTIVE (4-6 weeks)
● Define Use Cases
● Assess Hardware/Resource
Requirements
● Finalize Success Criteria
● Agree on MAP
● Verify Firewall Connectivity
● Install Enterprise Agents
● Create Tests
● Build Dashboards
● Configure Alerts
● Add User Accounts
● Continuously Monitor and
Optimize

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© 1992–2023 Cisco Systems, Inc. All rights reserved.
PoC Process
PREPARATION (2 weeks) TRIAL ACTIVE (4-6 weeks) GO-FORWARD PLAN (2 weeks)
● Define Use Cases
● Assess Hardware/Resource
Requirements
● Finalize Success Criteria
● Agree on MAP
● Install Enterprise Agents
● Verify Firewall Connectivity
● Create Tests
● Build Dashboards
● Configure Alerts
● Add User Accounts
● Continuously Monitor and
Optimize
● Document Findings
● Develop Proof of
Value Summary
● Define Next Steps
and Implementation
Planning

14. Identification & Qualification
of Opportunities

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
The 3 Whys?
Why does
the customer
care?
Why do
anything?
Why
ThousandEyes?
The response must
outline the reason why
this customer’s problem
is so severe that it needs
to be solved now
The response should
justify why ThousandEyes
is being selected to solve
this problem and not any
other solution
The response should clearly
define the technical
challenge associated with
the customer’s
infrastructure and how it
affects their business

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
The 3 Whys (Example)
Why does customer
care about visibility?
Why do anything? Why ThousandEyes?
• Connectivity to gaming players is crucial to
provide a seamless and enjoyable
experience for their players, which in turn
can lead to increased engagement and
revenue.
• The lack of visibility 3rd party ISPs’ and
CDN providers’ performance can cause
significant disruption to the gaming
experience.
• High MTTR involving multiple
teams/partners
• Not able to enforce SLAs with CDN
providers without data driven evidence
• Brand reputation for IT team and company
is key
• Gives you an outside-in view of gaming
connectivity performance by monitoring
your DNS servers and key third-party
service providers, like CDNs and ISPs.
• Provides deep insights into CDN content
delivery, including geographic CDN load
balancing, latency, loss and availability.
• Gain evidence-based escalations with
providers

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Prospect Qualification Flow Chart
Does the prospect
have a problem
due to lack of
Internet or WAN or
SaaS visibility?
01

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Prospect Qualification Flow Chart
Does the prospect
have a problem
due to lack of
Internet or WAN or
SaaS visibility?
Is the lack of visibility
a top priority for the
prospect in the next
6-12 months?
01 02

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Prospect Qualification Flow Chart
Does the prospect
have a problem
due to lack of
Internet or WAN or
SaaS visibility?
Is the lack of visibility
a top priority for the
prospect in the next
6-12 months?
Does the prospect
see the challenge
in lack of visibility
as an ongoing
issue for the
foreseeable
future?
01 02 03

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Prospect Qualification Flow Chart
Does the prospect
have a problem
due to lack of
Internet or WAN or
SaaS visibility?
Is the lack of visibility
a top priority for the
prospect in the next
6-12 months?
Does the prospect
see the challenge
in lack of visibility
as an ongoing
issue for the
foreseeable
future?
Is this engagement
tied to a business
initiative or business
impacting issue?
01 02 03 04

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Prospect Qualification Flow Chart
Does the prospect
have a problem
due to lack of
Internet or WAN or
SaaS visibility?
Is the lack of visibility
a top priority for the
prospect in the next
6-12 months?
Does the prospect
see the challenge
in lack of visibility
as an ongoing
issue for the
foreseeable
future?
Is this engagement
tied to a business
initiative or business
impacting issue?
Does the
prospect have a
cloud/WAN
migration
strategy?
01 02 03 04 05

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
What to Consider Before Registering your PoC?
• Do I have a commitment from the prospect to invest time and resources required to successfully
deliver the PoC?
• Do I have a clear understanding of the Company, its Strategic Initiatives, Business Intent &
impact the ThousandEyes solution would have?
• Is there some other vendor involved in the selection process?

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Register a PoC
You can register your ThousandEyes PoC by going to ThousandEyes Partners
SalesConnect page and clicking Register a PoC.

24. Success Criteria

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
CDX: Use Case Discovery
• Walk me through step by step how is the application accessed
and what are the different calls done on the frontend and
backend?
• How do you measure performance from various internet
locations and types of ISPs?
• How actionable is the data produced by your existing
monitoring tools when a cloud provider or an ISP causes an
incident?
• When is the last time you had a problem with an ISP/Cloud/DC
provider? How long did it take them to respond?
• Do you have any regulatory/compliance requirements to
demonstrate adequate visibility, monitoring & control for 3rd party
providers that can impact availability of your service?

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Customer Digital Experience Success Criteria
Drive increased visibility into networks and bridge visibility gaps
● Correlate application performance with infrastructure issues.
● Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots.
● Monitor ISP performance between vantage point and target application / service with associated path visualisation. When issues
occur, isolate these to either the ISP or external networks

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Customer Digital Experience Success Criteria
Drive increased visibility into networks and bridge visibility gaps
● Correlate application performance with infrastructure issues.
● Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots.
● Monitor ISP performance between vantage point and target application / service with associated path visualisation. When issues
occur, isolate these to either the ISP or external networks
Demonstrate the ability to lower triage time and accelerate root cause analysis
● Enable rapid identification of an issue and the responsible party.
● Reduce MTTI and MTTR, helping to improve the user experience and perception of IT.

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Customer Digital Experience Success Criteria
Drive increased visibility into networks and bridge visibility gaps
● Correlate application performance with infrastructure issues.
● Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots.
● Monitor ISP performance between vantage point and target application / service with associated path visualisation. When issues
occur, isolate these to either the ISP or external networks
Demonstrate the ability to lower triage time and accelerate root cause analysis
● Enable rapid identification of an issue and the responsible party.
● Reduce MTTI and MTTR, helping to improve the user experience and perception of IT.
Move from a reactive to a proactive monitoring state
● Proactive alerting to problems based on defined thresholds before users are impacted.
● Provide interactive dashboards and reporting for individual teams, stakeholders and 3rd party providers to build a collaborative
operational model.
● Service assurance and verifying change, identifying if anything is broken during routine changes with before and after snapshots.

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Customer Digital Experience Success Criteria
Drive increased visibility into networks and bridge visibility gaps
● Correlate application performance with infrastructure issues.
● Visualize the end-to-end route users traverse when accessing critical applications, eliminating visibility blind spots.
● Monitor ISP performance between vantage point and target application / service with associated path visualisation. When issues
occur, isolate these to either the ISP or external networks
Demonstrate the ability to lower triage time and accelerate root cause analysis
● Enable rapid identification of an issue and the responsible party.
● Reduce MTTI and MTTR, helping to improve the user experience and perception of IT.
Move from a reactive to a proactive monitoring state
● Proactive alerting to problems based on defined thresholds before users are impacted.
● Provide interactive dashboards and reporting for individual teams, stakeholders and 3rd party providers to build a collaborative
operational model.
● Service assurance and verifying change, identifying if anything is broken during routine changes with before and after snapshots.
The ability to gather shareable evidence to hold Third parties accountable for performance
● Visibility of networks outside of customer control, and understand customer experience across domains and locations.
● The ability to easily generate shareable data for troubleshooting with all stakeholders.

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Before You Continue to Execution
• Does the customer understand what a PoC is & what a PoC is not?
• Did we clearly define & validate Success Criteria?
• Has the timeline been approved?
• Has the scope of the PoC been defined?
• Do we have statistics of current MTTI/MTTR to compare against?

31. Execution

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Automator
● ThousandEyes Automator in a Nutshell
● ThousandEyes Automator Installation & Use
● Using the ThousandEyes Automator
● Deploying ThousandEyes Key Use Cases

33. Demo

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Executing the PoC
● Continuously save, document, and share interesting events
● Scope Creep - Focus can be lost when customer says “I
didn't know you can do this and that”. Push Back - First get
through all items included in the Success Criteria.
● Instantly access ThousandEyes experts (NOT Cisco TAC)
24x7 via live chat from within the product

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© 1992–2023 Cisco Systems, Inc. All rights reserved. @ThousandEyes
Resources
Watch the Replay: Getting started with ThousandEyes
PoC: Enterprise Digital Experience
Register your ThousandEyes PoC
Got questions?
• Email: channel@thousandeyes.com
• Join our “Ask ThousandEyes Channel (EMEAR)” Team space http://cs.co/ask-te-channel-
emear
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