Onboarding project | Zoho-ManageEngine

ICP

Site24x7 sits on the bedrock of technology driven subscription based product, it has 4 major ICPs:

	ICP1	ICP2	ICP3	ICP4
Company size	Enterprises/Unicorns	SMBs	Startups	MSPs, Cloud Service Providers
Job title	DevOps Manager, Cloud Architect	DevOps Manager, Cloud Architect, CTO	DevOps Engineer, CTO	Project manager
Geography	Not restricted to one location	Not restricted to one location	India	India
GMV/Funding raised	$10 million-1 billion	$1- 10 million	Upto $1 million	$10 million-1 billion
Industry domain	Not restricted to one industry	Not restricted to one industry	Internet first companies	IT, tech, cloud
Dev/sales/marketer/leadership	Tech leadership led decision making	Tech leadership led decision making	Developer led decision making	Project/Product managers led decision making
Growing	Slow but gradual growth	Medium growth	High growth	Slow but gradual growth
Org structure	Hierarchical- Board/Group of executives helps in decision making.	Hierarchical- Board/Group of executives helps in decision making.	Flat hierarchy with each of the employees have a say in decision making.	Hierarchical but decisions taken at project level, few stakeholders involved.
Pain points	Complex IT real-estate, High infrastructure operational cost, small outage can cause big business loss.	High infrastructure cost, outages will stop growth and brand reliability.	High cloud cost, no dedicated team overlook the rising cloud bill.	Winning trust of customers in managing their infrastructure, Customer churn due to cost difference, High MTTR
Existing solution	In-house monitoring tools and manual checking,	Manual checking, log analysis, open source tools	Dependent on native cloud tools like CloudWatch from AWS	Managed services team
Top influencers	DevOps Manager, Cloud Architects, Server administrators	DevOps Manager, Cloud Architects, Cloud Engineers	CTO, Developers	Technical Project managers, Cloud project managers
Top blockers	Finanace leadership, Engineering leaders	FinOps teams	Internal Finanance teams	Customers of MSP due to resistance to change
Top features by use	- Server Monitoring- Website Monitoring- Multi-Cloud Monitoring- AI Ops and anomaly detection- Custom Dashboards- IT Automation- Website Performance Reports	- Server Monitoring- Website Monitoring- Multi-Cloud Monitoring- AI Ops and anomaly detection- Custom Dashboards- IT Automation- Website Performance Reports	- Server Monitoring- Website Monitoring- Multi-Cloud Monitoring- AI Ops and anomaly detection- Custom Dashboards- IT Automation- Website Performance Reports	- Server Monitoring- Website Monitoring- Multi-Cloud Monitoring- MSP dashboard- Multi-account tenancy- Anomoly dashboards- Configuration Alarms
Frequency of use case	Everyday	Everyday	Every 2-3 days	Every 2-3 days
Money spent on use case	$1200- $20000 per month	$300- $10000 per month	$300- $1000 per month	$1200- $20000 per month
Primary motivating factor toward Site24x7	- Ease of usage- High cost with competitors- Advanced features at less cost	- Ease of usage- Detailed log management, no extra payment for detailed log analysis- Advanced features at less cost	- Value for money- Great to onboard- Easy to configure, no specialist required to get started	- Dedicated MSP packs- Remote monitoring dashboard- No extra cost for detailed actions on SLAs

JTBD

The goals of different ICPs differ when they are adopting Site24x7. As we are considering an entire organization as an ICP here, the personal and social goals are negligible here.

Job	Enterprises	SMBs	Startups	MSPs
Functional Goals	- Monitor its complex IT stack- Reduce MTTR and eradicate end user performance issues by building an robust IT real estate.- Get visibility into opaque issue areas of infrastructure	- Grow faster and get past the competitors by building strong IT systems- Get maximum value out of their IT investment- Reduce IT related issues and increase availability of their applications and servers	- Get deep actionable insights on the IT real estates.- Able to monitor the entire IT stack without any specialists hiring.- Ease of management	- Able to get customised plans for their own customer.- Play around remote monitoring and dedicated dashboard for their dashboards.- Able to manage their customers' entire IT stack from a single dashboard
Personal Goals	-	-	-	-
Financial Goals	- Save time and money through strong IT systems- Win more paying customer	- Get the maximum value out of the investment they have made.- Save more with less Opex cost	- Reduce Opex cost and reinvest in growing the startup	- Save more, get better commissions thorugh implementations- Reduce Opex of customers and increase their profit margins.
Social Goals	-	-	-	-