Nelson Cicchitto, CEO of Avatier, discusses the company's entry into the German and European market at KuppingerCole EIC 2011. Avatier differentiates through low maintenance costs, integrated connectors for AD, SAP, PeopleSoft, and Oracle, and built-in GRC and attestation features. The company emphasizes rapid proof-of-concept deployment and shopping-cart self-service provisioning.
Chapters
Got it.
Okay. Nelson Chiquito of Avatier Corporation, your first eic, how have you liked it so far?
EIC has been wonderful. EIC 2011 has given AVATR an opportunity to enter into Europe through the German market. And we've had wonderful meetings with lots of German integrators and partners and met with some customers as well.
What are the questions your customers are asking you?
The biggest question in such a crowded space is user provisioning, password management and GRC is what are our unique selling propositions and how is avatier differentiating themselves from all the other vendors in this space?
And how do you differentiate yourself?
The core differences for us is the ongoing maintenance of the products after they're installed is among the lowest in the industry. The actual service revenue component of our products are one third the cost cost of the product compared to 1 to 1, compared to 1 to 6. With a lot of our competition, the reason we're able to achieve such great goals is that we've integrated a lot of the core technologies in the box. So it's very easy for people to deploy. We've taken a lot of the stumbling blocks like workflow and we've made that very simple for people to deploy it. Very dynamic.
Your boast is that you can come in on Monday and leave the company on Friday and have a complete proof of concept.
That's correct.
How do you do it? Magic.
No magic. A lot of planning, a lot of cooperation with the customer, making sure that we're able to work with the HR team and the apps team prior to our arrival. And then the product speaks for itself. It's able to integrate with your HR system usually in the first day and a half. So that full provisioning deprovisioning is occurring automatically through a role based or RVAC type of approach. And then we use the shopping cart to fill in the other gaps or components and then we have self service password management installed, usually before lunch, across multiple connectors as 400, SAP, PeopleSoft, Oracle, et cetera. And then GRCs built into the whole solution. So as you're setting up your workflow and you're assigning your ownership, you're also assigning your attestation points.
Sounds like a message people will like to hear.
I would hope so.
Have you had a chance to sample the local beer yet?
A couple, yes, absolutely. We were at the beer gardens in Munich and also the Hofbrauhaus.
