Platform consolidation vs point solutions

“Our platform approach and ongoing innovation uniquely position AvePoint to tackle the critical challenges of data security, governance and resilience in today’s complex multi-SaaS digital landscape.”

“This partnership exemplifies how the breadth of our platform allows us to address multiple complex data challenges while delivering both immediate and long-term value.”

“Seamlessly addressing these widespread problems is precisely what the AvePoint Confidence Platform solves.”

“Our platform approach, which offers a one-stop solution to the most universal data management challenges, continues to resonate with customers and prospects and led to strong new local acquisition and significant customer expansions in the third quarter.”

“Our platform approach and our ongoing innovation differentiates us from the point tools in the market and ensures that our clients can drive transformative outcomes, while effectively navigating a complex multi-SaaS digital landscape.”

“First and foremost is our platform strategy, ensuring every feature and solution works together to maximize interoperability.”

“This approach is the foundation of our "Beyond Secure" philosophy, and addresses the inadequacies of traditional data management, which often involves piecemeal solutions that breed complexity and erode confidence.”

“Ultimately, AvePoint's holistic approach to AI deployment integrates data security, governance, and business continuity solutions into an easy-to-deploy platform, making us the preferred vendor for organizations worldwide.”

“These data management challenges are so big that most software companies only focus on one of them, which is what we see as a pain point for customers seeking true platform plays and fewer vendors.”

“This recognition is driving demand for truly integrated platforms that can deliver comprehensive data management capabilities. Our platform strategy continues to resonate strongly with customers precisely, because it addresses these converging challenges.”

“These trends are compounding in ways that make point solutions increasingly inadequate. Organizations are recognizing that siloed approaches to data protection, governance, compliance and content management create dangerous gaps than inefficiencies.”

“These all play to AvePoint's strength. And as organizations look to consolidate vendors, we're well positioned to meet that need.”

“So it is governance, it is security, it is data protection, ransomware detection and recovery. We consider that a platform play that where we do the really good land and expand and leverage the power of the platform. But now increasingly, conversation, especially in the enterprise segment is led by governance, as I mentioned earlier, especially focused on Agentic governance.”

“Now we did announce AgentPulse, that's driving a ton of interest and also actual results. Nearly half of our pipeline now is the control suite.”

“The customer need to rapidly address multiple strategic use cases is extremely common today given the number of ecosystems and applications our customers are using and the ability of our platform to protect and govern data regardless of where it resides is a unique competitive advantage.”

“The resulting contextual data is an enormous competitive advantage for AvePoint and truly distinguishes us from legacy point solutions and backup first vendors.”

“Last quarter, actually, well over 1/4 of new closed deals are control. Now 50% of the pipeline are created with Control. Governance of AI, governance of data, it's very, very much top of mind for customers.”

“Next week, at our Commvault Shift Customer and Partner event, we will highlight how we are shifting from data protection to leading the charge in cyber resilience. We're going to introduce a radically new approach that empowers customers to withstand today's nonstop and escalating cyber threats.”

“We're bringing together what we're known for - best-in-class data protection - and combining it with exceptional data security, recovery, and driven data intelligence. Cyber resilience like this has never been possible until now.”

“Our Commvault Cloud platform continues to accelerate our growth as more companies turn to us for industry-leading cyber resilience. We're rapidly becoming an integral part of the security conversation.”

“And we're serious when we say no workload, no cloud, and no application left behind.”

“Just I've been saying this for a while that there is a platform consolidation required in the industry. Just over the years, there have been too many big part programs. There have been too many best-of-breed capabilities that have been inserted into enterprises, which—and I think I've said—I said last quarter, I'd say again, in this case, more is not necessarily better.”

“Our multi-cloud strategy is simple: meet customers where they are and give them the cloud-first resilience capabilities they need for continuous business.”

“Second, in this more complex and dynamic hybrid cloud world, point products don’t cut it. Our combined cloud platform offers customers depth of coverage and breadth of offerings with exceptional choice and flexible consumption.”

“These are just a few examples of customers that are bypassing point solutions and top grading vendors to utilize the extensive capabilities of our Commvault cloud platform for enhanced cyber resilience in a hybrid cloud world.”

“We have been very clear that our focus is on resilience, which means helping customers recover their businesses and maintain their capabilities and connections. We achieve this in a scalable manner within a hybrid multi-cloud environment.”

“When you take those factors into account, customers are consolidating. More in this case is not better. Having more vendors, policies, and feet on the street working things out is harder. There is a definite direction of consolidation to our advantage because our platform uniquely provides that capability at scale and does it in a hybrid environment.”

“The third piece is that the problem we solve, the hard problem we solve for customers goes beyond data protection. We're looking at entire environments on cloud native, true multi-cloud, and SaaS environments.”

“Our play has always been from the day we launched Metallic, our SaaS offering. Our dream has always been to have the singular platform for hybrid customers.”

“I would say that the way we're growing, at least on the software side, is our customers are consolidating desperate platforms over the years. They're rethinking their resilience strategy with us in the wake of all the ransomware and cyber attacks, and we continue to innovate on our platform.”

“It's always been competitive, and it's becoming even more so now with cybersecurity gaining prominence in boardrooms and AI becoming a key focus. This increased visibility makes the landscape more competitive.”

“I believe there is still significant potential for consolidation and for us to assist customers in becoming more resilient.”

“As a result of these market dynamics and the accelerated merging of business and technology objectives and strategies, customers are prioritizing observability spend.”

“They want a solution that leverages all data types, traces, metrics, logs, really user data, etc., with the analytics and context that come from a unified data store rather than a common user interface that requires a lot of extra effort to leverage.”

“Second, large enterprises continue to outgrow their DIY open-source and competitive dashboard and monitoring tools, seeking instead a much more dynamic, fully unified observability platform.”

“And third, vendor consolidation and standardization across their organizations are key priorities.”

“We view the growing number of these deals as a sign that the increasing complexity of managing fragmented tools is becoming unmanageable, and customers are looking for a partner to help them drive business value and tool consolidation.”

“We believe the market is moving toward us with a desire for fewer solutions, better insights, and actionable answers leading to rapid incident resolution and prevention.”

“More specifically, within the sales funnel, we are seeing a growing number of larger and more strategic deals related to observability architecture and vendor consolidation initiatives, and we expect this directional heading to continue.”

“We view this increasing trend to consolidate existing observability tools and standardize them on a unified platform as a significant opportunity for us.”

“Our unified platform with contextual analytics, hypermodal AI, and automation differentiates us in the market and positions us well relative to competitive alternatives.”

“Moreover, we continue to see customers looking to consolidate siloed monitoring tools and standardize on an end-to-end observability platform. The advantages of such an approach typically include increased productivity, reduced cost, improved security, and a more consistent user experience.”

“Our value proposition continues to resonate with enterprise customers that are outgrowing their existing DIY or commercial tooling solutions. They are seeking business value and tool consolidation and coming to Dynatrace for the depth, breadth, and automation of our end-to-end observability platform.”

“We believe the market is increasingly playing to our strengths in moving toward fewer solutions with a need for actionable insights, leading to rapid incident resolution and prevention.”

“We believe the market is playing to our strengths by moving toward fewer solutions with a growing need for actionable insights and visibility.”

“There's a common theme we've covered here today. Customers understand that a unified observability platform is mission-critical. We have a significantly differentiated AI-powered observability platform.”

“Our value proposition continues to resonate with enterprise customers that are outgrowing their existing DIY or commercial tooling solutions. They are seeking business value from tool consolidation and coming to Dynatrace for the depth, breadth and automation of our unified observability platform.”

“Gartner sees 75% of security leaders actively pursuing a vendor consolidation strategy, although less than 15% of large enterprise customers have implemented at least one security platform solution. Gartner expects that by 2028, 45% of organizations will use fewer than 15 cybersecurity tools in their product portfolio, up from 13% of organizations in 2023.”

“We've been talking about the benefits of simplifying security architectures and consolidating point products into platforms for a while now.”

“More recently, our industry peers have been evangelizing the virtues of platformization, and industry experts have begun to weigh in. I had our teams go back and compare the growth in the mentions of the word platform on cybersecurity earnings calls this year versus last year, and we found an overall 50% increase amongst our peers.”

“If I look at the broader technology industry, we have seen evergreen companies that successfully execute on a platform approach in markets such as CRM, HR, and ITSM. We think this will happen in cybersecurity, and we are poised to be that company.”

“You are correct that there is a push for consolidation, with organizations looking to reduce security expenditures. This is more of a top-down approach rather than bottom-up.”

“Over a year ago, we doubled down on our platformization strategy. We're pleased with the large deal momentum we've had since and the endorsement of our strategy broadly across the industry.”

“In Q3, we delivered over 90 net new platformization deals and now have a total of approximately 1,250 platformizations within our top 5,000 customers.”

“We firmly believe that providing visibility across the customers' risk environment by integrating traditional vulnerability management with a broad set of cloud security solutions and pairing it with world-class detection and response SOC efficacy in one place gives customers a more effective solution and overall better security outcomes at the price value they are seeking.”

“Security practitioners are increasingly struggling to manage visibility into their complete IT environments. Current market offerings don't tackle these challenges effectively or economically, which is particularly difficult for mainstream enterprises.”

“We are seeing a shift to CTEM or what Gartner calls the exposure management space. It's not just sort of packaging vulnerability management together with cloud; it's the ability to ensure you have end-to-end visibility across the environment.”

“Our flagship Exposure Command offering aims to provide integrated risk visibility across the full attack surface and optimal cost-effectiveness.”

“We continue to see strong demand for our consolidated offerings across both threat detection and risk management, which together have scaled to make up over $175 million of ARR.”

“The Command workflows and user experience stand out from the current market offerings, particularly by our ability to aggregate a diverse range of third-party security data into a single source of truth.”

“Our strategy is resonating strongly with customers by bringing cloud security capabilities into a broader platform that provides customers with a high-quality integrated view of their broader attack surface.”

“Currently, GitLab allows customers to replace more point solutions than any other method, but we aim to ensure they can replace all their point solutions.”

“Customers report to us that they were able to consolidate their tool chain anywhere from 3 to 20 solutions into our platform, accelerate release cycles by 7 times and even realize 70% improvements in annual savings.”

“It is clear from our results that our customers see the value of our end-to-end DevSecOps platform that allows them to consolidate spend, avoid vendor lock-in and deliver outcomes to the business more quickly.”

“We offer comprehensive solutions across the software development life cycle with built-in contextual AI that's really only possible on a platform with a unified data store.”

“We believe our market is moving rapidly in a direction that's inherently advantageous for platform solutions.”

“Unlike competitors, we are the only AI-native, cloud-agnostic, model-neutral DevSecOps platform capable of running anywhere, including air-gapped environments.”

“It's why Jensen Wang hit it on the head when he said, ServiceNow is the AI operating system for the enterprise.”

“CIOs don't want 1,000 points of dim light. They're betting on a few market-leading platforms working together as the great unlock. They see ServiceNow as the intelligent action platform spanning the entire enterprise.”

“the fragmented legacy CRM stacks without this unified platform approach, actually can't really take advantage of AI. It would be super tactical to add an agent to one instance of a disconnected CRM system from all the other processes I just mentioned.”

“We integrate across the entire tech stack, ERP, CRM, HCM, bringing all that data into a single model. Further from there, we elevate into the workflow layer, transforming data into actionable insights, then we move into the AI layer not just automation, but true AI agents executing real tasks in parallel to drive outcomes.”

“you can start to see pretty quickly that AI in the ServiceNow system will actually consolidate the past. And you will not see companies tolerate any longer multiple instances on multiple release levels whereas in the past, they might have tolerated it, Now they're getting the picture with AI that they don't have to.”

“That's why the software industrial complex is converging on ServiceNow as the AI operating system for the enterprise.”

“The foundational theme underpinning these results is the power of our Enterprise TruRisk Platform to help customers consolidate cybersecurity at scale.”

“Customers are enthusiastic about the capabilities we offer as they can centralize their risk management in one comprehensive platform. We provide consolidated insights that enable board-level conversations about risk and the corresponding budget required to mitigate it. This approach resonates with customers and distinguishes us from other solutions in the market.”

“The conversations we are having show that there's a real desire to consolidate tools and focus on business outcomes rather than just adding more alerts to fix. The momentum around features like the ROC and ETM is very genuine, even if macro conditions create scrutiny on deal cycles.”

“In summary, we believe our natively integrated platform that comprehensively measures, communicates, and remediates cyber risk brings a highly differentiated value proposition to our customers as they get more security using fewer resources with the Qualys Enterprise TruRisk Platform.”

“Alongside several other exciting announcements at QSC San Diego, we were pleased to commence GA of both our TruRisk Eliminate and Qualys TotalAI capabilities, marking another milestone in Qualys' 25-year history of cybersecurity innovation. We are pioneering these categories, and both are key differentiators on our platform.”

“Primarily, it's the same for all these DSPM vendors. What they are doing for us more than anything else is expanding our total available market and generate awareness that you need to protect data on this cloud repositories.”

“As a result, customers are consolidating their data security budgets with Varonis.”

“And regarding the database activity monitoring, there are these 2 incumbents that we can replace. People want to consolidate around one data security platform for security, compliance and AI usage and [ sterile ] proxy works extremely well and everything that we are building around it.”

“AI is forcing companies to prioritize data and AI security, and Varonis is uniquely positioned to help with our unified platform that allows customers to put the right guardrails in place in order to accelerate their AI deployment plans.”

“With the hybrid mesh concept, we are focusing on consolidating and creating a comprehensive platform for networks everywhere, covering on-prem data centers, cloud security, remote workforces, SASE, SaaS, and browsers—all unified on a single platform.”