Blue Eye Technology Pdf ASA Competitive by gah17860

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									                                  ASA Competitive Pricing Analysis
                                         Company Name
                                            4/9/2008
                                               ASA Company Private

                              Customer-viewable - Not for public disclosure



                                           Data entry into blue fonts only




Disclaimer - This document is a courtesy cost analysis. It is the responsibility of the customer to examine the numbers and
the model for themselves, and to determine the suitability or lack of suitability for their particular circumstance. When
estimates of the cost of other company's products are employed, ASA has used their best estimate and they should be
verified by the customer. This is not a quotation and ASA and their partners will not be responsible for any errors,
ommissions or misinterpretations of any kind.
      M1 Portfolio Costs
M1 OT Expert                  $7,995
M1 OT Specialist              $6,495
M1 OT Professional            $3,995
M1 OT Advisor                 $2,295
M1 OT Guide                     $995
M1 Reader                       $500
Subscription
  M1 OT Expert                 $995
  M1 OT Specialist             $995
  M1 OT Professional           $750
  M1 OT Advisor                $500
  M1 OT Guide                  $250


    Agilent Portfolio Costs
EZJ                           $3,961
EZJ+                          $7,914
SDA                           $7,908
InfiniiScan                   $4,946
Matlab                        $1,979
I2C/SPI                       $1,479   for 8000/80000/90000
I2C/SPI                       $1,021   for 6000/5000
Ethernet                      $3,957
PCIe                          $2,968
DVI                           $3,952
HDMI                          $5,918
CAN                           $1,479   for 8000/80000/90000
CAN/LIN (est)                 $1,000   for 6000/5000
FBDIMM                        $3,956
FC                            $3,956
SATA                          $2,967
SAS                           $3,957
DDR2                          $2,963
USB 2.0                       $2,021
Competitive Analysis

Sheet Premise
Comparison of M1 without subscription, no
discount vs. minimal deployments - Tek and
Agilent

                                             Data entry into blue fonts only
                                       M1-OT                         M1 Subscription
      Product Level          Unit      QTY      Subtotal        Unit    QTY
   M1 OT Expert               $7,995    3         $23,985        $995    0
   M1 OT Specialist           $6,495    1          $6,495        $995    0
   M1 OT Professional         $3,995    4         $15,980        $750    0
   M1 OT Advisor              $2,295    4          $9,180        $500    0
   M1 OT Guide                  $995    5          $4,975        $250    0
   M1 Reader                    $500    7          $3,500
                                                  $64,115


                                                                     Lab Advantage Discount
                                                                           Discounted Total


              Assumes 1. No M1 Subscriptions or Readers
                      2. Bare minimum software deployment from competition (i.e. jitter package only)
                      3. 100% Agilent or 100% Tek scope-mix for competitive pricing for high-end scopes (unrealisitic).
                      4. Does not model any future effects or enterprise effects for M1
                                   (collaboration impact, tool standardization, risk reduction, etc.)

           Bottom Line 1. M1 supports more Agilent scopes than Agilent software, more Tek scopes than Tek softwa
                       2. M1 can be deployed onto every scope in the lab for less than it costs Tek or Agilent's softw
                       3. M1 is more able to broadly deploy analytic, debug and automation capability onto your exis
                       4. For the price of the minimum possible broad deployment, M1 delivers vastly more function
Competitive Analysis

Sheet Premise:
Comparison of M1 with subscription, no
discount vs. minimal deployments - Tek and
Agilent

                                             Data entry into blue fonts only
                                       M1-OT                         M1 Subscription
      Product Level          Unit      QTY      Subtotal        Unit    QTY
   M1 OT Expert               $7,995    3         $23,985        $995    3
   M1 OT Specialist           $6,495    1          $6,495        $995    1
   M1 OT Professional         $3,995    4         $15,980        $750    4
   M1 OT Advisor              $2,295    4          $9,180        $500    4
   M1 OT Guide                  $995    5          $4,975        $250    5
   M1 Reader                    $500    7          $3,500
                                                  $64,115


                                                                     Lab Advantage Discount
                                                                           Discounted Total


              Assumes 1. Includes M1 Subscriptions but no Readers
                      2. Bare minimum software deployment from competition (i.e. jitter package only)
                      3. 100% Agilent or 100% Tek scope-mix for competitive pricing for high-end scopes (unrealisitic).
                      4. Does not model any future effects or enterprise effects for M1
                                    (collaboration impact, tool standardization, risk reduction, etc.)

           Bottom Line 1. M1 supports more Agilent scopes than Agilent software, more Tek scopes than Tek softwa
                       2. M1 can be deployed onto every scope in the lab for less than it costs Tek or Agilent's softw
                       3. M1 is more able to broadly deploy analytic, debug and automation capability onto your exis
                       4. For the price of the minimum possible broad deployment, M1 delivers vastly more function
                       5. The M1 portfolio can deliver a painless technology replacement strategy via Subscription a
Competitive Analysis

Sheet Premise:
Comparison of M1 under Lab Advantage
Program discount vs. minimal deployments -
Tek and Agilent

                                             Data entry into blue fonts only
                                       M1-OT                         M1 Subscription
      Product Level          Unit      QTY      Subtotal        Unit    QTY
   M1 OT Expert               $7,995    3         $23,985        $995    3
   M1 OT Specialist           $6,495    1          $6,495        $995    1
   M1 OT Professional         $3,995    4         $15,980        $750    4
   M1 OT Advisor              $2,295    4          $9,180        $500    4
   M1 OT Guide                  $995    5          $4,975        $250    5
   M1 Reader                    $500    7          $3,500
                                                  $64,115


                                                                     Lab Advantage Discount
                                                                           Discounted Total


              Assumes 1. Includes M1 Subscriptions and the minimum number of Readers
                      2. Bare minimum software deployment from competition (i.e. jitter package only)
                      3. 100% Agilent or 100% Tek scope-mix for competitive pricing for high-end scopes (unrealisitic).
                      4. Does not model any future effects or enterprise effects for M1
                                    (collaboration impact, tool standardization, risk reduction, etc.)

           Bottom Line 1. M1 supports more Agilent scopes than Agilent software, more Tek scopes than Tek softwa
                       2. M1 can be deployed onto every scope in the lab for less than it costs Tek or Agilent's softw
                       3. M1 is more able to broadly deploy analytic, debug and automation capability onto your exis
                       4. For the price of the minimum possible broad deployment, M1 delivers vastly more function
                       5. The M1 portfolio can deliver a painless technology replacement strategy via Reader and sti
                       6. By adding the minimum number of Readers, this deal is eligible for "Lab Advantage Packag
Competitive Analysis

Sheet Premise:
Comparison of M1 under Lab Advantage
Program discount vs. typical deployments -
Tek and Agilent

                                             Data entry into blue fonts only
                                       M1-OT                         M1 Subscription
      Product Level          Unit      QTY      Subtotal        Unit    QTY
   M1 OT Expert               $7,995    3         $23,985        $995    3
   M1 OT Specialist           $6,495    1          $6,495        $995    1
   M1 OT Professional         $3,995    4         $15,980        $750    4
   M1 OT Advisor              $2,295    4          $9,180        $500    4
   M1 OT Guide                  $995    5          $4,975        $250    5
   M1 Reader                    $500    7          $3,500
                                                  $64,115


                                                                     Lab Advantage Discount
                                                                           Discounted Total


              Assumes 1. Includes M1 Subscriptions and the minimum number of Readers
                      2. Typical software deployment from competition (multiple packages)
                      3. 100% Agilent or 100% Tek scope-mix for competitive pricing for high-end scopes (unrealisitic).
                      4. Does not model any future effects or enterprise effects for M1
                                     (collaboration impact, tool standardization, risk reduction, etc.)

           Bottom Line 1. M1 supports more Agilent scopes than Agilent software, more Tek scopes than Tek software
                       2. M1 can be deployed onto every scope in the lab with enough left over to buy 2-4 additional mid-range oscilloscopes
                       3. M1 is more able to broadly deploy analytic, debug and automation capability onto your existing scopes than either Tek or Agilent
                       4. For the price of the typical broad deployment, M1 delivers vastly more functionality
                       5. The M1 portfolio can deliver a painless technology replacement strategy via Reader and still stay under the cost of both Tek and
                       6. By adding the minimum number of Readers, this deal is eligible for "Lab Advantage Package" discount pricing which is below th
                       7. The cost of software from the scope manufactures cuts deeply into your lab budget when deployed on even a single scope.
Competitive Analysis

Sheet Premise:                                                                  M1 is the least expensive, most powerful oscilloscope usefulness-enhancing
Summary of preceding 4 value propositions/cases                                 the only tool available that provides heterogeneous scope support. The port
                                                                                architecture, the product model and the business model were all designed fr
                                                                                created by ScopeCo's "vision" for osvilloscope software.

                                                  No data entry on this sheet
                                          M1 Package Makeup                               Agilent
               Case        Subscription   Reader  L-A Discount        Cost          Cost
          Value Prop 1         No           No         No             $64,115        $63,312
          Value Prop 2        Yes           No         No             $74,345        $63,312
          Value Prop 3        Yes          Yes        Yes             $67,134        $63,312
          Value Prop 4        Yes          Yes        Yes            $67,134        $260,856


                          Bottom Line 1. M1's heterogeneous scope support mean you can deploy it to all your scopes.
                                      2. ScopeCo can only supply software for a fraction of their own scopes
                                      3. ScopeCo software will only support ScopeCo instruments
                                      4. M1 provides a vastly superior financial value proposition.
                                      5. When typical ScopeCo software deployments are considered, M1 is almost always immediately self-funding.
                                      6. M1 is the only solution available that provides a painless, inexpensive technology replacement strategy.
                                      7. M1 is the only solution available that aspires to be more than just a "point of measurement" solution.
                                      8. M1 has an enterprise deployment architecture with designed-in enterprise impact.
                                      9. M1's inexpensive cost structure allows for deployment on every instrument,.. HAL can act as a "barrier" to hidden
                                      10. Being the company that invented the scope app and being focused ONLY on the scope app allows for certain ma
Competitive Analysis

Sheet Premise                                                                        By becoming a reference site for the M
Additional savings for participating in the President's                              can save even more on this purchase.
reference site program.

                                             No data entry on this sheet
                                               M1 Package Makeup
                Case          Subscription     Reader  L-A Discount        Cost
           Value Prop 1           No             No         No             $64,115
           Value Prop 2          Yes             No         No             $74,345
           Value Prop 3          Yes            Yes        Yes             $67,134
           Value Prop 4          Yes            Yes        Yes             $67,134 Includes Lab Advantage Discount
                                                                                     Discounted on a case by case basis
                                                                           $67,134


                              Bottom Line 1. The President of ASA is collecting a small group of willing Lab Advantage c
                                          2. He is willing to add additional discount into the deal if the customer can bec
                                          3. Being a reference site means a short case study (1-2 page white paper) illus

								
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