Company Description

AppDynamics is a full-stack application performance management (APM) and IT operations analytics (ITOA) company with approximately 1600 employees. The company is headquartered in San Francisco and operates in the information technology & services and computer software sector, with a key focus on web performance, application intelligence, and business performance.

AppDynamics plays an essential role in managing the performance and availability of applications across various environments. These environments include cloud computing, IT infrastructure, network architecture, digital user experience design, application security threat detection, observability, data centers, and hybrid and cloud-native environments. AppDynamics provides an observability platform that offers visualization tools for each component across complex application infrastructures. This aids in troubleshooting and performance monitoring to improve user experience and business operations.

One of AppDynamics' primary solutions includes a cloud monitoring system –– Cisco Secure Application. This solution provides real-time guidance for potential vulnerabilities in applications, thereby enabling organizations to secure their cloud environments effectively. Additionally, the company keeps track of CPU usage metrics to prevent performance degradation that could affect disk read and write speeds and create significant memory issues.

AppDynamics' platform is designed to analyze and optimize digital business performance in real-time, thereby delivering problem resolution for highly distributed applications. This aligns with the company's mission to support the most innovative companies in achieving their boldest ambitions. The senior team at AppDynamics brings extensive experience in systems management, distributed systems, and application performance management.

Their vast array of expertise spans across programming languages and technologies including but not limited to Java, .NET, PHP, Node.js, mobile, big data, and DevOps. AppDynamics is recognized for its capability to handle capacity planning, end-user monitoring (EUM), and database (DB) monitoring. As the domain evolves, the company continually pushes the boundaries of application performance management, creating indispensable tools that support both IT workers and the businesses they serve.

I. Target Company Profile

Company Name: AppDynamics

Company URL: appdynamics.com

Number of Employees: ~1,600

Industry: Information Technology & Services; Computer Software; Internet

Characteristics / Keywords: Software, Information Technology, Java, Application Performance Management, Troubleshooting, Capacity Planning, Cloud, DevOps, .Net, PHP, Application Intelligence, Web Performance Monitoring, PHP Monitoring, Java Monitoring, .Net Monitoring, APM, Web Apps, NodeJS, Mobile, EUM, DB Monitoring, Big Data, Business Performance

Current Challenges/Pain Points:

1. Tracking and managing CPU usage across multiple applications and environments.
2. Identifying and addressing potential vulnerabilities in its applications across diverse cloud environments in real-time.
3. Appropriately scaling its resources and services to meet the rapidly changing and expanding needs of its diverse clientele.
4. Providing comprehensive application intelligence for increasingly complex IT infrastructures.
5. Extracting insightful and actionable metrics from vast amounts of data across diverse and complex IT environments.

II. Value Proposition

Given the above challenges faced by AppDynamics, our B2B SaaS solution offers:

1. Robust CPU management capabilities which ensures stable and high-performance of multiple applications and environments.
2. Advanced vulnerability detection and response solutions tailored for diverse cloud environments to enhance security.
3. Scalable resources and services that can dynamically adjust according to client needs and market demands.
4. Comprehensive application intelligence to effectively manage complex IT infrastructures.
5. Advanced data analytics that provide actionable insights for decision making and optimizing digital business performance.

III. Prospecting Strategy

1. Contact Identification and Research: Identify the key stakeholders and decision makers within AppDynamics who have the authority to approve new tools or solutions. This might include CTO, Directors or heads of Technology, Data Analysis, Cloud Management etc. Understand their pain points and needs.
2. Initial Outreach: Send a tailored email to the identified stakeholders addressing the challenges faced by AppDynamics and how our solution can help in addressing these issues.
3. Follow-up and Clarification: Follow up with a phone call to further discuss their pain points, our offer, and to set up a personalized demo.
4. Product Demonstration: Conduct a personalized product demonstration to showcase how our solution can solve their challenges, using real examples and use-cases similar to AppDynamics' environment.
5. Proposal & Negotiation: Submit a detailed proposal including pricing, terms and conditions, and critical deliverables. Address any counter-proposals, objections or questions that might arise.
6. Closing: Once a mutual understanding is reached, confirm the agreement and set up an onboarding process for AppDynamics to use our solution.

IV. Sales Goal

To successfully sell our B2B SaaS solution to AppDynamics with a timeline of 6 months, starting from initial outreach to closing.

V. Measurement & KPIs

1. Number of reached out contacts: Strive to contact at least 50% identified stakeholders within the first month.
2. Response rate: Achieve a target of at least 25% response rate from the contacted personnel.
3. Demonstrations: Conduct minimum of 5 product demonstrations by the end of the third month.
4. Conversions: Convert at least one key stakeholder/decision-maker to use our solution by the end of the fourth month.
5. Closure: Close the sales by the end of the sixth month.

Each KPI will be tracked and adjusted as necessary to ensure we are taking the best approach to achieving our sales goals.