Organization size
- Typically larger organizations or sizable business units within very large enterprises.
- Organizations operating around-the-clock file transfer and B2B exchange environments where the cost of downtime is significant.
Industries
- Banking and financial services
- Retail, supply chain, logistics, and manufacturing
- Regulated industries with high-volume trading-partner networks
Roles and personas
- Decision makers: integration architects, enterprise infrastructure leaders, B2B/EDI program owners, and security or risk stakeholders.
- End users: Sterling administrators, site reliability engineers, operations teams, and B2B integration engineers.
Primary problems addressed
- Mitigating single-data-center mailbox dependency and improving disaster recovery posture
- Enabling near-real-time replication of payloads and metadata for continuous file exchange
Deal qualifiers
- Existing deployments of Sterling B2B Integrator and/or Sterling File Gateway
- Organizational capability to manage Cassandra-backed systems or willingness to develop that competency
- Requirements for active-active, multi-data-center mailbox replication rather than simple backup/restore DR
Deal disqualifiers
- Requirement for a simple, standalone MFT server without a multi-component enterprise stack
- Insufficient operational maturity to manage Cassandra, replication tuning, retention policies, and patching
- Need for extensive independent benchmarks and product reviews for evaluation