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VitalQIP® Address Management Solutions, 2009

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1 VitalQIP® Address Management Solutions, 2009
Welcome to Vital Q-I-P Training for Sales and Marketing. Alcatel-Lucent Sales Training – September 2009 VQ-SM-003W Alcatel-Lucent Educational Services

2 Technical Support Hotline Additional Information
Welcome Contact our Technical Support Hotline for help. Phone (within the U.S.) Phone (outside the U.S.) Fax Technical Support Hotline Safety warnings, trade marks, disclaimers and governing laws apply to all material within this course. Legal Notice If you have any questions about your computer being compatible with this course, call our Technical Support Hotline at the numbers listed. Copyright 2008 by Alcatel-Lucent, all rights reserved. Safety warnings, trade marks, disclaimers and governing laws apply to all material within this course. Full information on these topics is available at this link. Full information is available at: Additional Information

3 How to Navigate Search See Narration View Thumbnails See Outline
Scroll and Choose by Title The side panel allows you to see the outline, view thumbnails, see narrative text, search for a topic, or scroll and jump to a specific title. The control bar along the bottom allows you to play or pause, go to next or previous, indicates current slide and total slides and shows the presentation status. You will also see audio length by minute and seconds, and a volume and mute control. File attachment is an option and the panels can be minimized. Knowledge Checks may appear to reinforce your understanding of the material. Click on the appropriate answers for each question then click submit. Theses Knowledge Checks are optional and the results are not stored. Current Slide/Total Minimize Task Bar Next or Previous Audio Time File Attachment Play or Pause Presentation Status Volume Control and Mute

4 VitalQIP Sales and Marketing - Course Outline
About This Course Course Outline How to Navigate Technical Support Course Objectives 1. The VitalQIP Offer IPAM Introduction Market Dynamics and Drivers Anticipating Trends Identifying VitalQIP Elements Architecture and Functions Features and Benefits DNS and DHCP Services 2. Selling VitalQIP Positioning Qualification Competition Sales Tools Summary and Assessment In addition to this introduction, there are 2 lessons in this course. This slide appears at the start of each lesson. The box highlights your current location in the course.

5 On-Demand Training! About this course VitalQIP Sales & Marketing:
Maximize your competitive advantage for VitalQIP sales success. Offers a basic understanding of VitalQIP which will allow you to intelligently discuss VitalQIP with customers and position its benefits. Intended for audiences that include Global Business Partner AEs and Sales Engineers. Is designed and structure to allow end-to-end linear playback as well as selected access of lessons or topics. On-Demand Training! This course is offered to help maximize your competitive advantage for VitalQIP sales success. A basic understanding of VitalQIP and its add-on modules will allow you to intelligently discuss VitalQIP with customers and position its benefits. The intended audience for this course includes Global Business Partner Account Executives and Sales Engineers. The course is designed and structures to allow end-to-end linear playback as well as selective access to lessons or topics. This is On-Demand Training! You are both the driver and the navigator.

6 Glossary – Key Acronyms
APNIC: Asia Pacific Network Information Centre (est. 1993) ARIN: The American Registry for Internet Numbers registers and administers IP numbers as formerly managed by Network Solutions, Inc. (NSI-InterNIC). BIND: Berkeley Internet Name Domain DDNS: Dynamic DNS DHCP: Dynamic Host Configuration Protocol DNS: Domain Name System DNSSEC: DNS Security Extensions – authentication and integrity checking ENUM: E-NUMeration - Internet Engineering Task Force's (IETF) tElephone NUmber Mapping protocol [ref: E.164 and RFC2916]; basically maps DNS to URL ESPE: Endpoint Security Policy Enforcement - delivers open network protection through policies, collection, and enforcement. FQDN: Fully-Qualified Domain Name LDRM: Lucent DHCP Rules Manager IPAM: IP Address Management ISC: Internet Software Consortium NAPTR: Naming Authority Pointer RDMS: Relational Database Management System RIPE: Reseaux IP Europeenne VLSM: Variable Length Subnet Masking The acronyms listed here appear in the VitalQIP course materials. Remember that you can come back to this slide if you need a reference.

7 Primary Course Objectives
Understand the need and market drivers for IP Address Management Identify the primary elements of Alcatel-Lucent’s IPAM Solution Outline the VitalQIP Offer in the context of DNS and DHCP Identify the values for VitalQIP Add-on Modules Know the major IPAM vendors and how to leverage VitalQIP’s advantages The primary objectives for this VitalQIP Sales and marketing course are to: Understand the need and market drivers for IP Address Management Identify the primary elements of Alcatel-Lucent’s IPAM Solution Discuss the VitalQIP offer in the context of DNS and DHCP Identify the values for VitalQIP Add-on Modules Know the major IPAM vendors and how to leverage VitalQIP’s advantages

8 VitalQIP Sales and Marketing - Course Outline
About This Course Course Outline How to Navigate Technical Support Course Objectives 1. The VitalQIP Offer IPAM Introduction Market Dynamics and Drivers Anticipating Trends Identifying VitalQIP Elements Architecture and Functions Features and Benefits DNS and DHCP Services 2. Selling VitalQIP Positioning Qualification Competition Sales Tools Summary and Assessment The box highlights your current location in the course.

9 IP Address Management & the VitalQIP® Offer
Lesson 1, IP Address Management & the VitalQIP Offer Lesson 1 Click on the Next button to continue

10 Lesson 1 Objectives This lesson is designed to enable you to meet the following objectives: Define IP Address Management Identify the primary elements of the VitalQIP Offer Recognize VitalQIP architectural and basic functions Examine Features of VitalQIP DNS and DHCP Services This lesson is designed to enable you to: Define IP Address Management Identify the primary elements of the VitalQIP Offer Recognize VitalQIP architectural and basic functions Examine Features of VitalQIP DNS and DHCP Services

11 IPAM Market 180 209 231 249 269 103 119 131 143 50 100 150 200 250 300 350 400 450 2007 2008 2009 2010 2011 $M Worldwide forecast, Source: Worldwide Network Configuration Management , IDC Service Providers Enterprises 155 Market leader for 7 years with more than 25% market share and 850+ customers We’re about to get started by looking at what we view as IP Address Management (IPAM) and the critical services that it runs. But first, let’s look at what the market is showing in this space. As you can see here IPAM revenue shows growth year over year – what does that mean for end users who are spending money on IPAM solutions? That every year there are new challenges, technologies (VoIP, IPv6), mergers, acquisitions, company requirements that require companies to continue to invest in products and solutions on managing their IPAM space. This is not a new problem in this space, but it is a problem that grows more challenging as networks and organizations grow. It’s no longer a simple solution, and accuracy and management of records is becoming more mission critical to these environments. With that said, the Alcatel-Lucent VitalQIP product has maintained its position as the leading product in this space for over 7 years running!

12 Trends Driving Need for VitalQIP
Converging communications ‘Everything over IP’ is causing an explosion of devices on the network Protecting the network More vulnerabilities and threats is creating an expanded role for IP address management in security Increasing productivity Pressure to reduce Total Cost of Ownership drives requirements for increased automation and ease of use Growing reliance on IP Mgmt software for mission critical operations Dependence on IPAM/DNS/DHCP drives more feature functionality for IP mgmt software Clearly there is a major movement to IP networks for convergence of current and future applications such as VOIP, Mobile, High speed network access, etc.  With the increased dependence on the network to provide these services, network management and control become increasingly important. 

13 IP Network Trends Conforming to new regulations and laws
Sarbanes-Oxley is requiring auditing of network allocation and usage Emerging IP-based technologies for competitive advantage IPv6 is changing how IP address management in general is performed VitalQIP is invaluable to helping to deploy these initiatives as well as position the network for future growth and applications such as IPv6 and ENUM.

14 Key IP Management Challenges
Maintain consistent, accurate IP name and address inventory Provide high availability for clients/subscribers Manage diverse DHCP/DNS infrastructure, including Microsoft Windows 2000/2008 support Support scalable IP management architecture Control operating expenses through automation Provide high performance access for clients/subscribers Control system access through a secure infrastructure Evolve with new technology – VoIP, ENUM, RFID, IPv6, etc. Some of the key IP management challenges facing enterprises today are: The need to maintain consistent, accurate IP name and address inventory while providing high availability and high performance access for clients/subscribers The ability to manage diverse DHCP/DNS infrastructure, including Microsoft Windows 2000/2008 support Deploy a solution that can scale and grow with the business while controlling operating expenses All these need to be done in a secure environment and can be easily evolved to support new technologies, such as VoIP, ENUM, RFID, IPv6, etc. Over the next few slides we’re going to introduce the VitalQIP solution and review two primary IP Address Services: Domain Name Service or DNS, and Dynamic Host Configuration Protocol or DHCP.

15 The Importance of Address Management
What is IP Management? Configuring network nodes with IP address, mask, gateway, etc. Monitoring address usage to ensure efficient deployment Configuring DNS servers with each node’s name and IP address Why is it Needed? If hosts can’t get an IP address via DHCP or resolve host names via DNS, they can’t communicate! Manual tracking of IP names and addresses is cumbersome and error-prone even for moderately sized networks Home-grown or freeware solutions lack support Number of IP hosts continuing 3 million/month growth rate The need to effectively utilize IP space in the face of growing demand requires software to automate processes and reduce errors. Just as VoIP and WLAN have come into today's enterprises, RFID, telematics, IPTV, and similar technologies are rapidly emerging. New concepts, such as on-demand computing, are also bringing changes to IT architectures and resources. IP Addressing impacts the use of landline VoIP telephones, PDAs, WiFi laptops, RFID scanners, any mobility data device, as well as cell phones, security sensors and appliances connected to monitor from the Internet, “follow-me” services and other SIP/IMS endpoints. It is the single critical element in the IP network that must be “always-on”. An automated IP management software like VitalQIP's role as a core resource manager can map to these new requirements. Additionally, the need for improved record keeping, whether for regulatory compliance or enhanced automation, appears to be the sure path into the future. With VitalQIP, which is built with a high degree of scalability, IT managers can drive new and complex policies for business-aware service management. IPAM/DNS/DHCP is the single critical element in the IP network that must be "always on." -IDC

16 VitalQIP- Award Winning Software
networkworld.com Leading Market share in segment - IDC, Giga Leading DHCP server performance - Exodus Labs Numerous recognition awards including: Network World Blue Ribbon Network Testing Labs World Class Award Network World Clear Choice Award SC Magazine 2006 Awards Finalists Best Integrated Security Software Best Enterprise Security Solution VitalQIP IP Address Management Unmatched DNS/DHCP functionality Proven, high performing, speed & scalability Easy-to-navigate GUI Continues to evolve with new technology; VoIP, ENUM, RFID, IPv6, Mobile HSD, IP Video Alcatel-Lucent’s VitalQIP was the first IP address management system and it was designed for Fortune 500 companies on an open systems philosophy. VitalQIP is currently the leading IP infrastructure management solution with over 900 customers world-wide, including Global 1000 companies and top Service Providers around the world. This innovative system has received numerous honors and awards, including the recent Network World Clear Choice Award. VitalQIP is consistently rated a best-in-class IP Address Management solution by industry analysts and market research firms, including the Number One Market Share designation by IDC. VitalQIP IP Address Management’s performance has also been independently certified for: Unmatched range of DNS/DHCP functions Proven, high performing, speed & scalability Easy-to-navigate GUI Continues to evolve with new technology – VoIP, ENUM, RFID, IPv6, Mobile HSD, IP Video Market Leading Network and Service Management Software Enhances Profitability and Productivity

17 VitalQIP IP Address Management Solution
This is a graphical architecture representation of VitalQIP. With this high availability architecture, VitalQIP minimizes downtime of critical IP services and maximizes user satisfaction. Its multi-vendor, multi-platform compatibility provides investment protection and cost-effective growth. VitalQIP also has the industry's highest performance DHCP and DNS servers, enables rapid IP address assignment for the delivery of robust IP services. It is designed to scale for the growing business, manage millions of IP addresses with one readily extensible solution. The flexible administration allows local or remote administrators to streamline management of IP names, addresses and distributed DHCP/DNS services to help reduce operating expenses. The Add-on modules extend the VitalQIP offer with optional pre-integrated modules to suit your specific needs. VitalQIP enables multiple levels of administration and a distributed administration infrastructure. Administrators may use a graphical client, command line interface, or web client to manage VitalQIP data. IP addresses may be monitored for usage, security, and billing purposes. The valuable functions of multiple add-ons can be integrated into the VitalQIP product to provide additional capabilities

18 VitalQIP Cross-Platform Integration
Cross-platform support Integration with VitalNet and VitalApps Integration with VitalAAA Support of the latest RFCs Integration with OSS/BSS VitalQIP enhances cross-platform integration with interoperability capabilities with UNIX, Windows, and Linux platforms. It has also been integrated with Alcatel-Lucent’s VitalSuite performance management software and the VitalAAA authorization, authentication and accounting software. Here you can see the relational context for various VitalQIP Offer elements. Using VitalQIP for IP management greatly simplifies IP address management. Network information is created via the VitalQIP GUI, which then generates the configuration information to the appropriate DNS and DHCP servers. As IP addresses are assigned, this information is updated in VitalQIP so the IP network can be effectively managed. It is also updated in the name servers, so others can reach the newly addressed device. VitalQIP has been on the market for over 7 years, and has evolved into the market leader in scalability, performance, automation, and availability.

19 Flexibility and Scalability
Manage Existing Infrastructure Manage the Migration to New Platforms Cross-Platform Multi-Vendor Support Deploy Appliances Where Needed Most enterprise customers today are running something that supports DNS and DHCP in their environments, but in many cases these solutions are problems and are not being managed in a centralized fashion. One of the most powerful things about VitalQIP is that it doesn’t have to necessarily displace these existing environments. It can compliment it by integrating and managing existing infrastructure and platforms. As you can see from this slide VitalQIP today supports the integrations of multiple appliances, BIND based DNS and Microsoft based systems. The Alcatel-Lucent DNS and the Alcatel-Lucent DHCP Services do have advantages over the alternatives, but VitalQIP gives the customer the flexibility to use the systems of choice, whether it be in the short term or long term with a mixed environment.

20 Introducing VitalQIP Integrated Appliance
VitalQIP AMS - VitalQIP Appliance Management Software AMM VitalQIP Appliance Management Module (standard appliance) AMM VitalQIP Appliance Management Module (NEBS compliant appliance with RAID 1 and dual power supplies) AMM/ESM 1000 and AMM/ESM 5000 – Enterprise Server Module preloaded with VitalQIP VitalQIP Appliance Manager uses the latest Multi-Core Intel based architecture combined with the hardened Red Hat Linux operating system. A web based GUI is used to seamlessly manage deployment, apply patches and upgrades, and monitor of DNS, DHCP and other services. The centralized VitalQIP Appliance Management Software (AMS) maintains an inventory of software packages and appliances and can be easily launched from the VitalQIP Web-based GUI. A secure token-based appliance authentication process keeps the network secure. Configuration of services can be done on the AMS GUI before deployment to the remote appliances. Appliances can be logically grouped for ease of upgrades and maintenance. With a few simple clicks, remote services such as DNS and DHCP can be upgraded to the latest software version across many appliances. A record of upgrades is maintained in the AMS for each appliance. At any time, an administrator can roll back to a previous version of the service. The monitoring section of AMS gives an administrator a centralized view of the health of the entire appliance network.

21 The VitalQIP Response to Trends
Explosion of IP devices on the network Securing the network Lower Total Cost of Ownership New Business Models Support of Sarbanes-Oxley Adoption of IPv6 Response Automated configuration of different device types Enhanced registration management Advanced client compliance validation Security integration, e.g. Endforce Support for SSL, DNSSEC, GSS-TSIG Ubiquitous Web UI Integrated feature packs Greater IPAM flexibility (flexible modeling of the operational environment, Web UI) Expanded reports and reporting More flexible and granular administrative control Integrated IPv4 and IPv6 management VitalQIP is constantly evolving to better respond to market trends. Some examples are VitalQIP’s automated device configuration for the explosion of IP devices in the network With VitalQIP’s enhanced registration management, client compliance validation, support for various security protocols, customers can ensure the security of their network.

22 VitalQIP Key Features Full IP Management Software
Holistic IP Network View Manage DNS domains, DHCP scopes, IP networks, subnets and objects Manage IP network and DHCP scope utilization Integrated address allocation Market Proven Scalability Millions of IP addresses Hundreds of thousands of domains Industry Leading Performance Highest Performing DHCP Server Exodus Labs certified Security Administrator access security Secure configuration pushes Secure DNS updates High Availability DHCP Failover, DNS master/slaves Extend Management Capabilities Audit Manager, Services Manager, SNMP Module, Usage Billing Interface, API Toolkit, AutoDiscovery, Workflow Manager, Registration Manager, ENUM, DHCP Rules Manager, Appliance Manager Windows 2000/2003 Support Continuing support of Microsoft W2K DNS/DHCP Servers Active directory support integration Usability Simplifies creation and tracking of DNS and DHCP information Variety of GUIs simplifies information entry and formatting At the beginning of this lesson, we discussed the general challenges for IPAM. VitalQIP provides a solution for each one: Centrally manages entire IP inventory Reliably scales to support millions of IP addresses Automates critical IP name and address services Enhances administrator effectiveness and user satisfaction Continues to evolve with new technology – VoIP, ENUM, RFID, IPv6, Mobile HSD, IP Video Controls system access through a secure infrastructure Provides high availability and high performance access for clients/subscribers Built with standards based technology that enables you to work within your existing infrastructure and support future needs Support scalable IP management architecture

23 The Importance of Name Services
Name Services is analogous to telephone directories In order to communicate via the telephone, the caller must know the telephone number of the person they are calling A telephone directory or telephone book provides a lookup between a name and their respective telephone number In addition to IP address service, the scope of IP management also includes IP name services. Name services provide a simple interface for access applications, much as a telephone directory allows you to look up the telephone number of someone you’re trying to reach. Domain name service, or DNS, enables you to enter “www.cnn.com” in your web browser instead of “ ”. Obviously, using a name is much easier for humans! Plus it allows CNN to move their web server to a different box (IP address) if needed simply by updating the name services directory or domain name service (DNS). Instead of having to manually pull out a telephone book for every site you wish to browse, name services are provided behind the scenes, and your users never know they are there….unless there’s a problem and they can’t access certain sites. Imagine trying to navigate the web using the IP address when it is simply

24 The Importance of IPAM via DHCP
Automation of IP Address Services is crucial IP Address Assignment via DHCP Class of Service requirements based on source IP address Policy Management for IP Address Space Dynamic Host Configuration Protocol, or DHCP, enables a device to be connected to a network without manually configuring the network settings and options. The use of DHCP frees up the need for any manual intervention to provide an IP address to a client. With DHCP, the distribution of IP addresses and configuration parameters can be automated. Dynamic Host Configuration Protocol is used every time you switch on your data-capable cell phone or use your wireless laptop at a WiFi hot spot, and probably every time you turn on your office computer. In addition, the IP address to be assigned to the device can be done in a manner to conform to class of service requirements defined in your network. For example, you may want to restrict access for the payroll subnet to only payroll or executive employees. This IPAM automation feature reduces errors and eliminates the need for highly technical System Administrators to manually perform the routine, time-consuming task of keeping the IP Services up-to-date. However, that does not eliminate the need for experienced system administrators. Automation of address management enables network engineers and administrators to focus on strategic planning of the network. It is important to keep in mind that the IP Architecture and Protocols were initially designed to have participating workstations manually configured with their IP addresses and parameters. Over time, much of IP has matured and been enhanced. Basic IP address assignment, however, continues to be an administrative intensive process for most organizations To sum it up: DHCP enables networks to auto-assign IP addresses and configure client network communications DHCP makes efficient use of IP networks by leasing addresses for specific periods of time allowing the re-use of IP space as needed DHCP enables mobile users to easily change IP networks as they freely move about DHCP enables enterprises to quickly change configurations without the additional cost of modifying each device manually DHCP is standards-based and readily available on most hardware/software platforms Manually configuring every machine on your network is a nightmare!

25 VitalQIP IP Address Management Solution
The Modules identified are considered to be extensions to the VitalQIP Core Application and are charged separately. In many cases the VitalQIP core product includes a subset of a number of these functions and the extended apps are meant to provide additional enhanced functionality. This graphic represents the functional relationships between the core servers and the add-on modules with both IP network and client elements. Audit Manager enables you to easily track and analyze the usage history of an IP or MAC address and its associated user or group — whether the address is assigned statically through your database or dynamically by a DHCP server. Registration Manager streamlines network administration and provides intelligent address assignment by identifying each user and dynamically allocating an IP address based on the service levels to which the user is entitled. Along with the audit manager, registration manager is a perfect module to position when a customer is looking for security solution Services Manager lets you proactively address potential problems before outages occur. It enables administrators to verify the operation of the DHCP and DNS environment, initiate probes for DHCP grants and renews, and immediately identify servers or processes that are not performing properly. Workflow Manager provides an extensible platform with pre-built work flows and interfaces, that allow you to automate and manage the processes related to IP address management. Perfect for customers looking to automate their IPAM operations ENUM Manager provides the ability to administrate ENUM records in the VitalQIP database and manage and update Alcatel-Lucent DNS servers for VoIP applications. Using an XML interface, E.164 records can be loaded into VitalQIP.

26 VitalQIP Core Capabilities vs. Extended Modules
Auditing: VitalQIP Core – All changes made to the entities in the system (Nodes, Networks, Subnets, Address Pools, Blocks, IP Address/IP Object etc.) can be audited. The Object Audit History report displays the history of a specified IP object/IP Address’s Master Administrator can view all the activities of the Administrators within the system against all the entities. DNS logs can provide some level of detail for queries, updates, zone transfers, and certain failed operations. Many of the update operations can also be tracked in VitalQIP when VitalQIP is the originator of the update. VS. Audit Manager – designed to keep the association history of an Object (whether it be a Dynamic DHCP object, or a static object). The association history is the history of “WHO” has this IP address, “WHEN” they received the IP Address, what DHCP server handed out the IP Address on the network and other related DHCP information. Audit Manager provides extensive reports. Audit Manager also captures Windows Domain Logins and when static objects are added, modified, or deleted in VitalQIP. Also provides real time alerts. VitalQIP and Audit Manager maintains a separate databases. VitalQIP does send information to the Audit Manager database using the messaging service. This slide identifies the auditing function that is part of the VitalQIP Core vs. the add on Audit manager module. The Audit Manager functionality is necessary for many service provider deployments in order to investigate 'black hat' IP Address usage over time.

27 VitalQIP Core Capabilities vs. Extended Modules
Monitoring: VitalQIP Core – The SNMP capability within the core product provides MIBs available to analyze statistics about DNS and DHCP performance and can be integrated with a performance management system. VS. Services Manager – allows administrators to address potential problems proactively before outages occur. It enables administrators to verify the operation of the DHCP and DNS environment, initiate probes for DHCP grants and renews, and immediately identify servers or processes that are not performing properly. In addition, provides DNS probes to ensure DNS is operational and responsive This slide identifies the monitoring function that is part of the VitalQIP Core vs. the add on services manager module.

28 VitalQIP Core Capabilities vs. Extended Modules
Authentication and Registration: VitalQIP Core – VitalQIP provides a single sign-on. A call-out can be used for authentication of VitalQIP administrators to an LDAP server or other application to provider integration with the existing processes. VS. Registration Manager - provides intelligent address assignment by identifying each user and dynamically allocating an IP address based on the service levels to which the user is entitled. Registration Manager provides authentication of all users. This slide identifies the authentication and registration function that is part of the VitalQIP Core vs. the Registration Manager.

29 VitalQIP Core Capabilities vs. Extended Modules
The following are additional modules that do not have a subset of existing functions in VitalQIP: Workflow Manager - provides an extensible platform with pre-built work flows and interfaces, that allow you to automate and manage the processes related to IP address management. ENUM Manager - provides the ability to administrate ENUM records in the VitalQIP database and manage and update Alcatel-Lucent DNS servers. Using an XML interface E.164 records can be loaded into VitalQIP. LDRM – Alcatel-Lucent DHCP Rules Manager (LDRM) can be used to accomplish multiple DHCP message processing functions. LDRM enables VitalQIP users to author custom rules for modifying fields and options of both incoming and outgoing DHCP packets to better fit their environments. AutoDiscovery - provides an accurate snapshot of your IP network infrastructure and generates periodic discrepancy reports between the network and VitalQIP. In addition, the Auto Discovery Diff Engine can collect output from many industry standard discovery tools and along with the VitalQIP data for a more comprehensive subnet matching. The Workflow and ENUM Manager capabilities are not part of the VitalQIP Core function. While Workflow Manager provides an extensible platform for you to automate and manage the IP management process, ENUM Manager provide the ability to administrate ENUM records. The LDRM module enables QIP users to author custom rules for modifying fields and options of both incoming and outgoing DHCP packets. AutoDiscovery provides an accurate snapshot of your IP network infrastructure and generates periodic discrepancy reports between the network and VitalQIP.

30 Lesson 1 Summary VitalQIP is a scalable, high performance software product for managing and automating IP name and address services. VitalQIP enjoys a position as the market leading IP management tool for five years running according to IDC with more than a 35% market share. IPAM Introduction Market Dynamics and Drivers Anticipating Trends Identifying VitalQIP Elements Architecture and Functions Features and Benefits Add-on modules From this first lesson we learned that the expanding IPAM market demands rigorous performance from vendor products. VitalQIP provides industry-leading solutions for every IPAM issue your customers express. VitalQIP offers: Full IP Address Management, including address allocation Market Proven Scalability Standards’ compliance Automation of all critical IP name and address services Reliable support to millions of IP addresses Seamless interoperability across multi-vendor IP platforms Enhanced administrator effectiveness, accuracy, and speed of FCAPS/OA&M

31 For detailed analysis of VitalQIP DNS/DHCP Offer, go to
Lesson 1 Review More information on these lesson topics is also included with VitalQIP Design & Engineering training course as well as VitalQIP documentation. The following topics were the key points of this lesson: Define IP Address Management Identify the primary elements of the VitalQIP Offer Recognize VitalQIP architectural and basic functions Examine Features of VitalQIP DNS and DHCP Services Now that you’ve completed this lesson, you should be able to: Define IP Address Management Identify the primary elements of the VitalQIP Offer Recognize VitalQIP architectural and basic functions Examine Features of VitalQIP DNS and DHCP Services For detailed analysis of VitalQIP DNS/DHCP Offer, go to

32 Among the primary cost savings sought by VitalQIP customer is:
Lesson 1, Knowledge Check 1 Among the primary cost savings sought by VitalQIP customer is: A) Immediate replacement of IPv4 B) Lower Government tax assessments C) Productivity of IT administrators Simply make your selection, then click submit Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

33 A key feature of the VitalQIP IPAM offer is __________.
Lesson 1, Knowledge Check 2 A key feature of the VitalQIP IPAM offer is __________. A) IP Address automation B) Subnet lease C) Policy Disaster Recovery Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

34 The Core VitalQIP IPAM Offer includes __________.
Lesson 1, Knowledge Check 3 The Core VitalQIP IPAM Offer includes __________. A) Total BIND, ISO, and ARIN compliance B) IPAM Software and DNS/DHCP Services C) Rapid UNIX and Linux data conversion Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

35 VitalQIP Sales and Marketing - Course Outline
About This Course Course Outline How to Navigate Technical Support Course Objectives 1. The VitalQIP Offer IPAM Introduction Market Dynamics and Drivers Anticipating Trends Identifying VitalQIP Elements Architecture and Functions Features and Benefits DNS and DHCP Services 2. Selling VitalQIP Positioning Qualification Competition Sales Tools Summary and Assessment The box highlights your current location in the course.

36 Selling the VitalQIP® Offer
Lesson 2, Selling the VitalQIP Offer Lesson 2

37 Lesson 2 Objectives After completing this lesson, you should be able to: Identify the best VitalQIP selling opportunities Formulate the best questions to elicit facts of customer’s situation and needs Collaborate to draft the best RFP response Understand primary competitors Know where to find the best tools to help sell VitalQIP Differentiate the Alcatel-Lucent offer with best-in-class resources After completing this lesson, you should be able to: Identify the best VitalQIP selling opportunities Formulate the best questions to elicit facts of customer’s situation and needs Collaborate to draft the best RFP response Understand primary competitors Know where to find the best tools to help sell VitalQIP Differentiate the Alcatel-Lucent offer with best-in-class resources

38 Selling the VitalQIP Offer
This module includes the following topics: Selling VitalQIP: Prospecting Positioning VitalQIP Qualification Competition Sales Tools Support and Maintenance Training and Professional Services The Future … Wrap Up This lesson explores topics to assist business partners in selling VitalQIP.

39 VitalQIP Targets Every Vertical
Telecom British Telecom Verizon Sprint AT&T Cable and Wireless CSC EDS Alcatel-Lucent T-Mobile Comcast CableVision Qwest PacWest KPN Brazil Telecom Level 3 Citigroup JP Morgan Nationwide Ins State Farm Ins Prudential USAA Bank of America Mellon Financial PNC Finance Health Care Bristol Myers Squibb Warner Lambert Pfizer Eli Lilly Johnson & Johnson Wyeth Carolina Health Merck and Co. Government US Air Force US Army USDA US INS FAA Dept of Energy Dept of Transportation Technology 3 Com AMC IBM Motorola Oracle Veritas Manufacturing and Services General Motor Ford Home Depot Warner Broadcasting The VitalQIP solution has been and continues to be successful in many verticals in the market today for the last 10+ years. Alcatel-Lucent has the ability to offer customers not only the market leading IPAM solution but also expertise in network architectures and deployment across each of these verticals to make the overall solution in the customer environments fits their needs. Companies ranging from Citigroup to Home Depot to AT&T and even the US Army trust the VitalQIP product manage their communication requirements.

40 Tracking IP Address Usage Methods
Where Are Most Companies? Managed with existing tools, searching for better solutions Home-grown solutions cannot integrate with new technologies Point solutions do not scale (for example, Microsoft) Lack of services synchronization Staffing and expertise are significantly limited 42% 16% 13% 9% 8% 7% 5% Spreadsheet IP Management In House WP File Other Directory On Paper Existing tools are not robust enough to handle all the aspects associated with the management of an IP infrastructure. Home grown solutions are very proprietary and can not integrate with new technologies and new industry standards that are being introduced constantly. Most point solutions are limited in their ability to mold to a company’s infrastructure. This lack of the ability to scale to an existing network means that a company must adjust and reconfigure their network to fit the solution ; instead of the solution molding to the existing network. Since network services are such an important partner in the IP address management model, they need to be reliable, controllable, and flexible. Most solutions do not offer the ability to monitor and control them. QIP will. Managing the IP address infrastructure has grown from basic address distribution to full address and services administration. Therefore additional training needs to be applied to those individuals responsible for the IP address infrastructure. There are few people with the expertise in network engineering that is required to keep the network running and its IP infrastructure up-to-date and efficient.

41 Understand Your Customers’ Pain Points
Current solution is Implemented as point solutions turn up of services, distribution of IP Addresses is time-consuming and slow The lack of a centralized repository, and integration of services, results in duplication of data between services (for example, DNS and Host Files) and can delay the ability to address client requests DNS and DHCP services are typically managed “independently” of each other with minimal integration Ensuring data-integrity and validation of IP address data Redundancy of DHCP services is non-existent in some vendor implementations In most environments, companies are using Point Solutions today to manage, administer and track IP Address and DNS Services. But even these customers that are operating today have pain points that eventually will become overwhelming and risky to grow in to the future. Point Solutions in the long run will never be able to scale and managed in the long term. No centralized repository of addresses and services is costly – duplication, un-recovered addresses and delays all create major impacts. Other pain points include overall data integrity, scalability and stability of DNS and DHCP and having a holistic view in to this moving forward.

42 The VitalQIP Solution Value
Easy to use Graphic User Interface (GUI) Proven, flexible to consolidate operations and integrate with existing environments. Best of Breed with over 10+ years of experience Scalability, Availability, and High Performance Streamlines Administration, Management and Support Comprehensive Application Programming Interfaces (APIs) and Command Line Interfaces (CLIs) for greater flexibility Focused Customer Services VitalQIP offers customers relief to these pain points and provides a PROVEN holistic solution.

43 IDC study: Determining the ROI of VitalQIP (1)
Reasons for Implementing VitalQIP As you can see from this graphic, respondents to a recent IDC survey reported these primary reasons for choosing VitalQIP to meet their IPAM requirements: Centralized Control Better Management Automation Standardization Mobility Support

44 IDC study: Determining the ROI of VitalQIP (2)
Savings Breakdown This IDC survey pie chart represents the significant IT and user productivity savings from deploying VitalQIP. Over three years, the average total quantifiable savings the interviewed companies enjoyed from deploying VitalQIP was more than $50K per 100 users. The largest area of benefit was in user productivity (61%), but substantial gains were also made in cost savings and IT staff productivity. VitalQIP accelerates return on investment by: Increasing IT Staff Productivity Provisioning New Services Quickly Minimizing Network Vulnerabilities Increasing End User Productivity Reducing Network Expenses

45 IDC study: Determining the ROI of VitalQIP (3)
ROI study result – normalized for company size Average per 100 users IT productivity savings $17,704 User productivity savings $32,068 IT efficiency savings $2,424 Other cost savings $1,196 Total cost savings $52, 762 ROI 930% Payback period 106 days On average, the companies realized an ROI of 930%, which means they recovered their investment in an average of days, after which the savings continued to accumulate. Customers deploying VitalQIP IP solutions in place of manual IP name and address management typically save from two to four dollars per IP address per year. Here’s a couple of quotes from VitalQIP customers surveyed: "We’re probably saving between 10 and 20 people. And we’ve eliminated a lot of busy work, so people have time for security or IT infrastructure initiatives." "We wanted to look at the redundant DNS servers, so we scanned the network and found that we had about 600 servers, and all we needed was 312. So we shut down almost 300 servers or used them for something else.”

46 International Multi-Channel Food-Provider
Ahold’s Goal To centrally manage all of its IP resources on its multi-platform, heterogeneous network serving 6 US supermarket chains and its central office To reduce the amount of time and resources required to make IP changes Solution VitalQIP software Results Nearly $8 million in cumulative 5-year net benefits 1774% annual ROI 1 month payback period One of the easiest ways of seeing the value in VitalQIP is to talk to our customers. As an example of one of many success stories. Ahold, who is a large enterprise customer in NAR had a problem. They wanted to centrally manage all of their IP resources on it’s multi-platform, , heterogeneous network serving 6 US supermarket chains and its central office. They had no visibility in to their existing environment from a central point and the amount of time that it took make IP changes was hindering their business. Their solution…VitalQIP! VitalQIP helped Ahold achieve a centrally managed IPAM system as well as Nearly $8 million in cumulative 5-year net benefits with just 1 month payback. This is just one example of many where VitalQIP has helped to achieve savings in operationally benefits in such a short time.

47 Endorsements Brandon Chabot, Ahold Enterprise Systems Management Administrator “Every person in every one of our stores, whether a customer or employee, relies on our IP network. It’s like a basic utility for us — without it, we couldn’t run our business.” Brandon Chabot, Ahold Enterprise Systems Management Administrator “VitalQIP has helped us maintain the integrity of our network. It gives us the leverage to ensure that people follow naming standards and hostname conventions, and lets us do audits and track the activity of devices added to our network over time.” The previous slide gave a view of the cost benefits savings of one customer by installing VitalQIP. What about solving other pain points for that same customer? Not only did VitalQIP save the customer money in the long run but it helped solve other major pain points in their environment.

48 Positioning VitalQIP What is your customer looking to gain with VitalQIP? Accurate, consistent IP Inventory - Reduce IP assignment errors Continuous Uptime - Provide name & address service continuity Automation - Control operating expenses Maximize ROI - Reduce costs and leverage software investment across services and organizations Systematic management of growing numbers of IP addresses and complex operations Integrating existing Multi-vendor solutions while adding value through a centralized system. Customers will often have very specific business or technological needs that need to be addressed by a new system. For some, continuous availability of DNS and/or DHCP services is required. Others may need to reduce IP assignment errors or the amount of time it takes to perform an assignment in order to control operating expenses. ROI is important to all customers however some may need a tool to help replace expensive support technicians or existing processes. VitalQIP provides the capability for organizations to manage large amounts of IP related information which helps ease growing network management and complex operations. We’ll take a closer look at positioning key benefits in a few minutes.

49 The Power of VitalQIP What Can VitalQIP Do for Your Customers?
Allows an organization to fully exploit DHCP and DNS while hiding the complexity of these services. Centrally manages and administers what are typically point solutions. Brings a level of automatic registration to IP networks (DHCP integrated with QIP; Dynamic DNS). Adds value to the IP Services themselves (DNS and DHCP extensions and integration). Conforms to existing IP Service standards (BIND compliance). Being able to implement changes faster in your IP network How Does VitalQIP Do This? All data is stored in a relational database management system (RDBMS); either Sybase or Oracle QIP assumes control of the IP Services themselves, hiding their configuration and operation from the customer - reducing errors by validating data input Creates a tight integration between the RDBMS and the IP Services as well as between the IP Services themselves. Provides high availability of IP services and quick disaster recovery So what Does VitalQIP Do? Since most organizations used network protocols that had the registration of names to addresses as a feature of that protocol, most administrators came to expect that functionality to be there. With IP, the assignment of addresses and their association to names continues to be primarily a manual process. VitalQIP was born out of the need to comprehensively track the IP network number address assignment space and the manual association of names to those IP addresses. It does this by maintaining the information in a central repository based on a relational database system. This centralization of information allows the services that need the information to acquire it from that repository. Managing those remote IP services, such as DNS, Bootp, DHCP and others therefore becomes easier. Through this centralization of information and control of the services, the information typically maintained on “point solutions” can be integrated into a comprehensive management system. Because VitalQIP can sophisticatedly manage the information, it is capable of creating any type of configuration file used by the IP Services. Using the services provided by VitalQIP, however, does provide additional capabilities.

50 VitalQIP IPAM Selling – Positioning Questions
How many IP addresses do you need to manage? Subscribers / clients Network nodes / servers Switches / routers Desktops / laptops Cell phones / PDA’s How well are you managing them? Availability Security Scalability, Growth Speed of configuration Accuracy What are you using today – BIND, Microsoft DNS / DHCP It is often difficult for companies to identify how many IP addresses are being managed. An administrator will often respond with the appropriate number of registered networks which is a rough indicator of the total number of addresses that can be used. IP addresses are required by a variety of hosts including network gear (such as switches and routers), hosts (such as servers, desktops, laptops, cell phones, and PDAs), and external customers. If there is uncertainty regarding how many systems or services are deployed, it is also unlikely that administrators are aware of the availability and security of all of the services. Administrators of poorly designed networks cannot quickly grow or scale the network to support changes in user populations. A lack of management tools also requires more time to configure network services and accuracy of the information will be questionable.

51 VitalQIP Selling – Positioning Questions
What must you do in managing them? Allocate and assign Moves, adds, changes Domain name translation Monitoring, auditing, load balancing Network rehomes/delegation How much does it cost? Administrators, Engineers, Operations Training costs Help desk/call centers Maintaining existing Infrastructure To efficiently manage IP addresses, administrators must allocate and assign addresses to IP hosts and network equipment. A process to manage and synchronize moves, add, and changes is required. Networks require DNS services to perform domain name translation. Some services will need monitoring, auditing, and load balancing. Networks and domains may need to be re-homed or delegated to various business groups or customers. Finally, the IP management process and tools require training for administrators, establishment of support centers, and a dedicated staff.

52 Prepare for Customer Questions
Why should I pay for VitalQIP when DNS and DHCP are free? VitalQIP is an IP address management system that bundles DNS and DHCP at no extra charge. Moreover, VitalQIP gives you the ability to centrally manage and configure all of the DNS and DHCP servers in your environment from a centralized management platform. Why do I need VitalQIP when I have W2K or other Microsoft tools? VitalQIP is a complimentary product to W2K and other tools, *NOT* a competitor. VitalQIP offers an impressive amount of integration with W2K and provides the ability to see and manage your IP networks and mission-critical applications. DNS and DHCP are services available either from the operating system vendor or available for download from the Internet. While these services are free, they often require specialized expertise to install and manage. VitalQIP is an IP address management tool that provides DNS and DHCP at no additional charge while allowing the services to be fully integrated. VitalQIP is not a competitor to Microsoft’s Windows 2000 DNS and DHCP services. VitalQIP can be used to centrally manage all DNS and DHCP information and allows the integration of Microsoft’s services with the VitalQIP database. VitalQIP provides a single interface to view all IP networks and mission-critical applications.

53 Key Selling Points End users demand uninterrupted services
Reduce calls to help desk Avert costs of trouble-shooting DNS/DHCP problems Prevent delays in address assignment Business operations require un-interrupted services Prevent revenue loss from downtime Increase customer satisfaction with available and responsive services and information VitalQIP improves IP inventory accuracy: Track IP address utilization DHCP automates IP address assignment - updates VitalQIP database for accurate view Reduce duplicate IP address assignments Plan capacity based on usage and growth VitalQIP provides support and integration of multi-vendor IP devices and phones VitalQIP Delivers High performance, fault-tolerant, distributed capabilities to deliver high-availability of services End users demand un-interrupted services VitalQIP fault-tolerant and distributed capabilities deliver the high-availability of services that users and administrators demand from their networks today and in the future. Introducing VoIP requires guaranteed service and scalable solutions Organizations often have difficulty keeping an accurate trail of IP inventory information. This problem impacts the ability of the organization to be efficient and effective in managing the environment. VitalQIP improves IP inventory accuracy by allowing administrators to track IP address utilization, dynamically assign IP addresses to hosts, reduce duplicate IP address assignments and plan capacity based upon usage and growth. Now all your enterprise customers must comply to new Sarbanes-Oxley regulations by assets and utilization confirmations. Organizations must plan for sufficient address capacity and growth: Plan for increase in capacity Create necessary reports for securing new addresses VitalQIP Delivers: Automated IP address tracking, management and reporting with auto-discovery of the network

54 Reduce Operating Cost/Maximize ROI
Customer Needs Administrators must efficiently manage IPAM, DNS, DHCP Centrally plan, manage and administer addresses and services Consolidate date from sources Automate the entire IPAM process Organizations are rolling out new technologies on heterogeneous networks Speed deployment of services to end users Support diverse devices and platforms VitalQIP Delivers End-to-end management of the entire IP process from the initial planning and deployment of the network, through auditing and designation of administrative roles. It consolidates all IP address information in a single location, ensuring that many disparate areas of the business all have access to the same information database. Cross platform support - With its comprehensive suite of management tools and user interfaces, VitalQIP provides the ability to centrally plan and manage, as well as locally administer, IP addresses and services across Windows 2003/2008 platforms. VitalQIP clients are available for multiple operating system platforms. In addition, the product allows centralized planning and management with centralized or decentralized administration. Customers are able to take advantage of the existing operating system platforms they have deployed in their environment. VitalQIP provides graphical and command line clients that will run on Windows and UNIX platforms. A web client is also available to support other operating systems and widely dispersed user populations.

55 IP Management Challenges Around VoIP
IP Address Planning Separate or integrated data and voice virtual networks Administrative control Device Initialization via DHCP and TFTP Differentiated configuration based on vendor class IP Phone Location Tracking with History Assist with E911 issues and provide audit trail Providing High Availability and Performance IP Services DHCP/DNS IP Services become even more mission critical Use of DNS for Telephone Number Resolution SIP utilizes ENUM for number resolution There are a number of trends in the market today that we have touched on briefly that are ultimately drive the need for a scalable IP Address Management and DNS/DHCP solution to a much higher demand. We will explore one of these trends in a little more detail. VoIP brings to this space its own challenges. As enterprise customers start to look at implementing VoIP to save costs, they also have to look at how implementing VoIP will impact their existing networks. They need to plan for how they will use their existing Voice and Data IP Addresses now. How they will set up their VoIP devices via DHCP?” How they will guarantee to their customers that using VoIP will not only save them money but will be reliability? And finally how their network will be able to translate from a Telephone number to an IP Address and back again.

56 VitalQIP Support for VoIP
Manage entire IP space in VitalQIP’s centralized database Easier migration from PBX to IP-PBX Flexible administrator access to integrate or separate voice/data IP management IP subnet profile provides location information Audit Manager provides historical tracking SNMP Module and Services Manager allow proactive monitoring of DHCP and DNS services ENUM support The explosion of VoIP in recent years, with the success of Skype, Vonage, Teleo, MSN, Yahoo!, and many other VoIP service providers, has shown just a glimpse of the potential uptake of VoIP in consumers as well as businesses. VitalQIP can help with VoIP… Manage entire IP space in VitalQIP’s centralized database - IP data devices (PCs, laptops, etc.) - IP phones - Infrastructure: routers, hubs, media gateways, etc. Migrate from PBX to IP-PBX easier with centralized IP management and automated DHCP address assignment Flexible administrator access to integrate or separate voice/data IP management on the same system IP subnet profile provides location information linkages Audit Manager provides historical tracking of user IP addresses and duration SNMP Module and Services Manager allow proactive monitoring of DHCP and DNS services Current ENUM support with evolution to more sophisticated ENUM management capabilities

57 VitalQIP Strategy to Move in to the Future
Provide a Complete IP Mgmt Software Solution to Enterprises, Gov’t and Carriers IP Address, DNS and DHCP Management Data Core Features Network planning and administration IP network and host inventory Flexible administration and access controls Centralized IP services management Flexible APIs High performance, multi-vendor DNS/DHCP Advanced, Optional Features VoIP support/IMS integration (ENUM) Network Access Control Business Process Mapping/Workflow Integration Network and Host Discovery and Reconciliation Appliance Deployment Model Off-the-Shelf Integrations VitalNet VitalAAA EndForce Support for Alcatel-Lucent Offers Enterprise Offers Service Provider Offers: WiMax, IMS, IPTV We touched briefly on the importance of VitalQIP as the market shifts and consolidates, constantly introducing new technologies and services that require the use and reliability of IPAM, DNS and DHCP. Alcatel-Lucent is committed to continuing the success of VitalQIP and investing in areas that will continue to provide that Alcatel-Lucent is the market leader. VitalQIP will continue to provide the leading centralized IPAM, DNS and DHCP Management Data Core Features including… Read first set of bullets above. In addition, VitalQIP extends the users experience and provides customers with enhanced features that will allow them to customize and extend the use of the product in their networks to best fit their needs for this like VoIP, IMS, incorporating Business Processes etc. In addition, VitalQIP will continue to support other Alcatel-Lucent products and offerings in the market today.

58 VitalQIP Features & Futures
Converging communications and IP ENUM and VoIP IMS Lucent DHCP Rules Manager Protecting the network Registration Manager - Audit Manager - ENDFORCE Enterprise Increasing productivity Workflow Manager - AutoDiscovery Appliance Manager Address Allocation - Services Manager Leveraging new business models Multiple Organizations per Administrator De-coupled DNS, DHCP and IP Address Management Exploiting emerging IP-based technologies for competitive advantage VitalQIP strategy and investment will ensure that new features and functionality are extended in the future to best support the customer requirements. IMS (key to converged networks) mandates IPv6. ENUM enables introduction of new services in the VoIP and everything over IP paradigm Secure network access becomes even more critical in a converged network because of higher and more widespread penalties associated with viruses and unauthorized access. Converged networks means many more services and hence greater load and dependence on the operations systems to manage those services. Converged networks will operate in a highly diverse, multi-vendor environment and given the operational scale will need high degree of automation. Operational access to converged networks needs to be truly ubiquitous and this is best achieved through a web-based access and an architecture that can easily incorporate access from diverse end points like IPTV, WiMAX, PDAs etc. However, as the number of IP devices increases, the demand and stress put onto the network configuration management tools increase proportionately as well. Your enterprise customers must consider their current IP address management (IPAM) strategy in order to maintain the performance, security, and availability of their IP network.

59 Competition Let’s think about Competition.

60 Major VitalQIP Competitors
BT Diamond IP Infoblox BlueCat Networks Cisco Network Registrar (CNR) Nortel Networks NetID Nominum Network vendors such as Alcatel-Lucent, Nortel, and Cisco, as well as start-ups such as Nominum, and Incognito, are clearly focused on scale, availability, interoperability, and security for large telecom providers. Other independent systems from vendors such as MetaInfo, BT Diamond IP, Infoblox, and MenandMice are focused on the medium-sized to large enterprise networks with some carrier-class functions. Their aggressive pricing will open new ground into the SMEs as the SMEs also struggle to manage their IT infrastructure for cost savings and compliance. The above are considered MAJOR competitors in the large enterprise space. Contact Alcatel-Lucent PM in competitive situations where more information is required

61 IP Address Competitive Landscape
Competitive mapping of the IP Address space 40% 30% BT Diamond IP 20% Infoblox IP Address Growth Nominum 10% Alcatel-Lucent Nortel 0% This graphic represents worldwide IPAM market share as of last year. The X axis represents relative growth with InfoBlox positioned as baseline. In the past three years, IDC reports that the overall market remains stable. However, vendors such as Cisco and MetaInfo have either retreated or refocused from Enterprise to SME markets. [Probably because they acknowledge scaling limitations, especially compared to VitalQIP] Nominum announced in 2006 that it intends to de-emphasize IPAM efforts in favor of ENUM. Alcatel-Lucent ~ $40M Infoblox - $20M Nortel - $20M Nominum - $10M BT Diamond IP - $8M -10% -20% 10.0 1.0 0.1 Bubble size corresponds to latest IPAM revenue estimates Source: Worldwide Network Configuration Management , IDC

62 What Analysts Are Saying About VitalQIP
Alcatel-Lucent’s VitalQIP earns the Network Testing Labs World Class Award for its quick performance, rock steady reliability, watertight security, useful features, thoughtfully-designed user interface and expansive scalability. (Network Testing Labs, 2007) VitalQIP is market leader in IPAM, market share is twice as big as next competitor (IDC,2005) VitalQIP's IP address management capabilities are the standard by which other vendors are measured (Burton Group, 2005) On average VitalQIP customers realized an ROI of 930%, which means they recover their investment in an average of 106 days (IDC, 2004) What are the experts saying about VitalQIP. Here is just a sample of what those that evaluate solutions in this space say about VitalQIP. All of these articles are available on the network world website that we will discuss in later slides.

63 VitalQIP - Advantages Over All Competitors
With some IPAM solutions, you still need the spreadsheet VitalQIP is a total IP Management System - IP networks, subnets, domains, dynamic/static objects. Integrated system - GUI and Server push. Scalability Millions of IP Addresses, Hundreds of thousands of domains. Performance Fastest DHCP Server performance benchmarked by independent third party. Market Share There’s a good reason why we have over 40% of the market! Many of our competitors still do not integrate the full product into a unified solution. VitalQIP provides a total solution by integrating the management of domains, networks, subnets, and static and dynamic objects. VitalQIP also provides the capability to remotely configure the IP address services. VitalQIP is highly scalable and can manage millions of IP addresses and hundreds of thousands of domains. The Lucent DHCP service has been independently tested and performance benchmarked. The service is currently the fastest available. These capabilities are just a couple of examples that show why VitalQIP has over 40% of the market share for IP address management products.

64 More Advantages Over All Competitors
Multi-vendor server support VitalQIP supports ISC BIND DNS Servers, as do others, but VitalQIP also supports Windows 2000/2003 and IBM DNS Servers. VitalQIP supports Alcatel-Lucent, IBM and Microsoft Windows 2000 DHCP Servers VitalQIP Add-ons provide differentiated features Audit Manager - extensive DHCP logging and user-IP address mapping. ENUM Manager – managing E.164 addresses and DNS integration SNMP Module - Integrate DNS and DHCP into existing Network Management Platforms. Registration Manager: Intelligently allocate addresses based on who the user is and what service levels they are entitled to. Workflow Manager: automates VitalQIP-related processes. Use/modify pre-packaged flows, or create new ones. Interface to Remedy trouble ticketing. ENUM Manager: interface to receive the a record from provisioning system, create NAPTR records that are used in DNS to support ENUM. DHCP Rules Manager and API. VitalQIP currently supports DNS and DHCP servers on multiple platforms including several flavors of UNIX and Windows. Our remote services are also compatible with Red Hat Linux. VitalQIP Add-ons provide additional capability. The Audit Manager tool provides extensive DHCP logging and user to IP address mapping. The SNMP module integrates DNS and DHCP into existing network management systems. For more details on VitalQIP add-ons, refer to Lesson 4 in the Design and Engineering course, or access the Documents link on Alcatel-Lucent’s VitalQIP DNS/DHCP IP Management Software for Enterprise website. INS has functions comparable to Audit manager and Services manager. Services Manager: remotely monitor performance of DNS/DHCP servers Audit Manager: track use of IP addresses of time, supports SOX compliance Endpoint Security Compliance with Endforce partnership (security resources as noted in later slides).

65 Competitive Summary Advantage VitalQIP Advantage Comment BT Diamond IP
More modern GUI for IPAM Scalability, depth of functions, add-on functions Alcatel-Lucent response is V7.2 and price action. CI package available BlueCat Appliance IPAM capability Immature solution Infoblox Partnership makes us collaborators for mid to large customers. Low end markets still competitive threat. CISCO Hardware attach CI material exists, but needs to be refreshed. Nortel CI material exists, but needs to be refreshed. NetID sold to Metasolv which has weak enterprise position. Nominum High Performance DNS Focus on SP market IPAM functions, DHCP performance, DNS is Bind compliant Alcatel-Lucent has deeper IPAM and higher performing DHCP. CI package available on DNS trade-offs. This slide provides you with a very quick view of the advantages of VitalQIP over key competitors. This can be used as a cheat sheet in particular environments.

66 VitalQIP – Continued Market Leader
Continuous investments and competitive edge Competitive Pricing and Packaging for a complete cost effective solution. Enriching the user experience through Web UI, Integrated task based GUI and SOA based integration capabilities with the use of the most advanced technologies available today. On top of the technology trends with IPv6 support, ENUM, IMS Established partnerships to expand the offering and provide customers with a total solution that fits their needs VitalQIP is a still PROVEN Market Leading Solution Over 1000 customers worldwide today, over 400 customers in EMEA 75% of Fortune 100 companies use VitalQIP Multiple recognition awards Bottom line… VitalQIP is the Market Leader and Alcatel-Lucent is committed to bring it to the future by creating a package that includes new features, functionality and partnerships to ensure our customers have the best product to transition in to the future.

67 VitalQIP® Sales Tools The following slides will offer you helpful VitalQIP Sales Tools.

68 Find the latest RFC References
Network Working Group D. Eastlake Request for Comments: IBM Obsoletes: March 1999 Updates: 2181, 1035, 1034 Category: Standards Track Domain Name System Security Extensions This document specifies an Internet standards track protocol for the Internet community, and requests discussion and suggestions for improvements. Please refer to the current edition of the "Internet Official Protocol Standards" (STD 1) for the standardization state and status of this protocol. Distribution of this memo is unlimited. This website will offer you the latest Request for comments references.

69 Who to Contact with Questions?
Your first resource should always be your sales representative or account executive. Here are back-up sources for technical issues in the context of bundling and integration of VitalQIP offers: VitalQIP Specialist Roles s Maria Fire Product Management Pete Lozo Steve Wiggins Director Product Management If you have questions, you should always check with your sales representative or account executive. Here are some other contacts for product management.

70 World-Class Differentiators
Let’s introduce some world-class differentiators… LWS, Bell Laboratories, documentation and training

71 Alcatel-Lucent Services Support and Maintenance
Alcatel-Lucent Support Personnel and Consultants are dedicated to your successful system implementation. Customer Services Help Desk Installation, Training Professional services Customization Programming User Group Annual Customer Forum Monthly teleconferences The Alcatel-Lucent VitalQIP support team and PSO consultants are available to help make your customer’s implementation a successful one. Customer services can help with installation, training referrals, professional services, and customized programming. User group meetings are conducted annually and allow customers the opportunity to meet with the VitalQIP developers, support personal, and trainers. Monthly teleconferences are scheduled to allow you to communicate with the Alcatel-Lucent Sales and Marketing staff. VitalQIP has an active RFE process with a 91% acceptance rate.

72 Support Services – Enterprise
Maintenance Begins immediately with shipment of software 18% of license price for standard maintenance 25% for extended 7x24 maintenance Software warranty 90 days Support services are billed in addition to the price of VitalQIP. Support begins immediately with the shipment of the software and is available in two options, standard and twenty-four by seven. The software is warranted for a period of ninety days.

73 Bell Labs: World-class Innovations
Thanks to Bell Labs, Alcatel-Lucent has the world's largest amount of R&D resources focused on the service provider market More than 30,000 U.S. patents since Bell Labs was founded in 1925 Six Nobel Prizes shared by 11 scientists Nine U.S. Medals of Science Six U.S. Medals of Technology Thanks to Bell Labs, Alcatel-Lucent has the world's largest amount of R&D resources focused on the service provider market.

74 Sarbanes Oxley and Patriot Act Compliance with VitalQIP
VitalQIP Module Description of Benefit Provided by VitalQIP Module Sarbanes Oxley Patriot Act VitalQIP Core Provides effective efficient use of resources. DNS/DHCP failover to prevent loss of transactions and provides high-availability in the network. Enables Access Control Lists to secure network. X Audit Manager Audits and documents asset resource usage. Used to track and report IP Address resource usage in response to subpoenas or internal security audits. Confirms who was on the network. AutoDiscovery Determines network configuration. Automates IP address management. Detects configuration discrepancies and stealth nodes. In the United States, compliance with federally mandated privacy, security and information retention requirements has become a top priority for corporations due to pressures from the increasing frequency and severity of security breaches. Financial services firms in Europe must comply with the Basel II accord. Government regulators don’t explicitly tell enterprises how and what to do for compliance; they’ve provided general guidelines. Here we examine the VitalQIP elements that directly comply with Sarbanes-Oxley, or SOX, and Patriot Act guidelines.

75 SOX and PAT Compliance with VitalQIP
VitalQIP Module Description of Benefit Provided by VitalQIP Module Sarbanes Oxley Patriot Act Address Allocation Automates address allocation of subnets. Optimizes address space usage. Used to determine the IP address consumption before requesting additional address space from ARIN. Validates low IP address inventory and identifies unused addresses. X Registration Manager Assists auditing customer usage. Helps create, associate and populate customer information into QIP database. Increases security by preventing access of unauthorized DHCP users. Track users regardless of location. Services Manager Ensure service delivery by verifying operations of DNS and DHCP servers. Immediately identifies servers or processes not performing well. Benefits for compliance include business process improvement, timely information retrieval, an increase in information accuracy, a better audit trail, decreased fraud vulnerability, and greater attractiveness as a business partner or IPO candidate. Data retention is the “hub of information management” with different kinds of data having different requirements, with the period for retention generally rising.

76 Installation and Training
Initial Production Installation *MUST* be performed by a VitalQIP-certified engineer Contracted through Alcatel-Lucent Services Organization From 3-5 days to several weeks Week-long customer training classes are held in Altamonte Springs, FL or Worldwide through Alcatel-Lucent University in: DNS/DHCP Complete VitalQIP System Administration VitalQIP Product Management also offers Presales training for Presales Engineers The initial product installation must be performed by a VitalQIP certified engineer. This helps to ensure a consistent and reliable installation while also providing our support center with required information needed for support issues should they arise. Installation services may be contracted and scheduled through LWS. The installation service can take a week to several weeks depending on the size of the customer, multi-site installation services, and various other customer driven factors. Installation training classes are available. Course topics include DNS, DHCP, and VitalQIP User and System Administration. Additional classes may be available in other locations and may be contracted for on-site delivery. For more information, consult the Alcatel-Lucent website or send an . Pre-sales training is also available for sales engineers. Contact the VitalQIP product management team for more information. Alcatel-Lucent University Website: Business Partner Website: US On-site Training Representative: US Registration Center by Telephone: WW Customer Care Mail: WW Customer Care Telephone: WW Certification Administration:

77 VitalQIP IP Business Partners - Training Path
Alcatel-Lucent VitalQIP IP Address Management You are HERE! I = 1 h VitalQIP IP Address Management, 2009 SALES ACSR VitalQIP IPAM 2009 10 MCQ VQ-SM-003 PRESALES I = 5 h Design & Engineering / VitalQIP Presales VQ-DE-002 AQPS VitalQIP IPAM R7.2 PS00TC0C13 20 MCQ:1 h C = 5 d System Configuration & Administration LCW402H ACSE VitalQIP IPAM R7.2 DT00TC0C8 40 MCQ: 2 h / lab: 4 h POSTSALES The training path for VitalQIP Business Partners includes three main tracks. The Sales curriculum track is designed to provide information to help business partners understand the VitalQIP market and underlying technology. Specific attention is placed on being able to identify and qualify potential customers. Business partners must pass the Alcatel-Lucent CSR qualification exam in order to be sales Certified. The presales curriculum is designed to provide information to help business partners have high level technical discussions with prospective customers and to analyze the customers needs and requirements. Students in this course will be able to discuss with customers the various capabilities and configuration options for the VitalQIP product. The sales course is a prerequisite of this curriculum. Business partners must pass the Alcatel-Lucent QPS qualification exam in order to be pre-sales Certified. The Post Sales Certification track provides initial technical training to business partners that will be deploying and supporting VitalQIP.  Business Partners may either attend the course listed or test out.  On the job training and a post-sales exam are required before final certification Alcatel-Lucent CSE will be awarded. Alcatel-Lucent Certified https://training.alcatel-lucent.com 

78 Lesson 2 Summary Identify the best VitalQIP selling opportunities
Formulate the best questions for prospecting Collaborate to deliver winning RFP response Understand primary competitors Know where to find the best VitalQIP selling tools Differentiate the Alcatel-Lucent offer with best-in-class resources Now that you have completed lesson 2 you should be able to: Identify the best VitalQIP selling opportunities Formulate the best questions to elicit facts of customer’s situation and needs Collaborate to draft the best RFP response Understand primary competitors Know where to find the best tools to help sell VitalQIP Differentiate the Lucent offer with best-in-class resources

79 Among the primary Tier 1 Enterprise competitors for IPAM are:
Lesson 2, Knowledge Check 1 Among the primary Tier 1 Enterprise competitors for IPAM are: A) INS and Infoblox B) Nortel and Incognito C) MenandMice and Cisco Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

80 Among the primary IPAM sales drivers is:
Lesson 2, Knowledge Check 2 Among the primary IPAM sales drivers is: A) MSO HDTV B) VoIP C) Sartres and OXman compliance Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

81 Among the VitalQIP features that enable efficient user access is:
Lesson 2, Knowledge Check 3 Among the VitalQIP features that enable efficient user access is: A) DHCP Command Line Index portal B) DNS automation via the API Manager C) Universal GUI Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

82 Among the primary VitalQIP benefits are:
Lesson 2, Knowledge Check 4 Among the primary VitalQIP benefits are: A) Improved ROI, growth, and automation B) CALEA tracking and web-based billing C) 3GPP2, IETF, and SMPT compliance Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

83 Among the VitalQIP advantages over all competitors are:
Lesson 2, Knowledge Check 5 Among the VitalQIP advantages over all competitors are: A) IDC, SNMP Appliances, and DNS Subnets B) Scalability, ENUM Manager, and Bell- Labs C) Licensing, Training, and Free Delivery Correct - Click anywhere to continue Incorrect - Click anywhere to continue Your answer: You did not answer this question completely You answered this correctly! Try again The correct answer is: You must answer the question before continuing Submit Clear

84 For more information on award winning solutions
Thank You For more information on award winning solutions please visit: Thank you for taking this course.


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