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Presentation on theme: "VitalQIP ® Address Management Solutions, 2009 Alcatel-Lucent Sales Training – September 2009 VQ-SM-003W Alcatel-Lucent Educational Services."— Presentation transcript:

1 VitalQIP ® Address Management Solutions, 2009 Alcatel-Lucent Sales Training – September 2009 VQ-SM-003W Alcatel-Lucent Educational Services

2 All Rights Reserved © Alcatel-Lucent 2 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Welcome Contact our Technical Support Hotline for help. Phone (within the U.S.) Phone (outside the U.S.) Fax Full information is available at: tions.html Technical Support Hotline Legal Notice Additional Information Safety warnings, trade marks, disclaimers and governing laws apply to all material within this course.

3 See Outline How to Navigate View Thumbnails See Narration Search Scroll and Choose by Title Play or Pause Next or Previous Current Slide/Total Volume Control and Mute Minimize Task Bar File Attachment Presentation Status Audio Time

4 All Rights Reserved © Alcatel-Lucent 4 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 VitalQIP Sales and Marketing - Course Outline

5 All Rights Reserved © Alcatel-Lucent 5 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

6 All Rights Reserved © Alcatel-Lucent 6 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

7 All Rights Reserved © Alcatel-Lucent 7 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

8 All Rights Reserved © Alcatel-Lucent 8 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

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

10 All Rights Reserved © Alcatel-Lucent 10 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

11 All Rights Reserved © Alcatel-Lucent 11 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 IPAM Market Market leader for 7 years with more than 25% market share and 850+ customers $M Worldwide forecast, Source: Worldwide Network Configuration Management , IDC Service Providers Enterprises 155

12 All Rights Reserved © Alcatel-Lucent 12 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

13 All Rights Reserved © Alcatel-Lucent 13 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

14 All Rights Reserved © Alcatel-Lucent 14 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

15 All Rights Reserved © Alcatel-Lucent 15 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 IPAM/DNS/DHCP is the single critical element in the IP network that must be "always on." -IDC

16 All Rights Reserved © Alcatel-Lucent 16 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 VitalQIP- Award Winning Software 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 networkworld.com 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 Market Leading Network and Service Management Software Enhances Profitability and Productivity

17 All Rights Reserved © Alcatel-Lucent 17 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 VitalQIP IP Address Management Solution

18 All Rights Reserved © Alcatel-Lucent 18 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 VitalQIP Cross-Platform Integration  Cross-platform support  Integration with VitalNet and VitalApps  Integration with VitalAAA  Support of the latest RFCs  Integration with OSS/BSS

19 All Rights Reserved © Alcatel-Lucent 19 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Flexibility and Scalability  Manage Existing Infrastructure  Manage the Migration to New Platforms  Cross-Platform  Multi-Vendor Support  Deploy Appliances Where Needed

20 All Rights Reserved © Alcatel-Lucent 20 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009  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 Introducing VitalQIP Integrated Appliance

21 All Rights Reserved © Alcatel-Lucent 21 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 The VitalQIP Response to Trends Trend 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

22 All Rights Reserved © Alcatel-Lucent 22 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

23 All Rights Reserved © Alcatel-Lucent 23 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 The Importance of Name Services Imagine trying to navigate the web using the IP address when it is simply

24 All Rights Reserved © Alcatel-Lucent 24 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Manually configuring every machine on your network is a nightmare! 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

25 All Rights Reserved © Alcatel-Lucent 25 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

26 All Rights Reserved © Alcatel-Lucent 26 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

27 All Rights Reserved © Alcatel-Lucent 27 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

28 All Rights Reserved © Alcatel-Lucent 28 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

29 All Rights Reserved © Alcatel-Lucent 29 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

30 All Rights Reserved © Alcatel-Lucent 30 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Lesson 1 Summary  IPAM Introduction  Market Dynamics and Drivers  Anticipating Trends  Identifying VitalQIP Elements  Architecture and Functions  Features and Benefits  Add-on modules  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.

31 All Rights Reserved © Alcatel-Lucent 31 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Lesson 1 Review 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 More information on these lesson topics is also included with VitalQIP Design & Engineering training course as well as VitalQIP documentation. For detailed analysis of VitalQIP DNS/DHCP Offer, go to

32 All Rights Reserved © Alcatel-Lucent 32 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the primary cost savings sought by VitalQIP customer is: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Lesson 1, Knowledge Check 1 Try again Simply make your selection, then click submit A)Immediate replacement of IPv4 B)Lower Government tax assessments C)Productivity of IT administrators

33 All Rights Reserved © Alcatel-Lucent 33 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 A key feature of the VitalQIP IPAM offer is __________. Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 1, Knowledge Check 2 A)IP Address automation B)Subnet lease C)Policy Disaster Recovery

34 All Rights Reserved © Alcatel-Lucent 34 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 The Core VitalQIP IPAM Offer includes __________. Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 1, Knowledge Check 3 A) Total BIND, ISO, and ARIN compliance B) IPAM Software and DNS/DHCP Services C) Rapid UNIX and Linux data conversion

35 All Rights Reserved © Alcatel-Lucent 35 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

36 Selling the VitalQIP ® Offer Lesson 2

37 All Rights Reserved © Alcatel-Lucent 37 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

38 All Rights Reserved © Alcatel-Lucent 38 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

39 All Rights Reserved © Alcatel-Lucent 39 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 FinanceHealth 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

40 All Rights Reserved © Alcatel-Lucent 40 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 Tracking IP Address Usage Methods

41 All Rights Reserved © Alcatel-Lucent 41 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

42 All Rights Reserved © Alcatel-Lucent 42 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

43 All Rights Reserved © Alcatel-Lucent 43 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 IDC study: Determining the ROI of VitalQIP (1) Reasons for Implementing VitalQIP

44 All Rights Reserved © Alcatel-Lucent 44 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 IDC study: Determining the ROI of VitalQIP (2) Savings Breakdown

45 All Rights Reserved © Alcatel-Lucent 45 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 IDC study: Determining the ROI of VitalQIP (3) 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 ROI930% Payback period106 days ROI study result – normalized for company size

46 All Rights Reserved © Alcatel-Lucent 46 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

47 All Rights Reserved © Alcatel-Lucent 47 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.”

48 All Rights Reserved © Alcatel-Lucent 48 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

49 All Rights Reserved © Alcatel-Lucent 49 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

50 All Rights Reserved © Alcatel-Lucent 50 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

51 All Rights Reserved © Alcatel-Lucent 51 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

52 All Rights Reserved © Alcatel-Lucent 52 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

53 All Rights Reserved © Alcatel-Lucent 53 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

54 All Rights Reserved © Alcatel-Lucent 54 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

55 All Rights Reserved © Alcatel-Lucent 55 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

56 All Rights Reserved © Alcatel-Lucent 56 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

57 All Rights Reserved © Alcatel-Lucent 57 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 VitalQIP Strategy to Move in to the Future 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 Provide a Complete IP Mgmt Software Solution to Enterprises, Gov’t and Carriers

58 All Rights Reserved © Alcatel-Lucent 58 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

59 Competition

60 All Rights Reserved © Alcatel-Lucent 60 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Major VitalQIP Competitors BT Diamond IP Infoblox BlueCat Networks Cisco Network Registrar (CNR) Nortel Networks NetID Nominum Contact Alcatel-Lucent PM in competitive situations where more information is required

61 All Rights Reserved © Alcatel-Lucent 61 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 IP Address Competitive Landscape Competitive mapping of the IP Address space IP Address Growth Source: Worldwide Network Configuration Management , IDC -20% -10% 0% 10% 20% 30% 40% Nortel Infoblox Alcatel- Lucent BT Diamond IP Nominum Bubble size corresponds to latest IPAM revenue estimates

62 All Rights Reserved © Alcatel-Lucent 62 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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)

63 All Rights Reserved © Alcatel-Lucent 63 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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!

64 All Rights Reserved © Alcatel-Lucent 64 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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.

65 All Rights Reserved © Alcatel-Lucent 65 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 ApplianceIPAM capabilityImmature solution Infoblox ApplianceIPAM capability Partnership makes us collaborators for mid to large customers. Low end markets still competitive threat. CISCO Hardware attach Scalability, depth of functions, add-on functions CI material exists, but needs to be refreshed. Nortel Hardware attach Scalability, depth of functions, add-on functions 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.

66 All Rights Reserved © Alcatel-Lucent 66 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

67 VitalQIP ® Sales Tools

68 All Rights Reserved © Alcatel-Lucent 68 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Find the latest RFC References Network Working Group D. Eastlake Request for Comments: 2535 IBM Obsoletes: 2065 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.

69 All Rights Reserved © Alcatel-Lucent 69 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 SpecialistRoles s Maria FireProduct Pete LozoProduct Steve WigginsDirector Product Management lucent.com

70 World-Class Differentiators LWS, Bell Laboratories, documentation and training

71 All Rights Reserved © Alcatel-Lucent 71 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Alcatel-Lucent Services Support and Maintenance Customer Services  Help Desk  Installation, Training  Professional services  Customization Programming User Group  Annual Customer Forum Monthly teleconferences Alcatel-Lucent Support Personnel and Consultants are dedicated to your successful system implementation.

72 All Rights Reserved © Alcatel-Lucent 72 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

73 All Rights Reserved © Alcatel-Lucent 73 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

74 All Rights Reserved © Alcatel-Lucent 74 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Sarbanes Oxley and Patriot Act Compliance with VitalQIP VitalQIP ModuleDescription of Benefit Provided by VitalQIP Module Sarbanes Oxley Patriot Act VitalQIP CoreProvides 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. XX Audit ManagerAudits 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. XX AutoDiscoveryDetermines network configuration. Automates IP address management. Detects configuration discrepancies and stealth nodes. XX

75 All Rights Reserved © Alcatel-Lucent 75 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 SOX and PAT Compliance with VitalQIP VitalQIP ModuleDescription 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. XX Services ManagerEnsure service delivery by verifying operations of DNS and DHCP servers. Immediately identifies servers or processes not performing well. X

76 All Rights Reserved © Alcatel-Lucent 76 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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 Alcatel-Lucent University Website:http://training.alcatel-lucent.com/ Business Partner Website:http://www.businesspartner.alcatel-lucent.com US On-site Training US Registration Center by Telephone: WW Customer Care WW Customer Care Telephone: WW Certification

77 All Rights Reserved © Alcatel-Lucent 77 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 VitalQIP IP Business Partners - Training Path https://training.alcatel-lucent.com Alcatel-Lucent VitalQIP IP Address Management Alcatel-Lucent Certified C = 5 d System Configuration & Administration LCW402H ACSE VitalQIP IPAM R7.2 DT00TC0C8 40 MCQ: 2 h / lab: 4 h POSTSALESPRESALES I = 5 h Design & Engineering / VitalQIP Presales VQ-DE-002 AQPS VitalQIP IPAM R7.2 PS00TC0C13 20 MCQ:1 h I = 1 h VitalQIP IP Address Management, 2009 SALES ACSR VitalQIP IPAM MCQ VQ-SM-003 You are HERE!

78 All Rights Reserved © Alcatel-Lucent 78 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 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

79 All Rights Reserved © Alcatel-Lucent 79 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the primary Tier 1 Enterprise competitors for IPAM are: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 2, Knowledge Check 1 A)INS and Infoblox B)Nortel and Incognito C)MenandMice and Cisco

80 All Rights Reserved © Alcatel-Lucent 80 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the primary IPAM sales drivers is: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 2, Knowledge Check 2 A)MSO HDTV B)VoIP C)Sartres and OXman compliance

81 All Rights Reserved © Alcatel-Lucent 81 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the VitalQIP features that enable efficient user access is: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 2, Knowledge Check 3 A)DHCP Command Line Index portal B)DNS automation via the API Manager C)Universal GUI

82 All Rights Reserved © Alcatel-Lucent 82 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the primary VitalQIP benefits are: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 2, Knowledge Check 4 A) Improved ROI, growth, and automation B) CALEA tracking and web-based billing C)3GPP2, IETF, and SMPT compliance

83 All Rights Reserved © Alcatel-Lucent 83 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Among the VitalQIP advantages over all competitors are: Correct - Click anywhere to continue Incorrect - Click anywhere to continue You answered this correctly! Your answer: The correct answer is: You did not answer this question completely You must answer the question before continuing Submit Clear Try again Lesson 2, Knowledge Check 5 A) IDC, SNMP Appliances, and DNS Subnets B) Scalability, ENUM Manager, and Bell- Labs C) Licensing, Training, and Free Delivery

84 All Rights Reserved © Alcatel-Lucent 84 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 Thank You For more information on award winning solutions please visit:


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