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Network Node Manager (NNMi)Toolkit

S TART

N e t w o r k N o d e M a n a g e r

Value PropositionWhen speaking with customers, use the following statements to succinctly articulate the value that they can expect from NNMi.

Micro Focus® Network Node Manager i (NNMi) delivers powerful capabilities enabling NOCs to manage modern networks. NNMi Smart Plug-ins expand NNMiinto specialized environments, helping your team reduce time to resolve issues. NNMi is a core component of Network Operations Management.

• Discovery & monitoring of unified physical, virtual, SDN & wireless infrastructure• Scalability and device support to manage the largest enterprise environments• Intelligent automation to enhance real-time issue analysis• Multi-tenant capabilities to securely manage multiple customers, depts or sites

NNMi provides out-of-the-box support for visualization and management of SDN and virtualized infrastructure, allowing network operators to have a consistent view across their physical and virtual infrastructure. NNMi software is specifically designed to increase network operator efficiency. Its exception-based management model enhances their productivity.

Overview

OVERVIEW KEY MESSAGES PERSONAS SELLING SCENARIOS

DISCOVERY QUESTIONS

OVERCOMING OBJECTIONS COMPETITION LICENSING CUSTOMER

COLLATERAL

FOR MICRO FOCUS EMPLOYEES AND CHANNEL PARTNERS ONLY – DO NOT DISTRIBUTE

Reduce the cost of delivering improved network availability

Consolidate your network management infrastructure

Achieve low total cost of ownership with features such as wizards and a continuous discovery process

Achieve greater staffproductivity and efficiency with intelligent automation, an exception-based management paradigm, and a modern GUI

Reduce mean-time-to-repair(MTTR) with a deterministic and adaptive RCA and other intelligent automation features


Key Messages


DISCOVERY QUESTIONS


COLLATERAL

#1 – Optimize fault management

In too many enterprises, network growth and complexity have outrun the capabilities of

outmoded network management toolsets. To deliver the levels of reliability and availability

that today’s operations demand, a system for network fault management needs the ability to

manage, scale and organize network service and risk.

Supporting Features

• Update topology in real time

• Discover and understand physical network, virtual services and the

relationships between them

• Identify and assess the impact of issues with intelligent diagnostics, automated

root cause analysis and service state determination

#2 – Unify fault and performance management

Unifying fault and performance information monitoring in a common console streamlines

network operations and provides a much richer view of how the network is actually

performing than disparate point tools could ever provide.

Supporting Features

• Base investigation process on performance issues and hard faults

• Reduce the number of incidents that need to be escalated to specialists

#3 – Automate network change, configuration and compliance

Network change and configuration management (NCCM) is a long-established discipline

that involves establishing, recording, and verifying configuration settings for network devices

to avoid downtime caused by configuration errors.

Supporting Features

• Avoid errors caused by manual processes

• Compliance with and reporting for internal standards or regulations, e.g.

Payment Card Industry Data Security Standard (PCI DSS) and the Health

Insurance Portability and Accountability Act (HIPAA)

#4 – Automate common operator tasks

With the size and complexity of network infrastructures growing continually, network

operations teams need to enable tier-one operators to handle as many incidents as possible

when they come in, without escalating to tier-two or tier-three level engineering teams.

Supporting Features

• Automated diagnostics keep pace with events when rapid changes occur in the

status of networks

• Collect key information before device failures

• Detect issues via performance monitoring systems



PersonasHaving the right conversations with the right people is key in every selling engagement. Use the following information to understand who NNMi’s key buyers and influencers are, their roles, responsibilities, and concerns, as well as suggested conversation topics.

Title Role Responsible for Cares about What to talk about

Director of Network Management

• Manages all aspects of network infrastructure

• Drives efficiencies for both tools and personnel

• Support requirements for increased regulation

• Enable agility with automation and orchestration

• New infrastructure – support for physical and virtual devices

• Extended network outage – need to drive faster MTTR

• Skype issues – high-bandwidth apps that impact productivity

• App-celebration – agile development requires greater agility

• Large support for network vendors and devices

• Analytical, automation, monitoring and compliance capabilities

• Single point of view across infrastructure

OVERVIEW KEY MESSAGES PERSONASSELLING

SCENARIOSDISCOVERY QUESTIONS


COLLATERAL



Selling ScenariosWhen speaking with customers, always tell the whole IT Operations Management (ITOM) story. You should tailor the story to emphasize the benefits to your customers’ existing investments.

Selling Scenarios What to Discuss

Risk Mitigation / Compliance

SLA compliance penalties and network device outages

Identify, prioritize, and remediate devices with critical vulnerabilities

Exposure to outages and hackers

Greatly reducing MTTR

Network complexity

Recent acquisitions

Unifying IT infrastructures

Cost reductions in managing operations

Deployment of SDN

Poor end user experience / Team silosLarge number of tools and/or disparate tools

Finger pointing between operations and engineering

Longer MTTRs

OVERVIEW KEY MESSAGES PERSONAS SELLING SCENARIOSDISCOVERY QUESTIONS


COLLATERAL



Discovery QuestionsThe following discovery questions will help you to understand your customers’ current situation, identify needs and business issues, uncover competition, and confirm business requirements.

Questions for operationally mature and complex environmentsGood candidates for NNMi

Questions below that can be answered in detailGood candidates for adding NOM to NNMi

New Device Setup• How do you onboard new devices?

• How often do you deploy new device types?

Discovery & Configuration Management

• How do you manage configuration items in your CMDB?

• Please describe your configuration management process

Standardization & Automation

• What standards do you follow for your network device configurations?

• Are you able to automatically update the configuration and OS on your network

devices?

• How do you monitor and respond to events or incidents?

Multi-site

• If you have multiple sites, describe your cross-site operations

Credentials• How do you update your device credentials?

• How often do you update your device credentials?

Audits

• What types of audits do you perform?

• How often do you perform audits?

Maintenance/Updates

• How do you maintain your device firmware?

• How do you update your firewall ACLs

Miscellaneous

• How do you manage your pool of load balancer resources


DISCOVERY QUESTIONS


COLLATERAL



Overcoming ObjectionsBusinesses will inevitably have questions and concerns about any new solution. The following highlights the typical issues that customers could raise and the recommended responses to them.

Category Customer Objections Counter Questions Follow-up Response

CostMy network isn’t big enough to

warrant an expensive tool

- How will network managers ensure they future-proof their

deployment with an enterprise-grade solution as the demands of

the business push scale and complexity beyond the ability of

lesser tools?

- How will you save money when staff spends most of their time

sorting through thousands of incidents to find a root cause?

Network discovery isn’t automatic or continuous

Mixed set of legacy tools makes performance problems very difficult to

diagnose and repair due to a lack of a consolidated view of the network

TechnologyWhy don’t we just use open

source tools

- How will you integrate into a cohesive tool set?

- Are you willing to accept a high TCO to develop and maintain a

network management solution from a set of point tools?

How will you support for future features or additional devices?

How will your solution be certified to run in environments with compliance

requirements?


DISCOVERY QUESTIONS

OVERCOMING OBJECTIONS

COMPETITION LICENSING CUSTOMER COLLATERAL



CompetitionNNMi offers many advantages over the competition. ONLY MICRO FOCUS:

• Continuous spiral discovery delivers a real-time view of topology – an accurate view is critical for timely problem resolution

• Fast identification of root cause – rapidly identifies actionable problems improving MTTR

• Scalable – flexible distributed architecture supports critical always-on infrastructure

• Resilient deployment architecture – required for todays high-availability networks

• Contextual Integration – holistic view of network configuration, quality assurance, network health and application traffic

Refer to specific Battlecards for more information.


DISCOVERY QUESTIONS


COLLATERAL


Vs. CA Spectrum & Perf Mgmt & Network Flow Analysis

• Multiple tools required to match functionality

• Data not presented in a single context or pane

• New device support only at release

• Centralized architecture limits scale

• Episodic discovery produces a stale view of topology in virtual environments

Vs. SolarWinds Network Performance Manager

• Succeeding in low/mid market, but architecture is a limitation to winning enterprise opportunities

• Limited nodes per instance (10k) and no ability to consolidate a view of a large-scale network across multiple instances

• Lacks quality assurance capability required for today’s high-availability networks

EMC Smart Network Protocol Manager

• Not a focus area for existing EMC business

• Lacks robust network performance analysis tool

• Missing advanced capabilities like application flow

IBM Netcool and Precision

• Not an integrated piece of the IBM toolset

• Focused on event management versus root cause

• Events overload support staff at large scale

• Lacks strong network performance analysis tool


Licensing


DISCOVERY QUESTIONS

OVERCOMING OBJECTIONS LICENSINGCOMPETITION CUSTOMER

COLLATERAL

NNMi Premium

Capabilities

NNMi Advanced iSPI Performance for Metrics iSPI Perfromance for Quality Assurance NNMi Developer Toolkit IBM Tivoli Netcool/OMNIbus Integration Network Topology Discovery Fault and Availability Monitoring Root Cause Analysis Port Aggregation Monitoring Global Network Management Router Redundancy Monitoring IPv6 Support

Capabilities

NNMi Premium iSPI Network Engineering Toolset iSPI for IP Telephony iSPI for IP Multicast iSPI for MPLS iSPI Performance for Traffic and the Traffic Collector Connector


NOM Ultimate


Customer CollateralUse the following customer-facing materials when engaging directly with your customers about NOM. CLICK THE LINKS TO VIEW.


DISCOVERY QUESTIONS

OVERCOMING OBJECTIONS LICENSING CUSTOMER

COLLATERALCOMPETITION


ANALYST PAPER WHITE PAPER DATASHEETCASE STUDY CASE STUDY

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