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

VitalQIP®

Address ManagementSolutions, 2009

Alcatel-Lucent Sales Training – September 2009

VQ-SM-003W

Alcatel-Lucent Educational Services

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

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All Rights Reserved © Alcatel-Lucent4 | 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


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.


Glossary – Key AcronymsAPNIC: 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


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







IP Address Management& the VitalQIP® Offer

Lesson 1

Click on the Next button to continue

Click on the Next button to continue


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


IPAM Market

Market leader for 7 yearswith more than 25% market share and 850+ customers

180209 231 249 269

103

119131

143

0

50

100

150

200

250

300

350

400

450

2007 2008 2009 2010 2011

$M

Worldwide forecast, 2008-2011

Source: Worldwide Network ConfigurationManagement 2005-2009, IDC

Service Providers

Enterprises

155


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


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


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.


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


VitalQIP- Award Winning Software

Leading Market share in segment - IDC, GigaLeading DHCP server performance - Exodus LabsNumerous 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 050905

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


VitalQIP IP Address Management Solution


VitalQIP Cross-Platform Integration

Cross-platform support Integration with VitalNet and VitalApps Integration with VitalAAA Support of the latest RFCs Integration with OSS/BSS


Flexibility and Scalability

Manage Existing Infrastructure Manage the Migration to New

Platforms Cross-Platform Multi-Vendor Support Deploy Appliances Where

Needed


VitalQIP AMS - VitalQIP Appliance Management Software

AMM 1000 -VitalQIP Appliance Management Module (standard appliance)

AMM 5000 - 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


The VitalQIP Response to Trends

TrendExplosion of IP devices onthe network

Securing the network

Lower Total Cost of Ownership

New Business Models

Support of Sarbanes-Oxley

Adoption of IPv6

ResponseAutomated configuration of different device types

Enhanced registration managementAdvanced client compliance validationSecurity integration, e.g. EndforceSupport for SSL, DNSSEC, GSS-TSIG

Ubiquitous Web UIIntegrated feature packsGreater 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 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


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 addresshttp://64.236.16.116 when it is simply www.cnn.com


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


VitalQIP IP Address Management SolutionThe 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.


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.



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



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.



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.


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.


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

http://enterprise.alcatel-lucent.com/?product=VitalQIP&page=overview






Among the primary cost savings sought by VitalQIP customer is:

Correct - Click anywhere to continue


Incorrect - Click anywhere to continue


You answered this correctly!You answered this correctly!

Your answer:Your answer:

The correct answer is:The correct answer is:You did not answer this

question completelyYou did not answer this

question completelyYou must answer the

question before continuingYou must answer the

question before continuingSubmitSubmit ClearClear

Lesson 1, Knowledge Check 1

Try againTry again

Simply make your selection,

then click submit

Simply make your selection,

then click submit

A) Immediate replacement of IPv4

B) Lower Government tax assessments

C) Productivity of IT administrators


A key feature of the VitalQIP IPAM offer is __________.











question before continuingSubmitSubmit ClearClearTry againTry again


A) IP Address automation

B) Subnet lease

C) Policy Disaster Recovery


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







Selling the VitalQIP® Offer

Lesson 2


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


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


VitalQIP Targets Every Vertical

Telecom

British TelecomVerizonSprintAT&TCable and

WirelessCSCEDSAlcatel-LucentT-MobileComcastCableVisionQwestPacWestKPNBrazil TelecomLevel 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

ServicesGeneral Motor

Ford

Home Depot

Warner Broadcasting


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


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


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


IDC study: Determining the ROI of VitalQIP (1)

Reasons for Implementing VitalQIP

10%

20%

20%

40%

50%

0% 10% 20% 30% 40% 50% 60%

Support Mobility

Standardization

Automation

Better Management

Centralize Control

(% of Respondents)



Savings Breakdown



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

ROI study result – normalized for company size


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


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.”


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.


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


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


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/delegationHow much does it cost? Administrators, Engineers,

Operations Training costs Help desk/call centers Maintaining existing

Infrastructure


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.


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

informationVitalQIP 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 phonesVitalQIP Delivers

High performance, fault-tolerant, distributed capabilities to deliver high-availability of services


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.


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


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


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


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

Competition


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


IP Address Competitive Landscape

Competitive mapping of the IP Address space

IP Address Growth

Source: Worldwide Network Configuration Management 2005-2009, IDC

-20%

-10%

0%

10%

20%

30%

40%

0.11.010.0

Nortel

Infoblox

Alcatel-Lucent

BTDiamond IP

Nominum

Bubble size corresponds to latest IPAM revenue estimates


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)


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!


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

ServersVitalQIP 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.


Competitive Summary

Advantage VitalQIP Advantage Comment

BTDiamondIP

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

InfobloxAppliance IPAM 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.


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

VitalQIP® Sales Tools


Find the latest RFC References

http://www.ietf.org/rfc.html

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.

http://www.ietf.org/rfc.html


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 Emails

Maria Fire Product Management [email protected]

Pete Lozo Product Management [email protected]

Steve Wiggins Director Product Management

[email protected]

mailto:[email protected]




World-Class Differentiators

LWS, Bell Laboratories, documentation and training


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.


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


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


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 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.

X X

AutoDiscovery Determines network configuration. Automates IP address management. Detects configuration discrepancies and stealth nodes.

X X


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.

X X

Services Manager

Ensure service delivery by verifying operations of DNS and DHCP servers. Immediately identifies servers or processes not performing well.

X


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.comUS On-site Training Representative: [email protected] Registration Center by Telephone: 888-582-3688 WW Customer Care Mail: [email protected] Customer Care Telephone: 33 2 98 14 32 62WW Certification Administration: [email protected]

Alcatel-Lucent University Website: http://training.alcatel-lucent.com/Business Partner Website: http://www.businesspartner.alcatel-lucent.comUS On-site Training Representative: [email protected] Registration Center by Telephone: 888-582-3688 WW Customer Care Mail: [email protected] Customer Care Telephone: 33 2 98 14 32 62WW Certification Administration: [email protected]


VitalQIP IP Business Partners - Training Path

https://training.alcatel-lucent.com

Alcatel-Lucent VitalQIP IP Address ManagementAlcatel-Lucent VitalQIP IP Address Management

Alc

ate

l-Lu

cen

tC

ert

ified

C = 5

d

System

Configuration &

Administration

LCW402H

ACSE VitalQIP

IPAM R7.2DT00TC0C8

40 MCQ: 2 h / lab: 4 h

POSTSALESPOSTSALESPRESALESPRESALES

I = 5 h

Design &

Engineering /

VitalQIP Presales

VQ-DE-002

AQPS VitalQIP

IPAM R7.2PS00TC0C13

20 MCQ:1 h

I = 1 h

VitalQIP IP

Address

Management,

2009

SALESSALES

ACSR VitalQIP

IPAM 2009

10 MCQ

•VQ-SM-003•VQ-SM-003

You are HERE!


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


Among the primary Tier 1 Enterprise competitors for IPAM are:













A) INS and Infoblox

B) Nortel and Incognito

C) MenandMice and Cisco


Among the primary IPAM sales drivers is:













A) MSO HDTV

B) VoIP

C) Sartres and OXman compliance


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


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


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


Thank You

For more information on award winning solutions please visit:


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

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