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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
5 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
7 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
All Rights Reserved © Alcatel-Lucent8 | 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
IP Address Management& the VitalQIP® Offer
Lesson 1
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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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
12 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
All Rights Reserved © Alcatel-Lucent14 | 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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
17 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
VitalQIP IP Address Management Solution
18 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Flexibility and Scalability
Manage Existing Infrastructure Manage the Migration to New
Platforms Cross-Platform Multi-Vendor Support Deploy Appliances Where
Needed
20 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
21 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
22 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
24 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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.
26 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
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Among the primary cost savings sought by VitalQIP customer is:
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A) Immediate replacement of IPv4
B) Lower Government tax assessments
C) Productivity of IT administrators
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A key feature of the VitalQIP IPAM offer is __________.
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Lesson 1, Knowledge Check 2
A) IP Address automation
B) Subnet lease
C) Policy Disaster Recovery
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The Core VitalQIP IPAM Offer includes __________.
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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
All Rights Reserved © Alcatel-Lucent35 | 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
Selling the VitalQIP® Offer
Lesson 2
37 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
40 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
All Rights Reserved © Alcatel-Lucent41 | 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
All Rights Reserved © Alcatel-Lucent42 | 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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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)
44 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
IDC study: Determining the ROI of VitalQIP (2)
Savings Breakdown
45 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
ROI 930%
Payback period 106 days
ROI study result – normalized for company size
46 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
52 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
54 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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.
All Rights Reserved © Alcatel-Lucent55 | 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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
60 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
62 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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.
65 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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.
66 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
68 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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.
69 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 mfire@alcatel-lucent.com
Pete Lozo Product Management lozo@alcatel-lucent.com
Steve Wiggins Director Product Management
stevewiggins@alcatel-lucent.com
World-Class Differentiators
LWS, Bell Laboratories, documentation and training
71 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
75 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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
76 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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: jlramkawsky@alcatel-lucent.comUS Registration Center by Telephone: 888-582-3688 WW Customer Care Mail: enterprise_educational_services@alcatel-lucent.comWW Customer Care Telephone: 33 2 98 14 32 62WW Certification Administration: au.certification@alcatel-lucent.com
Alcatel-Lucent University Website: http://training.alcatel-lucent.com/Business Partner Website: http://www.businesspartner.alcatel-lucent.comUS On-site Training Representative: jlramkawsky@alcatel-lucent.comUS Registration Center by Telephone: 888-582-3688 WW Customer Care Mail: enterprise_educational_services@alcatel-lucent.comWW Customer Care Telephone: 33 2 98 14 32 62WW Certification Administration: au.certification@alcatel-lucent.com
77 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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!
78 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Among the primary Tier 1 Enterprise competitors for IPAM are:
Correct - Click anywhere to continue
Correct - Click anywhere to continue
Incorrect - Click anywhere to continue
Incorrect - Click anywhere to continue
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Your answer:Your answer:
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question completelyYou must answer the
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Lesson 2, Knowledge Check 1
A) INS and Infoblox
B) Nortel and Incognito
C) MenandMice and Cisco
80 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Among the primary IPAM sales drivers is:
Correct - Click anywhere to continue
Correct - Click anywhere to continue
Incorrect - 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 ClearClearTry againTry again
Lesson 2, Knowledge Check 2
A) MSO HDTV
B) VoIP
C) Sartres and OXman compliance
81 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Among the VitalQIP features that enable efficient user access is:
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Correct - Click anywhere to continue
Incorrect - Click anywhere to continue
Incorrect - Click anywhere to continue
You answered this correctly!You answered this correctly!
Your answer:Your answer:
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question completelyYou did not answer this
question completelyYou must answer the
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question before continuingSubmitSubmit ClearClearTry againTry again
Lesson 2, Knowledge Check 3
A) DHCP Command Line Index portal
B) DNS automation via the API Manager
C) Universal GUI
82 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Among the primary VitalQIP benefits are:
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Incorrect - Click anywhere to continue
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Your answer:Your answer:
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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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Among the VitalQIP advantages over all competitors are:
Correct - Click anywhere to continue
Correct - Click anywhere to continue
Incorrect - 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 ClearClearTry againTry 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 | Alcatel-Lucent VitalQIP Address Management Solutions, September 2009 All Rights Reserved © Alcatel-Lucent
Thank You
For more information on award winning solutions please visit:
http://enterprise.alcatel-lucent.com/?product=VitalQIP&page=overview