Market-Leading IP Address Management Software Enhances Profitability and Productivity VitalQIP ®...

Market-Leading IP Address Management Software

Enhances Profitability and Productivity

VitalQIP® DNS/DHCP and IP Management Software

2 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####

PARTNER KNOWLEDGE SHARE

Agenda

1. Market Trends & Why IPAM is Important

2. Product Overview

3. Selling the Product

4. ROI & Case Study

5. Competition

6. Future Directions

7. Product Pricing

8. Additional Resources



1 Market Trends & Why IPAM Is Important



IPAM Marketplace Dynamics

0

50

100

150

200

250

300

350

400

450

2005 2006 2007 2008 2009 2010 2011

$M

SP

Enterprise

Worldwide IPAM Revenue, 2005-2011 Worldwide 2006 IPAM Market Share

VitalQIP -- #1 in Market Share for 7 Years Running

Source: Worldwide Network ConfigurationManagement 2005-2009, IDC

Alcatel-Lucent25.8%

Infoblox18.5%

Nominum12.5%

INS9.4%

BlueCat7.0%

Cisco3.8%

Other22.9%

Alcatel-Lucent

Infoblox

Nominum

INS

BlueCat

Cisco

Other

“IPAM solutions greatly simplify not only the management and accuracy of network records, but they also simplify their provisioning as organizations grow, merge together, and look to deploy these next-generation network applications.” The Burton Group



IP Network Trends

Converging communications and IP Everything over IP (e.g., VoIP) 3G/Mobile Data

Protecting the network More vulnerabilities and threats Expanded role for IP address management

Increasing productivity Improve ROI Manage a mission-critical resource

Leveraging new business models Managed services and centralized management Micro-sites

Emerging IP-based technologies for competitive advantage IPv6 ENUM



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 2000/2003 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



2 Product Overview



VitalQIP® - Award Winning Software Leading Market share in segment — IDC, Giga

Leading DHCP server performance — Exodus Labs

Numerous recognition awards including

Network World Blue Ribbon

Network Testing Labs World Class Award

Network World Clear Choice Award

SC Magazine 2006 Awards Finalists

Best Integrated Security Software

Best Enterprise Security Solution

networkworld.com 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, IPv6, Mobile HSD, IP Video

Market Leading Network and Service Management Software

Enhances Profitability and Productivity



VitalQIP® IP Address Management Solution



Flexibility and Scalability

Manage Existing Infrastructure

Manage the Migration to New Platforms

Cross-Platform

Multi-Vendor Support

Deploy Appliances Where Needed



The VitalQIP® Response to Trends Trend

Explosion of IP devices on the network

Securing the network

Lower Total Cost of Ownership

New Business Models

Support of Sarbanes-Oxley

Adoption of IPv6

ResponseAutomated configuration of different device types

Enhanced registration management

Advanced client compliance validation

Security integration, e.g., Endforce

Support for SSL, DNSSEC, GSS-TSIG

Ubiquitous Web UI

Integrated feature packs

Greater IPAM flexibility (flexible modeling of the operational environment, Web UI)

Expanded reports and reporting

More flexible and granular administrative control

Integrated IPv4 and IPv6 management



Imagine trying to navigate

the web

by using the IP address

http://207.25.71.25

(www.cnn.com)

The Importance of Name Services (DNS)

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 Need for DHCP

DHCP enables networks to auto-assign IP addresses and configure client network communications

DHCP makes efficient use of IP networks by leasing addresses for specific periods of time allowing the re-use of IP space as needed

Enables mobile users to easily change IP networks as they freely move about

Enables enterprise to quickly change configurations without the additional cost of modifying each device manually

Is standards based and readily available on most hardware/software platforms



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

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, Network Allocator, Usage Billing Interface, API Toolkit, AutoDiscovery, Workflow Manager, Registration Manager, ENUM, DHCP Rules Manager

Windows 2000®/ Windows 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



Selling the VitalQIP® Offer3


PARTNER KNOWLEDGE SHAREEnterprises from Many Verticals Secure their Businesses with VitalQIP

Recent Wins

Telecom British Telecom Verizon Sprint AT&T Cingular Cable and Wireless T-Mobile Comcast …

Finance Citigroup JP Morgan Nationwide

Ins State Farm

Ins Prudential Bank of

America Mellon

Financial …

Technology 3 Com AMD IBM Motorola Oracle Veritas

Health Care Bristol Myers Squibb Warner Lambert Pfizer Eli Lilly Johnson & Johnson Wyeth Merck and Co. …

Government US Air Force US Army USDA US INS FAA Dept of Energy Dept of

Transportation …

Manufacturing and Services

General Motors Ford Home Depot Warner Broadcasting Coca-Cola



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 (e.g. DNS, 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

Convergence of Voice and Data networks


PARTNER KNOWLEDGE SHARESuccessful Selling – VitalQIP® IP Address Management

Selling VitalQIP®

Talk to IT manager to understand how many people are working on IP address management

Demonstrate technical product capabilities to IT manager and IP address management specialist

Key arguments to close the deal fast:

Short ROI (confirmed by customers & IDC) Most robust, secure and highest performing solution in the market Used by over 1000 customers worldwide – over 400 in Europe Supports IPv4 and IPv6 today Compatible with appliances



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 do you currently manage?

Availability Security Scalability, Growth Speed of configuration Accuracy What are you using today – BIND, Microsoft DNS / DHCP

How much does it cost?



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.



ROI and Case Study4



Savings Breakdown

ROI Study ResultsNormalized for Company Size

10%

20%

20%

40%

50%

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

Support Mobility

Standardization

Automation

Better Management

Centralize Control

(% of Respondents)

Reasons for Implementing VitalQIP

Average per 100 Users

IT Productivity Savings 17,074$ 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

StudyDetermining the ROI of Automated VitalQIP®

DNS/DHCP and IP Address Management Software



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“VitalQIP® makes our data more available and timely. We’re able to put our applications in more quickly, and it frees up our administrators to work on other important tasks.”

BENNY MAYNARD

MANAGER, AHOLD ENTERPRISE SYSTEMS MANAGEMENT TEAM



Competition5



Major VitalQIP Competitors

BT-INS (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

http://www.ins.com


PARTNER KNOWLEDGE SHAREAlcatel-Lucent Clear Winner in IP Name and Address Management Software Test According to Network Testing Lab

Performance Ease of Use

Features Scalability Security Installation & Documentation

TotalScore

Alcatel-Lucent

VitalQIP 7.0A A A A A – A A

International Network Services Inc. (INS)

Sapphire 20 Series Appliance

B A A C + B A B

BlueCat Networks

Proteus Enterprise IPAM Appliance

Adonis DNS/DHCP Server

C C B C B C C +

MetaInfo

Enterprise Server Appliance

B B B C A B B –

Efficient IP

IPM 2.2C C C D C D C –

Infoblox

550 ApplianceD C B C B C C



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)



Future Direction6



VitalQIP® Strategy

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 service management

Advanced Features VoIP support/IMS integration (ENUM) Security Network Access Control Business Process Mapping/Workflow Integration Network and Host Discovery and Reconciliation Appliance Deployment Model

Support for Alcatel-Lucent Offers Enterprise Offers – Enterprise Business Group Service Provider Offers: WiMax, IMS, IPTV

Provide a Complete IP Mgmt Software Solution to Enterprises, Gov’t and Carriers



VitalQIP® – Continued Market Leader Continuous investments and competitive edge

VitalQIP Release 7.1 – June 2007 – Continued performance and web architecture enhancement, 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

Integration with Alcatel-Lucent Voice and Data switches and routers

Changes to pricing and packaging for a complete cost-effective solution

Investment at all time high 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, still a PROVEN Market Leading Solution

Over 800 customers worldwide today Over 50% of Fortune 100 companies use VitalQIP Multiple recognition awards



Pricing and Licensing7


PARTNER KNOWLEDGE SHAREVitalQIP® IP Address Management Pricing / Licensing Options

Pricing is based on the number of IP addresses to be managed

Count number of servers, routers, switches, pc’s, …

For DHCP domain, only count maximum number of IP addresses in use: ACTIVE licensing

A series of optional modules are available, also priced based on number of IP addresses to manage

Support & Subscription 15% of License Fee per annum – 8x5, 20% for 24x7

Not included third party SW:

Oracle license (but free of charge Sybase included)



Reseller Pricing – f-Lucent vs. f-Alcatel

RTU

Former Lucent resellers receive the following discounts:

35% for Authorized resellers

40% for Accredited resellers (Accredited resellers provide Tier 1 and 2 maintenance direct to their end customers)

Former Alcatel resellers receive the following discount:

40% with the proviso that the reseller is accredited or becomes accredited within one year

Maintenance

F-Lucent partners can resell either 8X5 (15%) or 24X7 (20%) maintenance.

F-Alcatel partners can resell 24X7 maintenance at 18% only.



Who to Contact for Help

QIP Pricing RSC – Ray Stendall

VitalQIP Product Management – Maria Fire (Enterprise) – mfire, 802-899-3873– Ralph Senseny (SP), rsenseny, 610-722-7934

Maintenance Renewals Colette Goodwin, colettegoodwin, 623-582-7095

Ordering Colette Goodwin, colettegoodwin, 623-582-7095

Price Book and Reseller Price Files Julie DeVincentis, jdevincentis, 732-617-0656



How to find the Reseller Price Files on the Web

1. Go to www.alcatel-lucent.com.

2. Under "Resources for", click on "Partners and Developers".

3. Scroll down slightly. Under "Business Partner Programs", click on "To sign into the Business Partner Portals, click here."

4. Click "Access to former Lucent systems".

If the reseller doesn't have a login, click on "Login help for former Lucent systems" and then use one of the provided e-mail addresses/numbers to e-mail or call for assistance.

5. On top right, under "NAR Standard Pricing", click "More".

6. Click on the zip file. The Vital reseller files are in the zip file.



Additional Resources8



VitalQIP® Resource Center http://www.networkworldpartners.com/lucent/ipMgmt.jsp

The Network World-Alcatel-Lucent Technologies Micro site, where you are privy to information, special offers and events you won't find anywhere else.

Key Supporting Materials are:

IDC ROI Study

“Best Practices for Securing Your IP Address Management Infrastructure” white paper

Best Practices in DNS/DHCP and IP Address Management (Current Analysis) Special Report

Network Test Labs World Class Award – Jan 2007

Brochures, case studies, ROI calculators and much more

VitalQIP Product Page on Alcatel-Lucent: http://www.alcatel-lucent.com/wps/portal/products/detail?LMSG_CABINET=Solution_Product_Catalog&LMSG_CONTENT_FILE=Products/Product_Detail_000143.xml&LMSG_PARENT=



VitalQIP® Additional Trainings Former Alcatel Business Partners:

https://www.businesspartner.alcatel-lucent.com/Bp/EnglishNavigation.nsf/Home Login

Then, click on "training and certification" - on the left nav.

Then click on "training"

Now you are on the home page of training, scroll down to the bottom, click on "Access

my online classes"

Then click on the tab for "learning catalog“

In the search field type "%vital%"

Former Lucent Business Partners:

https://training.lucent.com/Saba/Web/Main

Course numbers are:

VitalQIP Sales and Marketing - VQ-SM-002W

VitalQIP Pre-sales Design and Engineering (R6.2) - VQ-DE-002W V6.2



Who to Contact with Questions?

VitalQIP Contact Role Email

Maria Fire Product Management

[email protected]

Ralph Senseny Product Management

[email protected]

Chris Pyne Product Marketing [email protected]



www.alcatel-lucent.com


Market-Leading IP Address Management Software Enhances Profitability and Productivity VitalQIP ®...

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