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
3 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
1 Market Trends & Why IPAM Is Important
4 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
5 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
6 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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.
7 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
8 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
2 Product Overview
9 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
10 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
VitalQIP® IP Address Management Solution
11 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Flexibility and Scalability
Manage Existing Infrastructure
Manage the Migration to New Platforms
Cross-Platform
Multi-Vendor Support
Deploy Appliances Where Needed
12 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
13 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
14 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
15 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
16 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Selling the VitalQIP® Offer3
17 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
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
18 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
19 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
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
20 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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?
21 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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.
22 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
ROI and Case Study4
23 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
24 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
25 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Competition5
26 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
27 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
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
28 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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)
29 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Future Direction6
30 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
31 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
32 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Pricing and Licensing7
33 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
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)
34 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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.
35 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
36 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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.
37 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Additional Resources8
38 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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=
39 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
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
40 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
Who to Contact with Questions?
VitalQIP Contact Role Email
Maria Fire Product Management
Ralph Senseny Product Management
Chris Pyne Product Marketing [email protected]
41 | Presentation Title | Month 2006 All Rights Reserved © Alcatel-Lucent 2006, #####
PARTNER KNOWLEDGE SHARE
www.alcatel-lucent.com
PARTNER KNOWLEDGE SHARE
Top Related