BT Diamond IPRobert Lieber

Director Strategic Accounts, BT DIP

Building the next generation of BT Global Services 2

What is BT Diamond IP?

IP Address utilization is exploding – many corporations will require a commercial off-the-shelf tool

Building the next generation of BT Global Services 3

What Are The BT Diamond IP Growth Opportunities?

Global IPAM Revenue Share • IoT (Internet of Things) - vehicles, clothing, portable devices, environmental & traffic sensors, consumer goods etc.

• Explosion of IP-based devices – Smartphones, gaming systems, laptops, tablets, printers, home appliances,

etc.– VoIP, VTC, UC, RFID solutions being sold by BT

• IPv6 gaining traction among many corporations– BT Advise assessments may expose the need for IPAM solutions

• Virtualization & cloud solutions are compounding the device address challenge

• IT teams must control and manage complex and dynamic inventory of IP addresses

Every device on the Internet must beassigned an IP address to

communicate

IPAM market $800M+ by 2015 23% CAGR*

IPAM market $800M+ by 2015 23% CAGR*

* Gartner MarketScope for DNS, DHCP and IPAM

Major Growth Forces Major Growth Forces

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BT Diamond IP Case Study: Rogers Communications, Inc.

Rogers Communications had significant IP address management challenges and required a unified solution. As the largest provider of wireless voice and data communications services in Canada—while also delivering cable television, high-speed internet, and telephony services— Rogers serves millions of customers from multiple offices and divisions.

BT Diamond IPControl deployed on BT Diamond IP Sapphire appliances was chosen by RCI to centralize their IP address management, making it easier to track who assigned each individual IP address and to control address utilization. IPControl also integrated nicely with their DNS provisioning system, such that the end user was not required to make multiple IP and DNS requests; subsequently reducing time and reducing costs.

IPControl has reduced the number of errors and the time needed to fix them. If an IP address is input incorrectly, there’s no way of knowing until someone else configures a duplicate IP address. Ozan Ocal says: “IPControl gives us a central repository and everyone has a view of it, so we have a better way of identifying errors. The number of manual steps is greatly reduced.”

Diamond IP is the key to centralizing IP management. Before integration there were errors, duplication of allocations, no accountability, and unnecessary delays. That’s simply not the case now.”

Total spend ~ £2.7m (~54% margin)

ChallengeChallenge

SolutionSolution

ValueValue

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BT Diamond IP Case Study: AIG

Initial Business DiscussionInitial Business Discussion

SolutionSolution

ValueValue

AIG had implemented virtually every IP Address Management solution known – including Infoblox, BlueCat, EfficientIP, Men & Mice, IP Plan, QIP, EasyIP, home-grown applications, etc. After meeting with their VP of Infrastructure, he explained their desire to centralize on “1” platform moving forward. He understood AIG were managing their IP address space disparately & somewhat inefficient. They initially performed a “paper evaluation analysis” with existing solutions deployed in their network to narrow the field of competition.

AIG is extremely pleased with its selection of the IPControl solution. The centralized IPControl solution provides management, planning, and reporting along with greater administrative control via “self-service” for configuration & management of their entire IP address space worldwide.

AIG recognized that Diamond IP had the most flexibility insofar as implementation options and supported platforms. For example, they wanted to maintain use of non-depreciated hardware with software overlay (Diamond IP) and they also wanted to deploy purpose built DNS/DHCP appliances (Diamond IP). They also required a solution that would support ease of data importation from the many desperate solutions deployed (Diamond IP). AIG performed an extensive evaluation of several solutions and after many months of testing they finalized on the IPControl – Sapphire solution from BT Diamond IP.

Total spend ~ £1.4m (~48% margin)

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We’re Already There… and Looking to Progress Even More

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BT Diamond IP: Common Questions & Qualifying

IP Address Management is Mission Critical – Include in ADP!!!

• Do they have 5,000+ employees in their organization?• Have they experienced outages due to IP address conflicts, depleted

DHCP scopes, and misconfigured DNS files?• Are they utilizing spreadsheets or homegrown apps to manage

IP address space?• Are they utilizing a competing solution whereby we can displace

& save them money?• InfoBlox? BlueCat? Efficient IP? Men & Mice? QIP?• Can we utilize existing senior relationships and discuss budgets; be eager

to entice with a significant ROI• Familiarize them with “best practices” in DNS, DHCP, and IP Address

Management• Involve BT Diamond IP Sales Specialists to support, evaluations

and demos (~50% eval close rate)

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BT Diamond IP: US&C Sales Support

Useful LinksBT Diamond IP External Websitehttp://www.btdiamondip.comBT Diamond IP Portfolio Intranethttps://intra.bt.com/bt/globalservices/salesportal/products/diamond_ip/Pages/index.aspx