Enterprise IT Industry Topic Series Cloud Computing / ITOM Solutions – Week 3

1. Enterprise IT Industry Topic SeriesCloud Computing / ITOM Solutions – Week 3 Travis Greene Erin Quill Senior Product Marketing Manager Sales Enablement Specialist Travis.Greene@netiq.comequill@netiq.com September 24, 2012

2. Situational Fluency Successful conversations with existing and potential customers are founded on your ability to show understanding of the world they live in, the business issues they face, and the ability to speak their language. This enablement series focuses on how to ensure your conversations on Cloud Computing are credible. 36% of Business Leaders indicate that conversations they have with sales reps are of value to them. Our goal is to enable Customer-centric conversations, conversations focused on their issues and priorities

3. Industry Topic Webcast Series • Selling is about enabling the customer to solve business problems and meet business priorities, not selling the virtues of a product • Sales Enablement Webcasts are going to focus on the top Business/Enterprise IT topics organizations are wrestling with • Topics • Cloud, Consumerization of IT/BYOD, Big Data, Business Interactions (B2x), and Business Continuity/ Disaster Recovery • September – The Cloud • Sep 10 and 17 – What is the Cloud? Why all the hype? Business Concerns and Challenges, and engaging in business discovery • Sep 24 and Oct 1 – Scenarios on how and where NetIQ products help customers address their pains and meet priorities • On-demand Deliverables in October

4. Today’s Agenda • ITOM-related cloud problems, matched to NetIQ solutions • Shadow IT • Downtime • Creating Competitive Cloud Services • Summary • Q&A

5. ITOM-Related Cloud Problems

6. Shadow IT The cloud services that the business buys directly, without knowledge or involvement from the IT organization • Circumvents the controls that minimize risks of outages and cost overruns • IT organizations can see this trend as both a threat and an opportunity to create competitive offerings with private clouds • Private clouds are more than virtualization - automation is needed for self-service provisioning, DR, securing, maintaining and billing for usage

7. Shadow IT Solution ComponentBuilding, Securing and Maintaining a Private Cloud • NetIQ Cloud Manager • Rapid automated provisioning matches public cloud deployment speed, BUT with internal controls • Up-front visibility allows the cost of IT services to be aligned with business priorities • Self-service portal encourages adoption, controls access and expenses • Eliminates virtual and cloud sprawl

8. Shadow IT Solution ComponentBuilding, Securing and Maintaining a Private Cloud • NetIQ Sentinel • Security Information and Event Management • Log Management • NetIQ Secure Configuration Manager • Continuous configuration assessment and reporting to maintain system integrity and compliance • NetIQ Change Guardian • Change and user activity monitoring for critical data

9. Shadow IT Solution ComponentBuilding, Securing and Maintaining a Private Cloud PlateSpin Protect: Disaster Recovery solution for all server workloads. Virtual servers Virtual hosts Physical servers Workload decoupled from hardware Live backups <1 hour RPO & RTO One-click failover Easy to test

10. Shadow IT Solution ComponentBuilding, Securing and Maintaining a Private Cloud • NetIQ AppManager • Auto-detect and deploy monitoring for Virtual Machines & workloads in your private cloud • NetIQ Operations Center • Understand the performance of services, regardless of where they are hosted

11. Downtime Significant outages of popular cloud services continue to make headlines • Organizations must be able to objectively measure the performance of public-cloud services • Hold cloud service providers accountable for service levels • Ensure users can perform their jobs

12. Downtime Solution ComponentObjectively Measure and Report Against Service Levels • NetIQ AppManager • Actively performs user transactions at regular intervals, collects data and escalates events • NetIQ Operations Center • Create dashboards of service performance achievement so that remediation can be pursued

13. Creating Competitive Cloud Services Most service providers are joining the cloud computing gold rush. They are well-positioned for this role, but like internal IT organizations, are threatened by cloud providers competing for their business. They must adapt to stay relevant. • Service providers need a way to rapidly and reliably address the market demand for cloud services

14. Creating Competitive Cloud ServicesA powerful set of tools for service providers to get services deployed quickly • NetIQ Cloud Manager • Secure and compliant self-service portal for rapid automated provisioning of IT services • NetIQ Access Manager • Offer “Access as a Service” • NetIQ Aegis • Automate simple or complex processes by integrating multiple tools

15. SummaryWhy You Should Care

16. Why You Need to Understand ITOM-Related Cloud Problems and Solutions • Cloud is a disruptive technology to the way IT services are being delivered • Shadow IT exposes the business to unanticipated risk • Downtime is more common than expected • Cloud Service Providers (CSPs) are looking for ways to accelerate the delivery of cloud services • Your customers are struggling with how to address the problems that cloud computing causes – help them and become a trusted advisor

17. Enablement Wrap-Up

18. Enablement Roadmap • Upcoming Enablement Webcasts • Monday, Oct 1: Cloud Session #4: The Value of NetIQ ISG Solutions in and with the Cloud • Monday, Oct 8: Access Governance Suite 6.1 • On-demand Deliverables • Conversation Cards: October • Sales Conversation Guides: October • On-demand Curriculum: November • NetIQ U • EMEA: October 9-11, Munich / North America: October 22-24, Provo

19. Questions?