How to sell Infoblox virtualization/cloud solutions

Elevator pitch
80% of all enterprises are now virtualized. More and more
enterprises are virtualizing a large portion of their workloads
by running their applications on virtual machines (VMs).
VMs are very dynamic in nature and can be spawned and
destroyed several times a day. Manual provisioning of IP
addresses for these VMs is time consuming and error prone,
especially as the number of VMs being managed every day
grows. Infoblox provides a dynamic, efficient, and scalable
way to provision and manage IP addresses and update DNS
records for the VMs, thereby ensuring faster time to service
and significant reduction of manual processes.

What does Infoblox offer for virtualization/cloud?

vDiscovery
Infoblox vDiscovery dynamically discovers VMware virtual
machines based on the IP addresses assigned to them.
The information can be used for the purposes of monitoring,
tracking, and inventory management. vDiscovery automatically
tracks and correlates relationships between VMs and network
infrastructure, displaying the data in a single graphical view.
Integrations with cloud orchestration technologies
The Infoblox Plug-ins for cloud orchestration technologies
automatically provision IP addresses to newly created VMs,
update DNS records, and release IP addresses when the VMs
are taken down all in a matter of seconds, instead of hours
or days. For more information on the Infoblox plug-ins, you
can refer to the integrations table at the end of this document.

Business issues addressed

Reduction in time: Simplified and fast IP address

management for VMs through pure automation, resulting
in faster time to service

Reduction in cost: Lower operating costs by eliminating

manual tasks, thereby increasing IT efficiency

Reduced risk: Eliminating manual errors and accelerated

troubleshooting of VMs, thereby reducing risk

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Manage movement between VM clusters easily with

synchronization of critical DNS and IPAM services
Improve IT efficiency & help IT focus on value adding activities
Reduce manual processes and manual errors
Reduce cost, complexity of bulk deployments of virtual servers
Provide deep visibility into and accelerate troubleshooting
of physical and virtual infrastructure by extending native
Infoblox Network Discovery to VMs
Enable efficient auditing by collecting detailed information
about VMs (such as discovered name, MAC address, VLAN
name, VLAN ID, virtual switch, virtual datacenter)
Provide agility and elasticity to highly dynamic virtual
environments

Infoblox Grid benefits

Leverage benets of the Grid, like high availability and
reliability, in virtual and cloud environments
Provide highly scalable DNS and IPAM services for rapidly
growing virtualized and cloud environments

Buyer profiles: Recognizing a prospect

Organizations
Enterprises that are increasing the percent of virtualized
workloads and applications or building out private cloud
environments
Service providers offering public cloud services to
their customers
Buyer personas
Private cloud (Enterprise IT)
Primary: server admins, network admins
Secondary: cloud architects, network architects
Exec inuencer: CIO, VP of IT, VP of Operations,
Director of IT
Public cloud provider
Primary: operations admins, infrastructure admins
Secondary: cloud architects, network architects
Exec inuencer: CIO, VP of Operations, Director of Operations

Solution benefits

Qualifying questions

Cost and efficiency benefits

Provision systems in seconds by enabling automatic IP
allocation/ de-allocation as VMs are created & deleted, thereby
enabling full automation and ensuring faster time to service

Questions for enterprises

Are you increasing the percent of workloads and
applications that are being virtualized?
Are you building a private cloud?

Do you have a cloud team that is working on designing

these environments?
How long does it take you to assign an IP address to a
newly created virtual machine?
How are you tracking the IP addresses of VMs?
How many VMs do you manage, create, and destroy in a day?
How do you plan to manage the growth of VMs in your
organization?
What virtualization vendors are you using? (VMware,
Microsoft, others)
Are you using an orchestration vendor like BMC, VMware,
MS, or others?

Questions for service providers

Are you building out IaaS, PaaS, or SaaS public cloud
offerings for your customers?
Do you offer DNS as a service for your customers?
Are you planning on offering DNS as a service for your
customers?
Do you do DNS security as part of the DNS-as-a-service
offering for your customers?
Do you need to rapidly deploy huge customer
environments to meet SLA requirements?
How do you plan to dynamically assign and manage IP
addresses as part of your automated workow?
What cloud management platform do you use?
(homegrown, CloudStack, OpenStack, Eucalyptus,
VMware, Microsoft, Cisco, others?)
What virtualization vendors are you using? (VMware,
Microsoft, Citrix, others)
Are you using an orchestration vendor like BMC, CA, HP?

Objection handling
Objection: I already have a way to discover VMs today
(manually or scripts).
Response: vDiscovery simplifies and automates the process of
discovering the VMs, saving you time and effort in addition to
reducing the possibility of errors caused by manual operations.
You can assign extensible attributes to VMs to categorize and
report on your VMs. Create your own extensible attributes to
better classify your VMs. Moreover, with vDiscovery you will have a
single-pane-of-glass view of both physical and virtual machines.
2013 Infoblox Inc. All Rights Reserved. | 1

How to sell Infoblox virtualization/cloud solutions

Integrations at a glance:

Objection: Virtual machines discovery is not a priority.

Response: As the number of virtual machines in your
organization continues to grow, it becomes a necessity to
automate the process of dynamic IP discovery of the VMs to
enable scalability and lower operational costs. Infoblox has
thousands of customers strategically investing in this area,
and planning for their impending virtualization growth.

vDiscovery
Integration

Objection: I already have a way to provision IP addresses

to VMs today.
Response: The Infoblox IPAM plug-in simplifies and
automates the process of assigning IP addresses to VMs
and updating their DNS records, saving you time and effort
in addition to reducing the possibility of errors caused by
manual operations. You will get the benefits of centralized
management and high reliability with the Grid architecture.
Objection: We already have a process in place (via email).
The data center staff request an IP address from the
network operations team, and an address is provided.
Response: Many of our customers have this process, but
what Infoblox technology allows you to achieve is speed and
reliability. With the Infoblox IPAM plug-in there is no need to
submit tickets, or have your network operations team go and
find the next available IP address. The entire process is
completely dynamic and automatic. The IP addresses get
assigned and the network operations team can see exactly
which IP address is assigned to what machine. Furthermore,
when machines are taken down, those IP addresses are
automatically released back to the pool, thereby extending the
range of available IP addresses. There is no manual tracking
required and no lost emails to worry about.
Objection: Automated IP addressing for VMs is not a priority
Response: As the number of VMs in your organization
continues to grow, it will become a necessity to automate the
process of dynamically allocating IP addresses to VMs and
updating their DNS records to enable better scalability and
to lower operational costs.

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Cloud
Orchestration

Orchestrator

Products

vCenter
Orchestrator

vCD
vCAC
vCenter

System Center
Orchestrator

Virtual Machine
Manager

Atrium
Orchestrator

Cloud Lifecycle
Manager

IT Process
Automation
(IT PA)

Auto Suite
for Cloud
(ASC)

N/A

Cisco Intelligent
Automation
for Cloud

Operations
Orchestrator

HP Cloud
services

(Release expected in Sep 13)

Infoblox differentiators

Infoblox is the only 3rd party software vendor that

integrates with multiple cloud orchestration technologies
Support for heterogeneous environments and multiple
hypervisors
The Infoblox Grid, when extended to virtualized and
cloud environments enables enterprises and service
providers to have dynamic, highly available, massively
scalable and reliable virtual deployments

Additional resources: Please visit http://pass.infoblox.com for more information.

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