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Netiq BU Presentation Template 2012 1 Welcome to the Certified NetIQ Salesperson training for 2015. In this module, we’ll give you an introduction to NetIQ IT operations management solutions and what you need to know about NetIQ to work with us effectively. 2 First, we’re going to give you an overview of who NetIQ is and why how we do what we do is important. Then we’ll give you a broad overview of the solutions we offer and why we feel they’re uniquely positioned to address your customers’ challenges. And finally, we’ll connect you with the Enablement resources that give you insights for more detailed conversations with your customers. Embedded throughout, you’ll find pop quizzes that will help you prepare for the CNQS exam. On November 20, 2014, Micro Focus International completed its merger with the Attachmate Group, which purchased Novell in 2011. It’s a move that PC World says will “put a lot of infrastructure under one roof.” No doubt you’re wondering what this new development means to you and your customers. 4 With the merger, Micro Focus International grows significantly as a global software organization. The merger creates a formidable organization with a strong worldwide market position. With the combined forces of brands beneath its umbrella, Micro Focus International is listed as one of the world’s top 15 System Infrastructure Software vendors, with more than 20,000 customers, 5,000 partners and 4,500 employees around the world. Micro Focus International enjoys a strong financial position, with an annual revenue of $1.4 billion dollars and a solid balance sheet. 5 ZDNet reports the merger as a move that significantly increases the company’s scale and breadth, combining its product franchises with The Attachmate Group product portfolios serving "adjacent and complementary market segments." "There is compelling rationale behind this Merger," said Micro Focus executive chairman Kevin Loosemore. "Both companies are well-established enterprise software vendors operating at a global scale with a presence in all significant international markets. Both hold a portfolio of software solutions which address specific aspects of the infrastructure software requirements of a substantial installed base of large enterprise customers, with no material customer concentration or direct overlap; and both Attachmate and Micro Focus' respective product groups are predominantly mature solution sets which are embedded within the IT infrastructures of large corporate customers. “…The merger will deliver a more attractive and expanded product offer to customers. The enlarged group will provide choices as organizations address increasingly complex IT challenges and strive to preserve business logic and data as they bridge from the old and the new to exploit new technology trends, such as the cloud or mobility." 6 Micro Focus International is comprised of six business units: Attachmate, Borland, Micro Focus, NetIQ, Novell and SUSE. Here’s a brief look at each one. 7 Attachmate delivers essential business information to the right users, in the right formats, via the right devices. With over 30 years of experience, Attachmate software runs on 19 million desktops and mobile devices—across industries ranging from financial services, healthcare, and government to retail, travel, and manufacturing. Built to integrate existing systems and emerging technologies, our products help organizations worldwide put their IT assets to work in new and meaningful ways. The primary market segments that Attachmate addresses include: Terminal Emulation; Legacy Integration; and Managed File Transfer. Products include Verastream, FileXpress and Reflection. 8 Borland's mission is to optimize the software development supply chain. We have been building software delivery tools for 30 years, and have helped thousands of organizations improve and automate their software development capability. Our industry-leading software solutions enable companies to take control of the ever-growing variety and complexity of their applications, systems and partnerships. Borland's solutions ensure that companies can operate with the highest levels of precision, validation and control. Applications are optimized to be flexible, available and open so that the benefits of their important partnership can be realized, while the associated risks are minimized. Primary Market Segments include: Requirement Management, Change & Configuration Management, Performance Testing, Test Automation & Test Management. Products include Devpartner, Silk Test, Caliber and many others. 9 Micro Focus provides innovative software that allows companies to develop, test, deploy, assess and modernize business-critical enterprise applications. Micro Focus’ software enables customers’ business applications to respond rapidly to market changes and embrace modern architectures with reduced cost and risk. Micro Focus has more than 30 years of expertise, more than 18,000 customers and over two million licensed users, including 91 of the Fortune Global 100 companies. Primary Market Segments are IBM Mainframe Application Modernization, Application Portfolio Management & Analysis, COBOL Software Development Tools, User Interface Modernization & Terminal Emulation, and CORBA Middleware & Application Servers. Products include Orbix, Visual COBOL, Rumba and many others. 10 NetIQ is a global enterprise software company that meets the demands of today’s IT environment with broad, proven solutions for identity and access management, security, and data center management that help organizations securely deliver, measure and manage computing services across physical, virtual and cloud computing environments. Primary Market Segment for NetIQ include Identity and Access Management, Security, IT Operations Management, Disaster Recovery, Workload Migration and Unified Communications and Voiceover IP. Products include NetIQ Identity Manager, NetIQ AppManager, PlateSpin products and many more. 11 Novell delivers solutions that make people more productive and work environments more secure and manageable. Novell supports thousands of organizations around the world with collaboration, endpoint management, and file and networking technologies, all of which drive end-user productivity. The company focuses on today's mobile, social and multi-platform world to help businesses stay competitive, minimize costs, and get more value from the software they already own. Primary Market Segments include Collaboration, Endpoint Management and File & Networking Services. Products include Novell Open Enterprise Server, GroupWise, ZENworks and many more. 12 SUSE is the original provider of the enterprise Linux distribution and the most interoperable platform for mission-critical computing. With a portfolio centered around SUSE Linux Enterprise, we power thousands of organizations around the world across physical, virtual and cloud environments. Through our continued commitment to the highest quality Linux support and innovative products, SUSE continues its unwavering focus on the benefits of open source and the needs of its commercial partners and customers. SUSE’s primary market segment is Open Source software and Linux. Products include SUSE Linux Enterprise Server, SUSE Cloud, SUSE Manager, SUSE Studio and many more. 13 What changes with the Micro Focus International merger? Absolutely nothing. The support customers currently enjoy, the pricing structures, how they pay their bills, how they interact with their sales partners…it all stays the same. There are no plans to discontinue products or change services or solutions. All existing support programs will be honored according to their agreed terms. 14 And sales partners continue to work with the businesses they represent exactly as they have before. Only one thing changes: With more products to offer than ever, customers have more solutions they can apply to their technology and business challenges, and partners have more opportunity than ever to expand their selling portfolios to include products and solutions that make sense for them to sell. Nobody has to take on everything we’ve got to offer…but both our customers and our partners are welcome to look at what each business unit has to give and pick up whatever helps move their businesses forward. 15 According to Kevin Loosemore, Executive Chairman of Micro Focus International, “This is a transformational event that enables Micro Focus International to further meet the needs and demands of our customers and global partner network with greater scale, a broader portfolio and the global reach their businesses require.” 16 NetIQ provides the identity-powered solutions that help your customers address the challenges they face revolving around risk, complexity and operational effectiveness. These challenges have never been more critical. Your customers are dealing with incredibly disruptive technologies and significant trends—like cloud and mobility, Bring Your Own Device (or BYOD), Big Data and the latest ideas like “the Internet of Things, which is also known as the “Internet of Everything.” Let’s take a look at what you can tell your customers about what they’re facing and how NetIQ can help them. 17 Here’s one way to approach that conversation. Tell your customers this: Your business is under pressure. Technology trends present new opportunities that you must capitalize on in order to stay relevant. But doing so opens you up to risk. We live in a world of increasing connectivity, which is good, because people can now connect to your business anytime they want. But all of those points
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