1

2

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.

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

7

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.

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 of

connection open you up to additional risk.

Change is constant in this world. You can no longer simply solve for today’s

environment. The landscape keeps changing – and the pace of that change is

accelerating. You have to address today’s challenges while still preparing for the

future.

Most importantly, consumerization is changing the expectations of everyone

you interact with: employees, partners and customers. People expect to have

deeper interactions with your business, driven by the technology that they know

and love. But unlike the old world where you could carefully manage everything

through technology you controlled, you are now expected to enable those

18

interactions for technology that you don’t control.

In fact, we’re moving toward a world in which *everything* is connected. The

challenge is that you no longer control the ecosystem.

18

It is hard to keep up in this new world.

Because you can no longer fully control the interactions, you’ve got to make

compromises – and none of them are ideal.

You can choose to provide access and stay nimble, but at the expense of

security. Or you can be secure and shut everything down.

The bottom line is that you’ve got fewer “levers” to pull to try to fix problems – and

more pressure than ever to get it right.

And there are increasingly harsh penalties if you get it wrong.

19

This is far more than a theoretical challenge. It affects things that businesses like

yours are trying to do every day. You’re trying to do things like:

• Simplify the way users access the applications that they need — in the cloud

or from mobile devices.

• Identify security breaches and quickly move to appropriate remediation.

• Grant and revoke access to applications and data quickly and easily.

• Manage privileged-user behavior — those “super users” that every

organization has. Businesses struggle to see what their users are doing with

their root-level access.

• And address governance and compliance requirements through

automation.

The reason it’s hard for businesses to address these challenges is that many

solutions focus on the wrong thing. They focus on the application. Or the user

device. Or intrusion protection.

The truth is, many of these solutions fail because they don’t provide more than a

Band-Aid. They fail because they lack the context of identity.

20

At NetIQ, we work to minimize those failures and boost your success. We turn

identity into a strategic resource that drives how you deliver your business and

your services. And we make it the foundation of how you manage the security and

privacy of all of your data and systems.

21

When it comes to access, security and governance, identity is everything. It’s the

heart of the enterprise, and it’s the fulcrum you can leverage to overcome the

challenges you face easily and manageably.

22

NetIQ is the only company that offers such a broad range of Identity-Powered

Solutions.

We can help you balance the conflicting needs of access and security. Plus, we

provide the tools needed to keep your IT infrastructure running smoothly —

because access and security are irrelevant if the data and applications you’re

trying to access aren’t there.

23

Access is the most basic element of controlling security. It’s all about connecting

people immediately to the resources they need to do their jobs, and it’s about

being able to revoke that connection just as quickly when those people leave the

company or take a different job within the organization. It’s about privileged users

and how much access they really need.

You have to do all that, and you have to document it, monitor it, manage it and

meet all the compliance and governance requirements that surround that access.

It’s a tough job in any environment. But in a world designed by cloud and mobility

and BYOD—where your needs around access have not been considered—it

becomes almost impossible to control.

Identity is your friend here. It is, in fact, the only common touchstone you have to

leverage in this new world of anytime, anywhere, anything access. If you know

who people are and what they do, you know when they’re doing something they

shouldn’t be doing. You can control what they can and can’t access and know

when they try to go beyond that scope. And you can extend that critical leverage

out into the cloud, to mobile devices and services within your organization. And

that’s how you use identity to solve your access problems.

24

The entire point to security is controlling risks. You can’t run your business without

also running a number of risks involved with allowing people to interact with your

network and its resources. That interaction is the life’s-blood of your business:

You literally can’t live without it, but living with it introduces risks every minute of

the day. Breaches come at you from every angle, from outside and from the

inside. And every one of those breaches could be a financial or business disaster

in the making.

The first line of defense here is to prevent breach to begin with, as much as

possible, and then to detect what does get through quickly enough to mitigate it

before it does damage. And the second line of defense is to prove you’re doing it,

so you can meet the many rigorous regulatory compliance requirements you’re

responsible for.

It’s not easy. Typically you have fewer and fewer people to get anything done at

all and more things to do than ever. The answer, as always, is identity.

Through identity-powered solutions, you can watch the users that interact with

your business—that connect with your resources—as closely as possible. These

solutions give you the context you need to make good decisions about what’s

going on in your organization. So you know if someone is doing something they

25

shouldn’t. So you can quickly pinpoint the anomalies of behavior that signal red

flags and policy violations. So you can show you have the right controls in

place…and that they’re working to prevent and mitigate breach.

And it doesn’t matter if it’s in the office or in the cloud or from an iPad that

doesn’t even belong to the company. You can still “see” what they’re doing and

whether or not they should be doing it, and you can still make the decision as

to whether or not you’re going to allow it. That’s the power of identity-driven

security.

25

Finally, there’s the data center. It’s the brain of your organization. You have to

keep it running, because if it something breaks here, part of your business

breaks, too.

Keeping that core going—that’s what our Data Center solutions do. We give you

the ability to respond in areas that show risk, now and in the future. We help you

maintain systems continuity. And we help you meet the newest initiatives—things

that are coming up for you, like building private clouds and incorporating new

technologies into your existing systems. We help you use your current

infrastructure more efficiently, so you can incorporate all these new elements

without having to egregiously scale out your IT staff just to get it done.

There’s synergy between access, security and the data-center services you

provide. It’s all about bringing information and connections together and ensuring

that all the people who need to access your resources can get what they need

quickly…without overstepping the bounds of what you want them to have. If

people can’t get access, those systems are no use to anyone. What’s the point of

offering a service that no one can get to? So it all works together in a symbiotic

relationship of the services you offer, the access you provide to those services,

and securing it all to make sure those interactions are beneficial, not harmful.

26

It’s also about seeing operational risk coming at you, so you can respond to it

ahead of time and avert disasters of every size and shape. That may be

keeping critical systems up and running. Or it may be preventing a breach of

those systems. Either way, what you can see—and how you can use that

visibility—is key to your success.

26

What all of this adds up to is thinking differently about how you solve company

problems.

We call this the “Identity-Powered Enterprise” approach.

Companies who adopt an identity-powered approach to solving problems will be

able to:

• Make more strategic business decisions.

• Transform secure IT solutions into an enabler of business change rather than

an impediment.

• Become increasingly responsive in the face of the growing pace of change.

27

Which of the following challenges does NetIQ NOT address for security?

a. Ensure critical services are available and performing.

b. Provide clear visibility into performance and risks.

c. Quickly and easily propagate corporate credentials into unsecured cloud

locations.

d. Maintain business services continuity.

28

The answer is A. NetIQ helps your customers meet many challenges throughout

their entire infrastructure, but we specialize in protecting sensitive data like

corporate credentials, and while we help customers work with the cloud, we

would never propagate those invaluable resources into an unsecured

environment.

29

At NetIQ, we believe that you should have a choice in how you deploy our

solutions. That’s why we make them available in a variety of ways:

You can buy them directly, to run on your own infrastructure.

Or you can consume them as cloud services provided by one of our service

vendors.

30

In a hybrid world, as more of the way you do business becomes a mix of mobile

and on-premise and cloud, the solutions that help you manage all of this have to

become more hybrid as well.

So our strategy is to offer our technologies in ways that work best for you. If you

need on-premise, we can do that. Or if it fits your model more effectively to mix

service and delivery models, we can do that too. We call that our POWERED BY

strategy, where we take our proven enterprise and telecom solutions and deliver

them to a cloud partner, who then offers them to you as a service.

The result: You can buy the technology direct from us and run them from your

infrastructure. Or you can go to your cloud provider and have those same

technologies on tap. Or you can do a mix of both.

31

Let’s talk a little bit about NetIQ—who we are and what we’re passionate about.

We are a software company that focuses on helping you control change,

complexity and risk in your environment. We believe that control is essential for

you to be able to securely measure, monitor and manage your physical, virtual

and cloud computing environments. We believe that when IT organizations have

control, they can support and enable critical business services — better, faster

and more cost effectively.

Our philosophy is pretty simple:

• Sell intelligent solutions, not just software. To provide reliable control, we

first make sure we understand the real-world scenarios in which IT

organizations like yours operate, day in and day out. That's the only way we

can develop practical, intelligent IT solutions that successfully yield proven,

measurable results. And that's so much more rewarding than simply selling

software.

• Make driving your success our passion. We place your success at the heart

of how we do business. From product inception to deployment, we understand

that you need IT solutions that work well and integrate seamlessly with your

32

existing investments; you need ongoing support and training post-

deployment; and you need someone that is truly easy to work with — for a

change. Ultimately, when you succeed, we all succeed.

32

We offer cost-effective, highly focused solutions for the data center that are easy

to implement, manage and maintain—far more so than other alternatives.

33

We have the vision to prepare you to go beyond today, to realize tomorrow’s

business opportunities that surround the all-pervasive “Internet of Things.”

34

With NetIQ as your partner, you can be better able to deliver value at the speed

of business and manage your enterprise more strategically, with greater control

and lesser risk.

35

Our solutions make it possible for you to innovate intelligently—to manage,

secure and measure the critical elements of your business IT infrastructure no

matter where it is or what it touches—the cloud, mobile devices, devices you

don’t even own. We take identity and make it the fulcrum you can use to drive

your success.

36

What is the fulcrum that NetIQ leverages to help your customers meet today’s IT

challenges, decrease risk and increase control over a changing business IT

landscape?

a. Devices, including mobile and cloud-based

b. Identity

c. Server-based policies

d. Log data

37

The answer is B. Identity is the heart of NetIQ solutions, and the leverage point

that extends control over access, security and governance across the entire

enterprise—even when the enterprise extends to the cloud and mobile

devices…even when users bring their own.

38

39

Now we’re going to talk about data-center services. But before we do that, let’s

talk about what a service IS and DOES.

40

A service is any union of hardware and software that delivers value to the

business. Hardware can be servers, storage arrays, network switches, routers,

voiceover IP phones, and more. Software is, of course, operating systems and

applications. Databases and directories. Email, web services, and even the

software that manages it all and secures it.

41

Services are living things, and each one has a lifecycle. The first step is the birth

of a service and the planning, creating, testing and deployment that goes into that

start. Then you have to worry about who has access to what, what kind of

security you’re going to provide around that service. How do you make sure that

people have access to it? How are you going to provision it?

Once the service is up and running, your primary concern is keeping it running

and optimizing its performance. That’s where monitoring and measuring comes

in, as well as detecting problems and resolving them.

Then you need a plan to back up and recover data to protect against hardware or

software failures and even natural or man-made disasters.

Of course, data centers are not static. You constantly have to repurpose or

replace equipment, update operating systems, and even move workloads around.

Data centers are in a constant state of flux—a collection of moving parts. So you

need something that helps you with that, that makes workloads portable and

easily moved from one server to another, from one environment to another, from

one place to another.

Every service changes. Upgrades, patches…even retirement. You need to be

able to address those changes efficiently and cost effectively.

41

42

NetIQ plays in all of this. We service the entire lifecycle of data-center services.

43

One of NetIQ’s strengths is security and identity management. That’s part of the

lifecycle of data-center services. NetIQ gives you identity and access

management, which helps you lay out provisioning and access to the services

you’re providing. The other is security management, which helps you when it

comes to change—because part of managing and adjusting change is who gets

access to what when change happens.

44

So where do these solutions for the data center play?

45

Mostly, our data-center solutions revolve around monitoring, detecting, and

resolving problems. And of course backup and disaster recovery, and the

portability and migration of workloads.

NetIQ has the right point solutions that integrate as a platform, delivering greater

efficiency, guaranteeing quality of service, and helping you assure continuity and

compliance of services–no matter what is happening in your IT environment.

© 2008 NetIQ Corporation. All rights reserved. 46

Now that you’ve had an overview of the NetIQ strategy and how we deliver on it, we’d

like to concentrate on helping you learn more. That means leveraging your partnership

with us.

Our Partner Portal gives you the mother lode of sales support. You can get there at any

time by going to www.partnernetprogram.com.

From here, you can search for anything you need that will support your sales efforts—like

conversation cards, podcasts, tele-scripts, presentations, competitive information and

much, much more.

Every sales cycle requires a different level of support. Through the Partner Portal and the

tools and training you'll find there, we hope to give you that support every step of the

way.

Conversation Cards provide a snapshot of a given topic. In each, you’ll get a brief

overview of what a product does, when and why to sell it, who to sell to, the questions

you need to start a conversation and more. It’s a lot of information packed into a small

tool, and you can use it as an introductory overview to a specific concept or as a cheat

sheet you can reference before going into a sale.

If a picture is worth a thousand words, then a mini-movie says it all. ChalkTalks walk you

through vital product concepts, breaking down complex ideas into simple, easy-to-

understand selling points. Very visual, highly intuitive, ChalkTalks are the “oh I get it now”

Enablement experience. They’re also excellent “wow in minutes” video-bites that

customers love. That makes them great on two levels: you can use them first for your

own understanding, and then you can use them on sales calls with your customers. Each

ChalkTalk helps you position and discuss NetIQ solutions and products in an exciting,

visual way…without a boring slide deck. It’s one of those very cool tools that makes you

look soooo good with your customers!

Webcasts are live online presentations that cover pertinent topics along the entire NetIQ

solution spectrum. You can tune in over the Web and get the latest from NetIQ—tutorials

or strategic discussions or information on roadmaps or new and emerging products.

Taking a training course is an excellent way to gain an understanding of a NetIQ product

or solution. We have two different training offerings for you here.

The first is the NetIQ Sales Essentials series. These are video-based, on-demand sales

trainings that cover what we feel are the “essentials” in regards to positioning and selling

NetIQ solutions.

The second training venue is NetIQ U, a deep-dive training event designed to prepare

you to most effectively help customers address their IT pains and issues with NetIQ

solutions. During these special training events, we dive deep on the NetIQ solutions that

drive the most revenue and services for you. NetIQ U is focused on enabling business

conversations; revolving around business positioning, value to customers, product use

cases, business discovery, handling objections, and role playing customer scenarios. To

learn more about NetIQ U, talk to your NetIQ sales representative or go to the Partner

Portal for more information.

We would love it if you took the time to learn about everything we have, but we know

your time is precious. For this reason, we've provided recommended learning paths that

show you where to get started. These paths guide you to the topics that are most

relevant to you, so you can make the most of your learning time and can quickly onboard

your most immediate sales opportunities. You can find these learning paths on NetIQ in

Hand, through QuickLists that specify learning-path training recommendations. To get

the most out of your training--and to get started most effectively—we strongly suggest

you take a look at these recommended learning paths.

52

SalesTalk podcasts are a convenient way to get sales information delivered to your

desktop or MP3 player. These are quick, just-in-time sales enablement tools that give

you that all-important “conversation starter” you need on market opportunities, product

updates, customer and partner success stories, and more. As compact audio files,

SalesTalk podcasts are both easy to download and very portable. Listen to them at your

computer or load them on your portable MP3 player and listen on the go.

Access all of these enablement tools anywhere, any time, with NetIQ in Hand—which

gives you all of this from your smart phone or mobile device. Just go to the iTunes Apps

Store or the Android Market to download NetIQ in Hand at no cost.

54

You’re preparing for a customer meeting. You’ve started the initial conversation,

but you’d like to review what you know with a Conversation Card and maybe find

a demo or ChalkTalk to show the customer. Where would you go to obtain those

resources?

a. NetIQ.com

b. Google

c. The Partner Portal

d. NetIQ in Hand

55

The answer is C AND D. Any time you need Sales Enablement tools, The Partner

Portal is your source for more, and NetIQ in Hand is always available.

56

57