Conference noted::netview

2207.0. "Ki Networks Provides DECnet Management" by ZEKE::BECKER () Mon Feb 10 1997 12:49

For more information:
    Kathy Jensen                                  Susan Kaufman
    IOSG::JENSEN                                  MOLAR::KAUFMAN
    DTN 830-3940                                  DTN 381-1263
   
   Ki NETWORKS offers solutions for DECnet and LAT management that integrate 
   with TME 10 NetView.  They have now ported their solution to DIGITAL UNIX 
   and expect to support WNT (both Intel and Alpha) in Q2CY97.  In short:
   
     Ki NETWORKS Provides DECnet and LAT Management for DIGITAL Customers
   
     	o Their products fully integrate with TME 10 NetView on DIGITAL UNIX 
          and (soon) Windows NT on Alpha and Intel 
   	  - Full management of DECnet IV and LAT devices
   	  - Status monitoring of DECnet V devices 
   	  - VMS systems management   
   	o Many DIGITAL TME 10 NetView customers will be attracted to Ki 
          NETWORK'S solution
   
   	o DIGITAL will refer interested customers to Ki for ordering 
          information
   
   	o DIGITAL's worldwide Multivendor Customer Services organization is 
          investigating providing full installation and support services for 
          Ki software on DIGITAL platforms
                                        
   
   In the next note Ki describes their offering and explains how you/your 
   customer can contact them.
   
   This information and more (e.g. Ki's comparison with POLYCENTER 
   DECnet Manager [PDM]) is also available at Ki's web site:  
   http://www.ki.com/products/DIGITAL/
   
   NOTE:  POLYCENTER DECnet Manager (PDM) also integrates with NetView, 
   providing management of DECnet IV, DECnet OSI, Digital legacy bridges 
   and terminal servers.  PDM was sold to Digital's Strategic Alliance 
   partner Computer Associates (CA).  PDM is available from Digital and CA 
   for new and existing NetView customers.  CA is providing bug fixes and 
   support for new versions of Digital UNIX.  In March 1997, CA will ship 
   PDM V2.2 on Digital UNIX V3.2 and V3.2B.  Eventually PDM will support 
   Digital UNIX V4.0.  CA has NO PLANS to provide additional functionality 
   to PDM; their direction is to integrate PDM capabilities into CA 
   Unicenter TNG.
  
   [See CA's POLYCENTER Strategy Update White Paper available at 
   CA's web site:  http://www.cai.com/products/dsm/polycntr/polycntr.htm
                  



            Ki NETWORKS Provides DECnet Solution for NetView Customers     
            ---------------------------------------------------------- 

This document defines the interaction between DIGITAL's sales force/reseller
partners and Ki NETWORKS, regarding sales of Ki's management software to 
our mutual customers.

Section I: The SALES OPPORTUNITY  

Section II: The PRODUCTS 
                              
Section III: THE SELLING PROCESS 


I. SALES OPPORTUNITY:  Target Market 

Ki NETWORKS products complement a TME 10 NetView sale by providing a fully
integrated, cost effective means for managing DECnet and LAT environments,
and DIGITAL VMS systems. 

The products have broad cross-industry appeal for stand-alone NetView
customers, and customers who favor Tivoli System's TME 10 Enterprise
Management solution.  

Ki NETWORKS products provide complete management of DECnet Phase IV and LAT
Networks. DECnet Phase V nodes are monitored for status and displayed on
topology maps.  OpenVMS and VAX VMS system management tools monitor
applications, log files, process quotas and resource availability. 
 
 
II. THE PRODUCTS:  For more detail, see http://www.ki.com/products 

The Ki NETWORKS product set consists of four individually orderable 
management products.  They are:

	DECnet Node Manager (DNM), 
	LAT Node Manager (LNM),
	Consolidated Console Manager (CCM), and 
	TCP/IP Terminal Server Manager (TTSM).

For managing DECnet and LAT environments customers need DECnet Node Manager
and LAT Node Manager.  NetView sees only the IP portion of the network. 
Couple NetView with DNM and LNM and your customers can manage the DECnet
and LAT portions of their network --using the same NetView commands and
procedures they use to manage the IP portions. The difference in protocols
is completely transparent! 

DNM also monitors VMS applications for availability and VMS 5.x and OpenVMS
6.x disk space, page file, memory or CPU availability --all from the same
submap as network management!  No additional software is required.  DNM
uses the VMS monitor command and can also integrate with customers'
existing POLYCENTER System Watchdog application.  Your customers get
network and systems management in one product, from one view, for one
price! 
 
Many customers want to complement their installations with Consolidated
Console Manager (CCM) or TCP/IP Terminal Server Manager(TTSM).  CCM is
similar in function to POLYCENTER Console Manager. It allows access to the
command console ports of any system or device including Windows NT,
UNIX, VAX VMS and OpenVMS systems. TTSM allows management of terminal
IP-based servers.  It has the same look and feel of the LNM product and
gives customers control down to port-level management of their TCP/IP
terminal servers. 

Customers can choose between a central or distributed implementation of
Ki's software.  The classical implementation is to install the products 
on the same dedicated management station as the NetView software.  Now, the
components can also be distributed between a server machine (central) and one
or more mid-level client machines (distributed), which in turn communicate
with the server, over TCP/IP connections. 

Your customer get centralized management of several distinct DIGITAL
network domains at a lower cost and with greater efficiency.  The
management burden is distributed by confining traffic to the localities of
the managed nodes.  The result is reduced network traffic, and management
and CPU overhead. Ki NETWORKS software requires no modifications to any of
the managed entities, in either the central or distributed approaches. 

Your customers will value the seamless integration between NetView and Ki
NETWORKS software which reduces their training and operational costs. 
Points of integration are detailed in the table below: 

================================================
|Ki NETWORKS/NetView                           |
|Integration                   YES        NO   |
|==============================================|
|                                              |
|Automated Response to Events   *              |
|                                              |
|Menu Bar Integration           *              |
|                                              |
|Motif Complaint                *              |
|                                              |
|OVHelp                         *              |
|                                              |
|OVwDB Usage                    *              |  
|                                              |
|Loadable MIB                              *   |
|                                              |
|Uses OVSnmp APIs                          *   |
|                                              |
|Event Integration              *              |
|                                              |
|OV Process Management          *              |
|                                              |
|File Placement                 *              |
|                                              |
================================================

Currently the management station(s) must be UNIX platforms.  However 
a Windows NT version of the connectivity and management products (DNM, LNM, 
TTSM, and CCM) is planned for Q2 of 1997.



III. THE SELLING PROCESS

DIGITAL/Channel Responsibilities
 
When you identify opportunities, have your customers contact Ki
NETWORKS sales via the internet email address: sales@ki.com.  Where
email is not available, or a more timely response is required call 1.800.945 
4454. Or, you can contact Ki on your customer's behalf.

For international sales, dial the AT&T USA Direct Number for the
customer's/your country and then enter the 1.800.945.4454 number, or call
direct at 919.839.8112. 
 
When you or your customer contact Ki, have the following info available to
expedite and accelerate Ki's response including:  name, voice and
fax number, address (email address will do), company name, a brief
description of the requirement(s), a management contact within the
customer's company,  and the best time or means (email or fax) to contact
you/them. The URL: http://www.ki.com/products/DIGITAL/qualify presents a
form that you or your customer can complete as an alternative. 


Ki Responsibilities 
 
Upon receipt of the requested information. Ki will assign a representative
to work with the you or your customer. This rep will be responsible for
contacting you or the customer (depending on who requested the information)
with product and pricing information. 
 
Please keep in mind Ki no longer produces hard copy information but
has the ability to fax product and pricing info, or direct the
customer to their web page URL:  http://www.ki.com.

Ki will provide a set of slides that give an overview of their company and 
products. These slides are in Microsoft PowerPoint.  The file name 
kiov.ppt is available from Ki's web server URL: 
http://www.ki.com/products/DIGITAL kiov.ppt. These slides can be 
incorporated into existing presentations or given as a standalone 
presentation.
 
A complete sales kit can be printed or pulled from URL:    
http://www.ki.com/products/DIGITAL/saleskit.

DIGITALs Multivendor Customer Services group is working with Ki on a
support agreement. The scope of the agreement is to include supporting Ki
products on DIGITAL platforms as well as other platforms supported by Ki
products worldwide. Plans also include the availability of installation
services. When this agreement is completed, additional information will be
announced. 

                          
Ordering 

The following ordering process is provided to expedite the delivery of Ki's
software to our mutual customers.

To order Ki's products your customer can access Ki's web page 
URL: http://www.ki.com/products/DIGITAL/kiorder, or they can email their 
order to sales@ki.com.  Be sure they include their ship to address and a 
purchase order. The customer can also fax their ordering information to Ki 
at: 919 839 8139.

If they are ordering software that they can ftp, they will be prompted 
as to whether they want to download the product at the time they order. 
DIGITAL Services can also pull the code from Ki's FTP server: ftp.ki.com.  

Pricing and Ordering information can be found on Ki NETWORKS home page 
URL:http://www.ki.com/ products/DIGITAL/pricing.  Evaluation licenses 
can be obtained by submitting a request to keys@ki.com, or via the Ki's 
page.  Ki will need the ethernet address of the customer's controller.
                                                               

About Ki NETWORKS

Ki (pronounced kee) NETWORKS is a software company providing DIGITAL
connectivity, and network and system management solutions for networks
based on open systems architectures. Headquartered in Raleigh, NC, Ki
software is available on UNIX and Windows NT.  Ki's worldwide installed
base is comprised of thousands of DECnet enabled open systems, Tivoli
Systems, TME 10 NetView and Hewlett-Packard OpenView enterprise management
systems. 


DIGITAL is a trademark of Digital Equipment Corporation. NT, Windows, and 
Windows NT are trademarks of Microsoft Corporation, UNIX is a registered 
trademark in the United States and other countries, licensed exclusively 
through X/Open Company, Ltd. Tivoli is a registered trademark of Tivoli 
Systems Inc. TME 10 and Tivoli Management Environment are trademarks of 
Tivoli Systems Inc. NetView is a registered trademark of International 
Business Machines Corporation.

    
    Do we have a internal version of the KI software to use in demos ?
    
    Jka
    

No there is not an internal version available at this time.
I will pursue the question of "is there going to be?"

Bob...

    
    
    see www.ki.com/products/DIGITAL
    
    There is a comparison between PDM and KI. 
    Also, you are supposed to be able to pull over a sales kit. 
    ..not sure what that is...

Products may be downloaded via the web page but a key generated by KI Systems
must be available in order for the products to work.  The key is supplied
when the product is ordered or some other arrangement is made with KI
Systems.  The actual system that the product is going to be run on must be
known when the key is requested.

The documentation for the product can be viewed on line at:
    http:/www.ki.com/support.

There is also some training course material which is password protected. 
Contact me if you are interested in viewing the training material.

And lastly there is a web page demo which allows you to bring up the various
maps,. etc.  A TAR file of the online demo is also available.  I have not
used the demo TAR file yet so I cannot comment on its usefulness.

Bob...