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Agenda
Recovery Management at CA
Storage Challenges
New CA ARCserve Simplified Pricing Model
New CA XOsoft Simplified Pricing Model
Q&A
2
Recovery Management at CA
Mid Market and Storage Business UnitIndependent business unit focused on solving Storage
Management challenges
Dynamic and growing Organic growth
–Recent versions of all major products Acquisitions
–XOsoft
3
Recovery Management Products
CA ARCserve Backup Backup and data protection Windows, Linux, UNIX, Netware
CA XOsoft WANSync Replication, CDP, application high availability Windows, Linux, UNIX
CA ARCserve Backup for Laptops and Desktops Laptop and desktop protection for enterprise Windows
4
Storage Challenges
Explosive growth in data
Zero downtime requirement
Dynamic environment
Rapidly changing technologies
Limited network bandwidth
Storage Needs to be Managed
Digitization of Records Increasing
Value of Data Increasing
24x7 Remote Access & File Sharing
Government Compliance (HIPAA, SOX)
Even though companies now need to backup 10 times as much data as
they did two years ago, their networks are still the same.
5
Some Questions First
How much time does it take you to quote a backup deal?
How many times do you have to ask for help to find the right part number from any backup vendor?
How much money will you make if you can close more backup deals in less time?
How many times have you had customers that needed to change their order due the fact he needed more or less of what he / she received in a quote or had in their environment?
More close deals = more money, right?
7
Current Business Model
All backup products are difficult to configure!!! Base product, options and agents sold per server
Multiple SKUs to find what the customer needs
Difficult to differentiate between product benefits
Long sales process due to complexity of configuring and fine tuning of quotes to meet customer needs
Slow revenue generation products
Selling backup is difficult and it takes a lot of my time!!!
8
Objectives Of The New Simplified Pricing
Simplify quoting and selling ARCserve Simplified quoting: greatly reduced number of
SKUs
Simplified selling: minimal product & configuration knowledge
Reduced order complexity
Shorter sales cycle Faster time to revenue!
Higher average deal size Greater “value” to the customer
Easier for CA Partner Representatives to make their numbers / revenue targets.
9
Sold per backup server Base product MSRP $775
Basic Options and agents according to customer needs Open File Agent MSRP $795
Disaster Recovery Option MSRP $695
Tape Library Option MSRP $995
Client Agent for Windows MSRP $250
Exchange Agent MSRP $995
Complex Options and agents to sell to customers Disk Staging Option MSRP $495
Enterprise Module MSRP $4,220
Exchange Premium Add-on MSRP $995
Current ARCserve License Model
10
New Simplified Pricing Packages(Available October 1st 2007)
4 simple suite packages
Name Descriptor MSRP
CA ARCserve Backup File Server Suite 795.00*
CA ARCserve Backup e-Mail Suite 1,495.00*
CA ARCserve Backup Database Suite 1,495.00*
CA ARCserve Backup Application Suite 1,495.00*
Available 1 and 3 years enterprise and value maintenance, OLP, MLP and GLP
Easy to quote and sell!!!* USD MSRP Price. Maintenance not included
11
File Server Suite (MSRP $795 USD)
File Server SuiteFile Server Suite
Everything included for one low price!!!
12
File Server SuiteFile Server Suite
e-Mail Server Suite (MSRP $1,495 USD)
Exchange Agent
Exchange Premium add-on
Lotus Notes Agent
Exchange Agent
Exchange Premium add-on
Lotus Notes Agent
+
13
File Server SuiteFile Server Suite
Application Server Suite (MSRP $1,495 USD)
SAP Agent
Sharepoint Agent
DPM Agent
SAP Agent
Sharepoint Agent
DPM Agent
+
15
Traditional Pricing 5 Server Typical Configuration
EthernetSolution Components
1 CA ARCserve Backup
2 Open File Agents
1 Disaster Recovery Option
4 Server clients
1 Agent for Microsoft SQL
1 Agent for Microsoft Exchange
1 Agent for Exchange Premium add-on
1 Tape Library Option
1 Disk Staging OptionMicrosoft SQL
ServerMicrosoft
Exchange Server
Tape Library
Backup to Disk
16
Simplified Pricing 5 Server Typical Configuration
EthernetSolution Components
3 CA ARCserve Backup File Server Suite
1 CA ARCserve Backup Database Server Suite
1 CA ARCserve Backup e-Mail Server Suite
Microsoft SQL Server
Microsoft Exchange Server
Tape Library
Backup to Disk
17
Traditional vs. New Pricing MSRP USD(Typical 5 servers configuration)
Traditional Pricing 1 Base Server
$775
4 Client Agents
($250 each) $1,000
1 Exchange Agent $995
1 Exchange Premium
add-on $995
1 SQL Server $995
2 Open File Agents
($795 each) $1,590
1 Disaster Recovery $695
1 Tape Library Option $995
1 Disk Staging Option$495
Total MSRP $8,535
Simplified Pricing 3 File Server Bundle
($795 each) $2,385
1 e-Mail Server Bundle $1,495
1 Database Server
Bundle $1,495
Total MSRP $5,375Savings for your
customer $3,160
Quote creation average time
2 Minutes
18
Simplified selling: minimal product & configuration knowledge required
The basic questions are:
– How many servers do you want to protect?
– How many of them are Database servers?
– How many of them are e-Mail servers?
– How many of them are Application servers? (SAP, Sharepoint, DPM, etc.)
Simplified quoting: greatly reduced number of SKUs From Hundreds to only four
Shorter sales cycle Faster quote generation
Simpler to understand
Faster time to revenue!!!
Benefits For You
19
Benefits For Your Customers
Greater value Receive all technology necessary to properly protect their
environments
Easier license management One line item to meet all of their backup needs
Value-based pricing easier to plan and budget One line item to meet all of their technology needs
Flexibility of technical implementation Customer is able to add new technology without having to buy
more software.
– I.e. Implement a SAN or a bigger tape library
Ability to change applications without changing licensing.
– I.e. Change from Lotus Notes to MS Exchange
20
Selling Against Competition
Multiple options and agents to configure
Longer sales cycle
Difficult to sell high end options (usually requires a trial phase before deciding)
Need a configurator to quote their products
Multiple bundles around to figure out what is good for the customer
Each Simplified ARCserve server suite has built in Encryption, DRO Capabilities, Antivirus, Ability to Handled Many High-end Tape Libraries, Centralize management of servers all out of the “box”
21
Backup Exec 11D Current Pricing 5 Server Typical Configuration
EthernetSolution Components
1 Backup Exec 11D Backup Server
2 Open File Agents
1 Disaster Recovery Option
2 Server clients
1 Agent for Microsoft SQL (Includes 1 client agent)
1 Agent for Microsoft Exchange (Includes 1 Client Agent)
1 Central Admin Server
1 Tape Library Option
1 Disk Staging Option
Microsoft SQL Server
Microsoft Exchange Server
Tape Library
Backup to Disk
22
Simplified Pricing 5 Server Typical Configuration
EthernetSolution Components
3 CA ARCserve Backup File Server Suite
1 CA ARCserve Backup Database Server Suite
1 CA ARCserve Backup e-Mail Server Suite
Microsoft SQL Server
Microsoft Exchange Server
Tape Library
Backup to Disk
23
Backup Exec vs. New Pricing MSRP USD(Typical 5 servers configuration) CA Provides More Value and choices
Backup Exec 11D 1 Base Server
$795
2 Client Agents
($395 each) $790
1 Exchange Agent $995
1 SQL Server $995
2 Open File Option
($695 each) $1,390
1 Disaster Recovery $695
1 Tape Library Option $995
1 Disk Backup Option$495
Central Admin Server $1,595
Total MSRP $8,745
Simplified Pricing 3 File Server Bundle
($995 each) $2,385
1 e-Mail Server Bundle $1,495
1 Database Server
Bundle $1,495
Total MSRP $5,375Savings for your
customer $3,370
Quote creation average time
2 Minutes
24
Virtual Environments
> Suites sold per VM instance
> Same rules from non VM environments for Application , e-Mail and Database servers
VM Server
Virtual Sessions
Microsoft SQL Server
Microsoft Exchange Server
Solution Components
3 CA ARCserve Backup File Server Suite
1 CA ARCserve Backup Database Server Suite
1 CA ARCserve Backup e-Mail Server Suite
25
Competitive Upgrades
> Competitive Upgrades are per e-mail, application, database and file server user have with competitive product. (Only sold with maintenance)
> Same questions for competitive upgrade How many servers you want to upgrade?
How many of them are application servers?
How many of them are e-Mail servers?
How many of them are Database servers?
> 4 SKUs for competitive upgrade From any competitors backup server or client agent to File Server Suite
From any application Server to Application Server Suite
From any Database Server to Database Server Suite
From any e-Mail Server to e-Mail Server Suite
26
Handling Objections
How many Licenses am I need to install for every suite? Just one, the license key opens all options and agents for that particular server
I don’t need all of these Options in my server, why I should pay for them? Customers can add options and agents to the server when they need them without
having to buy more at a later time, so they don’t have to worry about spending more in the near future
I just want to add one component, why I have to buy all the suite? Customers who only need one component can still buy it trough the traditional
pricing
Do I have to update all my current ARCserve servers to use the new suites? No, customers who are adding more servers to their current r11.5 don’t need to
upgrade they other servers, it’s the same product as the traditional pricing but easy to buy
The suites have less functionality than the traditional pricing product? No, the product is the same and has all the functions and features included. It’s just
enhanced to simplify the buying and licensing process
27
Upgrades to the simplified pricing
> There are no upgrades from current ARCserve users to the simplified pricing model
Current r11.5 customers
– Product is the same so no need to upgrade current r11.5 installations
– They can add new servers using the simplified pricing model
Customers with Previous versions of ARCserve (v9, r11, r11.1)
– No upgrades from older versions to the new simplified pricing
– Customers can use regular upgrade SKUs for their environments or upgrade for free if they have current maintenance
– They can add new servers using the simplified pricing model
28
Is It Recommended for Everyone?
Recommended New customers
Current customers who need to add more servers in their environment
Current customers who need to implement high end options and agents
Customers Backing with Windows based Back Up Servers
X Not Recommended Current customers who only need to add one client server or one
application
– Traditional pricing is recommended
Customers Backing up with Non Windows Back up Severs
– Traditional pricing is recommended29
Rules to consider
No mix and match between traditional pricing and simplified pricing
There are no client agents, everything is included in the file server
Good for new customers who are thinking to change their backup solution
Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance)
No upgrades from Traditional to simplified pricing
Same cost for virtual instances
30
CA XOsoft
CA XOsoft develops and markets
Continuous Application Availability
software solutions that
minimize application downtime
and accelerate time to recovery
32
XOsoft Products
> WANSync Disaster Recovery
Replication only
CDP technology included in the product
> WANSyncHA Disaster Recovery with automated failover
Replication and Failover
CDP technology included in the product
> Assured Recovery DR testing on the fly without disrupting replication of
production servers
33
XOsoft Challenges
> With the acquisition of XOsoft last year, CA introduced the WANSync product family to it’s channel partners
> XOsoft previously had a direct sales model 95% direct sales. 5% Partners
XOsoft Inside sales was involved in every deal in order to corroborate the accuracy of the quote
> Feedback in the last year suggested simplify the pricing model for the XOsoft products
Easy to understand
Easy to quote
Easy to sell
34
Current Pricing Model
> Price based on: Operating system (Windows Standard, Enterprise, Cluster)
Application (Exchange Standard, Exchange Enterprise, SQL Standard, SQL Enterprise, Oracle, Etc.)
With or without Assured Recovery
Separate SKUs and rules for Virtual Machines environments
> Multiple SKUs to deal for the right configuration CA XOsoft r4.0 WANSync Exchange Standard with Assured
Recovery Standard Server
What does this means?
35
Current Pricing ModelVirtual Machines
> Separate SKUs for Virtual Machines CA XOsoft r4.0 WANSync Exchange Standard with Assured
Recovery Standard Server for Virtual machines
> Virtual Servers/Machines: $2,000 per virtual machine. The first license should be calculated by using the appropriate pricing above and each additional license will be calculated at $2,000 @ for virtual machine 2 through N.
Complicated Right?
36
New Simplified Pricing Model
> Reduce the number of SKUs from Hundreds to only 8 per product WANSync/WANSyncHA File Server Virtual Machine
WANSync/WANSyncHA File Server Active Cluster Node
WANSync/WANSyncHA File Server Standard OS
WANSync/WANSyncHA File Server Enterprise OS
WANSync/WANSyncHA for Applications Virtual Machine
WANSync/WANSyncHA for Applications Active Cluster Node
WANSync/WANSyncHA for Applications Standard OS
WANSync/WANSyncHA for Applications Enterprise OS
> Assured Recovery is now a separate Option (per server)
> Upgrades From WANSync to WANSyncHA and Standard OS to Enterprise OS
37
New Pricing (Per Server Instance)
Disaster Recovery MSRP USD
WANSync File Server Virtual Machine $ 1,600
WANSync File Server Active Cluster Node $ 2,000
WANSync File Server Standard OS $ 2,100
WANSync File Server Enterprise OS $ 3,200
WANSync for Applications Virtual Machine $ 1,600
WANSync for Applications Active Cluster Node $ 2,800
WANSync for Applications Standard OS $ 3,200
WANSync for Applications Enterprise OS $ 4,800
High Availability
WANSyncHA File Server Virtual Machine $ 2,000
WANSyncHA File Server Active Cluster Node $ 3,000
WANSyncHA File Server Standard OS $ 3,200
WANSyncHA File Server Enterprise OS $ 4,600
WANSyncHA for Applications Virtual Machine $ 3,000
WANSyncHA for Applications Active Cluster Node $ 3,600
WANSyncHA for Applications Standard OS $ 4,600
WANSyncHA for Applications Enterprise OS $ 7,200
WANSync to WANSyncHA & Standard to Enterprise OS upgrade SKUs Available $ price delta
Option for Assured Recovery – per server $ 1,600
38
What Is Included?
> File Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover)
> Application Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover) plus support for one instance of any of the following:
Exchange (Standard or Enterprise)
SQL (Standard or Enterprise)
Oracle
IIS (Standard or Web Edition)
> Assured Recovery is the same for the File Server or the Application Server
39
Current Pricing Quote Example(Select The Correct Answer)
A. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server
B. 2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with Assured Recovery
C. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery Standard Server
D. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with Assured Recovery
What’s the correct answer?40
WAN/LAN
Microsoft Exchange Server
Microsoft Exchange Server
DR siteProduction
•Windows 2003 Standard•Exchange Standard Edition
•DR testing required
New Simplified Pricing Quote Example(Same Scenario)
A. 2 CA XOsoft WANSyncHA r4 File Server Enterprise OS
B. 2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option
C. 2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option
D. 2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option
What’s the correct answer?
41
WAN/LAN
Microsoft Exchange Server
Microsoft Exchange Server
DR siteProduction
•Windows 2003 Standard•Exchange Standard Edition
•DR testing required
Questions to ask
> Do you need replication only or replication with Failover capabilities? WANSync or WANSyncHA
> How many servers do you want to protect?
> What operating system are you currently using? Windows Standard
Windows Enterprise
Windows Cluster (active)
It’s in a Virtual Machine Environment
> How many of them have any of the following applications? Exchange, SQL, Oracle, IIS
> Do you need to do regular testing to see the accuracy of your Disaster Recovery environment?
Assured Recovery Option
42
Rules To Consider
> XOsoft is a Channel product only No Direct sales to fight with channel
Huge opportunity for partners
> Sold per server
> Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance)
> In virtual environments same cost for the first and subsequent virtual instances
> Assured Recovery Option sold per server
> WANSync for UNIX and Linux, Enterprise Rewinder and WANsyncCD remain the same (no new SKUs)
43
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