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CA ARCserve and CA XOsoft Simplified Pricing Program

CA ARCserve and CA XOsoft Simplified Pricing Program. August 2007. Agenda. Recovery Management at CA Storage Challenges New CA ARCserve Simplified Pricing Model New CA XOsoft Simplified Pricing Model Q&A. Recovery Management at CA. Mid Market and Storage Business Unit

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CA ARCserve and CA XOsoft Simplified Pricing Program

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  1. CA ARCserve and CA XOsoft Simplified Pricing Program August 2007

  2. Agenda • Recovery Management at CA • Storage Challenges • New CA ARCserve Simplified Pricing Model • New CA XOsoft Simplified Pricing Model • Q&A

  3. Recovery Management at CA Mid Market and Storage Business Unit Independent business unit focused on solving Storage Management challenges Dynamic and growing Organic growth Recent versions of all major products Acquisitions XOsoft

  4. 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

  5. Storage Challenges Explosive growth in data Zero downtime requirement Dynamic environment Rapidly changing technologies Limited network bandwidth • 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. Storage Needs to be Managed

  6. Simplified Pricing Program for CA ARCserve Backup

  7. 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?

  8. 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!!!

  9. 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.

  10. Current ARCserve License Model • 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

  11. New Simplified Pricing Packages(Available October 1st 2007) • 4 simple suite packages Available 1 and 3 years enterprise and value maintenance, OLP, MLP and GLP Easy to quote and sell!!! * USD MSRP Price. Maintenance not included

  12. File Server Suite (MSRP $795 USD) File Server Suite • Base • Disaster Recovery Option • Tape Library Option • SAN Option • Tape RAID Option • Optical Library Option • Enterprise Option for Open VMS • Enterprise Option for AS/400 • Client Agent for UNIX • Client Agent for Windows • Client Agent for MAC OS X • Client Agent for NetWare • Client Agent for Linux • Disk Staging Option • NDMP NAS Option • Agent for Open Files on Windows & NetWare • Client for VSS software Snap-Shot • Serverless Backup Option • Image Option • Enterprise Module • Enterprise Option for StorageTek ACSLS • Enterprise Option for IBM 3494 • Enterprise Option for VSS Hardware Snap-Shot • Enterprise Option for Microsoft SQL Using HDS and HP-XP Snap-Shot Everything included for one low price!!!

  13. e-Mail Server Suite (MSRP $1,495 USD) File Server Suite + • Exchange Agent • Exchange Premium add-on • Lotus Notes Agent

  14. Database Server Suite (MSRP $1,495 USD) File Server Suite + Oracle Agent SQL Agent Sybase Agent Informix Agent Ingres Agent

  15. Application Server Suite (MSRP $1,495 USD) File Server Suite + SAP Agent Sharepoint Agent DPM Agent

  16. Traditional Pricing 5 Server Typical Configuration • Solution 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 Option Ethernet Backup to Disk Tape Library Microsoft SQL Server Microsoft Exchange Server

  17. Simplified Pricing 5 Server Typical Configuration • Solution Components • 3 CA ARCserve Backup File Server Suite • 1 CA ARCserve Backup Database Server Suite • 1 CA ARCserve Backup e-Mail Server Suite Ethernet Backup to Disk Tape Library Microsoft SQL Server Microsoft Exchange Server

  18. 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 $5,375 Savings for your customer $3,160 Quote creation average time 2 Minutes

  19. Benefits For You • 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!!!

  20. 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

  21. 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”

  22. Backup Exec 11D Current Pricing 5 Server Typical Configuration • Solution 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 Ethernet Backup to Disk Tape Library Microsoft SQL Server Microsoft Exchange Server

  23. Simplified Pricing 5 Server Typical Configuration • Solution Components • 3 CA ARCserve Backup File Server Suite • 1 CA ARCserve Backup Database Server Suite • 1 CA ARCserve Backup e-Mail Server Suite Ethernet Backup to Disk Tape Library Microsoft SQL Server Microsoft Exchange Server

  24. 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 $5,375 Savings for your customer $3,370 Quote creation average time 2 Minutes

  25. Virtual Environments • Suites sold per VM instance • Same rules from non VM environments for Application , e-Mail and Database servers Virtual Sessions • Solution 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 VM Server

  26. 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

  27. 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

  28. 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

  29. 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 • 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 recommended

  30. 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

  31. Simplified Pricing Program for CA XOsoft

  32. CA XOsoft CA XOsoft develops and markets Continuous Application Availabilitysoftware solutions that minimize application downtime and accelerate time to recovery

  33. 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

  34. 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

  35. 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?

  36. 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?

  37. New Simplified Pricing Model • Reduce the number of SKUs from Hundreds to only 8 per product • WANSync/WANSyncHAFile Server Virtual Machine • WANSync/WANSyncHAFile Server Active Cluster Node • WANSync/WANSyncHAFile Server Standard OS • WANSync/WANSyncHAFile Server Enterprise OS • WANSync/WANSyncHAfor Applications Virtual Machine • WANSync/WANSyncHAfor Applications Active Cluster Node • WANSync/WANSyncHAfor Applications Standard OS • WANSync/WANSyncHAfor Applications Enterprise OS • Assured Recovery is now a separate Option (per server) • Upgrades From WANSync to WANSyncHA and Standard OS to Enterprise OS

  38. New Pricing (Per Server Instance)

  39. 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

  40. Current Pricing Quote Example(Select The Correct Answer) Production DR site WAN/LAN • 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server • 2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with Assured Recovery • 2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery Standard Server • 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with Assured Recovery What’s the correct answer? • Windows 2003 Standard • Exchange Standard Edition • DR testing required Microsoft Exchange Server Microsoft Exchange Server

  41. New Simplified Pricing Quote Example(Same Scenario) Production DR site WAN/LAN • 2 CA XOsoft WANSyncHA r4 File Server Enterprise OS • 2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option • 2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option • 2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option What’s the correct answer? • Windows 2003 Standard • Exchange Standard Edition • DR testing required Microsoft Exchange Server Microsoft Exchange Server

  42. 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

  43. 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)

  44. Questions Thank You

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