Susie Spencer & Andy Honl

1. Unprecedented Windows Data Protection and System Recovery#1 in Windows Data Protection meets #1 in Windows System Recovery Susie Spencer & Andy Honl

2. Agenda • Highlights • Symantec Windows Data and System Protection Products • Positioning • How to identify opportunities • Product Highlights • How to close the business • Pricing and Licensing • Next Steps

3. Defining Windows Data Protection: Backup Exec and LiveState Recovery

4. What is the Issue? • Symantec has acquired products with some overlapping functionality • Situation causes confusion for resellers and customers • The competition will exploit our inability to position our products to our customers • The sales processes may not be in place to help us avoid becoming our own worst enemy

5. Why is there overlap? • Our approach is similar to an automobile line • High-end features and innovation starts at the top • Over time, innovation and features move to all levels • The same features can also have differences • Examples include data backups, 3-tier architecture, and system recovery • Customers and competitors are changing the market • Only one vendor offers best in data protection and best in system recovery – Symantec • No product or product option is being discontinued

6. Positioning these Industry Leading Solutions • Data Protection • VERITAS Backup Exec™ 10 for Windows Servers • The Gold Standard in Windows data protection providing comprehensive, cost-effective, and certified backup and recovery. Provides simple, flexible, and granular data protection. • System Protection • Symantec LiveState™ Recovery 3.0 • Innovative disk-based, premier system recovery solution that delivers rapid recovery of critical system volumes as well as complete bare metal systems in minutes. Create real-time recovery points without disrupting accessibility. • VERITAS Backup Exec™ 10 Intelligent Disaster Recovery (IDR) • is an entry-level system recovery tool option for Backup Exec which leads an IT administrator through the process of automatically rebuilding a system to the last point when an IDR backup was created.

7. Differentiators- System Recovery

8. Market Segmentation Global 1000 NetBackup Bare Metal Recovery Large Backup Exec LiveState Recovery Market Segment Medium YOSEMITE Small Backup ExecQuickStart

9. Sales Strategy • Key Question What is the customer pain point? • Get both business and technical priorities (not just a checklist) • New Customers • Step 1- Look for the differentiation (both high and product levels) • Step 2 (if necessary)- Dig deeper to get past the product overlap • Existing Customers • Educate • Eliminate the upgrade push in the “wrong” solution • Data protection Backup Exec • System protection/recovery LiveState Recovery

10. Today’s Challenges Data Volumes Growing At 50%+ Each Year Meeting RTO for customers and regulatory requirements Shrinking Backup Window Data Vulnerability

11. Forced to decide between fast backup or fast recovery? Now you can have both.  • With Backup Exec and Symantec LiveState Recovery you can now create backups and restore to specific system recovery points with unmatched speed, ensuring that in the event of a crash, your mission critical servers and data are quickly brought back online.

12. Only software lets you do more with your resources. Implications For Your Customers Maximizing resources is the greatest opportunity for new efficiencies.

13. Opportunity to make more money Implications For You Opportunity to meet customer need with solutions from a single vendor

14. How are customers using these products today? • LiveState Recovery customers • 50+% have Backup Exec – direct correlation to Backup Exec Market Share • Virtually all have an additional data protection solution • Backup Exec Customers • Only 1% have Live State Recovery $$$$ - Opportunities in both types of accounts!

15. Current LiveState Recovery Accounts • If Backup Exec is there – GREAT! • Opportunity – Granular application solutions for Exchange, SQL, SharePoint, Oracle, Lotus • Opportunity – Remote Office Solutions, Replication Exec • Opportunity – Content Management, Storage Exec • If another backup vendor is there • Opportunity – Competitive upgrade to Backup Exec • Single vendor solution • Best of Breed Solution

16. Current Backup Exec Accounts • If LiveState Recovery is not there • Opportunity – Sell LSR as best of breed System Recovery solution • If customer has IDR, then what? • Opportunity – for mission critical servers sell LSR • IDR is positioned as the entry level system recovery tool • Integrated into Backup Exec – longer time to recovery • If LiveState Recovery is there (only 1% chance) • Opportunity – up sell LSR Manager • Opportunity – Remote Office Solutions, Replication Exec • Opportunity – Content Management, Storage Exec

17. New Opportunities in Windows Data and System Protection

18. The Gold Standard • 10+ Years of Proven Experience and Success • Recognized Industry Leadership • Recognized Windows Leadership • Dedicated and Focused on Windows • Complete and Comprehensive Data Protection

19. Distributed Systems Backup/Recovery Software Revenue by Vendor, 2004 Based on New License Revenue CA BrightStor 8.4% EMC 7.9% HP 3.6% IBM TSM 14.6% CommVault 3.6% Syncsort 1.4% Other 14.5% VERITAS Backup Exec 20.0% Symantec Total 46.0% VERITAS NetBackup 26.0% Total New License Revenue = $1,378.5 Million Source: Gartner Dataquest “Market Share: Storage Management Software, Worldwide, 2004” (April 2005)

20. Release of Windows 2003, 5 key componentswritten/co-developed by VERITAS • - Backup Applet, RSS, LDM, Automated System Recovery, Storage Manager • 1st certified data protection solution for Windows 2003 • 1st Data Protection solution with a Free MOM management pack • Windows x64 platform and SQL Server 64-Bit Itanium support • Windows VSS integration • Fastest Exchange backup and restore / Fastest installation on Windows • Integrated protection for Windows desktops and laptops 2003 - 2005 • Release of Windows 2000, 3 key components written/co-developed by VERITAS: • - Backup Applet, Remote Storage Services (RSS), Logical Disk Manager(LDM) • 1st certified data protection solution for Windows 2000, released concurrently • 1st to support Exchange 2000, SQL Server 2000 and SharePoint Portal Server 2000 • Release of Windows NT 4, Backup Applet written by VERITAS • 1st Disaster Recovery Solution for Windows platforms • 1st SAN Solution for Windows platforms 1996-1998 • Backup Applet & Microsoft Tape Format co-developed with VERITAS • 1st Certified for Windows NT 1993-1995 Windows Leadership

21. Evolving Needs of Windows CustomersMet by Backup Exec Suite • Cost-efficient IT • Simple administration • Scalable (entry to enterprise) • Advanced techniques for higher service levels • Leverage Disk • Targeted Agents and Options to maximize application and file system data protection • Extended protection outside the “datacenter” • Provide more than simply backup

22. Backup Exec Client 2 What is Multi-Stage Data Backup? Backup Exec Server Backup Exec Client 1 Backup Job 1 Backup Job 2 Backup Job 1 Backup Exec Client 3 Backup Job 3 Backup Job 2 Backup Job 3

23. Benefits of Multi-Stage Backups • Leverage the benefits of disk • Backup to tape for archive / disaster recovery • Facilitate streaming to tape without image multiplexing • Faster restores from disk based images • No tape device latency and non-multiplexed images • Staging backups on disk for a defined period of time before moving them to tape Best of both disk based and tape based data backups

24. #1 for Windows System Recovery • 3 years of industry experience and success • Dedicated and focused on Windows system recovery • Recognized for technological innovation IBM Server Proven Certified Microsoft Certified for Windows Server 2003

25. Symantec LiveState™ Recovery 3.0 • Quick recovery of system & application configurations • Innovative disk-based solution • “Hot” snapshot imaging of entire disk volumes • Bare metal restore • Meet stricter RTOs & increase IT service levels • Perform bare metal and system volume restores in minutes vs. hours • Restore failed systems back to exact point in time (PIT) • Create system recovery points throughout the day without interrupting end-user productivity • Augment existing off-site disaster recovery solutions

26. Any Disk Storage LiveState Recovery Architecture LSR App Advantages • Proven track record for system reliability • Simple one-step process for recovery point creation and restore • All Intelligence resides at the client • Single-Tiered Architecture • Disk media requires almost no maintenance • Entire volume, system state do not have to be backed up or restored separately Disk or Common Pre-boot environment (SRD) Sector Recovery Points SQL LiveState Platform

27. The Symantec Advantage • Unprecedented levels of continuous data, systems, and application protection from a single vendor • Ensures system availability • performs real time backup and recovery operations • Delivers high reliability • significantly lowers or eliminates data or system recovery failures • Provides tape backup for easy off-site storage and disaster recovery • Meet established Recovery Time Objectives (RTO) of files and entire systems

28. Many companies globally have already combined Backup Exec and LiveState Recovery • Fastrecovery of files, applications and entire systems • Best Practice: Disk-to-Disk-to-Tape • Multiple levels of protection • Set and Forget • Flexible Change Management

29. What do I need to be fully protected?

30. UNDERSTAND ACT Event Management Manage server and client environments (Security and Storage) Change Backup Routine Protect existing state during a security event Manage Data Block illegal file types CONTROL Result: High reliability of server and client data and system availability ESTABLISH CONTROLS Protect Data & System On-going protection of server and client environments End-to-End Windows Data and System Protection Solution Unprecedented levels of continuous system, application, and data protection

31. End-to-End Windows Data and System Protection Solution Unprecedented levels of continuous system, application, and data protection UNDERSTAND ACT Change Backup Routine Symantec LiveState Recovery Symantec LiveState Recovery Manager VERITAS Backup Exec Event Management Security – Symantec DeepSight Storage – VERITAS Storage Exec Manage Data VERITAS Storage Exec Result: High reliability of server and client data and system availability CONTROL ESTABLISH CONTROLS Protect Data & System Symantec LiveState Recovery Symantec LiveState Recovery Manager VERITAS Backup Exec

32. Pricing and Licensing

33. LiveState Recovery Pricing / Licensing / Languages • Languages: EN, DE, FR, JP, IT, ES, BR • Pricing • Symantec LiveState Recovery™ Advanced Server 3.0 • MSRP $1193.95 (USD) • Single license boxes, Value & Elite S-Band • Symantec LiveState Recovery™ Standard Server 3.0 • MSRP $834.95 (USD) • Single license boxes, Value & Elite, multi-user packs • Symantec LiveState Recovery™ Desktop 3.0 • MSRP $69.95 (USD) • Single license boxes, Value & Elite, multi-user packs

34. Symantec LiveState Recovery Manager Pricing • ~ 30% add-on for centralized management • $341 per managed server (MSRP) • $19.94 per managed desktop (MSRP)

35. Backup Exec 10Edition Pricing $795 Backup Exec for Windows Servers Microsoft Windows Server Family (2000, 2003, NAS/Storage Server 2003) Licensed per Media Server $795 Backup Exec for Small Business Server • Microsoft Small Business Server – 2000 or 2003 • Includes Exchange, SQL and Intelligent Disaster Recovery

36. Backup Exec 10 for Windows ServersAgent Pricing At-A-Glance  * These options include a Remote Agent (CAL) for Windows Servers

37. Backup Exec 10 for Windows ServersOption Pricing At-A-Glance  * These options include a Remote Agent (CAL) for Windows Servers

38. Opportunities • Increase the overall size of deals • Opportunity to call existing customers • Leverage single vendor solution to displace competitors

39. Questions and Answers