Introduction to Mozy EMC Cloud Backup

1. Introduction to MozyEMC Cloud Backup

2. Why Mozy? Business benefits What is Mozy? How to make £/€/$ with Mozy – over and over How does it work? Mozy GTM Call to Action Q&A Agenda

3. Why Your Customers Care Mozy helps alleviate customer pain for End Users, IT Staff, Support, Finance & Management

4. I was just about to hit save, when… • My hard drive just crashed • I accidentally got a virus • Someone stole my laptop • I overwrote my proposal • I hit “save” instead of “save-as” • I just got my new laptop—where is my data? • Can I access my data from my iPad? End Users • We support multiple operating systems and devices • We are planning a major OS and hardware upgrade • We have different departments using different solutions • Users are not saving their data to the network drives • We would rather our users backup when not on the corporate network • We have no way of knowing if our users are backed up • Our users hit “cancel” because it makes their machines slow • Our divisions have different backup requirements IT & Support • We need a solution that fits into our budget • We are wasting money managing multiple solutions • We are losing money when we decrease productivity • We are considering what apps to push to the cloud to: • Decrease costs • Ease the strain on our data center • Free up bandwidth • We are considering going to a BYO Device model Management & Finance

5. Mozy Introduction 2007 World’s Most Popular Online Backup and Access Service Highly Scalable, Reliable Cloud Storage System Globally Distributed Footprint Broad Product Portfolio Over 3,000,000 users, growing rapidly Over 80,000 businesses 20 billion customer files stored on Mozy Platform Consumer and Business editions Mac® and Windows® client support Mobile & Sync Solutions Customers range from consumers to global enterprises Operational since 2005 Acquired by EMC in 2007 90 petabytes (PB) of customer data stored on Mozy platform [100 terabyte (TB)/day] Multiple North American datacenters European datacentersonline since 2008 Additional worldwide datacenter build-out Dedicated BRS MozyEnterprise Sales Support Team All Mozy Solutions in CXP Target the Right Accounts Together Leverage the Experts to Drive the Opportunity

7. Mozy Mobile & Access Extending the Mozy Promise • You never lose a single file with Mozy... • …and now you are never without your files. Browse, Access, Search • Enable Mozy end-users to access their backed up files from mobile devices • iPhone, iPad, Android, Browser • Admin must permit use for the organization • Browse file hierarchy and view files that the platform can natively render • Open a file in another app (“Open In”) • Email a file as attachment • Restore from Browser

8. Qualifying & PositioningOpportunities

9. MozyEnterprise Customers

10. Mozy Target Opportunities Target Opportunities • Very Small Business to Large Enterprise • Any company with desktops, laptops, remote servers • Companies looking for a secure solution to access/email files via iPhone/iPad/Android Customer Type • Sales Forces • Remote Users/ Home Office • User backup up to File Shares, External HD,USB Drives, etc. • Customers who do not have a standard process for backing up user data • Remote Office Windows Servers • High Tech, Higher Ed, Retail, Manufacturing, Finance are are great verticals for MozyEnterprise • Mozy Opps • Large Corporations • Small Companies • All current customers

11. Positioning Don’t think… or Think! and

12. Positioning Only EMC provides the complete solution VMware Remote Office Desktop Laptop NAS Database Feature overlap keeps out the competition Gives the customer choice - Capex & Opex Gives the customer choice - On-premise & Cloud

13. Positioning • On-Prem Backup • Datacenter and fixed workstations • Enterprise deployment • Ideal for VM-rich server environments • Bare Metal Restore • Corporate Private Network • Efficient source deduplication • Infrastructure fully owned • Cloud-Based Backup • DTLT & small remote Win Servers • Set and forget – simple deployment • Mobile access – future sync functionality • Central policy management • Whenever/wherever on any network • Single Instance Storage • Self-service, reduce load on IT Starwood use Avamar for their corporate users, but they have a large population of users that travel the globe to different hotels, where backing up over the public cloud with Mozy was a better option

14. Solution Overview

15. How MozyEnterprise Works Previous versions and deleted files are kept on backup servers for immediate retrieval for 30 days . . . making retrieval of accidentally deleted files possible Administrator sets backup and retention policies Lightweight agent runs on target laptops/desktops/ servers Data is encrypted and sent, backed up to an encrypted server online Automatic backup happens in the background. No user intervention required

16. Mozy Security MozyEnterprise Encryption • 448-bit Blowfish default /256-bit AES private encryption • Encryption key(s) are created and managed by the customer • Mozy stores encrypted 1s and 0s • No key escrow or “back-door” decryption • Customer encryption key options Third-Party Audits/Verification • ISO 27001 (No major or minor variances identified) • SSAE 16 • Veracode AA rating • TRUSTe certified • Safe Harbor

17. MozyEnterprise Backup Clients • Customizable client configurations at the user group level • Automatic or scheduled backups • Scan-once client with incremental backups • Single-instance storage • Customizable bandwidth throttling • 30 Day versioning • Bit-level file resume • Open-file support • Near-CDP backups • Local backup with Mozy 2xProtect

18. MozyEnterprise Admin Console Administrators log in to the Web-based admin console to manage users, devices, configuration, and billing, as well as monitor backup health across the business

19. MozyEnterprise Account Architecture Marketing Backup Set/ Client Configuration Support Backup Set/Client Configuration Product Development Marketing Support Marketing Sub-Administrator PD Backup Set/Client Configuration Sales Backup Set/Client Configuration Company Account Root Administrator PD Sub-Administrator Sales Sub-Administrator Support Sub-Administrator Support Backup Set/Client Configuration Company Account Root Administrator Sub-Partner Root Admin Sub-Partner Root Admin Sub-Partner Root Admin Support Sub-Administrator Support PD Backup Set/Client Configuration Sub-Partner Root Admin Marketing Backup Set/ Client Configuration PD Sub-Administrator Product Development Administrators log in to the Web-based admin console to manage users, devices, configuration, and billing, as well as monitor backup health across the business Marketing Sub-Administrator Sales Backup Set/Client Configuration Marketing Sales Sub-Administrator Sales Sales

20. Active Directory Integration Easy End-User Experience • Single sign-on using corporate credentials Easy User Management • Automatically create, organize, and deactivate Mozy users • Advanced Rule Set • SAMLv2 Compliant • Multiple pre-tested IdPs • VMware Horizon • ADFSv2 • Ping • Okta

21. Server Backup Capabilities Easy and Supported Backup across Platforms Mozy for Server combines the ease of desktop backup with support for common server-specific applications found in 32- and 64-bit Windows and Mac OS X (10.7, 10.6, 10.5, and 10.4) physical and virtual servers Server-Specific Applications Mozy for Server backs up server-specific applications, including: • Network shares • All versions of SQL Server® and Exchange • SharePoint® • Active Directory • Com+ services • SYSVOL directory share • Windows Registry database Speed to the Cloud Mozy Data Shuttle service moves terabytes to the cloud in no time

22. Mozy Data Shuttle Service Simple, Fast Process for Uploading Big Data Secure! • Mozy overnights Shuttle • Customer plugs drive into server, overnights it to Mozy when loaded • Mozy unloads data from the drive into one of our secure data centers • Incremental cloud backups begin automatically • Data encrypted twice for safe transit • Mozy default key • -and- • One-time use random key • Secure three-pass deletion of Data Shuttle drive at datacenter

23. Advanced Reporting Capabilities As an administrator, you can . . . . . . create the following reports: . . . and schedule the delivery of reports: Enter the name and other required information Report Settings Billing Summary Billing Detail Machine Watchlist Machine Status Select the user groups to be included Report Scope Machine Over Quota Outdated Clients Resources Added Overdraft Added Select who, what, and when you want reports delivered Email Options

24. Mozy Restore Options Restore With Your Machine Restore Without Your Machine Right-Click Restore Media Restore Web Restore Virtual Drive Restore Local Restore Admin Download Replace Machine In-Client Restore • Right-click in Windows any protected file to restore the most recent or previous version of a file • Order online a physical CD, DVD, or hard disk drive containing a securely restored copy of your data Click into an icon presented on your PC in My Computer and find files and folders backed up • Assist users by restoring on behalf of your end users • Migrate a backup from one computer to another • Select your most important files for restore directly from online Mozy account web pages • Use the Mozy software installed on your PC to select the files you want to restore • Copy back data directly from your removable storage device as part of 2X Protect Admin Assist

25. Support and Professional Services Account Management and Support • EMC BRS account manager and technical consultant support • Mozy Specialist Team • 24 x 7 phone and chat support • World-class online knowledge base and help center Mozy Design and Implementation Service Packages Include: • MozyEnterprise Assessment and Design Service Package Designed to thoroughly discuss and document business and technical requirements, and propose account design considering network and other customer constraints • MozyEnterprise Activation and Set-Up Service Designed to help customers build out and configure the proposed Mozy solution • MozyEnterprise Administrator Training (Half and Full-Day) This course covers basic theory of backup and restore and how Mozy delivers these features

26. Going to Market with Mozy

27. Recent MozyEnterprise Success Story Customer: 100,000-employee global Retail and Luxury Goods Opportunity: Customer needed a global solution to back up sales and consultant laptops. Its current solution was inconsistent, disruptive, and did not support Windows 7 or a 64-bit OS Deal Customer reached out to Partner to learn about cloud backup options Partner upsold the customer to purchase a three-year prepaid contract for MozyEnterprise $1.2M (Partner made approximately a 25-point margin on the deal) 1 7 Partner engages BRS MozySales Specialist to help qualify the opportunity 2 Total Sales Cycle Partner and BRS Mozy stayed in touch with the customer to assist and answer questions. BRS Mozy SE addressed any technical questions. 60 days from introduction to PO 6 Partner and Mozy set up WebEx Demo with the customer Moving Forward 3 Customer has another 94,000 seats which can be addressed with the MozyEnterprise Solution 5 4 Right after the WebEx – Mozy Sales Specialist set customer up with 5 trial PC licenses and an Admin Console Customer was impressed and wanted to test the solution

28. What’s In It For You? MozyEnterprise can help you build an annuity business that continues to grow. Easy add-on to any deal you are working – bundle a small deal, e.g., 100 PC Licenses for 1 Year = $7,100 Cost-effective solution that solves a specific problem for your customers Get in the door and have a reason to talk/meet and show value Get paid on every Contract Renewal $35,000 X 10 deals = $350,000 $95,000 X 10 deals = $950,000 This Year Next Year 10 accounts, 500 laptops, one-year contracts Same 10 accounts, 500 laptops, three-year contracts

29. Mozy Resale via CXP Prepackaged Bundles in CXP • Pick PC or server • Enter quantity • Select the length of contract: one-, two- or three-year • One-part number with associated quantity • Can be a standalone deal or bundled with bigger transaction Deal Example Customer has 2,000 laptops to back up Assume $95/user/year(list price for yearly service) You can add PS for Implementation and Training to every quote $95 x 2,000 users = $190,000

30. Call to Action

31. Mozy Marketing Materials Mozy Partner Training PPT Customer-Facing PPT Mozy Partner FAQ Doc Mozy Positioning Doc Mozy Client and Admin Manuals Mozy Supporting Stats Overcoming Objections Doc Qualifying Questions Doc Implementation Guides Customer Success Stories Call Scripts, Product Copy Blocks Presales Checklist MozyEnterprise Data Sheets Mozy Demo Request Form Press Releases Online Demos/ Recorded Webcasts Simple TCO/ROI Tool Competitive Information RFP Templates White Papers Post Sales Kit

32. BRS Mozy Sales Support The EMC BRS - Mozy Sales Support team is available to help with: Any and all sales and technical questions Demo licenses for prospective clients Mozy WebEx demos for customers Product questions Competitive information Online Demo for Partners and Customers every Tuesday at 12:00 PM GMT

33. The Areas we will drive Mozy

34. Five Qualification Questions What are you doing to backup your employees’ desktops and laptops? What are you doing to backup your remote office servers? How critical is data protection for your laptops, PCs, Mobile Devices and small remote office servers? How long would it take to roll out an application like this? What if you could be up and running in just a few weeks—and retain total control over the backup process? If we can prove a significant TCO savings, would you be interested in learning more? Next Step: Would you be interested in seeing an online demo of the MozyEnterprise solution?

35. Q&A

36. Thank You!