1. Backup Exec Family Key Sales Plays 1 Susie Spencer Sr. Product Marketing Manager Symantec Backup Exec™ Boot Camp Key Sales Plays Training Symantec proprietary/confidential – internal and Symantec Partners

2. Welcome To Backup Exec Boot Camp

3. Train Hard – Never Give Up!

4. Ready – Aim – Fire On Success

5. Backup Exec Family Key Sales Plays 5 Why Symantec Backup Exec Symantec proprietary/confidential – internal and Symantec Partners

6. Top Reasons To Sell Backup Exec Proven and reliable – more than 2x market share of nearest competitor Easy to deploy with multiple deployment options to best meet your customers’ needs Technology to solve your customers’ data protection needs: physical and virtual, deduplication, granular recovery, etc. Typical sales cycle: 30 – 60 days Growing the deal size has never been easier – Easily attach to every physical or virtual server – Attach additional agents/options to grow the sale – Broad portfolio allows you to cross-sell other Symantec solutions Backup Exec Family Key Sales Plays 6 Symantec proprietary/confidential – internal and Symantec Partners

7. Top Reasons Customers Choose Backup Exec Reduces administration time ensuring a distributed environment is protected with ease Eliminates multiple point products for backup Over two decades of proven, Microsoft certified engineering expertise Backup Exec Family Key Sales Plays 7 Reliable technology with flexible deployment options: software, appliance or cloud Quickly recovers just the information they need without extra processes Lets companies spend less time restoring data and more time doing business Symantec proprietary/confidential – internal and Symantec Partners

8. 8 8 Backup Designed for Your Customers Backup Exec Family Key Sales Plays *Initially available in NAM only through select partners Protecting Your Virtual and Physical Systems Software Backup Exec 2010 R3 Appliance* Backup Exec Cloud* Backup Exec.cloud Hybrid Cloud Symantec proprietary/confidential – internal and Symantec Partners

9. Backup Exec Family Key Sales Plays 9 Backup Exec Product Family Helping You Grow Your Business Symantec proprietary/confidential – internal and Symantec Partners

10. Your Path to Profitability New Small Business Windows Small Business Server Disk Storage Symantec Backup Symantec Security Managed Services Virtualization Adoption Windows Servers VM Software Disk/Tape/ Storage Symantec Backup/ Deduplication/DR Symantec Security Managed Services Remote Office Expansion Windows Servers Exchange/SQL upgrade VMware expansion Disk/Tape/Storage Symantec Backup/ Deduplication/DR Symantec Security 10 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

11. Backup Exec Family Key Sales Plays 11 Key Play #1: Start with Virtual Machine Protection Symantec proprietary/confidential – internal and Symantec Partners

12. Cost and time to manage physical and virtual infrastructure backups Virtualization increases storage consumption 65% of virtual machines are unprotected Challenges of Virtual Machine Protection Backup Exec Family Key Sales Plays 12 Symantec proprietary/confidential – internal and Symantec Partners

13. Your Virtualization Opportunity How often do you hear?: – “... moving to virtual environment” – “... not backing up virtual systems” – “... difficult and costly to have multiple backup tools” – “... need to easily recover data on virtual systems” – “... virtual storage growth is out of control” Backup Exec Family Key Sales Plays 13 4 million virtual hosts vs. 8 million physical servers shipped last year Three out of four companies plan to deploy virtual servers within 12 months 46% of respondents surveyed run “Tier 1”applications on virtual machines¹ Symantec proprietary/confidential – internal and Symantec Partners

14. Your Virtualization Backup Solution: Backup Exec V-Ray (w/VMware or Hyper-V Agent) Patented visibility into virtual file systems and applications Transparent backup and recovery across physical and virtual silos Embedded technology in the Backup Exec Agents for VMware and Hyper-V Backup Exec Family Key Sales Plays 14 Unified protection, single file recovery, deduplication and intelligent policy integration. Symantec proprietary/confidential – internal and Symantec Partners

15. Additional 3 Guest VM’s Added Into Production$1,785$0 Annual Added Backup Management Cost (+1hr a week @$40hr) $2,080 N/A N/A Total Licensing and Added Admin Cost$18,735$4785 Annual Backup Exec Savings (3 Hosts and 21 Guests) $13,950 savings Estimated Cost Agent for Windows per Guest VMware Agent per Host Number of Licenses Required183 MSRP per license$595$1595 Total License Costs$10,710$4,785 Number of ESX ServersProduction Guests Total 3 6 VM’s Per Host (18 Total VM’s) Business Value of Backup Exec Host Based Licensing Annual Added Backup Management Cost (+2hrs a week@ $40hr) $4,160 N/A N/A Total Licensing and Added Admin Cost$14,870$4,785 Annual Backup Exec Savings (3 Hosts and 18 Guests) $10,085 savings Backup Exec Family Key Sales Plays 15 Symantec proprietary/confidential – internal and Symantec Partners

16. Physical + Virtual Should = One Backup Solution 16 Backup Approaches 1 Source: Enterprise Strategy Group, Data Protection Survey, April 2010 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

17. Total License and Management Cost$34,933$24,125 Annual Backup Exec Savings (10 physical and 3 virtual Hosts) $10,808 savings 60% storage savings 60% storage savings Estimated Cost Backup Exec + second Virtual Backup Solution Backup Exec for Physical and Virtual Cost of Physical Server Backup$6,945 Cost of Virtual Server Licenses$7,188*$4,785* Cost of Deduplication LicensesN/A$1995 Number of Physical ServersNumber of ESX ServersProduction Guests Total 10 3 (12 sockets total) 6 VM’s Per Host (18 Total VM’s) Business Value of One Solution for Physical and Virtual Annual Backup Management Cost (5hrs a week per backup solution@ $40hr) $20,800$10,400 Deduplication Savings 30-40%90% 17 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

18. Why Backup Exec with embedded V-Ray Technology? Backup Exec Family Key Sales Plays 18 All in one place – single point of management for physical and virtual. Single pass backup – reduce backup time and save on storage costs. One backup provides full functionality; no need to run multiple backups. Granular recovery of data – reduces restore time. Recover just the items required (such as VMs, databases, files, or emails) and minimize data loss. Deduplication of files and applications - reduces the cost of virtual machine infrastructure and backups. Host-based licensing - manage licensing costs and simplify implementation. Symantec proprietary/confidential – internal and Symantec Partners

19. Your Backup Exec V-Ray Target Backup Exec Family Key Sales Plays 19 Symantec proprietary/confidential – internal and Symantec Partners

20. Probing Questions: Backup Exec Family Key Sales Plays 20 Conversation Starters How does that affect your business? Are you currently using virtualization in your environment and if so, how are you protecting it? How do you manage data protection for your physical and virtual environments? What performance challenges do you face when backing up and recovering data in your virtual environments? What is your process for recovering individual files/folders or emails from a virtual environment? Are you concerned with the amount of storage needed for protecting virtual environments? What does the process look like? How is that working for you? Symantec proprietary/confidential – internal and Symantec Partners

21. Backup Exec Family Key Sales Plays 21 Key Play #2: Data Deduplication and Replication Symantec proprietary/confidential – internal and Symantec Partners

22. Your Customer’s Storage Challenge Backup Exec Family Key Sales Plays 22 Data lifecycle management is becoming more challenging At the current rate, by 2012 the amount of new data created will be doubling every 72 hours Up to 70% of data is duplicate and hasn't been accessed in more than 90 days¹ Symantec proprietary/confidential – internal and Symantec Partners

23. Your Deduplication Opportunity How often do you hear?: – “... backup window is too short” – “... only run full backups at the weekend” – “... buy more disk to store backups” – “... remove tape from remote offices” – “... need an off-site copy of backup data” Backup Exec Family Key Sales Plays 23 In the ten years prior to 2010 the number of mailboxes grew from 253 million to 2.4 billion. The number of emails is growing at three times that rate. Storage prices are declining but the cost of management is increasing Symantec proprietary/confidential – internal and Symantec Partners

24. Your Deduplication and Replication Solution: Backup Exec w/Deduplication Option Deduplication? When is the time right for your customer? – Data volumes are exceeding your customer’s backup window – Replicating remote office backups and eliminate tape – Backing up both physical and virtual environments Backup Exec Family Key Sales Plays 24 Before Backup ExecAfter Backup Exec 24 Symantec proprietary/confidential – internal and Symantec Partners

25. Business Value of Deduplication 25 Backup Exec Family Key Sales Plays Deduplication Option Reduces the amount File System backup data stored by 9:1 (90%) or more Reduces the amount Application backup data stored by 6:1 (80%) Reduce backup windows 3 flexible deduplication offerings in one license: client deduplication, media server deduplication or appliance deduplication One solution for physical and virtual deduplication Deduplication and replication eliminates the need for tape devices at remote/branch offices Symantec proprietary/confidential – internal and Symantec Partners

26. Why Backup Exec? Backup Exec Family Key Sales Plays 26 Reduce storage costs. Deduplication only backs up the data you don’t already have. Improve system performance. Archive in the same process as backup. Less overhead, less data to store and backup, lower costs. Flexible deduplication. License it, then choose where to deduplicate. Even off-site. Move your backup data offsite more efficiently through replication Run full backups every day. Protect more, Store less, Save More. Recover more easily. Different types of data, same deduplication process. Deduplicate applications and virtual machines not just files. Symantec proprietary/confidential – internal and Symantec Partners

27. Your Backup Exec Deduplication Target Backup Exec Family Key Sales Plays 27 Symantec proprietary/confidential – internal and Symantec Partners

28. Backup Exec Family Key Sales Plays 28 Conversation Starters Probing Questions: How does that affect your business? Is your backup window long enough? Are full backups still possible? How much is your backup and server storage costing? Is there an automatic DR process in place to copy data offsite? Would you like to reduce the amount of file system data stored by 90%? Have you experienced an increased amount of storage used by implementing virtualization? What does the process look like? How is that working for you? Would you like to reduce the amount of application data stored by 80%? Symantec proprietary/confidential – internal and Symantec Partners

29. Backup Exec Family Key Sales Plays 29 Key Play #3: Continuing the Journey to Disaster Recovery Symantec proprietary/confidential – internal and Symantec Partners

30. Today’s Disaster Recovery Challenges Backup Exec Family Key Sales Plays 30 Manual disaster recovery is time consuming and error prone Critical systems require on and offsite protection Downtime today is measured in minutes not hours or days Symantec proprietary/confidential – internal and Symantec Partners

31. Your Disaster Recovery Opportunity How often do you hear?: – “... recently had a system failure” – “... need to recover to different hardware” – “... P2V and V2P conversion” – “... mandate to maintain system uptime” – “... server hardware migration” – “... disaster recovery testing” Backup Exec Family Key Sales Plays 31 Despite warnings, 47% of small and midsized businesses are still not prepared for disaster. Improving disaster recovery (DR) capabilities is a top data protection spending initiative Symantec proprietary/confidential – internal and Symantec Partners

32. Your Disaster Recovery Solution: Symantec™ System Recovery 2011 Backup Exec Family Key Sales Plays 32 Quickly recover physical and virtual systems in just four simple steps Recover to same or dissimilar hardware, bare metal, remote locations or virtual environments Easily restore a system from a remote location Seamless P2V and V2P conversion capabilities Fast System Recovery in Minutes User friendly interface Centralized management Powerful preset reports Integrated data reduction technologies Schedule backups to run automatically Save recovery points to almost any disk storage Built-in AES encryption Easy to Use Protecting more than 787,000 systems worldwide Built on over 10 years of research, development and testing Symantec is the #1 Data Protection and Recovery Market Share Leader* Award winning solution Proven and Reliable Technology Symantec proprietary/confidential – internal and Symantec Partners

33. The Business Value of Symantec System Recovery Data RecoverySavings Average number of disaster recovery events each month 1 Average disaster recovery time pre-deployment 36 hours Average disaster recovery time post-deployment 2 hours IT FTE net mean salary rate per hour for one FTE $33.16 IT FTE Annual Savings $13,528 End-users impacted during each disaster recovery event 200 Downtime during each disaster recovery event pre-deployment 36 hours Downtime during each disaster recovery event post-deployment 2 hours End user estimated net mean salary rate per hour $24.04 End-user Labor Savings $1,961,539 Total IT and End-user Savings $1,975,066 per year 33 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

34. Why Symantec System Recovery? Backup Exec Family Key Sales Plays 34 Fast system recovery in minutes helps minimize downtime and meet recovery time objectives with confidence Recover anytime, anywhere including to dissimilar hardware, virtual environments and remote locations. Eliminates the time-consuming, manual processes required by other solutions. Offsite Backup Copy to FTP location or secondary disk drive for enhanced disaster recovery capabilities. With more than 787,000 protected systems, Symantec System Recovery is one of the most proven, trusted, and reliable system recovery solutions Reduce time to migrate from physical to virtual Symantec proprietary/confidential – internal and Symantec Partners

35. Your System Recovery Target Backup Exec Family Key Sales Plays 35 Symantec proprietary/confidential – internal and Symantec Partners

36. System Recovery Complementary to Your Customer’s Existing Data Backup and Recovery Solution Backup Exec Family Key Sales Plays 36 EMAIL SERVERS FILE SERVERS SQL SERVERS SHAREPOINT ACTIVE DIRECTORY DESKTOPS VIRTUAL MACHINES Data Backup & Recovery Symantec proprietary/confidential – internal and Symantec Partners

37. Backup Exec Family Key Sales Plays 37 Conversation Starters Probing Questions: How does that affect your business? Do you have a disaster recovery strategy in place? What does the process look like? How is that working for you? Have you experienced a system crash as a result of hard drive failure, user error, software corruption or natural disaster? What steps did you take to recover? How long does it take you to recover from a complete failure? Can you currently meet your recovery time objectives? What would it cost your organization if your IT systems went down? Have you thought about what would happen to your business information in the event of a system failure or disaster? Do you have any upcoming plans to migrate physical systems to a virtual environment or perform any hardware migrations? Symantec proprietary/confidential – internal and Symantec Partners

38. Backup Exec Family Key Sales Plays 38 Summary and Next Steps Symantec proprietary/confidential – internal and Symantec Partners

39. More Companies Choose Symantec for Backup Than Any Other Solution 39 Backup Exec Family Key Sales Plays Customer LeadershipProduct LeadershipChannel Leadership 1.5 Million Customers and More than 2x Market Share of the Nearest Competitor Industry Accolades and More than a Dozen Patents Granted or Pending Unrivaled Commitment to Our Partners’ Success 39 Symantec proprietary/confidential – internal and Symantec Partners

40. Backup Designed for You and Your Customer’s Needs Backup Exec Family Key Sales Plays 40 Backup Exec Software Backup Exec Appliance Backup Exec.cloud (SaaS) System Recovery Software Backup Exec or System Recovery delivered as a Managed Service Backup Exec and System Recovery integrated with a Remote Monitoring and Management (RMM) Platform* Symantec proprietary/confidential – internal and Symantec Partners

41. Take Action Today Train all of the reps within your organization on these key plays Visit PartnerNet for more detailed information, training and competitive info for Symantec Backup Exec and Symantec System Recovery Log in to Campaign Creator – check out our list of marketing assets you can use to generate sales – Send an HTML to your customer base – Call out to potential customers using our call scripts – Use our event kit to host a local event Backup Exec Family Key Sales Plays 41 Symantec proprietary/confidential – internal and Symantec Partners

42. 42

43. Are You Ready!

44. Thank you! Copyright © 2011 Symantec Corporation. All rights reserved. Symantec and the Symantec Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners. This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice. Thank you! Backup Exec Family Key Sales Plays 44 Susie Spencer Susie_spencer@symantec.com 801-319-1187 Symantec proprietary/confidential – internal and Symantec Partners

45. Backup Exec Family Key Sales Plays 45 Appendix Slides can be used to explain virtualization or deduplication in more depth Symantec proprietary/confidential – internal and Symantec Partners

46. First-to-Market Granular Recovery for Virtual Applications Virtualize with Confidence with the Power of V-Ray VMware or Hyper-V Server Running Application Servers Backup Exec Media Server with Virtual Agent Single-pass Backup of Virtual Guest Systems 1 Restore granular Exchange, SQL and Active Directory Data in Seconds: Individual Mailboxes Emails Private or Public Folders Calendar Items Tasks User Accounts or Attributes SQL Databases 2 46 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

47. Deduplicate Across Physical and Virtual Backups with V-Ray Backup Exec Media Server with Virtual Agent and Deduplication Option Backup Exec Media Server with Virtual Agent and Deduplication Option Virtual Guest File & Application Servers with Individual Windows Agents Virtual Guest File & Application Servers Typically would be a SAN based backup Typically would be a LAN based backup 47 Backup Exec Family Key Sales Plays Vmware Media Server Deduplication Optimal - OR - Virtual Client/Source Deduplication Symantec proprietary/confidential – internal and Symantec Partners

48. Highly Efficient VMware Backup VMware environments typically contain significant amounts of duplicate data, increasing storage and management costs Advancements in deduplication of VMware dramatically reduces duplicate data Reducing storage hardware costs Backup Exec Family Key Sales Plays Deduplication Before After 48 Symantec proprietary/confidential – internal and Symantec Partners

49. Our Competitive Advantage 49 Backup Exec data streamData stream w/o Backup Exec What We see What Competitors see What We Can Do “Single-Pass” Backup  VMDK file “Single-Step” Recovery  Image or File Intelligent Deduplication  Data Aware Reduce storage for VMware backups by up to 30% or more What We Can Do “Single-Pass” Backup  VMDK file “Single-Step” Recovery  Image or File Intelligent Deduplication  Data Aware Reduce storage for VMware backups by up to 30% or more What They Have to Do “Multi-Step” Backup  VMDK and/or Files “Multi-Step” File Restore  From File Backup, or “Multi-Step” File Restore  1 st Mount VMDK Guess at best way optimize deduplication What They Have to Do “Multi-Step” Backup  VMDK and/or Files “Multi-Step” File Restore  From File Backup, or “Multi-Step” File Restore  1 st Mount VMDK Guess at best way optimize deduplication Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

50. Deduplication Option Savings, Simplicity and Adaptable 50 Client/Source Deduplication Backup Exec Media Server File & Application Servers Appliance Deduplication Backup Exec Media Server OST Powered Storage Backup Stream Catalog Data File & Application Servers Media Server Deduplication File & Application Servers Backup Exec Media Server Indicates where Dedupe is performed Requires Deduplication Option on medias server and Remote Agent on each client/source Requires Deduplication Option on media server Requires Deduplication Option on media server and third party OST certified deduplication appliance Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

51. Deduplication Everywhere Eliminate Tape from Remote/Branch Offices 51 Indicates where Dedupe is performed Replicate Backups Offsite PureDisk at Main Office Backup Exec Media Server (w/CASO) at Main Office Backup Exec Media Server In Branch Office File & Application Servers - OR - Replication: Only New Unique Blocks of Data Get Duplicated From Remote to Main Office Data Deduplication and Replication Key PlayBackup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

52. Start Opt Dupe 1 2 Catalog Deduplicated Data Transfer 3 Done Update Catalog 4 Copy 1Copy 2 Choose which images to duplicate. Apply different retention periods. Copy 1 2 weeks 3 months Copy 2 Replication of Deduplicated Data To Remote Locations 52 Benefits FAST= Data is transferred always in deduplicated state across network to remote deduplication target EASY= All operations are handled directly within Backup Exec RELIABLE= Maintains visibility and control of data retention with catalog-awareness of all copies of the backup data BE Server #2 WAN or LAN Backup Exec Family Key Sales Plays BE Server #1 Symantec proprietary/confidential – internal and Symantec Partners

53. Replication Works just like a set copy from disk to tape, but highly optimized for WANs via deduplication – Avoids rehydration of data – Copies only new segments in data set – Can be many orders of magnitude faster than traditional copy Supported OST devices w/ Optimized Duplication: – Symantec NetBackup 5000 series of appliances – Exagrid- EX – Backup Exec Media Servers with the Deduplication Option licensed – Data Domain – Quantum DXI – See the Backup Exec Hardware Compatibility List for details and up to date list 53 Backup Exec Family Key Sales Plays Symantec proprietary/confidential – internal and Symantec Partners

54. Why Backup Exec? Backup Exec Family Key Sales Plays 54 The market leader in Windows Data Protection. 1st produced in 1985, renamed Backup Exec in 1993. Used by approximately 1.5 million customers worldwide. Who we are A platform for protecting and managing everything - systems, data, applications. Modular architecture. Take what you need; leave the rest. Reliable and flexible from the recovery of a single item to an entire system. What we do Backup Exec simplifies: complexity, architecture, location, cloud. One product for the life of your business – it scales with you. Minimize the overhead: consolidate, reduce, centralize … and manage. How we do it Symantec proprietary/confidential – internal and Symantec Partners

55. No Local IT Staff Remote Offices Hardware Agnostic Preference for Appliances Trusted Partner or Dedicated IT Staff Large Data Sets Preferred Hardware Relationship Existing Customer Preference for Software No Local IT Staff Smaller Data Sets No Hardware for Backup Preference for SaaS Backup Designed For Your Customers 55 Backup Exec 2010 R3Backup Exec ApplianceBackup Exec.cloud 55 Symantec proprietary/confidential – internal and Symantec Partners