Tivoli Software from IBM Storage Data Protection Solution Seminar Tele-Rep Training Manual Internal Document Prepared by: Wunderman Customer Dialogue Group

OVERVIEW Tivoli Data Protection Solution Current economic and social conditions have brought storage issues such as data protection to the attention of senior management. This has forced IT Managers and Directors to take a more proactive role in identifying and implementing a solution. A solution which will have an immediate impact on the stability and protection of their e-business data and will increase operational efficiency and achieve the greatest return-on-investment. Corporate IT departments responsible for maintaining the viability of such business-critical resources typically view storage and recovery of their data as among the most important services they perform. However, historically, backups have been labor intensive, and data recoveries have been both slow and, in many cases, unreliable. 2 | © Copyright IBM Corporation 2002. All Rights Reserved

OVERVIEW Tivoli Data Protection Solution <Business Partner> is planning a seminar which will address Tivoli’s Data Protection solution. The objective of the seminar is to create awareness of Tivoli’s e-business solution for Data Protection. The seminar will focus on educating customers/prospects on the tangible benefits of data availability and the potential ROI. 3 | © Copyright IBM Corporation 2002. All Rights Reserved

OVERVIEW Tivoli Data Protection Solution Prospect Profile: IT Decision Makers and implementers (including CIO/CTO, MIS, IS, IT Data processing, Storage and LAN managers) who are responsible for the security, reliability, accessibility and availability of their company’s data and applications on their network Customers who are responsible for staying ahead of the technology curve and ensuring their company’s infrastructure is highly functioning and reliable IBM customers (of storage and other products) and prospects, at various stages of the purchase process – from initial identification of their needs to consideration of specific brands Domino/Informix/Exchange/Oracle/SAP R3/MS SLQ Customer Base Corporation Profile: All industries Large to mid-range enterprise corporations with complex, heterogeneous environments Enterprise segment companies (>1,000 employees) Mid-Market segment (100-1,000 employees) Corporations with multiple locations and a necessity for application and service level management Organizations needing to quickly implement a solution, while at the same time mitigating risks and protecting their corporate image Corporations with large, diverse IT infrastructures, especially those using multiple 3rd party point products 4 | © Copyright IBM Corporation 2002. All Rights Reserved

Call Handling What is your objective? Register prospects for the Data Protection seminar Generate qualified leads for sales force follow-up Create awareness for Tivoli’s Data Protection Solutions The primary goal is to register prospects for the Tivoli Data Protection seminar. We are not selling a specific software or solution in this first touch. We are outlining the solution that will be addressed during the seminar and educating the prospect on the benefits of Tivoli’s Data Protection software. What if they want to speak to someone regarding Tivoli? - Your secondary objective is to offer sales representative follow-up - Whenever possible, generate a lead for sales follow-up - Some prospects may have an urgent need and may be ready for a sales rep contact 5 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Tivoli® Data Protection Solution is an integrated family of products that provide a comprehensive and scalable solution for centralized storage management. Base Products for Tivoli Data Protection: Tivoli Storage Manager Tivoli Storage Manager Enterprise Edition Disaster Recovery Preparation Recovery Archive HSM Management 6 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Tivoli Storage Manager: Tivoli Storage Manager protects and manages your mission-critical business information in an enterprise-wide Storage Area Network (SAN) and traditional network environment. Tivoli Storage Manager's host of optional products offer an end-to-end scalable solution spanning laptops to mainframes on over 35 platforms. Features include: Centralized Storage Management SAN features, such as LAN-free backup and tape sharing Automated network incremental and sub-file backup, archive, and retrieval The industry's fastest recovery time Space management file migration High-speed, policy-based disaster recovery Optional data protection for most popular e-mail, databases, and applications **Tivoli Storage Manager is the product of choice in more than one million systems worldwide, including more than 80 of the Fortune 100 companies. 7 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Disaster Recovery Preparation Complete data protection also involves disaster preparation and recovery. Local copies of data will protect against discrete failures or errors in equipment, storage or people. But disasters tend to happen to entire facilities, not just a portion of the equipment inside those facilities. IBM Tivoli Storage Manager will prepare an additional copy of your active data for safekeeping at an offsite location to provide that extra insurance against disasters. Should a disaster strike and destroy your online storage and computers, the offsite copy of your active data can be restored to new computers to get your business up and running quickly. Automated generation of a customized server disaster recovery plan Off-site recovery media management Inventory of machine information required to recover the server and its clients Centralized management of the disaster recovery process Executable scripts that assist in recovery automation Electronic vaulting of storage pool and database backups 8 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Archive / Retrieve: IBM Tivoli Storage Manager goes beyond just data backups to include data archiving. Until online storage is as inexpensive as offline storage, archiving inactive data is an effective way to reduce your online storage costs. The cost of storing a gigabyte of data on online storage is typically thirty times more expensive than the same gigabyte on offline storage. Some percentage of an organizations’ data is “inactive”; it hasn’t been accessed in weeks if not months. IBM Tivoli Storage Manager will move inactive data to less expensive offline storage, freeing up online disk space for more important active data . If that inactive data must be used again, IBM Tivoli Storage Manager will retrieve that data for you. 9 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Archive / Retrieve: HSM - Hierarchical Storage Management: IBM Tivoli Storage Manager also includes a more automated version of “archive” called Hierarchical Storage Management or HSM. Like archiving, HSM removes data from online storage and puts it on less expensive offline storage. But unlike archive, HSM leaves a “data-stub” on online storage that shows the name of the removed file. With this stub, you can easily access the offline data, albeit much more slowly than if it were online. IBM Tivoli Storage Manager’s HSM capabilities are automated. IBM Tivoli Storage Manager will “watch” online data-files to see how often they are used. If not opened for an administrator specified length of time, they will be removed to offline storage leaving only the data-stub behind. For many businesses with huge amounts of data, but not all of it needed online all the time, HSM is the best way to save on storage costs. 10 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Application Protection: 24 x 365 application protection Some of today’s most business-critical application programs must remain on and active 24 hours a day, 365 days a year. Fortunately, the manufacturers of some of these important programs understand the need for data protection. Some applications have a built-in capability to control external data protection applications. By directly controlling the time and method by which a data transfer to offline storage occurs, the application can continue operating with no interruption. 11 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Components of Tivoli Data Protection Solution: Optional Products Tivoli Data Protection Add-on Extensions: Tivoli Storage Manager for Mail Tivoli Storage Manager for Databases Tivoli Storage Manager for Application Servers Tivoli Storage Manager for ERP Tivoli Storage Manager for Hardware IBM Tivoli Storage Manager for Mail, Databases, Application Servers, Hardware and ERP compliment IBM Tivoli Storage Manager and provide an end-to-end comprehensive solution to storage management. These add-on extensions provide a suite of products that leverage the capabilities of the Tivoli Storage Manager server to protect mission-critical applications, such as databases and collaboration applications and hardware. 12 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Benefits of IBM Tivoli Storage Manager for Mail, Databases, Application Servers, ERP and Hardware: Seamless application integration with various e-business application and databases such as Oracle, Informix, MS SQL Server, Lotus Domino, MS Exchange Server, SAP R3, and Websphere Application Server Ensures 24 x 7 application availability of vital revenue generating applications Is “application aware” – Applications and databases don’t have to be shut down to run backup and recovery Offers an end-to-end comprehensive storage solution that builds upon already existing Tivoli Storage Manager software Is policy-based which allows policies to be set prior to the backup which increases efficiency and reduces administrative costs Ensures the availability of critical business data and applications while driving an improved return on the storage management investment Minimizes resource consumption through incremental backup features Centralized, high-speed, policy-based, automatic backup of applications and databases 13 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Why should IT Managers/Directors be interested in Tivoli software? The Tivoli Data Protection Solution can address IT Manager’s/Director’s need to simplify the complexity of managing their e-business environment IT Managers have many issues that need to be grappled with at the same time: How do I keep my applications on-line 24x7 with minimum impact during backup? How do I centralize backup and archive of information over different platforms? How do I off load my LAN with SAN features? How do I ensure I have a high-speed, disaster recovery plan in place? How do I coordinate and track off-site movement of my tapes? …and do all of this with limited resources!! 14 | © Copyright IBM Corporation 2002. All Rights Reserved

Tivoli Data Protection Solution Tivoli has answers for all of these questions in one place that will help simplify the lives of the IT Manager: Benefits of Storage Manager: Easily operates across all environments – Unix, Linux, OS2, Windows Is open, agile, reliable, flexible and scalable Provides the most seamless-integrated storage management solution Backs up only the files that have changed since the last backup Centralizes data protection Has the ability to move backups to the SAN (Storage Area Network) …and all of this with one interface 15 | © Copyright IBM Corporation 2002. All Rights Reserved