© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP StoreOnce How to win Lou Pontanares BURA Sales Nate Chillis BURA Solutions Architect

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2 Leverage the Strength of HP Leader in Data Protection LTO Tape Innovator Leader in Gartner Magic Quadrant Comprehensive Solutions Backup & Archive HP Consulting Strong Partner network Federated Technologies Part of Converged Strategy Strong Portfolio Lower Costs Best Performance Flexible and Scalable for competitive advantage Simplify to increase efficiency Industry Leader Expertise Business Value Best Solutions to provide greatest business value

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 HP StoreOnce Backup positioned in the LEADER QUADRANT 2014 Gartner Magic Quadrant: Dedupe backup target appliances Leaders execute well against their current vision and are well positioned for tomorrow. HP was relatively late to market with its StoreOnce appliances (powered by deduplication technology developed by HP Labs), but has been able to quickly ramp up market awareness and adoption. HP has invested heavily in developing and selling StoreOnce, and it is likely to continue such efforts. The high-end StoreOnce models support high availability, with automatic restart of failed jobs and global deduplication across nodes. StoreOnce has strong integration with a few backup applications, including HP's Data Protector and Symantec OpenStorage Technology (OST)-based applications. The only viable alternative to EMC Endorses HP’s BURA capabilities and investments CHALLENGE RS LEADERS NICHE PLAYERS VISIONARIES

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 What to focus on.. Faster Backups and Restores due to multi-stream capability Increased reliability of disk compared to tape Reduce off-site storage costs Longer retention on disk available for immediate restore Simplify the backup operations Provide a Replication of backups option for customers Improves protection of Virtual Machines What are the Significant Advantages of HP StoreOnce to a existing tape customer?

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 What to focus on.. Fastest Backups 3-5X faster than competitive Fastest Restore that approaches Ingest speed Scale out/up multi-node solution Only High Availability (Fail-over) solution on market Federated De-duplication – Standardized dedupe engine across the portfolio Provide Hardware, Software and Software Defined Storage (VSA) Built on Industry Standard Proliant Server technology More efficient deduplication What are the Significant Advantages of HP StoreOnce to competitive appliance customer?

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 Decouple Backup from Deduplication Deduplication Backup Application Data Domain Quantum Understand the backup app Leverage your backup ISV Sales reps Highlight the backup ISV specific features and benefits Symantec Appliance Customer Continues Using Current Backup

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 What to focus on.. De-dupe anywhere capability Appliation Server, Media Server or at Target appliance Federation across platforms Software, hardware appliances, Software Defined Storage Fastest performance with Catalyst optimized connectivity Leveraging Backup specific protocol, highest performance achieved over any competitive solutions Single Vendor Data Protection Strategy Simplifies operation and management Reduction of Overall Costs Total solution is lower TCO compared to competitive solutions Variety of connectivity options increases agility of operations to support growth and environmental changes What are the Significant Advantages of HP StoreOnce as a total solution

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 Anatomy of how to win Major Shipping and package delivery company Over 1200 individual remote locations with data Customer was existing user of EMC Data Domain Expense of deployment of EMC DD and Avamar not feasible Wanted to simplify and reduce costs and Using other ISV Software Ran competitive Proof of Concept (Head to Head) with existing ISV and HP DP StoreOnce outperformed competition Significant savings Simplified with HP Data Protector, StoreOnce appliances and B6200/6500

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9 Anatomy of how to win Local Utility Company Wanted to update existing Data Protection infrastructure Using Syncsort and tape Customer purchased 3PAR Array Wanted to improve performance to meet shrinking backup windows Tape technology was old, expensive support costs Future DR site in plans want to lay the infrastructure to support Replication and DR Wanted to simplify and reduce vendor complexity Purchased HP Data Protector, HP StoreOnce and Small tape library

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 Anatomy of how to win Major Media and Entertainment Company Three major locations with satellite offices Customer was existing user of EMC Data Domain Solution was outgrown, needed to expand Costs excessive, looking at alternatives Using Symantec NBU Wanted Replication and consolidation Data Growing exponentially, needed Big Scalability and performance StoreOnce outperformed competition via Proof Of Concept using Solution Center Lower cost than competive proposal, provided great value and capabilities Simplified with HP 6000 series Appliances and Catalyst

© Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Questions??