CA ARCserve and CA XOsoft Simplified Pricing Program August 2007

Agenda  Recovery Management at CA  Storage Challenges  New CA ARCserve Simplified Pricing Model  New CA XOsoft Simplified Pricing Model  Q&A 2

Recovery Management at CA  Mid Market and Storage Business Unit  Independent business unit focused on solving Storage Management challenges  Dynamic and growing  Organic growth –Recent versions of all major products  Acquisitions –XOsoft 3

Recovery Management Products  CA ARCserve Backup  Backup and data protection  Windows, Linux, UNIX, Netware  CA XOsoft WANSync  Replication, CDP, application high availability  Windows, Linux, UNIX  CA ARCserve Backup for Laptops and Desktops  Laptop and desktop protection for enterprise  Windows 4

Storage Challenges  Explosive growth in data  Zero downtime requirement  Dynamic environment  Rapidly changing technologies  Limited network bandwidth Storage Needs to be Managed  Digitization of Records Increasing  Value of Data Increasing  24x7 Remote Access & File Sharing  Government Compliance (HIPAA, SOX) Even though companies now need to backup 10 times as much data as they did two years ago, their networks are still the same. 5

Simplified Pricing Program for CA ARCserve Backup

Some Questions First  How much time does it take you to quote a backup deal?  How many times do you have to ask for help to find the right part number from any backup vendor?  How much money will you make if you can close more backup deals in less time?  How many times have you had customers that needed to change their order due the fact he needed more or less of what he / she received in a quote or had in their environment?  More close deals = more money, right? 7

Current Business Model  All backup products are difficult to configure!!!  Base product, options and agents sold per server  Multiple SKUs to find what the customer needs  Difficult to differentiate between product benefits  Long sales process due to complexity of configuring and fine tuning of quotes to meet customer needs  Slow revenue generation products Selling backup is difficult and it takes a lot of my time!!! 8

Objectives Of The New Simplified Pricing  Simplify quoting and selling ARCserve  Simplified quoting: greatly reduced number of SKUs  Simplified selling: minimal product & configuration knowledge  Reduced order complexity  Shorter sales cycle  Faster time to revenue!  Higher average deal size  Greater “value” to the customer  Easier for CA Partner Representatives to make their numbers / revenue targets. 9

 Sold per backup server  Base productMSRP $775  Basic Options and agents according to customer needs  Open File AgentMSRP $795  Disaster Recovery OptionMSRP $695  Tape Library OptionMSRP $995  Client Agent for WindowsMSRP $250  Exchange AgentMSRP $995  Complex Options and agents to sell to customers  Disk Staging OptionMSRP $495  Enterprise ModuleMSRP $4,220  Exchange Premium Add-onMSRP $995 Current ARCserve License Model 10

New Simplified Pricing Packages (Available October 1 st 2007)  4 simple suite packages NameDescriptorMSRP CA ARCserve BackupFile Server Suite * CA ARCserve Backup Suite 1,495.00* CA ARCserve BackupDatabase Suite 1,495.00* CA ARCserve BackupApplication Suite 1,495.00* Available 1 and 3 years enterprise and value maintenance, OLP, MLP and GLP Easy to quote and sell!!! * USD MSRP Price. Maintenance not included 11

File Server Suite (MSRP $795 USD) Base Disaster Recovery Option Tape Library Option SAN Option Tape RAID Option Optical Library Option Enterprise Option for Open VMS Enterprise Option for AS/400 Client Agent for UNIX Client Agent for Windows Client Agent for MAC OS X Client Agent for NetWare Client Agent for Linux Disk Staging Option NDMP NAS Option Agent for Open Files on Windows & NetWare Client for VSS software Snap-Shot Serverless Backup Option Image Option Enterprise Module Enterprise Option for StorageTek ACSLS Enterprise Option for IBM 3494 Enterprise Option for VSS Hardware Snap-Shot Enterprise Option for Microsoft SQL Using HDS and HP-XP Snap-Shot Base Disaster Recovery Option Tape Library Option SAN Option Tape RAID Option Optical Library Option Enterprise Option for Open VMS Enterprise Option for AS/400 Client Agent for UNIX Client Agent for Windows Client Agent for MAC OS X Client Agent for NetWare Client Agent for Linux Disk Staging Option NDMP NAS Option Agent for Open Files on Windows & NetWare Client for VSS software Snap-Shot Serverless Backup Option Image Option Enterprise Module Enterprise Option for StorageTek ACSLS Enterprise Option for IBM 3494 Enterprise Option for VSS Hardware Snap-Shot Enterprise Option for Microsoft SQL Using HDS and HP-XP Snap-Shot File Server Suite Everything included for one low price!!! 12

File Server Suite Server Suite (MSRP $1,495 USD) Exchange Agent Exchange Premium add-on Lotus Notes Agent Exchange Agent Exchange Premium add-on Lotus Notes Agent + 13

File Server Suite Database Server Suite (MSRP $1,495 USD) Oracle Agent SQL Agent Sybase Agent Informix Agent Ingres Agent Oracle Agent SQL Agent Sybase Agent Informix Agent Ingres Agent + 14

File Server Suite Application Server Suite (MSRP $1,495 USD) SAP Agent Sharepoint Agent DPM Agent SAP Agent Sharepoint Agent DPM Agent + 15

Traditional Pricing 5 Server Typical Configuration Ethernet Solution Components 1 CA ARCserve Backup 2 Open File Agents 1 Disaster Recovery Option 4 Server clients 1 Agent for Microsoft SQL 1 Agent for Microsoft Exchange 1 Agent for Exchange Premium add-on 1 Tape Library Option 1 Disk Staging Option Microsoft SQL Server Microsoft Exchange Server Tape Library Backup to Disk 16

Simplified Pricing 5 Server Typical Configuration Ethernet Solution Components 3 CA ARCserve Backup File Server Suite 1 CA ARCserve Backup Database Server Suite 1 CA ARCserve Backup Server Suite Microsoft SQL Server Microsoft Exchange Server Tape Library Backup to Disk 17

Traditional vs. New Pricing MSRP USD (Typical 5 servers configuration)  Traditional Pricing  1 Base Server $775  4 Client Agents ($250 each) $1,000  1 Exchange Agent $995  1 Exchange Premium add-on $995  1 SQL Server $995  2 Open File Agents ($795 each) $1,590  1 Disaster Recovery $695  1 Tape Library Optio n $995  1 Disk Staging Option$495 Total MSRP $8,535  Simplified Pricing  3 File Server Bundle ($795 each) $2,385  1 Server Bundle $1,495  1 Database Server Bundle $1,495 Total MSRP $5,375 Savings for your customer $3,160 Quote creation average time 2 Minutes Savings for your customer $3,160 Quote creation average time 2 Minutes 18

 Simplified selling: minimal product & configuration knowledge required  The basic questions are: –How many servers do you want to protect? –How many of them are Database servers? –How many of them are servers? –How many of them are Application servers? (SAP, Sharepoint, DPM, etc.)  Simplified quoting: greatly reduced number of SKUs  From Hundreds to only four  Shorter sales cycle  Faster quote generation  Simpler to understand  Faster time to revenue!!! Benefits For You 19

Benefits For Your Customers  Greater value  Receive all technology necessary to properly protect their environments  Easier license management  One line item to meet all of their backup needs  Value-based pricing easier to plan and budget  One line item to meet all of their technology needs  Flexibility of technical implementation  Customer is able to add new technology without having to buy more software. –I.e. Implement a SAN or a bigger tape library  Ability to change applications without changing licensing. –I.e. Change from Lotus Notes to MS Exchange 20

Selling Against Competition  Multiple options and agents to configure  Longer sales cycle  Difficult to sell high end options (usually requires a trial phase before deciding)  Need a configurator to quote their products  Multiple bundles around to figure out what is good for the customer  Each Simplified ARCserve server suite has built in Encryption, DRO Capabilities, Antivirus, Ability to Handled Many High-end Tape Libraries, Centralize management of servers all out of the “box” 21

Backup Exec 11D Current Pricing 5 Server Typical Configuration Ethernet Solution Components 1 Backup Exec 11D Backup Server 2 Open File Agents 1 Disaster Recovery Option 2 Server clients 1 Agent for Microsoft SQL (Includes 1 client agent) 1 Agent for Microsoft Exchange (Includes 1 Client Agent) 1 Central Admin Server 1 Tape Library Option 1 Disk Staging Option Microsoft SQL Server Microsoft Exchange Server Tape Library Backup to Disk 22

Simplified Pricing 5 Server Typical Configuration Ethernet Solution Components 3 CA ARCserve Backup File Server Suite 1 CA ARCserve Backup Database Server Suite 1 CA ARCserve Backup Server Suite Microsoft SQL Server Microsoft Exchange Server Tape Library Backup to Disk 23

Backup Exec vs. New Pricing MSRP USD (Typical 5 servers configuration) CA Provides More Value and choices  Backup Exec 11D  1 Base Server $795  2 Client Agents ($395 each) $790  1 Exchange Agent $995  1 SQL Server $995  2 Open File Option ($695 each) $1,390  1 Disaster Recovery $695  1 Tape Library Optio n $995  1 Disk Backup Option$495  Central Admin Server $1,595 Total MSRP $8,745  Simplified Pricing  3 File Server Bundle ($995 each) $2,385  1 Server Bundle $1,495  1 Database Server Bundle $1,495 Total MSRP $5,375 Savings for your customer $3,370 Quote creation average time 2 Minutes Savings for your customer $3,370 Quote creation average time 2 Minutes 24

Virtual Environments >Suites sold per VM instance >Same rules from non VM environments for Application, and Database servers VM Server Virtual Sessions Microsoft SQL Server Microsoft Exchange Server Solution Components 3 CA ARCserve Backup File Server Suite 1 CA ARCserve Backup Database Server Suite 1 CA ARCserve Backup Server Suite 25

Competitive Upgrades >Competitive Upgrades are per , application, database and file server user have with competitive product. (Only sold with maintenance) >Same questions for competitive upgrade  How many servers you want to upgrade?  How many of them are application servers?  How many of them are servers?  How many of them are Database servers? >4 SKUs for competitive upgrade  From any competitors backup server or client agent to File Server Suite  From any application Server to Application Server Suite  From any Database Server to Database Server Suite  From any Server to Server Suite 26

Handling Objections  How many Licenses am I need to install for every suite?  Just one, the license key opens all options and agents for that particular server  I don’t need all of these Options in my server, why I should pay for them?  Customers can add options and agents to the server when they need them without having to buy more at a later time, so they don’t have to worry about spending more in the near future  I just want to add one component, why I have to buy all the suite?  Customers who only need one component can still buy it trough the traditional pricing  Do I have to update all my current ARCserve servers to use the new suites?  No, customers who are adding more servers to their current r11.5 don’t need to upgrade they other servers, it’s the same product as the traditional pricing but easy to buy  The suites have less functionality than the traditional pricing product?  No, the product is the same and has all the functions and features included. It’s just enhanced to simplify the buying and licensing process 27

Upgrades to the simplified pricing >There are no upgrades from current ARCserve users to the simplified pricing model  Current r11.5 customers –Product is the same so no need to upgrade current r11.5 installations –They can add new servers using the simplified pricing model  Customers with Previous versions of ARCserve (v9, r11, r11.1) –No upgrades from older versions to the new simplified pricing –Customers can use regular upgrade SKUs for their environments or upgrade for free if they have current maintenance –They can add new servers using the simplified pricing model 28

Is It Recommended for Everyone? Recommended  New customers  Current customers who need to add more servers in their environment  Current customers who need to implement high end options and agents  Customers Backing with Windows based Back Up Servers X Not Recommended  Current customers who only need to add one client server or one application –Traditional pricing is recommended  Customers Backing up with Non Windows Back up Severs –Traditional pricing is recommended 29

Rules to consider  No mix and match between traditional pricing and simplified pricing  There are no client agents, everything is included in the file server  Good for new customers who are thinking to change their backup solution  Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance)  No upgrades from Traditional to simplified pricing  Same cost for virtual instances 30

Simplified Pricing Program for CA XOsoft

CA XOsoft CA XOsoft develops and markets Continuous Application Availability software solutions that minimize application downtime and accelerate time to recovery 32

XOsoft Products >WANSync  Disaster Recovery  Replication only  CDP technology included in the product >WANSyncHA  Disaster Recovery with automated failover  Replication and Failover  CDP technology included in the product >Assured Recovery  DR testing on the fly without disrupting replication of production servers 33

XOsoft Challenges >With the acquisition of XOsoft last year, CA introduced the WANSync product family to it’s channel partners >XOsoft previously had a direct sales model  95% direct sales. 5% Partners  XOsoft Inside sales was involved in every deal in order to corroborate the accuracy of the quote >Feedback in the last year suggested simplify the pricing model for the XOsoft products  Easy to understand  Easy to quote  Easy to sell 34

Current Pricing Model >Price based on:  Operating system (Windows Standard, Enterprise, Cluster)  Application (Exchange Standard, Exchange Enterprise, SQL Standard, SQL Enterprise, Oracle, Etc.)  With or without Assured Recovery  Separate SKUs and rules for Virtual Machines environments >Multiple SKUs to deal for the right configuration  CA XOsoft r4.0 WANSync Exchange Standard with Assured Recovery Standard Server What does this means? 35

Current Pricing Model Virtual Machines >Separate SKUs for Virtual Machines  CA XOsoft r4.0 WANSync Exchange Standard with Assured Recovery Standard Server for Virtual machines >Virtual Servers/Machines: $2,000 per virtual machine. The first license should be calculated by using the appropriate pricing above and each additional license will be calculated at for virtual machine 2 through N. Complicated Right? 36

New Simplified Pricing Model >Reduce the number of SKUs from Hundreds to only 8 per product  WANSync/WANSyncHA File Server Virtual Machine  WANSync/WANSyncHA File Server Active Cluster Node  WANSync/WANSyncHA File Server Standard OS  WANSync/WANSyncHA File Server Enterprise OS  WANSync/WANSyncHA for Applications Virtual Machine  WANSync/WANSyncHA for Applications Active Cluster Node  WANSync/WANSyncHA for Applications Standard OS  WANSync/WANSyncHA for Applications Enterprise OS >Assured Recovery is now a separate Option (per server) >Upgrades From WANSync to WANSyncHA and Standard OS to Enterprise OS 37

New Pricing (Per Server Instance) Disaster RecoveryMSRP USD WANSync File Server Virtual Machine $ 1,600 WANSync File Server Active Cluster Node $ 2,000 WANSync File Server Standard OS $ 2,100 WANSync File Server Enterprise OS $ 3,200 WANSync for Applications Virtual Machine $ 1,600 WANSync for Applications Active Cluster Node $ 2,800 WANSync for Applications Standard OS $ 3,200 WANSync for Applications Enterprise OS $ 4,800 High Availability WANSyncHA File Server Virtual Machine $ 2,000 WANSyncHA File Server Active Cluster Node $ 3,000 WANSyncHA File Server Standard OS $ 3,200 WANSyncHA File Server Enterprise OS $ 4,600 WANSyncHA for Applications Virtual Machine $ 3,000 WANSyncHA for Applications Active Cluster Node $ 3,600 WANSyncHA for Applications Standard OS $ 4,600 WANSyncHA for Applications Enterprise OS $ 7,200 WANSync to WANSyncHA & Standard to Enterprise OS upgrade SKUs Available $ price delta Option for Assured Recovery – per server $ 1,600 38

What Is Included? >File Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover) >Application Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover) plus support for one instance of any of the following:  Exchange (Standard or Enterprise)  SQL (Standard or Enterprise)  Oracle  IIS (Standard or Web Edition) >Assured Recovery is the same for the File Server or the Application Server 39

Current Pricing Quote Example (Select The Correct Answer) A.2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server B.2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with Assured Recovery C.2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery Standard Server D.2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with Assured Recovery What’s the correct answer? 40 WAN/LAN Microsoft Exchange Server DR siteProduction Windows 2003 Standard Exchange Standard Edition DR testing required

New Simplified Pricing Quote Example (Same Scenario) A.2 CA XOsoft WANSyncHA r4 File Server Enterprise OS B.2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option C.2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option D.2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option What’s the correct answer? 41 WAN/LAN Microsoft Exchange Server DR siteProduction Windows 2003 Standard Exchange Standard Edition DR testing required

Questions to ask >Do you need replication only or replication with Failover capabilities?  WANSync or WANSyncHA >How many servers do you want to protect? >What operating system are you currently using?  Windows Standard  Windows Enterprise  Windows Cluster (active)  It’s in a Virtual Machine Environment >How many of them have any of the following applications?  Exchange, SQL, Oracle, IIS >Do you need to do regular testing to see the accuracy of your Disaster Recovery environment?  Assured Recovery Option 42

Rules To Consider >XOsoft is a Channel product only  No Direct sales to fight with channel  Huge opportunity for partners >Sold per server >Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance) >In virtual environments same cost for the first and subsequent virtual instances >Assured Recovery Option sold per server >WANSync for UNIX and Linux, Enterprise Rewinder and WANsyncCD remain the same (no new SKUs) 43

Questions Thank You 44