1. Susie Spencer & Andy Honl
Unprecedented Windows Data Protection and System Recovery #1 in Windows Data Protection meets #1 in Windows System Recovery
Susie Spencer & Andy Honl

2. Agenda Highlights Next Steps
Symantec Windows Data and System Protection Products
Positioning
How to identify opportunities
Product Highlights
How to close the business
Pricing and Licensing
Next Steps

3. Defining Windows Data Protection: Backup Exec and LiveState Recovery
NBU and LSR at another time

4. What is the Issue?
Symantec has acquired products with some overlapping functionality
Situation causes confusion for resellers and customers
The competition will exploit our inability to position our products to our customers
The sales processes may not be in place to help us avoid becoming our own worst enemy

5. Why is there overlap? Our approach is similar to an automobile line
High-end features and innovation starts at the top
Over time, innovation and features move to all levels
The same features can also have differences
Examples include data backups, 3-tier architecture, and system recovery
Customers and competitors are changing the market
Only one vendor offers best in data protection and best in system recovery – Symantec
No product or product option is being discontinued

6. Positioning these Industry Leading Solutions
Data Protection
VERITAS Backup Exec™ 10 for Windows Servers
The Gold Standard in Windows data protection providing comprehensive, cost-effective, and certified backup and recovery. Provides simple, flexible, and granular data protection.
System Protection
Symantec LiveState™ Recovery 3.0
Innovative disk-based, premier system recovery solution that delivers rapid recovery of critical system volumes as well as complete bare metal systems in minutes. Create real-time recovery points without disrupting accessibility.
VERITAS Backup Exec™ 10 Intelligent Disaster Recovery (IDR)
is an entry-level system recovery tool option for Backup Exec which leads an IT administrator through the process of automatically rebuilding a system to the last point when an IDR backup was created.

7. Differentiators- System Recovery
LiveState Recovery Advanced Server
Backup Exec Option -
Intelligent Disaster Recovery
Stand alone solution
Integrated into Backup Exec
Fastest system recovery
Two step system recovery
Create full/incremental/differential disaster recovery system images
Create full disaster recovery system images
Multiple on-line recovery points
Multiple off-line recovery points
Use with all mission critical servers
Use for standard servers

8. Backup Exec QuickStart
Market Segmentation
Global 1000
NetBackup
Bare Metal
Recovery
Large
Backup Exec
LiveState
Recovery
Market Segment
Medium
YOSEMITE
Small
Backup Exec QuickStart

9. Sales Strategy Key Question What is the customer pain point?
Get both business and technical priorities (not just a checklist)
New Customers
Step 1- Look for the differentiation (both high and product levels)
Step 2 (if necessary)- Dig deeper to get past the product overlap
Existing Customers
Educate
Eliminate the upgrade push in the “wrong” solution
Data protection Backup Exec
System protection/recovery LiveState Recovery

10. Today’s Challenges Data Volumes Growing At 50%+ Each Year
Meeting RTO for customers and regulatory requirements
Shrinking Backup Window
Data Vulnerability

11. Forced to decide between fast backup or fast recovery?
Now you can have both. 
With Backup Exec and Symantec LiveState Recovery you can now create backups and restore to specific system recovery points with unmatched speed, ensuring that in the event of a crash, your mission critical servers and data are quickly brought back online.

12. Implications For Your Customers
Maximizing resources is the greatest opportunity for new efficiencies.
Only software lets you do more with your resources.

13. Implications For You
Opportunity to meet customer need with solutions from a single vendor
Opportunity to make more money

14. How are customers using these products today?
LiveState Recovery customers
50+% have Backup Exec – direct correlation to Backup Exec Market Share
Virtually all have an additional data protection solution
Backup Exec Customers
Only 1% have Live State Recovery
$$$$ - Opportunities in both types of accounts!

15. Current LiveState Recovery Accounts
If Backup Exec is there – GREAT!
Opportunity – Granular application solutions for Exchange, SQL, SharePoint, Oracle, Lotus
Opportunity – Remote Office Solutions, Replication Exec
Opportunity – Content Management, Storage Exec
If another backup vendor is there
Opportunity – Competitive upgrade to Backup Exec
Single vendor solution
Best of Breed Solution

16. Current Backup Exec Accounts
If LiveState Recovery is not there
Opportunity – Sell LSR as best of breed System Recovery solution
If customer has IDR, then what?
Opportunity – for mission critical servers sell LSR
IDR is positioned as the entry level system recovery tool
Integrated into Backup Exec – longer time to recovery
If LiveState Recovery is there (only 1% chance)
Opportunity – up sell LSR Manager
Opportunity – Remote Office Solutions, Replication Exec
Opportunity – Content Management, Storage Exec

17. New Opportunities in Windows Data and System Protection

18. The Gold Standard 10+ Years of Proven Experience and Success
Recognized Industry Leadership
Recognized Windows Leadership
Dedicated and Focused on Windows
Complete and Comprehensive Data Protection

19. Distributed Systems Backup/Recovery Software Revenue by Vendor, 2004
Based on New License Revenue
CA BrightStor
8.4%
EMC
7.9% HP
3.6%
IBM TSM
14.6%
CommVault
3.6%
Syncsort
1.4%
Other
14.5%
VERITAS Backup
Exec
20.0%
Symantec Total 46.0%
VERITAS NetBackup
26.0%
Total New License Revenue = $1, Million
Source: Gartner Dataquest “Market Share: Storage Management Software, Worldwide, 2004” (April 2005)

20. Windows Leadership 2003 - 2005 2000 1996-1998 1993-1995
Backup Applet & Microsoft Tape Format co-developed with VERITAS
1st Certified for Windows NT
Release of Windows NT 4, Backup Applet written by VERITAS
1st Disaster Recovery Solution for Windows platforms
1st SAN Solution for Windows platforms
Release of Windows 2000, 3 key components written/co-developed by VERITAS:
- Backup Applet, Remote Storage Services (RSS), Logical Disk Manager(LDM)
1st certified data protection solution for Windows 2000, released concurrently
1st to support Exchange 2000, SQL Server 2000 and SharePoint Portal Server
2000
Release of Windows 2003, 5 key components written/co-developed by VERITAS
- Backup Applet, RSS, LDM, Automated System Recovery, Storage Manager
1st certified data protection solution for Windows 2003
1st Data Protection solution with a Free MOM management pack
Windows x64 platform and SQL Server 64-Bit Itanium support
Windows VSS integration
Fastest Exchange backup and restore / Fastest installation on Windows
Integrated protection for Windows desktops and laptops
With regards to the state of the current market, it’s fairly well acknowledged that 2001 was negative year for the market was better, in that the market was flat. In light of current market trends and limited long term visibility, two items work in VERITAS’ favor.
1) The Windows market is continuing to grow. With that growth, there is opportunity for VERITAS. If we maintain our current share, we’ll see additional revenue growth.
2) VERITAS is positioned to best exploit the windows market, growing or not, to gain more market share
Just look at our history with Microsoft
NT 3.1 shipped in August 93.
NT 3.5 shipped in Sept 94
NT 3.51 shipped in June 95
NT 4.0 shipped in Aug 96
And with Windows Server 2003
- Backup Applet written by VERITAS
- Logical Disk Manager written by VERITAS
- Remote Storage Service written by VERITAS
- Co-developed Automated System Recovery

21. Evolving Needs of Windows Customers Met by Backup Exec Suite
Cost-efficient IT
Simple administration
Scalable (entry to enterprise)
Advanced techniques for higher service levels
Leverage Disk
Targeted Agents and Options to maximize application and file system data protection
Extended protection outside the “datacenter”
Provide more than simply backup
One thing is clear. Businesses – particularly Windows-based businesses – are looking for great functionality and scalability in their solutions. But they do not want Enterprise prices with Enterprise class functionality for data protection. And their requirements have grown beyond strict data protection.

22. What is Multi-Stage Data Backup?
Exec
Server
Backup Exec Client 1
Backup Exec Client 2
Backup Job 1
Backup from multiple Backup Exec clients concurrently or sequentially.
Store backups on disk, and backup to tape on schedule basis.
Then expire data based on media retention policies.
Enables fast restores from disk to host.
Or restores from tape directly to the host without restaging to disk
Backup Job 2
Backup Job 1
Backup Exec Client 3
Backup Job 3
Backup Job 2
Backup Job 3

23. Benefits of Multi-Stage Backups
Leverage the benefits of disk
Backup to tape for archive / disaster recovery
Facilitate streaming to tape without image multiplexing
Faster restores from disk based images
No tape device latency and non-multiplexed images
Staging backups on disk for a defined period of time before moving them to tape
Best of both disk based and tape based data backups

24. #1 for Windows System Recovery
3 years of industry experience and success
Dedicated and focused on Windows system recovery
Recognized for technological innovation
IBM Server Proven Certified
Microsoft Certified for Windows Server 2003

25. Symantec LiveState™ Recovery 3.0
Quick recovery of system & application configurations
Innovative disk-based solution
“Hot” snapshot imaging of entire disk volumes
Bare metal restore
Meet stricter RTOs & increase IT service levels
Perform bare metal and system volume restores in minutes vs. hours
Restore failed systems back to exact point in time (PIT)
Create system recovery points throughout the day without interrupting end-user productivity
Augment existing off-site disaster recovery solutions
There are three flavors of LiveState Recovery available:
Advanced Server
Standard Server – Scaled down version of Advanced Server edition. No event-driven backup, incrementals, consolidating images, writing directly to CD/DVD and no disk-to-disk copy
Desktop

26. LiveState Recovery Architecture
LSR App
Advantages
Proven track record for system reliability
Simple one-step process for recovery point creation and restore
All Intelligence resides at the client
Single-Tiered Architecture
Disk media requires almost no maintenance
Entire volume, system state do not have to be backed up or restored separately
Disk or
Common Pre-boot environment (SRD)
Sector Recovery Points
Any Disk Storage
SQL
LiveState Platform

27. The Symantec Advantage
Unprecedented levels of continuous data, systems, and application protection from a single vendor
Ensures system availability
performs real time backup and recovery operations
Delivers high reliability
significantly lowers or eliminates data or system recovery failures
Provides tape backup for easy off-site storage and disaster recovery
Meet established Recovery Time Objectives (RTO) of files and entire systems

28. Many companies globally have already combined Backup Exec and LiveState Recovery
Fast recovery of files, applications and entire systems
Best Practice: Disk-to-Disk-to-Tape
Multiple levels of protection
Set and Forget
Flexible Change Management

29. What do I need to be fully protected?
Existing Product
Product Use
Additional Need
You Need
Backup Exec
Data backup and recovery
Faster System recovery
LiveState Recovery
Backup Exec Suite
Data backup, recovery, storage management, and data replication
Backup Exec Application Options – Exchange, SQL
Application data backup and recovery
Faster application recovery
System and application configuration recovery
Backup Exec and applicable application agents (Exchange, SQL, etc)
Applications – Exchange, SQL
Productivity software
Application configuration and data recovery
LiveState Recovery for application configuration and Backup Exec and Application Agent for data
Microsoft Windows Server - Windows Servers (2003, 2000 families)
Operating system
Data backup and/or system recovery
Data Backup: Backup Exec
System Recovery: LiveState Recovery

30. End-to-End Windows Data and System Protection Solution
Unprecedented levels of continuous system, application, and data protection
ACT
Change Backup Routine
Protect existing state during a security event
Manage Data
Block illegal file types
UNDERSTAND
Event Management
Manage server and client environments
(Security and Storage)
ESTABLISH CONTROLS
CONTROL
Protect Data & System
On-going protection of server and client environments
Result:
High reliability of server and client data and system availability

31. End-to-End Windows Data and System Protection Solution
Unprecedented levels of continuous system, application, and data protection
UNDERSTAND
ACT
Change Backup Routine
Symantec LiveState Recovery
Symantec LiveState Recovery Manager
VERITAS Backup Exec
Event Management
Security – Symantec DeepSight
Storage – VERITAS Storage Exec
Manage Data
VERITAS Storage Exec
Result:
High reliability of server and client data and system availability
CONTROL
ESTABLISH CONTROLS
Protect Data & System
Symantec LiveState Recovery
Symantec LiveState Recovery Manager
VERITAS Backup Exec

32. Pricing and Licensing

33. LiveState Recovery Pricing / Licensing / Languages
Languages: EN, DE, FR, JP, IT, ES, BR
Pricing
Symantec LiveState Recovery™ Advanced Server 3.0
MSRP $ (USD)
Single license boxes, Value & Elite S-Band
Symantec LiveState Recovery™ Standard Server 3.0
MSRP $ (USD)
Single license boxes, Value & Elite, multi-user packs
Symantec LiveState Recovery™ Desktop 3.0
MSRP $69.95 (USD)

34. Symantec LiveState Recovery Manager Pricing
~ 30% add-on for centralized management
$341 per managed server (MSRP)
$19.94 per managed desktop (MSRP)

35. Backup Exec 10 Edition Pricing
Backup Exec for Windows Servers
$795
Microsoft Windows Server Family (2000, 2003, NAS/Storage Server 2003)
Licensed per Media Server
Backup Exec for Small Business Server
$795
The price for Backup Exec 9.1 core software has not changed – it remains at $795. However, as we indicated earlier, with the introduction of two versions to support the new Small Business Server Standard and Premium editions, VERITAS has broken out the pricing for our Small Business Server editions. Please note that it’s still just one CD that contains all the functionality. So upgrading is easy.
Microsoft Small Business Server – 2000 or 2003
Includes Exchange, SQL and Intelligent Disaster Recovery

36. Backup Exec 10 for Windows Servers Agent Pricing At-A-Glance
Backup Exec Agents
Price
Agent for Microsoft Exchange Server*
$995
Agent for Microsoft SQL Server*
ENHANCED! Agent for Microsoft SharePoint Portal Server*
Agent for Lotus Domino*
Agent for Oracle on Windows Servers*
Agent for SAP R/3*
$3195
CHANGE! Remote Agent for Windows or NetWare Servers
$295
NEW! Remote Agent for Linux or UNIX Servers
We kept the Remote Agent for Windows/NetWare Servers separate from Remote Agent for Linux/Unix so we can clearly position our new Linux/Unix offering and revenue tracking.
 * These options include a Remote Agent (CAL) for Windows Servers

37. Backup Exec 10 for Windows Servers Option Pricing At-A-Glance
Backup Exec Options
Price
NEW! Central Admin Server Option
$1595
NEW! Advanced Disk Based Option
$495
Advanced Open File Option*
$895
Library Expansion Option
$995
NEW! Desktop and Laptop Option (10)
$245
CHANGE! Desktop and Laptop Option (100)
$2450
CHANGE! Intelligent Disaster Recovery Option (Unlimited Clients)
$695
CHANGE! SAN Shared Storage Option
NEW! Intelligent Disaster Recovery for NetWare (Remote Only)
$295
NEW! Open File Option for NetWare (Remote Only)
Some of the new options introduced with the BE 10 release are the central admin server option, advanced disk-based based option. A new 10 user desktop and laptop option licensed is introduced to simplify the skus.
 * These options include a Remote Agent (CAL) for Windows Servers

38. Opportunities Increase the overall size of deals
Opportunity to call existing customers
Leverage single vendor solution to displace competitors

39. Questions and Answers