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 UnitIndependent 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.

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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!!!

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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.

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Sold per backup server Base product MSRP $775

Basic Options and agents according to customer needs Open File Agent MSRP $795

Disaster Recovery Option MSRP $695

Tape Library Option MSRP $995

Client Agent for Windows MSRP $250

Exchange Agent MSRP $995

Complex Options and agents to sell to customers Disk Staging Option MSRP $495

Enterprise Module MSRP $4,220

Exchange Premium Add-on MSRP $995

Current ARCserve License Model

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New Simplified Pricing Packages(Available October 1st 2007)

4 simple suite packages

Name Descriptor MSRP

CA ARCserve Backup File Server Suite 795.00*

CA ARCserve Backup e-Mail Suite 1,495.00*

CA ARCserve Backup Database Suite 1,495.00*

CA ARCserve Backup Application 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

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File Server Suite (MSRP $795 USD)

File Server SuiteFile Server Suite

Everything included for one low price!!!

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File Server SuiteFile Server Suite

e-Mail Server Suite (MSRP $1,495 USD)

Exchange Agent

Exchange Premium add-on

Lotus Notes Agent

Exchange Agent

Exchange Premium add-on

Lotus Notes Agent

+

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File Server SuiteFile Server Suite

Database Server Suite (MSRP $1,495 USD)

+

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File Server SuiteFile Server Suite

Application Server Suite (MSRP $1,495 USD)

SAP Agent

Sharepoint Agent

DPM Agent

SAP Agent

Sharepoint Agent

DPM Agent

+

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Traditional Pricing 5 Server Typical Configuration

EthernetSolution 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 OptionMicrosoft SQL

ServerMicrosoft

Exchange Server

Tape Library

Backup to Disk

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Simplified Pricing 5 Server Typical Configuration

EthernetSolution Components

3 CA ARCserve Backup File Server Suite

1 CA ARCserve Backup Database Server Suite

1 CA ARCserve Backup e-Mail Server Suite

Microsoft SQL Server

Microsoft Exchange Server

Tape Library

Backup to Disk

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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 Option $995

1 Disk Staging Option$495

Total MSRP $8,535

Simplified Pricing 3 File Server Bundle

($795 each) $2,385

1 e-Mail Server Bundle $1,495

1 Database Server

Bundle $1,495

Total MSRP $5,375Savings for your

customer $3,160

Quote creation average time

2 Minutes

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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 e-Mail 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

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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

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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”

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Backup Exec 11D Current Pricing 5 Server Typical Configuration

EthernetSolution 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

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Simplified Pricing 5 Server Typical Configuration

EthernetSolution Components

3 CA ARCserve Backup File Server Suite

1 CA ARCserve Backup Database Server Suite

1 CA ARCserve Backup e-Mail Server Suite

Microsoft SQL Server

Microsoft Exchange Server

Tape Library

Backup to Disk

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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 Option $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 e-Mail Server Bundle $1,495

1 Database Server

Bundle $1,495

Total MSRP $5,375Savings for your

customer $3,370

Quote creation average time

2 Minutes

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Virtual Environments

> Suites sold per VM instance

> Same rules from non VM environments for Application , e-Mail 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 e-Mail Server Suite

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Competitive Upgrades

> Competitive Upgrades are per e-mail, 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 e-Mail 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 e-Mail Server to e-Mail Server Suite

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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

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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

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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 recommended29

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

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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

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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

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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

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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?

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Current Pricing ModelVirtual 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 $2,000 @ for virtual machine 2 through N.

Complicated Right?

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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

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New Pricing (Per Server Instance)

Disaster Recovery MSRP 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

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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

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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

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?

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WAN/LAN

Microsoft Exchange Server

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

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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)

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Questions

Thank You

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