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PERFORMANCE PARTNER PLAYBOOK

Email Archive Migration to Microsoft Office 365

Rev. 1.3 – January-2016

- NOT FOR DISTRIBUTION TO CUSTOMERS OR NON-PARTNERS -

This document contains proprietary and confidential information, and may not be shared with any 3rd-party without the express written permission of TransVault

Software. This document does not provide you with the legal rights to TransVault intellectual property or product. You may copy and use this document for

your internal reference purposes only – and cannot be shared outside of your organization. This document is protected by the standing non-disclosure

agreement between your company and TransVault.

IMPORTANT: The information in this document is to act as a guide only. The information contained in this document provided ‘as is’ and is subject to

change without notice. TransVault shall not be liable for technical or editorial errors or omissions contained herein. No warranties of any kind are made,

including the accuracy of the information contained herein, or whether this information reflects the latest capability of the technology referenced.

Information and views expressed in this document, including URL and other Internet Web site references, may change without notice. Some examples depicted

herein were provided for illustration only and are fictitious therefore; no real association or connection is intended or should be inferred.

TransVault is a trademark of TransVault Software; a division of SevernSoft Ltd. Microsoft Exchange and Office 365 are registered trademarks of Microsoft Corporation.

All product and company names are trademarks™ or registered® trademarks of their respective holders. Use of them does not imply any affiliation with or endorsement

by them.


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PLAYBOOK INTRODUCTORY SUMMARY

THE AUDIENCE The core audience for this playbook are Microsoft

service partners whose business is oriented to helping

their customers migrate their messaging services to

Microsoft Office 365. It is relevant for the sales and

technical pre- and post-sales delivery roles.

PURPOSE & SCOPE The purpose of this playbook is to empower

TransVault Performance Partners to grow their

customer engagement, revenue and satisfaction by

utilizing TransVault solutions for the migration of on-

premises legacy email archives into Microsoft Office

365.

Key subjects covered include:

How to get started with TransVault

How to build and deliver a migration services

and software proposition powered by

TransVault.

Understanding how to leverage the

considerable experience of TransVault and

their market-leading technologies to

differentiate your offering and services

portfolio.

WHAT IT ISN’T This playbook is not a technical training manual or

certification guide for migration engineers.

TransVault provides in-depth technical training and

technical pre-and post-sales support through the

approved use of our Partner Portal as well as their

Support Help Center Portal.

HOW TO USE IT This playbook provides an overview for commonly

requested topic areas, and includes links to additional

online resources.


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TransVault Sprint to the Cloud

PLAYBOOK Introductory SUMMARY ............................................................................. 2

THE AUDIENCE ............................................................................................................ 2

PURPOSE & SCOPE ...................................................................................................... 2

WHAT IT ISN’T ............................................................................................................. 2

HOW TO USE IT ........................................................................................................... 2

ENROLL – the Microsoft Office 365 opportunity ............................................................ 4

Why TransVault?.......................................................................................................... 6

ENABLE: Connect with TransVault .............................................................................. 10

Account Manager ...................................................................................................... 10

Technical Sales Specialist (TSP).................................................................................. 10

Technical Account Manager (TAM) ........................................................................... 10

Partner Portal ............................................................................................................ 10

Get Ready to Migrate ................................................................................................. 11

Technical Readiness .................................................................................................. 11

Sales Readiness ......................................................................................................... 12

ENGAGE: Increase REVENUE FROM Migration SERVICES .............................................. 15

1. Qualify .............................................................................................................. 15

2. Proof of Concept (POC) ..................................................................................... 16

3. Migrate ............................................................................................................. 17

Pre-Sales Profiling Questionnaire ............................................................................... 18

Guidelines for Pricing Migrations ................................................................................ 19

Competitive Landscape .............................................................................................. 21

TransVault Product PORTFOLIO .................................................................................. 25

The Problem with PSTs… ............................................................................................ 26


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ENROLL – THE MICROSOFT OFFICE 365 OPPORTUNITY

According to IDC, the Cloud market opportunity will reach $108 billion by 2017.

Enterprise migrations to Microsoft Office 365 are growing at an increasing rate, and this market now

represents one of Microsoft’s fastest growing sectors. If fact, industry experts recently stated that the

number of commercial seats sold are expected to continue to double year-over-year.

With high expectations in market growth and the rising support for Cloud technologies, comes the

opportunity for a Microsoft ecosystem partner

like you to sell licenses, services and take the

role of trusted advisor by delivering the

infrastructure that enables enterprise accounts

whom are shifting to the Cloud in record

numbers and need assistance with the on

boarding process.

You’ll find that many enterprises considering

this move, may in fact have a long-established

email archive which was put in place to cope

with volumes of email data needing to be

stored as well housed in an effort to meet

regulatory and governance needs*. However,

not all have a plan for their archive beyond

their planned migration to the Cloud.

As a trusted advisor, this is an opportunity to

recommend a proper implementation path for

your customers archived email, while educating

them on the possible issues that may arise if the

their legacy email is not part of their overall

migration strategy or plan. The very task of

ingesting legacy archives into Microsoft Office

365 can be difficult and daunting, as well as

extremely time-consuming without the support

of an experienced partner to implement the

shift.

Legacy data size alone is a key consideration for

most enterprise customers since the magnitude

is traditionally greater in size and scope compared to what is housed on their primary email server/s.

Furthermore, other critical considerations must be addressed and strategized such as preserving

Email archiving began at the end of the 90’s as email use the volumes stored began to grow. At the time, on-premises email servers were required to operate within strict storage limitations and by implementing a dedicated archive application organizations were able to provide users with an ‘overspill area’ for their email. Then as we entered into the new millennium, large entities such as Enron, WorldCom, Tyco, Freddie Mac and AIG ‘legally’ demonstrated the value of retaining historical email. Corporate governance was born and archived email became a gateway to enabling an enterprise too swiftly find the ‘smoking gun’ and that allowed for appropriate prosecution of fraud. In turn, this also mandated the widespread, regulated adoption of long-term email retention policy and capabilities. This was possibly best crystallized when the Sarbanes-Oxley Act was initiated in 2002, which mandated that robust record keeping a matter of corporate responsibility. These changes, had their greatest effect in the financial world, as well as in the judicial system - marking the next 10 years as a time when organizations should anticipate the potential request for examination of any relevant email records as a necessary part of litigation.

*THE HISTORY OF EMAIL ARCHIVES

http://archive.is/tzYeK


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user access, deciding what to migrate and when, as well as ensuring data integrity throughout the

migration.

No matter the perimeters, this planned shift is your time to step up your game – and enlist

TransVault for a seamless and trusted shift to the Cloud.

Eliminate your customer barriers to Microsoft Office 365 migration!

By adding TransVault’s market-leading archive migration capability to your services portfolio, you

can expedite your Customer’s transition to the Cloud, delivering significant and competitive benefits

to your solution and services proposition, and generating pull-through revenues.

This playbook guides you through the recommended steps for adding TransVault migration

services to your Microsoft portfolio and ensuring success as you encounter your initial

opportunities.


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WHY TRANSVAULT?

TransVault is an independent software vendor dedicated to helping Enterprise Accounts protect the

accessibility and integrity of their email records as they migrate between different archive platforms

and email storage technologies.

First launched in 2006, TransVault solutions have powered well over 1,100 migrations for

some of the largest, most complex and prestigious organizations in the world.

It was the first vendor to have its migration software certified by both Symantec and Microsoft, and

the company continues to maintain highly specialized, state-of-the-art technology and close vendor

relationships to ensure the fastest and safest migration results.

Specific benefits to your Customer of a migration powered by TransVault include:

Simple:

We have taken the experience gained from over

1,100 migration projects and rolled it into a clever,

intuitive, and innovative interface that expertly

guides the process of migrating archives to

Microsoft Office 365.

This not only minimizes the time and effort involved in moving your email records, it also gives your

Customer the ability to complete their own migration.

Compliant:

For Customers that have a corporate governance or legislative

requirement to retain email records, the capability to eliminate the

opportunity for data tampering or loss during a migration project is

vital. Likewise the ability to prove due diligence in any such exercise is

important.

Where possible, TransVault moves data DIRECTLY from the legacy archive into Microsoft Office 365

in 1 step. This avoids interim files (e.g. PST, EML) or intermediate steps that could compromise the

security and fidelity of email records.

All data moved is fully audited, complete with a detailed chain-of-custody report that show time-

stamped, 1:1 mappings of the item ID in the original archive and the new ItemID created in Office

365, further enabling your Customer to prove due diligence as they move corporate records to the

Cloud. This information can be critical in the event of future litigation.


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User Aware:

As part of the migration process, TransVault looks at the end user’s

mailbox view of their existing archives.

If a user has previously deleted a shortcut (aka stub), moved

shortcuts between folders, forwarded them to colleagues, and so on,

TransVault detects this activity to make sure everything appears as it should ‘post migration’.

This trail is vital as many legacy archives fail to keep an accurate track of what users do with

shortcuts. Overlooking this aspect of a migration can lead to much confusion as users transition to

the Cloud, which in turn can lead to dissatisfaction and lost productivity.

Selective:

TransVault allows Customers to minimize what gets migrated by

enabling quick, incisive and defensible selection. E.g.

Move selected departments /users only

Exclude items > 7 years old

You can also use policies to determine where archives are migrated to. E.g.

Move emails < 1 year to primary Office 365 mailboxes

Move items > 1 year to In-Place Archives

Fast:

TransVault delivers a wide range of cutting-edge techniques to

deliver optimal migration throughput to Microsoft Office 365

including:

Super-fast, Hybrid Connectivity to Source Archives. It is thoroughly documented that the fastest

way to connect to a number of archive platforms is to use a ‘Direct’ connection that bypasses the

archive vendor’s API, especially where the legacy archive server is slow or over-taxed.

Sometimes, however, you NEED to use the vendor’s API connection to get reliable results.

TransVault is the only solution to offer both types of connection (API and Direct), and can

automatically switch between the two types to deliver speed without compromising on results or

integrity of the migration.

TransVault™ CloudStream. Featuring Traffic Flow analysis, auto-selection of the most responsive

Microsoft Office 365 locations and other Microsoft-recommended techniques, TransVault

CloudStream ensures optimum network-based ingestion speeds that avoid the restrictions

Microsoft Office 365 service throttling can impose.


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Drive Shipping. TransVault was the first vendor to be certified by Microsoft for Drive Shipping,

and delivers a choice of migration from Microsoft Azure-based services or physical Drive Shipping

in the event that network transfers are not viable. Read more>

Selectivity over what is migrated. TransVault allows you to minimize what is migrated by

enabling you to perform quick, incisive and defensible filtering.

Extensive Reporting & Troubleshooting:

TransVault has a wide range of built-in reports that cover all

aspects of a migration, giving the various stakeholders in an

organization peace of mind that everything has been migrated.

In addition to the chain-of-custody report (see earlier), you can give Customers complete migration

status reports, as well as detailed reports of any items that fail to migrate.

In the event that an item fails to migrate (usually due to corruption in the source archive or a

temporary network problem), Error Reports show the reason for the failure and include a link by

which you can attempt to directly retrieve the failed item as well as links to knowledge base articles

to assist with trouble-shooting.

For data that cannot be migrated due to site-specific issues, TransVault offers a unique Adaptive

Development service.

Comprehensive:

TransVault is able to deal with issues that are typical of large, long-established archives.

Capabilities include rationalizing different domains, merging mailboxes, corruptions in the source

archives, over-loaded source archives, etc.

Proven:

You and your Customer can rest assured that their migration is under-pinned by a

solution and support team renowned for its ability to cope with the largest and most

complex and demanding migrations across all industry sectors, including Financial,

Government and Healthcare.

http://www.msexchange.org/blogs/walther/news/drive-shipping-and-network-based-data-import-office-365.html


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TransVault Customers include:

A Partner-Dedicated Model

As well as offering significant benefits to your Customers, TransVault Performance Partners benefit

from a from inception, 100% channel-only approach that is committed to enabling its Partners to

deliver unsurpassed migration solutions for its email archives, including 3rd-party archives and

personal archives.

Headquartered in the UK, and with offices across Europe, USA and Canada and a support and

development team of over 50, TransVault is dedicated to providing the highest levels of

technological quality, expertise and support to you, our Partner, to ensure great outcomes for your

Customers.

Our model also avoids potential for conflict of interest and enables our Partners to build archive

migration services into an overall value-add proposition that drives significant pull-through

revenues.


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ENABLE: CONNECT WITH TRANSVAULT

TransVault delivers a range of resources to help you power up to deliver archive migration services.

These include:

Resource Function Access

Account Manager

Partnership Development - This is your primary business contact whose

role is to manage the ongoing relationship. They will help you leverage

marketing resources to assist in developing a value proposition that will

address your Customer’s migration pain points and business issues. They

will also assist in your pipeline building.

A contact will be

assigned and

communicated

during the on

boarding process.

Technical Sales

Specialist (TSP)

On boarding – Your TSP will help you take advantage of all available

resources and get you ready to start handling migration opportunities.

Your TSP will assist with your initial Customer engagements, for example,

providing pre-sales demonstrations and co-ordinating the relevant sales

and technical resources to help progress the opportunity.

A contact will be

assigned and

communicated

during the on

boarding process.

Technical

Account

Manager (TAM)

Deep Expertise – An assigned TAM will assist with the more technical

aspects of your on boarding phase. Services include:

Technical training sessions

Reviewing proposed solutions

Project-related support and expertise

Post on boarding your TAM will provide project-related expertise and hold

review calls to discuss any technical issues related to deals as well as any

cases that require escalation.

A contact will be

assigned and

communicated

during the on

boarding process.

Partner Portal Sales & Marketing Resources & License Requests - This portal provides

materials to support your sales and marketing activity, including

brochures, presentations, FAQs, etc. This is also used to make TransVault

license requests.

https://partner.tra

nsvault.com

Simply follow the

Sign Up instructions.

Support Center

Technical Resources, Knowledgebase & Support - This comprehensive

online center gives technical staff access to detailed support information,

self-help knowledge base resources, support ticket posting, tracking and

escalation services.

https://transvault.z

endesk.com/home

Accounts will be

created for the

relevant Partner

contacts.

https://mail10.essential.co.uk/owa/redir.aspx?SURL=qF6IG8yqPxx-T253mLFOircWbK4iVeQPS3AlmIwK2Am3NgWBG9vSCGgAdAB0AHAAcwA6AC8ALwBwAGEAcgB0AG4AZQByAC4AdAByAGEAbgBzAHYAYQB1AGwAdAAuAGMAbwBtAA..&URL=https%3a%2f%2fpartner.transvault.com

https://mail10.essential.co.uk/owa/redir.aspx?SURL=qF6IG8yqPxx-T253mLFOircWbK4iVeQPS3AlmIwK2Am3NgWBG9vSCGgAdAB0AHAAcwA6AC8ALwBwAGEAcgB0AG4AZQByAC4AdAByAGEAbgBzAHYAYQB1AGwAdAAuAGMAbwBtAA..&URL=https%3a%2f%2fpartner.transvault.com

https://mail10.essential.co.uk/owa/redir.aspx?SURL=CqhD-DIqHoOKFSy1DifQswTILk2xI3dYacvux0RQ_jtM1AKBG9vSCGgAdAB0AHAAcwA6AC8ALwB0AHIAYQBuAHMAdgBhAHUAbAB0AC4AegBlAG4AZABlAHMAawAuAGMAbwBtAC8AaABvAG0AZQA.&URL=https%3a%2f%2ftransvault.zendesk.com%2fhome

https://mail10.essential.co.uk/owa/redir.aspx?SURL=CqhD-DIqHoOKFSy1DifQswTILk2xI3dYacvux0RQ_jtM1AKBG9vSCGgAdAB0AHAAcwA6AC8ALwB0AHIAYQBuAHMAdgBhAHUAbAB0AC4AegBlAG4AZABlAHMAawAuAGMAbwBtAC8AaABvAG0AZQA.&URL=https%3a%2f%2ftransvault.zendesk.com%2fhome


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GET READY TO MIGRATE

Being able to identify and progress migration opportunities demands both technical and sales

readiness.

The TransVault Performance Partner on boarding program is designed to fast track this process,

delivering relevant resources and handholding services to support your initial migration

opportunities.

The goal is to reach the point where you are confident and self-sufficient in progressing further

opportunities, with Technical and Sales readiness capabilities as follows:

Technical Readiness

The complex nature of archive migrations makes technical readiness and training for your pre- and

post-sales technical team critical for success.

Key components include:

Pre-Sales Qualification Skills: Technical staff often act as the ‘lead’ in identifying sales

opportunities. As such, they should be able to:

Carry out deep-dive questioning into the Client’s environment and migration needs

Be well-versed in understanding how the TransVault migration proposition can be applied to

an overall Office 365 migration project

Be able to articulate the business and technical benefits.

This activity is a crucial component in proving the value of the technology and your expertise and to

winning the deal.

Pre-Sales Demonstrations: Technical staff should be prepared to deliver pre-sales demonstrations

using the provided online demo facilities.

Delivery of Planning Workshops & Proof-of-Concept Services: Most migrations require a planning

meeting and ideally a proof-of-concept (POC) to ensure a successful, timely and seamless transition

for the Customer.

Going through one or both of these stages will also help identify additional requirements, uncover

previously unforeseen technical challenges and sizing oversights that may affect the overall costing

and timelines of the project.

These stages should be carried out in concert with the key stakeholders responsible for the

Customer’s legacy archive. Bear in mind this could include end-user and legal representatives, as

well as IT staff.

https://partner.transvault.com/sprintTour/


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Implementation & Handover Services: The technical training materials, project delivery templates

and handholding available from TransVault will prepare technical staff to deploy successful

migration projects.

In circumstances where your Migration Service offers the option for your Customer’s own IT

resource to assume responsibility for overseeing the completion of their migration project, you

should be in a position to provide hand-over training and handholding services.

A wide range of resources is available to assist with technical training and

service delivery. These include:

A Pre-Sales Profiling Questionnaire

The TransVault Sprint Tour (this is an on-

line demo that can be driven with or

without on-screen commentary)

The TransVault Sprint Quick Start

Guide

Office 365 Migration Best Practices

Example Archive Migration Statement of

Works (SOW) and Service Delivery Guides

Project Discovery Workshop Template

Sprint Project Handover Checklist

A sandbox Lab that takes you through every step of a Sprint migration to Office365.

Access to the TransVault Knowledge Base

Online training materials.

As part of your on boarding, the required technical contacts will be sent a Welcome Email that will

signpost these resources. We will also arrange a Welcome Meeting for your relevant technical staff.

Sales Readiness

Where the sales and marketing team acts as the lead in generating opportunities, sales readiness is

critical in the success of your new offering.

The following lists the objectives and highlights of what you need to enable your salesforce:

Key Components of Sales Readiness:

Understand Portfolio Fit & Opportunity: Ensure that your sales force has clarity on how the

TransVault archive and PST migration propositions fit within your portfolio and the related

software and services revenues it can generate.

RESOURCES


https://transvault.zendesk.com/attachments/token/Zfpz5iK4qgx9W8bo8YSiC1sIH/?name=TransVault+Sprint+3.1+Quick+Start+Guide.pdf

https://transvault.zendesk.com/attachments/token/Zfpz5iK4qgx9W8bo8YSiC1sIH/?name=TransVault+Sprint+3.1+Quick+Start+Guide.pdf

https://partner.transvault.com/

https://transvault.zendesk.com/forums


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Also, consider the additional revenue opportunities it will open up and expedite for your

organization. E.g.

Selling and deploying Microsoft Office 365 licenses and on boarding services in the

enterprise segment and driving user consumption of Office 365.

Selling Office 365/Exchange hybrid solutions (where on-premises business might

include Microsoft Exchange upgrades, server and storage re-fresh opportunities).

Selling consultancy services to handle large/compliance-sensitive enterprise migrations

to Office 365, e.g. including project planning, remediation services, etc.

Develop Qualifying Skills: Understand how to identify an archive migration opportunity and

be ‘armed’ with the questions to ask of a prospective Migration Customer in order to fully

understand and qualify their migration needs and be able to establish a good fit.

Solution Selling: Be able to articulate how the TransVault solution addresses the customer's

legacy data management needs and pain points and be able to highlight clear and tangible

benefits. This will include the ability to assure and convince the customer when encountering

competitive scenarios.

Building Quotations: Understand how to size and price a TransVault migration project. This

will include being able to quantify what services will be required from your organization in

order to deliver the project – either as a fully managed end-to-end service or one that is

handed over the Customer to complete (along with training and support services).

Collateral Readiness: You may want to build collateral that helps demonstrate your skill sets

and for example, any vertical specialism such as in the Financial, Legal or Health sectors.

Additionally, you will want to ensure that your sales force is able to give the customer the

product knowledge they need to go through a product demo or proof of concept (POC).

Pipeline Building: Start to generate leads by building on your target audience with relevant

propositions. A well-thought out sales and marketing strategy backed up by a strong technical

capability will empower your sales team to win in solution selling scenarios.

Again, contact your TransVault Partner Account Manager for information on lead registration* and

any other aspect of leveraging marketing resources to assist in your pipeline building process.

*TransVault’s lead registration process is designed to protect your Customer Migration opportunities

and avoid channel conflict.

Review the available sales training resources on the TransVault Partner Portal,

which include:

Video - The concept of TransVault Sprint

Product brochures

RESOURCES

https://www.youtube.com/watch?v=9q6JgyaOV6U

http://www.transvault.com/sprint/Sprint-to-Office-365.php


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TransVault Company/Technology Presentations

TransVault Sprint Tour (this is an on-line demo that can be driven with or without on-screen

commentary)

TransVault Pricing – this is available through your TransVault Account Manager.

Note: Your company assigned Account Manager and/or Technical Sales Specialist (TSP) will

be key points of contact for signposting resources and coordinating the delivery of bespoke

sales and technical training sessions to assist in enabling your salesforce. If you have any

questions or further requests, please do not hesitate to email us at

[email protected].


mailto:[email protected]


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ENGAGE: INCREASE REVENUE FROM MIGRATION

SERVICES

TransVault relies on its Partners to lead pre- and post-sales meetings and services (both onsite and

remote), deliver project management and perform other migration-related tasks.

It is our remit to deliver an on boarding service that hand holds these activities. This will be

particularly useful in your first set of migration projects across each of the three main stages of

selling and delivering migrations in practice.

These stages are typically as follows:

1. Qualify

The initial questions to ask of a prospect are:

- Are you considering a move to Microsoft Office 365?

- Do you have an existing email archive? Examples include:

- Symantec Enterprise Vault (now part of Veritas)

- HP/Autonomy EAS (may be referred to as ZANTAZ EAS)

- PST files (refer to The Personal Archive Problem for more details)

- Another archive service (including another Cloud service)

- Approximately how much data do you need to move?


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- Ideally they should have at least 1TB of archived data to be moved

- Do you have a business case or a compliance reason to retain and safeguard your email

records as you migrate them to the Cloud?

- Do you have a defined project timeline you need to adhere to or defined over which the

migration is to take place?

The answers to these questions should then feed into deeper technical qualification as appropriate.

This step can be carried out using the pre-sales profiling questionnaire as a guide.

As the opportunity progresses, demonstrations are a great way to engage the customer.

The online TransVault Sprint demo is a convenient way to deliver them without the overhead of

having to set up a complete test environment.

In order to give your Customer an idea of migration costs you will need to:

Ascertain the amount of data to be migrated and

Estimate the services required from your organization in order to deliver the project – either

as a fully managed end-to-end service or one that is handed over the Customer to complete

(along with training and support services).

Refer to the Guidelines for Pricing Migrations for information to assist with this process.

We recommend you present the Client with a budgetary proposal that is open to revision following a

Proof of Concept (POC) stage, as both the amount of data to be migrated and the amount of services

required may change following this stage (see point 2).

Once again, your assigned TransVault Account Manager and Technical Sales Specialist (TSP) will be

on hand to help ensure you take advantage of all of the resources available to develop a winning

proposal that demonstrates how your services and TransVault will address the customer’s pain

points, business issues and the other requirements that have been identified as part of the

qualification stage.

2. Proof of Concept (POC)

The POC or POC period is both an opportunity and time to refine your overall proposal, review your

migration license fees and scheme, and to scope your Statement of Work (SOW).

Additionally, this will be the stage where you may uncover any potential issues working with live

data, unforeseen concerns, as well as a time to consider additional work that may have to be

factored in. This could include issues such as the detection of corrupt messages in the archive that

may require additional remediation services.

It is also an opportunity to get accurate storage information from the live archive environment,

which can then determine the size of the TransVault licence required to complete the migration.



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For example, you might only need to migrate data belonging to a specific group of users into Office

365 or only data less than a certain age.

Again, your TransVault TSP can assist at this stage.

3. Migrate

Migrations can be:

Completed as an end-to-end managed service by your service team as part of an overall

Microsoft Office 365 migration project

or Completed by your Customer’s own IT resource following handover training

Once again, your TSP can help advise on project best practices.

We recommend that your services culminate in reports that demonstrate to your Customers the

email records that have been migrated.


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PRE-SALES PROFILING QUESTIONNAIRE

Below are questions to use with your customer to help get an estimate of the time, costs &

resources involved in migrating their email archives. These questions may be used as part of a

technical pre-sales call.

What are the main reasons for your migration? Provide any other relevant information such as

reason for archiving in the first place.

What are the current Archiving solutions and their versions installed?

Total archive size in TBs (please use compressed size)?

How many-estimated number of items are in archive?

How many mailboxes are to be moved?

What percentage of data do you want to move and do time, role, department, etc. determine this?

Please tell us about the other type(s) of physical storage that may be in use?

Will there be a need to migrate archived Journal mailboxes? *

Will there be a need to migrate archived Public Folders?

Will an email Domain Name Change accompany the move of the archive?

Answer:

Answer:

Answer:

Answer:

Answer:

Answer:

Answer:

Answer: Yes/No/don’t know




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Do you need to convert emails from Notes to Exchange (or vice versa)?

Are there other types of archived items you need to move such as calendars, contacts, notes and

custom items?

How would you describe the performance of your current archive environment?

Archive server(s) Archive Index (e.g. SQL) Storage Network Retrieval speeds

Answer: fast/OK/slow Answer: fast/OK/slow Answer:

fast/OK/slow Answer: fast/OK/slow Answer: fast/OK/slow

What is your planned target archive? If Office 365 will you have an In-Place Archive Service?

Is there a deadline to complete the move?

The Next Step

The results of this questionnaire will help determine the solution, resources and budgetary costs

that will be associated with your Client’s archive migration.

*Journal migration may require TransVault Migrator – contact TransVault for more information.

NB – providing an exact price and migration timelines will require more accurate profiling of your

Client’s data (for example, you may not want to migrate data older than a certain age) along with

stress-testing of your environment (for example, to see how quickly items can be extracted from

your archive without impacting your network or archive users).

This can only be achieved with a Proof of Concept (POC), which should be part of your proposed

solution.

GUIDELINES FOR PRICING MIGRATIONS

Understand How to Size the Amount of Data to be Migrated. Your Customer can gauge this

amount by looking at the (compressed) size of their archive, but bear in mind that they might not

elect to migrate all of this data.

IMPORTANT: When Quoting Migration Services:

Never quote the price of TransVault alone. This will set the wrong expectation and you

will struggle to include the costs of your consulting services when the project gets going.

Although your Customer may wish to complete the migration using their own IT resources,


Answer:

Answer:

Answer:


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some element of your consulting expertise, training and support services (backed up by

TransVault) will be required to get the best end results for your customer.

Keep consultancy prices ‘ballpark’: It’s virtually impossible to give an exact quote for the

amount of services required without a detailed analysis of the client’s archive environment

and investigation of the many other issues that can surround a migration. For example:

Are there any politics to be aware of? A merger scenario involving migration of staff to

the archive used by the acquiring company may not be a popular decision. In this

situation, lack of co-operation on the part of the acquiree could extend the time to

complete the project.

What state is the legacy archive in? The person that managed the legacy archive may

have left, rendering any storage metrics supplied innacurate and the ‘health’ of the

archive may be poor. This could increase both the licences and services needed.

What if some emails cannot be migrated? The legal department may insist on detailed

inspection of any emails that fail to migrate. Although this may be as low as .001% of

all emails (usually owing to corruptions in the source archive), it is a potential overhead

that should be explored.

Make payment terms clear: Note that all TransVault software licence costs associated

with the migration will be invoiced on commencing the migration stage. As the service

delivery partner you may elect to phase service (and if necessary) software licence charges

based on agreed milestones, e.g.:

On provision of appropriate documentation, training to key IT staff and a

handover process that will enable <Customer> to complete the migration.

On migration of every <n> TB of data

On completing migration and handing over full post-migration statistics and

audit reports.

Ideally any quotations for licences and consultancy should be firmed up following a more

detailed workshop and Proof of Concept (POC) which may identify further changes to costs.


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COMPETITIVE LANDSCAPE

Over the past few years, several new players and competing offerings have entered the migration

marketplace. None of which have the tenure, technological focus or proven ability that is unique to

TransVault, however you will have to know and understand them in order to displace them.

The ones you hear of most include NUIX, QuadroTech, Archive 360 and Metalogix.

TransVault remains the most rounded and capable solution in terms of performance, end user

experience, compliance, archive vendor certification, ease of use and advanced features to cope

with myriad challenges (such as rationalizing different domains, merging mailboxes, corruptions in

the source archives, over-loaded source archives, etc).

TransVault is also exceptionally strong when it comes to error handling and remediation

The latter in particular is a by-product of having being used in over 1,100 projects across a wide

range of archive platforms, archive versions and storage devices and coping with the attendant

issues that can arise after many years archive usage (such as mal-configuration and administrative

neglect, poor performance and badly applied upgrades).

All of these scenarios can lead to unexpected errors that require expert and sometimes bespoke

fixes. This addressed by TransVault’s Adaptive Development Service which is designed to deliver

fast code changes to address site-specific issues as quickly as possible for your Customer.

As well as recognition for its ability to power demanding and complex migrations, the TransVault

portfolio also offers a solution and price point that enables it to compete with vendors that aim to

attract customers based on price rather than capability.

Finally, another key differentiator is that TransVault is unique in that its sales are 100% channel.

This avoids potential conflict of interest and enables our Partners to build archive migration into an

overall value-add proposition that drives significant pull-through revenues.

A simple overview matrix is provided below as a quick reference to our competitive landscape.

However, please look for a more detailed matrix that will be available to you via our TransVault

Performance Partner Portal in the next update.

In the meantime, for the latest competitive details on any given product/vendor please contact

your TransVault Account Manager.


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Quadrotech. TransVault

Sound track-record in delivering tools for

managing Symantec Enterprise Vault

environments. Claims to be the only solution

approved by Symantec and Microsoft for

migrations.

TransVault recently celebrated 10 years in

delivering email archive migrations. TransVault

was in fact the first vendor to be STEP

approved by Symantec as well as the first to

have its migration certified by Microsoft.

Flagship Archive Shuttle migration product

started as a script-driven PST export/PST import

tool but was later updated to use EV product

APIs. Consequently the migration process still

relies on two distinct data movements (out of

and then into) that require staging storage,

interim EML format and multiple servers.

TransVault moves data in 1 step from source to

target, there are no interim stages or file

formats. This ensures full chain-of-custody,

high speed and no loss of fidelity – even with

one migration server.

Quadrotech’s API-only approach is used as a

key selling point, citing it is the only route that

gets Symantec’s ‘seal of approval’.

TransVault delivers a unique EV connector that

offers a choice of API, direct or hybrid (both),

which automatically switches between API and

direct techniques for optimum results.

It is worth knowing that direct connections to

EV can extract data up to 3-20 x faster than

using the API. However where Symantec’s ‘seal

of approval’ is important, the API is available.

Claim ability to migrate a compliance journal

from EV to Office 365 - the so-called Journal

Explosion.

In fact, they may actually migrate data into

‘journal’ mailboxes set up in Office 365, where

multiple users’ email is stored in one mailbox.

Such ‘shared owner’ mailboxes are explicitly

unsupported by Microsoft, leaving their

customers vulnerable to eDiscovery issues and

changes implemented in future Microsoft

eDiscovery components.

TransVault's unique Compliance TimeMachine

results in migration of journal data to Office

365 that maps fully into Microsoft’s Office 365

compliance and licensing model, where each

individual effectively has his/her own journal.

Customers using this service rest assured their

legacy data has been moved with complete

chain-of-custody and with due diligence that

their data remains fully discoverable and

manageable in Office 365, and with zero risk of

excluding non-standard mailboxes.

If your customer does in fact have, a journal to

migrate be sure to involve TransVault in your

sales activities. TimeMachine brings a wealth

of operational advantages.


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Has recently announced capability to migrate

archives from sources other than EV; however,

these sources are not known to be tested, nor

proven.

By Q4 2015, TransVault partners had migrated

nearly 600 customers with 14 different non-EV

archives as well as 500 EV customers.

Quadrotech sells mainly direct via a large

direct-selling sales team in the US that drive

services business to their internal services

team.

This model is at odds with a healthy channel

model and can sometimes compromise deals

and pricing/margins. It can also be a limiting

factor with regard to services and support

scalability.

Since inception, TransVault built its entire

business model on selling through the channel

and is dedicated to a win-win scenario with its

many partners worldwide.

TransVault partners have access to the only

archive migration certification process and

qualification for engineers, and support from a

team that is widely acknowledged as giving the

best service and fastest fix turnarounds in the

market.

The company claims very high performance but

high speeds are known to involve many servers

and tuning.

In benchmark tests carried out by customers,

TransVault has delivered superior performance

‘out of the box’ and with no special tuning.

Quadrotech offers a mailbox migration

capability (which uses the standard Microsoft

tools) alongside archive migration.

TransVault can easily be integrated with

existing mailbox migration applications and

scripts. The ability for TransVault to drive

mailbox migration combined with archive

migration along with integrated reporting is

planned.

NUIX TransVault

NUIX is an accomplished eDiscovery company.

Their migration solution indexes email content

in live email servers and certain email

archives. It has the capability to create a data-

feed of the indexed items in EML file format

and then convert these items into PST files or

for ingestion into Office 365.

This is not a database or transaction-driven

item migration, and it is therefore difficult to

diagnose, resolve or correct errors occurring

with individual items.

TransVault moves data in one-step from source

to target, there are no interim stages or file

formats. This ensures full chain-of-custody and

no loss of integrity.

TransVault migrations are initiated as a result of

an initial inventory carried out against the

source archive. This ensures that the

complexity and scale of the migration is known,

and that each item being migrated can be

accounted for as it is moved. This also allows

users to inspect individual so that may be re-

migrated in the case of errors.


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NUIX makes claims that its direct approach to

accessing Enterprise Vault archives is the only

way to achieve optimum performance and

minimal impact on EV servers.

Although direct connections to EV can extract

data up to 3-20 x faster than using the API,

there are times when only the API will do.

For example, to extract from archives that are

hosted on certain storage devices. Additionally,

customers may be keen to use the API, since

this is the only route that gets Symantec’s ‘seal

of approval’.

TransVault delivers a unique choice of API,

direct or hybrid connections for optimum

performance and reliability.

With the principal market of eDiscovery to

service, NUIX may not give email archive

migration projects the focus it demands.

This may mean that pre-sales and support

issues are not quickly investigated and resolved

for its Partners.

TransVault's entire staff and business are

focused on the email archive migration. Our

support and engineering team (of over 50 staff)

are not only the world’s largest dedicated

archive migration resource, but they are also

the most experienced. This accounts for why

our Partners' migration projects run smoothly

and swiftly.

Archive 360 TransVault

Archive 360 is a relatively recent (3 years in

market) migration tool vendor, founded on

Mimosa NearPoint-only migrations.

The company sells mainly direct - a model is at

odds with a healthy channel model and can

sometimes compromise deals and

pricing/margins. It can also be a limiting factor

with regard to services and support scalability.

Since inception, TransVault built its entire

business model on selling through the channel

and is dedicated to a win-win scenario with its

many partners worldwide.

TransVault partners have access to the only

archive migration certification process and

qualification for engineers, and support from a

team that is widely acknowledged as giving the

best service and fastest fix turnarounds in the

market.

Feedback indicates that the overall solution

involves a series of components that require

specialist administration.

TransVault offers a coherent user interface that

delivers all key functionality in a single

administrative console.


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TRANSVAULT PRODUCT PORTFOLIO

TransVault™ Sprint is a next-generation, intelligent email archive migration

engine that simplifies the process of moving your Customer’s legacy

records.

Designed to optimise migrations from the World’s most commonly-used

archive platforms* into Microsoft Office 365 and/or Exchange, Sprint

features a leading-edge, object oriented design that uses the concepts of

progressive disclosure and built-in expertise to minimize and simplify the

amount of information required at each stage.

Using Sprint you can streamline the archive migration process: delivering

unparalleled speed, end user transparency, policy-based selection and

chain-of-custody - vital for enterprises that need to account for the integrity

and completeness of their records as they move to the Cloud.

TransVault™ Migrator offers an exceptionally feature-rich migration

application that enables TransVault certified professionals to cope with the

most complex, challenging and exceptional migration requirements.

Migrator is the ultimate migration solution, with capabilities that include:

- Support for virtually all archive platforms**

- The ability to migrate compliance journal archives to Office 365

- In-built Adaptive Development services designed to tackle broken

archives and site-specific configurations

A switch to Office 365 is the perfect opportunity to eliminate personal

archives (otherwise known as PST files).

TransVault™ Insight lets you provide a comprehensive service that saves

your Customer time and expense by delivering powerful analysis, item-level

migration and advanced automation and monitoring.

For example, they might only want to migrate emails in certain folders, or

emails less than a certain age into Office 365.

* TransVault Sprint currently supports migrations from Symantec Enterprise Vault, HP/Autonomy EAS and

centralized on-premises PST files into Microsoft Exchange, Office 365 and Cloud-ready PST files.

** For a detailed list of Migrator supported platforms and versions visit the TransVault Help Center. If your

customer has one of these archive types, discuss this with your TransVault representative.


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THE PROBLEM WITH PSTs…

Personal archive (PST) files have long been a storage and data management

nightmare for enterprises.

They are difficult to manage and backup and represent a significant risk of

data loss to an enterprise.

A switch to Office 365 is the perfect opportunity to eliminate this outdated

way of storing Outlook emails, as users can’t access PST contents from the

Cloud.

Additionally PSTs cannot easily be supported in a virtualized environment.

However, the task of tackling PSTs can be highly complex, requiring significant 'horsepower' and

sophisticated functionality – far more than that offered by Microsoft’s own PST ingestion tool!

TransVault™ Insight lets you provide a comprehensive service that saves your Customer time and expense

by delivering powerful analysis, item-level control and advanced automation and monitoring.

TransVault Insight addresses the challenge of handling large PST estates, delivering powerful analysis, item-

level control, advanced automation and monitoring.

Granular Control:

Insight lets you initially profile and then manage PST contents according to many criteria including age, size,

owner, sender, message class, attachments, etc.

Example policies and commands include:

Copy items less than 3 months old into primary stores.

Delete all items older than 7 years ‘in situ’.

Move remaining items to personal archives.

Re-hydrate any legacy shortcuts found in PSTs.

Extract emails owned by named custodians to a central location for further eDiscovery.

Assurance:

Insight monitors every aspect of your PST estate and ongoing management activity. For example, you can

track the progress of data movement and produce detailed reports to give you peace of mind that your PSTs

are under control.

Scalability:

Insight has a highly scalable yet low-footprint framework that eases the process of locating and interacting

with PST files across complex and/or distributed environments.

For more information speak to your TransVault contact or visit the TransVault Partner Portal/Support

Center.

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