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Selling VERITAS Database Edition for Sybase - Product Marketing

Learn about the features and benefits of VERITAS Database Edition for Sybase, the leading storage management software. Discover how it improves performance, simplifies management, and increases availability of Sybase databases.

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Selling VERITAS Database Edition for Sybase - Product Marketing

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  1. How to Sell Database Edition for Sybase Product Marketing VERITAS Software September 2001

  2. Agenda • Who is VERITAS? • Product Information • Database Editions for Sybase overview • Product Positioning • What’s new in 1.5 • Customer Profile • Qualifying Questions • Competitive Comparison • Complementary Products • Support • Pricing • Sales Tools • Next Steps

  3. Who is VERITAS? • VERITAS is the #1 worldwide provider of core storage management software • Founded in 1989 • Based in Mountain View, CA • Over 4,900 employees in 25 countries • Over $1.2B in revenue in 2000 • One of the Top 5 software companies in the world!!

  4. The most comprehensive Data Availability solution suite in the industry Best of Breed individual products in key areas (Backup, Volume Mgmt., File Systems, Clustering, SANs, Replication, and more) Industry leader in worldwide, enterprise-class service and support The only company that can offer the complete line of software products necessary to implement storage area networks (SAN) VERITAS Software The only dedicated storage management software company projected to invest $1.5B in R&D of the next 5 years

  5. The Customer

  6. Customer Profile • What is the profile of a prospective account? • Running Sybase on Solaris • Running Sybase on raw, but having management difficulties • Running Sybase on UFS, but suffering performance problems and needing simpler management • Running Sybase on VxFS, but need better performance • Requires 24x7 availability for database applications • Data is growing at a rate faster than IT resources can handle

  7. Market Drivers • DBAs are facing immense time pressure in an environment with ever-increasing data • Continuous availability (24x7) of mission-critical Sybase databases • Faster access to data – Performance!! • Easier management of increasing data • Data integrity – High availability

  8. Customer Profile • Who do I sell to? • There are five types of prospects that are in the position of power to either influence the sale or make the purchase decision: • #1 Sr. IT Managment • #2 DBA Manager • #3 Operations/Sysadmin Manager • #4 Sysadmin • #5 DBA

  9. Find the Prospective Customer’s Pain • Continuous availability (24x7) of mission-critical Sybase databases • Faster access to data • Easier management of increasing data • Data integrity • Better performance in the production environment • Maximize/leverage current hardware investments

  10. Product Positioning • VERITAS Database Edition for Sybase: • Offers equal to raw performance and for high-memory systems even greater performance • Offers ease of management of file systems • Increases availability of Sybase dataservers • Qualifying Questions: • How much does downtime cost your business -- in reduced revenues, lost productivity, or poor customer service? • Do your DBAs have difficulty managing raw disk partitions to gain database performance?

  11. Common Customer Objections Objection: Solaris already comes with a file system and its free Response: Although Sybase has recently certified conventional file systems such as UFS to run in the Sybase environment (ASE 12.0 or later), customers still have to pay a penalty in performance as compared to Database Edition.

  12. Common Customer Objections Objection: Sybase always told me to run their database on raw devices, why should I buy Database Edition for Sybase? Response: Raw devices are difficult to manage and grow. Database Edition for Sybase delivers file system manageability while giving you the data integrity and performance advantages of running on raw devices. It is a mature technology that has been certified run in Sybase environments ever since ASE 11.5.

  13. Common Customer Objections Objection: I heard Quick I/O is difficult to set up. Response: Setting up Quick I/O can be simple. We provide a number of ways to implement Quick I/O in the Sybase environment. Some options address converting raw devices to run on Quick I/O, the others allow administrators to convert from file systems (such as VxFS) to Quick I/O. If your customer feels the conversion process is an inconvenience, have them look past the short term implementation to the long-term benefits of having their systems run on Database Edition, Quick I/O.

  14. Product Information

  15. Sybase Edition in the Overall VERITAS Portfolio • Focus on Database Edition/HA for Sybase -- high availability solution • Build on Database Edition/HA • + FlashSnap for off-host processing • + NetBackup for reliable, high performance backup • + NetBackup + NetBackup for Sybase to work with Sybase Backup ServerTM API • + NetBackup + VCS Agent for NetBackup for highly available NetBackup Master Server • + HSM for managing near-line Sybase data • Add consulting services for HA installation and customization -- which Sybase applications to monitor and manage?

  16. VCS Agent for Sybase VERITAS Solution:Database Edition for Sybase Sybase Database Edition for Sybase HA Edition Building Blocks Volume Manager Storage Administrator VERITAS File System with (Cached) Quick I/O VERITAS Volume Manager

  17. VERITAS Database Edition for Sybase • Raw disk performance and ease of file system administration • Equal or better OLTP throughput • Protection from disk failures with fault-tolerant storage options • Online administration of database storage • Java-based Storage Administrator GUI • Visual configuration from a single console • Automatic monitoring and recovery of Sybase (HA Edition)

  18. Product Positioning • For DBAs facing immense time pressure in an environment with ever-increasing data, VERITAS Database Edition for Sybase offers raw device performance with file system manageability. • Increases availability of Sybase Data Servers • Offers equal to raw performance and for high-memory systems even greater performance • Offers ease of management of file systems • Integrated storage management solution

  19. Key Selling Points • Performance • Database Edition Performance achieves at least equal to Raw Device Performance • OLTP benchmark results (TPC-C derived) • Manageability • Even new DBAs can manage Sybase with when the Edition is installed • High Availability • Applications keep running when servers fail

  20. Key Selling Points • Performance • Database Edition Performance achieves at least equal to Raw Device Performance • OLTP benchmark results (TPC-C derived) • Manageability • Even new DBAs can manage Sybase with when the Edition is installed • High Availability • Applications keep running when servers fail • Flexibility • Hardware independent

  21. Competitive Comparison

  22. What’s New in 1.5?

  23. DBE 1.5 for Sybase & ASE 12.5 • What’s new in DBE 1.5for Sybase • ASE 12.5 Support • VERITAS FlashSnap • VERITAS Foundation Suite enhancements • Improved performance • Diskgroup import, diskgroup deport and volume resizing • Device Discovery Layer (DDL) • Sybase ASE 12.5 • In ASE 12.5 database quiesce has been enhanced to include warm standby access feature • VCS Integration

  24. Support Sybase Certified! NEW * Note: ASE 12.5 only supports Solaris 8. Customers running DBE 1.5 on ASE 12.5 can only operate on Solaris 8.

  25. Sybase Sybase Edition Edition/HA Pricing HW Tier Tier 1 Desktop/Workgroup $6,395 $12,400 Servers Tier 2 Departmental $14,895 $26,400 Servers Tier 3 Enterprise Servers $27,595 $54,800 Tier 4 Global Enterprise $91,495 $145,500 Servers

  26. Sales Tools

  27. Available Sales Tools • White papers • Performance • Presentation • Detailed Product Overview • Other • Sales info sheet • Datasheet • Sales FAQs • Technical FAQs

  28. For More Information • Use VNET! http://products.veritas.com/products/foundation/db_ed_sybase/ • Alias: PM-Foundation • Contact us directly (use other sources first) • Shirin Azad, Product Marketing Manager • Subbu Iyer, Product Manager • Dhiren Patel, Product Marketing Engineer

  29. Where to Get Help?Channel only slide ? (1) Website: • http://www.veritas.com (2) Vplus Partner Website: • http://www.veritas.com/vplus • http://www.veritas.com/vplus-emea/vplus-channel (3) Pre-Sales Technical Questions: • Your VERITAS Channel System Engineer (4) Sales Questions: • Your VERITAS Channel Sales Rep

  30. Your Next Steps: • Download the Evaluation copy • Contact your customers & let them know about VERITAS’s HOT products • Contact existing DBE for Sybase users and let them know about FlashSnap! • View the archived webcast (Details on Vnet) TIP: Use VERITAS webcasts as a sales tool !!! • Download & use our Sales Tools: • Data Sheets • White Papers • PowerPoint presentations • Multimedia Demos

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