Unprecedented Windows Data Protection and System Recovery Backup Exec and LiveState Recovery

1. Unprecedented Windows Data Protection and System RecoveryBackup Exec and LiveState Recovery Presenter Title

2. Agenda • Sales Highlights • How to position the Products • How to identify opportunities • Product Highlights • How to close the business • Pricing and Licensing • Next Steps

3. Goal • Properly position Backup Exec and LiveState Recovery • Clarify when and where to sell • To Partners/Resellers • To Customers • Address any overlapping functionality • Disable potential attacks by the competition • Clearly articulate that no product or product option is being discontinued

4. Symantec Backup Exec #1 in Windows Data Protection Symantec LiveState Recovery #1 in Windows System Recovery

5. Positioning these Industry Leading Solutions • Data Protection • Symantec Backup Exec™ 10d for Windows Servers • Symantec Backup Exec 10d for Windows Servers is the industry leading Windows data protection solution designed for disk, providing continuous, comprehensive, cost-effective, high-performance, and certified backup and recovery. • System Protection • Symantec LiveState™ Recovery 6.0 • Symantec LiveState Recovery 6.0 combines the speed and reliability of disk-based, bare-metal Windows system recovery with revolutionary hardware-independent restoration to deliver unparalleled freedom to restore systems anytime, from anywhere, to virtually any device.

6. Complementary Solutions • Fast Data Backup and Recovery • Fast System Recovery • Positioning: Symantec, the leader in Windows protection, provides complete data and system protection. The combination of Symantec Backup Exec™ (formerly VERITAS) and Symantec LiveState™ Recovery delivers the leading Windows data protection and system recovery solutions, enabling Windows-based departments or organizations of any size to restore operations as quickly and reliably as possible.

7. Client 2 sys data Best Practices for Data Protection and System Recovery leveraging multi-stage backup capabilities in Backup Exec Backup Exec Server Client 1 LiveState Recovery Backup Exec Backup Job 1 Backup Job 2 Backup Job 1 Client 3 Backup Job 3 Backup Job 2 Backup Job 3 Perform Scheduled Backup to Tape for Off-Site Archival of both System and Data Volumes LiveState Recovery Snapshot of System Volume Backup Exec Disk Backup of Data Volume

8. Why not LSR for Data? • No ability to create a backup selection list consisting of less than an entire volume • Limited ability to protect granular application data without closing the application Why not BE for System? • Requires considerably more time to recover a system • No ability to create an on-line image of the system volume

9. How are customers using these products today? • LiveState Recovery customers • 50+% have Backup Exec – direct correlation to BE Market Share • Virtually all customers use LiveState Recovery for fast system recovery • Backup Exec Customers • Only 1% have Live State Recovery • Virtually all customers use Backup Exec for data protection and granular recovery of data. $$$$ - Opportunities in both types of accounts!

10. Current LiveState Recovery Accounts • If Backup Exec is there • Opportunities • Granular application solutions for Exchange, SQL, SharePoint, Oracle, Lotus • Remote Office Solutions, Continuous Protection Agents and Replication Exec for application data • Content Management, Storage Exec • Up sell LiveState Recovery Manager to centrally create and manage system images • If another backup vendor is there • Opportunity • Competitive upgrade to Backup Exec • Single vendor solution • Best of Breed Solution

11. 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 servers where time to recovery is critical • Sell LSR • IDR is positioned as the entry level system recovery tool • Longer time to recovery • If LiveState Recovery is there • Opportunity – up sell LSR Manager • Opportunity – Remote Office Solutions, Replication Exec • Opportunity – Content Management, Storage Exec

12. Prospective accounts without a Symantec system or data protection solution… • Probe to determine business needs • First determine whether the environment is heterogeneous or Windows only. • If Windows only then lead with the following: • Data protection Backup Exec • System recovery LiveState Recovery

14. Qualifying Questions Q: What if the customer has a short server recovery service level agreement? A: Use LSR to meet the time to recovery needs of these service level agreements Q: What if the customer wants to truncate their Exchange or SQL database after a full backup? A: Use the Backup Exec Exchange and SQL agent to perform approved Microsoft certified full backups

15. Qualifying Questions Q: What if the customer wants to perform granular recovery of Exchange or SQL? A: Use the Backup Exec agents to perform granular recovery of any database or application Q: What if the customer wants to perform dissimilar hardware restore? A: Use LSR to perform dissimilar hardware restore

16. 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

17. What do I need to be fully protected?

18. LSR CPA LSR LSR CPA LSR LSR CPA EXCH LSR LSR CPA SQL LSR CPS CPA BE 10d Customer Opportunity: Example Primary Office Remote Office Remote Office

19. Questions?