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Southeast Region

Southeast Region. Jonathan De Loach Worldwide SE – Product Operations HA Interlock October 25, 2004. VERITAS Worldwide Backup Exec & NetBackup Pro SE Conference February 26 - March 1, 2002.

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Southeast Region

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  1. Southeast Region Jonathan De Loach Worldwide SE – Product Operations HA Interlock October 25, 2004 VERITAS Worldwide Backup Exec & NetBackup Pro SE Conference February 26 - March 1, 2002

  2. Overview of Territory Southeast Region – • Atlantic States District – Georgia, North Carolina & South Carolina • Gulf States District – Alabama, Florida, Mississippi & Tennessee Key Customers – Bank of America International Paper Delta Airlines Nielsen Media Research Disney Regions Bank (Union Planters Bank) E*Trade Southern Company FedEx Wachovia

  3. Strengths Ease of Use – Installation, initial and changes to configuration, adding additional nodes to the cluster Platform Support – AIX, HP, LINUX, Solaris, Windows Product Features – Scalability, RAC support, reliability Reference Accounts – Office Depot, E*Trade, Disney, Nielsen Media Research, Blue Cross/Blue Shield of Alabama, Hilton Hotels Support – Local and VRTS Customer Support

  4. Weaknesses Product Features Lacking -Application failover within VMWare, not just the virtual machine. Pricing - Especially in the commodity (i.e. Windows & LINUX) space the pricing needs some “tweaking” to offset the perception of “cheap” hardware and perceptually free HA software. Perhaps more solution bundles? Strong Competitors – Operating system vendors are becoming/have become “good enough” – especially for the price. Customer base has not caught up to the “advanced clustering features” VCS offers and often they do not see the need, so “good enough” is “good enough”. Partnerships – AIX and LINUX markets - Develop better relationships with RedHat, IBM and exploit it

  5. Opportunities New Features – • VMWare support at the application level • Statefull application migration New Markets – • Application/Web layer – Traffic Director is not a solution • Application level partnerships – BEA, PeopleSoft, SAP, medical applications (McKesson), etc.

  6. Threats Stronger Competition/Functionality – • VMWare/VMotion – The evil empire (EMC) is getting better at articulating their story • OS vendor “bundling” of clustering with the hardware • OS vendors “owning” single vendor environments • OS vendors going beyond “good enough” Pricing – Especially in the Windows and LINUX space, enough said.

  7. Wins FedEx (LINUX) – • Competition – RedHat Global File System (Sistina) • Why we are winning – Past performance on HPUX and Solaris Office Depot (Solaris) – • Competition – SUN Cluster • Why we won – Aggressive and relentless sales team, ease of use and reference accounts

  8. Wins Hilton Hotels – • Competition – Microsoft Cluster Services • Why we won – Ease of implementation – up and running within 2 hours!! Customer was able to do an install and re-install without training the same day. Syniverse (Solaris & HPUX) – • Competition – Sun Cluster, MC Service Guard & EMC • Why we won – Ease of installation, whole environment protection, single point of command and control across 2 different operating systems.

  9. Losses IVAX (AIX) – • Competition – HACMP • Why we lost – Price – account presence HCS (AIX) - • Competition – HACMP • Why we lost – Account coverage/presence Source Medical (Solaris) – • Competition – Sun Cluster and LINUX • Why we lost – Price, Price, Price

  10. Losses Many Windows Opportunities – • Competition – MSCS • Why we lost – PRICE, PRICE, PRICE

  11. Top 10 • Address EMC’s VMWare/VMotion message – VMWare and blade technology are multiplying like rabbits, we need a consistent plan-of-attack. • Stateful failover of applications – Present a competitive option to VMotion • Consolidated logging and reporting for all clusters – One place for status and state of all clusters, i.e. “One Pane of Glass” • A better answer for Web/App layer – Better story than Traffic Director • Manage multiple (100’s) of clusters per-site using GCM/CC – As example FedEx has 6 data centers worldwide with the potential of 100’s of clusters per datacenter, currently GCM/CC does meet their needs without having to change their internal operational policies. • New pricing model that would include other products as a bundle – Example: VCS, GCO, CC Availability all in the same package and offer it at a VERY attractive price point.

  12. Top 10 • Proven and tested scalability beyond 32 nodes – Example, Blade technology is off and running. • Publish roadmap information ASAP – We have to raise the bar on what we can do. The OS vendors have been successful with “good enough” now they are taking aim at our advanced features and we MUST stay ahead of them with our planned futures. • Service Group installation wizards – Further the advantage that we have in ease of installation, configuration and use. • Price, particularly in the Windows space – Microsoft will continue to improve their clustering and build on the Microsoft Cluster Server familiarity to keep market share. Maybe we need to offer VCS as an included “free” item if they purchase Storage Foundation just to seed the Microsoft base.

  13. Thank you from the Southeast Region Worldwide SE – Product Operations HA Interlock October 25, 2004 VERITAS Worldwide Backup Exec & NetBackup Pro SE Conference February 26 - March 1, 2002

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