partner webinar introducing symantec backup exec™ 2012 eddy liu sr. regional product manager...

Partner WebinarIntroducing Symantec Backup Exec™ 2012

Eddy Liu

Sr. Regional Product Manager

Introducing Symantec Backup Exec™ 2012 Product Portfolio

Additional Resource

Key Sales Plays

What’s New

Why Backup Exec

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Introducing Backup Exec 2012

Introducing Symantec Backup Exec™ 2012 Product Portfolio 2


Why Backup Exec

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Backup Exec 2012 Editions

Appliance*


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Better Backup For All Your Customers


*Initially available in NAM only through select partners


Protecting Your Virtual and Physical Systems

Cloud*Software

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• Proven and reliable – more than 2x market share of nearest competitor

• Easy to deploy with multiple deployment options to best meet your customers’ needs

• Technology to solve your customers’ data protection needs: physical and virtual, deduplication, granular recovery, etc.

• Typical sales cycle: 30 – 60 days

• Growing the deal size has never been easier

– Easily attach to every physical or virtual server– Attach additional agents/options to grow the sale– Broad portfolio allows you to cross-sell other

Symantec solutions


Top Reasons To Sell Backup Exec

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Quickly recovers just the information they need without extra processes

Lets companies spend less time restoring data and more time doing business

Reduces administration time ensuring a distributed environment is protected with ease

Eliminates multiple point products for backup

Over two decades of proven, Microsoft® certified engineering expertise

Top Reasons Customers Choose Backup Exec


Your Path To Profitability


New Small Business

• Windows® Small Business Server

• Disk Storage• Symantec Backup • Symantec Security

Virtualization Adoption

• Windows Servers• VM Software• Disk/Tape/ Storage• Symantec Backup/

Deduplication/DR• Symantec Security

Remote Office Expansion

• Windows Servers• Exchange®/SQL®

upgrade• VMware® expansion• Disk/Tape/Storage• Symantec Backup/

Deduplication/DR• Symantec Security

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+ Education


What’s New

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New! Resource-centric User Interface

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New Backup Exec 2012

Interface

User experience based around server protection status

Transition from job management to server management

Advanced VMware and Hyper-V support

Hyper-V vSphere

Backup Exec 2012 Server

Virtual MachinesVirtual Machines

VMware virtual machine protection• Image-level VM protection• Direct backup; no proxy server• Application protection through VSS

Data reduction technologies• Optimized data deduplication• Block optimization• Incremental, differential backups

Single pass backup, all recovery options• Full VM recovery• Application recovery• Granular application recovery• Granular file/folder recovery• Redirected recovery

Symantec V-Ray

Technical Overview: Backup Exec 2012

New! Integrated Bare Metal Disaster Recovery• Integrated bare metal recovery (SDR)• No additional license required; included in Backup Exec 2012

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Backup Exec™ 2012 Server

Server Protected Server Fails Server Recovered

Simplified System

Protection Job

Symantec

SRD

Recovery Disk


New! Backup Exec 2012 Linux® Deduplication Enhancements• Client-side deduplication support for Linux servers

– Deduplication calculations happen at the Linux server (client-side)

– Agent for Linux only transmits deduplicated data to media server

– Reduces LAN traffic, increases backup job performance

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Symantec Backup Exec™ 2012 Server+ Deduplication Option

Protected Linux Server

Deduplicated Data Stream

A C B A

D C A B

B D D C

A B

C D


New! Symantec Backup Exec™ 2012 Small Business Edition (SBE)• Replaces legacy “SBS” editions• Protects both Windows and

Windows Small Business Servers

• Protects up to three servers• Microsoft Application support

included• Integrated disaster recovery• Uses new Backup Exec interface• Upgradeable to full Backup Exec

13Introducing Symantec Backup Exec™ 2012 Product Portfolio

No Guesswork, Now Backup Exec Editions Designed To Address Every Need


Backup Exec 2012

Backup Exec 2012 V-Ray Edition

Backup Exec 2012 Small Business

Edition

One license delivers total protection for smaller Windows

server and Hyper-V environments

Total Virtual and Physical Protection

with Agents and Options or Capacity

Edition

Total protection for VMware or

Hyper-V systems and licensed

per core

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Your Route to Predictable, Recurring Revenue

Backup Exec 2012 delivers a revolutionary approach to backup and recovery designed to quickly grow your business and maximize your revenue

with each and every customer.

Flexible Options: A Solution for Every Customer Need

With the Backup Exec 2012 product portfolio you can offer your customers choice and flexibility in how to protect their business with offerings in packaged

software, backup appliances, or cloud-based backup and recovery.

Leverage a Brand Customers Know, Revolutionized by Technology that’s New

The same Backup Exec you know has expanded its portfolio and is now revolutionized with new technology that incorporates data protection and

disaster recovery into one package for both physical and virtual environments.

Backup Exec 2012 Partner Benefits



KEY PLAY #1:

Protect the Unprotected

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Your Small Business Opportunity


• How often do you hear?:– “ . . . I think those machines are backed up?”– “ . . . Disaster preparedness plan?...maybe if I had

more time in my day.”– “ . . . Can I recover information I didn’t backup up?!”– “ . . .I didn’t realize how critical my business systems

were, until it was too late.”

50% of SMB’s don’t have a plan a

disaster preparedness plan

Downtime outages cost SMB’s $12,500

per day on average

44% of SMB companies would

lose at least 40% of their data in a

disaster 1

¹Source: Symantec 2010 SMB Disaster Preparedness Survey.

Better Backup for All


Backup Exec 2012 Small Business

Edition

Data Protection in 3 Simple Steps

Software

Why Backup Exec for Small Business Backup and Recovery?


. Easily expand each deal to include Symantec Endpoint Protection Small

Easily expand each deal to include Symantec Endpoint Protection Small Business Edition or Symantec Endpoint Protection.cloud™ to deliver total data protection.

Subscription licensing with Backup Exec.cloud and optional Service Provider licensing with the Small Business Edition to easily price and sell to SMB’s.

Deliver customer satisfaction with a backup solution trusted by millions of customers around the world.

Ensure rapid recovery. Easily restore what your customer needs when they need it.

Total data protection set-up in 3 simple steps whether your customer needs software or hosted backup.

Key

Competitive

Play

Key

Competitive

Play

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KEY PLAY #2:

Start with Virtual Machine Protection

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How often do you hear?:

– “ . . . moving to virtual environment”

– “ . . . not backing up virtual systems”

– “ . . . difficult and costly to have multiple backup tools”

– “ . . . need to easily recover data on virtual systems”

– “ . . . virtual storage growth is out of control”

Your Virtualization Opportunity

46% of respondents surveyed run “Tier 1”applications on virtual machines¹

4 million virtual hosts vs. 8 million physical servers

shipped last year

Three out of four companies plan to

deploy virtual servers within 12 months

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¹Source: ESG Research Report, The Impact of Server Virtualization on Storage, December 2007.


• Patented visibility into virtual file systems and applications

• Transparent backup and recovery across physical and virtual silos

• Embedded technology in the Backup Exec Agents for VMware and Hyper-V

V-Ray

New! Your Virtualization Backup Solution: Backup Exec V-Ray (with VMware and Hyper-V Agent)

Unified protection, single file recovery, deduplication and intelligent policy integration.

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Our Competitive Advantage

Backup Exec data stream Data stream without Backup Exec

What Competitors See


What They Have to Do • “Multi-Step” Backup → VMDK and/or Files• “Multi-Step” File Restore → From File Backup, or• “Multi-Step” File Restore → 1st Mount VMDK• Guess at best way optimize deduplication

What We Can Do • “Single-Pass” Backup → VMDK file• “Single-Step” Recovery → Image or File• Intelligent Deduplication → Data Aware• Reduce storage for VMware backups by up

to 30% or more

What WeSee

?

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Why Backup Exec With Embedded V-Ray Technology?


Host-based licensing – manage licensing costs and simplify implementation.

Deduplication of files and applications – reduces the cost of virtual machine infrastructure and backups.

Granular recovery of data – reduces restore time. Recover just the items required (such as VMs, databases, files, or emails) and minimize data loss.

Single pass backup – reduce backup time and save on storage costs. One backup provides full functionality; no need to run multiple backups.

All in one place – single point of management for physical and virtual.Key

Competitive

Play

Key

Competitive

Play

Symantec V-Ray

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KEY PLAY #3:

Data Deduplication and Replication

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Your Deduplication Opportunity


How often do you hear?:

– “ . . . backup window is too short”

– “ . . . only run full backups at the weekend”

– “ . . . buy more disk to store backups”

– “ . . . remove tape from remote offices”

– “ . . . need an off-site copy of backup data”

In the ten years prior to 2010 the number of mailboxes grew from

253 million to 2.4 billion. The number of emails is growing at

three times that rate.

Storage prices are declining but the cost of management is

increasing

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• Deduplication optimized for virtual platforms

– Stream handlers for VMDK, VHD files– Increases deduplication efficiency across VMs

• Flexible deduplication choices

– Client-side, server-side, appliance-side– Mix and match

• Fully integrated technology

– Integrated into Backup Exec software– Integrated into the Backup Exec 3600 appliance

• Heterogeneous platform support

– Deduplication for Windows– Deduplication for Linux

Deduplication everywhere

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Client Server Appliance

Symantec V-Ray


Deduplication Options

Business Value Of Deduplication


• Reduces the amount File System backup data stored by 9:1 (90%) or more

• Reduces the amount Application backup data stored by 6:1 (80%)

• Reduce backup windows

• 3 flexible deduplication offerings in one license: client deduplication, media server deduplication or appliance deduplication

• One solution for physical and virtual deduplication

• Deduplication and replication eliminates the need for tape devices at remote/branch offices

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KEY PLAY #4:

Continuing the Journey to Disaster Recovery

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Your Disaster Recovery Opportunity


How often do you hear?:– “ . . . recently had a system failure”– “ . . . need to recover to different hardware”– “ . . . P2V conversion”– “ . . . mandate to maintain system uptime”– “ . . . server hardware migration” – “ . . . disaster recovery testing”

Despite warnings, 47% of small and midsized businesses are still

not prepared for disaster.

Improving disaster recovery (DR) capabilities is a top data protection

spending initiative

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New! Integrated Bare Metal Disaster Recovery• Integrated bare metal recovery (SDR)• No additional license required; included in Backup Exec 2012

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Backup Exec™ 2012 Server

Server Protected Server Fails Server Recovered

Simplified System

Protection Job

Symantec

SRD

Recovery Disk


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New! “No Hardware Disaster Recovery” With P2V

Convert Stream

Convert to Virtual (P2V)– Parallel data streams– One stream to media server– Other stream to hypervisor– Result is full VM (not just the

virtual disk)

Backup to Virtual (B2V)– Serial data streams– Backup stream to media server– Conversion job runs after or on

different schedule– Result is full VM (not just the

virtual disk)

Protected ServerBackup Exec 2012

Server Hypervisor

Parallel Data Streams

Backup StreamConvert Stream

Protected ServerBackup Exec 2012

Server Hypervisor

Serial Data Streams

Backup Stream

Symantec V-Ray


Backup Exec 2012 offsite replication enhancements

Symantec Backup Exec™ 2012 Server A

Deduplication Storage Folder

Symantec Backup Exec™ 2012 Server B

Deduplication Storage Folder

No Rehydration Step Before Data Copy

• Deduplicated GRT backups replicated without rehydration• Can target most Symantec deduplication servers, appliances• Greatly increases replication job performance

‘Optimized Duplication’

Symantec V-Ray



Reduce time to migrate from physical to virtual environments.

Eliminates the time-consuming, manual processes required by other solutions.

Dramatically reduce downtime, avoid business disruption and financial loss by rapidly recovering complete systems in the event of a failure.

Single pass backup – reduce backup time and save on storage costs. One backup provides full functionality; no need to run multiple backups.

One Product! Any Recovery! Complete data, application, and disaster recovery for physical and virtual environments from a single console.

Key

Competitive

Play

Key

Competitive

Play

Why Backup Exec For Disaster Recovery?

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Backup Exec 2012 Licensing Overview

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Important updates to the Backup Exec licensing structure

Backup Exec 2012


Backup Exec 2012 licensing – core products

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Backup Exec 2012 product editions:

No Longer Offered:

Backup Exec 2012 Core software product

Backup Exec 2012 Small Business Edition (SBE) Three servers or less

Backup Exec Capacity Licensing Capacity-based

Backup Exec 3600 Appliance Purpose-built Appliance

Backup Exec V-Ray Edition For Virtual Environments - licensed by Hypervisor Core

Backup Exec Small Business Server Edition (SBS) Replaced by Small Business Edition (SBE)

Backup Exec Infrastructure Manager End of lifed


Backup Exec 2012 licensing – Agents

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No Longer Offered:

Agent for VMware and Hyper-V Formerly AVVI, AMHV

Agent for Applications and DatabasesFormerly SQL, Exchange, Active Directory, SharePoint, Oracle, Enterprise Vault, Domino

Agent for Windows No change

Agent for Linux No change

Remote Media Agent for Linux No change

Agent for Mac No change

Agent for SAP End of Lifed

Agent for DB2 End of Lifed

Remote Agent for Netware Servers End of Lifed


Backup Exec 2012 licensing – Options

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No Longer Offered:

Enterprise Server Option Formerly CASO, SSO, ADBO

Exchange Mailbox Archiving Option No change

Deduplication Option No change

VTL Unlimited Drive Option No change

File System Archiving Option No change

Library Expansion Option No change

NDMP Option No change

Storage Provisioning Option No change

Desktop and Laptop Option* *Now a standalone product

Open File for Netware Servers Option End of lifed



Next Steps

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Three Steps to Success

Pathways to Readiness

1. Get trained – pick a training option that suits you⁻ Check out the online training options at PartnerNet

2. Access sales tools including competitive resources⁻ Visit the Backup Exec 2012 page on PartnerNet⁻ Download the Quick Reference Guide and Quickstart Guide⁻ Take the Better Backup Challenge

3. Experience Backup Exec 2012 for yourself⁻ Register for your NFR software⁻ Download trialware for your customers



Pipeline Development ProgramsTo assist you in uncovering new opportunities within your install

base or prospect database, Symantec has a number of programs to

integrate with your existing sales and marketing strategy.

NEXT STEPS:

1. Call your customers – leverage the Backup Exec Conversation Guide and tell your customers about Backup Exec 2012 today. Full packaged telemarketing materials are available through your Partner Account Manager or the Partner Support Centre for Marketing.

2. Create an email campaign – leverage Campaign Creator to create customisable, cobranded email campaigns.



Enjoy Extreme ProfitsSymantec offers partners the confidence you need to grow your businessthrough bigger transactions and improved profitability. And, if you’re a partnerthat has invested in Specialisation, your benefits increase dramatically.

NEXT STEPS

1. Bigger Transactions – attach Backup Exec agents and options to increase your deal size. Attach Backup Exec to complimentary Microsoft or VMware deals to offer your customers world class protection and grow your sale.

2. Symplus rewards – earn cash rewards on a Symplus Visa card for sales of eligible products such as Backup Exec 2012. Register today at http://www.symplus-apj.com/ and start earning!

3. Become Symantec Sales Hero – for your chance to win one of three trips to Europe valued at $10,000. For more information visit: www.symantecsaleshero.com/anz


http://www.symplus-apj.com/

http://www.symantecsaleshero.com/anz

Thank you!Thank you!

Copyright © 2011 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.

This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied, are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice.

Eddy LiuSr. Regional Product [email protected]


mailto:[email protected]

partner webinar introducing symantec backup exec™ 2012 eddy liu sr. regional product manager...

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