wendy m. petty vice president, north america sales

© FalconStor Software 2008 · All Rights Reserved

Making Money Selling Totally Open BCDR Solutions in a Virtual

EnvironmentWendy M. Petty

Vice President, North America Sales

Most Powerful Women of the ChannelChannel ChiefTop 100 Channel Executives

FalconStor Confidential for Internal and Partner Use OnlyUS only © FalconStor Software 2008 · All Rights Reserved

Data Provisioning, Protection and Recovery Solutions for VMware

FalconStor at a Glance

• #5 in Forbes 2008 “America’s 25Fastest-Growing Tech Companies”

• Leading provider of data protectionsoftware– Over 4,000 enterprise and 30,000 SMB

sites around the world• Company operations

– Headquarters, R&D and Customer Support – Melville , NY– 23 in-country offices

• Global channel and 24x7 support Infrastructure• Financially Sound/Strong Growth public company (NASDAQ:

FALC)



Certifications and Software Partnerships

• Certified for Windows Server 2003and Windows Server 2008– Snapshot Agents certified with Microsoft

Exchange and MS SQL Server– VTL certified with Microsoft DPM– Supporting Hyper-V via Technology Adoption

Program• Certified with VMware Infrastructure and

Site Recovery Manager– CDP certified as Virtual Appliance – NSS certified as Virtual Appliance– VTL/DeDup certified as Virtual Appliance

• Certified with Citrix XenServer• Qualified with Symantec OpenStorage• Validated via Oracle Storage Compatibility Program



FalconStor Customers

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“By 2011, surviving enterprise backup/recovery products will have transformed into recovery management solutions that unite traditional backup, replication, snapshot and continuous data protection.” Dave Russell, Gartner

There are more than 4 million remote/branch offices in the U.S.

Analysts estimate that 30-60% of corporate data is stored in remote offices.

TheInfoPro Storage Wave 10 reports that nearly 25% of companies are planning backup redesign in 2008.

According to IDC, data protection on Microsoft platforms is growing at 9% per year; nearly twice as fast as data protection of Unix environments.

Continuous Data Protection 21% CAGR ($189M-399M, 2006-10, IDC)

Remote Office Protection 50% data growth annually (IDC)

Backup/Recovery needs are changing…A LOT!



Data Protection Opportunity, by Geography

$0

$500

$1,000

$1,500

$2,000

$2,500

$3,000

$3,500

$4,000

2005 2006 2007 2008 2009 2010

$M

AG EMEA AP

2005-10 CAGRs

13.2% AP

7.5% EMEA

4.5% AG

Source: IDC April 2007

While the overall data protection SW segment is maturing, pockets of growth are emerging:

Continuous Data Protection - 21% CAGR ($189M-399M, 2006-10, IDC)

Remote Office Protection - 50% data growth annually (IDC) Windows environments & applications - 9% CAGR ($1.1B-1.5B, 2006-10, GMV)

WW Data Protection SW market is projected to grow from $2.7B in 2005 to $3.7B by 2010 (6.7% CAGR)



Top Storage Initiatives



Backup Challenges Faced by IT

• Biggest challenges in data protection processes

Source: Enterprise Strategy Group, January 2008



The problem, simply put

“Backups hit the most vulnerable points with VMware: its narrow ability to handle excessive disk and network I/O... A backup load is one of the worst loads for a VMware server to accommodate.”

-- Ashley D’CostaFrom Three VMware data backup and restore methods

SearchDataBackup.com, 4/11/08



FalconStor Solutions

Virtual Tape Library (VTL)/Data DeduplicationDisk-based library for backup optimization Dramatically reducing data across the enterprise

Continuous Data Protector™ (CDP)Disk-based data protection with instant data recovery

Network Storage Server (NSS) Storage virtualization, provisioning and management



Solution Deployment Options

• All FalconStor solutions are available in three forms

Virtual Appliance Storage Appliance Gateway Appliance

• Built on top of VMware ESX

• Deploy via image to any certified server

• Server+storage in a single physical device

• Pre-configured amount of storage

• End user chooses server hardware

• Connects to third-party storage

devices


VMware Data Protection Challenges



Major Backup Challenges in VMware Environment

VMware Backup challenges

Crash-consistent

images

Over-utilization of resources

Slow recovery process

Potential corruption, data loss

Backups take too

long

Backups impact

production


FalconStor Virtualization with Built In Data

Protection



Network Storage Server

• True heterogeneous intelligent storage virtualization • Application-aware data protection • WAN-optimized disaster recovery services protect

operations and save on WAN costs • Increased storage efficiency through Thin Provisioning of

resources• Enables VMware advanced features

Network Storage Server (NSS)Intelligent Storage Virtualization



Data

TOTALLY Open Storage Virtualization Platform

Physical Virtual

Existing SAN volumes via Storage

Service Enabler

Virtualized SAN volumes

Thin provisioned SAN volumes

Linux Solaris HP-UX AIX Netware

Exchange Oracle VMware

NotesSQL SAPDB2

Windows

Any application

Any operating system

Any storage protocol

Any diskarray



How Storage Virtualization Works

• Quickly create virtual volumes from across or within any physical disk resources– Simple wizard interface– Create Pools of Tiered

Storage– Expand volumes on the fly

• Securely assign volumes to servers through NSS interface

• Flexible Virtualization Design

• 8 Years Proven Technology

Virtual disks

Physical disks



Thin Provisioning:Better Storage Utilization• Create a virtual volume to

match size of data provisioning request

• Allocate a smaller amount of actual physical disk space

• Additional physical space allocated automatically as needed

• Reduces wasteful over provisioning of storage

• Saves disk space and power consumption

Data

Virtual

Thin provisioned SAN volume

Physical

A Green feature

200GB

800GB

“800 GB”



Storage Pooling Focuses Resources

Database Email Files Archives

Tier 1: Reserved for database production

Tier 2: General production disk

Tier 2: Reserved for Snapshots

Tier 3: Virtualized JBOD

Assign management classes to physical disk resource

Avoid allocation errors using clear disk classifications



VMware Recovery with FalconStor Software

• FalconStor software provides a set of tools to enhance VMware data protection– 100% transactional integrity of data for fast

restores – No impact backup– WAN-optimized data replication to reduce

bandwidth use by 80% or more



Application-centric Protection

Why is application integration important?

Because when you recover, you want your data to look like this

And not like this



Giving Names to Eggs

CrashConsistentData

TransactionallyComplete

Data



Built in Data Protection Local and Remote

• Snapshot image of virtual LUN can be used to start the same machine(s) on a separate ESX server

• Using an earlier instance of data can restore applications prior to corruption or data loss

• Replace “restore” with recovery

• Eliminate Mandatory Restores

Start new instance of application within two minutes

Snapshots


Totally Open Disaster Recovery



WAN Optimized Data Replication

• Any-to-any data replication for disaster recovery

• Connect data center to DR site• Connect ROBO to datacenter• Protect SMB through replication to

co-lo or hosted facility• Includes built-in WAN

optimization, data compression, and encryption

• Continuous or periodic modes



Virtual-to-Virtual DR

Different physical server configuration

Different physical storage

configuration



Physical-to-Virtual DR



FalconStor Storage Virtualization Device for VMwareYour Differentiation as a Solution Provider

• FalconStor NSS Gateway certified by VMware as a Storage Virtualization Device– The first software solution to be certified as a Storage

Virtualization Device for VMware – The first SVD to be integrated with VMware Site Recovery

Manager (SRM)• Allows any storage on VMware Hardware Compatibility

List (HCL) to be used with SRM– In effect, NSS extends SRM certification to connected disk

• Increases storage array flexibility for VMware Site Recovery Manager, brings support to existing SAN



NSS as Storage Virtualization Device

Enables SRM for any storage on VMware HCL

VMware Virtual Center with SRM

VMware Virtual Center with SRM

Data movement

Management data

Disk Vendor A Disk Vendor B



The FalconStor SRM Advantage As A Partner

• Provide heterogeneous storage virtualization for VMware environments

• Enables VMware DR deployments on any HCL certified storage platforms

• Enable customers to use their current infrastructure to implement SRM and DR for VMware

• Provides cost effective DR strategy implementation• Totally Open Disaster Recovery protects infrastructure

investment and provides flexibility• You become your customers Trusted Advisor


Supporting SMB and ROBO with the NSS Virtual Appliance



The Power of the Virtual SAN

• The FalconStor Network Storage Server Virtual Appliance transforms internal disk storage into an iSCSI SAN– No additional storage network investment needed

• Enables VMware advanced features• Cost effective, highly available infrastructure

for the SMB and ROBO



NSS VA with High Availability

Cross-overGigabit connection

NSS-VA Cross-Mirror

Active Access PointPassive Access Point

VMotion supported, online virtual machine migration

Standby NSS VA

Same sizevirtual LUN

Virtual Infrastructure HA supported without SAN storage

To client

NSS Virtual Appliance 3k



ROBO data consolidation

Remote office

Remote office

Remote office

Datacenter

Highly available

pair

WAN



The Remote Site Data Protection Problem

• Managing tape at remote/branch offices is among the biggest IT challenges– IT staff may be few or none– Non-IT personnel asked to rotate

tapes, deal with backup failures, etc.

• Capital costs for replacingtape autoloaders every 3+ years

• Security also may be compromised by lost tapes



Eliminate Remote Tape

Mon,6 a.m.

Mon,12 p.m.

Mon,6 p.m.

• Eliminates tape library and backup software/agents at remote sites

• Shrink RPO with multiple local data snapshots

• Much better recovery than once-a-day tape backup

Datacenter

Create snapshot-based protection

policies

Tue,12 a.m.

Tue,6 a.m.

Tue,12 p.m.



FalconStor/Microsoft Announcement

• FalconStor Software Supports Microsoft Windows Server 2008 Multi-Site Cluster Failover and Microsoft Hyper-V Virtual Servers

• FalconStor NSS enables automated, application-consistent failover in geographically dispersed clusters of both physical and Hyper-V virtual servers for better DR over the WAN



Multi-site Hyper-V Clustering

Node1(Site1)

Node3(Site2)

NSS(Site2)

NSS(Site1)

FC/iSCSI FC/iSCSIContinuous or periodic replication by virtual disks

Automatic reverse replicationwith cluster resource migration

Active Virtual Machines Standby Virtual Machines

RR R

R R

Node2(Site1)

Node4(Site2)

Multi-site cluster



Why Partner With FalconStor

• FalconStor Solutions brings incremental revenue– Value Added Services– For every $1 of Software $7 dollars of HW– New Professional Service Offerings based on #1 Challenge of

How to protect a VMware envirnoment– Expanding Data Protections Offerings with integrated solution

• FalconStor has the most complete set of VMware • provisioning and protection products in the industry• Built in Data Protection, local and remote• Integration with Site Recovery Manager• Support for SMB and ROBO with NSS VA• Totally Open, leverage existing infrastructure, reduce costs



How you leverage our differentiations

• Nobody can virtualize and replicate VMware unless your appliance is certified as a VMware SVD

• Nobody has a solution like NSS which can interact with 2008 microsoft stretch cluster and guarantees RTO = 0

• Our Disksafe is the only host based solution to protect Windows 2008 boot c: data as well as all vm

• Nobody has one integrated platform for Storage Virtualization, Backup to Disk, VTL and DeDup

• Chosen solution by Tier 1 Storage Manufactures• Channel Only Strategy• Simple Pricing Model



• Lead Registration• 30 Point Margins on all Registered Deals• Sales Training• Technical Training• Product PPTs• Whitepapers• Webinars/Seminar in a Box• Specifications and Sizing Guides• Competitive Data• Data Protection Experts in the Field• Joint Sales Calls• Lead Generation• Proven Technology• Multiple Integrated Products

FalconStor Helps You Sell



How to Price

• Base Software includes all functionality• Capacity being managed• # of Applications protected

• NSS Base = 12k• $1,000/TB• $1,000 host

• Average Deal• FALC SW = 30k-50k• Average Partner Deal 75k-100k• Solid Margins



Partner Portal



End User Seminars



Webinars



Sponsored events



End User NSS Case Study: Partner Success Story Maxim Investment Group

About Maxim Investment– Hedge Fund located NYC– A leading mid-tier investment banking,

securities, and investment firmThe Challenge– Did not have a current BCDR plan – Needed a cost effective solution to

implement in phasesThe Solution– FalconStor NSSThe Benefit– Reduced recovery time from 38 hours to 15

minutes– 80% reduction in bandwidth needed for DR– Rapid any-point-in-time recovery– Application consistent recovery points

• Revenue to Partner– 100k– Created New Customer – 25% solid margins– Customer up for 4 Storage Awards



ME

CTRI

NV

OR ID

WA MT

WY SD

ND

N. CA INIA

KYMO

WI

IL OH

MN

MI

WVVA

GAAL

TN

MSSC

FL

NC

MD DDE

AZ

UTNE

CO KS

TX

OK AR

LA

NM

PA

NYVT

NH

MA

NJ

S. CA

Sept 2008

WEST COASTCA, NV, AZ NM MT WYMargaret Shiner, TAM

415-254-6193WA, OR AK

Eric Olson, TAM206-780-1771

ID, UT COJoseph Angeletti, TAM

208-922-8016Storage Architect

TBDInside Sales, West Coast

Brandon Henke, ITAM631-773-4333

CENTRALREGIONAL SALES DIRECTOR

Brandon Cate214-566-2444

John Lucio, TAM214-995-8133

Jon Lavallee, SA832-731-8707

Project ManagerMike Reyero817-683-2536

Inside Sales, CentralBrandon Henke, ITAM

631-773-4333

MID-WEST WI, IL

Bill O’Connor, TAM708-710-2835

Dan Synwolt, TAM630-878-1453

Herb Quinde, TAM773-871-6815631-773-4370MN, IA MO KS

Ken Evans, TAM314-422-6633

Ken Wilborn, SA312-446-5758

Inside Sales- Mid-WestJanice Barilla, ITAM

MI, IN, OH, KY WESTERN PARay Corridor, TAM

248-982-2062Clayton Erickson, SA

330-760-9300Inside Sales

Sasha Kemnitzer, ITAM631-773-4350

SOUTH-EAST AND MID-ATLANTIC & FEDERAL

REGIONAL SALES DIRECTORCurt Simmons910-280-5103

NC, SC, GA, AL MS, TNShawn Rutter, TAM

704-778-8601Storage Architect

TBDVA, MD, DE, DC, WV

Chris Robertson, TAM757-218-7860

FEDERALFred Vasofsky703-727-6560

Storage ArchitectTBD

Inside SalesRich Burney, ITAM

631-773-4308

NORTHEASTVP of Enterprise Business

Herb Siegel631-796-9676

NY MetroGeorge Nieves, CAM

631-767-0547Jason Lin, TAM

718-300-2580Raymond Tong, SA

212-273-9795NY Metro

Bill Swieca, TAM212-444-2211

Brian Calabrese, SA516-220-6818

NJ, Eastern PAAndy Nagler, TAM

201-602-0444Duane Johnson, SA

917-578-6578Christopher Deresz, CAM

908-216-8549New England

Greg Halunen, TAM508-339-8587

Mike Mendola, SA603-767-0723

Inside Sales, NESasha Kemnitzer, ITAM

631-773-4350

CANADACountry Manager

Chris Devlin 905-880-2002

SACraig Snow

647-999-2774Inside Sales, CanadaJanice Barilla, ITAM

631-773-4370

VP of North American SalesWendy Petty631-962-1168

Inside Sales Manager Terri Stanton631-773-4305

Sales Operations ManagerJill Esposito631-962-1147

Sales Associate – NAStephanie Lombardo

631-773-4360

FL, CARIBBEAN & LATIN AMERICARegional Sales Director

Terri Fritzel727-667-3655

Jeff Maiuzzo, SA585-943-5564

Inside Sales, FloridaJanice Barilla631-773-4370

CHANNEL SALESDirector, Channel Sales

Helen Cendrowski516-639-6417

Channel Program ManagerAdam Kamlet716-870-4631

Distribution SalesGretchen Gerlach, Director

214-663-4001Don Mead, VP of Partner Alliances

631-398-8930Business Development

Jo McCausland, Director484-356-7622

Channel Sales, DMRJessica Barlow, Director

603-432-2724Greg Doherty, DMR Sales Manager

310-295-4751DMR SA

Chris Costanzo773-706-8879


IT as a Weapon: Advanced Data Protection and Recovery for VMwareFalconStor Confidential for Internal and Partner Use Only

Thank You! Any Questions?

Contact usCorporate Headquarters

2 Huntington QuadrangleMelville, NY 11747

USATel: +1 631.777.5188

Support: +1 [email protected]

Asia Pacific Headquarters6F-1, No.521, Sec. 1, Wunsin Rd.

Taichung 40848Taiwan

Tel: [email protected]

European Headquarters58 Rue Pottier

78150 Le ChesnayFrance

Tel: [email protected]

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wendy m. petty vice president, north america sales

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