Transcript File Server Suite

CA ARCserve and
CA XOsoft
Simplified Pricing
Program
October 2007
Current ARCserve License Model
 Sold per backup server

Base product
MSRP
795 €
 Basic Options and agents according to customer needs

Open File Agent
MSRP
815 €

Disaster Recovery Option
MSRP
713 €

Tape Library Option
MSRP 1.020 €

Client Agent for Windows
MSRP

Exchange Agent
MSRP 1.020 €
257 €
 Complex Options and agents to sell to customers

Disk Staging Option
MSRP
508 €

Enterprise Module
MSRP 4.335 €

Exchange Premium Add-on
MSRP 1.021 €
Euro MSRP Price. Maintenance not included.
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New Simplified Pricing Packages
(Available October 1st 2007)
 4 simple suite packages
Name
Descriptor
CA ARCserve Backup File Server Suite
MSRP
725,04 €*
CA ARCserve Backup e-Mail Suite
1.363,44 €*
CA ARCserve Backup Database Suite
1.363,44 €*
CA ARCserve Backup Application Suite
1.363,44 €*
Available 1 and 3 years enterprise and value maintenance,
OLP, MLP and GLP
Easy to quote and sell!!!
* EURO MSRP Price. Maintenance not included.
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File Server Suite
(MSRP €725)
File Server Suite
• Base
• Disaster Recovery Option
• Tape Library Option
• SAN Option
• Tape RAID Option
• Optical Library Option
• Enterprise Option for Open VMS
• Enterprise Option for AS/400
• Client Agent for UNIX
• Client Agent for Windows
• Client Agent for MAC OS X
• Client Agent for NetWare
• Client Agent for Linux
• Disk Staging Option
• NDMP NAS Option
• Agent for Open Files on Windows &
NetWare
• Client for VSS software Snap-Shot
• Serverless Backup Option
• Image Option
• Enterprise Module
• Enterprise Option for StorageTek
ACSLS
• Enterprise Option for IBM 3494
• Enterprise Option for VSS Hardware
Snap-Shot
• Enterprise Option for Microsoft SQL
Using HDS and HP-XP Snap-Shot
Everything included for one low price!!!
4
e-Mail Server Suite
(MSRP €1.363,00 )
File Server Suite
+
Exchange Agent
Exchange Premium add-on
Lotus Notes Agent
5
Database Server Suite
(MSRP €1.363,00 )
File Server Suite
+
Oracle Agent
Informix Agent
SQL Agent
Ingres Agent
Sybase Agent
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Application Server Suite
(MSRP €1.363,00 )
File Server Suite
+
SAP Agent
Sharepoint Agent
DPM Agent
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Traditional Pricing
5 Server Typical Configuration
Solution Components
Ethernet
1 CA ARCserve Backup
Backup to Disk
3 Open File Agents
1 Disaster Recovery Option
4 Server clients
Tape Library
1 Agent for Microsoft SQL
1 Agent for Microsoft
Exchange
1 Agent for Exchange
Premium add-on
1 Tape Library Option
1 Disk Staging Option
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Microsoft SQL
Server
Microsoft
Exchange Server
Simplified Pricing
5 Server Typical Configuration
Solution Components
Ethernet
3 CA ARCserve Backup File
Server Suite
Backup to Disk
1 CA ARCserve Backup
Database Server Suite
Tape Library
1 CA ARCserve Backup
e-Mail Server Suite
Microsoft SQL
Server
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Microsoft
Exchange Server
Virtual Environments
> Suites sold per VM
instance
Virtual Sessions
> Same rules from non VM
environments for
Application , e-Mail and
Database servers
Solution Components
3 CA ARCserve Backup File
Server Suite
Microsoft SQL
Server
Microsoft
Exchange Server
1 CA ARCserve Backup
Database Server Suite
1 CA ARCserve Backup
e-Mail Server Suite
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VM Server
Competitive Upgrades
> Competitive Upgrades are per e-mail, application, database and file
server user have with competitive product.
(Only sold with maintenance)
> Same questions for competitive upgrade

How many servers you want to upgrade?

How many of them are application servers?

How many of them are e-Mail servers?

How many of them are Database servers?
> 4 SKUs for competitive upgrade
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
From any competitors backup server or client agent to File Server Suite

From any application Server to Application Server Suite

From any Database Server to Database Server Suite

From any e-Mail Server to e-Mail Server Suite



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Handling Objections
How many Licenses do I need to install?

Just one, the license key opens all options and agents for that particular server
(the Customer will receive new CD Sets!)
I don’t need all of these options in my server, why I should pay for them?

The cost of the suite is less than the cost of two options or two agents and you are licensed to install over
€40,000 worth of technology to meet your data protection needs. You can also change your storage
technology and backup model at anytime on the currently licensed servers without having to buy more
backup licenses.
I am a current user of ARCserve and I just want to add one more server in to my backup
environment, do I have to buy a suite?

Customers who are on the traditional backup licensing model can buy more licenses using the traditional
licensing model.
Do I have to update all my current ARCserve servers to use the new suites?

No, customers who are adding more servers to their current r11.5 don’t need to upgrade their other
servers, it’s the same product as the traditional pricing but easy to buy.
Do the suites have less functionality than the traditional pricing product?

No, the product is the same and has all the functions and features included. It’s just enhanced to simplify
and ease the buying and licensing process
Is the “Simplified Pricing” Model available for all Operating Systems?

12
Customer who don’t use Windows for their Backup Servers still needs to buy through the traditional
Licensing
Upgrades to the simplified pricing
> There are no upgrades from current ARCserve users to the
simplified pricing model
 Current r11.5 customers
– Product is the same so no need to upgrade current r11.5
installations
– They can add new servers using the simplified pricing model
 Customers with Previous versions of ARCserve (v9, r11,
r11.1)
– No upgrades from older versions to the new simplified
pricing
– Customers can use regular upgrade SKUs for their
environments or upgrade for free if they have current
maintenance
– They can add new servers using the simplified pricing model
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Is It Recommended for Everyone?
 Recommended

New customers

Current customers who need to add more servers in their
environment

Current customers who need to implement high end options and
agents
X Not Recommended

Current customers who only need to add one client server or one
application
– Traditional pricing is recommended

Customers Backing up with Non Windows Back up Severs
– Traditional pricing is recommended
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Rules to consider
 No mix and match between traditional pricing and simplified
pricing on new deals
 There are no client agents, everything is included in each of the
suites
 Competitive upgrades are available for customers who are
thinking about changing their backup solution
 Sold only with maintenance (1 or 3 Years Value or Enterprise
Maintenance)
 No upgrades from traditional to simplified pricing
 Same cost for virtual instances
 Customers will receive new Media Kits!
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Simplified Pricing
Program for CA
XOsoft
New Simplified Pricing Model
> Reduce the number of SKUs from Hundreds to only 8 per product

WANSync/WANSyncHA File Server Virtual Machine

WANSync/WANSyncHA File Server Active Cluster Node

WANSync/WANSyncHA File Server Standard OS

WANSync/WANSyncHA File Server Enterprise OS

WANSync/WANSyncHA for Applications Virtual Machine

WANSync/WANSyncHA for Applications Active Cluster Node

WANSync/WANSyncHA for Applications Standard OS

WANSync/WANSyncHA for Applications Enterprise OS
> Assured Recovery is now a separate Option (one license per server
protected is required ) (2xHA=2xAR)
> Upgrades From WANSync to WANSyncHA and Standard OS to
Enterprise OS
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New Pricing (Per Server Instance)
Disaster Recovery
MSRP EURO
WANSync File Server Virtual Machine
1.459 €
WANSync File Server Active Cluster Node
1.824 €
WANSync File Server Standard OS
1.915 €
WANSync File Server Enterprise OS
2.918 €
WANSync for Applications Virtual Machine
1,459 €
WANSync for Applications Active Cluster Node
2,554 €
WANSync for Applications Standard OS
2.918 €
WANSync for Applications Enterprise OS
4.378 €
High Availability
WANSyncHA File Server Virtual Machine
1,824 €
WANSyncHA File Server Active Cluster Node
2.736 €
WANSyncHA File Server Standard OS
2,918 €
WANSyncHA File Server Enterprise OS
4,195 €
WANSyncHA for Applications Virtual Machine
2,736 €
WANSyncHA for Applications Active Cluster Node
3,283 €
WANSyncHA for Applications Standard OS
4,195 €
WANSyncHA for Applications Enterprise OS
6,566 €
WANSync to WANSyncHA & Standard to Enterprise OS upgrade SKUs Available
Option for Assured Recovery – per server
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price delta €
1,459 €
What Is Included?
> File Server Includes one License of WANSync
(Replication) or WANSyncHA (Replication & Failover)
> Application Server Includes one License of WANSync
(Replication) or WANSyncHA (Replication & Failover) plus
support for one instance of any of the following:
 Exchange (Standard or Enterprise)
 SQL (Standard or Enterprise)
 Oracle
 IIS (Standard or Web Edition)
> Assured Recovery is the same for the File Server or the
Application Server
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Current Pricing Quote Example
(Select The Correct Answer)
Production
Microsoft
Exchange Server
WAN/LAN
•Windows 2003 Standard
•Exchange Standard Edition
•DR testing required
DR site
Microsoft
Exchange Server
A. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server
B. 2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with
Assured Recovery
C. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery
Standard Server
D. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with
Assured Recovery
What’s the correct answer?
20
New Simplified Pricing Quote Example
(Same Scenario)
Production
Microsoft
Exchange Server
WAN/LAN
•Windows 2003 Standard
•Exchange Standard Edition
•DR testing required
DR site
Microsoft
Exchange Server
A. 2 CA XOsoft WANSyncHA r4 File Server Enterprise OS
B. 2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option
C. 2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option
D. 2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option
What’s the correct answer?
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Questions to ask
> Do you need replication only or replication with Failover capabilities?

WANSync vs WANSync HA
> How many servers do you need to protect?

You need a the same license level on the primary and replica servers
> What operating system are you currently using?

Windows Standard

Windows Enterprise

Windows Cluster (active)

Virtual Machine Environment
> Do you need application replication or failover?

Exchange, SQL, Oracle, IIS
> Would you like to be able to test your DR plan during business hours and
without disrupting your protection service levels?

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Assured Recovery Option for each server (master and replica server)
Rules To Consider
> XOsoft is a Channel product only

No Direct sales to fight with channel

Huge opportunity for partners
> Sold per server
> Sold only with maintenance (1 or 3 Years Value or Enterprise
Maintenance)
> In virtual environments same cost for the first and subsequent
virtual instances
> Assured Recovery Option sold per server (minimum 2 per
environment)
> WANSync for UNIX and Linux, Enterprise Rewinder and
WANsyncCD remain the same (no new SKUs)
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