CLOUD SOLUTIONS

GROUP OVERVIEW

CLOUD COMPUTING TRENDS

Online Backup & Cloud Archive Market to Reach $1.4B by 2016E

Market Share

(2016E)1:

• 52% IaaS

• 27% PaaS

• 21% SaaS

Infrastructure

(Online backup &

archive: $1.4B

@ 20% CAGR2)

1451 Group: Cloud Computing Report, April 20132451 Group: Backup to the Future, April 2014

CLOUD DATA PROTECTION70% are currently or planning to use cloud-based data protection services

Enterprise Strategy Group: Data Protection-as-a-service (DPaaS) Trends, September 2013

COMMVAULTSERVICE

PROVIDERS

OEMsGSIs

ITOs

VARs

360O VIEW OF CUSTOMER

CAPEX

model

OPEX

as-a-Service model

Customer

owned/operated:

• Direct from

CommVault

• Embedded in

OEM storage

• Bundled into

VAR solution

Provider

managed:

• Contract with

Service Provider

• IT outsourcing

through GSI/ITO

• Included in VAR

quoted solution

COMMVAULT: CLOUD SOLUTIONS GROUP

• Investments in

cloud domain

expertise

• Best-in-industry

support services

• Innovative

software

development

• Business model led

engagements

• TTM with pre-defined

building blocks and

service catalogs

• Enablement through

Service Provider

program

• Single management platform that improves staff productivity

• Run the same workloads for half the infrastructure as leading alternative

• Easily add revenue streams based on existing software platform

• Integrated with expansive cloud partner ecosystem of cloud storage,

platforms, and applications

INDUSTRY LEADERSHIP

Source: The Forrester WaveTM: Enterprise Backup and Recovery Software, Q2 2013,

by Rachel Dines with Stephanie Balaouras, Jessica McKee

The Forrester Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are

trademarks of Forrester Research, Inc. The Forrester Wave is a graphical representation of

Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores,

weightings, and comments. Forrester does not endorse any vendor, product, or service depicted

in the Forrester Wave. Information is based on best available resources. Opinions reflect

judgment at the time and are subject to change.

A Leader: 2014 Gartner Magic Quadrant for Enterprise Backup Software & Integrated Appliances

A Leader: The Forrester Wave: Enterprise Backup and Recovery Software, Q2 2013

© 2013 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its

affiliates. For more information, e-mail info@gartner.com or visit gartner.com. Used with permission.

Source: Magic Quadrant for Enterprise Backup Software and Integrated Appliances; by

David Russell, Pushan Rinnen; June 9, 2014

This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be

evaluated in the context of the entire report. The Magic Quadrant is a graphical representation of a marketplace at

and for a specific time period. It depicts Gartner’s analysis of how certain vendors measure against criteria for that

marketplace, as defined by Gartner.This graphic was published by Gartner, Inc. as part of a larger research

document and should be evaluated in the context of the entire document. The Gartner document is available upon

request from CommVault Systems. Gartner does not endorse any vendor, product or service depicted in its

research publications, and does not advise technology users to select only those vendors with the highest ratings.

Gartner research publications consist of the opinions of Gartner's research organization and should not be

construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this

research, including any warranties of merchantability or fitness for a particular purpose.

A SINGLE PLATFORM APPROACH

Backup as a Service

End Point (Edge)

Server / VM

Applications

DR as a Service

Archive as a Service

File Systems

Applications

Compliance

eDiscovery as a Service

GLOBAL NETWORK200+ certified partners worldwide

CommVault Simpana software is

one of our most important toolsets,

enhancing our ability to manage

petabytes of data across a shared,

multi-tenant environment, efficiently

and cost effectively.

Robyn Cockayne

General Manager

Data management is a critical part

of our increasing cloud business

and we see CommVault in a pivotal

role now and in the future.

Herman Ramacher

CEO

We chose to partner with

CommVault because from a support

perspective, like us, they are a

leading edge company who is

innovative, dynamic and responsive.

Darryl Swann

Executive Director

Many technology vendors have seen

the writing on the wall in the shift of IT

spend and have stood up Service

Provider programs. However

CommVault stands apart in taking

action and bringing resources to bear

to build truly effective programs.

Ken Seitz

Director Product Strategy

Leveraging the single software

platform approach, enablement, and

consultative engagement model

CommVault provides will further

enhance our Enterprise Backup

solution.

Darrell Hyde

CTO

We back up approximately 66

petabytes of customer data per

month using Simpana software and

CommVault has become a trusted

advisor.

Tim Symchych

Senior Director Strategic Sourcing

Up to 2X

Faster

Backup & Archive

Up to 50%

Less Time

Managing Operations

Up to 50%

Increased

Productivity

ENABLING CLOUD SERVICE MODELS

• Single console

management

• Advanced workflow

automation

• Reporting & analytics

• Support that leads the

industry

• Centralized data

repository

• Web portal & API to

enable self-service

• Vertical viewers for

Legal, Healthcare

• VM integrations to

support cloud-scale

• Snapshot integrations

support 95% of storage

hardware market

• OnePass approach to

backup and archive

MARKET DEFINED APPROACH

StorageCustomer

Managed

Co -

Managed

Provider

Managed

Unmanaged Fully Managed

Fu

nctio

nalit

y

Providers are expanding feature set

to meet range of customer needs

Alignment of target market to

solution design is critical

c

New Routes

to Market

Roadmap

Development

NEXT STEPS

Let’s get started on delivering more profit and revenue together:

PARTNERADVANTAGE

PROGRAM

SP EDITION

PARTNER STRATEGY

A Balanced Approach and Multi-Channel Mix

Eco-Partners — ISV and Technology Partners

Present and Preferred in every route

… with Partners invested in CommVault

VARs & VelocityDirect SPs / Cloud OEMs Global Partners

“Build selective Partner volume – not volumes of Partners”

PROGRAM MISSION AND OBJECTIVES

14

Mission:

Define, develop, and manage

a consistent Cloud/Service Provider program

to enable value creation for our Partners

Objectives:

• Strategic, Continuous Improvements in competitive pricing models, tier based

benefits, enablement frameworks, rewards/incentives, certifications, and more

• Operational Enhancements to deliver a scalable, repeatable program that can be

easily adopted by partners

• Support & Consulting Services to help partners maximize the value of cloud

solutions powered by CommVault

• Shared Risks/Rewards framework for delivering great CommVault experience to

drive strong growth with Cloud/SP customers

Partner tools & portalsBusiness performance goals

Rebates based on volume

& multi-product portfolio

Mind share & Demand Gen Marketing support and MDF

Sales & technical certificationsDiscounts based on tiers

and minimum commitments

IncentivesInvestments

Multi-product offerings &

Service innovation

SERVICE PROVIDER

INVESTMENTS & INCENTIVES

Program Requirements Authorized Silver Gold Platinum

Completed SP Application Yes Yes Yes Yes

Executed Agreement Yes Yes Yes Yes

Ramp Period 30 Days 90 Days 90 Days 120 Days

Monthly Minimum Fee USD 2,000 USD 10,000 USD 25,000 USD 50,000

CommVault Certified Professionals 2 3 4 6

CommVault SP Sales Specialists++ 1 2 4 6

Lab Capability N/A Preferred Mandatory Mandatory

Business Review/Forecast N/A Quarterly Quarterly Quarterly

Program Champion at SP N/A Mandatory Mandatory Mandatory

Case Studies As Available 1 Annually 2 Annually 2 Annually

Powered by CommVault Logo++ Not Applicable Yes Yes Yes

++ Available in CommVault Fiscal Year 2015 1st Half

PROGRAM REQUIREMENTS

17

Program Benefit Authorized Silver Gold Platinum

Access to Partner Portal • • • •

Access to Maintenance Advantage • • • •

NFR Licenses • • • •

Service Provider Assessments • • • •

Volume Rebate • • • •

Marketing Collateral for Co-branding • • •

Listing on CommVault Website • • •

Discounts on Product Pricing • • •

Access to Advanced Enablement Assets • • •

MDF for Joint Marketing Activities • • •

Discounted Professional Services • • •

Partner Council (by invitation only) • •

Product Launch • •

Multi-Product Rebate •

Access to Product Management •

PROGRAM BENEFITS

SERVICE OFFERINGS

POWERED BY

COMMVAULT

Provider Premises: Backup as a ServiceBackup of Customer infrastructure residing in the Service Provider’s Cloud

Management

Base: 818 Existing CommVault Customer’s who are leveraging Public Cloud Services

Source: 2014 TechValidate Survey of CommVault Customers

www.techvalidate.com/product-research/commvault-simpana

16%

13%

13%

Service Provider

6%

Enterprise Application Adoption in the Cloud:

Driving Enterprise Data Protection Requirements

Customer

Premises

Hybrid: Backup as a ServiceBackup to the Service Provider Cloud

Management

Customer

Premises

Mobile

Users

Service Provider

Customer

Premises

Customer to Provider: DR as a ServiceDR as a Service from the customer premises with recovery to the

Provider

Management

Service Provider

Customer

Premises

Cloud Storage

Provider/Cloud to Cloud: DR as a ServiceRecoveries in a 3rd Party Provider (such a AWS or Microsoft Azure)

Service Provider

Management

Virtual Machines

c

Archive as a Service: Upsell Opportunity

Customer

Premises

Management

Service Provider

Long term retention of data from Customer premises or in Service Provider cloud

MARKETING

AIRCOVER &

DEMAND GENERATION

InnerVault – Single Source for all Partner Content

PARTNER PORTAL

• New technology platform

that promotes ease of use /

access

• New navigation capabilities

• Refreshed content (e.g.,

program guide, training,

accreditation, deal

registration, etc.)

• Service Provider specific

partner page, with new

content added ongoing

26

Reaches end-customers

through CommVault

marketing campaigns

Builds awareness with

CommVault sales force and

customer base

Helps us embed end-

customer case studies into

campaign kits for you

Resources available from

CommVault to assist in

writing/development

CASE STUDIES

CommVault Enables Network of 200+ Service Providers Globally

to Deliver Cloud Data Protection

PR/SOCIAL MEDIA

28

Pre-packaged campaign kit:

1. Email to SP Partner

introducing the campaign

value-add

2. eDM to customer, linking to

campaign landing page

3. eDM reminder to customer,

linking to landing page

Partner customizes with:

• Logo

• Collateral

• Target list (2K+ contacts)

Start generating leads that you

own in <30 minutes!

DEMAND GENERATION TOOLS

Lead-gen campaign for Service Providers

THANK YOU

APPENDIX

(BACKUP)

BEST-OF-BREED SOLUTON

Legacy providers

+ Proven solutions

− Multiple point products

− Infrastructure intensive

− Competitor to Service Providers

Niche players

+ Simpler to manage

+ Service Provider enablement

− Limited feature set

− Limited scalability

+ Recognized industry leader

+ Single platform for “all things data”

+ Powering efficient cloud infrastructures

+ Proven at cloud scale

Enterprise

Applications

Cloud

Storage

OS & Hypervisor

Platforms

Vertical

Applications

•MS Exchange

•MS SharePoint

•MS SQL Server

•Oracle

•Oracle RAC

•Oracle ASM

•Oracle Data Guard

•SAP Oracle

•SAP MaxDB

•SAP HANA (new)

•IBM DB2

•IBM Lotus Notes

CLOUD PARTNER ECOSYSTEM

• Account Exec

• Sales Engineer

• Cloud Specialist

• Service offerings

• Target markets

• Use cases

• Delivery models

Discover Define Design ExecuteLaunch

& Ramp

• Account Exec

• Sales Engineer

• Cloud Specialist

• Cloud Architect

• Prof. Services

• Business case

• Service definition

• Service design

• Proof of Concept

• Account Exec

• Sales Engineer

• Cloud Specialist

• Pricing

• Contractual terms

• Account Exec

• Sales Engineer

• Cloud Specialist

• Cloud Architect

• Prof. Services

• Implementation &

integration

• Documentation &

hand over

• Training

• Marketing plan

• Account Exec

• Sales Engineer

• Cloud Specialist

• Programs

• Marketing

• Launch activities

• Training

• Demand-gen

• Well checks

• QBRs

OWNERS

ACTIVITIES

CSG ENGAGEMENT MODEL