commercial track 3_udp licensing pricing & support made simple

EMEA

BarcelonaMay 20th – 21st

Licensing, pricing & support made simple

LD Weller – Snr. Director, Product Management

Copyright © 2014 CA. All rights reserved.

Today’s agenda

Pricing

Competitive pricing

Support

2


Industry Challenges

Gartner states: “Between 2012 and 2016, one third of organizations will change backup vendors due to frustration over cost, complexity and/or capability.”

Source: Gartner, “Magic Quadrant for Enterprise Backup/Recovery Software”, Dave Russell, Pushan Rinnen, 5 June 2013

3


Pricing & licensing made simple

4

Before Thousands of SKUs

Dozens of options

Legacy pricing

Complex choices

After 5 primary SKUs

Simplified options

Competitive

Channel-friendly

Versions Includes Licensing OptionsPer TB Per Socket Per Workstation

Standard UDP File Server Protection Basic Tape N/A

Advanced All UDP Components Basic Tape N/A

Premium All UDP Components Premium Tape (ASBU) File-level Replication

N/A

Premium Plus All UDP Components Premium Tape (ASBU) Premium HA (RHA)

N/A

Workstation UDP Windows Workstation Protection

Basic TapeN/A N/A

Per-socket prices offered for both virtual

& physical servers.


Pricing & licensing made simple

5


Migration made simple

Options / Editions Standard Advanced Premium Premium Plus Workstation

Includes Basic tape for UDP

Basic tape for UDP + imaging

app support

Premium tape + file-only replication

Premium tape + HA (RHA)

Basic tape for UDP

Managed Capacity (per

Terabyte)New New Existing Existing n/a

Per socket for physical servers or

hypervisors

Up to 6-Socket

“Essentials”

New

New

New

New

Existing

New

Existing

New

n/a

Per Workstation n/a n/a n/a n/a Existing

D2D maintenance

Fulfills Maintenance on arcserve® D2D Standard Server

Fulfills Maintenance on arcserve® D2D Advanced Server

Fulfills Maintenance

on arcserve® RPO bundle

Fulfills Maintenance on arcserve® RPO-

RTO bundle

Fulfills Maintenance on

arcserve® D2D Workstation

Applicable to VMware Essentials or Windows

SBS / Essentials Servers only

6


Competitive pricing – per terabyte

arcserve UDPPremium Plus

arcserve UDPPremium

arcserve UDP Advanced

arcserve UDPStandard

Symantec Backup Exec

CommVault

Unitrends

(street price)

(street price)

(street price) (street price)

(street price)

(street price)

(street price)

$0

$3,000

$6,000

$9,000

$12,000

$15,000

$18,000

7500 8500 9500 10500 11500 12500 13500

Sugg

este

d Li

st P

rice

Feature Score*

*Feature Score Determined by ranking individual characteristics of products by CA Employees

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Competitive pricing – per socket

arcserve UDP Premium Plus

arcserve UDP Premiumarcserve UDP

Advancedarcserve UDP

Standard

Symantec Backup Exec(2-6 cores)

Symantec Backup Exec(8+ cores)

Veeam Enterprise Plus

VeeamEnterprise

Veeam Standard

VMware Unitrends

$0.00

$1,000.00

$2,000.00

$3,000.00

$4,000.00

4500 5500 6500 7500 8500 9500 10500 11500 12500 13500

Sugg

este

d Li

st P

rice

Feature Score*


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Competitive pricing – server & socket

UDP Premium Plus(two sockets)

UDP Premium(two sockets)

UDP Advanced(two sockets)

UDP Standard(two sockets)

DoubleTake (per server)

StorageCraft (per server)

Acronis (per server)

AppAssure (per server)

Symantec Backup Exec(per server)

$0

$1,000

$2,000

$3,000

$4,000

$5,000

7500 8500 9500 10500 11500 12500 13500

Sugg

este

d Li

st P

rice

Feature Score*


9


Value: Replace per-server with per-socket

Today – Equivalent VMs and physical Near Future – Majority virtual

10

Per-socket licensing simplifies licensing, as licenses may be re-used economically, without

having to revise orders


Licensing & the console

UDP management console keeps track of the managed capacity quantity, or sockets to

be protected.

11

DISK, TAPEOR CLOUD

CENTRALIZEDMANAGEMENT

DOWNSTREAM SITE

PHYSICAL & VIRTUAL SERVERS

WINDOWSSERVERS

DATABASESERVERS

DOWNSTREAM SITE


WINDOWSSERVERS

DATABASESERVERS

DOWNSTREAM SITE


WINDOWSSERVERS

DATABASESERVERS

UPSTREAM RPS




Copyright © 2014 CA. All rights reserved. 12

Managed capacity report example


Protected Data

“Protected data” (or source data) is the data which is actively protected in a

licensed environment (Terabyte or socket)

Usually located at the production servers or backup repository

An ASBU Backup Server at the remote site needs an extra license, unless it’s only migrating UDP Recovery Points to tape


Upgrading made simple

Customers request upgrades either

through a web form, or a call to customer

care.

When customers under maintenance contact customer care to request a new license, we will fulfill them with sockets based on the type of license originally purchased (server, host, etc.)• Goal: Make the customer

whole!

Detailed SCORM training Provided


Migrating D2D r16.5 to UDP made simple

For those systems that have ARCserve D2D installed, arcserve UDP provides an in-place upgrade, which retains all of the existing D2D recovery points and configuration settings

Shortly after releasing arcserve UDP, a migration tool will be made available that enables customers to migrate their existing ARCserve D2D r16.5 CPM, HBBU and VSB settings into the arcserve UDP management console

For those customers that don’t want to use Recovery Point Server deduplication or distributed storage, arcserve UDP can be configured to use local storage in the same way as was possible with ARCserve D2D previously

A detailed FAQ and UDP knowledge base articles are available, which outline the migration process and best practices


All prices on one slide - $USD (Yay!)

MSP Prices Remaining Unchanged* No Change to Terabyte Volume Tiers in 1TB, 2-5TB, 6-15TB, 16-25TB, 26-50TB, 51-100TB, and 100+TB** 1) Sockets work both on hypervisors and physical servers

2) Per-Socket “Essentials” version offered up to six sockets for VMware Essentials & Windows SBS/Essentials Servers at 20% discount

*** Workstation Volume Tiers in packs with quantities 5, 10, 25, 50, 100, 250, and 500

Product Name SKU

Crossgrade / Upgrade

SKUMaint. SKU

Competitive Replace

SKU

USA SLP (Product + 1 Yr Maintenance)

Per TB* - ARCserve Unified Data Protection Standard EditionIncludes Limited Tape Functionality and RPS Replication $3,776.57

(one Terabyte*)

Per TB* - ARCserve Unified Data Protection Advanced EditionIncludes Limited Tape Functionality and RPS Replication $4,724.57

(one Terabyte*)

Per TB* - ARCserve Unified Data Protection Premium Edition*

Includes Complete Tape Functionality and RPS/File-level Replication $7,870.51 (one Terabyte*)

Per TB* - ARCserve Unified Data Protection Premium Plus Edition*

Includes Complete Tape Functionality and Complete RHA Functionality $13,810.51 (one Terabyte*)

Per Socket** - ARCserve Unified Data Protection Standard EditionIncludes Limited Tape Functionality and RPS Replication $595

Per Socket** - ARCserve Unified Data Protection Advanced EditionIncludes Limited Tape Functionality and RPS Replication $745

Per Socket** - ARCserve Unified Data Protection Premium EditionIncludes Complete Tape Functionality and RPS/File-level Replication $1,195

Per Socket** - ARCserve Unified Data Protection Premium Plus EditionIncludes Complete Tape Functionality and Complete RHA Functionality $1,795

Per Workstation*** - ARCserve Unified Data Protection $445.20 (five-pack***)

EMEA

BarcelonaMay 20th – 21st

Support made simple

Phil Maynard – VP Technical Sales


Customer Success

Committed to delivering world-class customer service & support, with 24x7 global access: -

Online knowledge base

Support live chat (Up 24% YOY)

Self-service support tickets

Product documentation

Certified device lists

Software compatibility

Online training

Global user community & forums

Downloads, beta’s, patches

CA arcserve Tech Insider support newsletter

Direct access to the UDP Knowledge Centre from within the UDP online help button

Support made simple

18


Support made simple

More accessible & flexible training options− Online SCORM training with accreditation certificates

− YouTube videos

− Weekly online partner training

− Customized training for MSP’s

Simplified support escalation processes− Escalation email address, alerts the regional support delivery mgrs.

− Contact a manager button

Customer experience program− Aligns sales, presales & support resources to assist customers &

partners when designing, implementing, & supporting a new solutions


Support made simple – Overall CSAT scores

APR 2012

MAY 2012

JUN 2012

JLY 2012

AUG 2012

Sep 2012

Oct 2012

Nov 2012

Dec 2012

Jan 2013

Feb 2013

Mar 2013

Apr-13

May-13

Jun-13

Jul-13

Aug-13

Sep-13

Oct-13

Nov-13

Dec-13

7.0

7.5

8.0

8.5

9.0

9.5

7.6

7.9

8.3

8.7

8.9

9.29.1

9.09.1

9.29.1 9.1

9.29.2 9.2 9.2 9.2

9.3 9.3

9.1

9.2


Support made simple – Global escalations

Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-130

2

4

6

8

10

12

14

16

12

15

910

87

45

2

Escalations - EMEA

Apr-13 May-13Jun-13 Jul-13 Aug-13Sep-13 Oct-13 Nov-13Dec-130

5

10

15

20

25

30

35

23

12 11

3

29

13

96 5

Escalations - North America

Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-1302468

1012141618

17

14

2

9

53

46

3

Escalations - AP


Support made simple – SLO & MTTR

Jun-1

2

Jul-1

2

Aug-12

Sep-1

2

Oct-1

2

Nov-12

Dec-1

2

Jan-1

3

Feb-1

3

Mar

-13

Apr-13

May

-13

Jun-1

3

Jul-1

3

Aug-13

Sep-1

3

Oct-1

3

Nov-13

Dec-1

382.0%

84.0%

86.0%

88.0%

90.0%

92.0%

94.0%

96.0%

86.3%

88.1%88.4%87.4%

89.4%89.8%89.5%90.4%90.3%

89.0%88.4%

86.4%

90.4%91.0%90.7%

94.1%94.2%93.6%93.3%

SLO

Jun-1

2

Jul-1

2

Aug-12

Sep-1

2

Oct-1

2

Nov-12

Dec-1

2

Jan-1

3

Feb-1

3

Mar

-13

Apr-13

May

-13

Jun-1

3

Jul-1

3

Aug-13

Sep-1

3

Oct-1

3

Nov-13

Dec-1

35.0

5.5

6.0

6.5

7.0

7.5

8.07.6

7.4

7.0

7.57.3

7.57.8

7.3

6.8 6.8

6.4 6.36.0

5.7 5.85.7

5.95.7

6.8

MTTR(days)


Support made simple – Highlights

Key highlights for FY14*

24% YOY increase in chat volume20%: YOY decrease in MTTR11%: YOY decrease in backlog203%: YOY increase in KB views - over 2 millions views

AP: 8.6 highest customer satisfaction star survey results in 5 years

EMEA: 8.7 star survey results up from 7.97 in FY13Response rate improved from 10% to 15%

NA: 8.9 highest star survey results ever83% reduction in issues over 90 days/ 100% issue reduction for issues over 180 daysOverall L1 backlog reduced by 28%

arcserve® support

*Until December 2013


Summary

All prices now fit on a single slide! UDP is competitively priced

Thousands of SKU’s have been reduced to 5 primary SKU’s

Dozens of options reduced have been reduced to a few options

UDP centralized license manager

Now open self-service support tickets Online chat makes it easier & faster than

ever to contact support & resolve issue Knowledge base provides fast answers to

most problems & reduces resolution times

We’re working hard to make it simple!

24

Legal

Copyright © 2014 CA. All rights reserved. Microsoft, Windows, Windows Azure, Windows Server,

Hyper-V, Active Directory, SQL Server, and SharePoint are registered trademarks or trademarks of

Microsoft Corporation in the United States and/or other countries. UNIX is a registered trademark of

the Open Group in the United States and other countries. Linux® is the registered trademark of Linus

Torvalds in the U.S. and other countries. All other trademarks, trade names, service marks and logos

referenced herein belong to their respective companies.

THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA Technologies

assumes no responsibility for the accuracy or completeness of the information. TO THE EXTENT

PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIES PROVIDES THIS DOCUMENT “AS IS”

WITHOUT WARRANTY OF ANY KIND, INCLUDING, WITHOUT LIMITATION, ANY IMPLIED

WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR

NONINFRINGEMENT. In no event will CA Technologies be liable for any loss or damage, direct or

indirect, in connection with this presentation, including, without limitation, lost profits, lost investment,

business interruption, goodwill, or lost data, even if CA Technologies is expressly advised of the

possibility of such damages.


commercial track 3_udp licensing pricing & support made simple

Technology

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arcserve udp

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