Thank you to all of our official resellers who attended our roadshow. This is the presentation from the roadshow for your reference about how CommVault and STORServer have come together to provide a superior data backup appliance solution.
3. STORServer
Founded in 1995
Privately held corporation based out
of Colorado Springs, CO
Best in class alliances
CommVault
IBM
VMWare
Our Partners
Leading provider of proven data
backup solutions
STORServer solves backup, archive and
disaster recovery problems
once and for all.
4. #1 in the industry
STORServer receives the top
spot in DCIG buyers guide in
2012 and again in 2014
1. STORServer EBA2202-CV
2. STORServer EBA1202-CV
4. STORServer EBA801-CV
CommVault Backup Appliances took 3 of the
top 4 positions in the 2014-15 Buyer’s Guide!
5. Partner Success
Your success is our success!
STORServer Sales Go Through
Authorized Partners
Appliances, Renewals, Upgrades
Excellent Partner Margins
Partner Portal
Lead Registration
6. The STORServer Vision
Solve our customers backup problems
once and for all.
Automate all tedious, manual data
protection management functions.
Simplify backup management
Lower Total Cost of Ownership
Install in minutes
Begin backups immediately
Complete implementation in a few days
Only minutes to manage each day
7. What is STORServer?
• Tailored to YOUR clients
needs
• Built to relieve data recovery
pain
• With Proven Total Cost of
Ownership (TCO)
• Offered with tested
scalability (CommVault and
Hardware certified)
• Rule of One
– One cost
– One solution
– One implementation
– One support org
– One appliance
– One administrator
– One interface
– One sales person
– One Meeting
The #1 appliance provider of enterprise data protection:
8. Enterprise Backup Appliance Features
30-day money back guarantee
One warranty for everything
One source for support
Support options that cover the
entire appliance: 8x5, 24x7 and
full system monitoring available
Quickly scales as
business grows.
9. What’s inside our solution?
• What is a Backup
Appliance
– Hardware
• Server
• Storage
• Connectivity
– Software
• CommVault Simpana 10
– MORE
• Installation
• Configuration
• Easy to use user
• One stop Support
EVERYTHING
10. What we provide your clients business
• The best Data Protection solution in the
industry
• Full solution with 30 day money back guarantee
• Cost of Solution Low with High ROI
• As you Scale, we Scale with you
• Only buy what you need, when you need it
• Peace of mind - Set it and Forget it
• Frees up headcount to focus on new items and
not tie them up in data protection infrastructure
issues
11. STORServer Provides
Complementing Market Leading Capabilities of Software
• Modern Data Protection
• Archive & Compliance
• Disaster Recovery
• Operations Optimization
SOFTWARE
• CommVault Simpana®
Software
STORServer
Solution
Consulting
Services
Software
HardwareSupport
Services
Data Protection Solutions
HARDWARE
• IBM M4® xSeries
• IBM LTO® Tape Libraries
SERVICES
• 24x7 best in class
• Dedicated, on shore
12. Appliance Lines
STORServer Enterprise Backup Appliance
The full-fledged flagship appliance
for mid-market to enterprise
STORServer Backup Appliance
Entry Level Backup Appliance for your
Office or Datacenter
STORServer Hybrid Appliance
Installable software stack for small to enterprise
STORServer expansion systems
easy to expand media servers (LG/SM)
Cloud solutions – Disaster Recovery, complete data protection, replication
13. Choose Your STORServer Appliance
Choose a model based on
your daily throughput and
Front End TB needs (FET).
Buy only one appliance for
sites up to 60 TB of FET.
10-20–40–60 TB Options
Add low-cost, high-capacity
disk for low-cost storage.
Add tape for additional, even
lower-cost storage and for off-
site disaster recovery data.
0
2
4
1
3
5
System x3650
System Storage
Alternatively, eliminate tape
and replicate to another
STORServer at your
designated DR facility
0
2
4
1
3
5
System x3650
14. Turn The Dial & Change Your Storage
For Single, Stand Alone Appliance
environments, effortlessly change the
makeup of your STORServer
Mix and match disk and tape as your
business requirements change or budget
allows
– Small Dollars = Small Disk Large Tape
– Medium Dollars = Medium Disk Medium Tape
– Large Dollars = Large Disk Small Tape
System x3650 M2
1 2
3 4
0 1 2 3 4 5 6 7 8 9 10 11
System Storage
System Storage
System Storage
System Storage
System Storage
System Storage
15. Expand Your STORServer Appliance
Have more than 60 TB?
Grow with Expansion Systems
and distribute media with
centralized control.
Add small or larger
Expansions. As many as you
need – Distribute and stay
centralized.
Add tape or disk to any
Expansion System.
0
2
4
1
3
5
System x3650
System Storage
Or, add an Expansion
System for Content
Indexing, large
Archiving, Edge control of
laptops and mobile
users, and more ...
0
2
4
1
3
5
System x3650
16. Professional Services Included
Includes all Professional
Services in this price!!
Look at what we include in the following
prices:
• Integration between Simpana 10 and
the Appliance
• Connectivity and configuration
between the Appliance Server,
Expansion Systems, and the
STORServer-purchase disk or tape
library storage
• Integration charges for customer
storage added to quotes
• Implementation at the customer site
for rolling out the software into the
environment
17. Diagnostic Support Added in Quote
Diagnostic support finds
problems and fixes them
Improve the Customer Experience
No more finger-pointing:
• Determine the cause of customer issues
• Identify the path to fix the problem
• Fix the problem
• Provide a workaround to keep the
customer running during lengthy
problem solving
• includes everything sold in the
appliance:
• Server – connectivity
• Storage – data paths
• Simpana – at the client and the
appliance
• Performance and reliability
18. Data Flow Mechanics – STORServer
Clients
STORServer Appliance acts
as the ComServ
In a StandAlone Appliance all
Simpana components are in one
appliance server.
Expansion Systems as
the MediaAgents,
Search Servers, etc.,
expand the CommCell
beyond the Appliance
In larger deployments,
then, put some
components on Expansion
System Servers
=
STORServer Appliance
Expansion System
Full STORServer
Implementation acts
as a CommCell
All Simpana Deployed
in the Environment
Under one
CommCell, or one
“Appliance”
19. Appliance Expanded Configurations
Expansion System
as Media Agent
Expansion Systems
as Archive Server
Expansion Systems
as Edge Server
Expansion Systems
as Content Server
Clients
20. Data Gathering for Sizing/Qualifying
• Use the SOLUTION WIZARD
– Brings up all the issues
– Buyers get specific
• Download the worksheet
– Sets up communication
– Produces an agreement
• Customer declares information
• Parameters define estimates
– Establishes qualifiers:
• Appliance vision
• Readiness – customer engages
• Budget & Dollars will follow
21. Quote Tool
• Basic appliance sizing
– Daily Change Rate
• Consider this as “max” throughput for a
single appliance.
– Total amount of Front-End Licensing
• 5 – 10 – 20 – 40 – 60 Tbytes is the practical limit of
FET data managed per appliance
– Capacity Approach
Full methodology
Tiers
Add Archive
Breadth of platforms/applications
Content Search
Special attention to laptop users
22. Tech Review Process
Before requesting a
“Tech Review,” be
sure to enter “Quote
Categories” and
“Support Options.”
Required data: “Quote
Categories” and
“Support Options.”
23. Why STORServer - Total Package
• Total solution
– Hardware, software, support
• Appliance comes preconfigured, preinstalled
– Up and running and in steady state in days not
weeks or months
– We do all the planning and prep work
• One stop for help, support and training
– No finger-pointing between vendors (hardware
and software)
24. Next Steps
Become authorized business partner
Identify target customers
Develop marketing strategy
Webinar
CommVault Appliance Focused
Event
Engage STORServer Sales
Your success is our success!
DCIG Releases Inaugural DCIG 2012 Backup Appliance Buyer's GuideThis month DCIG is pleased to announce the release of its inaugural DCIG 2012 Backup Appliance Buyer's Guide that weights, scores and ranks over 80 features on more than 60 different backup appliances from 13 different storage providers. This Buyer's Guide addresses the growing demand that organizations of all sizes have for purpose built backup appliances that are specifically designed and tuned to protect consolidated physical and virtual IT infrastructures.Backup appliances provide organizations the "silver bullet" that many seek in the form of a bundled data protection solution. This solution, when appropriately chosen, enables them to quickly, easily and confidently implement it so they may then proceed to bringing and keeping backup and recovery in their environment under control.Equally important, backup appliances should negate the need of IT administrators having to become experts in backup software and its underlying hardware. Now their buying decision becomes theoretically as easy as looking up what backup appliance solutions are available and then picking one that best matches their particular needs.This DCIG 2012 Backup Appliance Buyer's Guide should help organizations quickly ascertain what backup appliances are on the market, what features they possess and then expedite their decision making and buying process.The DCIG 2012 Backup Appliance top ten products include (in alphabetical order): RackTop EBR-FE, Symantec NetBackup 5220 Backup Appliance, Symantec Backup Exec 3600 Appliance, STORServer Enterprise Backup Appliance 800, 1100, 2100 and 3100, and Unitrends Recovery-822, 823 and 833.One new aspect of this Buyer's Guide is that DCIG introduced a new ranking of "Enterprise." In addition to its usually high mark of "Recommended," DCIG chose to highlight how the STORServer EBA 3100 clearly stood out above and beyond other competitive offerings. Products also noted as Recommended include: Symantec NetBackup 5220 Backup Appliance and the STORServer EBA 2100, 1100 and 800 models.The DCIG 2012 Backup Appliance Buyer's Guide is available immediately and may be downloaded for no charge by registering at: http://www.backupapplianceguide.com
TSM EBA only
The bullets on the right hand side are the four areas we focus on.We are ‘announcing’ three new offerings at launch:Consulting ServicesProfessional ServicesNew tier of enterprise supportSpecifically, here are the new offerings:Architecture Design & ImplementationDisaster Recovery Readiness Design & ImplementationData Classification & Archive Design & ImplementationCloud Infrastructure Design & ImplementationMore background:We have a suite of services to help you address modernizing Data & Info Management EnvironmentBegin with Consulting which is executive level of advice and guidance. Then you need design & implementation. Professional Services detail design, deployment, install, remote monitoring of SimpanaRobust Support – 94% satisfaction ratingEducation to help you get the most out of it.ConsultingExecutive level advice and guidance, 10,000’ viewMore of a business angle to itTend to be vendor agnosticAny hardware, configurationProfessional servicesThis is next step down. Detailed design and implementation activitiesSimpana orientedIT organizations are strapped, and can use help. Installation, upgrade for example. We augment.Also launching a new level of proactive supportEnterprise Support – we try to predict when issues will happen (this costs more) it is between standard/premium support
Build SlideReview core components of a CommCellDiscuss data flow, architecture, and mechanicsSample Narrative:To provide a frame of reference, let’s quickly review the data flow within a Simpana 10 environment. At the heart of every Simpana environment, we have the CommServe. This server serves as the central point of administration, the central point of disaster recovery, and the orchestrator of all events that occur within the CommVault environment. It hosts a very small database that it self-protects on regular intervals. This database is the one thing that needs to be recovered to bring your CommVault environment back online in a disaster scenario.Next, we have client machines. These are the machines that exist within the customer's environment that need to be protected, archived, replicated, or reported on. During a data management operation, they create data streams which gets sent to the next layer of CommVault infrastructure.Media Agents are a scalable layer of the CommVault infrastructure that are responsible for the protection and recovery of data to and from client machines. Ultimately, in CommVault terminology, they are the gatekeepers between the data streams and the content store. They participate in the split index methodology by maintaining a cache of job index data and also by committing that index data to the job data sent to the content store.Although we've touched on briefly, the content store is where the protected or managed data goes. Conceptually, ContentStore combines our indexing technologies and data packaging technologies with back-end storage targets to provide a virtualized storage layer from which data can be recovered or directly accessed. The content store can include both NAS and SAN disk, cloud storage, tape and other forms of removable media. Finally, the search servers, also known as Content Indexing Nodes, allow us a deeper view into our protected data. Once data is protected, search servers provide fulltext indexes of over 300 supported file types including indexes of metadata to files as well. Users can search against these indexes to find and retrieve information without needing to know the exact file or location where the data resided.
Build SlideReview core components of a CommCellDiscuss data flow, architecture, and mechanicsSample Narrative:To provide a frame of reference, let’s quickly review the data flow within a Simpana 10 environment. At the heart of every Simpana environment, we have the CommServe. This server serves as the central point of administration, the central point of disaster recovery, and the orchestrator of all events that occur within the CommVault environment. It hosts a very small database that it self-protects on regular intervals. This database is the one thing that needs to be recovered to bring your CommVault environment back online in a disaster scenario.Next, we have client machines. These are the machines that exist within the customer's environment that need to be protected, archived, replicated, or reported on. During a data management operation, they create data streams which gets sent to the next layer of CommVault infrastructure.Media Agents are a scalable layer of the CommVault infrastructure that are responsible for the protection and recovery of data to and from client machines. Ultimately, in CommVault terminology, they are the gatekeepers between the data streams and the content store. They participate in the split index methodology by maintaining a cache of job index data and also by committing that index data to the job data sent to the content store.Although we've touched on briefly, the content store is where the protected or managed data goes. Conceptually, ContentStore combines our indexing technologies and data packaging technologies with back-end storage targets to provide a virtualized storage layer from which data can be recovered or directly accessed. The content store can include both NAS and SAN disk, cloud storage, tape and other forms of removable media. Finally, the search servers, also known as Content Indexing Nodes, allow us a deeper view into our protected data. Once data is protected, search servers provide fulltext indexes of over 300 supported file types including indexes of metadata to files as well. Users can search against these indexes to find and retrieve information without needing to know the exact file or location where the data resided.
Aggressively Attract New CustomersBuild a much bigger pipe Shorten the sales cycleAggressively Train PartnersQuickly train resellers on the product offerings Drive reseller knowledge through customerquestionsGet Quotes in Front of Every Registered Customer Customers have no roadblocks to a quoteSimplify Quoting If customers and resellers can build a quote, it’s simpleRe-engage Industry Experts in our Products They’ll need to study our offeringsPublicly line our product against the CompetitionWe’re no longer hiding what makes us different We had better make it clear, then, and correct!