Micro Focus Information Management & Governance Solutions enablement

1. Micro Focus IMS Partner enablement
21 Fevereiro 2018
Angel Saez – Presales Consultant
Juan Julian Moreno – Presales Consultant
Bernardo Pizarro – Sales Rep
Juan Niekerk – IMG Partner Business Manager
software.partner@microfocus.com

2. Agenda
09:30 Boas-vindas
Modelo de Negócio de IMG para parceiros: Micro
Focus/HPE
IMG Sales plays e modelo de licenças
11:00 Break
11:15 Novidades DP 10.x – Backup Navigator 9.x
Novidades VM Explorer 6.x
Novidades End point backup solutions:
Connected & CMX
12:15 Soluções e serviços disponívies para os novos
ambientes legais (GDPR)
13:15 Q&A
13:30 Sessão de dúvidas, encerramento & Cocktail

3. Our Mission
We provide our customers & partners with a best-in-class
portfolio of enterprise-grade scalable software with
analytics built in.
We put customers at the center of our innovation and build high
quality products that our customers can rely on and our teams
can be proud of.

4. OEM reselling agreement
Data Protection Suite
“Empty your mind. Be formless,
shapeless like water. Now you put
water into a cup, it becomes the
cup. You put water into a bottle, it
becomes the bottle. You put water
in a teapot, it becomes the teapot.
Now water can flow or it can crash.
Be water my friend.” ~ Bruce Lee

5. Data Protection SW-EG Mapping
7
LH TF521AAE DPperTB1-9TBSWE-LTU 1Y Q2M43AAE HPEDPperTB1-9TBSWE-LTUw/1yr7x24Support 1Y Q2M43SAE add+2yrsupportHPEDPperTB1-9TBSWE-LTU
LH TF542AAE DPperTB10-49TBSWE-LTU 1Y Q2M44AAE HPEDPperTB10-49TBSWE-LTUw/1yr7x24Support 1Y Q2M44SAE add+2yrsupportHPEDPperTB10-49TBSWE-LTU
LH TF543AAE DPperTB50-99SWE-LTU 1Y Q2M45AAE HPEDPperTB50-99SWE-LTUw/1yr7x24Support 1Y Q2M45SAE add+2yrsupportHPEDPperTB50-99SWE-LTU
LH TF544AAE DPperTB100-249SWE-LTU 1Y Q2M46AAE HPEDPperTB100-249SWE-LTUw/1yr7x24Support 1Y Q2M46SAE add+2yrsupportHPEDPperTB100-249SWE-LTU
LH TF558AAE DPperTB250-499SWE-LTU 1Y Q2M47AAE HPEDPperTB250-499SWE-LTUw/1yr7x24Support 1Y Q2M47SAE add+2yrsupportHPEDPperTB250-499SWE-LTU
LH TF561AAE DPperTB500TB-1PBSWE-LTU 1Y Q2M48AAE HPEDPperTB500TB-1PBSWE-LTUw/1yr7x24Support 1Y Q2M48SAE add+2yrsupportHPEDPperTB500TB-1PBSWE-LTU
LH TF582AAE DPperTB1PBSWE-LTU 1Y Q2M49AAE HPEDPperTB1PBSWE-LTUw/1yr7x24Support 1Y Q2M49SAE add+2yrsupportHPEDPperTB1PBSWE-LTU
LH P8C07AAE ABRSuite Pre Ed1-249TBSWE-LTU 1Y Q2M50AAE HPEABRSuite Pre Ed1-249TBSWE-LTUw/1yr7x24Support 1Y Q2M50SAE add+2yrsupportHPEABRSuite Pre Ed1-249TBSWE-LTU
LH P8C08AAE ABRSuite Pre Ed250-499TBSWE-LTU 1Y Q2M51AAE HPEABRSuite Pre Ed250-499TBSWE-LTUw/1yr7x24Support 1Y Q2M51SAE add+2yrsupportHPEABRSuite Pre Ed250-499TBSWE-LTU
LH P8C09AAE ABRSuite Pre Ed500TB-1PBSWE-LTU 1Y Q2M52AAE HPEABRSuite Pre Ed500TB-1PBSWE-LTUw/1yr7x24Support 1Y Q2M52SAE add+2yrsupportHPEABRSuite Pre Ed500TB-1PBSWE-LTU
LH P8C10AAE ABRSuite Pre Ed1PBSWE-LTU 1Y Q2M53AAE HPEABRSuite Pre Ed1PBSWE-LTUw/1yr7x24Support 1Y Q2M53SAE add+2yrsupportHPEABRSuite Pre Ed1PBSWE-LTU
LH P8C04AAE DP1-249TBtoABRPEUpgSWE-LTU 1Y Q2M54AAE HPEDP1-249TBtoABRPEUpgSWE-LTUw/1yr7x24Support 1Y Q2M54SAE add+2yrsupportHPEDP1-249TBtoABRPEUpgSWE-LTU
LH P8C05AAE DP250-499TBtoABRPEUpgSWE-LTU 1Y Q2M55AAE HPEDP250-499TBtoABRPEUpgSWE-LTUw/1yr7x24Support 1Y Q2M55SAE add+2yrsupportHPEDP250-499TBtoABRPEUpgSWE-LTU
LH P8C06AAE DP500TB-1PBtoABRPEUpgSWE-LTU 1Y Q2M56AAE HPEDP500TB-1PBtoABRPEUpgSWE-LTUw/1yr7x24Support 1Y Q2M56SAE add+2yrsupportHPEDP500TB-1PBtoABRPEUpgSWE-LTU
LH P8C17AAE DP1PB+toABREdUpgSWE-LTU 1Y Q2M57AAE HPEDP1PB+toABREdUpgSWE-LTUw/1yr7x24Support 1Y Q2M57SAE add+2yrsupportHPEDP1PB+toABREdUpgSWE-LTU
HPEEG
DataProtector/addsupportyears- Available 6/05/2017DataProtector DataProtector/HPEStorage attach- Available 3/27/2017
HPEEGMICRO FOCUS

6. Two licensing models for DP to choose from MF / HPE
• Licensing methods cannot be combined in the same Cell Manager or MoM
• Software encryption is the exception to this
• Customers with a traditionally licensed Cell Manager can utilize capacity based licensing
for a separate Cell Manager
• Both licensing methods are valid for any size of environment
• Migration from traditional licensing to capacity based licensing is supported
8
Traditional licensing
Based on the number of tape drives, application
integrations, etc.
Pricing: Starter Pack Windows or Linux - $1575
(WW Reference Price includes 1 yr support)
Capacity-based licensing
Based on the number of terabytes (TB) of
primary storage
Pricing: $6135 for 1-249TB (WW Reference Price
includes 1 yr support)

7. Micro Focus Data Protector traditional licensing
9
• LTU for one cell manager
• Unlimited backup agents
• One drive LTU
• Built in media management
• Libraries up to 60 slots
• System disaster recovery
• Basic reporting
• SAN support
Required
purchase
ZeroDowntimeBackup
InstantRecovery
AdvancedBackupto
Disk
Encryption
ManagerofManagers
GranularRecoveryExt.
Optional
functional
extensions
Data Protector Starter Pack
On-lineBackup
ExtendedApplicationPack
BackupNavigator
OperationsManager/MSSCOM
ZDBfornon-HPEarrays
DriveandLibrary
Extension
BackupusingNDMP
ExtendedOnlineIntegration

8. Capacity based licensing—what’s included?
The capacity based license includes the following
features of HPE Data Protector software:
- Cell Managers & Manager of Managers
- Tape Drives and Libraries
- Online Backup & Granular Recovery Extensions
- Zero Downtime Backup & Instant Recovery for HPE and non-
HPE arrays
- Advanced Backup to Disk & NDMP
- Extended Online Backup for MySQL and PostgreSQL
NOTE: Software encryption is NOT
included and must be ordered separately
The complementary products that are sold separately
are:
- HPE Backup Navigator
- Data Protector Management Pack
- Data Protector Smart Plug-in for HPE Operations Manager
- Storage Optimizer 10
1. Starter Packs (Required)
E-LTU Only 1 x Cell
All Platforms
Drive LTU 1 x Drive
Library LTU 1 x 61-250 / Unlimited Slots Q2M80AAE/Q2M81AAE
1 x upgrade to Unlimited Slots Q2M82AAE
2. Manager of Managers
Manager of Mgrs LTU 1 x Cell Manager
3. Backup to Disk All Platforms
Adv. Backup to Disk LTU 1x TB / 10x TB / 100x TB Q2M83AAE/Q2M84AAE/Q2M85AAE
5. Application Protection
Online Backup LTU 1 x System
Zero Downtime BU LTU 1x TB / 10x TB
Instant Recovery LTU 1x TB / 10x TB
Granular Recovery Ext. 1 x System
1
Linux HP-UX Solaris
Q2M75AAE Q2M76AAE Q2M77AAE
Drive & Library Extensions Windows, Netware, Linux SAN, UNIX, NAS
Q2M78AAE Q2M79AAE
2
Windows & Linux UNIX
3
5
Q2M90AAE/Q2M91AAE Q2M92AAE/Q2L48AAE Q2L49AAE/Q2L50AAE
Windows & Linux UNIX
Q2L66AAE Q2L67AAE
Q2M86AAE Q2M88AAE
Windows Linux UNIX
Q2L57AAE/Q2L58AAE Q2L59AAE/Q2L60AAE Q2L61AAE/Q2L62AAE
Q2M89AAE Q2M89AAE
Windows
Q2M74AAE
Windows & Linux
Q2M87AAE
Windows Linux UNIX
Online Extension LTU (My SQL and PostgreSQL)
Zero Downtime BU LTU Non HP arrays 1x TB / 10x TB Q2L55AAE/
Q2L56AAE
Q2L53AAE/
Q2L54AAE
Q2L51AAE/
Q2L52AAE
4. NDMP All Platforms
NDMP Backup to Disk LTU1x TB / 10x TB / 100x TB Q2L63AAE/Q2L64AAE/Q2L65AAE
4

9. Resources
 Data Protector Quickspecs
 Data Protector Quickspecs: Includes EG SKUs.
 VMExplorer Quickspecs: Includes EG SKUs.
 Also available at PRP
- Sales FAQs
- Short and long customer presentations
- Internal sales Presentation
- Backup Navigator Quoting Tools
- White Papers
- Product Videos
- Reference Sheets
- Proposal documents: “my Workspace”-> “Create Proposals”. Tags: Data Protector, rfq, backup.
 SW and EG Partners
- Partner page for DP/SW https://partner.hpe.com/group/upp-lar/hp-data-protector
- Partner page for DP/HW https://partner.hpe.com/group/upp-na/eg-software-data-protector

10. Data Protection Suite
Secure Content
Management Suite

11. Micro Focus Backup and Recovery offerings
Leveraging analytics and optimization to enhance backup and recovery
Protect
Analyze
Optimize
Protect: Data Protector & VM Explorer
Optimize: Control Point
Analyze: Backup Navigator
Analyze and manage data based on its value. Reduce
costs, meet backup SLAs and reduce compliance risks.
Centralized and standardized protection across
repositories, platforms, locations. Advanced backup &
recovery options, compression and deduplication.
Advanced analytics, reporting and monitoring. Find
protection gaps, root-cause analysis, backup
inefficiencies, remediation, and capacity planning.
14

12. Micro Focus Secure Content Management Stack -- Today
15
Value-Driven
Methodology Identify ConsignRetainManageAnalyze
Content Security
Management
Solution
Functional Delivery
Cost Management Reduced Information Risk Compliance
Secure Content Management
ControlPoint Content Manager
Structured Data
Manager
File & Content Analysis
Classification, Security &
Preservation
Extraction, Analysis
and Transformation
Sensitive
Data
ROT
Analytics
Policy
Manage-
in-place
Access
Control
Redaction Retention Disposition Access Reporting
Sensitive
Data
Manage
Encrypt/
Decrypt

13. Sales Plays

14. Value
Prop
‒ Protection for newer apps/platforms,
Transparency, Reliability, and
enhanced security
‒ Intelligent automation and SLA
tracking for mission-critical
applications (SAP. HANA, Oracle)
Key
Problems:
‒ Consistently meeting SLAs for critical data and
applications – minimize cost and risk of service
disruptions
‒ Manage and protect growing volumes of data
‒ Reduce cost of storage and infrastructure
‒ Improve manageability and ease-of-use
Buyer: VP
Infrastructure
/Director IT/Storage
Architect
‒ Reports to CIO, defines IT strategy
for business
‒ Demos: Business and technical
‒ Looking to standardize & rationalize
backup process across the
enterprise
Target Market
and Sales Channel
Install Base in all the accounts executed by sales
rep in conjunction with HPE and partner reps
‒ Health Check -> DP Upgrade -> Capacity Expansion
-> Upsell Premium Suite (Backup Navigator)
SAP HANA customers executed by Direct jointly
with EG field
‒ Introduced with EG solution for SAP HANA
Protection
Adaptive Backup &
Recovery
Key messages:
‒Backup modernization play ->
Install Base Target to be
migrated to newer versions
‒SAP HANA protection play ->
New Logos
‒CAPACITY MIGRATION Sales
Play
‒Virtual environment play -> DP
for Physical/virtual env. Or
VMX for only virtual env.
‒End Point Protection ->
Connect Backup and CMX
ABR Sales Play Overview
1
8

15. SCM Sales Play Overview
SCM: Data Privacy &
Protection
SCM: Information Risk &
Modernization
SCM: Preservation &
Governance
Notes:
‒ Application Retirement for GDPR
Risk Management
‒ Storage Optimisation
‒ Structured Personal Data
Management
‒ Unstructured Personal Data
Discovery
‒ Content Management for GDPR
Accountability
Buyer:
Privacy/Security(InfoGov/
IT(Compliance/Legal
‒ CIXO
‒ CXO
Target verticals: all verticals
Key
Problems:
‒ Discover and auto-classify high-value, sensitive, high-risk
data
‒ Rationalize large volumes of legacy data and applications
that pose significant cost and risk
‒ Meet ISO, DOD, FDA, Dodd-Frank requirements
Target Market
and Sales Channel
Any org collecting EU citizen data
(GDPR) or subject to privacy
regulations
Enterprises with large volumes of
legacy data or applications
Highly regulated verticals and
federal/public sector
Value
Prop
‒ Policy-based management and independently
validated GDPR solution to automatically identify
and apply policy to protect privacy and reduce
risk from potential billion-dollar fines
‒ Manage risk associated with legacy applications
and data by gaining insight into information and
disposing of targeted data and/or migrating
and/or migrating critical data to an active
repository
‒ Automated retention management for over 160
jurisdictions that supports 1000’s of content types
in a unified solution to simplify and speed
compliance with public sector regulatory
requirements
22

16. Break
www.microfocus.com

17. Partner resources

18. Partner commnunication tools & assets available:
 Monthly Partner
newsletter
 Quarterly
webinars
 Proposal
documents
 Data Sheets
28

19. Landing page

20. Menu Options

21. Training & Certifications – Launch Link

22. Onboarding – Launch Link
New Product or Product Group

23. Onboarding Home
 Grouped by
- Product Group
- Fuction
 Listed by
- Order of completion

24.  Sales
enablement
trainings:
- 30 & 60 days
onboarding
enablement
 Presales
enablement
trainings:
- 30, 60 & 120 day
onboarding
enablement path
34
Moving ahead thru the Onboarding options

25. Certification – Launch Link

26. Moving ahead thru Certification Options
 Level 100: Sales
Certification &
Foundation training
 Level 200: Solution
focused training
 Level 300: presales
certification

27. Evaluation License Eligibility Requirements
37
 Only authorized partners have access to the Eval/Demo portal. If a partner does
not have access and attemptsto access the site, he will be redirected to the
Microfocus.com landing page
 Authorized partners will have access and will only see licenses which they are
contractually permitted to download
 Should there be questions about partner eligibility, please contactyour partner
PBM at Micro Focus
 For IDOL evaluation licenses, please contactyour PBM directly.

28. Eval/Demo Licenses tab
1. Visit the Software Partner
Community at
http://softwarepartner.microfocus.
com and sign in with your Software
Passport.
2. Select the Knowledge tab
3. Select Eval / Demo Licenses
4. Select the link Evaluation & Demo
License Download Portal to be
transferred to that portal
38

29. Eval/Demo Licenses Quick Link – Home tab
In the future, partners can bypass the
landing page and utililize the Useful Links to
access the Evaluation & Demo Licenses
Download Portal on the Software Partner
Community Home tab:
http://softwarepartner.microfocus.com
39

30. Eval/Demo Licenses portal
Select Software Evaluation/
Demo Licenses
Note that depending on the
partner profile, the options
shown might differ from this
sample
40

31. Eval/Demo Licenses
1. Select the desired product
from the Product Center list
2. Identify the product
3. Click the Select button
41

32. Eval/Demo Licenses
1. Enter the quantity required
2. Provide partner information
3. Read and accept the Software
license terms
4. Click the Next button
42

33. Eval/Demo Licenses
1. Confirm details are
accurate on the order
confirmation tab
2. Select which product to
download
3. Click the Get Software link
43

34. Eval/Demo Licenses
Begin the download using the
Download button or the Use HPE
Download Manager button at the
bottom of the page
44

35. Eval/Demo Licenses
1. Select the Get Licensing tab
2. Select license and term
3. Click the Get License link at
the bottomof the page
10

36. License Download
Partners will be re-directed to
the Software Licenses and
Downloads Portal. Select the
entitlement and click on
Activate
46

37. License Download
Select an existingor createa new
target. A target is a customerdefined
referencename for a real or virtual machine
where the product and associatedlicenses
will be installed.
Select product, enter quantity and hit
Next
47

38. Demo Download
Provide locking information
48

39. Software and License Download
Confirm the Activation details.
On the Activation Result
screen partners can download
the key, have it sent via e-mail
or view the certificate
49

40. Trial Licenses: www.Microfocus.com
50

41. Trial Licenses (II): www.Microfocus.com
51

42. Q&A
www.microfocus.com

43. Obrigado
www.microfocus.com