CA Technologies ARCServe D2D Cloud Backup for Windows Azure - ISV CEO Summit
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CA Technologies is introducing its first cloud backup solution to Microsoft Azure called CA ARCserve D2D On Demand. The solution addresses common customer concerns about cloud by providing fast restore times, optimizing costs through a subscription model, and ensuring data security both in transit and at rest in the cloud. It also aims to expand opportunities for channels through a non-disruptive, two-tier distribution and billing model.
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CA Technologies ARCServe D2D Cloud Backup for Windows Azure - ISV CEO Summit
- 1. CA Technologies: Innovating with the first Cloud Backup to Azure Rob Minaglia, VP Strategic Alliances, CA Technologies rob.minaglia@ca.com 914-262-2003 m Windows Azure Partner Executive Summit Woodinville, WA 2/29/2012
- 2. 2 Copyright © 2012 CA. All rights reserved. All 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. Legal
- 3. Agenda —Introduction —Market drivers and making the choice for Windows® Azure™ —Customer and channel value proposition − New cloud business model − Pricing and packaging − Sales, marketing & distribution
- 4. #1 Management Software Vendor* $4.5 billion annual revenue and strong profit ~$500 million and ~5,000 people annually designing and supporting software 30+ years in business managing complex heterogeneous environments 31 of top 40 products are enabled by Microsoft CA Technologies Overview 4 CA Technologies is an IT management software and solutions company. Our products enable customers to model, assemble, automate, manage, secure and assure IT environments and deliver more flexible IT services. CA Technologies makes agility possible. * Source: Forrester Research, Inc., “Who’s Who in IT Management Software 2.0” by Jean-Pierre Garbani and Thomas Mendel, August 12, 2010
- 5. CA addresses cloud management, assurance & security - for customers, service providers and ourselves The New Heterogeneity Which applications do we move to which cloud models when? How do we minimize security, compliance and availability risks? How do we avoid vendor lock-in? Which operational processes do we keep, tweak or transform? How do we make sure it is all working together for business value? New Questions Fabric Converged infrastructure New datacenter Existing datacenter Virtualization Hybrid Cloud IaaS Traditional services CA provides visibility and control to decide on, migrate between, and manage across cloud and traditional service models from a business service value perspective. Build on PaaS SaaS Private cloud Cloud burst 5
- 6. 2012 Flagship: ARCserve D2D On Demand 6 CA ARCserve® High Availability Application Availability CA ARCserve® Replication Continuous Copy CA INSTANT RECOVERY ON DEMAND CA ARCserve® Backup recovery CA ARCserve® D2D Rapid Recovery CA ARCserve® ON DEMAND CA ARCserve® Central Applications Centralized Management 1. Why cloud? Top growth driver for ARCserve (67% of SMB’s) 2. Why now? Adoption rates and competitive entry 3. Why Windows® Azure™? Support, brand and channel alignment
- 7. Most common cloud concerns & drivers RiskCost Speed CIO’s top concern about supporting business goals: Lack of agility Source: InformationWeek Analytics 2010 Global CIO Report, Return to Grown, May 2010 51% of CIOs are concerned about falling victim to a: Major security breach Source: Q1 2009 Global CIO Threats and Opportunities Online Survey, Forrester Research, Inc. To reduce costs, 78% of CIOs are considering: Moving into the cloud Source: Security of Cloud Computing Users, Ponemon Institute Survey, May 2010 Distribution Channels
- 8. CA ARCserve D2D On Demand Hybrid Protection and Recovery Integrated w/Microsoft Windows® Azure™ * • Innovative user experience • Pooled Storage Shared Across Machines • Complete Data Security • 99.9% Availability at Trusted Provider • SaS70 Type II Certified
- 9. A New Type of ARCserve Product: Subscription- based with a Channel-friendly Administrative Portal 10 CA ARCserve D2DoD – CA Confidential Copyright ©2012 CA. All rights reserved.
- 10. Channel and pricing Machine License Additional Storage * Includes 25GB of Azure Storage One Month Annual Windows Server $50.66 $607.92 Windows SBS Server $36.79 $441.48 Windows Desktop $17.31 $207.74 Price per Machine* MSRP Price for Add'l Storage Allocated across any machine(s) in organization Monthly Price/GB Monthly Annual 25 GB/month $0.55 $13.75 $165.00 50 GB/month $0.52 $26.13 $313.50 100 GB/month $0.50 $49.50 $594.00 250 GB/month $0.47 $116.88 $1,402.50 500 GB/month $0.44 $220.00 $2,640.00 1 TB/month $0.41 $412.50 $4,950.00 5 TB/month $0.39 $1,925.00 $23,100.00 MSRP Non-disruptive to the channel: 2- Tier Distribution, 4 tier billing model • Opportunity for existing VAR/LARs, MSP’s • Shift to Recurring Revenue Compared to traditional licensing • ASP for perpetual license ~2x subscription
- 11. ARCserve Cloud Backup on Windows Azure Business Summary 1. CA challenges − Treating AWS investment as sunk cost − Two tier billing − Data privacy outside the U.S. − On ramp costs for larger customers 2. Microsoft accelerators − Speed and flexibility in structuring the agreement (network, migration window) − Design and architectural support − Programs and co-promotion − Resolution of legal questions on foreign privacy issues − Aligning sales incentive with local Microsoft sales teams ($50K threshold)
- 12. SMB concerns – ADDRESSED Channel opportunities – EXPANDED WITHOUT DISRUPTION Time Reduces restore time Cost Optimizes the IT cost structure • How long will it take to get my data back in the case of disaster? • Can I recover my data from anywhere & anytime? • Can I reduce my overall data protection costs? • Is there a subscription based option? Risk Data security and visibility • Is my data secure while in transit? • Is my data secure in the cloud? • Am I still able to do bare- metal restore? Distribution Channels
- 13. — http://www.microsoft.com/enterprise/partners/ca.aspx — http://www.ca.com/us/partners/spotlight.aspx?cid=30444 — http://www.marketwatch.com/story/new-ca-arcserve-d2d-on-demand-delivers-fast-cost- effective-hybrid-data-protection-to-smbs-2012-02-23 For more information 14
Editor's Notes
- Copyright © 2010 CA. All rights reserved.
- [Click] CA Technologies is a leading IT management software and solutions company operating globally in virtually every major IT market. Our products enable customers to automate, manage and secure IT environments and deliver more flexible IT services. #1 management Software Vendor according to Forrester Research 30+ years in business managing complex heterogeneous environments $4.5 billion annual revenue and strong profits ~$500 million and ~5,000 people annually designing and supporting software Customers in virtually every country, including majority of Forbes Global 2000 Ranked among the top 50 Greenest US companies by Newsweek Magazine
- It isn’t as simple as just private and/or public cloud. Cloud is an approach to delivery and consumption that is already taking many different forms both internally and externally. Large enterprises with your diverse business needs will take many of these paths at the same time. And whether it’s the business or IT that is leading each choice, we all know where the accountability will lie for making sure it all works together: IT. So while from the inside of any given cloud you want standardization and uniformity, when you look out over the landscape of the cloud services your enterprise consumes, you will have to manage what CA calls - The New Heterogeneity. Which means IT needs to be sure to ask the right questions, such as which applications do we move to which cloud models, and how do we prioritize that? Or how do we manage security and availability risks so we can take greater advantage of public clouds? This vendor lock in issue is very important because there are companies who say just buy our entire hardware and software stack and we’ll be you’re private cloud, or rent the entire data center from us, or, build everything on our cloud platform and it's like the Hotel California -- you can check in anytime you want but you can never leave. And ultimately the most important question is, beyond all the shiny new data centers and new public cloud technologies out there, is it coming together to solve a business need and is all of this working together for the benefit of the business? Being able to answer these questions means having a broad view of cloud. Different platform vendors internally, different cloud vendors externally. You need to beware of any vendor that wants to create new silos with new cloud-only management approaches. Your existing management disciplines do not go away - they must be adapted, extended and optimized for this new heterogeneity. MODEL – ASSEMBLE – AUTOMATE – MANAGE – SECURE - ASSURE
- CA has been in this market since its inception, and we knew that the right cloud would enable us to innovate faster while leveraging our current expertise. ARCserve D2D is a revolutionary release of CA ARCserve. Only vendor to provide a solution that spans the data protection spectrum. From simple file backup, and hot snapshot incrementals for DR, and HA; we’re able to address all levels of data protection. Solutions now cloud-enabled so that if you are now moving your data protection to the cloud or are looking to do so, you can be sure that CA ARCserve will work in a hybrid environment of mixed on prem and off prem assets such as tape, disk, virtual environments, and of course cloud. We now have a unified data services architecture that is scalable and open which allows organizations, service providers and 3rd party software vendors to connect to and interoperate with CA ARCserve via web 2.0 services. This is powerful because our own CA ARCserve solutions interoperate in a very cohesive way. Since all the components of CA ARCserve are built on this architecture, they are modular and can easily be added to your data protection environment. This is key for when you are needing to bolster your protection, for instance if you are using ARCserve backup and D2D now and needing to add replication and high availability, you can simply introduce it into the data protection scheme. To add to that, we offer licensing that makes it very easy to get started. 1 sku. 1 license and you have access to all the components of CA ARCserve. There is no hassle in having to count licenses or servers, because our Managed capacity program allows you to license ARCserve based on the TBs of data you are protecting. No other vendor can offer you so much under one sku. CA ARCserve (and previously XOSoft) brands are well established globally Longstanding CA-MSFT marketing collaboration
- Balancing act to treat all three criteria equally – and build RTM that are non disruptive to current relationships between buyer and sellers: ↑ Speed: through virtualization and automation to reduce cycle time for reliable application delivery How long will it take to get my data back in the case of disaster? Can I recover my data from anywhere & anytime? ↓ Risk: by delivering security and visibility for services that are obtained to, for and from the cloud Secure in transit; secure at rest? ↓ Cost: by leveraging the use of existing and new assets to optimize the cost structure and drive utilization rates (SaaS vs. upfront) <-> Distribution: Ideal solution for MSPs seeking to include turnkey data protection offerings in their cloud services portfolios. Handle usage reporting and billing for MSPs re-selling cloud backup - generating recurring revenue stream with minimal upfront investment. Bridging the channel gap b/t SMB and the cloud is breaking new ground. Legal and logistics are complex. True innovation from both hybrid protection and a portal allowing SMB’s to order through their existing reseller. CA believes its IP creates barriers to entry while delivering a unique value prop to the market. Also creates demand from resellers new to Azure .
- Offsite data storage is important for protecting organizations against local disasters, such as fires or floods. Offering complete yet cost-effective data protection solutions for customers and their dynamic environments increasingly involves both on-premise and cloud; physical and virtual, etc.
- Hybrid data protection for your physical and virtual servers, desktops and laptops. Integrated with Microsoft Windows Azure for cloud storage and archiving – now available in a monthly subscription SaaS solution with billing from a single vendor. Integrated access to Cloud storage for DR Backup throttling to better manage backups across the network Granular mailbox recovery for Exchange servers Bare-Metal Recovery from on-site backups being streamed to cloud Pooled Storage shared across machines
- ARCserve on Demand Portal Provides Following Renewal Date Amount of storage assigned & being used by account % of year remaining before billing anniversary of first purchase Service extensions for SLA violations applied by moving the Renewal date forward by days credited based on customer requests Using the Portal Customers can activate/deactivate machines and see status of services used Partners see status of customers Partners can administer on behalf of customers Distributors see status of partners and customers End Users can generate email request to reseller/disti for additional orders / renewals Users are able to access Chat support directly linked to CA support
- New Processes handle 2-Tier Distribution Methods & SaaS Portal … … integrate disconnected 2-tier Channel process with real-time portal … receive & recognize monthly or yearly orders for each customer placed through normal channel processes and handle all new orders and renewals, End Users purchase ARCserve D2D from partners using standard OLP SKUs Partner places order through distributor Upon order receipt, CA processes the order but – instead of fulfilling it to customer – Sends a “Ship To” message to the Portal Portal generates alerts to both customers and partners (with distributor CC’d) along with download and activation instructions On initial purchase customers receive notice to create account and configure storage and machines on Portal
- In recent surveys, CIOs communicated some top concerns when considering to move to the cloud. These concerns were: Risk They want to know if their information is truly protected when it is transported and stored in a cloud environment. Cost How much is this going to cost me? How do I manage my costs when going to the cloud. How much can I save by leveraging cloud technologies? But on the other hand, how can I get transparency and be able to have complete visibility and foresight as to the costs associated with cloud computing charges. Time They must keep their business up and running at all times. They cannot afford any hiccups and must know that their IT staff can effectively “do more with less” without compromising business uptime. The key thing here is that they must focus on all 3 of these criteria equally. For example, if you just focus on time, you may end up spending too much and negating the advantages that faster service delivery brings to your organization. If you just focus on risk, you may not be able to meet the time demands of the organization. Our solutions and capabilities can help you apply the proper emphasis on all 3 criteria equally and in doing so, optimize the delivery of business services to your customers.