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Fast Back Sales Enablement V1 2

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Fast Back Sales Enablement V1 2

  1. 1. Sales Enablement for Tivoli Storage Manager - FastBack Name Tivoli Storage Software [email_address]
  2. 2. The Problems TSM FastBack Solves <ul><li>Elimination of “backup windows” and manual backup/restore processes </li></ul><ul><ul><li>Eliminate tape in remote/branch office </li></ul></ul><ul><li>Immediate recovery from any type of data loss </li></ul><ul><ul><li>User error (deleted files, folders) </li></ul></ul><ul><ul><li>Software errors and virus attacks (corrupted databases) </li></ul></ul><ul><ul><li>Hardware failure (disk or system crash) </li></ul></ul><ul><ul><li>Disasters (lost local or regional facilities) </li></ul></ul><ul><li>Secure transfer of data between primary and Disaster Recovery sites </li></ul>Causes of Data Loss
  3. 3. Quick Hit Value Proposition <ul><li>What are the main benefits and key features of TSM FastBack? </li></ul><ul><ul><li>Disk-based, block-level, incremental forever backup technology improves recovery point objectives (RPO) through continuous data protection (CDP) with very little impact on production servers </li></ul></ul><ul><ul><li>Policy engine allows you to balance recovery requirements with the costs of storage and bandwidth on a per-application basis. </li></ul></ul><ul><ul><li>Instantly recover files, folders, volumes, and entire systems: </li></ul></ul><ul><ul><ul><li>Xpress Mount: drag-and-drop individual files from the backup repository </li></ul></ul></ul><ul><ul><ul><li>Instant Restore: provides instant access to large volumes while they are restored in the background </li></ul></ul></ul><ul><ul><ul><li>Bare Machine Recovery: bring up an OS volume on a dissimilar server in < 1 hour </li></ul></ul></ul>Page
  4. 4. Dissecting the Elevator Pitch <ul><li>TSM FastBack gives you the power to quickly restore any amount of Windows data, anywhere in the organization, from any previous point-in-time, no matter what happens to cause a data loss. </li></ul><ul><ul><li>Quickly = time to recover is reduced from hours/days to minutes </li></ul></ul><ul><ul><li>Any amount = we provide immediate access to data, no matter how big it is </li></ul></ul><ul><ul><li>Windows data = This is a recovery system for Windows based server platforms </li></ul></ul><ul><ul><li>Anywhere in the organization = recover locally, or from another location if the local office is compromised </li></ul></ul><ul><ul><li>Previous point-in-time = recover data from before an event such as a virus attack </li></ul></ul><ul><ul><li>No matter what = lost file or folder; virus or hacker attack; corrupted database; crashed disk or server; local or regional disaster </li></ul></ul>
  5. 5. Complementing IBM’s flagship Tivoli Storage Manager Enterprise Data Center Mid-Market and Remote Offices Scheduled Protection Continuous Data Protection (CDP) Lowest TCO and ROI for datacenter backup Extensive support for removable media (tape) Broad OS platform support Very large database (VLDB), application and SAP protection Hierarchical storage management Disaster Recovery management Superior scalability TSM FastBack Fast (near-instant) Recovery Deep protection of mission-critical applications Near-zero data loss TSM FastBack Disk-based protection of distributed data Strong Windows, VMWare and Microsoft Exchange capabilities Block-level CDP Simple to set up and use Cost-effective Tivoli Storage Manager File-level CDP for desktops/laptops and mobile workers Together delivering a more complete solution
  6. 6. Target Customer Buying Scenarios <ul><li>These are some “ideal” opportunities that are TSM Fastback sweet spots: </li></ul><ul><li>The standalone or remote office- reducing costs or improving disaster recovery </li></ul><ul><li>The extended data center- for end to end storage management </li></ul><ul><li>Instant restore- for the remote office or extended data center </li></ul><ul><li>Managing Users email- individual mailbox restore </li></ul>
  7. 7. The Bulls-eye Target Audience Profile <ul><li>Data Centers and Remote Branch Offices with Windows Servers </li></ul><ul><li>Mission Critical Exchange, SQL, Oracle, File & print, etc. </li></ul><ul><li>Looking for a Recovery Solution </li></ul><ul><li>Look for these Hot Buttons </li></ul><ul><ul><li> >3 = PURCHA$E! </li></ul></ul><ul><ul><li>Has Backup window issues – May also want to eliminate tape at data center, branches, or both </li></ul></ul><ul><ul><li>Needs better Recovery Points (RPO) </li></ul></ul><ul><ul><li>Needs better Recovery times (RTO) </li></ul></ul><ul><ul><li>Disaster Recovery - Replication to data center for consolidation (remotes/branches) </li></ul></ul><ul><ul><li>Bare Machine Recovery (BMR) – Get crashed server(s) back up quickly </li></ul></ul><ul><ul><li>Granular Recovery – IMR or Individual Mail Recovery – </li></ul></ul><ul><ul><li>Has large volumes on critical servers (i.e.. SQL, Exchange, File server, others) </li></ul></ul><ul><ul><li>Migrating legacy servers to new hardware </li></ul></ul><ul><ul><li>TSM Shop – True Blue, and desires better recovery on critical Windows servers </li></ul></ul><ul><ul><li>Has experienced recent, painful (failed) restore on Windows platform </li></ul></ul>
  8. 8. Target Job Roles for Fastback Prospecting <ul><li>President or Owner </li></ul><ul><li>VP or Director of IT </li></ul><ul><li>Senior Systems Administrators </li></ul>
  9. 9. What to say to the President or Owner <ul><li>Provoke interest: </li></ul><ul><ul><li>How quickly must your business recover from a critical application outage? </li></ul></ul><ul><ul><li>In terms of time, how much data can your company afford to lose? One hour’s worth? Six hours? One day? </li></ul></ul><ul><ul><li>How confident or comfortable are you with your company’s ability to recover from a disaster, especially in smaller, remote offices? </li></ul></ul><ul><li>Persuade: </li></ul><ul><ul><li>Have you heard about IBM’s FilesX acquisition and the new TSM Fastback solution? </li></ul></ul><ul><ul><li>Did you know that with TSM Fastback you can consolidate management of remote office backups, reduce costs and improve service levels? </li></ul></ul><ul><ul><li>Did you know that with TSM Fastback you can leverage your existing TSM investment and take data recovery to the next level? </li></ul></ul><ul><ul><li>Did you know that TSM Fastback can centrally manage remote and branck offices? </li></ul></ul><ul><li>Propose an advance: </li></ul><ul><ul><li>I’d like to arrange an hour meeting with you to understand your organization in detail and to discuss a solution that might lower your costs, improve your operations, and improve business continuance. </li></ul></ul>
  10. 10. What to say: VP or IT Executive <ul><li>Provoke interest: </li></ul><ul><ul><li>Are you running business-critical Windows applications? </li></ul></ul><ul><ul><li>Do you have challenges with backup and recovery at remote sites due to a lack of skilled on-site IT resources? </li></ul></ul><ul><ul><li>Are you meeting your service levels for Windows application availability? Would you like to improve your service levels? </li></ul></ul><ul><ul><li>Is your IT department spending a lot of time recovering Microsoft Exchange servers or email? </li></ul></ul><ul><li>Persuade: </li></ul><ul><ul><li>Have you heard about TSM FastBack and its ability to provide near-instant recovery of Windows data and Windows application servers? </li></ul></ul><ul><ul><li>Are you aware of how TSM FastBack can be quickly and easily deployed in remote sites, reducing the need for skilled IT resources in your remote or branch offices? </li></ul></ul><ul><ul><li>Did you know that TSM FastBack can make Windows applications available to your end users, without having to wait for traditional data recovery to be completed? </li></ul></ul><ul><li>Propose an advance: </li></ul><ul><ul><li>I’d like to arrange an hour meeting with you to understand your environment and to discuss a solution that might lower your costs, improve your operations, and make your life easier. </li></ul></ul>
  11. 11. What to say: Senior Systems Administrator <ul><li>Provoke interest: </li></ul><ul><ul><li>Have you ever been unable to recover data? When it happened, what was the cost and impact on operations? </li></ul></ul><ul><ul><li>How easy is it to manage the recovery of data in a remote site of office? </li></ul></ul><ul><ul><li>Do you have difficulty managing the backup and recovery of multiple remote sites? </li></ul></ul><ul><ul><li>Are you spending too much time performing full application or database restores, just to recover a single object, mailbox or other item? </li></ul></ul><ul><li>Persuade: </li></ul><ul><ul><li>Have you heard that with TSM FastBack, you can recover entire Windows application servers (including the operating system, if necessary) in less than an hour? </li></ul></ul><ul><ul><li>Did you know that TSM FastBack can centrally manage the backup and recovery of multiple remote sites from one console? </li></ul></ul><ul><ul><li>Are you aware that TSM FastBack can protect your critical Windows application and fileservers, and provide near-instant recovery from any type of data loss? </li></ul></ul><ul><li>Propose an advance: </li></ul><ul><ul><li>I’d like to arrange for you to attend a one hour webinar which will demonstrate how TSM FastBack’s powerful capabilities may be used to improve your IT department’s data recovery . </li></ul></ul>
  12. 12. TSM FastBack Offerings
  13. 13. <ul><li>Benefits </li></ul><ul><li>Eliminate the need for “backup windows” </li></ul><ul><li>Helps improve Recovery Point Objectives (RPO) & Recovery Time Objectives (RTO) of critical applications </li></ul><ul><li>Provide near-instant recovery and rapid access </li></ul><ul><li>Recover only the data assets you need </li></ul><ul><li>Reduces storage related costs through data reduction </li></ul><ul><li>Helps reduce the risks of losing critical data </li></ul><ul><li>Attributes </li></ul><ul><li>Easy to install and manage </li></ul><ul><li>Network and storage efficient </li></ul><ul><li>Application-aware: Exchange & SQL </li></ul><ul><li>Scalable from small to large environments </li></ul><ul><li>Integrates easily with tape solutions (e.g. TSM) </li></ul>Current TSM FastBack Offerings <ul><li>TSM FastBack </li></ul><ul><li>Comprehensive data protection solution </li></ul><ul><li>Disk-based, block-level, incremental-forever technology </li></ul><ul><li>Near-instant restore of data from any point-in-time, anywhere in the environment </li></ul><ul><li>Disaster Recovery built in </li></ul><ul><ul><li>Policy-based “selective replication” for off-site recovery </li></ul></ul><ul><ul><li>Highly-efficient use of WAN and storage resources </li></ul></ul><ul><li>TSM FastBack for Microsoft Exchange </li></ul><ul><li>Rapidly recover any e-mail object: message, attachment, calendar entry, contact, tasks, notes </li></ul><ul><li>Near-instant access provides a great tool for data mining and unobtrusive testing of production environments </li></ul><ul><li>TSM FastBack for Bare Machine Recovery </li></ul><ul><li>Restore the OS volume on dissimilar hardware in minutes </li></ul><ul><li>Great tool for cost-effective business continuance and server migrations </li></ul>
  14. 14. TSM FastBack Adaptive protection : Dial up the level of protection your application or fileserver requires <ul><li>Protects Mission-Critical Applications and Files </li></ul><ul><li>Protection </li></ul><ul><li>Block-level, incremental-forever </li></ul><ul><li>Windows Applications and Filesystems </li></ul><ul><ul><li>SQL, Exchange, Oracle, SAP and more </li></ul></ul><ul><li>VMWare support </li></ul><ul><li>Lightweight client </li></ul><ul><li>No backup window required </li></ul><ul><li>Policy-based capture schedule </li></ul><ul><ul><li>CDP on Demand™ </li></ul></ul><ul><li>Recovery </li></ul><ul><li>Granular – any data object </li></ul><ul><ul><li>File, folder, volume, system </li></ul></ul><ul><li>Point-in-Time rollback </li></ul><ul><li>Instant Restore </li></ul><ul><ul><li>Instant access, background restore </li></ul></ul><ul><li>Recover Anywhere™- At the branch, DR site, Data Center </li></ul><ul><li>Disaster Recovery Protection </li></ul><ul><li>Disk-based protection and recovery </li></ul><ul><li>Encryption in flight </li></ul><ul><li>Bandwidth & storage efficient </li></ul><ul><ul><li>Incremental replication </li></ul></ul><ul><ul><li>Scheduling </li></ul></ul><ul><ul><li>Compression </li></ul></ul><ul><li>Cost Effective </li></ul><ul><li>Eliminates the need for tape backup in the remote office </li></ul>
  15. 15. TSM FastBack (cont.) Disaster Recovery <ul><li>Central Vaulting of Backup Copies </li></ul><ul><ul><li>Backup consolidation </li></ul></ul><ul><ul><li>Disaster ready </li></ul></ul><ul><ul><li>Block-level, incremental forever </li></ul></ul><ul><ul><li>Centralized backup to tape </li></ul></ul><ul><li>End-to-end security </li></ul><ul><ul><li>Encryption in transit </li></ul></ul><ul><ul><li>Individual Virtual Vault for each office </li></ul></ul><ul><li>Scheduled, policy-based transfers </li></ul><ul><ul><li>Optimize WAN resources </li></ul></ul><ul><li>Fully Automated </li></ul><ul><ul><li>No manual intervention required </li></ul></ul><ul><li>Recover Anywhere™ </li></ul><ul><ul><li>At the branch, DR site, Data Center </li></ul></ul><ul><ul><li>File or Volume restore </li></ul></ul><ul><ul><li>Instant Restore </li></ul></ul>Data Center FastBack DR Repository
  16. 16. TSM FastBack BMR to Dissimilar Hardware <ul><li>TSM FastBack Bare Metal Recovery works from a noninvasive point in time copy (snapshot) of your server’s data volumes </li></ul><ul><li>TSM FastBack BMR can take as little as 20 minutes </li></ul><ul><li>TSM FastBack BMR supports recovery to different hardware </li></ul><ul><li>TSM FastBack BMR supports P2V,V2P migrations </li></ul><ul><li>TSM FastBack BMR supports migrations to blade centers </li></ul><ul><li>TSM FastBack BMR also supports disk to disk recovery of data volumes for the failed server </li></ul>
  17. 17. TSM FastBack for Microsoft Exchange <ul><li>Provides users and administrators with the ability to recover </li></ul><ul><li>any Microsoft Exchange data object quickly and easily: </li></ul><ul><li>E-mail messages and/or attachments </li></ul><ul><li>Contact lists </li></ul><ul><li>Calendars </li></ul><ul><li>Tasks </li></ul><ul><li>Journal entries </li></ul><ul><li>Entire folders and EDBs </li></ul>Email Recovery with TSM FastBack for MS Exchange Fastback for MS Exchange Fastback for MS Exchange
  18. 18. Typical Customer Solutions
  19. 19. The Standalone or Remote Office Reducing Costs and Improving Disaster Recovery Remote Office(s) TSM FastBack Server Applications Disaster Recovery Site Replication Remote Office(s) e-mail databases files spreadsheets <ul><li>Solution </li></ul><ul><li>Chris deploys TSM FastBack and achieves the following results: </li></ul><ul><li>Improved data protection at each of his remote offices with a cost-effective, disk-based solution </li></ul><ul><li>Improved backup processes resulting in labor savings and reductions in data loss </li></ul><ul><li>Improved disaster recovery with the ability to remotely backup the remote offices to a central DR site or office, providing critical protection of his clients records. </li></ul>Problem Chris owns a small accounting firm with 5 remote offices. Protecting his clients data is critical. The increased amount of financial regulations and growth of his client base is impacting his ability to backup data at his offices. These backups are time consuming and complex for his employees most of which do not have any IT experience.
  20. 20. Instant Restore for the Remote Office or Data Center Application availability during recovery Problem Its 9pm on April 15th at a large CPA firm, and the Exchange email server just went down. The CPA’s are immediately on the phone to the help desk, as they have IRS returns to file electronically by midnight. <ul><li>Process Before Deploying TSM FastBack: </li></ul><ul><li>Find the right backup tapes, load them, and copy the data back to the server (several hours) </li></ul><ul><li>Bring the Exchange Server back on-line </li></ul><ul><li>CPA’s miss their deadline; firm faces liability </li></ul><ul><li>Process AFTER Deploying TSM FastBack: </li></ul><ul><li>Bare Machine Recovery of OS if needed </li></ul><ul><li>Initiate an Instant Restore process on the Exchange backup volume (a few minutes) and the CPA’s get back to work </li></ul><ul><li>A complete data restore occurs in the background </li></ul><ul><li>Deadline met, everyone goes home happy </li></ul>Backup Server Exchange Server Users Copy all data Then go on-line  02:00 AM TSM FastBack Server Exchange Server Users Background Restore Application & data are available immediately  11:00 PM
  21. 21. Managing Users E-mail Individual Mailbox restore The Problem Managing end users e-mail boxes is a support nightmare. Users often delete attachments, individual e-mail documents, e-mail folders and even the entire mailbox itself. If the information is deleted after the last backup window, the information is gone forever. <ul><li>The Solution </li></ul><ul><li>Continuous Data Protection and Instant Snapshots can keep data backed up more often through out the day </li></ul><ul><li>Restore individual mailboxes or mail items (messages, contacts, calendar) via Virtual Volume </li></ul><ul><li>Point & Click selection of items for restore </li></ul><ul><li>Complete mailboxes or mail items can be viewed or copied without Exchange or TSM FastBack servers </li></ul><ul><li>Items can be restored from corrupted database backup </li></ul>
  22. 22. Deployment in a Virtualized Environment VM1 C D C VM2 Service Console TSM FastBack Server ESX Server D E <ul><li>TSM FastBack Client installed on each guest OS </li></ul><ul><li>Can perform block level incremental forever backup for applications and files </li></ul><ul><li>The ESX Server CPU is not over loaded with long backup windows from multiple virtual systems </li></ul>Can Also deploy TSM FastBack Server in a Virtual Machine Virtualization techniques like VMWare place extra burden upon individual applications and fileservers. These servers can ill-afford additional workloads introduced by backup. Block-level incremental addresses this by virtually eliminating the backup window and load on the CPU. This makes TSM FastBack a great solution for virtual system data protection in the General Business Market FastBack Client FastBack Client
  23. 23. The Extended Data Center Integrated End to End Storage Management <ul><li>Solution </li></ul><ul><li>Consolidation of backup solutions </li></ul><ul><li>Reduced education/training costs </li></ul><ul><li>Lower total cost of ownership </li></ul><ul><li>Single vendor, single support structure to contact </li></ul><ul><li>Easy to manage, integrated solution </li></ul><ul><li>Disk to disk to tape </li></ul><ul><li>Archive data store to TSM </li></ul><ul><li>Problem </li></ul><ul><li>Disparate storage management solutions (X, Y, Z) across the extended data center </li></ul><ul><li>Increased training and education costs </li></ul><ul><li>Multiple vendor support </li></ul><ul><li>Difficult to manage, no integration between remote office and data center </li></ul>Remote Office(s) HQ / Data Center Backup Product X Backup Product Y Backup Product Z Remote Office(s) HQ / Data Center TSM FastBack TSM FastBack TSM FastBack TSM Extended Data Center
  24. 24. Licensing, Pricing, Roadmap & Positioning
  25. 25. Prospect Profile Main Office Exchange SQL File & Print Branch Office SQL File & Print Branch Office File & Print <ul><li>We’re looking for: </li></ul><ul><li>Companies with 1 or more offices </li></ul><ul><li>Microsoft Windows servers </li></ul><ul><ul><li>Exchange, SQL, Oracle, SAP </li></ul></ul><ul><ul><li>Downtime costs $$$ </li></ul></ul><ul><li>Using tape in each location </li></ul><ul><ul><li>Best-case RPO = last night </li></ul></ul><ul><ul><li>Best-case RTO = hours </li></ul></ul><ul><li>IT managed locally in each office </li></ul><ul><ul><li>Skill level: questionable </li></ul></ul><ul><ul><li>Backups < 100% success rate </li></ul></ul><ul><ul><li>Restore requires outside help </li></ul></ul><ul><ul><li>Management is time consuming </li></ul></ul><ul><li>Manual DR processes </li></ul><ul><ul><li>Physical movement of tapes </li></ul></ul><ul><ul><li>Loading & unloading of drives </li></ul></ul><ul><ul><li>Mishandling; storing at home </li></ul></ul><ul><ul><li>Losing tapes off the truck </li></ul></ul>
  26. 26. Prospect Profile Main Office Exchange SQL File & Print Branch Office SQL File & Print Branch Office File & Print <ul><li>What we’ll do: </li></ul><ul><li>Eliminate the costs and manual processes associated with tape </li></ul><ul><ul><li>Tape drives, media, maintenance </li></ul></ul><ul><ul><li>No branch IT support necessary </li></ul></ul><ul><li>Eliminate manual backup management </li></ul><ul><ul><li>Automate backup in all offices </li></ul></ul><ul><ul><li>Consolidate the management from a central site </li></ul></ul><ul><li>Eliminate the costs and risks of off-site tape transport and storage </li></ul><ul><ul><li>No more cycling tapes </li></ul></ul><ul><ul><li>No more trucks </li></ul></ul><ul><ul><li>No more lost tapes </li></ul></ul>
  27. 27. Prospect With TSM FastBack Main Office Exchange SQL File & Print Branch Office SQL File & Print Branch Office File & Print <ul><li>How we’ll do it: </li></ul><ul><li>TSM FastBack </li></ul><ul><ul><li>Local disk-to-disk backup </li></ul></ul><ul><ul><li>Non-disruptive to applications </li></ul></ul><ul><ul><li>Backup as often as needed </li></ul></ul><ul><ul><li>Fast restore of any data asset </li></ul></ul><ul><li>Enable the Disaster Recovery option of TSM FastBack in each office </li></ul><ul><ul><li>Replicate data between offices </li></ul></ul><ul><ul><li>Policy-based, WAN efficient </li></ul></ul><ul><ul><li>Fast recovery, anywhere </li></ul></ul><ul><li>TSM FastBack BMR </li></ul><ul><ul><li>Move workload to another system </li></ul></ul><ul><ul><li>Virtual machines or different H/W </li></ul></ul><ul><ul><li>Up and running in < 1 hour </li></ul></ul><ul><li>TSM FastBack for Microsoft Exchange </li></ul><ul><ul><li>Fast recovery of Exchange objects: messages, contacts, calendar entries, notes, tasks </li></ul></ul>FastBack Repository & BMR TSM FastBack for Microsoft Exchange Protected Servers
  28. 28. Licensing Examples In this example, only the 3 protected servers would require a TSM FastBack license. The TSM FastBack Repository would be included in the pricing for the Three servers. Exchange SQL File & Print FastBack Repository & BMR TSM FastBack for Microsoft Exchange Protected Servers Branch Office
  29. 29. Licensing Examples (cont.) Adding in Disaster Recovery, the 3 protected servers would require a TSM FastBack license. The TSM FastBack Repository would also need a license. The DR-hub would not need a license. DR Site FastBack DR-hub Exchange SQL File & Print FastBack Repository & BMR TSM FastBack for Microsoft Exchange Protected Servers Branch Office
  30. 30. Licensing Examples (cont.) Single File & Print Server FastBack Repository & BMR TSM FastBack for Microsoft Exchange Protected Server Branch Office For best protection, a single file server in a branch office would be protected with a local TSM FastBack Repository With DR enabled back to a DR site. This price would then Reflect 2 protected servers; the file server & the TSM FastBack Server. DR Site Fastback DR-hub
  31. 31. Licensing Examples (cont.) Single File & Print Server FastBack Repository TSM FastBack for Microsoft Exchange Protected Server Branch Office However, some customers may feel the expense of the extra Server hardware is prohibitive. It is possible to run TSM FastBack on the existing server. This would then be priced with a Single server license. This would limit BMR capabilities at the Branch office site as there would be no TSM FastBack server to provide the backup snapshot. BMR could be done from the DR site. DR Site FastBack DR-hub
  32. 32. Pricing with Passport Advantage <ul><li>TSM FastBack, TSM FastBack for Microsoft Exchange and TSM FastBack for Bare Machine Recovery will be licensed using the Processor Value Units (PVU), consistent with the rest of the TSM family </li></ul><ul><li>TSM FastBack Center - a bundle of the 3 FastBack products, will licensed Per Server </li></ul><ul><ul><li>Pricing </li></ul></ul><ul><ul><ul><li>40% discount off of the individual products if priced on a dual quad (8-core) machine </li></ul></ul></ul><ul><ul><li>Restrictions </li></ul></ul><ul><ul><ul><li>Limited to servers with eight processor cores or less </li></ul></ul></ul><ul><li>List Prices ($US) </li></ul>Product Price Metric TSM FastBack $55 Per 10 PVU TSM FastBack for Microsoft Exchange $35 Per 10 PVU TSM FastBack for Bare Machine Recovery $30 Per 10 PVU TSM FastBack Center $2880 Per Server (eight processor cores or less)
  33. 33. Example 1 <ul><li>Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. </li></ul>Note: TSM FastBack Servers that are not protected servers do not require processor core entitlements. Application Servers TSM FastBack Server TSM FastBack Entitlement Required TSM FastBack Server These are not protected servers – no entitlement required Systems Managed Quantity in Customer Environment Quantity of Processor Core Entitlements Required TSM FastBack Servers (8-way) 2 0 Application Server 4-way (2 logical partitions) 3 12 Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 Total Requirements 24
  34. 34. Example 1 – Total Cost $6,600 Note: Assumes all systems are Intel Xeon cores and therefore require 50 PVUs per core
  35. 35. Example 2 <ul><li>Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recover server at a disaster recovery site. </li></ul>Application Servers TSM FastBack Server TSM FastBack Entitlement Required TSM FastBack Server Not a protected server – no entitlement required Data Replicated TSM FastBack DR Server Note: TSM FastBack Servers that are not protected servers do not require processor core entitlements. Not a protected server – no entitlement required Systems Managed Quantity in Customer Environment Quantity of Processor Core Entitlements Required TSM FastBack Servers (8-way) 2 8 Application Server 4-way (2 logical partitions) 3 12 Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 Total Requirements 32
  36. 36. Example 2 – Total Cost $8,800 Note: Assumes all systems are Intel Xeon cores and therefore require 50 PVUs per core
  37. 37. Example 3 <ul><li>Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. In each group of three servers, one is an Microsoft Exchange Server, which requires item level exchange recovery capability. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site. </li></ul>Note: TSM FastBack Servers that are not protected servers do not require processor core entitlements. Application Servers TSM FastBack Server TSM FastBack Entitlement Required TSM FastBack Server Not a protected server– no entitlement required Data Replicated TSM FastBack DR Server TSM FastBack For MS Exchange Entitlement Required Exchange Servers requiring Item Level Recovery Not a protected server – no entitlement required Systems Managed Quantity in Customer Environment Quantity of Processor Core Entitlements Required for TSM FastBack Quantity of Processor Core Entitlements Required for TSM FastBack for MS Exchange TSM FastBack Servers (8-way) 2 8 0 Application Server 4-way (2 logical partitions) 3 12 4 Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 4 Total TSM FastBack Requirements 32 8
  38. 38. Example 3 – Total Cost $10,200 Note: Assumes all systems are Intel Xeon cores and therefore require 50 PVUs per core
  39. 39. Example 4 <ul><li>Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers, all of which need bare machine recovery. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site. </li></ul>Note: TSM FastBack Servers that are not protected servers do not require processor core entitlements. Application Servers TSM FastBack Server TSM FastBack Entitlement Required TSM FastBack Server Not a protected server– no entitlement required Data Replicated TSM FastBack DR Server Not a protected server – no entitlement required TSM FastBack For BMR Entitlement Required Systems Managed Quantity in Customer Environment Quantity of Processor Core Entitlements Required for TSM FastBack Quantity of Processor Core Entitlements Required for TSM FastBack for Bare Machine Recovery TSM FastBack Servers (8-way) 2 8 0 Application Server 4-way (2 logical partitions) 3 12 12 Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 12 Total TSM FastBack Requirements 32 24
  40. 40. Example 4 – Total Cost $12,400 Note: Assumes all systems are Intel Xeon cores and therefore require 50 PVUs per core
  41. 41. Example 5 <ul><li>Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers, all of which are Microsoft Exchange servers that require item level recovery capability and need bare machine recovery. Since customer will require Tivoli Storage Manager FastBack, Tivoli Storage Manager FastBack for Microsoft Exchange, and Tivoli Storage Manager FastBack for Bare Machine Recovery, and have servers that are 8 processors cores or less, they can order Tivoli Storage Manager FastBack Center, which bundles all three products and is licensed on a per Server basis. Each Tivoli Storage Manager FastBack server has 8 processor cores and all application servers have 4 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site. </li></ul>Application Servers TSM FastBack Server TSM FastBack Server Not a protected server– no entitlement required Data Replicated TSM FastBack DR Server Not a protected server – no entitlement required TSM FastBack Center Entitlement Required Note: TSM FastBack Center Servers that are not protected servers do not require processor core entitlements. Systems Managed Quantity in Customer Environment Quantity of Server Entitlements Required for TSM FastBack Center TSM FastBack Servers (8-way) 2 1 Application Server 4-way (2 logical partitions) 3 3 Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications) 3 3 Total TSM FastBack Requirements 7
  42. 42. Short Term Roadmap
  43. 43. TSM FastBack Roadmap <ul><li>3Q08 </li></ul><ul><li>Expanded WW reach </li></ul><ul><ul><li>IBM Branding </li></ul></ul><ul><ul><li>Translation </li></ul></ul><ul><li>4Q08 </li></ul><ul><li>Enhanced performance and scalability </li></ul><ul><li>Expand supported Windows environments </li></ul><ul><li>Enhanced reporting </li></ul><ul><li>Accessibility </li></ul>Fastback Product Suite <ul><li>Deeper TSM integration </li></ul><ul><li>Linux client support </li></ul><ul><li>Data deduplication </li></ul><ul><li>Recovery administration convergence </li></ul><ul><li>Integration w CDP Files for notebook/desktop support </li></ul><ul><li>Additional application support </li></ul>Today <ul><li>Near-instant recovery and CDP of applications and data </li></ul><ul><ul><li>For SMB, ROBO and enterprise </li></ul></ul><ul><li>Ready for Tivoli Now! </li></ul><ul><ul><li>Certified TSM integration </li></ul></ul><ul><ul><li>Helps improves availability of mission-critical applications for TSM customers </li></ul></ul><ul><li>Offerings </li></ul><ul><ul><li>Xpress Restore CDP </li></ul></ul><ul><ul><li>Xpress Restore DR </li></ul></ul><ul><ul><li>Xpress Xchange Restore 2007 </li></ul></ul><ul><ul><li>Xpress Bare Metal Restore </li></ul></ul>2008 2009 Expanded Client Value Extended Data Center Integration Indicates still working to close 2008 plan for these items
  44. 44. TSM FastBack Phase 2 – 4Q2008 <ul><li>Environment Support </li></ul><ul><ul><li>Windows Cluster, Exchange CCR LCR support </li></ul></ul><ul><ul><li>Veritas Cluster Support </li></ul></ul><ul><ul><li>Windows 2008 server/vista support </li></ul></ul><ul><ul><li>Support for 2003 storage server and 2003 storage server R2 </li></ul></ul><ul><ul><li>Windows cluster support for SQL </li></ul></ul><ul><ul><li>Windows 2008 Hyper-V environment qualification </li></ul></ul><ul><ul><li>SQL Server 2008 </li></ul></ul><ul><li>Performance and Scalability </li></ul><ul><ul><li>I/O dispatching multi-threading </li></ul></ul><ul><ul><li>Scalability: Move to fixed sized record for history file to improve scalability </li></ul></ul><ul><ul><li>Bump up hard coded limits </li></ul></ul><ul><ul><li>Use direct I/O </li></ul></ul><ul><ul><li>Incremental after reboot </li></ul></ul><ul><li>TSM Integration </li></ul><ul><ul><li>Incorporate TSM integration best practices </li></ul></ul><ul><li>Reporting </li></ul><ul><ul><li>BIRT Enablement </li></ul></ul><ul><li>Bluewash Continuation </li></ul><ul><ul><li>Comprehensive System Test </li></ul></ul><ul><ul><li>Continue open source remediation </li></ul></ul><ul><ul><li>Accessibility updates for Phase 1 Deviations </li></ul></ul><ul><ul><li>Complete items deferred from Phase 1 blue wash </li></ul></ul>Legend: Committed Best Effort
  45. 45. Wrap-up : How to get started.
  46. 46. Call to Action <ul><li>Practice call scripts and tailor them to your style </li></ul><ul><ul><li>Get comfortable with the subject – TSM-FastBack </li></ul></ul><ul><ul><li>Pull together your customer list </li></ul></ul><ul><li>Call your customers </li></ul><ul><ul><li>Qualify your Customer </li></ul></ul><ul><ul><li>Invite them to the live Web Demo every other Thursday </li></ul></ul><ul><ul><li>Visit the FastBack Sales Acceleration Play website for more information and guidance: http://w3.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=CGSP&docID=T383647V75920Y34#overview </li></ul></ul><ul><li>Direct sales questions on TSM FastBack to: </li></ul><ul><ul><li>West US: Shelly Howrigon/Salt Lake City/IBM </li></ul></ul><ul><ul><li>Central US : Paul C Zakoor/Southfield/IBM </li></ul></ul><ul><ul><li>Northeast US: Mary Ellen / George Louzek / Bob Ruelas </li></ul></ul><ul><ul><li>Southeast US: Michael Hedden/Miami/IBM </li></ul></ul><ul><ul><li>Canada: John Beal/Toronto/IBM </li></ul></ul>Your mission : Make calls , introduce TSM Fastback’s amazing recovery capabilities, and get appointments !
  47. 47. Where to focus? <ul><li>EXISTING CUSTOMERS </li></ul><ul><li>Any existing customer that would like IMR </li></ul><ul><li>Anyone expressing the need for windows only BMR </li></ul><ul><li>CDP for applications </li></ul><ul><li>NEW CUSTOMERS </li></ul><ul><li>Any customer that you lost due to the IMR issue </li></ul><ul><li>Windows environments </li></ul><ul><li>Remote windows environments </li></ul>
  48. 48. Business Impact of Xpress Restore and XRDR Optimal Performance = Huge $$$ Savings Comparisons between traditional tape backup and FastBack: Measurements taken by a real customer in their environment Description Tape FastBack Comments Backup File/Print Server 16 hours 3 minutes Increased frequency from 1/wk to 6/day Backup E-Mail Server 46 hours 2 minutes Increased frequency from 1/wk to 8/day Recover SQL Table/Record Impossible 5 minutes Recover Individual E-Mail Impossible 5 minutes Same for calendars, contacts, tasks, etc. Restore a File Server Volume 10-16 hrs. 6-10 min. Restore SQL Server Volume 20-30 hrs. 6-10 min.
  49. 49. Case Studies & References <ul><li>Published case studies at http://www.filesx.com/customers/index.asp </li></ul><ul><li>Or </li></ul><ul><li>http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=T9&docID=J394569C69552A12 </li></ul>
  50. 50. TSM FastBack – Collateral to help you sell <ul><ul><ul><li>Web Conference: </li></ul></ul></ul><ul><ul><ul><li>www.sametimeunyte.com </li></ul></ul></ul><ul><ul><ul><li>Conference ID is FASTBAK </li></ul></ul></ul><ul><ul><ul><li>Audio Conference: </li></ul></ul></ul><ul><ul><ul><li>Toll Free: 888-359-3613 </li></ul></ul></ul><ul><ul><ul><li>Tieline: 650-2012 </li></ul></ul></ul><ul><ul><ul><li>Toll: 719-325-2348 </li></ul></ul></ul><ul><ul><ul><li>Passcode: 4011118 </li></ul></ul></ul><ul><li>Live Web Demo’s – Oct 30 th & </li></ul><ul><li>Every Thursday in Nov & Dec </li></ul><ul><li>Product Demos that you can send to customers </li></ul><ul><ul><ul><li>Three (3) min video clip you can send your customer: </li></ul></ul></ul><ul><ul><ul><li>http://demos.dfw.ibm.com/on_demand_illustrated/Demo/IBM_Demo_Tivoli_Storage_Manager_FastBack-Aug08.html </li></ul></ul></ul><ul><ul><ul><li>6 FastBack demo's - they are a little technical but they do cover: </li></ul></ul></ul><ul><ul><ul><ul><li>http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=T9&docID=K326663O82702B93 </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Extended IMR Scenario </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Individual Mailbox restore </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Instant Restore </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Mount Data </li></ul></ul></ul></ul><ul><ul><ul><ul><li>MS Exchange Server Disaster Recovery </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Volume Based restore </li></ul></ul></ul></ul><ul><li>TSM - FastBack Win Room – Conf Call </li></ul><ul><ul><li>Every Friday 11:am ct >> Call in: 888-240-4148 pc: 2808443 </li></ul></ul><ul><ul><li>The ability to reduce the list price (up to 30%) when faced with aggressive pricing from a competitor </li></ul></ul><ul><ul><li>Also for the TSM product the ability to reduce list price (up to 60%) when faced with a competitor </li></ul></ul><ul><li>Storage Competitive Sales Play </li></ul>
  51. 51. Sales and Business Partner-Focused Enablement IBM - http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=CGSK&docID=H793621Y09977P99 Partners – http://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/ContentHandler/H793621Y09977P99?pageId=pw.sellingresources ** IBM Internal only
  52. 52. Information Resources <ul><li>Product datasheets and Whitepapers (use the external links for distribution outside of IBM) </li></ul><ul><li>TSM FastBack Datasheet: </li></ul><ul><ul><li>External : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF </li></ul></ul><ul><ul><li>Internal : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF </li></ul></ul><ul><li>TSM FastBack for Microsoft Exchange Datasheet : </li></ul><ul><ul><li>External : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14023USEN&attachment=TID14023USEN.PDF </li></ul></ul><ul><ul><li>Internal : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid=TID14023USEN&attachment=TID14023USEN.PDF </li></ul></ul><ul><li>TSM FastBack for Bare Machine Recovery Datasheet: </li></ul><ul><ul><li>External : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14024USEN&attachment=TID14024USEN.PDF </li></ul></ul><ul><ul><li>Internal : http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid=TID14024USEN&attachment=TID14024USEN.PDF </li></ul></ul><ul><li>TSM FastBack Center Datasheet: </li></ul><ul><ul><li>External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG&htmlfid=TIS14029USEN&attachment=TIS14029USEN.PDF </li></ul></ul><ul><ul><li>Internal: http://w3.ibm.com/sales/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG&htmlfid=TIS14029USEN&attachment=TIS14029USEN.PDF </li></ul></ul><ul><li>Next-Generation Data Protection for Mid-Sized Companies Whitepaper: </li></ul><ul><ul><li>External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid=TIW14008USEN&attachment=TIW14008USEN.PDF </li></ul></ul><ul><ul><li>Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid=TIW14008USEN&attachment=TIW14008USEN.PDF </li></ul></ul><ul><li>Addressing the Complexities of Remote Data Protection Whitepaper: </li></ul><ul><ul><li>External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid=TIW14010USEN&attachment=TIW14010USEN.PDF </li></ul></ul><ul><ul><li>Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid=TIW14010USEN&attachment=TIW14010USEN.PDF </li></ul></ul>
  53. 53. Information Resources <ul><li>Product Web Pages </li></ul><ul><li>IBM Tivoli Storage Manager FastBack </li></ul><ul><ul><li>http://www.ibm.com/software/tivoli/products/storage-mgr-fastback/ </li></ul></ul><ul><li>IBM Tivoli Storage Manager FastBack for Microsoft Exchange </li></ul><ul><ul><li>http://www.ibm.com/software/tivoli/products/storage-mgr-fastback-exchange/ </li></ul></ul><ul><li>IBM Tivoli Storage Manager FastBack for Bare Machine Recovery </li></ul><ul><ul><li>http://www.ibm.com/software/tivoli/products/storage-mgr-fastback-bmr/ </li></ul></ul><ul><li>IBM Tivoli Storage Manager FastBack Center </li></ul><ul><ul><li>http://www.ibm.com/software/tivoli/products/storage-mgr-fastback-center/ </li></ul></ul>
  54. 54. Information Resources <ul><li>Collateral – datasheets and whitepapers </li></ul><ul><li>IBM Tivoli Storage Manager FastBack </li></ul><ul><li>IBM Tivoli Storage Manager FastBack for Microsoft Exchange </li></ul><ul><li>IBM Tivoli Storage Manager FastBack for Bare Machine Recovery </li></ul><ul><li>IBM Tivoli Storage Manager FastBack Center </li></ul><ul><li>Addressing the Complexities of Remote Data Protection </li></ul><ul><li>Next-Generation Data Protection for Mid-Sized Companies </li></ul>
  55. 55. Thank You

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