CLOUD SOLUTIONS GROUP OVERVIEW

Transcription

1 CLOUD SOLUTIONS GROUP OVERVIEW

2 CLOUD COMPUTING TRENDS Online Backup & Cloud Archive Market to Reach $1.4B by 2016E Market Share (2016E) 1 : 52% IaaS 27% PaaS 21% SaaS Infrastructure (Online backup & archive: 20% CAGR 2 ) Group: Cloud Computing Report, April Group: Backup to the Future, April 2014

3 CLOUD DATA PROTECTION 70% are currently or planning to use cloud-based data protection services Enterprise Strategy Group: Data Protection-as-a-service (DPaaS) Trends, September 2013

4 360 O VIEW OF CUSTOMER CAPEX model OPEX as-a-service model Customer owned/operated: COMMVAULT SERVICE PROVIDERS Provider managed: Direct from CommVault Contract with Service Provider Embedded in OEM storage OEMs GSIs ITOs IT outsourcing through GSI/ITO Bundled into VAR solution Included in VAR quoted solution VARs

5 COMMVAULT: CLOUD SOLUTIONS GROUP Investments in cloud domain expertise Best-in-industry support services Innovative software development Business model led engagements TTM with pre-defined building blocks and service catalogs Enablement through Service Provider program Single management platform that improves staff productivity Run the same workloads for half the infrastructure as leading alternative Easily add revenue streams based on existing software platform Integrated with expansive cloud partner ecosystem of cloud storage, platforms, and applications

6 INDUSTRY LEADERSHIP A Leader: 2014 Gartner Magic Quadrant for Enterprise Backup Software & Integrated Appliances A Leader: The Forrester Wave: Enterprise Backup and Recovery Software, Q Source: Magic Quadrant for Enterprise Backup Software and Integrated Appliances; by David Russell, Pushan Rinnen; June 9, 2014 This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner.This graphic was published by Gartner, Inc. as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from CommVault Systems. Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. or its affiliates. For more information, info@gartner.com or visit gartner.com. Used with permission. Source: The Forrester WaveTM: Enterprise Backup and Recovery Software, Q2 2013, by Rachel Dines with Stephanie Balaouras, Jessica McKee The Forrester Wave is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave are trademarks of Forrester Research, Inc. The Forrester Wave is a graphical representation of Forrester's call on a market and is plotted using a detailed spreadsheet with exposed scores, weightings, and comments. Forrester does not endorse any vendor, product, or service depicted in the Forrester Wave. Information is based on best available resources. Opinions reflect judgment at the time and are subject to change.

7 A SINGLE PLATFORM APPROACH Backup as a Service End Point (Edge) Server / VM Applications DR as a Service Archive as a Service File Systems Applications Compliance ediscovery as a Service

8 GLOBAL NETWORK 200+ certified partners worldwide We back up approximately 66 petabytes of customer data per month using Simpana software and CommVault has become a trusted advisor. Tim Symchych Senior Director Strategic Sourcing Leveraging the single software platform approach, enablement, and consultative engagement model CommVault provides will further enhance our Enterprise Backup solution. Darrell Hyde CTO Many technology vendors have seen the writing on the wall in the shift of IT spend and have stood up Service Provider programs. However CommVault stands apart in taking action and bringing resources to bear to build truly effective programs. Ken Seitz Director Product Strategy Data management is a critical part of our increasing cloud business and we see CommVault in a pivotal role now and in the future. Herman Ramacher CEO CommVault Simpana software is one of our most important toolsets, enhancing our ability to manage petabytes of data across a shared, multi-tenant environment, efficiently and cost effectively. Robyn Cockayne General Manager We chose to partner with CommVault because from a support perspective, like us, they are a leading edge company who is innovative, dynamic and responsive. Darryl Swann Executive Director

9 ENABLING CLOUD SERVICE MODELS Up to 2X Faster Backup & Archive VM integrations to support cloud-scale Snapshot integrations support 95% of storage hardware market OnePass approach to backup and archive Up to 50% Less Time Managing Operations Single console management Advanced workflow automation Reporting & analytics Support that leads the industry Up to 50% Increased Productivity Centralized data repository Web portal & API to enable self-service Vertical viewers for Legal, Healthcare

10 Functionality MARKET DEFINED APPROACH Providers are expanding feature set to meet range of customer needs Alignment of target market to solution design is critical Storage Customer Managed Co - Managed Provider Managed Unmanaged Fully Managed

11 NEXT STEPS c Let s get started on delivering more profit and revenue together: New Routes to Market Roadmap Development

12 PARTNERADVANTAGE PROGRAM SP EDITION

13 PARTNER STRATEGY A Balanced Approach and Multi-Channel Mix Present and Preferred in every route with Partners invested in CommVault Direct VARs & Velocity SPs / Cloud OEMs Global Partners Eco-Partners ISV and Technology Partners Build selective Partner volume not volumes of Partners

14 PROGRAM MISSION AND OBJECTIVES Mission: Define, develop, and manage a consistent Cloud/Service Provider program to enable value creation for our Partners Objectives: Strategic, Continuous Improvements in competitive pricing models, tier based benefits, enablement frameworks, rewards/incentives, certifications, and more Operational Enhancements to deliver a scalable, repeatable program that can be easily adopted by partners Support & Consulting Services to help partners maximize the value of cloud solutions powered by CommVault Shared Risks/Rewards framework for delivering great CommVault experience to drive strong growth with Cloud/SP customers 14

15 SERVICE PROVIDER INVESTMENTS & INCENTIVES Investments Incentives Sales & technical certifications Discounts based on tiers and minimum commitments Business performance goals Partner tools & portals Multi-product offerings & Service innovation Rebates based on volume & multi-product portfolio Mind share & Demand Gen Marketing support and MDF

16 PROGRAM REQUIREMENTS Program Requirements Authorized Silver Gold Platinum Completed SP Application Yes Yes Yes Yes Executed Agreement Yes Yes Yes Yes Ramp Period 30 Days 90 Days 90 Days 120 Days Monthly Minimum Fee USD 2,000 USD 10,000 USD 25,000 USD 50,000 CommVault Certified Professionals CommVault SP Sales Specialists Lab Capability N/A Preferred Mandatory Mandatory Business Review/Forecast N/A Quarterly Quarterly Quarterly Program Champion at SP N/A Mandatory Mandatory Mandatory Case Studies As Available 1 Annually 2 Annually 2 Annually Powered by CommVault Logo ++ Not Applicable Yes Yes Yes ++ Available in CommVault Fiscal Year st Half

17 PROGRAM BENEFITS Program Benefit Authorized Silver Gold Platinum Access to Partner Portal Access to Maintenance Advantage NFR Licenses Service Provider Assessments Volume Rebate Marketing Collateral for Co-branding Listing on CommVault Website Discounts on Product Pricing Access to Advanced Enablement Assets MDF for Joint Marketing Activities Discounted Professional Services Partner Council (by invitation only) Product Launch Multi-Product Rebate Access to Product Management 17

18 SERVICE OFFERINGS POWERED BY COMMVAULT

19 Provider Premises: Backup as a Service Backup of Customer infrastructure residing in the Service Provider s Cloud Enterprise Application Adoption in the Cloud: Driving Enterprise Data Protection Requirements Service Provider 16% 13% 13% 6% Management Base: 818 Existing CommVault Customer s who are leveraging Public Cloud Services Source: 2014 TechValidate Survey of CommVault Customers

20 Hybrid: Backup as a Service Backup to the Service Provider Cloud Service Provider Mobile Users Customer Premises Management

21 Customer to Provider: DR as a Service DR as a Service from the customer premises with recovery to the Provider Service Provider Customer Premises Management

22 Provider/Cloud to Cloud: DR as a Service Recoveries in a 3 rd Party Provider (such a AWS or Microsoft Azure) Service Provider Virtual Machines Management Cloud Storage

23 Archive as a Service: Upsell Opportunity c Long term retention of data from Customer premises or in Service Provider cloud Service Provider Management Customer Premises

24 MARKETING AIRCOVER & DEMAND GENERATION

25 PARTNER PORTAL InnerVault Single Source for all Partner Content New technology platform that promotes ease of use / access New navigation capabilities Refreshed content (e.g., program guide, training, accreditation, deal registration, etc.) Service Provider specific partner page, with new content added ongoing

26 CASE STUDIES Reaches end-customers through CommVault marketing campaigns Builds awareness with CommVault sales force and customer base Helps us embed endcustomer case studies into campaign kits for you Resources available from CommVault to assist in writing/development 26

27 PR/SOCIAL MEDIA CommVault Enables Network of 200+ Service Providers Globally to Deliver Cloud Data Protection

28 DEMAND GENERATION TOOLS Lead-gen campaign for Service Providers Pre-packaged campaign kit: 1. to SP Partner introducing the campaign value-add 2. edm to customer, linking to campaign landing page 3. edm reminder to customer, linking to landing page Partner customizes with: Logo Collateral Target list (2K+ contacts) Start generating leads that you own in <30 minutes! 28

29 THANK YOU

30 APPENDIX (BACKUP)

31 BEST-OF-BREED SOLUTON + Recognized industry leader + Single platform for all things data + Powering efficient cloud infrastructures + Proven at cloud scale Legacy providers + Proven solutions Multiple point products Infrastructure intensive Competitor to Service Providers Niche players + Simpler to manage + Service Provider enablement Limited feature set Limited scalability

32 CLOUD PARTNER ECOSYSTEM Enterprise OS & Hypervisor Vertical Cloud Applications Platforms Applications Storage MS Exchange MS SharePoint MS SQL Server Oracle Oracle RAC Oracle ASM Oracle Data Guard SAP Oracle SAP MaxDB SAP HANA (new) IBM DB2 IBM Lotus Notes

33 CSG ENGAGEMENT MODEL Discover Define Design Execute Launch & Ramp OWNERS Account Exec Account Exec Account Exec Account Exec Account Exec Sales Engineer Cloud Specialist Sales Engineer Cloud Specialist Sales Engineer Cloud Specialist Sales Engineer Cloud Specialist Sales Engineer Cloud Specialist Cloud Architect Cloud Architect Programs Prof. Services Prof. Services Marketing ACTIVITIES Service offerings Target markets Use cases Delivery models Business case Service definition Service design Proof of Concept Pricing Contractual terms Implementation & integration Documentation & hand over Training Marketing plan Launch activities Training Demand-gen Well checks QBRs