Training Guide Contents

Transcription

1 Training Guide Contents Introduction... 6 Backup and Disaster Recovery Market Drivers Today... 6 What Does This Mean for Customers?... 7 Acronis Word Search... 8 Training Agenda... 9 Training Objectives... 9 Module 1: Acronis Overview Module Objectives Who Is Acronis? Who Does Acronis Sell To? Where is Acronis Going? Module 2: Basic Acronis and GroupLogic Technologies Module Objectives Basic Technologies Backup Deduplication Why Should You Care About Backup and Deduplication? Recovery Bare-Metal Recovery Why Should You Care About Recovery and Bare-Metal Recovery? Recovery Point Objective and Recovery Time Objective Cloud Storage Why Should You Care About Cloud Storage? Centralized Management Physical to Virtual Migration Why Should You Care About Physical to Virtual? Deployment Disk Management Enterprise File Sharing Why Should You Care About Enterprise File Sharing? Apple Integration Why Should You Care About Apple Integration? Module 2 Knowledge Check Introduction

2 Module 3: Acronis and GroupLogic Product Line Module Objectives Product Line: Acronis Backup and Recovery Acronis Backup & Recovery Value Proposition Additional Acronis Backup & Recovery 11.5 Features Acronis Backup & Recovery 11.5 Licensing Product Line: Acronis vmprotect Acronis vmprotect Value Proposition Additional Acronis vmprotect 8 Features Acronis vmprotect 8 Licensing Which is Right for Customers: Acronis vmprotect or Acronis Backup & Recovery? Which is Right for Customers: Scenario Which is Right for Customers: Scenario Product Line: Acronis Snap Deploy Acronis Snap Deploy Value Proposition Acronis Snap Deploy 4 Licensing Product Line: Acronis Disk Director Acronis Disk Director Value Proposition and Licensing Product Line: GroupLogic activecho, mobilecho and ExtremeZ-IP GroupLogic Products Value Proposition Additional GroupLogic Products Features GroupLogic Licensing Acronis & GroupLogic Core Value Proposition Module 3 Knowledge Check Module 4: Support and Renewals Module Objectives Support Options How to Contact Support? Maintenance Renewals Module 5: Acronis Partner Program Module Objectives Why Partner with Acronis? Acronis Partner Levels Partner Portal Opportunity Registration Program Introduction

3 Module 6: Wrap Up Module Objectives Top 10 Reasons to Sell Acronis Buzz Words Module 4-6 Knowledge Check Conclusion Additional Information Acronyms Glossary Definitions Glossary Trial Versions of Acronis and GroupLogic products Acronis License Program Qualifying a Call Prospecting Call Script Solutions Solution to Word Search Solution to Module 2 Knowledge Check Solution to Module 3 Knowledge Check Solution to Module 4-6 Knowledge Check Introduction

4 Acronis Sales Professional Training & Certification Introduction As an Acronis Sales Partner, you share with Acronis the goal of providing Customers with solutions to their data protection and recovery challenges. To guide Customers to the solution most appropriate for them, you must know two things: their needs and the solutions available to them. This training will help you bridge the two. Backup and Disaster Recovery Market Drivers Today There are four dynamic forces affecting the traditional backup and disaster recovery market today: 1. Big data: The volume, speed of data creation and capacity computing drive storage costs to go up 2. Virtualization: The introduction and adoption of new virtualized systems and environments into organizations has left many with a patchwork of technologies and expertise protecting their critical data 3. Cloud: The storage costs reductions and flexible computing options offered by cloud in combination with the disparate location of data make the backup, recovery and storage operations more complex 4. Bring your own device (BYOD): The rise of the mobility and Apple in the Enterprise shows no sign of slowing down. 6 Introduction

5 What Does This Mean for Customers? Organizations are realizing that their traditional approaches to data protection, storage and recovery need to be as dynamic as their networks. Management and cost of ownership is becoming a real headache. Backup & Recovery is changing: The backup window is extinct. There are no low usage times for critical files and apps any longer. Speed of backup and ease of use become as critical as speed and ease of recovery Vital data is no longer just in the data center, it is on the laptops, smartphones, desktops, tablets scattered across geographies Balance between good-enough and price becomes a priority for midsize businesses More recovery points are being demanded: virtual storage, cloud and tape, which is still viewed as low-cost and simple solution against the growing tide of data. Explosion of data creation is forcing new strategies: Big data is not simply about big volume, it is the variety, velocity and complexity of that data as well. It is being created in heterogeneous environments, on diverse platforms, geographically scattered and is only valuable if it can be intelligently managed Many organizations are hoarding data, as they might need it one day. For many the first step is an increase in storage capacity and therefore storage optimization becomes a priority Big data may be too big to protect through conventional backup methods, storage snapshots or replication. Tiered disk and tape systems are being considered Big data is a dynamic and evolving space. Very few best practices or answers exist right now. New and fast-maturing technologies are adding to complexity: New virtual platforms, cloud deployment models and other form factors are rapidly emerging and growing in popularity: Cloud promises more efficient storage, and higher levels of accessibility and availability, but with more sophisticated security and protection requirements Most companies are adopting a hybrid cloud and on-premise strategy Companies introduce data in motion policies, e.g. to and from public clouds, which are more difficult than protecting static data 100% virtual environments are currently just a theory, so organizations are managing hybrid environments. The IT Organization is in danger of losing control as users find their own productivity tools: In today s increasingly social and collaborative environment, it is not just Consumers who are demanding individualized interactions to instantly meet their needs. Employees are Consumers too - Consumers of Enterprise content. As Employees become increasingly accustomed to doing work the way they want and on platforms they want, IT has to address those needs. Within the Enterprise, ipad and iphone have opened up a number of opportunities for businesses to leverage their capabilities. Many companies are still figuring out the best use case to maximize their return on investment. Biggest issues to IT are the management and protection of the data created and sent from these devices. Managing them into a comprehensive data protection and data availability policy can be an enormous task and many are struggling with it. 7 Introduction

6 Acronis Word Search Throughout this training we will cover a number of terms relevant to data protection and disaster recovery. Being able to recognize these buzz words in conversations with Customers will be useful in assessing and meeting their data protection and disaster recovery needs. How many words related to data protection and disaster recovery (shown in the word cloud below) can you spot in the Word Search? 8 Introduction

7 Agenda Acronis Overview Basic Acronis and GroupLogic Technologies Acronis and GroupLogic Product Line Support and Renewals Acronis Partner Program Wrap Up Appendix Acronis Sales Professional Training & Certification 2 Training Agenda This training program consists of the following modules: 01. Acronis Overview 02. Basic Acronis and GroupLogic Technologies 03. Acronis and GroupLogic Product Line 04. Support and Renewals 05. Acronis Partner Program 06. Wrap Up Training Objectives After completing this training program, you will be able to: Recognize opportunities to sell Acronis products Identify the key features of the Acronis product line Match Customer needs to the most appropriate solution List Acronis core value propositions Calculate product licensing Locate resources on the product portal website 9 Introduction

8 Module 1 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 3 Module 1: Acronis Overview Module Objectives After completing this module, you will be able to: Define who Acronis is Identify Acronis Target Markets and Customers Point Acronis Mission and Vision statements 10 Module 01: Acronis Overview

9 Who Is Acronis? Acronis is a leading provider of next generation data protection and disaster recovery solutions for physical, virtual and cloud environments. Acronis technology enables anytime, anywhere secure data access, reduces the risk of valuable data loss and controls storage costs for organizations of all sizes. In 2012, Acronis has acquired secure enterprise file access, sharing and syncing software company GroupLogic. Acronis Sales Professional Training & Certification 4 Who Is Acronis? Acronis is a leading provider of next generation data protection and disaster recovery solutions for physical, virtual and cloud environments. With Acronis' easy to use unified platform approach to backup, disaster recovery, data protection and migration software, IT professionals can very efficiently protect and maintain the availability of critical servers, applications and data to achieve desired recovery point (RPO) and time objectives (RTO), while substantially reducing total cost of ownership. Acronis technology enables anytime, anywhere secure data access, reduces the risk of valuable data loss and controls storage costs for organizations of all sizes. With over a decade of research and development investment to deliver innovative products to organizations of all sizes, Acronis software is sold in more than 90 countries and is available in up to 14 languages. Selling Point Acronis has been a pioneer in providing disaster recovery solutions for over a decade. 11 Module 01: Acronis Overview

10 Acronis Awards Over the past decade, Acronis technology has won multiple awards for superior performance, ease of use and flexibility. In 2012, Acronis has acquired secure Enterprise file access, sharing and syncing software company GroupLogic. Acronis Snapshot Focus Data Protection and Storage Optimization for Physical, Virtual and Cloud Environments Founded 2002 Head Office Woburn, Massachusetts, USA, with 18 offices worldwide President & CEO Alex Pinchev Revenue Over $100 million annual revenue, profitable since commencing operations Employees Approx. 750 GTM Customers Two-tier distribution model with a Partner network reaching 90 countries More than 175,000 businesses across a broad range of industries and over 2.5 million users of Consumer products 12 Module 01: Acronis Overview

11 Who Does Acronis Sell To? Acronis sells solutions to organizations of all sizes around the world via channel Partners, retail stores, online sales and OEM Partners. National Business employees Large Enterprise employees Small to Medium Business (SMB) employees Small Office/Home Office (SOHO) 1-10 Employees More than 175,000 business Customers across all industries More than 2.5 million licenses sold in 90 countries in 14 languages Acronis Sales Professional Training & Certification 5 Who Does Acronis Sell To? Acronis Target Markets Small Office/Home Office (SOHO) businesses with 1-10 Employees and limited or no IT Support Small to Medium (SMB) businesses with Employees, small IT teams and basic disaster recovery requirements National businesses with Employees, full IT teams + consultants and strict disaster recovery strategy and requirements Large Enterprise with Employees, geographically dispersed sites, extended IT teams and strictest disaster recovery strategy Acronis sells solutions to organizations of all sizes around the world via channel Partners, retail stores, online sales and OEM Partners: More than 175,000 business Customers across all industries More than 25,000 Partners More than 2.5 million licenses sold in 90 countries in 14 languages Protected over 200,000 virtual machines worldwide to date Helped businesses move over 1,000,000 servers between physical, virtual and cloud environments 13 Module 01: Acronis Overview

12 Acronis Target Customers Acronis has solutions for Customers of all sizes: 14 Module 01: Acronis Overview

13 Where Is Acronis Going? Our Mission: To build and deliver the most innovative software technology which enables customers to protect and optimize their data and storage in a virtual environment as well as the cloud in the most reliable and cost efficient way Our Vision: To become the fastest growing software company, market leader and most trusted brand for data protection and storage optimization in a virtual environment and in the cloud Acronis Sales Professional Training & Certification 6 Where is Acronis Going? Acronis Mission To build and deliver the most innovative software technology which enables our Customers to protect and optimize their data and storage in a virtual environment as well as in the cloud in the most reliable and cost efficient way. Acronis Vision To become the fastest growing software company, market leader and the most trusted brand for data protection and storage optimization in a virtual environment and in the cloud. 15 Module 01: Acronis Overview

14 Module 2 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 7 Module 2: Basic Acronis and GroupLogic Technologies Module Objectives After completing this module, you will be able to: Point backup and recovery technologies Define Recovery Point Objective and Recovery Time Objective Explain cloud storage importance Define physical to virtual migration technology Explain deployment and disk management technologies Point Enterprise file sharing and Apple integration technologies List key drivers creating market opportunities. 16 Module 02: Basic Acronis and GroupLogic Technologies

15 Basic Technologies Do you find any of the below technologies familiar? Centralized Management Cloud Storage Backup Deployment Apple Integration Bare-Metal Recovery Deduplication Physical to Virtual Migration Disk Management File Sharing Acronis Sales Professional Training & Certification 8 Basic Technologies Before introducing Acronis and GroupLogic product line, we would like to familiarize you with basic technologies that our solutions offer. Do you find any of the below technologies familiar? Could you take a guess and explain any of them? 1. Backup 2. Deduplication 3. Recovery 4. Bare-Metal Recovery 5. Cloud Storage 6. Centralized Management 7. Physical to Virtual Migration 8. Deployment 9. Disk Management 10. File Sharing 11. Apple Integration. 17 Module 02: Basic Acronis and GroupLogic Technologies

16 Backup A backup is a copy of a file, directory or volume on a storage device created for the purpose of recovery in case the original data is accidentally erased, damaged, or destroyed. What Can Be Backed Up by Acronis? Physical / Virtual Machines System Files & Folders Backup is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Backup has.tib extension. Acronis Sales Professional Training & Certification 9 Backup A backup is a copy of a file, directory or volume on a storage device created for the purpose of recovery in case the original data is accidentally erased, damaged, or destroyed. Backup is the process of copying data from a computer system to a separate storage device. The backup serves as a secondary/redundant copy of data which can be used in case of data loss, file corruption, virus attack or hardware crash. What Can Be Backed Up? Most people are familiar with backing up a single file or folder, perhaps to a USB drive or a CD. There are also software applications, user settings, databases, operating systems, entire virtual and physical machines all of which also need protection. How Can Be Backed Up? There are two ways to back up data: File level Disk Image Make copies of selected files or folders Create an image of the entire disk, the operating system (OS), files, folders, applications, settings, and data. Everything on the disk is included. 18 Module 02: Basic Acronis and GroupLogic Technologies

17 Acronis solutions are based on its patented disk imaging technology. A disk image is an exact copy of a computer or server hard disk. The snapshot contains everything the server or computer needs to run, such as the operating system, applications, configuration files, user settings, and data. Disk imaging technology creates faster backups and restoration and improves return on investment when compared to traditional backup. Selling Point Acronis pioneered disk imaging technology. Where Can Be Backed Up? Backups can be stored in a number of local and networked storage locations, including CD/DVD, hard drives, tape drives, cloud, FTP, SAN/NAS, etc. All storage devices can be divided into: Local Network Offsite Same machine, easy to implement Intended for data corruption or software failure recovery Different device on same network Protects against single machine failure, data corruption, software failure Most popular Stored in different location Protects against major disasters May be more difficult to implement and/or more costly Note: Backup is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Backup has.tib extension. 19 Module 02: Basic Acronis and GroupLogic Technologies

18 Deduplication Deduplication is a method of eliminating data repetition by storing identical data in backup archives only once. Acronis applies deduplication technology to avoid backup of redundant data and thus lower storage space requirements. Server File Server 1 A B C A D E C D File Server 2 A C D E Deduplication is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. Deduplication Storage A B C D E Acronis Sales Professional Training & Certification 10 Deduplication Deduplication is a method of eliminating data repetition by storing identical data in backup archives only once. Repeated data is removed, leaving only one copy of the data to be stored along with references to this single copy of data. Acronis applies deduplication technology to avoid backup of redundant data and thus lower storage space requirements. Deduplication cuts data storage volume by as much as 90%, greatly reducing storage costs and network bandwidth usage. Selling Point Acronis Deduplication: Reduces Storage Cost Reduces Network Traffic Note: Deduplication is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. 20 Module 02: Basic Acronis and GroupLogic Technologies

19 Why Backup and Dedupe? Data is growing at an enormous pace, which is driving businesses to spend more on storage each year. With all this data, there also comes the need for Backup solution and Deduplication. Enormous data growth = Opportunity. HOW MUCH NEW DATA DO BUSINESSES BACK UP EACH DAY? Acronis Sales Professional Training & Certification 11 Why Should You Care About Backup and Deduplication? Backup and deduplication represent a tremendous opportunity for you as a Sales Partner. Data is growing at an enormous pace. Acronis Disaster Recovery Index 2012 says 1 : According to the survey findings, a typical mid-size business today manages more than 100 servers, desktops and laptops and produces almost 40TB of fresh data each year. As a part of commitment to Customers, Acronis conducts an annual survey of worldwide confidence in backup and disaster recovery provision. Acronis DRI has thrown up the following findings: 14% of mid-size companies create on average from 1 to 10 Gigabytes per day 17% - from 10 to 20 Gigabytes 24% - from 20 to 50 Gigabytes 20% from 50 to 100 Gigabytes 11% - from 100 to 250 Gigabytes 8% - from 250 to 500 Gigabytes 7% - more than 500 Gigabytes. 1 Acronis Disaster Recovery Index 2012, 2 Ibid. 21 Module 02: Basic Acronis and GroupLogic Technologies

20 This is driving businesses to spend more on storage each year. With all this data, there comes the need for backup and deduplication to make sure business is running by keeping important data safe and to minimize storage requirements by removing data duplicates in the backup archives. Backup and Disaster Recovery Tools Consolidation In Acronis DRI survey, we also asked IT managers what was the major challenge in Backup and Disaster Recovery space they had been facing and got the following results: Companies are clearly still buying separate tools from pure players for each of their environments, instead of buying one solution that fits all. Businesses are still failing to consolidate their Backup and Disaster Recovery tools making the backup management and migration of data across different environments unnecessarily more complicated and time-consuming. Having just one solution for all environments would make things easier and Acronis products address this pure play dilemma. Selling Point Acronis is the first software vendor to offer one unified Disaster Recovery, Data Protection & Migration solution across Physical, Virtual and Cloud. 3 Acronis Disaster Recovery Index 2012, 22 Module 02: Basic Acronis and GroupLogic Technologies

21 Recovery Recovery (Restore) is the process of returning the data from a backup to the original or any other location. What Can Be Restored by Acronis? Physical / Virtual Machines System Files & Folders Exchange Items Restore is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Sales Professional Training & Certification 12 Recovery Recovery (Restore) is the process of returning the data from a backup to the original or any other location. Backing up is not done just for the purpose of archiving. The value is in maintaining business continuity with a smooth recovery and safeguarding your machine with full disk imaging. Disaster Recovery Disaster Recovery is the system-centric process of restoring data from a backup set to resume normal operations following loss or corruption of data. Depending on the nature of the loss, you may need to restore individual files, or the whole infrastructure. Business continuity is highly dependent on effective disaster recovery. Data Protection Data Protection is the data-centric approach of restoring data, which allows IT managers to search for individual pieces of data within a system and recover them. Selling Point Most of the software vendors offer separate Disaster Recovery and Data Protection solutions. Acronis offers both in one. Note: Restore is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 23 Module 02: Basic Acronis and GroupLogic Technologies

22 Bare-Metal Recovery Bare-Metal Recovery is a restore process that has no additional requirements such as previously installed software or operating system. Acronis allows to restore backups to computers with no operating system and to dissimilar hardware. Computer SYSTEM BACKUP Storage Backup RESTORE Same or Different Hardware Computer Bare-Metal Recovery is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. * Restore to dissimilar hardware is also known as Acronis Universal Restore unique technology. Acronis Sales Professional Training & Certification 13 Bare-Metal Recovery Bare-Metal Recovery (BMR) is a restore process that has no additional requirements such as previously installed software or operating system. Operating system, installed applications, and data files can be restored in one step. Acronis allows restoring backups to the computers with no operating system and dissimilar hardware. Restore to dissimilar hardware is also known as Acronis Universal Restore. Selling Point Acronis allows to restore backups even on the computers with no operating system. Note: Bare-Metal Recovery is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 24 Module 02: Basic Acronis and GroupLogic Technologies

23 Why Recovery and BMR? Downtime is a period of time when a system is not available for use. How quickly an organization recovers from system downtime has a tremendous impact on business continuity. HOW MUCH DOES SYSTEM DOWNTIME COST COMPANIES PER YEAR? Acronis Sales Professional Training & Certification 14 Why Should You Care About Recovery and Bare-Metal Recovery? Downtime is a period of time when a system is not available for use. Downtime can be caused by hardware failure, power outages, unexpected patches, software corruption, computer viruses, malware, theft, natural disaster and, of course, human errors. How quickly an organization recovers from system downtime has a tremendous impact on business continuity. Acronis Disaster Recovery Index 2012 says 4 : The vast majority of organizations surveyed (86%) had experienced one or more instances of system downtime during the past 12 months that had, on average, lasted 2.2 days. Businesses calculated that the lost productivity due directly to this downtime costs them each approximately USD $366,363 per year. We asked respondents of Acronis DRI survey how much system downtime costs their companies during a calendar year including productivity downtime costs, direct revenue costs, financial performance, reputation damage, and got the following answers: 9% of companies lost up to $10,000 14% - from $10,001 to $100,000 22% - from $100,001 to $250,000 4 Acronis Disaster Recovery Index 2012, 5 Ibid. 25 Module 02: Basic Acronis and GroupLogic Technologies

24 23% from $250,001 to $500,000 13% - from $500,001 to $1,000,000 11% - more than $1,000,000. One of the problems is that 44% respondents are still carrying out file-only backups instead of system and file backups. Taking a backup image of the full system, including the operating system, applications and system preferences, allows organizations to recover an entire server or workstation quickly. This approach avoids the need to carry out the painstaking task of manually loading and configuring software that is, more often than not, the longest part of the recovery procedure. If a company does not have the ability to quickly and easily recover more than just data files (for example the OS, applications, settings, files, and data) in minutes, not hours or days, business continuity is at risk. With Acronis products, the operating system, applications and all data can be recovered in minutes to hours, instead of hours or days. Systems and data can even be restored to dissimilar hardware, including virtual machines, maximizing flexibility and reducing downtime, therefore saving time and money. Selling Point Downtime is costly. Acronis reduces downtime, removes business continuity risks and helps to eliminate unnecessary costs. The impact of downtime is measured in terms of Recovery Point Objective (RPO) and Recovery Time Objective (RTO). 26 Module 02: Basic Acronis and GroupLogic Technologies

25 RPO and RTO The impact of downtime is measured in terms of Recovery Point Objective (RPO) and Recovery Time Objective (RTO): Recovery Point Objective (RPO) is the point in time to which work should be restored following a disruption. Recovery Time Objective (RTO) is the duration of time within which a business process must be restored after a disaster or disruption. RPO Mon Tue Wed RTO Acronis Sales Professional Training & Certification Recovery Point Objective and Recovery Time Objective Recovery Point Objective The Recovery Point Objective (RPO) is the point in time to which work should be restored following a disruption. It answers the question: How far back in time do you need to go? Does it need to be restored exactly to the point it was when the disruption occurred? For example, if you take overnight backups, the RPO might be the end of the previous day s activity. Recovery Time Objective The Recovery Time Objective (RTO), also known as Recovery Window, is the duration of time and a service level within which a business process must be restored after a disaster or disruption in order to avoid unacceptable consequences associated with a break in business continuity. It answers the question: How quickly do you need to get your data back? The RTO must be defined to determine the best backup and recovery solution. Selling Point Acronis helps businesses in meeting their Recovery Point Objective and Recovery Time Objective targets along with reducing Total Cost of Ownership. 27 Module 02: Basic Acronis and GroupLogic Technologies

26 Cloud Storage Acronis Online Backup (Cloud Storage) subscription allows Customer to save images and file backups to a secure remote location and recover them when the need arises. Acronis offers Cloud Storage subscriptions for Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Sales Professional Training & Certification 16 Cloud Storage Cloud storage is an offsite storage system, which can then be accessed via the internet. Acronis Online Backup (Cloud Storage) subscription allows Customer to save images and file backups to a secure remote location and recover them when the need arises. Backups are transferred and stored in cloud through the internet with fully secured via governmentgrade encryption. For big data transfers Initial Seeding and Large Scale options are available, when the image can be transferred to the data center on the hard drive with over-night courier. Selling Point Cloud is a lucrative trend. Acronis helps to harness key technology trends. Note: Acronis offers Cloud Storage subscriptions for Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 28 Module 02: Basic Acronis and GroupLogic Technologies

27 Why Cloud Storage? Although an essential weapon in the backup and disaster protection armory, local backups cannot protect data from the consequences of a natural disasters. Customers are looking for cost-effective offsite backup storages, such as Cloud. HOW MUCH IT INFRASTRUCTURE WILL BE CLOUD NEXT YEAR? Acronis Sales Professional Training & Certification 17 Why Should You Care About Cloud Storage? Cloud is another tremendous opportunity to boost Sales revenue. Local backup and recovery will help to recover from common problems such as an accidently deleted file or a system crash. But backing up data locally leaves users unprotected from severe natural or man-made disasters that could impact specific computers or entire site. Acronis Disaster Recovery Index 2012 says 6 : Despite these risks, almost a quarter (23%) of all businesses still don t have an offsite backup strategy in place today. Acronis DRI survey results show that the growth of cloud in IT will continue, as we asked respondents how much of their IT infrastructure will be cloud-based in the next year and got the following answers: 26% of companies will have more than 50% of IT infrastructure moved to cloud 1% - from 41 to 50% 9% - from 31 to 40% 15% - from 21 to 30% 6 Acronis Disaster Recovery Index 2012, 7 Ibid. 29 Module 02: Basic Acronis and GroupLogic Technologies

28 15% - from 11 to 20% 11% - from 5 to 10% 14% - under 5% 8% - none. Instead of automating offsite backups, it appears that almost half (42%) of respondents are still relying on a more traditional method of physically backing up onsite on either a tape or disk backup and then taking it offsite each day. Because this relies on an individual employee being responsible for and remembering to carry out this task, this is where human error can occur. Lack of off-site backup is frequently called single point of failure, as there is no plan B in case local storage or entire site goes down. Selling Point Acronis Cloud Storage helps to eliminate single point of failure. Eliminating single point of failure requires effective off-site backup strategies, which may involve costly scenarios, such as managing physical disks off-site or moving tapes to another location. Customers however look for cost-effective offsite backup storages, such as Cloud. Acronis is there to offer affordable and flexible Cloud backup solution. 30 Module 02: Basic Acronis and GroupLogic Technologies

29 Centralized Management To be able to manage operations on remote and multiple computers, Acronis provides centralized and remote management functionality. Single Point of Entry Centralized and remote management is a basic technology of Acronis Backup & Recovery, Acronis vmprotect, Acronis Snap Deploy and Acronis Disk Director product families. Acronis Sales Professional Training & Certification 18 Centralized Management To protect data on a single machine, one has to go to the machine and create a backup task. What if he/she has to manage hundreds of machines? It takes time to move from one machine to another and create a backup task on each of them, while the tasks may be quite similar, e.g. system partition backup. Tracking the task execution on each machine separately is also time-consuming. To be able to manage operations on remote and multiple computers, Acronis provides centralized and remote management functionality: Remote access to each machine separately or as a group An easy way to configure centralized tasks and grouping An intuitive dashboard, offering a clear overview of the entire infrastructure Global alerts, monitoring and reporting. Selling Point Acronis allows managing entire backup and disaster recovery infrastructure from single point of entry via the network without a need to connect to set up every machine separately. Note: Centralized and remote management is a basic technology of Acronis Backup & Recovery, Acronis vmprotect, Acronis Snap Deploy and Acronis Disk Director product families. 31 Module 02: Basic Acronis and GroupLogic Technologies

30 Physical to Virtual Migration Physical to Virtual migration (P2V) is converting a physical computer to a virtual machine that acts like a real computer with an operating system. One physical computer (also referred as host) can handle several virtual machines. Storage Physical Host Physical Computer Physical Computer BACKUP Backup Backup CONVERSION Virtual Machine Virtual Machine Physical to Virtual migration is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. Acronis Sales Professional Training & Certification 19 Physical to Virtual Migration Physical to Virtual migration (P2V) is converting physical computer to a virtual machine (VM) that acts like a real computer with an operating system. A virtual machine exists only in software. Virtualization technology allows multiple virtual machines to run on a single physical computer. Such physical computer is usually referred as host and virtual machines are called guests. Movement of data is not restricted to Physical to Virtual. It may also include Virtual to Virtual, Virtual to Physical and Physical to Physical. Acronis disk imaging technology allows any to any migration capabilities including 5 virtualization platforms: VMware vsphere, Microsoft Hyper-V, Red Hat Enterprise Virtualization, Citrix XenServer, Parallels Server Bare-Metal. Acronis also addresses unique backup and recovery needs of the above virtualized environments. Note: Physical to Virtual migration is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. 32 Module 02: Basic Acronis and GroupLogic Technologies

31 Why Physical to Virtual? Virtual machines cost less, require less hardware, and are easier to maintain. Virtualization is an efficient and cost-effective use of servers and storage; it can reduce the total cost of operation and boost performance of the assets that have been virtualized. HOW MANY PRODUCTION SERVERS WILL BE VIRTUALIZED NEXT YEAR? Acronis Sales Professional Training & Certification 20 Why Should You Care About Physical to Virtual? Virtual machines cost less, require less hardware, and are easier to maintain. Virtualization is an efficient and cost-effective use of servers and storage; it can reduce the total cost of operation and boost performance of the assets that have been virtualized. Acronis DR Index 2012 says 8 : Virtualization, while clearly making huge inroads into many businesses around the world, represents a huge and long-term opportunity. The top drivers for adopting virtualization cited by global businesses in the survey were: Increased efficiency (24%) Flexibility and speed of deployment (20%) Cost savings (18%). As a part of our Acronis DRI , we asked IT managers how many of their production servers will be virtualized next year. Survey shows that virtualization continues to grow in popularity with real implications when it comes to backup and disaster recovery: 38% of companies will have more than 50% of production servers virtualized 8 Acronis Disaster Recovery Index 2012, 9 Ibid. 33 Module 02: Basic Acronis and GroupLogic Technologies

32 5% - from 41 to 50% 9% - from 31 to 40% 9% - from 21 to 30% 5% - from 11 to 20% 11% - from 5 to 10% 10% - under 5% 13% - none. Despite virtualization gaining traction, most companies are falling short when it comes to protecting data accumulating on their virtual machines. A third (33%) of respondents admitted that they do not back up virtual servers as often as their physical ones. Almost half (49%) back up their virtual machines weekly or monthly and barely a third (37%) back up virtual machines every day. When you consider that the monetary value of data hosted on virtual servers is admitted by respondents as almost equal to that hosted on their physical servers, the problem becomes obvious. Acronis products allow backup of virtual machines in the same fashion as physical ones resolving the problem of poor virtualized data protection. Selling Point Acronis makes backup of virtual environments as easy as backup of physical computers. 34 Module 02: Basic Acronis and GroupLogic Technologies

33 Deployment Using Deployment technology, one can distribute a master image of fully configured machine including operating system and applications to multiple computers with the same or different hardware simultaneously. Same or Different Hardware Computers Fully configured Master Computer MASTER IMAGE CREATION Master Image Storage DEPLOYMENT Deployment is a basic technology in the Acronis Snap Deploy product family. * Deployment to dissimilar hardware is also known as Acronis Universal Deploy unique technology. Acronis Sales Professional Training & Certification 21 Deployment Using Deployment technology, one can distribute a master image of fully configured machine including operating system and applications to multiple bare-metal computers with the same or different hardware simultaneously. Deployment to dissimilar hardware is also known as Acronis Universal Deploy. Deployment will fit anywhere that requires setting up multiple machines simultaneously, e.g. IT service providers Hardware retailers IT departments Schools and Universities R&D and software testing labs. Selling Point Acronis Deployment is ideal for rapid bare-metal installations. Note: Deployment is a basic technology in the Acronis Snap Deploy product family. 35 Module 02: Basic Acronis and GroupLogic Technologies

34 Disk Management Acronis Disk Management technologies allow advanced disk operations, such as create, split, merge, resize, copy and move partitions within Windows without any data loss. Disk Management is a set of technologies of Acronis Disk Director product family. Limited Disk Management functionality is available in Acronis Backup & Recovery. Acronis Sales Professional Training & Certification 22 Disk Management Acronis Disk Management technologies allow advanced disk layout operations within Windows: Create partitions Dynamically split/merge partitions Resize partitions Copy/move partitions Convert basic disks to dynamic and vice versa Convert MBR disks to GPT and vice versa Clone Disks Edit Disks Recover accidently deleted partitions. Selling Point Acronis allows major disk management operations without data loss and to minimize downtime. Note: Disk Management is a set of technologies of Acronis Disk Director product family. Limited Disk Management functionality is available in Acronis Backup & Recovery. 36 Module 02: Basic Acronis and GroupLogic Technologies

35 Enterprise File Sharing Enterprise File Sharing technology enables enterprise IT to provide secure access to sharing, syncing and collaboration on files both for office-based and mobility users, with no more unreliable Consumer-based solutions in corporate environment. File Server FIREWALL Enterprise File Sharing is basic technology of GroupLogic activecho and mobilecho product families. Acronis Sales Professional Training & Certification 23 Enterprise File Sharing Enterprise File Sharing enables Enterprise IT to provide secure access to sharing, syncing and collaboration on files both for office-based and mobility users, including: Accessing Enterprise file servers, Sharepoint and NAS storage devices Accessing and syncing files between devices laptops, desktops, smart phones and tablets Sharing and collaborating on files with both internal and external constituents. Together with Mobile File Management technology, Enterprise File Sharing addresses security, management and infrastructure flexibility requirements of Enterprise IT. Selling Point GroupLogic addresses key Enterprise mobility security concerns by offering Enterprise-level file sharing for both office-based and mobility users. Note: Enterprise File Sharing is basic technology of GroupLogic activecho and mobilecho product families. 37 Module 02: Basic Acronis and GroupLogic Technologies

36 Why Enterprise File Sharing? Enterprise users want a simple way to access, share & collaborate on files on multiple devices including both their office computers and new mobile gadgets. Enterprises are adopting Mobility at blistering pace driven by BYOD trend. JUST IN Q APPLE INC. SOLD: Popular tablets and smartphones are powered by platforms not traditionally deployed in the enterprise, they lack ability to natively communicate with existing IT infrastructure and do not meet all the critical enterprise requirements. Acronis Sales Professional Training & Certification 24 Why Should You Care About Enterprise File Sharing? Enterprise mobility has opened up a wealth of opportunity for corporations and organizations across all industries and sectors. The ability to quickly access information anywhere, anytime became essential to driving revenue, profitability and Customer satisfaction. Enterprise users want a simple way to access, share & collaborate on files on multiple devices including both their office computers and new mobile gadgets. Enterprises adopt Mobility at blistering pace driven by BYOD trend. Just in Q Apple Inc. sold: 26.9 million iphones, representing 58 percent growth over the year ago quarter million ipads, a 26 percent unit increase over the year-ago quarter 11. Popular tablets and smartphones are however powered by platforms not traditionally deployed in the Enterprise. They lack ability to natively communicate with existing IT infrastructure. Moreover, current file sharing solutions do not meet all the critical Enterprise requirements, even if mobile devices are not in question. In order to address this business challenge, GroupLogic offers simple, secure, managed and flexible enterprise file sharing solutions which support both standard enterprise environments and modern Mobility tends. 10 Apple Reports Fourth Quarter Results, Press Release 10/25/2012, 11 Ibid. 38 Module 02: Basic Acronis and GroupLogic Technologies

37 Apple Integration Apple Integration technology allows seamless integration of Apple Mac systems into enterprise infrastructure including Windows and Active Directory. Windows File and Printer Server Apple Integration is a basic technology in the GroupLogic ExtremeZ-IP product family. Acronis Sales Professional Training & Certification 25 Apple Integration Apple Integration technology allows seamless integration of Apple Macintosh systems into Enterprise infrastructure including Windows and Active Directory. The primary reason Apple Macintosh computers are difficult to integrate into a Windows environment is that the Mac and Windows operating systems were designed to use different files sharing languages or protocols. With the special Apple Integration server installed in the environment, IT organizations can allow Mac users to have the same access to Windows file and print servers as PC users and without the IT headache of overwhelming help desk calls and inaccessible and corrupted files. Selling Point Apple Integration is ideal for the companies introducing Apple Macs to their Enterprise environments. Note: Apple Integration is a basic technology in the GroupLogic ExtremeZ-IP product family. 39 Module 02: Basic Acronis and GroupLogic Technologies

38 Why Apple Integration? Apple's traction in the enterprise is accelerating rapidly - the growth of Macintosh computers is outpacing Windows PCs. In a large number of enterprises Apple Mac is being deployed to employees, driven by consumerization of IT and BYOD trends. JUST IN 2012 APPLE INC. SOLD: Different file communication protocols between Apple Mac and Windows systems and no ability for native integration lead to end user impacts, performance degradation and management complexity, which IT organizations would like to avoid. Acronis Sales Professional Training & Certification 26 Why Should You Care About Apple Integration? Traction of Apple in the enterprise is accelerating rapidly - the growth of Macintosh computers is outpacing Windows PCs. Not only in its traditional markets, such as advertising, publishing, media & entertainment, and education, but also across other industries as well, like financial services, manufacturing, and pharma, for example. Mac computers offer a rich user experience that helps improves employee productivity and efficiency. In a large number of enterprises Apple Macintosh is being deployed to employees, driven by consumerization of IT and BYOD trends. Just in 2012 Apple Inc. sold: Quarter million Macs 12 Quarter 3 4 million Macs 13 Quarter 2 4 million Macs 14 Quarter million Macs 15. Different file communication protocols between Mac and Windows systems and no ability for native integration though lead to end user impacts, performance degradation and management complexity, which IT organizations would like to avoid by purchasing some Apple integration solution, such as GroupLogic software. 12 Apple Reports Fourth Quarter Results, Press Release 10/25/2012, 13 Apple Reports Third Quarter Results, Press Release 7/24/2012, 14 Apple Reports Second Quarter Results, Press Release 04/24/2012, 15 Apple Reports First Quarter Results, Press Release 01/24/2012, 40 Module 02: Basic Acronis and GroupLogic Technologies

39 Module 2 Knowledge Check 1. Match each of the technologies with the appropriate description on the right: Backup Deduplication Recovery Bare-Metal Recovery Cloud Storage Centralized Management Deployment Disk Management Enterprise File Sharing Apple Integration Set of technologies allowing advanced disk operations, such as create, split, merge, resize, copy and move partitions. Offsite storage system, which can be accessed via the internet. Technology that allows seamless integration of Apple Mac systems into enterprise infrastructure. Technology that allows distributing a master image of fully configured machine to multiple computers simultaneously. Copy of data volume on a storage device created for the purpose of recovery. Restore process that has no additional requirements such as previously installed software or operating system. Method of eliminating data repetition by storing identical data in backup archives only once. Technology that enables enterprise IT to provide secure access to sharing, syncing and collaboration on files. Process of returning the data from a backup to the original or any other location. Technology that allows managing backup & recovery operations on remote and multiple computers. 2. Which of the below statements is True and which is False? How quickly an organization recovers from system downtime has a tremendous impact on business continuity. Deduplication helps to reduce storage costs. It is possible to efficiently manage backup and recovery across physical, virtual and cloud environment. Acronis products help to meet Recovery Point and Recovery Time objectives and reduce Total Cost of Ownership. Cloud allows to eliminate single point of failure. Apple Macintosh as well as various mobile devices has native support of enterprise environments and does not require special integration solutions. 3. How any of the above statements may help you to sell? 41 Module 02: Basic Acronis and GroupLogic Technologies

40 Module 3 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 27 Module 3: Acronis and GroupLogic Product Line Module Objectives After completing this module, you will be able to: Define Acronis and GroupLogic Product Line Point out major selling points and functionality of each product Explain product licensing schemes Define Acronis and GroupLogic value. 42 Module 03: Acronis and GroupLogic Product Line

41 Product Line Acronis Backup & Recovery 11.5 Acronis vmprotect 8 Acronis Snap Deploy 4 Acronis Disk Director 11 GroupLogic activecho GroupLogic mobilecho GroupLogic ExtremeZ-IP Acronis Sales Professional Training & Certification 28 Product Line: Acronis Backup and Recovery Major Corporate Acronis and GroupLogic product line consists of the following products. 1. Acronis Backup & Recovery Acronis vmprotect 8 3. Acronis Snap Deploy 4 4. Acronis Disk Director GroupLogic activecho 6. GroupLogic mobilecho 7. GroupLogic ExtremeZ-IP. First and foremost, we would like to cover the flagman of Acronis products Acronis Backup & Recovery Module 03: Acronis and GroupLogic Product Line

42 Acronis Backup & Recovery Acronis Backup & Recovery 11.5 is expanding the Disaster Recovery, Data Protection and Migration capabilities in physical, virtual and cloud environments. Acronis Backup & Recovery 11.5 is one solution supporting physical, virtual, cloud environments that reduces costs and management complexity. Acronis Sales Professional Training & Certification 29 Acronis Backup & Recovery Value Proposition Acronis Backup & Recovery 11.5 (ABR11.5) is expanding the Disaster Recovery, Data Protection and Migration capabilities in physical, virtual and cloud environments. Organizations of all sizes can automate backup processes for local and geographically distributed PCs, workstations and servers, across mentioned environments and enjoy features, ease-of-use and functional richness beyond the scope of any competing product on the market. Acronis Backup & Recovery offers backup and recovery operations with: Entire disks and partitions Virtual machines Files and Folders both on physical and virtual computers Various Applications (such as Microsoft SQL, Microsoft SharePoint, Microsoft Active Directory) as a part of disk backup Microsoft Exchange on the granular level. Acronis Backup & Recovery allows storing backups in various storages, such as: Local and network folders FTP and SFTP servers NAS and SAN storages CD, DVD, Blu-Ray 44 Module 03: Acronis and GroupLogic Product Line

43 RDX and USB drives Tape, autoloaders and Tape Libraries Acronis Secure Zone Acronis Cloud Storage. Selling Point Acronis Backup & Recovery 11.5 offers Disaster Recovery, Data Protection and Migration for both standalone computers and large computing environments. The unified solution for mixed physical and virtual environments is called Acronis Backup & Recovery 11.5 Advanced Platform. With Acronis Backup & Recovery 11.5 Advanced Platform, Customers also get single point of entry to the entire Disaster Recovery, Data Protection and Migration infrastructure. With the help of special Acronis Management Console and Acronis Management Server, the IT administrator gets access to: Remote installation of Acronis components to lower down management complexity Remote management of centralized backup and recovery operations on all the computers in the network including physical and virtual machines to reduce total cost of ownership Data cataloging and searching through centralized backup storages to ensure fast recovery Monitoring and reporting on all backup and recovery operations across infrastructure to make backup management simple Centralized storage management with automated retention, backup staging and data deduplication to reduce storage consumption. With all that said, Acronis Backup & Recovery 11.5 is one solution supporting physical, virtual, cloud environments that reduces costs and management complexity. 45 Module 03: Acronis and GroupLogic Product Line

44 Additional ABR 11.5 Features 1 Multiple OS support Windows and Linux Server and Workstation operating systems support hypervisors support VMware, MS Hyper-V, RHEV, Citrix XenServer, Parallels support New firmware support New partitioning support No downtime to install or use Backup scheduling Agentless VM backup Simultaneous VM backup Instant migration Bare-metal restore Compression and encryption Acronis Secure Zone Disaster recovery plan Command-line interface BIOS and UEFI firmware interface support MBR and GPT disk support Neither installation nor backup requires a reboot Backup on schedule per pre-defined schemes or per Customer s preferences Backup of VMware and Hyper-V VMs without installing Acronis into each of them Backup of several VMs residing on the same host at the same time Unlimited instant recovery and migration of entire systems: P2V, V2V, V2P Migration of system and data between the computers including dissimilar hardware Applying different levels of compression and encryption to the data backed up Secure partition for storing backups and startup recovery manager (F11) Detailed documented instructions on how to recover data in case of disaster Backup & recovery operations can be performed through command-line interface Acronis Sales Professional Training & Certification 30 Additional Acronis Backup & Recovery 11.5 Features Acronis Backup & Recovery 11.5 supports various environments and specifications including: Windows and Linux Server and Workstation operating systems 5 different virtual platforms including VMware vsphere, Microsoft Hyper-V, Red Hat Enterprise Virtualization, Citrix XenServer, Parallels Server Bare-Metal BIOS and UEFI firmware interfaces MBR and GPT disks, basic and dynamic disks. Acronis Backup & Recovery 11.5 is easy to set up: Requires no downtime to install or use that is very important in case of production systems Does not require installing Acronis components in every virtual machine, in case of VMware vsphere and Microsoft Hyper-V it s enough to install Acronis on the host computer only to get all virtual machines protected. Selling Point ABR11.5 Advanced Platform uses the same technology for backup of various physical and virtual environments which allows total backup restorability and various migration paths. 46 Module 03: Acronis and GroupLogic Product Line

45 Acronis Backup & Recovery 11.5 allows: Backup on schedule according to pre-defined scheme, Customer preferences or conditions to allow maximum flexibility for backup scenarios and address various backup needs Several virtual machines residing on the same host to be backed up simultaneously to reduce the backup window Unlimited instant recovery and migration of entire systems: P2V, V2V, V2P and P2P including migration of system and data between the computers including dissimilar hardware to make migration between platform easy Applying different levels of compression and encryption to the data backed up to reduce storage requirements and increase security level Storing backups in a secure partition and running Acronis Recovery Manager on the computer startup by pressing F11 button in case operating system does not boot Creating detailed documented instructions on how to recover the data in case of disaster, so that anyone can restore the data even if responsible IT representative is not available Backup & recovery operations can be performed through command-line interface, in case Customer would like to integrate those operations to their environment through scripting. This is just the small piece of Acronis Backup & Recovery 11.5 functionality. In case you would like to get more details, please refer to the documentation page of Acronis website at 47 Module 03: Acronis and GroupLogic Product Line

46 ABR 11.5 Licensing Standalone Advanced Platform ABR11.5 Advanced Server for Windows for Windows Servers with Centralized Management ABR11.5 Advanced Server for Linux for Linux Servers and Workstations with Centralized Management ABR11.5 Advanced Server SBS for Windows SBS with Centralized Management ABR11.5 Advanced Workstation for Windows Workstations with Centralized Management ABR11.5 for Microsoft Exchange Server for MS Exchange with either Standalone or Centralized Management, both in virtual and physical environments ABR11.5 Virtual Edition for VMware - for VMware virtual machines with Centralized Management ABR11.5 Virtual Edition for Hyper-V - for Hyper-V virtual machines with Centralized Management ABR11.5 Virtual Edition for RHEV - for RHEV virtual machines with Centralized Management ABR11.5 Virtual Edition for Citrix XenServer - for Citrix virtual machines with Centralized Management ABR11.5 Virtual Edition for Parallels - for Parallels virtual machines with Centralized Management Additionally: ABR Online (Cloud Storage subscription), Acronis Universal Restore, Deduplication ABR11.5 Server for Windows for Windows Servers with Standalone Management ABR11.5 Server for Linux for Linux Servers and Workstations with Standalone Management ABR11.5 Workstation for Windows Workstations with Standalone Management Additionally: ABR Online (Cloud Storage subscription), Acronis Universal Restore 1 license per machine 1 license per host 1 license per machine Acronis Sales Professional Training & Certification 31 Acronis Backup & Recovery 11.5 Licensing Acronis Backup & Recovery 11.5 is offered as perpetual Electronic Software Delivery (ESD) license. Acronis delivers digital serial numbers and license certificates along with the download links for obtaining the software upon purchase. Acronis Backup & Recovery 11.5 has two types of licenses: Advanced Platform and Standalone. While Standalone licenses are designed for managing backup and recovery operations on the single machine, Advanced Platform enables centralized backup management for multiple computers. Advanced Platform Acronis Backup & Recovery 11.5 Advanced Platform includes the following licenses according to the target environment the Customer is planning to use the product in: ABR11.5 Advanced Server for Windows for Windows Servers ABR11.5 Advanced Server for Linux for Linux Servers and Workstations ABR11.5 Advanced Server SBS for Windows SBS ABR11.5 Advanced Workstation for Windows Workstations ABR11.5 for Microsoft Exchange Server for MS Exchange. Can be used both as a part of Advanced Platform or as a Standalone license ABR11.5 Virtual Edition for VMware vsphere - for VMware vsphere virtual machines ABR11.5 Virtual Edition for Hyper-V for MS Hyper-V virtual machines ABR11.5 Virtual Edition for RHEV - for Red Hat Enterprise Virtualization virtual machines 48 Module 03: Acronis and GroupLogic Product Line

47 ABR11.5 Virtual Edition for Citrix XenServer - for Citrix XenServer virtual machines ABR11.5 Virtual Edition for Parallels - for Parallels Server Bare-Metal virtual machines. Acronis Backup & Recovery Online (Cloud Storage subscription) can be purchased additionally or used as independent solution that will allow backup to Cloud only. Separate subscription is required for each physical machine backed up to Cloud. Determining whether to purchase the server or workstation subscription depends on the Windows operating system that the machine is running. Other operating systems are not supported. Virtual machines hosted on a VMware vsphere or Microsoft Hyper-V host can be backed up using a single subscription. The licensing policy for the Advanced Platform licenses is defined as follows: ABR11.5 Advanced Server for Windows ABR11.5 Advanced Server for Linux ABR11.5 Advanced Workstation ABR11.5 Advanced Server SBS ABR11.5 Virtual Edition for VMware ABR11.5 Virtual Edition for Hyper-V ABR11.5 Virtual Edition for RHEV ABR11.5 Virtual Edition for Citrix XenServer ABR11.5 Virtual Edition for Parallels ABR11.5 for Microsoft Exchange Server Acronis Backup & Recovery Online 1 license per one physical machine + up to 4 virtual machines on the same physical host 1 license per one physical machine + up to 4 virtual machines on the same physical host 1 license per one machine 1 license per one machine or Exchange Cluster Node 1 license per one physical host 1 license per one physical host 1 license per one physical host 1 license per one physical host 1 license per one physical host 1 license per Exchange Server or Exchange Cluster Node 1 subscription per physical machine or 1 subscription per Agent in case of Virtual Edition licenses Acronis Universal Restore and Deduplication are either included or available as paid add-ons for the above mentioned licenses. 1 license of these add-ons is needed per machine they will be used on. Selling Point All ABR11.5 Advanced Platform licenses are pluggable which allows various different environments to be managed from single point of entry. Standalone Licenses Acronis Backup & Recovery 11.5 offers the following licenses for standalone environments: ABR11.5 Server for Windows for Windows Servers ABR11.5 Server for Linux for Linux Servers and Workstations ABR11.5 Workstation for Windows Workstations Standalone licenses allow only one machine managed at a time and do not provide tape support functionality. 49 Module 03: Acronis and GroupLogic Product Line

48 The licensing policy for the Standalone licenses is defined as follows: ABR11.5 Server for Windows ABR11.5 Server for Linux ABR11.5 Workstation Acronis Backup & Recovery Online 1 license per one machine 1 license per one machine 1 license per one machine 1 subscription per one machine At the same fashion as with Advanced Platform, Customers can buy up Acronis Backup & Recovery Online subscription and Acronis Universal Restore add-on for Standalone licenses. Acronis Universal Restore and Deduplication licenses Acronis Universal Restore and Deduplication are offered as perpetual Electronic Software Delivery (ESD) licenses. Acronis delivers digital serial numbers and license certificates along with the download links for obtaining the software upon purchase. Both of them require base Acronis Backup & Recovery license to function. You can use the below charts to understand what Acronis Backup & Recovery 11.5 licenses Acronis Universal Restore and Deduplication are available for: Acronis Universal Restore is available as paid add-on for ABR11.5: Advanced Workstation Advanced Server for Windows Advanced Server for Linux Workstation Server for Windows Server for Linux Acronis Universal Restore is included in ABR11.5: Advanced Server SBS Virtual Edition for VMware Virtual Edition for Hyper-V Virtual Edition for RHEV Virtual Edition for Citrix XenServer Virtual Edition for Parallels Online Deduplication is available as paid add-on for ABR11.5: Advanced Workstation Advanced Server for Windows Advanced Server for Linux Advanced Server SBS For MS Exchange Virtual Edition for VMware Virtual Edition for Hyper-V Virtual Edition for RHEV Virtual Edition for Citrix XenServer Virtual Edition for Parallels Deduplication is not available for ABR11.5: Workstation Server for Windows Server for Linux Online Acronis offers licensing bundles, which provide a very attractive price point for selling Universal Restore and Deduplication together with Acronis Backup & Recovery 11.5 licenses. 50 Module 03: Acronis and GroupLogic Product Line

49 Product Line Acronis Backup & Recovery 11.5 Acronis vmprotect 8 Acronis Snap Deploy 4 Acronis Disk Director 11 GroupLogic activecho GroupLogic mobilecho GroupLogic ExtremeZ-IP Acronis Sales Professional Training & Certification 32 Product Line: Acronis vmprotect Major Corporate Acronis and GroupLogic product line consists of the following products. 1. Acronis Backup & Recovery Acronis vmprotect 8 3. Acronis Snap Deploy 4 4. Acronis Disk Director GroupLogic activecho 6. GroupLogic mobilecho 7. GroupLogic ExtremeZ-IP. Another backup & disaster recovery solution in Acronis portfolio is Acronis vmprotect Module 03: Acronis and GroupLogic Product Line

50 Acronis vmprotect Acronis vmprotect 8 is extremely easy-to-use and fast solution designed and optimized for backup, recovery and replication of VMware vsphere. Acronis vmprotect 8 installs in minutes as a virtual appliance on the VMware ESXi host or on a separate Windows server or PC Acronis Sales Professional Training & Certification 33 Acronis vmprotect Value Proposition Acronis vmprotect 8 is extremely easy-to-use and fast solution designed and optimized for backup, recovery and replication of VMware vsphere. It can be installed in minutes as a virtual appliance on the VMware ESXi host or on a separate Windows server or PC and cover all virtual machines running on vsphere virtualized platform. Acronis vmprotect 8 offers backup of: One or several virtual machines for disaster recovery and data protection purposes ESXi host configuration for migrating entire host to another computer including dissimilar hardware purposes. Single-pass Backup technology allows restoring granular items, such as files and folders or Exchange s and mailboxes, from the virtual machine backup as well as entire virtual machine or several virtual machines at once. Acronis vmprotect allows storing backups in various storages, such as: Local and network folders FTP and SFTP servers NAS and SAN storages Acronis Cloud Storage. 52 Module 03: Acronis and GroupLogic Product Line

51 With the help of browser-based Management Console, Acronis vmprotect 8 users get access to backup and recovery operations across multiple virtualized hosts including: Always Incremental Backup technology to reduce backup windows and storage requirements vmflashback technology for fast recovery Virtual machine replication on another ESX(i) host to ensure high availability Unlimited Physical to Virtual migrations to make virtualization introduction simple Government-grade encryption to increase security level Compression and built-in deduplication to minimize storage consumption. Selling Point Acronis vmprotect 8 enables complete protection of VMware environments. It supports recovery of entire virtual machines, extracts individual files and Exchange items and recovers entire ESXi servers, including binaries, configuration and VMs to a bare metal machine. 53 Module 03: Acronis and GroupLogic Product Line

52 Additional vmp8 Features Agentless VM backup Run VM from backup Extract Exchange LAN-free backup Source file exclusion VMware vcenter Integration Disaster recovery plan Backup of VMware VMs without installing Acronis into each of them Mount virtual machine from the backup without restoring it Granular restore of Exchange items from VM backup Backup with direct access to SAN Exclude specific files and folders from the VM backup Backup & recovery operations right from VMware vcenter client Detailed documented instructions on how to recover data in case of disaster Acronis Sales Professional Training & Certification 34 Additional Acronis vmprotect 8 Features Acronis vmprotect 8 is so easy to use and quick to install. It does not require installing Acronis components in every virtual machine, it s enough to install Acronis on the host computer only to get all virtual machines protected. Acronis vmprotect 8 allows configuring and starting virtual machine backup in just minutes reducing operational and maintenance costs. It also offers the following functionality: Mounting virtual machines from the backup without restoring to minimize downtime Granular restore of Exchange items from virtual machine backup including mailboxes, e- mails, contacts and entire Exchange database for fast recovery LAN-free backup with direct access to SAN to avoid unnecessary network traffic File and folders exclusion from the virtual machine backup to reduce backup size Basic backup & recovery operations right from vsphere client through VMware vcenter integration to make backup management simple Creating detailed documented instructions on how to recover the data in case of disaster, so that anyone can restore the data even if responsible IT representative is not available. This is just the small piece of Acronis vmprotect 8 functionality. In case you would like to get more details, please refer to the documentation page of Acronis website at 54 Module 03: Acronis and GroupLogic Product Line

53 vmp8 Licensing Acronis vmprotect 8 requires one license for each CPU on the host. Number of cores on each CPU does not matter. Only a socket with CPU attached to it requires a license. In vsphere Client the number of physical CPUs is counted under Processor Sockets field, so you can refer Customer to this number if they are not sure about number of CPUs on the host. Acronis Sales Professional Training & Certification 35 Acronis vmprotect 8 Licensing Acronis vmprotect 8 is offered as perpetual Electronic Software Delivery (ESD) license. Acronis delivers digital serial numbers and license certificates along with the download links for obtaining the software upon purchase. We tried to make licensing of Acronis vmprotect 8 as easy as possible for the Customer and took the same scheme VMware offers for their vsphere solution. Acronis vmprotect 8 requires one license for each CPU on the host. Number of cores on each CPU does not matter. Only a socket with CPU attached to it requires a license. In vsphere Client the number of physical CPUs is counted under Processor Sockets field, so you can refer Customers to this number if they are not sure about number of CPUs they have on the host. Acronis vmprotect Online (Cloud Storage subscription) can be purchased additionally or used as independent solution that will allow backup to Cloud only. All the virtual machines residing on one physical host can be backed up using one subscription. 55 Module 03: Acronis and GroupLogic Product Line

54 Which is Right for Customers? Target Acronis vmprot ect 8 Pure VMware vsphere environment Up to VMs, 5-10 hosts Acronis Backup & Recovery 11.5 Advanced Platform Physical, virtual or mixed environment From 1 to 100s physical and virtual machines Backup Image Image, file, application VM Replication Yes No Application Support Yes Yes Exchange Support Single-pass Dedicated Agent ESXi BMR Yes No Run VM from Image Yes No Always-incremental Yes No Management Centralized Centralized, Multiple Agents Tape No Yes Agent-less Yes Yes (VMware and Hyper-V) Cloud backup Disk/Partition File/Folder and Disk/Partition Pricing Per CPU Per host Acronis Sales Professional Training & Certification 36 Which is Right for Customers: Acronis vmprotect or Acronis Backup & Recovery? As you can see Acronis has two backup and disaster recovery solutions in our Corporate product line. Which one will suit Customers needs solely depends on their environment. Acronis vmprotect 8 while providing best in breed features for virtual machines backup is targeted to pure virtualized environments based on VMware vsphere with up to 5-10 physical hosts and 100 virtual machines. When Customer is seeking for backup and disaster recovery solution for the mixed environment of physical and virtual machines or pure virtual environment with more than 100 virtual machines or based on different from VMware vsphere virtual platform, then Acronis Backup & Recovery 11.5 will be the most appropriate solution. While Acronis vmprotect 8 allows virtual machine replication, ESXi Host bare-metal recovery, running virtual machine from the backup, Always-incremental backup and vmflashback technologies, Acronis Backup & Recovery 11.5 offers more granular backup capabilities, supports tape backup storage and covers multiple different hypervisors. 56 Module 03: Acronis and GroupLogic Product Line

55 Product and Licensing Decision Making Workflow The diagrams below will help you to choose the proper product and number of licenses for specific Customer s environment: Deduplication and Acronis Universal Restore are available as add-ons ABR11.5 licenses are available as bundles with Deduplication, Acronis Universal Restore or Deduplication + Acronis Universal Restore. Acronis Backup & Recovery Online and Acronis vmprotect Online can be purchased as standalone products (backup is possible only to Cloud storage) or together with other ABR 11.5 and vmprotect 8 licenses. 57 Module 03: Acronis and GroupLogic Product Line

56 Acronis Vs. Other Vendors The tables below list key differentiators of Acronis products compared to those of other vendors: Versus file/folder-based data protection vendors (Example: Symantec, NetBackup, ArcServ) Acronis Solutions Image-based and File-based backup technology Single pass backup that allows restore individual files/folders from the entire system image Single step restore process Competitor Solutions File-based backup technology No entire system imaging/recovery Complicated multi-step recover process Versus image-based data protection vendors (Example: CA, Symantec, Paragon) Acronis Solutions Unified solution for physical, virtual and cloud Wide range of hypervisors support, unlimited P2V, V2V, V2P migrations Single point of entry for entire infrastructure management Competitor Solutions Generally either physical or virtual focused Complex Management Versus hardware-based data protection vendors (Example: Unitrends, EMC, NetApp) Acronis Solutions Software-bases solution which just requires purchasing additional licenses to scale up Competitively priced Upgrade process is simple download and installation Competitor Solutions Additional hardware requirements to scale up Generally more expensive Upgrade and maintenance are complicated Versus cloud-only data protection vendors (Example: Mozy, Carbonite, BackBlaze) Acronis Solutions Both Image-based and File-based backup to cloud Multiple storage options including but not limited to CD/DVD, SAN, NAS, Tape, FTP, local and network drives Staging and backup replication to cloud Competitor Solutions Generally only File-based backup to cloud Only backup storage available is cloud You can find detailed battle cards versus various vendors on Acronis Partner Portal at 58 Module 03: Acronis and GroupLogic Product Line

57 Handling Objection The table below will help you to handle major types of objection Customers might get: Objection Competitor has better brand recognition Acronis Advantage Acronis has core product commitment. We are a Best in Breed organization, not one solution as part of a software conglomerate s many offerings Customer does not have an IT staff with adequate technical knowledge to handle disaster recovery Acronis products are user friendly, do not require sophisticated technical expertise Customer invested in a backup system, but rarely backs up because it requires servers to be brought offline Does not need to be brought offline, no reboot required Acronis product costs more than competition Acronis has lower total cost of ownership (TCO) A large enterprise is concerned that backing up all their data will require enormous storage volume Deduplication can considerably cut storage costs Customer uses physical & virtual environments and is introducing cloud, but concerned about the level of complexity of managing all 3 and working with 3 different vendors All 3 environments can be addressed and managed easily with Acronis 59 Module 03: Acronis and GroupLogic Product Line

58 Scenario 1 Environment: 3 VMware ESXi 5.1 hosts 2 CPUs each 23 virtual machines in a single cluster Needs: Easy to implement and use solution Agent-less backup of all virtual machines Ability to run virtual machines from the backup Granular recovery for virtualized MS Exchange server Local Storage Acronis Sales Professional Training & Certification 37 Which is Right for Customers: Scenario 1 Based on your knowledge on Acronis Backup & Recovery 11.5 and Acronis vmprotect 8 please suggest the best solution, number of licenses and add-ons, if any, for the Customer with the following environment and needs: Environment: Needs: 3 VMware ESXi 5.1 host with 2 CPUs each 23 virtual machines are running on the clustered host system Easy to implement and use solution Agent-less backup of all virtual machines Ability to run virtual machines from the backup Granular recovery for virtualized MS Exchange server Solution: 60 Module 03: Acronis and GroupLogic Product Line

59 Scenario 2 Environment: 2 VMware ESXi hosts - 10 VMs each 3 Servers - Windows Server 2008 Needs: 2 VMware ESXi hosts 3 W2K8 Servers One unified solution for virtual and physical Minimum storage requirements possible Ability to move physical to virtual Staging to offsite storage for physical servers Local Storage Cloud Storage Acronis Sales Professional Training & Certification 38 Which is Right for Customers: Scenario 2 Based on your knowledge on Acronis Backup & Recovery 11.5 and Acronis vmprotect 8 please suggest the best solution, number of licenses and add-ons, if any, for the Customer with the following environment and needs: Environment: Needs: 2 VMware ESXi hosts - 10 VMs each 3 Servers - Windows Server 2008 One unified solution for virtual and physical Minimum storage requirements possible Ability to move physical to virtual Staging to offsite storage for physical servers Solution: 61 Module 03: Acronis and GroupLogic Product Line

60 Product Line Acronis Backup & Recovery 11.5 Acronis vmprotect 8 Acronis Snap Deploy 4 Acronis Disk Director 11 GroupLogic activecho GroupLogic mobilecho GroupLogic ExtremeZ-IP Acronis Sales Professional Training & Certification 39 Product Line: Acronis Snap Deploy Major Corporate Acronis and GroupLogic product line consists of the following products. 1. Acronis Backup & Recovery Acronis vmprotect 8 3. Acronis Snap Deploy 4 4. Acronis Disk Director GroupLogic activecho 6. GroupLogic mobilecho 7. GroupLogic ExtremeZ-IP In case there is a need for system deployment, Acronis Snap Deploy 4 will be the best fit. 62 Module 03: Acronis and GroupLogic Product Line

61 Acronis Snap Deploy Acronis Snap Deploy 4 is a flexible solution for deployment of a fully configured operating system to multiple machines. It includes, but is not limited to the following features: Centrally managed deployment to several machines simultaneously Deployment to dissimilar hardware Various deployment schemes including scheduled deployment, deployment upon event or user-initiated deployment Post-deployment customization (Computer name, IP, User accounts, etc) Assignment of individual settings to the deployed machines PXE and Wake-on-LAN Support Compression and encryption Acronis Sales Professional Training & Certification 40 Acronis Snap Deploy Value Proposition Acronis Snap Deploy 4 is a flexible solution for deployment of a fully configured operating system to multiple machines. It allows creating an exact disk image of a standard configuration, including the Operating System, configuration files and all applications. And then deploying that image to multiple systems simultaneously be it servers or PCs, Windows or Linux. It includes, but is not limited to the following features: Centrally managed deployment to several machines simultaneously and deployment to dissimilar hardware to minimize ramp-up time and reduce costs Various deployment schemes including scheduled deployment, deployment upon event or user-initiated deployment to make deployment management simple Post-deployment customization (Computer name, IP, User accounts, etc) and assignment of individual settings to the deployed machines PXE and Wake-on-LAN support to minimize human interaction required Different levels of compression and encryption to reduce storage requirements and increase security level. Selling Point Acronis Snap Deploy 4 allows set up new PCs and servers with standard configurations and return existing computers to the desired state quickly and with minimized costs. 63 Module 03: Acronis and GroupLogic Product Line

62 ASD 4 Licensing Acronis Snap Deploy 4 is licensed per deployment. In terms of the number of allowed deployments, a license can be one of two types: Machine License Deployment License enables an unlimited number of enables a single successful deployments to a particular machine deployment to a machine deployment to the same machine on deployment to the same machine only a regular One basis backup across onceall modules In terms of the operating system, a license can be one of two types: Server License enables deploying a server operating system Linux is considered as a server operating system Workstation License enables deploying a workstation operating system used to deploy a disk or volume that does not contain an operating system Acronis Sales Professional Training & Certification 41 Acronis Snap Deploy 4 Licensing Acronis Snap Deploy 4 is offered as perpetual Electronic Software Delivery (ESD) license. Acronis delivers digital serial numbers and license certificates along with the download links for obtaining the software upon purchase. The only operation licensed in Acronis Snap Deploy 4 is deployment. None of the components require a license to be installed. In terms of the number of allowed deployments, a license can be one of two types: 1. Machine License enables an unlimited number of deployments to a particular machine. It is designed for deployment to the same machine on a regular basis 2. Deployment license enables a single successful deployment to a machine. It is designed for deployment to the same machine only once. In terms of the operating system, a license can be one of two types: 1. Server License enables deploying a server operating system, including Windows Servers and Linux Servers and Workstation. Any Linux operating system is considered as server operating system 2. Workstation License enables deploying a workstation operating system. This license will also be used to deploy a disk or volume that does not contain an operating system. Acronis Universal Deploy is included into the Deployment license and available as paid add-on for the Machine license. 1 license of this add-on is needed per machine it will be used on. 64 Module 03: Acronis and GroupLogic Product Line

63 Product Line Acronis Backup & Recovery 11.5 Acronis vmprotect 8 Acronis Snap Deploy 4 Acronis Disk Director 11 GroupLogic activecho GroupLogic mobilecho GroupLogic ExtremeZ-IP Acronis Sales Professional Training & Certification 42 Product Line: Acronis Disk Director Major Corporate Acronis and GroupLogic product line consists of the following products. 1. Acronis Backup & Recovery Acronis vmprotect 8 3. Acronis Snap Deploy 4 4. Acronis Disk Director GroupLogic activecho 6. GroupLogic mobilecho 7. GroupLogic ExtremeZ-IP. If Customer is looking for disk management solution, Acronis Disk Director 11 will do the trick. 65 Module 03: Acronis and GroupLogic Product Line

64 Acronis Disk Director Acronis Disk Director 11 is a flexible a disk management software solution for performing advanced disk layout operations on local and remote machines. It includes, but is not limited to the following features: Remote disk management operations Dynamically split, merge, resize, copy and move partitions without data loss Recover lost or accidently deleted partitions Advanced hard disk drive editing tasks, such as hexadecimal editing Additional Command-line interface Dynamic disk and GPT disk support Acronis Disk Director is licensed per computer and comes in Advanced Server and Advanced Workstation editions according to the Operating System you are going to install the product in Acronis Sales Professional Training & Certification 43 Acronis Disk Director Value Proposition and Licensing Acronis Disk Director 11 is a flexible a disk management software solution for performing advanced disk layout operations on local and remote machines. It includes, but is not limited to the following features: Remote disk management operations to make managing disks across infrastructure simple Dynamically split, merge, resize, copy and move partitions without data loss to avoid unnecessary downtime caused by full disks Recover lost or accidently deleted partitions to protect the data Advanced hard disk drive editing tasks, such as hexadecimal editing to restore bootability in case of disk failures Command-line interface to integrate disk management operations to Customers environments through scripting Dynamic disk and GPT disk support. Acronis Snap Deploy 4 is offered as perpetual Electronic Software Delivery (ESD) license. Acronis delivers digital serial numbers and license certificates along with the download links for obtaining the software upon purchase. Acronis Disk Director is licensed per computer and comes in 2 editions: 1. Advanced Server for Windows Servers 2. Advanced Workstation for Windows Workstations. 66 Module 03: Acronis and GroupLogic Product Line

65 Product Line Acronis Backup & Recovery 11.5 Acronis vmprotect 8 Acronis Snap Deploy 4 Acronis Disk Director 11 GroupLogic activecho GroupLogic mobilecho GroupLogic ExtremeZ-IP Acronis Sales Professional Training & Certification 44 Product Line: GroupLogic activecho, mobilecho and ExtremeZ-IP Major Corporate Acronis and GroupLogic product line consists of the following products. 1. Acronis Backup & Recovery Acronis vmprotect 8 3. Acronis Snap Deploy 4 4. Acronis Disk Director GroupLogic activecho 6. GroupLogic mobilecho 7. GroupLogic ExtremeZ-IP. Enterprise file sharing, mobility and Apple integration technologies enrich our product line with GroupLogic activecho, GroupLogic mobilecho and GroupLogic ExtremeZ-IP products. 67 Module 03: Acronis and GroupLogic Product Line

66 GroupLogic Products Enterprise File Sharing Secure sharing, syncing and collaboration on files Enterprise Mobility Secure access to enterprise file servers, SharePoint and NAS devices for mobile device users Apple in the Enterprise Seamlessly integrate Macs in enterprise environments Acronis Sales Professional Training & Certification 45 GroupLogic Products Value Proposition GroupLogic products are targeted on enabling organizations to unlock the power of new computing platforms by providing anytime, anywhere file access across desktops, servers, and mobile devices. Each of the products is targeted on addressing one of the today s business and IT challenges, such as: 1. Current file sharing solutions, many designed for Consumers, do not meet all the critical Enterprise requirements GroupLogic activecho allows Enterprise-level secure file sharing, syncing and collaboration on files 2. Users want a simple way to access, share & collaborate on files from modern mobility devices GroupLogic mobilecho allows secure access to Enterprise file servers, Microsoft SharePoint and NAS devices for mobile device users 3. Apple Mac use in the Enterprise illustrates the integration problem which grows as Mac penetration accelerates GroupLogic ExtremeZ-IP allows seamless integration of Macs in Enterprise environments. Selling Point GroupLogic products help to eliminate today s multiple business and IT challenges including Enterprise File Sharing, Enterprise Mobility and Apple in the Enterprise. 68 Module 03: Acronis and GroupLogic Product Line

67 Additional GL Features Various platform support Client-less access Active Directory integration GroupLogic activecho Windows and Mac client support, native client for ios and Android operating systems Freedom of anytime, anywhere secure access to corporate files using a web browser Access using the corporate credentials Flexible deployment 1 Network Reshare support Storage administration 2 Apple Filing Protocol support Automated notifications 3 Bonjour Networking support File encryption PDF annotation 4 5 Active Directory 8integration Reconnect Additional GL Features Freedom of choice to deploy on-premise or in a private cloud Allows making files that reside on other file servers available through ExtremeZ-IP Manage storage usage by quotas and maximum number of revisions Long names, large files, time machine backup, Mac extended attributes support alerts and notifications to keep IT and users informed about changes, events Client-less access GroupLogic mobilecho Active Directory integration Offline file access 6 Enterprise-wide printing 7 File name policy Integration with 9mobility Nearly apps instant search GroupLogic ExtremeZ-IP Allows Mac users to find and connect to ExtremeZ-IP servers Leverages AppleShare client built into every Mac All files are encrypted in transit Access and while using stored the corporate within mobilecho credentials app on the device Copy or sync files into the secure Printing mobilecho through app Windows for offline print access queues, LPR, AppleTalk and Drop Folders View and annotate PDF files within DefinemobilEcho and enforce app file naming policies Access using the corporate credentials Seamlessly re-establish connectivity, authentication and open files with no data loss Good Technology, Quickoffice Search (Save significantly Back feature), faster Salesforce.com than SMB or integration SFM Acronis Sales Professional Training & Certification 46 Acronis Sales Professional Training & Certification 47 Additional GroupLogic Products Features Additional GroupLogic activecho features GroupLogic activecho is the industry s only Enterprise File Sharing and Syncing solution that balances the end user s need for simplicity and effectiveness with the security, manageability and flexibility required by Enterprise IT. With broad client support including Windows, Macintosh, ipad, iphone, Android, GroupLogic activecho allows: Anywhere, anytime Client-less access to the shared storage using a web browser, access to previous versions of the files and undelete capability to make connection process simple and protect data Integration with Active Directory and access using Corporate credentials to make file sharing management simple Freedom of choice to deploy on-premise or in a private cloud. The files can reside wherever IT management decides Storage administration with managing storage usage by quotas and maximum number of revisions to keep storage space under control and reduce storage requirements Automated alerts and notifications to ensure everyone awareness on any changes or upcoming events. 69 Module 03: Acronis and GroupLogic Product Line

68 Additional GroupLogic mobilecho features GroupLogic mobilecho is the industry s first and only Mobile File Management software for Enterprise mobility users. mobilecho enables IT to provide their users with secure and managed access to files and content on Enterprise file servers, SharePoint and NAS storage, just as they have from their laptop or desktop. mobilecho empowers the Enterprise to support Employee use of the latest mobile devices based on ios or Android operating system by simple download and install of special client available in respective distribution platform and allows: Offline access to the files by storing them right on the mobile device to ensure work continuation even if device is offline View and annotate PDF files right in mobilecho application to make file collaboration easy Integration with Active Directory and access using Corporate credentials to make file sharing management simple Set policies that can configure every aspect of mobilecho, such as security settings or shares presented to users, and that regulate app functions such as ing files, opening files by other applications, etc. to help IT organization retaining management and control Integration with mobility applications, such as Good Technology, Quickoffice or SalesForce.com to enhance end-user experience. Additional GroupLogic ExtremeZ-IP features GroupLogic ExtremeZ-IP is the Windows Apple Filing Protocol server solution that allows IT administrators to offer Macintosh users the same access to Windows file and printer servers as PC users without the IT headache of overwhelming help desk calls and inaccessible and corrupted files. Being still controlled by Active Directory, ExtremeZ-IP leverages AppleShare client built into every Mac and fully supports Mac OS X AFP protocol including long names, large files, Windows shortcuts, time machine backups, Max extended attributes. It also allows: Making files that reside on secondary servers available from ExtremeZ-IP server to make file access easy Getting Mac users connected to ExtremeZ-IP through Apple s Bonjour internet standard to lower down management complexity Introducing file naming policies to make administration simple Seamlessly re-establish connectivity and authentication in case of disconnection and avoid open files data loss to protect data Printing through Windows print queues, LPR, AppleTalk and Drop Folders and quick search, significantly faster than SMB or SFM to enhance end-user experience. 70 Module 03: Acronis and GroupLogic Product Line

69 GroupLogic Licensing GroupLogic offers two licensing schemes: Perpetual Electronic Software Delivery (ESD) license Licensed per server according to the number of users First year support and maintenance is included Includes add-on for cluster configuration (ExtremeZ-IP and mobilecho) Enterprise License Subscription (ELS) Annual subscription, fee based on the number of users Single license key and service contract Flexibility to install on an unlimited number of servers (ExtremeZ-IP and mobilecho) Includes all add-ons, support and maintenance Acronis Sales Professional Training & Certification 48 GroupLogic Licensing GroupLogic products are offered in two licensing schemes: 1. Perpetual Electronic Software Delivery (ESD) license Licensed per server according to the number of users First year Support and Maintenance is included Includes add-on for cluster configuration (ExtremeZ-IP and mobilecho). Licenses are coming in the packs with the maximum allowed number of users: Product Number of servers per license Client Packs (per maximum number of users) activecho 1 10, 25, 50, 100, 250, 500, 1000 mobilecho 1 3, 10, 25, 50, 100, 250, 500, 1000, 2000 ExtremeZ-IP 1 3, 10, 25,50, 100, Unlimited If a Customer needs 5 seats, they buy 10-client pack, 70 seats client pack, etc. 71 Module 03: Acronis and GroupLogic Product Line

70 2. Enterprise License Subscription (ELS) Annual subscription, fee based on the number of users Single license key and service contract Flexibility to install on an unlimited number of servers (ExtremeZ-IP and mobilecho) Includes all add-ons, Support and Maintenance. Exact amount of users is counted. While the number of users increase, fee per user goes down according to the pricing tiers: Product activecho mobilecho Number of servers per license Defined (usually 1) Unlimited Pricing Tiers (per number of users) 10, 25, 50, 100, , , , , , , , , , , , ExtremeZ-IP Unlimited 100, , , , , Module 03: Acronis and GroupLogic Product Line

71 Acronis & GroupLogic Value Collaborate, Access & Protect your Data Desktops & Laptops Virtualized Platforms Servers Macs Mobile Devices Acronis Sales Professional Training & Certification 49 Acronis & GroupLogic Core Value Proposition Acronis and GroupLogic core offer is bringing together data accessibility, protection, backup and disaster recovery for physical, virtual and cloud environments into one solution, Acronis Unified Platform. Any to Any Device Any to Any File Secure File Share File Sync Linux Cloud Windows Virtual Acronis Unified Platform Migration, Data Protection, Disaster Recovery, Storage Optimization Cross Platform Optimized Storage Cloud & On-premise Restore to any 73 Module 03: Acronis and GroupLogic Product Line

72 With the changing requirements of the IT departments today, and the difference in the requirements in the next several years, Unified Platform is strong message and needed more than ever. Acronis and GroupLogic solutions provide ease of use and help reduce costs with simple and robust backup and recovery strategies across multi-platforms as well as allowing Employees to seamlessly connect, collaborate and communicate while IT gains and retains the control, management, security and cost containment required for new generations of platforms and devices. Complexity - Simplified Data accessibility, Protection and Availability Backup & Disaster Recovery Data Migration Cloud Storage Secure Mobile File Access Fast, flexible options for all environments Recover to dissimilar hardware/environment Granular App restore Restore systems, files, folders and VMs Seamlessly migrate between physical, virtual and cloud Any to any environment Secure Unlimited number of migrations Optimized for hybrid cloud DR strategy No costly investment for offsite infrastructure Scalable storage Datacenter security without overhead ios, Android, Windows Seamless from any to any device Increased productivity and reduced management costs Regulation compliance Acronis Unified Platform One solution for backup, disaster recovery and data protection for physical, virtual and cloud Centralized Management Data Compression and Deduplication Hybrid Environment Protection Typical Selling Triggers How can you tell whether Acronis or GroupLogic solutions would be right for a Customer? Here are some situations that may indicate a Customer would benefit from our solutions: Physical, virtual and cloud disaster recovery, data protection or data management needs Backup of both Windows and Linux systems Requirements for storage optimization through backup and data deduplication Business continuity, strict recovery point and recovery time objectives IT standards compliance from Disaster Recovery standpoint Fast recovery requirements with data searching & cataloging Centralized Management of entire backup infrastructure needed Management of geographically distributed systems required Replacement of hardware and system migration requirements Fast bare-metal recovery and deployment needs Migration of physical computers to virtualized environment projects Needs for cost effective offsite backup strategy New hardware acquisition including mobile devices or Apple Macintosh computers. 74 Module 03: Acronis and GroupLogic Product Line

73 Conversation Starters Set of questions below may help you to start conversation with your Customers on Acronis and GroupLogic topics: Acronis What is your Disaster Recovery and Data Protection strategy? What is the impact of downtime to your business? If your hardware fails, can you recover quickly to another machine? Can you centrally manage all backup and recovery operations in physical and virtual environments? How do you move systems between physical and virtual environments? What are the key challenges you face with storage capacity? Have you ever considered offsite backup storage options? GroupLogic What is your mobile device implementation strategy? Do you currently have mobile devices in your enterprise? Plan for expansion? Who are the mobile users and what are they using mobile devices for? How do you want your users to access corporate files? Where are the files you need to share or access stored? Do you have any Macs in your environment? What is your Mac/Windows integration solution? 75 Module 03: Acronis and GroupLogic Product Line

74 Module 3 Knowledge Check 1. Match each of the Acronis Backup & Recovery 11.5 licenses with the respective environment: ABR 11.5 Workstation ABR 11.5 Advanced Workstation ABR 11.5 Server for Windows ABR 11.5 Advanced Server for Windows ABR 11.5 Server for Linux ABR 11.5 Advanced Server for Linux ABR11.5 Advanced Server SBS ABR11.5 for Microsoft Exchange Server ABR11.5 Virtual Edition for VMware vsphere ABR11.5 Virtual Edition for Hyper-V ABR11.5 Virtual Edition for RHEV ABR11.5 Virtual Edition for Citrix XenServer ABR11.5 Virtual Edition for Parallels Standalone Windows Server Standalone or multiple Windows SBS Multiple Linux Servers or Workstations Standalone or multiple VMware ESXi hosts Standalone or multiple Citrix XenServer hosts Standalone or multiple RHEV hosts Multiple Windows Workstations Standalone or multiple Parallels hosts Standalone Linux Server or Workstation Multiple Windows Servers Standalone Windows Workstation Standalone or multiple MS Exchange Servers Standalone or multiple MS Hyper-V hosts 2. Which of the below statements is True and which is False? ABR11.5 for Microsoft Exchange Server allows to restore a single . Acronis vmprotect 8 supports only VMware vsphere virtual platform. Acronis Snap Deploy 4 is licensed per deployment. Acronis Disk Director 11 allows remote disk management operations. GroupLogic activecho supports Android as well as ios devices. GroupLogic ExtremeZ-IP does not require any clients to be installed on Mac. 3. Suggest the proper number of licenses: How many respective ABR11.5 licenses are needed to back up 3 virtual hosts? How many respective ABR11.5 licenses are needed to back up 4-node Exchange Cluster? How many vmp8 licenses are needed to backup 2 hosts 4 CPUs each? How many ASD4 licenses are needed to deploy 50 brand new computers? How many ADD11 licenses are needed to manage disks on 3 computers? How many GL ExtremeZ-IP licenses are needed for integrating 90 Mac users? 76 Module 03: Acronis and GroupLogic Product Line

75 Module 4 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 50 Module 4: Support and Renewals Module Objectives After completing this module, you will be able to: Define major Support options Customers have Explain how to contact Support team if needed Point Acronis Maintenance Renewal policy. 77 Module 04: Support and Renewals

76 Support Options Acronis offers award-winning Customer Service and Technical Support. Our Corporate Customers have the following Support options: Maintenance (first year is included into the product price) Acronis Advantage Standard (AAS) Acronis Advantage Premier (AAP) Hours of operation 12x5 , Phone, Chat Support 1 business day response time Upgrade Protection Hours of operation 24x7* , Phone, Chat Support 1 business day response time Upgrade Protection One successful incident resolution (applies to Customers with expired Maintenance only) Pay Per Incident Support (PPI) Hours of operation 24x7* , Phone, Chat Support 1 business day guaranteed response time * 24x7 is in English only. Non-English are routed to English queues outside of regional business hours. Acronis Sales Professional Training & Certification 51 Support Options Acronis offers award-winning Customer Service and Technical Support. Acronis Customer Central is dedicated to providing the best Customer Experience in the industry. Acronis Support Mission To create Customer success. Acronis Support Vision To be the undisputed leader in software Service and Support. Customer is eligible for Support if they own an active Acronis Advantage Standard/Premier program. The first year of Support Maintenance service is included with the purchase of any of Acronis Corporate Products. Acronis Advantage Standard Acronis Advantage Standard offers 12 x 5 Support services Monday through Friday during the regional business hours via phone, chat, and . In the event of a critical system error, Support professionals will respond within one business day if the request was submitted or immediate help (usually not more than 2 minutes of wait time) via chat or phone. 78 Module 04: Support and Renewals

77 Acronis Advantage Premier Acronis Advantage Premier offers 24 x 7 Support services available via phone, chat, and . Acronis Advantage Premier Customers receive priority Support in the event of a business-critical system error, Customers will receive the initial response within 1 day if the request was submitted or immediate help (usually not more than 2 minutes of wait time) via chat or phone. 24x7 is in English only. Non-English are routed to English queues outside of regional business hours. Maintenance also includes Upgrade Protection in case new version of the product is released during Maintenance eligibility. Pay Per Incident Support (PPI) In case Maintenance has expired, Customer still can contact Support by purchasing Pay Per Incident Support (PPI). It is priced per incident and allows one successful incident resolution via via phone, chat, and . Service is available 24 x 7. Support professionals will respond within one business day if the request was submitted or immediate help (usually not more than 2 minutes of wait time) via chat or phone. Acronis Customer Central Awards Over the past several years, Acronis Customer Central has won multiple awards for superior Customer focus, operational excellence, leadership and innovative technologies: 79 Module 04: Support and Renewals

78 How to Contact Support? In order to get access to Support, Customer has to create an account on the Acronis website and register their product online. After registration, Customer needs to login to their Account, click on the tab labeled Support, press Contact Support button and go through the special Wizard. Acronis Channel Partners also have access to Support through Partner Portal. Acronis Sales Professional Training & Certification 52 How to Contact Support? In order to get access to Support, Customer has to create an account on the Acronis website and register their product online: 1. To create an account, they have to go to Acronis website User Login section and click Register now to complete the registration form: 2. After registering they will have to follow further instructions to activate the account from a registration confirmation which will come to their address. It usually takes several minutes to receive that 3. After account is created, they will have to log in at Acronis website User Login section: 4. Click Product Registration, paste their serial numbers to the Enter serial number(s) window and click Register. As soon as the products are registered, After registration, Customer needs to login to their Account, click on the tab labeled Support, press Contact Support button and go through the special Wizard: Support Wizard will ask what type of issue the Customer has: Technical, PreSales or Customer Care and will offer quick solutions for that, if any. It will also provide several options to contact Support team: Phone, Chat, , Forum based on the Support Program the Customer has associated with their products. 80 Module 04: Support and Renewals

79 Maintenance Renewals Maintenance Expiration Date Standard Renewal Standard Renewal + Reinstated Fee No Renewal is possible upgrade only Within 1 month 2-12 months > 12 months When current Maintenance comes to the end, Customer has the option to renew according to the following rules: Standard Renewal without additional costs/penalties is available within 1 month belated From 2 to 12 months belated, Standard Renewal + additional Reinstated Fee have to be purchased After 12 months Maintenance Renewal is not possible. Regular product upgrade or PPI have to be purchased. We also offer special Maintenance Renewals based on Customer requirements: Co-term Renewal allows to synchronize expiration dates of different licenses. Multi-year Renewal allows to renew Maintenance for more than 1 year. Both of them are calculated dynamically based on the number of days required. Acronis Sales Professional Training & Certification 53 Maintenance Renewals All Acronis Corporate products price include the first year of Maintenance. When current Maintenance comes to the end, Customer has the option to renew according to the following rules: Standard Renewal without additional costs/penalties is available within 1 month belated From 2 to 12 months belated, Standard Renewal + additional Reinstated Fee have to be purchased After 12 months Maintenance Renewal is not possible. Regular product upgrade or PPI have to be purchased. We also offer special Maintenance Renewals based on Customer requirements: Co-term Renewal allows synchronizing expiration dates of different licenses Multi-year Renewal allows renewing Maintenance for more than 1 year. Both of them are calculated dynamically based on the number of days required. Acronis sends automatic reminders to the Customer in 90, 60, 30 days before the expiration date, day of expiry and in 30, 60 days after the Maintenance has expired. Our local Maintenance Renewal teams provide all necessary information to the Partners to assist them in selling Maintenance Renewals. 81 Module 04: Support and Renewals

80 Conversation Starters Set of questions below may help you to start conversation with your Customers on Support and Renewal topics: Support What are your response time requirements for critical issues? Would you like 24 x 7 technical support coverage, or business hours Monday to Friday? Renewals How are things going with products and support? Are you planning on renewing? When do you anticipate this renewal getting completed? Are there other people who should be involved? If speaking to end user: Who is the purchasing contact? If speaking to purchasing contact: Who is the end user? Any new servers or workstations that need backup & recovery? Have you virtualized? Do you introduce any mobile devices or Apple Mac computers to your enterprise these days? 82 Module 04: Support and Renewals

81 Module 5 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 54 Module 5: Acronis Partner Program Module Objectives After completing this module, you will be able to: Explain what Acronis Partner program is about Define benefits of Partnering with Acronis Point Acronis Partner levels Explain Acronis Opportunity Registration program. 83 Module 05: Acronis Partner Program

82 Why Partner with Acronis? Reliable and innovative software technology to protect and recover your Customers valuable data and systems Affordable and user-friendly solutions that facilitate your Customers transition to virtual and cloud Free, unlimited, high-value technical support to make selling easier Progression-based Partner Program designed to enhance your selling experience and reward your hard work More profits and incentives, more leads and sales opportunities, more benefits and privileges Finally, you get a solid partner who can deliver and who is always there to back up your ambitions! Acronis Sales Professional Training & Certification 57 Why Partner with Acronis? The Acronis Partner Program was designed to establish a strong network of Acronis experts and share the knowledge and experience for your business success. Acronis Partner Program Mission: Provide an engaging and profitable framework to Acronis Partners, to engage them and develop their Sales of Acronis solutions. Entering the Acronis community will allow you to benefit from sales, technical, and marketing support to promote the Acronis solutions: Acronis is a well-known corporate brand among IT managers worldwide whose products have won virtually every magazine and editors choice award in the industry. We provide reliable and innovative software technology to protect and recover your Customers valuable data and systems Acronis products are competitively priced and offer the best price to value solution on the market today with significant margin opportunity for Partners. We offer affordable and userfriendly solutions that facilitate your Customers transition to virtual and cloud Acronis partners benefit from pre-sales support, technical assistance and priority support to follow up the entire implementation of the Acronis solutions throughout the entire sales cycle. We offer free, unlimited, high-value technical support to make selling easier Acronis progression-based Partner Program was designed to radically enhance your selling experience and reward your hard work with competitive benefits More profits and incentives, more leads and sales opportunities, more benefits and privileges 84 Module 05: Acronis Partner Program

83 Including Acronis as part of your best-of-breed solutions ensures loyal Customers with plenty of repeatable benefits. This combination of strengths, our technology and our Partners technical and services expertise, leads to long-term, mutually beneficial relationships. IDC says 16 : Acronis is a company that puts its channel Partners first. By offering affordable, easy to use data protection and disaster recovery solutions across physical, virtual and cloud-based environments, married with a comprehensive and competitive channel program, Acronis is well-positioned to make key inroads in the global market and to make its channel Partners successful with it. 16 Robert Amatruda, Research Director, Data Protection and Recovery at IDC. Acronis unveils new global channel partner program, Press Release 06/01/2011, 85 Module 05: Acronis Partner Program

84 Acronis Partner Levels Benefits Highest Discount 1 Deal Reg, Rebate, MDF NFR & Support 24*7 phone 2 Great Discount 1 Dear Reg, Rebate, MDF NFR & Support 24*7- phone 2 Attractive Discount 1 Deal Reg & NFR Support 8*5 - phone Requirements 1 ACE + 1 ASP/site Revenue & Pipeline Marketing activities 1 ACE + 2 ASP Revenue & Pipeline Marketing activities 1 ACE + 1 ASP Revenue Regular Discount 1 NFR & Support via KB and chat/ 1: Acronis recommended discounts 2: 24*7 available in English Acronis Sales Professional Training & Certification 56 Acronis Partner Levels Our program has 4 Partner levels in all: Acronis Authorized Partner, Acronis Silver Partner, Acronis Gold Partner, Acronis Platinum Partner. The more you progress, the better it gets. By reaching higher certification levels and revenue thresholds, you can enter into a world of powerful opportunities and benefits: 1. Acronis Authorized Partner Competitive Authorized-level profit margins Technical Support: Knowledge Base access plus free and chat Support 1 Not-for-Resale Authorized company pack Real-time access to updated marketing and product info. 2. Acronis Silver Partner More attractive Silver-level profit margins Opportunity registration: Up to 15% extra margin Free Technical Support hotline: 5 days a week during regular business hours 1 Not-for-Resale Certified company pack with all Acronis solutions. Acronis Silver Partner level requirements: $20K revenue + 1 Acronis Certified Engineer and 1 Acronis Sales Professional certification. 86 Module 05: Acronis Partner Program

85 3. Acronis Gold Partner Outstanding Gold-level profit margins Opportunity registration: Up to 15% extra margin Back-end rebates based on business plan Free Technical Support hotline: 24/7 (English after business hours) 2 Not-for-Resale Certified company packs Marketing Development Funds based on business plan and joint Demand-generation campaigns. Acronis Gold Partner level requirements: $60K revenue and pipeline + 1 Acronis Certified Engineer and 2 Acronis Sales Professional certification, guided marketing activities. 4. Acronis Platinum Partner Superior Platinum-level profit margins Opportunity registration: Up to 15% extra margin Back-end rebates based on business plan Free Technical Support hotline: 24/7 (English after business hours) 4 Not-for-Resale Certified company packs Access to Acronis Pre-Sales Engineer Invitation to the annual Partner summit Marketing Development Funds based on business plan and joint Demand-generation campaigns. Acronis Platinum Partner level requirements: $250K revenue and pipeline + 1 Acronis Certified Engineer and 1 Acronis Sales Professional certification per site, guided marketing activities. Key Benefits of achieving higher level in Acronis Partner Program are bigger discounts and rebates, greater technical support and more NFR licenses. Key requirements to achieve higher level are revenue achievements, technical and sales certification. Whatever level you reach, we make sure you are always perfectly positioned to offer your clients the most reliable, user-friendly and cost-effective solutions on the market. 87 Module 05: Acronis Partner Program

86 Partner Portal Acronis Partner Portal is a central source of Channel information, including: Latest News and Promotions Product Collaterals & White Papers Channel Sales Toolkits NFR Software Packs Marketing Campaigns Technical Support AcronisGoSocial Acronis Academy And more Visit the Acronis Partner Portal at to find out more about the Acronis Partner Program or simply learn more about our products and services. Acronis Sales Professional Training & Certification 59 Partner Portal Acronis offers its Partners access to a wide range of valuable marketing, Sales, and training programs which will turn them into experts in the fields of backup, disaster recovery, system deployment, migration and virtualization. The Partner Portal is a central source of information for all Acronis channel resources, including: Latest news, channel promotions and incentives Product collateral, white papers and industry surveys Permanent and direct access to regularly updated sales, marketing and technical toolkits Access to Not-For-Resale software packs according to the Partner level Marketing campaigns enabling partners to create leads Technical resources and details on our Support options AcronisGoSocial content ready for publishing to your social media accounts Acronis Academy Training and Online Certification Center And more Visit the Acronis Partner Portal at to find out more about the Acronis Partner Program or learn more about our products, solutions and services. The Partner Portal is available in 6 languages, including English, German, French, Spanish, Italian and Dutch. 88 Module 05: Acronis Partner Program

87 Key pages on Acronis Partner Portal 1. Registration form: 2. Online Guide for Partners: 3. NFR description page: 4. NFR Pack page: 5. Technical Support: 6. Product Portfolio: 7. Channel Sales toolkits: 8. AcronisGoSocial: Partner Locator We offer all our partners the opportunity to increase their visibility by publishing their details on our website. The Acronis Partner Locator lists all Acronis Partners by country and partnership level, from Acronis Authorized Partner Level upwards. If you are an Acronis Partner and your details are not published on our website, don t hesitate to contact your Acronis representative. We will give you an opportunity to increase your visibility. Partner Locator is available at Monthly Partner Newsletter The Acronis monthly Partner Newsletter offers you a monthly update on all the news and changes that are taking place at Acronis. Subscribe to Acronis Monthly Newsletter and you will always have up to date information on running. Training and Online Certification Center Partner and Customer training and certification are offered as a part of special program called Acronis Academy. It offers various training programs as well as web-based certification exams to achieve official certification statuses, such as Acronis Sales Professional or Acronis Certified Engineer. Acronis Academy Mission: Provide professional training and certification to Acronis Customers and Partners to supply them with knowledge and information required to use and sell Acronis products and services successfully. Our Training and Certification Center is available under Acronis Partner Portal at 89 Module 05: Acronis Partner Program

88 Module 6 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 59 Module 6: Wrap Up Module Objectives After completing this module, you will be able to: Define 10 reasons to sell Acronis Point major Acronis and GroupLogic buzz words. 90 Module 06: Wrap Up

89 Top 10 Reasons to Sell Acronis 1. Award-winning innovative technology 2. One stop shop we have all the capabilities in one product 3. Easy to learn product line 4. Customer satisfaction for Acronis products 5. Simplified licensing schemes 6. Scalable solutions for seamless migration and up-selling opportunities 7. Strong support from inside sales 8. Lead sharing we give leads to partners 9. Award-winning technical support and Customer service 10.Competitive margins. Acronis Sales Professional Training & Certification 60 Top 10 Reasons to Sell Acronis Here are the major reasons to sell Acronis products: 1. Award-winning innovative technology 2. One stop shop we have all the capabilities in one product 3. Easy to learn product line 4. Customer satisfaction for Acronis products 5. Simplified licensing schemes 6. Scalable solutions for seamless migration and up-selling opportunities 7. Strong Support from inside Sales 8. Lead sharing we give leads to Partners 9. Award-winning Technical Support and Customer service 10. Competitive margins. 91 Module 06: Wrap Up

90 Buzz Words When You Hear Disaster Recovery Data Protection Backup Centralized Management Bare Metal Recovery Restore to Dissimilar Hardware Physical to Virtual Virtual to Virtual, Virtual to Physical VMware, Hyper-V Backup RedHat, Citrix, Parallels Backup RPO/RTO Exchange, Applications Backup Cloud, Online Storage Staging, Replication, Multi-destination When You Hear Enterprise File Sharing Apple Macs in Enterprise Mobility in Enterprise Mobile File Management Backup of Apple Macs Bring Your Own Device Apple Filing Protocol Time Machine Backup Think of Acronis Think of GroupLogic Acronis Sales Professional Training & Certification 61 Buzz Words Throughout this training we covered a number of terms relevant to Acronis and GroupLogic products. Being able to recognize these buzz words in conversations with Customers will be useful in assessing and meeting their data protection and disaster recovery needs. When you hear below words think of Acronis: Disaster Recovery ~ Data Protection ~ Backup ~ Centralized Management ~ Bare Metal Recovery ~ Restore to Dissimilar Hardware ~ Physical to Virtual ~ Virtual to Virtual, Virtual to Physical ~ VMware, Hyper-V Backup ~ Red Hat, Citrix, Parallels Backup ~ RPO/RTO ~ Exchange, Applications Backup ~ Cloud, Online Storage ~ Staging, Replication, Multi-destination. When you hear below words think of GroupLogic: Enterprise File Sharing ~ Apple Macs in Enterprise ~ Mobility in Enterprise ~ Mobile File Management ~ Backup of Apple Macs ~ Bring Your Own Device ~ Apple Filing Protocol ~ Time Machine Backup. 92 Module 06: Wrap Up

91 Module 4-6 Knowledge Check 1. Match each of the Support Options with the appropriate description on the right: Acronis Advantage Standard Acronis Advantage Premier Pay Per Incident Support Offers 24 x 7 Support services available via phone, chat, and Offers one successful incident resolution via via phone, chat, and Offers 12 x 5 Support services Monday through Friday during the regional business hours via phone, chat, and 2. Name Acronis Partner Program levels and major benefits for each of them: Acronis Partner Acronis Partner Acronis Partner Acronis Partner 3. Which of the below statements is True and which is False? Customer has to pay additional Reinstated Fee if belated the Renewal for 2+ months. After 12 months Maintenance Renewal is not possible. Acronis offers Co-term Renewal to synchronize expiration dates of different licenses. Multi-year Renewal is calculated dynamically based on the number of days required. 4. Knowing what you know now, what will be your top 5 reasons to sell Acronis? Module 06: Wrap Up

92 Question Time Thank you! Good luck with your certification exam! Acronis Sales Professional Training & Certification Conclusion Training which you just received is a small piece of Acronis Partner Program which we built specifically to fuel Acronis Sales Partners success. It supports our strong mission to help you boost your revenue and profit. Acronis has always been Partner-focused company and our success is solely based on your success. Our goal is to offer you positive and exciting opportunities, providing you with high quality business support to enhance your experience at every stage of the sales process. New experience perfectly positioned to meet business needs for data accessibility, protection and disaster recovery. Thank you for participating in this training. And good luck with your certification exam! 94 Conclusion

93 Additional Information Acronyms Glossary Acronym Stands for AAP AAS ABR ALP AOR ASD ASP BMR CDP CPU DP DR ESD NAS NFR OS P2P P2V RPO RTO SAN SBS SMB TCO V2P V2V VA VM Acronis Advantage Premier Acronis Advantage Standard Acronis Backup & Recovery Acronis License Program Acronis Opportunity Registration Acronis Snap Deploy Acronis Sales Professional Bare Metal Recovery Continuous Data Protection Central Processing Unit Data Protection Disaster Recovery Electronic Software Delivery Network Attached Storage Not For Resale Operating System Physical To Physical Physical to Virtual Recovery Point Objective Recovery Time Objective Storage Area Network Small Business Server Small/Medium Business Total Cost of Ownership Virtual to Physical Virtual to Virtual Virtual Appliance Virtual Machine 95 Additional Information

94 Definitions Glossary Term Apple Integration Backup Bare-Metal Recovery Centralized Management Cloud Storage Data Protection Deduplication Deployment Disaster Recovery Disk Management Enterprise File Sharing Granular Restore Physical to Virtual Recovery Recovery Point Objective Recovery Time Objective Secure Zone Definition Technology that allows seamless integration of Apple Mac systems into enterprise infrastructure including Windows and Active Directory. Copy of a file, directory or volume on a storage device created for the purpose of recovery in case the original data is accidentally erased, damaged, or destroyed. Restore process that has no additional requirements such as previously installed software or operating system. Technology that allows managing backup & recovery operations on remote and multiple computers. Offsite storage system, which can be accessed via the internet. Data-centric approach of restoring data, which allows IT managers to search for individual pieces of data within a system and recover them. Method of eliminating data repetition by storing identical data in backup archives only once. Technology that allows distributing a master image of fully configured machine including operating system and applications to multiple computers simultaneously. System-centric process of restoring data from a backup set to resume normal operations following loss or corruption of data. Set of technologies allowing advanced disk operations, such as create, split, merge, resize, copy and move partitions. Technology that enables enterprise IT to provide secure access to sharing, syncing and collaboration on files both for office-based and mobility users. Process of recovering the data at a granular level, rather than at a system or database level. An example is recovering single s messages from Exchange server backup. Process of converting physical computer to a virtual machine that acts like a real computer with an operating system. Process of returning the data from a backup to the original or any other location. Point in time to which work should be restored following a disruption. Duration of time within which a business process must be restored after a disaster or disruption. Special secure partition for storing backups. Universal Restore Process of recovering the disk or partition backup to dissimilar hardware. 96 Additional Information

95 Trial Versions of Acronis and GroupLogic products Trial versions of Acronis products, with almost complete functionality, are available for 15-day evaluation. Minor limitations are: Acronis Universal Restore is not available Backup is disabled under bootable media Changes cannot be committed in Disk Management operations in Acronis Backup & Recovery Acronis Disk Director does not allow operations with volumes larger than 100 Megabytes P2V restore is disabled in Acronis vmprotect. Deduplication is part of the trial version. When installing the trial version, Customers only need to select and configure the deduplication components for installation. Acronis Backup & Recovery Online and Acronis vmprotect Online are offered as 60-day trials. GroupLogic products are offered as fully-functional trial versions with 21-day evaluation period. Customers can contact an Acronis Sales Representative if a longer trial or an extension is desired. After trialing a product, if the Customer decides to buy the product, it is possible to update from a trial to the full version without re-installing the product. Acronis License Program To reward Customers who invest in licenses and maintenance agreements in volume, Acronis offers the Acronis License Program (ALP). ALP is a point-based program with 7 discount levels. For every product license purchased, the Customer obtains ALP points. The number of points accumulated determines the level of discount awarded. Note that ALP program is not available in some of the regions. Please confirm ALP availability with your Partner Account Manager or find more details on Acronis Partner Portal at 97 Additional Information

96 Acronis Opportunity Registration Program To reward proactive resellers for recruiting new Customers, Acronis offers the Acronis Opportunity Registration Program (AOR). AOR brings an additional margin up to 15% for opportunities you develop and introduce to Acronis. The AOR Program applies to individual Sales transactions. Here are a few guidelines: The AOR Program is available for all Acronis product licenses, except Consumer versions and boxed products. Support, renewals, services and training as well as competitive upgrades are excluded from the Program To qualify for registration under the Program, opportunities must have a minimum value of $3000 or more in some countries as shown on the Acronis net price list (MSRP) Only one Acronis reseller can register a particular opportunity (first come, first served) The opportunity must be net new to Acronis and 100% Partner-generated. The Partner must play an active role in closing the sale; otherwise registration may be revoked The client must have received a formal quote for the opportunity, all opportunities must be registered prior to the sale closure Approved registrations are valid for 90 days The reseller registering the opportunity must have Silver, Gold or Platinum Partner status within the Acronis Partner Program. The opportunity registration process is easy: The reseller completes an application through the Acronis Partner Portal at Acronis approves the registration subject to the program conditions. Acronis reserves the right to reject any application. If the application is approved, the reseller receives a confirmation stating the expiration date of the registration (normally 90 days from registration date) The reseller may apply for renewal of the opportunity if it is still open when the expiry date is reached. All Acronis Opportunity Registration compensation is determined as a percentage of Net Order Value, defined as net-revenue to Acronis after any/all applicable discounts. Note that AOR program is not available in some of the regions. Please confirm AOR availability with your Partner Account Manager or find more details on Acronis Partner Portal at 98 Additional Information

97 Qualifying a Call As sales professionals, you are all familiar with the art of turning a lead into an opportunity. To determine whether a lead is likely to become an opportunity, it is helpful to keep in mind the BANT model as a guideline of what information you should gather: Budget Is this a budgeted project? What is the amount? Authority Who holds the authority regarding purchasing decision? Need What is the environment? How many machines? RTO? Timeline What is the timeframe for implementation? Ideally, the BANT criteria will be established before turning a call over to inside sales for follow-up. This will free up the inside sales team to focus on providing technical expertise to transform opportunities into deals. Prospecting Call Script Good morning/afternoon, my name is. I am from and we are a partner of Acronis, a leading provider of next generation data protection and disaster recovery solutions for physical, virtual and cloud environment. Start the Conversation: We help companies to address their data accessibility, protection and disaster recovery needs. In doing research on companies that have a similar profile to our current Customers, I came across your company. Are you looking for a simpler, cost-effective way to access and protect your data? If YES: We have a good reason to talk as Acronis and GroupLogic, an Acronis company, have solutions that can benefit you. If NO: Do you have plans this year to look at disaster recovery, deployment, enterprise file sharing or Apple integration solutions? Identify Point of Contact: Are you responsible for, or involved in, evaluating IT solutions within your organization? If YES: Acronis Unified Platform offers data accessibility, protection and disaster recovery across physical, virtual and cloud environments. Do you have a few minutes to discuss the Acronis solution? If NO: Can you direct me to the person who is responsible for data/system availability to meet RTOs? 99 Additional Information

98 Identify Customer s IT Pain Points: Are you currently protecting your data and IT system availability in the event of unexpected failure? If YES: What solution are you currently using? How is this performing for you? What are your top data accessibility, data protection and disaster recovery challenges? Do you have data protection and disaster recovery needs for physical machines only? Or do you have virtualized platforms as well? Do you have to protect only local computers? Or what is the geographical distribution of your systems? Can you quickly resume operations in both physical and virtual environments to maintain productivity during your current recovery process? Are you satisfied with the speed of your system recovery? If NO, are you planning to evaluate backup and recovery solutions in the foreseeable future? What are the key challenges you face with storage capacity in your organization? Have you ever heard of the storage cost savings that come with using data deduplication? Are you migrating your computers between physical and virtual platforms on regular basis? Where is your backup storage located? Is it only local? If YES, would you like to eliminate single point of failure by introducing offsite backup storage? Are your employees using mobile devices in their work? How do they access your corporate data? Do you have Apple Macintosh computers in your environment? What is your Mac integration strategy? 100 Additional Information

99 Solutions Solution to Word Search Solution to Module 2 Knowledge Check 1. Match each of the technologies with the appropriate description on the right: Backup Deduplication Recovery Bare-Metal Recovery Cloud Storage Centralized Management Deployment Disk Management Enterprise File Sharing Apple Integration Copy of data volume on a storage device created for the purpose of recovery. Method of eliminating data repetition by storing identical data in backup archives only once. Process of returning the data from a backup to the original or any other location. Restore process that has no additional requirements such as previously installed software or operating system. Offsite storage system, which can be accessed via the internet. Technology that allows managing backup & recovery operations on remote and multiple computers. Technology that allows distributing a master image of fully configured machine to multiple computers simultaneously. Set of technologies allowing advanced disk operations, such as create, split, merge, resize, copy and move partitions. Technology that enables enterprise IT to provide secure access to sharing, syncing and collaboration on files. Technology that allows seamless integration of Apple Mac systems into enterprise infrastructure. 101 Solutions

100 2. Which of the below statements is True and which is False? How quickly an organization recovers from system downtime has a tremendous impact on business continuity. Deduplication helps to reduce storage costs. It is possible to efficiently manage backup and recovery across physical, virtual and cloud environment. Acronis products help to meet Recovery Point and Recovery Time objectives and reduce Total Cost of Ownership. Cloud allows to eliminate single point of failure. Apple Macintosh as well as various mobile devices has native support of enterprise environments and does not require special integration solutions. TRUE TRUE TRUE TRUE TRUE FALSE Solution to Module 3 Knowledge Check 1. Match each of the Acronis Backup & Recovery 11.5 licenses with the respective environment: ABR 11.5 Workstation ABR 11.5 Advanced Workstation ABR 11.5 Server for Windows ABR 11.5 Advanced Server for Windows ABR 11.5 Server for Linux ABR 11.5 Advanced Server for Linux ABR11.5 Advanced Server SBS ABR11.5 for Microsoft Exchange Server ABR11.5 Virtual Edition for VMware vsphere ABR11.5 Virtual Edition for Hyper-V ABR11.5 Virtual Edition for RHEV ABR11.5 Virtual Edition for Citrix XenServer ABR11.5 Virtual Edition for Parallels Standalone Windows Workstation Multiple Windows Workstations Standalone Windows Server Multiple Windows Servers Standalone Linux Server or Workstation Multiple Linux Servers or Workstations Standalone or multiple Windows SBS Standalone or multiple MS Exchange Servers Standalone or multiple VMware ESXi hosts Standalone or multiple MS Hyper-V hosts Standalone or multiple RHEV hosts Standalone or multiple Citrix XenServer hosts Standalone or multiple Parallels hosts 102 Solutions

101 2. Which of the below statements is True and which is False? ABR11.5 for Microsoft Exchange Server allows to restore a single . TRUE Acronis vmprotect 8 supports only VMware vsphere virtual platform. TRUE Acronis Snap Deploy 4 is licensed per deployment. TRUE Acronis Disk Director 11 allows remote disk management operations. TRUE GroupLogic activecho supports Android as well as ios devices. TRUE GroupLogic ExtremeZ-IP does not require any clients to be installed on Mac. TRUE 3. Suggest the proper number of licenses: How many respective ABR11.5 licenses are needed to back up 3 virtual hosts? 3 How many respective ABR11.5 licenses are needed to back up 4-node Exchange Cluster? 4 How many vmp8 licenses are needed to backup 2 hosts 4 CPUs each? 8 How many ASD4 licenses are needed to deploy 50 brand new computers? 50 How many ADD11 licenses are needed to manage disks on 3 computers? 3 How many GL ExtremeZ-IP licenses are needed for integrating 90 Mac users? 100- CLIENT PACK Solution to Module 4-6 Knowledge Check 1. Match each of the Support Options with the appropriate description on the right: Acronis Advantage Standard Acronis Advantage Premier Pay Per Incident Support Offers 12 x 5 Support services Monday through Friday during the regional business hours via phone, chat, and Offers 24 x 7 Support services available via phone, chat, and Offers one successful incident resolution via via phone, chat, and 103 Solutions

102 2. Name Acronis Partner Program levels and major benefits for each of them: Acronis Authorized Partner Acronis Silver Partner Acronis Gold Partner Acronis Platinum Partner Regular discount, NFR & Support via KB, chat and Attractive discount, Deal Registration, NFR & 8*5 Support via phone Great discount, Deal Registration, Rebate, MDF, NFR & 24*7 Support via phone Highest discount, Deal Registration, Rebate, MDF, NFR & 24*7 Support via phone 3. Which of the below statements is True and which is False? Customer has to pay additional Reinstated Fee if belated the Renewal for 2+ months. TRUE After 12 months Maintenance Renewal is not possible. TRUE Acronis offers Co-term Renewal to synchronize expiration dates of different licenses. TRUE Multi-year Renewal is calculated dynamically based on the number of days required. TRUE 104 Solutions