Recovery Solutions Use Cases and Quick

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1 EMC Backup and Recovery Solutions Use Cases and Quick Selling Guides Leveraging g best-in-class deduplication solutions for next-generation backup May 2011 Copyright 2011 EMC Corporation. All rights reserved. 1

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3 Use Cases for EMC Backup and Recovery Solutions Use Case Customer Challenge(s) Value to Customer from EMC Solution VMware ESX contention due to VM sprawl Lower VM ratios due to backup overhead Recovery from traditional backup is slow and difficult Limited scalability with traditional backup solutions Deduplicated backups reduces server contention Reduced resource needs enable higher VM density Fast, full daily backups; Single step restores Tape eliminated and DR to disk enabled Avamar ROBO DT / LT Limited bandwidth and IT staff at remote at remote offices Fast, daily full backups via existing network links Inconsistent backup/recovery; ad-hoc processes Reduce bandwidth required for remote backup by up to 99% Tape islands created in each location and frequent tape failures Centralized management; reduce/eliminate tape Security concerns due to lost/stolen unencrypted tapes Data encrypted in-flight and at rest for security Desktop and laptop data outside corporate backup policies Users define how to backup data security and reliability issues Slow and cost prohibitive to backup laptop data via WAN Backups are too time and resource intensive on user system Fast, daily full backups; non disruptive to end-user Intuitive GUI for end-user recovery without involving IT staff No per client fee for Avamar agent Greatly reduced backup time and LAN/WAN resources required NAS Database Traditional 5 TB+ full NDMP backup can take days to complete No file-level recovery in daily incrementals NDMP data often requires separate disk/tape Management time and costly disk and tape pools Expensive to maintain multiple copies of databases Costly to replicate for backup, test and dev Unreliable and expensive recovery A lot of disk/tape required for needed daily full backups Fast, daily full backups and single step recovery Eliminates need for recurring, lengthy level-0 backups No charge for NDMP licenses Centralized mgmt, increased NAS utilization, lower storage costs Data Domain systems provide up to 28.5 PB logical capacity for consolidated backup and test/dev database dumps Shrinks database backups to make daily fulls possible Enables network-efficient replication and cost effective recovery Data Domain IBM i Mainframe Limited IBM i backup solutions available Average 10x to 30x data reduction; less disk required Lack of consolidated backup solution for open systems and IBM i Consolidate IBM i, open systems and mainframe backup Complicated multi-site backup procedures Consolidate DR across all sites with network-efficient replication Risk and costs associated with shipping and storing tapes Eliminate tape for operational backup and recovery Expensive disk/tape pools and offsite shipping and storage Slow backup and recovery Risk of tapes getting lost or stolen; unreliable recovery Separate solutions for backup and archive Eliminate costs with traditional tape handling Faster batch, backup and HSM recalls Data Domain Data Invulnerability Architecture ensures data integrity Consolidated backup and archive solutions Archive Data growth + retention requirements = many tapes in storage Multiple technologies used to protect data including disk and tape Recovery from tape is an unreliable, slow and expensive process Risk and costs associated with shipping and storing tapes Backup and archive to the same system for optimal deduplication Fast and reliable disk-based recovery Continuous fault detection and self healing ensures data integrity Network-efficient replication for fast time-to-dr readiness 1

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5 Quick Selling Guide: VMware Use Case VMware Elevator Pitch Virtualization is great for server consolidation, but it introduces a number of challenges around data protection. EMC s backup and recovery deduplication solutions are built to address these challenges, enabling the customer to do more with virtualization. Current Solution: Tape or Disk Customers backup Virtual Machines (VM) like physical machines, using traditional agent-based methodologies and full backups plus incrementals. Virtual servers become overloaded d moving all the data through the virtual infrastructure and networks. Scalability is slow and costly using this approach. Pain Points ESX contention due to VM sprawl Lower VM ratios due to backup overhead Recovery from traditional backup is slow and difficult Limited scalability with traditional backup solutions EMC Solution: Avamar EMC Avamar deduplication backup software and system uses Benefits variable-length l block deduplicationd i at the client, designed d to Deduplicated backups reduces server contention give the customer back precious network bandwidth, CPU Reduced resource needs enable higher VM density utilization, and lowering backup windows from days to minutes. Fast, full daily backups; Single step restores Avamar is tightly integrated to vsphere API for Data Protection Tape eliminated and DR to disk enabled and vcenter which streamlines backup and recovery in VMware. Customer Success Story Health Quest Traditional backup for VMware was 12+ hours and often failed Avamar eliminated tape and saved $1M over 3 years Reduced backup data by 96%; Increased VM:ESX ratio Avamar was a critical component in our VM strategy - Michael Close, Senior DBA and Backup Administrator 100% Tape 90% Time $1MM TCO Qualifying an Opportunity How are you currently protecting your VMware environment? Do they know if all VMs are protected? With Avamar you always know VM protection status. Easy to protect new VMs. How do you scale your backup applicationfor o more oe VMs? What are those costs? With Avamar you simply add a storage node and the associated SW license. No cost agents. How are long are backup windows? Recoveries? Avamar leverages Changed Block Tracking for faster backup and restores. Proxy server pooling speeds VMDK backups. 1

6 Quick Selling Guide: VMware Use Case Objection Handling (O = Objection, R = Response) O I can backup my virtual environment the same way I backup the rest of my environment. R Avamar is used to backup both physical servers and virtual machines. Furthermore, its deduplication will dramatically reduce backup windows and network traffic. Avamar is tightly integrated with vsphere and vcenter to offer you the most comprehensive data protection solution for VMware env. VMware Servers (Via Guest Agent) WAN Remote VMs (agent only or Data Store) VMware O I want to use a specialty backup program like Veeam or vranger. R Why add additional complexity and multiple panes of glass to your backup environment when you can leverage Avamar to protect both your virtual and physical environment? VMware Server (Via Image Level Backup) Avamar Data Store Data Center WAN O It seems like Veeam and vranger have the same features as Avamar, but at a much lower cost. R Avamar has a far broader feature set and goes well beyond their single capability of VM image-level backup. Avamar protects the entire enterprise including both Guest and Image level VM backup. Avamar offers superior deduplication(3x 5x better), and faster and more flexible recovery. Avamar offers the highest reliability through the Avamar Data Store RAIN architecture. Competitive Positioning Vendor Competitive Positioning Positioning the Solution Who: Discuss with VMware administrators Avamar Data Store DR Site Where: Accounts with new or existing VMware environments How: Guest and Image level backup and restore with Changed Block Tracking and proxy server load balancing support for superior throughput. Ease of management with integration to vcenter. Veeam vranger Symantec CommVault VMware protection only. Fixed block dedupe; Dedicated VM proxies on each ESX server. Synthetic Full processing performed by proxies on ESX server. No HA and no advanced data integrity protections. Software only solution. No RAIN, no RAID (relies on 3 rd party disk). Veeam server must run on each proxy, increasing management. Full + incremental forever, then rebuild weekly synthetic full. No deduplication. Full + incremental approach. Slower recovery process. Use 3 rd party storage No RAIN or RAID. Only VMware backup. Complex solution requires dedicated servers, software, and media to storage architecture. No load balancing across VMware proxies and less efficient fixed-block dedupe results in requiring 3x more backup time and 5x more storage. Not an integrated software and hardware solution customers must build their own. Simpana 9 is a source-based deduplication 1.0 product, with fixed block dedupe - 40% less efficient than Avamar. No global dedupe. No VADP or vcenter integration. VM backup also uses SnapProtect which results in unpredictable backup times, and requires more hardware. 2

7 Quick Selling Guide: ROBO Use Case ROBO Elevator Pitch Remote/branch/ offices (ROBO)( ) are typically protected by unreliable tape devices, non-technical staff, and ad-hoc processes. Avamar provides efficient, secure protection via existing WAN links, backup to disk, centralized management, and reduced reliance on tape. Current Solution: Tape or Disk Pain Points Relies on backup to local tape, non-it remote staff, ad-hoc processes, and offsite shipments for DR. Backup is unreliable Limited bandwidth and IT staff at remote offices due to hardware and staff, and recovery can take days/weeks if Inconsistent backup/recovery; ad-hoc processes tapes are offsite. Limited networks make WAN backup difficult, and unencrypted tapes can lead to data theft/security breaches. Tape islands created in each location and frequent tape failures Security concerns due to lost/stolen unencrypted tapes EMC Solution: Avamar By deduplicating backup data at the client, Avamar delivers fast Benefits daily full backups via existing i network links and data can be Fast, daily full backups via existing network links encrypted for security. IT experts in the data center can centrally Reduce bandwidth required for remote backup by up to 99% manage backups for hundreds of sites. One-step recovery, WAN Centralized management; reduce/eliminate tape replication for DR, and an intuitive GUI simplify management. Data encrypted in-flight and at rest for security Deduplication across sites/servers reduces disk by up to 50x. Customer Success Story Qualifying an Opportunity Republic Bancorp, Inc. Daily full backups for 44 ROBOs using Avamar agent-only Deduplication reduced backup disk storage by 40:1 Reliable data recovery in minutes vs. several days with tape Significant ifi reduction in tape; ROI in just nine months IT staff now spends 50% less time managing backups > 100% Performance 50% Management 9 mo ROI How many ROBO offices do you have and what type / how much data is at each location? This will provide insight into their ROBO environment. What are the top ROBO backup, recovery and DR challenges? This will help you identify customer hot buttons. What do you currently spend on backup, recovery, and DR? Help to identify if hardware, S/W, staff, shipping, i etc costs 3

8 Quick Selling Guide: ROBO Use Case Objection Handling (O = Objection, R = Response) O Isn t this expensive compared to tape? R The solution value is based on hard costs, such as tape, hardware, shipping, as well as soft costs such as missed backups, people time, and risk mitigation. Most customers find the TCO very compelling with a fast ROI. O How can you besuremyexisting WAN will work? R Our sizing process includes a WAN analysis to verify your ability to perform fast, daily full backups and replication for disaster recovery. Corp HQ Corp App Servers Avamar Data Store Small Remote Office WAN (Agent Only Backup) WAN Large Remote Office / DR Site WAN ROBO Avamar Data Store O I use free tools like RSYNC / ROBOcopy to move data back to the data center. Why should I pay for Avamar? R RSYNC and ROBOcopy are file transfer utilities, but these are not backup applications. They offer no indexing, no retention management, and no ability to perform server recovery. Avamar protects the data, the server, and enables corporate data protection and retention policies to be met. Competitive Positioning VMware Servers Avamar Data Store Large Remote Office Positioning the Solution Who: Discuss with Backup Administrators Where: Any customer looking to centralize backup and recovery in a distributed enterprise How: Agent-only for smaller ROBOs, entry level Avamar Data Store or Avamar Virtual Edition at larger ROBO, existing network links, Avamar a Data Store in data center. Vendor Solution Competitive Positioning NetBackup, CommVault NetBackup, Commvault, TSM IBM FastBack, Falconstor CDP Quantum, SpectraLogic Clientbased dedupe Backup Software CDP Local Tape Fixed segment deduplication is less efficient, requires more bandwidth and lengthens backup window. Generally limited on resource throttling features for CPU, Bandwidth and memory. Non-intelligent clients must scan entire file system for each backup job. No global deduplication across sites. Complex to manage. Requires more hardware and storage. Still needs a replication target to get data offsite. No client deduplication, increases traffic on local LAN, possibly over WAN as well. Replication can be cumbersome and complex. Ongoing storage and vaulting costs, not centrally managed. No ability to replicate. Long RTO and RPO. 4

9 Quick Selling Guide: DT/LT Use Case DT / LT Elevator Pitch Important data resides on desktop/laptop / systems, but many are not part of corporate backup policies, leaving data unprotected. Avamar protects systems via existing WAN links, enables end-user recovery without IT staff intervention, and is non-disruptive to end-users. Current Solution: Tape or Disk Pain Points Many companies suffer from ad-hoc DT/LT protection, and some do not backup the data at all. Other solutions disrupt end-user Desktop and laptop data outside corporate backup policies productivity, i lack security and centralized management, are Users define how to backup data security and reliability issues expensive, and leave systems vulnerable to data loss. Slow and cost prohibitive to backup laptop data via WAN Backups are too time and resource intensive on user system EMC Solution: Avamar Avamar provides fast, daily full backups that do not disrupt end- Benefits user activities or systems. Backups are automatic and transparent, and end-users can recover their own data without IT staff help. Backup data can be encrypted for security, and Avamar scales to support thousands of users with a single solution from the edge to data center. Fast, daily full backups; non disruptive to end-user Intuitive GUI for end-user recovery without involving IT staff No per client fee for Avamar agent Greatly reduced backup time and LAN/WAN resources required Customer Success Story EMC s IT Department Over 23,000 DT/LT systems obtain daily full backups Deduplication of 96% on average minimal network impact End-user self service restores dramatically reduced IT help desk calls Eliminated ad hoc processes and various point solutions 99% Management 100% Centralized 99% Risk Qualifying an Opportunity How many desktop/laptop systems do you have and what type / how much data is on them? This provides insight into their DT/LT environment What are the top DT/LT backup, recovery, and DR challenges? This will help you identify customer hot buttons. What are the costs associated with lost data and a lack of corporate/government compliance? Help to understand any historical issues and costs. 5

10 Quick Selling Guide: DT/LT Use Case Objection Handling (O = Objection, R = Response) O Desktop/laptop backups will hurt end-user productivity. R Avamar s resource throttling preserves the I/O, network and CPU utilization for the end user. And self-service recovery makes end-users more productive, while freeing IT staff to work on other projects. DT / LT O Non-IT savvy end users, who have no data protection training, will not be able to manage backups and restores. R Avamar s intuitive end user interface simplifies backup and recovery with no advanced training required. Backups can be automated and centrally managed too. O Laptops are often on low bandwidth network connections. R By deduplicating data at the client, Avamar provides fast daily full backups even across slow or congested networks. O Backup for desktop/laptop systems is expensive. R The real expense results from data loss that can occur if DT/LT systems are not protected. Also, there is no charge for the Avamar client agents, which are installed on the desktop/laptop systems. Competitive Positioning Vendor Solution Competitive Positioning Positioning the Solution Who: Discuss with Backup Administrators Where: Medium size or large businesses as a standalone solution; Add-on to all existing Avamar customers; Special use cases (i.e. oil rigs, military vehicles, sales teams, etc.) How: Agent-only for DT/LT systems, existing WAN links, Avamar Data Store or Virtual Edition in datacenter. Symantec DLO, CommVault Backup software No hardware and software integration. No HA or data integrity protections. Scalability issues around deduplication and backup can require large amounts of hardware and add manage complexity. Iron Mountain, i365, Code42 Cloud Service Provider Deduplication and compression features mainly used to lower bandwidth requirements, not to reduce storage footprint. Backups are CPU intensive. Although low initial startup costs, on-going maintenance costs are high. Slow restore performance over Internet connection. 6

11 Quick Selling Guide: NAS Use Case NAS Elevator Pitch NAS consolidation and optimal usage is often hindered by full backups (level-0( dumps) ) that extend beyond the backup window. Avamar provides daily full backups, one-step recovery, and simplified management for EMC and NetApp NAS systems. Current Solution: Tape or Disk Pain Points Traditional backup software using NDMP for daily incrementals (level-1) and weekend fulls (level-0) to tape. Dedicated Fibre Traditional full (level-0) NDMP backups can take days to complete Channel networks are often required to achieve greater Multi-step recovery is time consuming performance. As data continues to grow, full backups extend beyond backup window. Recovery is tedious and multi-step. Expensive NDMP traditional SW licenses, tape devices Lengthy backups hinder NAS consolidation and increase costs EMC Solution: Avamar The innovative Avamar NDMP Accelerator delivers fast, daily full Benefits backups and one-step recovery. Data is deduplicated d d at the Fast, daily full backups and single step recovery Avamar NDMP Accelerator node and leverages existing IP Eliminates need for recurring, lengthy level-0 full backups network links. Avamar only requests level-1 incrementals daily, No charge for NDMP licenses eliminating the need for recurring, time consuming level-0s. Centralized mgmt, increased NAS utilization, lower storage costs Avamar increases NAS utilization rates and decreases TCO. Customer Success Story Broadway Bank Traditional full backups exceeded window Daily fulls in 1-hour vs. weekly fulls that took days Increased NAS productivity; data encrypted for security About 5 mins/wk managing backups vs. 30 hours/week Now 100% tapeless > 100% Performance 100% Security 100% Tape Qualifying an Opportunity How long do your recurring level-0 full NAS backups take and do they hurt end-user and business productivity? Provides insight into an important pain point. What are the top NAS backup, recovery, and DR challenges? This will help you identify customer hot buttons. How has your current NAS backup solution impacted NAS utilization and consolidation? Long backups often hinder NAS consolidation efforts. 7

12 Quick Selling Guide: NAS Use Case Objection Handling (O = Objection, R = Response) O We use snapshots to backup our data R Snapshots can provide more granular recovery points for some applications, but they are not backups. Also, snapshots often reside on the same disk array as the primary data (risk of loss if failure) and consume expensive disk capacity. Also issues with retention (# of snaps), licensing, and reliability. Avamar is a true backup solution and can complement snapshots Application Servers NDMP Accelerator WAN NAS O Avamar does not support Fibre Channel, so it is not fast enough R Avamar deduplicates backup data at the Avamar NDMP Accelerator node and only requests level-1 incremental dumps. Avamar provides fast, daily full backups via existing IP network links and provides simple, 1-step recovery. Celerra VNX NetApp Avamar Data Store Data Center Avamar Data Store DR Site O I am a NetApp shop and don t want to buy EMC NAS systems R Avamar provides fast, daily full backups for NetApp systems and EMC NAS. Competitive Positioning Positioning the Solution Who: Discuss with Backup Administrators Where: Every NAS account (EMC, IBM, NetApp) How: Daily full backup via Avamar NDMP Accelerator Node; Avamar requests daily level-1 incrementals, replicate deduped data to Avamar Data Store in data center Vendor Solution Competitive Positioning CommVault NetBackup, TSM NetApp SnapProtect Backup software+ Dedupe Snapshots CommVault SnapProtect feature uses a combination of agents, proxies,and hardware-based snapshots to backup NAS environments. No HA and no advanced data integrity protections. Software only solution. Bandwidth intensive to move NAS data over IP network to native deduplication storage. Fixed segment deduplication is less efficient than variable segment deduplication. No HA and no advanced data integrity protections. Weekly fulls require long backup windows and restores require full + incrementals Snapshots should not be considered as a true backup and recovery solution since it consists of replicating to the same type of storage system. Snapshot retention limitations. Snapshots do not protect from cascading hardware failures. 8

13 Quick Selling Guide: Database Use Case Database Elevator Pitch Corporate databases are protected in several ways using several different products including mirrors, clone copies, snaps, and backup. EMC backup and recovery solutions provide an alternative to efficiently store and protect secondary copies of databases on disk. Current Solution: Tape or Disk Pain Points Customers protect databases by backing data up to disk, then dumping to tape at some point. Additionally customers create Expensive to maintain multiple copies of databases clones and manage several copies of test and development Costly to replicate for backup, test and dev copies of their database to tier 1 disk. Adding additional space Unreliable and expensive recovery for ad-hoc projects means moving or deleting these copies. A lot of disk/tape required for needed daily full backups EMC Solution: Data Domain Database administrators backup databases directly via Benefits RMAN/SQL dumps or through h a backup application i module. Data Domain systems provide massive scalability to consolidate Additional copies of data can be written directly to the same Data backup and test/dev database dumps Domain system via CIFS or NFS. Since the database was already Shrinks database backups to make daily fulls possible backed up, high deduplication ratios enable a very large logical Enables network-efficient replication and cost effective recovery pool of storage in a small footprint and frees up primary storage. Customer Success Story Large Midwest Bank DBAs now manage backup, which reduced mgmt. overhead Backup success rate improved from 89% to 99% Data Domain systems now standard for all RMAN backup Deduplication on databases averaged 7x 100% Tape 99% Success Rate 50% Backup App Costs Qualifying an Opportunity How are you backing up your databases today? Methodology will vary most commonly via native DB dump utilities or a backup application. Data Domain systems support all approaches. How large are the databases that you are protecting? Size will vary anything > 1 TB is ideal for Data Domain (smaller could be Avamar). For large Oracle DBs, discuss backup windows and RMAN. What are your retention requirements for Database backups? Often 6 weeks or less, which is ideal for replicated Data Domain systems to replace tape for database protection and disaster recovery. 9

14 Quick Selling Guide: Database Use Case Objection Handling (O = Objection, R = Response) O MyM databasesd tb haveh high h changeh ratest andd archive/transaction ti logsl which h dod not make them a strong candidates for deduplication. R Data Domain variable length deduplication enables industry leading dedupe rates in the database backup space. Customers with daily change rates of 10-15% and 4-6 weeks retention are enjoying 7-10x deduplication rates. O I need to tape-out daily and my native database dump utility cannot tape-out. R Use Data Domain with NetWorker or existing backup application with a database backup modules instead of native database utilities. Also, dig into tape requirements, replicated Data Domain systems eliminate need for tape. O I can t backup as fast or efficiently as I can stream to tape R DBAs care about single stream / per job performance, so emphasize Data Domain SISL and resulting single stream performance. Also discuss the performance benefits of DD Boost if using supported backup application. O I want to reduce my backup application licensing by using native database dump utilities, but scheduling backups would be difficult. R An enterprise scheduler application like ControlM, can schedule/manage database dumps to Data Domain. If the timing is right, discuss the TCO advantage of Avamar with Data Domain compared to traditional backup apps. Competitive Positioning Vendor Solution Competitive Positioning Backup Server Backup App Module OR Data Domain system Production Database TEST/DEV Data Domain system Remote Test/Dev & DR Site Database Positioning the Solution Who: Discuss with Database Administrators (DBAs) Where: Any customer with more than 500GB of database data How: Database can backup to Data Domain via backup software or RMAN/SQL dumps directly. Additional clone copies can be written directly to Data Domain via CIFS (SQL) or NFS (Oracle). IBM, Symantec, Commvault IBM, Exagrid, HP, Quantum NetApp, Dell Various Backup Software Backup Hardware NAS with Snapshots Standard disk/tape Cannot leverage native RMAN functionality such as incremental merge with backup clients. Must pay large licensing fees per client or per up front TB. Does not provide DBAs full control over DB backup. Cannot use DB backup for clone copies. No support for Data Domain Boost, do not offer Data Domain Data Invulnerability architecture, inline deduplication or flexible replication options. VTL-only systems cannot serve as a target for database dump utilities. Snapshots are best suited for very short recovery windows when data needs to be recovered from within minutes or hours. Snapshots should not be considered backups; they rely heavily on underlying hardware and may not protect against cascading hardware or software failures. Does not deliver storage reduction benefits that deduplication provides. Tape and Disk growth is directly tied to the growth of front-end primary storage resulting in increased power, cooling, floor space and vaulting costs. 10

15 Quick Selling Guide: IBM i Use Case IBM i Elevator Pitch IBM i customers buy turnkey solutions from IBM which always include tape. EMC Data Domain deduplication storage systems are designed to improve reliability, simplify management and enable disaster recovery, all while reducing total cost of ownership. Current Solution: Tape or Disk Pain Points IBM I operating environments are typically protected with IBM Backup Inability to satisfy RTO/RPO s with current tape infrastructure Recovery Media Services (BRMS), the backup software Lack of consolidated backup solution for open systems and IBM module in the IBM i management suite. Today, nearly all IBM i i Complicated multi-site backup procedures customers use a dedicated IBM Tape Library to protect their data. Risk and costs associated with handling, shipping and storing tapes EMC Solution: Data Domain Benefits The Data Domain system emulates the IBM tape library and tape di drives that IBM i systems need to protect their data. By Average 10x to 30x data reduction; less disk required leveraging virtual tape and deduplication, Data Domain will Option to consolidate IBM i, open systems and mainframe backup improve backup operations, enhance RTO/RPO s and lower Consolidate DR across all sites with network-efficient replication backup infrastructure costs. Eliminate tape for operational backup and recovery Customer Success Story Oriental Trading Company Eliminated 900 LTO tape media Simplified disaster recovery Over 97% storage reduction (38:1 deduplication ratio) Significant cost savings across two sites by eliminating physical tapes and remote FTEs 30% Remote FTE 100% Security 100% Risk Qualifying an Opportunity Are you currently using BRMS to backup your IBM i platforms? If so, which version? We support the following BRMS versions: v5.4, v6.1, v Do you currently backup your IBM i to tape? Data Domain systems emulate IBM tape to provide seamless, nondisruptive deployment into your existing environment. What is the size of your full backups? What is your backup retention? Deduplication can minimize your storage and bandwidth required; it is most effective for frequent full backups with 30 to 90 day retention. 11

16 Quick Selling Guide: IBM i Use Case Objection Handling (O = Objection, R = Response) O Tape is inexpensive and meets our needs R Tape has many hidden risks and costs that need to be factored in when considering the cost of tape. Data Domain systems provide 10 to 30x data reduction to enable a TCO lower than tape and eliminates the complexity and risks of tape. O We do not run BRMS for IBM i backup and recovery R BRMS is the gold-standard for IBM i enterprise backup and is included with IBM ios 6.1 or later. O EMC doesn t have enough experience with IBM i. R EMC has been providing storage, backup and archiving solutions for IBM i environments since EMC is part of IBM s early ship program, has over 30+ IBM i platforms in house for integration testing and has a joint cooperative support agreement with IBM. Competitive Positioning Vendor Solution Competitive Positioning Open System Servers Backup Server IBM i Data Domain system Data Domain system Positioning the Solution Who: Discuss with Backup Administrators Where: Supported IBM i operating environments using IBM Backup Recovery and Media Services (BRMS) How: BRMS backup direct to Data Domain systems using the Data Domain Virtual Tape Library for IBM i software option IBM i IBM IBM FalconStor IBM ProtecTIER Tape VTL Supports IBM i via Fibre Channel and cannot support concurrent use of FC and IP interfaces (to simultaneously support multiple workloads through VTL, CIFS, NFS and/or DD Boost). Performance is spindle bound and replication is complex. Legacy tape backup does not deliver storage reduction benefits that deduplication provides and cannot satisfy the evolving service level requirements of today s enterprise customers. Supports IBM i environments via native Fibre Channel attachment and only supports a FC interface for backing up data, therefore cannot simultaneous support multiple workloads through VTL, CIFS, NFS and/or DD Boost. Post-process deduplication is complex and requires a lot of additional hardware including a separate a storage repository. 12

17 Quick Selling Guide: Mainframe Use Case Mainframe Elevator Pitch In mainframe environments tape isprimary storage. This heavy reliance on tape infrastructures means tape is a substantial investment for both backup and ongoing operations. EMC virtual tape libraries address all tape use cases for a fraction of the cost of traditional tape. environment and many customers have more than one type installed to address the different uses. Risk of tapes getting lost or stolen; unreliable recovery Separate solutions for backup and archive Current Solution: Tape or Disk Pain Points Stand alone tape drives, silos, ATLs, disk caching solutions (D-to- D-to-T) or host-based techniques (CopyCross, CA Vtape). These Expensive tape maintenance and offsite shipping and storage address different use cases within a mainframe tape Slow backup and recovery EMC Solution: DLm or Data Domain OffersESCONorFICON,dedupeornon-dedupestorage,high- Benefits availability and low-cost SATA disk to provide a complete Eliminate costs associated with traditional tape handling mainframe tape replacement solution. DLm addresses all of the Faster batch, backup and HSM recalls use cases of mainframe tape within a single platform and is Data Domain Data Invulnerability Architecture ensures data integrity managed from a single dashboard. Consolidated backup and archive solutions Customer Success Story MidWest Bank Eliminated tape for mainframe Consolidated open systems and mainframe protection 40% faster batch processing Replicating backup for disaster recovery readiness 55% Floor Space 100% Security 100% Tape Qualifying an Opportunity Are you confident you could recover data in a disaster scenario? Mainframe tape cannot provide simple and reliable end-to-end DR testing to ensure disaster recovery readiness like EMC. Have you considered data deduplication for your backup data? Mainframe tape cannot does not provide deduplication storage to address the specific needs of your mainframe tape environment. Are HSM recalls taking too long? EMC solutions can eliminate the need for ML1 data with potential savings and without compromising recall speed. 13

18 Quick Selling Guide: Mainframe Use Case Objection Handling (O = Objection, R = Response) O We have always used tape on our mainframe. I don t see any way you can compete against the price or portability of tape. R EMC has found in case after case that the cost of tape is considerably more than the cost of a virtual tape solution. EMC s solution emulates tape and requires no changes to mainframe programs or JCL. ROI studies typically show when the total costs of tape - including storage, floor space, transport, potential tape loss, speed of processing, associated CPU charges, etc. are considered a tape on disk solution is a clear winner. Contact your BRS mainframe specialist for further qualification. Backup Server Bus-Tech Data Domain system O R Mainframe Data Domain system O R O We do everything on open systems. Our mainframe isn t used for anything important. R Find out WHO runs the mainframe and understand what functions it provides. Often the overall data flow of information in a large company is poorly understood by the open systems administrators and frequently involves the mainframe in a major way. In most cases the core processing of the company is done on a mainframe and the open systems are simply front end processors to the mainframe. Contact your Competitive BRS mainframe Positioning specialist for further qualification. IBM Mainframe Positioning the Solution Who: Discuss with Mainframe Administrators Where: Any IBM Mainframe account How: Direct mainframe backup to Disk Library for mainframe or Data Domain with Bus-Tech, specific solution positioned based on customer environment/requirements; contact BRS mainframe rep DLm DLm Vendor Solution Competitive Positioning IBM Oracle ProtecTIERT S7700 VLE, VSM IBM has to position different platforms for common mainframe cases because separate systems are required to support deduped and non-deduped data. IBM will often bundle mainframe opportunities with other transactions to make a multiple product solution price competitive. i Mainframe products are old and near end of life and are expensive to upgrade and maintain. With little recent innovation in this area, Oracle s commitment to these products should be questioned. Luminex Luminex was the go to partner for Data Domain prior to the Bus-Tech acquisition. Luminex is now trying attempting to Backup Appliance work with HDS, NetApp and other storage companies. None of these companies are strong mainframe oriented companies and will rely on Luminex to sell and support their product. 14

19 Quick Selling Guide: Archive Use Case Archive Elevator Pitch Today, data centers have solutions built to protect data across it s lifecycle and for most, that lifecycle ends with backup. EMCDomain Data systems are built to support both long-term retention of backup data and the increasing adoption of specialized archive processes. Current Solution: Tape or Disk Pain Points All data centers today have backup processes in place, however most have not implemented specialized archiving processes to Data growth + retention requirements = many tapes in storage protect data for the long-term. Therefore, most customers leverage Multiple technologies used to protect data including disk and tape existing backup processes for long-term data retention most frequently they backup to tape and store it offsite for years. Recovery from tape is an unreliable, slow and expensive process Risk and costs associated with shipping and storing tapes EMC Solution: Data Domain All Data Domain systems can simultaneously support both backup and archive workloads in a single system. Many customers add an archive workload to an existing Data Domain system. In addition, Data Domain Archiver is purpose-built for long-term retention of backup. Benefits Backup and archive to the same system for optimal deduplication Fast and reliable disk-based recovery Continuous fault detection and self healing ensures data integrity Network-efficient replication for fast time-to-dr readiness Customer Success Story Qualifying an Opportunity East Coast Architecture Firm Do you maintain tape backups for two years or longer? Moved data off tier 1 disk with file archiving Most data kept long-term for governance or compliance is still on tape Consolidated backup and archive into a single system and is a good opportunity for DD Archiver. Eliminated tapes on trucks with network-efficient replication for fast time-to-dr t readiness Do you currentlyuseor plan to use an archive application? 100% Tape 80% Cost of storage 100% Risk All Data Domain systems support archive apps in addition to backup. Do you currently use or plan to use a file virtualization appliance? All Data Domain systems support file tiering with EMC FMA or F5 ARX in addition to backup workloads. 15

20 Quick Selling Guide: Archive Use Case Objection Handling (O = Objection, R = Response) O I m already using my Data Domain system for backup, are there additional costs to use deduplication for archiving too? R Adding an archive workload to an existing Data Domain system is seamless, only requiring additional storage shelves if capacity is required. Most competitors cannot mix use cases on the same platform. Combining backup and archive workloads on a single system provides optimal TCO. O My archive data is already compressed, will deduplication still work? R Archive data is compressed using zip, rar, tar or a proprietary algorithms used by archiving application to save space. However, Data Domain systems offer far more space savings with deduplication. Since Data Domain systems offer deduplication across the entire file system, uncompressed archive data is deduplicated against existing backup data for optimal deduplication. d O Isn t there a performance issue when writing both archive and backup data? R Typically users run archive jobs as a batch, which can be scheduled outside of the backup window. Archive recall is ad-hoc, and can be performed during slow periods. In addition, Data Domain systems offer multiple terabytes an hour of read and write throughput for industry leading performance. Competitive Positioning Vendor Solution Competitive Positioning Backup Server NAS Filer F5 or FMA Data Domain system File/ Archive App Archive Data Domain system Positioning the Solution Who: Discuss with Backup Administrators; GRC Officers Where: Accounts retaining backups for >2 years or using archive software How: Retain backup longer and/or protect archive data on a single deduplication storage system using existing backup or archive software NetApp Quantum, HP Various NAS Tape Generic Disk Using snapshots on primary storage and replicating snapshots to Tier 2 storage is complex and difficult to manage for long term retention. Data permanently resides on Tier 1 storage and is never moved to lower cost Tier 2. Does not deliver storage reduction benefits that deduplication provides. Tape management, media and offsite shipping and storage costs add up quickly. Tapes are at risk of being lost or stolen while in transit to/from an offsite storage facility. No integration between hardware and software. No data integrity protection like the Data Domain Data Invulnerability Architecture (end to-end verification, continuous fault detection and self healing) to ensure recoverability. 16

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