Backup in the Cloud. your business?

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1 Backup in the Cloud your business?

2 What if you could provide TSM Backup in your own Cloud?

3 Major business opportunity Take IBM Tivoli Storage Manager Make it accessible thru a cloud service And turn it into a major competitive advantage

4 Rapidly growing market

5 Impressive remote backup adoption rate Adaption rate in percent of all companies 27% in the Netherlands 23% in the Nordic countries 15.7% in Germany 14.7% in northern Europe 10% in the USA 10% in France 8% in the UK 7% across southern Europe Adoption rate dependent on - Bandwidth availability and cost - Attitude towards storing data outside the enterprise Annual growth rates (IDC and Gartner) - traditional backup: 1-8 % - remote backup: 33 %

6 Proof of concept Denmark

7 Front-safe in Denmark Has become the largest provider of remote backup thru resellers in Denmark in less than 4 years Backup of more than 7000 servers today and every day between 7 and 12 new servers convert to the Front-safe setup Has build an online portal on top of TSM that lets partners and resellers administrate their own end customers No faster or more effective way to take TSM to market

8 Now this portal of opportunities is available for your business

9 The portal makes it easy Connect your own TSM servers and storage to the portal Add your company and your resellers and let them add and administrate their own backup customers in your TSM environment Let your resellers use their name and brand course that s what is known to their customers Even let partners control their own channel of resellers Receive and send daily easy to understand reports Receive and send billing information to your partners and resellers Handle everything needed to run a successful Remote Backup cloud service

10 The portal structure You connect one or more TSM servers to the TSM Portal. Then thru the portal you enable Dealers to add their Partner network that will then be able to setup their network of end customers.

11 Architecture The end customers backup data is stored in your own datacenter. The design of the TSM infrastructure and datacenter setup is your choice. YOUR DATACENTER(S)

12 Intuitive user interface

13 User interface The user interface of the portal is designed for non technical users. It is very easy and straight forward to operate no matter what task to perform. For example setting up a new partner.

14 User interface Short cuts and drop down menu gives easy access to all functions in the portal

15 User interface It is easy to add and administrate multiple TSM servers

16 User interface From the portal you and your network of partners, resellers and customers have access to most recent and historical reports. All you have to do is to choose the right date.

17 User interface The reports are all very user friendly and easy to understand even for non technical people.

18 User interface If a reseller uses his own name and brand this of course is seen both in the portal and in all reports.

19 New earning potential with IBM TSM in the cloud

20 Generate more revenue from TSM Build your own online backup empire that carries your own brand or your partners and resellers brands Increase your earnings by offering your existing market a new product and even more importantly gain new markets together with the strongest resellers within these markets With entry barriers removed, small and medium sized businesses have access to the strong Tivoli brand

21 No initial investment

22 A smart investment You get access to the portal without up front initial payment The portal cost follows the upward curve of the end customers data storage needs a true pay-as-you-grow model You pay a monthly fee of just a few US cents per GB and per server You get access to a new offering without great risk Utilize eventual overcapacity of storage in your datacenter and if you do not all ready have TSM in your datacenter your local IBM distributor will introduce you to an attractive pay-as-you-grow model on TSM licenses and storage Front-safe and IBM can provide you with both technical and sales experience and strategic advice

23 Portal Owner reference

24 We were positively surprised by how easily a high-quality solution like this can solve several different challenges for us simultaneously, including our internal backup requirements of more than 40,000 GB and the opportunity to apply a new OEM strategy to our market of more than 50,000 customers via Front-safe s online portal. It s key to note that the solution has not meant significant investments or needs to train our staff, which has been an important factor in our partnership with Front-safe. At the same time it has been important for us to be able to use our own TSM servers and storage. Everything was set up very effectively and with minimal resources. We do not doubt that with this partnership we can now deliver the very best remote backup service to our customers. It s important for a business like ours not to lose focus on our core business area as a telecommunications provider, which is why it was natural to outsource the backup business both internally and externally via a uniquely powerful interface, such as Front-safe s online portal. Thanks to this operational model, we have been able to remain focused on what really matters to us, yet have managed to create a new add-on product to our portfolio that is bringing benefit to all our customers. Given the success we have experienced to date, we are very positive toward future cooperation with Front-safe. At this point, there are no other options available that deliver the same value quite as effectively. Director, Telecommunications provider

25 Reseller references

26 "MPLS networks and fibre Internet are our core service. These systems enable our customers to communicate across departments located all over the country, as if they were sitting side by side in the same building. Remote back-up provides the perfect complement to a fibre service, by enabling customers to get value from their fibre connections 24 hours a day. Most back-up processes run overnight, when the level of other communications on the network is minimal. Our relationship with Front-safe allows us to offer back-up to our customers to a quality and competence level matching our network service. Sales Director, fibre provider "When working with architects' practices, which is our core market, we often find huge fluctuations in the volume of data we are asked to back up. Using Front-safe as a back-up sub-contractor gives us 100% scalability for our back-up system. However large the volumes on our customers' servers get, Front-safe is always able to receive the data. That saves our customers from needless investments in back-up hardware due to inaccurate projections of future data volumes. Security is key for us and our customers. For major architecture tenders or assignments for international firms the customer often asks for a description and documentation of data security arrangements, including back-up. Front-safe's audit statement is invaluable in this situation. And finally I should mention the high level of flexibility that Front-safe's online self-service solution provides. We can set up and manage new customers and servers as we choose and that's very important when you are still in the office late at night and there's still the little matter of connecting a newly installed server up to back-up!" CEO, IT full service provider "We are totally focused on delivering high value for our customers, i.e. the availability and optimal operation of their business-critical applications. Security is a top priority for us, so for back-up services we decided to take some of our own medicine and rely on an outsourced solution. In spite of the high quality in our own operating centre, which is backed up according to all the standard rules, we opted for the extra security provided by having our back-up data located in the operation of a technical sub-contractor specifically focused on back-up services. This frees us up to focus on our customers and day-to-day server operation." General Manager, hosting firm

27 Best-in-class backup software meets intuitive online solution Secure, scalable software-as-a-service The market potential is staggering Be a part of our success

28 What do I do if I have a business partner interested in this offer and I need help? Call or send an to Front-safe (contact information on last page) Front-safe can offer: - Answers to questions by or phone - Online meetings with remote presentation and demo - Onsite participation on seminars/conferences/sales meetings - Sales support of any kind

29 Front-safe contact information Thomas Bak CSO Partner Peter M. Nielsen CEO Partner

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