Partner Playbook. Archiving with Hitachi Content Platform and Symantec Enterprise Vault Solution

Transcription

1 Partner Playbook Archiving with Hitachi Content Platform and Symantec Enterprise Vault Solution Optimization, Compliance, Discovery and Active Archiving for Microsoft Exchange and Lotus Domino

2 2 Table of Contents Introduction... 3 Overview... 3 Worldwide Usage... 4 Hitachi Content Platform Relevance... 6 Search and Access... 6 Customer Value Proposition... 6 Solution Overview... 7 Solution Components... 7 Sales Qualification... 8 Qualifying Customer Challenges... 9 Key Value Propositions... 9 Elevator Pitch Objection Handling Demonstrations to Win Partner Activation Quote and Configure Implementation Training Services Additional Information PartnerXchange Hitachi Data Systems/ Symantec Relationship Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 2

3 3 Introduction Overview The purpose of this Partner Playbook is to enable Hitachi Data Systems partners to: Understand the market opportunity that exists for archiving and how the combined Hitachi Data Systems and Symantec solution addresses customer problems Identify opportunities to reduce the archive storage management burden of existing Symantec Enterprise Vault installations by integrating the Hitachi Content Platform Understand the competition and differentiate the Hitachi and Symantec solution Identify the appropriate training and certification requirements to sell the Hitachi Content Platform and Symantec Enterprise Vault Understand the partner incentive programs that exist for the Hitachi Content Platform Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 3

4 4 Worldwide Usage has quickly become a mission critical application for business and is also one of the fastest growing data types in the enterprise. According to a report published by the Radicati Group in April of 2010, there were an estimated 730,000,000 corporate users worldwide. The same report predicts that by 2014 corporate users will have grown to 991,000,000. With the growth rate of corporate it is easy to understand the burden placed on corporate systems. Servers, storage, backup, replication and e-discovery are all directly impacted by the growth of . In 2010 the average number of sent and received by a corporate user was estimated at 110. Table 1 gives an example of the typical storage requirements for corporate users. The table below Corporate Storage Requirements, from the Radicati Group Statistics Report, 2014 Recommended Reading: Hitachi Content Platform: p/component/download/start/ra w/21478 Symantec Enterprise Vault: p/component/download/start/ra w/ Avg. # of s sent/received per user/day Avg. # of s sent/received w/attachments Avg. # of s sent/received w/o attachments Avg. attachment size (KB) Avg. size of w/o attachment Avg. storage required per user/day (MB) As data stores grow, management becomes more difficult as additional storage must be provisioned, backup infrastructure grows and the amount of time to perform replication and backup increases. When government and industry regulations are included in the management process the burden is increased even more. In the United States the Federal Rules of Civil Procedure, Sarbanes-Oxley and SEC 17a-4 all have provisions regarding what communications must be kept and for how long. There are similar regulations around the world governing the retention and preservation of data. All of these things create an environment that is unsustainable without active archiving. In June of 2010 Gartner published the report Enterprise Information Archiving Transforms the Strategy and Approach for Archiving and stated that Enterprise Information Archiving will be a key infrastructure component by For many corporate users archiving is already a key infrastructure component. In the Radicati Group Archiving Report: it is also estimated that the archiving market in 2009 was approximately $2 billion and will increase to $5.1 billion by 2013, roughly 25% per year, with most of the growth coming from new deployments and not from upgrades of existing systems 2. Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 4

5 5 Hitachi Data Systems and Symantec Archiving Solution Solution Overview Hitachi Data Systems and Symantec provide a complete solution to the growing problem. Symantec Enterprise Vault archives messages and attachments from servers, Microsoft Exchange and Lotus Domino Server, to the Hitachi Content Platform. Archiving with Symantec Enterprise Vault and the Hitachi Content Platform optimizes server performance while reducing storage costs and backup and recovery times. Additionally, compliance is addressed with retention policies set in Symantec Enterprise Vault that are then enforced by the Hitachi Content Platform. Servers Symantec Enterprise Vault Hitachi Content Platform Primary Hitachi Content Platform Replica Example architecture with the Hitachi Content Platform and Symantec Enterprise Vault Symantec Enterprise Vault connects to the Hitachi Content Platform via the Hitachi Storage Adapter for Symantec Enterprise Vault. The adapter uses the Storage Streamer API that was introduced in Symantec Enterprise Vault 9 and allows Symantec Enterprise Vault to take advantage of core capabilities of the Hitachi Content Platform. The Adapter uses the HTTP protocol, enabling high performance archiving and allows more objects per hour to be archived. The HTTPS protocol can be used in environments that require higher security. The Content Platform also scales with the Enterprise Vault environment, eliminating the need to manage Vault Store Partitions. The Content Platform is a purpose built storage platform for and fixed content data, and enforces the policies set by Symantec Enterprise Vault, which results in easier management when compared to traditional storage. Connects with HTTP for high performance Authenticated Namespaces enable multi tenant deployments for cloud and business units Replica and DPL aware helps manage safety copies and allows recovery from read failure Adapter can read from replica Content Platform without intervention Manage Growth without having to use partition rollover No need to use collections Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 5

6 6 Hitachi Content Platform Relevance The Hitachi Content Platform provides scalable, reliable and secure storage for Symantec Enterprise Vault 9. The Content Platform reduces the administrative management burden for the archive storage by eliminating the need to backup and actively manage the archive. One of the primary benefits or archiving is reducing the size of backups. When NAS, RAID or JBOD are used for archive storage they must be backed up separately to preserve the long term integrity of the archived data, shifting the backup burden and making it more complex. Additionally the Hitachi Content Platform does not require the Enterprise Vault administrator to actively manage storage capacity or archive partitions because the Hitachi Content Platform scales to 40 PB online. Finally, the high object count of the Hitachi Content Platform does not require containerization of archived objects easing the burden of archiving with retention. In order to optimize the objects that have been stored on the Hitachi Content Platform duplicate elimination and compression are used, both of these services run in the background and do not require administrator intervention. Search and Access When both technologies are deployed together as an archiving solution, Symantec Enterprise Vault provides for in-depth search of all messages and attachments that have been archived to the Hitachi Content Platform. This search function helps organizations control the process of discovery, assessment and management of archived items for legal review and hold, reducing the cost and complexity of e-discovery of messages and attachments. Customer Value Proposition For customers, the value proposition for a Hitachi Content Platform and Symantec Enterprise Vault solution is very straight forward: Reduce the impact of and other content data growth Reduce backup and recovery times or servers Enable in-depth assessment of archived data for discovery, assessment and management Allows early case assessment, legal hold and review without a manual collection process Replicate archived data to a remote site for disaster recovery Deduplicate and compress archived objects to improve storage utilization High performance connection between the Hitachi Content Platform and Symantec Enterprise Vault allows more objects to be archived per hour The Hitachi Content Platform does not require active management and functions as a set it and forget it system Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 6

7 7 Solution Overview Solution Components Delivering an archiving solution for customers with the Hitachi Content Platform and Symantec Enterprise Vault is straight forward and includes two main components: Hitachi Content Platform (Hitachi Content Platform) The Hitachi Content Platform is a multipurpose, distributed storage solution that addresses many challenges in the growth of unstructured data. An intelligent, content-based system, it supports multiple tiers of storage for a wide range of unstructured content, all in a single platform. The Content Platform can be used to securely segregate data and provide different features and levels of service for different datasets. Scales to 40 PB in a single cluster, online and without interruption Can be divided into multiple virtual content platforms (tenants and namespaces), each with its own unique configuration and access control Provides data integrity checking, RAID-6, replication, encryption, WORM, multiple versions of objects and audit logging Automates the movement of data from old storage to new storage for online upgrades and expansion Manages and enforces policies for retention, disposal, shredding and other compliance and lifecycle management operations Symantec Enterprise Vault Symantec Enterprise Vault is a unified archive platform that moves less-frequently accessed information from expensive primary storage to lower-cost storage, like the Hitachi Content Platform. Enterprise Vault helps manage inboxes by archiving older items and replacing them with a link, this can provide a near bottomless inbox for users. Compression and Optimized Single Instance Storage, OSIS, are also included in Enterprise Vault and are complementary to the services offered on the Hitachi Content Platform. The compression and OSIS features of Enterprise Vault are limited by where they are deployed and also cannot compress or dedupe data that has not been archived by Enterprise Vault. The Hitachi Content Platform will perform compression and duplication elimination against all data, regardless of the application that wrote it. This enables another level of deduplication that includes not only Emperies Vault data but also all archived data. A single platform for archiving, classification and discovery Deduplication and compression of archived objects that is complementary to the Hitachi Content Platform Reduced backup, recovery and replication times for servers E-Discovery and search for legal users to search, preserve, review and export information Retention policies are enforced on the Hitachi Content Platform Archive from multiple sites and applications including, Microsoft Exchange, Lotus Domino, Microsoft Windows and SharePoint Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 7

8 8 Sales Qualification Identifying Opportunities The table below has information on target customers and how Hitachi and Symantec can help. Target Customer Opportunity Rationale No archiving today archiving helps reduce workload of server archiving reduces backup, restore and replication times Upgrading from earlier version to Enterprise Vault 9 Enterprise Vault 9 brings advanced features when used with Hitachi Content Platform 4 Hitachi Content Platform scales to meet any Enterprise Vault environment Current Enterprise Vault customer not using Hitachi Content Platform Customer has regulatory requirements Hitachi Content Platform provides more advanced capabilities than competing storage Hitachi Content Platform scales to 40 PB with no downtime HTTP integration provides high performance archiving Enterprise Vault archives with retention and the Hitachi Content Platform enforces the retention period Enterprise Vault provides tools for the discovery and management of compliance data Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 8

9 9 Qualifying Customer Challenges The table below contains qualifying questions for customer challenges associated with archiving. Challenge Description Qualifying Questions Continuous growth of servers Storage for servers is growing out of control Are your servers growing faster than you can manage? Does your backup exceed your available window? Regulatory requirements Government and industry regulations on storage of Do you have to comply with internal governance or regulatory requirements? Do the requirements include specific retention policies? Preservation of data Long term storage of Do you need to store data for long periods of time? Do the s need to be stored with specific retention policies? Do you need to guarantee the authenticity of the stored s? Managing archive storage growth Customers that are already archiving but not to Hitachi Is managing your archive storage taking too much time? Content Platform Is it difficult to add additional capacity to your archive? Backing up archive storage NAS, RAID and JBOD all require backup when used as Are you using NAS, RAID or JBOD for archiving today? archive storage Are you backing up your archive? Recovering archive data in a disaster Archived data should be replicated for the highest Do you have a need for immediate recovery in the even of a disaster? availability Do you have a remote data center? Secure retention of archived data Archived s must be kept for a specific period of time Do you have a requirement to store messages for a specific period of time? Key Value Propositions Market leading archiving platform (Enterprise Vault has been a Gartner Magic Quadrant leader for 5+ years) Optimize server performance while reducing storage costs and minimizing backup and recovery times Single platform for mailbox management, archiving and e-discovery Central policy management to automate archiving and enforce archiving and expiration At-rest encryption of objects at the storage layer with replication for disaster recovery Enforcement of retention policies at the hardware layer WORM file system and proactive authentication guarantee objects at the storage layer High performance archiving for the maximum amount of s per hour Stop backing up archived data with no requirement to backup the Hitachi Content Platform Support multiple tenants and applications at the storage layer with global compression and duplicate elimination Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 9

10 10 Elevator Pitch The Hitachi Content Platform and Symantec Enterprise Vault provide an industry leading archiving and preservation solution that enables businesses to save money by reducing the management burden of servers and archived data. Furthermore, the solution reduces the cost and time required to backup servers while providing guaranteed retention of important data for compliance. The solution scales to meet any environment and provides replication for disaster recovery. Objection Handling Symantec and Hitachi Data Systems have been working together to build solutions with Enterprise Vault for the life of the Hitachi Content Platform. These solutions started with a simple CIFS integration and have moved into a more advanced HTTP integration. The new Hitachi Storage Adapter for Symantec Enterprise Vault has been tested and certified by Symantec and Hitachi Data Systems. The HTTP integration provides high performance and scalability for large Enterprise Vault deployments. Hitachi Data Systems and Symantec Relationship Hitachi Data Systems is a member of the Symantec STEP program and has successfully integrated the Hitachi Content Platform with Symantec Enterprise Vault. Hitachi Data Systems and Symantec work closely together to develop new features and strengthen the integration between the products. Currently Hitachi Data Systems and Symantec do not sell each others products and rely on channel partners to deliver a complete solution utilizing all products. Hitachi Data Systems and Symantec are available to support channel partners in all aspects of the joint solution including, training, configuration, pre and post sales support and customer activities. Bibliography 1 The Radicati Group, Inc. Statistics Report, Published April The Radicati Group, Inc. Archiving Report: Published July Gartner, Enterprise Information Archiving Transforms the Strategy and Approach for Archiving, June Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 10

11 11 Demonstrations to Win Click to Demo (Remote Demonstrations) This option provides Channel Partners with remote, cost effective access to Hitachi Data Systems solutions without having their customers leaving the office. The prospective customer experiences the solutions functionality through on-line live customized, professionally-led briefings combined with on-demand pre-recorded demonstration Flash videos. Depending on Partner requirements, remote demos are modular and may include: a PowerPoint presentation (customized for the customer); a demonstration guide (with the information necessary to plan, set up and run the demonstration); and executable applications and/or scripts to complement the demonstrations. The repeatable demo resource is available for use today. To participate, Channel Partners should contact their Channel Manager or Authorized Distributor who will set up and host the demonstration. A targeted Hitachi Data Discovery for Microsoft SharePoint demonstration is available for Channel Partners. This demonstration articulates the ease of ingestion from SharePoint to Hitachi Content Platform. It walks through ingestion process from SharePoint server to Hitachi Content Platform demonstrating simplicity. After ingesting a file in to Hitachi Content Platform, the demonstration connects to Hitachi Content Platform through CIFS and display the actual file that has been ingested with its metadata. We also focus on its fast streaming searching capabilities and saved queries. Loan to Demo Own-to-demo This option provides Channel Partners with convenient access to shorter term demo systems to fuel start-up initiative growth. On-loan systems remain the property of Hitachi Data Systems and may be returned at end of loan period or converted to a purchase by the Channel Partner for resale. To start, to the Channel Partner defines a target product, create and execute a revenue growth business plan. Completing the Hitachi TrueNorth Channel Partner Loan Program Agreement are the final steps. Interested Channel Partners should contact their Channel Manager. The Hitachi Data Systems Demonstration Program enables Hitachi TrueNorth Channel Partner Program Partners to purchase, at a discounted price, Hitachi hardware and software for use in their labs and demo centers. How does the Hitachi Data Systems Demo Program work? Partner creates desired demo configuration in the Partner Quote Management System on PartnerXchange Partner sends configuration to Channel Manager or their Authorized Distributor for approval Channel Manager notifies Partner on approval and pricing Partner signs Demo Unit Appendix with Hitachi Data Systems Partner places demo order with Hitachi Data Systems or Distributor Visit to Demo This option provides Channel Partners with the opportunity to host a demonstration event at Hitachi Data Systems Executive Briefing Centre facilities. The visit will include expert presenters, equipment and Hitachi Data Systems corporate support. Please contact your Channel Manager for more information. Terms and conditions apply. Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 11

12 12 Partner Activation 90 Day Plan for Sales Success 30 days 60 days 90 days Sales Review Hitachi Data Discovery for Microsoft SharePoint market for local region Identify target customer list Register opportunity Perform prospect qualification Develop solution proposal Demonstrate solution to prospect Generate a quote using the Partner Quote Management Systems (PQM) Marketing Work with local Hitachi Data Systems Channel Sales to identify potential marketing campaigns Design marketing campaign with local Hitachi Data Systems marketing team Execute on Hitachi Data Discovery for Microsoft SharePoint marketing campaign Identify opportunities from marketing campaign Is customer referencable? If so, register reference Training Complete Hitachi Data Discovery Suite Sales Training Know how to generate an Hitachi Data Discovery for Microsoft SharePoint quote Ensure all mandatory Hitachi TrueNorth Partner Program sales and technical courses completed Complete Hitachi Data Discovery Suite for Microsoft Technical Training Ensure Hitachi Content Platform and/or Hitachi NAS implementation training is completed Ensure Hitachi Content Platform and/or Hitachi NAS implementation training is completed Administration Determine if Hitachi Data Systems funds available for Hitachi Data Discovery for Microsoft SharePoint campaign Ensure access to all Hitachi Data Systems Partner Collateral via PartnerXchange Ensure access to The Partner Quote Management System (PQM) Ensure access to Hitachi Rewards Portal Ensure that order is placed with Hitachi Data Systems Check Hitachi Data Systems Rewards Portal for any incentive programs Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 12

13 13 Quote and Configure To provide your customer with quotes and configurations, please login to PartnerXchange and click on The Partner Quote Management System (PQM), under the Tools and Support tab. The Partner Management Quote system also links to the Opportunity Registration System and Auto-Discount. In order to quote and then configure, simply log in to PartnerXchange, select the Tools and Support tab and click on Partner Quote Management (PQM): Quote and Configure Access PartnerXChange from or m/ Partner Quote Management Create a new quote, follow the steps and launch the Configurator within the quote. From the Configuration you would select the appropriate software or hardware bundle and choose the various configuration parameters to customize the solution. Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 13

14 14 Select the Hitachi Content Platform or Hitachi NAS configuration options: Software can be chosen at the time of the order creation. Simply select as shown. In this example, Hitachi Data Discovery for Microsoft SharePoint is selected: Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 14

15 15 Save the configuration and generate the quote for the customer. The final quote along with the Bill of Materials (BOM) is generated: For further assistance, please visit the Tools and Support tab on PartnerXchange or contact your local Channel Manager, Authorized Distributor or Channel Support/Deal Operation Center. Channel and Sales Support APAC and EMEA: Deal Operations Centre - DOC The primary goal of the Deal Operations Centre (DOC) is to serve as a free-of-charge service centre that provides Configuration and Pricing on demand for Hitachi TrueNorth Partners. Partners may register and contact the Deal Operations Center online. Simply log in to the Deal Operation Center portal at: APAC: or apdoc.sup.req@hds.com Europe, Middle East and Africa: +44 (0) or info.emea@hds.com Americas Channel Support Center or Americas.CSC@hds.com Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 15

16 16 Opportunity Registration Opportunity Registration is designed to allow Hitachi TrueNorth Partners to document and request registration of specific opportunities with Hitachi Data Systems. Registration requests are submitted and approved on a case by case basis. Availability of this benefit is subject to qualification. Opportunity Registration can be done via PartnerXchange. The URL can be located here: Why Register An Opportunity? 1. Investment Protection Only one partner will receive approval on an opportunity 2. Joint Field Engagement with Hitachi Data Systems 3. Additional discounts off list price for approved opportunities Opportunity Registration Workflow Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 16

17 17 File and Content Partner Incentive Programs To find out about incentives and promotions for File and Content Solutions, please log in to PartnerXchange and click on Tools and Promotions under the Tools and Support tab. For further information, contact your Channel Manager for programs in your geography. Marketing Hitachi Data Systems provides Channel Partners with all the resources that are needed to make them successful in marketing and selling File and Content Solutions for Hitachi Data Systems File Archiving Solution. In order to be successful in raising awareness and helping Channel Partners to communicate, market and sell File and Content solutions, Hitachi Data Systems has created various sales and marketing collateral available on PartnerXchange Benefits and Resources Available to Hitachi TrueNorth Partners: Co-op Funds Back End Rebates Market Development Funds Access to PartnerXchange Online Portal Sales, Pre-sales and Support Training Opportunity Registration Technical and Sales Certification Levels Product and Solution Testing Labs Access to Online and Instructor-Led Lecture and Lab Classes Demonstration Equipment Partner Forums Marketing Support and Tools Executive Briefing Centre Access Access to Industry Experts and More Sales Toolkits - Customer Presentation - Datasheet - QuickBrief - Lead Generation Script Demand Generation Please see your Hitachi Data Systems Channel Manager for information on your geography. Development Activities Qualified Hitachi TrueNorth Partners are eligible for certain types of funding to assist them in marketing and demand generation activities. The funds are available for qualifying Partners who: Have met contractual requirements Implemented joint business and marketing plans. Attained and maintained minimum certification and qualification requirements Approved business development activities using Hitachi TrueNorth Partner funding include advertising, collateral and promotional items, seminars and workshops, demo equipment and software, direct marketing, telemarketing, Hitachi Data Systems Academy training, sales incentives, For further details of these funding sources please refer to the Hitachi TrueNorth Partner Program Manual located here (requires login to PartnerXchange): Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 17

18 18 Training In order to enable partners to sell and support solutions, Hitachi Data Systems has created specific learning paths and a certification program, with online and instructor-led courses. To find out more, please click on Please see a selection of recommended courses below. Sales and Pre-Sales Selling the Hitachi Content Platform SXC hour web based training To be able to successfully sell the Hitachi Content Platform, it is recommended that you complete the following courses: Selling the Hitachi Content Platform - SXC1260 (WBT): This course prepares you to sell Hitachi Content Platform into the active archive market, giving you the opportunity to: o Gain market share in the rapidly growing active archive market o Extend your sales to the archive tier o Penetrate existing EMC and Network Appliance accounts that are dissatisfied with their current archive solutions o Prevent EMC and NetApp from penetrating existing Hitachi Data Systems accounts that need fixed content storage. Implementation Training In order to be able to successfully implement a file archiving solution, it is recommended that you complete the following courses Implementing the Hitachi Content Platform 300 and TCI day Instructor-Lead Training Hitachi Content Platform: Architecting and Operations TCI day Instructor-Lead Training Implementing the Hitachi Content Platform 300 v3.x Solution - TCI1894 (ILT): This three day instructorled course provides the skills and knowledge needed to install and configure the Hitachi Content Platform 300 solution. The course will cover the theory and operations of the Hitachi Content Platform 300 and 500. Hands-on lab activities will provide learners with the opportunity to install and configure the Hitachi Content Platform solution. Step-by-step procedures are provided to implement the Hitachi Content Platforms in a typical customer environment. Hitachi Content Platform: Architecting and Operations TCI1927 (ILT): This two day instructor-led course provides the skills and knowledge needed to configure and use the Hitachi Content Platform (Hitachi Content Platform) solution. The course covers the architecture and key operations of the Hitachi Content Platform. Hands-on lab activities will provide learners with the opportunity to configure the Hitachi Content Platform solution, ingest files into Hitachi Content Platform, and locate objects within Hitachi Content Platform using the Hitachi Content Platform search console. Step-by-step procedures are provided to implement the Hitachi Content Platform in a typical customer environment You can register for Academy training courses at: Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 18

19 19 Services There are currently two service delivery options available to customers: Partner Service Delivery Hitachi Data Systems provides partners the opportunity to install and configure File and Content Solutions for customers. To be eligible to perform such services, partners must meet the minimum certification requirements. For details on this program please login to PartnerXchange select the Services tab and then click on the Partner Delivered Services link. Hitachi Data Systems Service Delivery Hitachi Data Systems Global Solution Services (GSS) consultants provide installation, configuration and integration plus other high-end Professional Services offerings. The Hitachi Data Systems Customer Service and Support (CS&S) organization offers installation and configuration services. Additional Information PartnerXchange The PartnerXchange portal is your 24/7 online gateway to exclusive product and solution briefing materials, competitive analysis, sales information and marketing resources. It also includes easy to use product configuration, quotation and program fund management tools designed to assist you and your team. If you don t have access to PartnerXchange please contact your local Hitachi Data Systems Channel representative PartnerXchange link Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 19

20 20 Hitachi Data Systems/ Symantec Relationship Symantec is the market leader in multiple segments that align with the interests of Hitachi Data Systems: Backup and Recovery Software, Storage Management Software and Security. Symantec, Hitachi, Ltd. and Hitachi Data Systems have a rich, multilayer alliance that includes deep joint development, rich interoperation at multiple architectural touch points, robust qualifications and more. Together with Symantec, Hitachi Data Systems is building powerful and pragmatic solutions that will span the needs of Fortune 1000 enterprises as well as small and medium businesses (SMBs). APAC: or apdoc.sup.req@hds.com Europe, Middle East and Africa: +44 (0) or info.emea@hds.com Americas: or Americas.CSC@hds.com Copyright (c) 2011 Hitachi Data Systems All rights reserved Private and Confidential 20