Amit Prasad - Regional Sales Director, South

Transcription

1 2011 INDIA PARTNER SUMMIT Amit Prasad - Regional Sales Director, South

2 Agenda About Commvault HDS and Commvault HDPS Competition landscape Key differentiators/ USP s Our growing customer base

3 Who is Commvault? Commvault simplifies and makes it less costly to manage, access and protect data Headquarters in Oceanport, NJ 1,400 plus employees Global organization: operations on six continents > 13,500 customers Highest customer satisfaction rate in the industry 27% CAGR for prior 5 years, $314M revenue in FY11 NASDAQ: CVLT $1.65B Market Cap

4 Commvault India Sales Headquarters in Mumbai R&D and PS organization based out of Hyderabad Support Centre based out of Hyderabad PAN India Presence Delhi: North and East Bangalore: South and Srilanka Mumbai: West Rapidly expanding customer base *Source: Enterprise Management Associates annual CommVault Customer Survey

5 India Team India Sales Director: Vikas Pradhan North Regional Sales Director: Sanjai Sorick: Regional Presales Manager: Kamleshwar Suri: South Regional Sales Director: Amit Prasad: Regional Presales Manager: Girish Gurushanth: West Regional Sales Director: Naresh Shanbag: Regional Presales Manager: Joining next month Channel Dev Manager Nitin Bhatia: *Source: Enterprise Management Associates annual CommVault Customer Survey

6 Why is Commvault different? Focused 100% on Data and Information Management software solutions We reduce Capex by 33%* We reduce Opex by 40%* One of Gartner s highest rated Vendors in this space Outpacing market sector growth by a factor of 6:1 Fastest growing software organisation in this space In India, Commvault sales model is 100% indirect *Source: Enterprise Management Associates annual CommVault Customer Survey

7 Magic Quadrant CommVault has been positioned in the Leaders quadrant in Gartner s 2011 Magic Quadrant for Enterprise Disk-Based Backup and Recovery This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from CommVault. The Magic Quadrant is copyrighted by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the Leaders quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Source: Magic Quadrant for Enterprise Disk-based Backup/ Recovery ; by David Russell, Sheila Childs, Alan Dayley; January 28,

8 View on Backup a common discussion with organizations regarding backup often centers on the need for improved solutions that will not only incrementally improve the overall state of backup, but will dramatically have transformed improve it. Organizations into recovery are management voicing their solutions opinion that that backup unite needs traditional to improve backup, a lot, not replication, just a little. This is leading to an increased willingness to switch backup snapshot and continuous data protection. vendors. The implication with the rising frustration with backup is that data protection approaches of the past may no longer Source: Gartner, suffice MarketScope in meeting for Enterprise current, much less future, recovery requirements. Backup / Recovery software, 2008 By 2013, surviving enterprise backup/recovery products Source: Gartner Best Practices for Addressing the Broken State of Backup August 27 th, 2010

9 Commvault recognition and awards Gartner 2011 Magic Quadrant for Enterprise Disk-Basked Backup/Recovery - Positioned in the Leader Quadrant DCIG 2011 Virtual Server Backup Software Buyers Guide Best in Class Gartner 2010 Magic Quadrant for Enterprise Information Archiving - Positioned in the Challenger Quadrant Gold Medal in Backup & Recovery category - Storage Magazine/ SearchStorage.com Products of the Year Awards 2003, 2007 and 2009 Law Technology News Gold Award in ediscovery Services Preservation category Diogenes Labs Storage Magazine Quality Award for Enterprise Backup Software 2005, 2007 and 2008 CRN Channel Chiefs

10 Hitachi Data Systems and CommVault OEM Agreement since 2005 HDPS is simply pysimpana re-branded Integration with HDS technologies: HCP, HNAS and snapshot technologies (AMS, VSP) HDPS customers worldwide and growing. Value to CommVault: Access to Enterprise Accounts Recognition in new markets. Value to HDS and HDS Partners: Ammunition to fight EMC, NetApp, HP, IBM Completes the solution Selling new generation technology Helps to get repeat business

11 Why do partners choose Commvault? Helps create a bigger Pipeline Of New & EXISTING Customers Higher margin potential Avoid Price Wars Margin protection Improve Pull through sales Increase average deal size Expand the scope of the proposition Create platform for significant incremental business Increased I d Win Wi ratio ti y Differentiation is the Key!

12 Traditional Solutions compound the data management insanity Definition of Insanity Doing the same thing over and over again and expecting a different result.

13 Competitive Dis-Integration Trying to Solve Today s Complex Problems with Complex Solutions Vast array of acquired point products Separate Code Bases Complicated Too many products to support and upgrade Multiple Interfaces Difficult to Search/Recover Higher Costs and Risks Distinct Hardware Infrastructures Separate Copies Limited view of the content Lower Customer Satisfaction 13

14 What does it look like in production? Manager of Managers Acquisition Dedupe Appliance Backup Archive Snapshot Replication Search Hardware People Consumables Cost-o-meter o

15 The image cannot be displayed. Your computer may not have enough memory to open the image, or the image may have been corrupted. Restart your computer, and then open the file again. If the red x still appears, you may have to delete the image and then insert it again. Can you offer a better way? Single Manager Point of of Managers Control Acquisition Dedupe Appliance Backup Archive Snapshot Replication Search Snapshot One architecture Replication/CDP One interface Backup Laptop Backup All tiers shared Archive Compliance Policy automation Capacity Planning Hardware Redundant: Dedupe & VTL Appliances People Choice: Any disk, any tape or a Cloud provider Consumables Cost-o-meter o

16 A Single Code Base = 5 reasons to talk to a prospect or customer Drags more HDS Hardware Easy Recurring Revenue 16

17 5 more key points about HDPS HDPS 9 delivers five significant enhancements to improve operational efficiency, agility and reduce storage costs. #1 Modern Data Protection Advanced data protection merges snapshot and backup into single protection policy. Expanded platform support, specialized recovery features, extension to the cloud. #2 3 rd Automated, agile policies to protect hundreds of virtual machines Gen Virtual Server in minutes driving recovery and storage retention economics Data Protection across the tiers while simplifying operations #3 3 rd Gen Data Reduction Slash the backup window in half by eliminating the problem at the source. Third generation features includes new source-side options, faster and lighter dedupe DASH copies, and global reduction across SPs. #4 #5 Radically Simplified licensing offering the entire data mgmt Simplicity and solution under an automated, ultra-flexible, audit-free usage Flexibility in Licensing based option. Fast Pass Overcome change mgmt risk by employing a Fast Pass Migration to Simpana migration for Symantec NetBackup and IBM TSM customers to HDPS 9, accelerating time to benefit. 17

18 Completing the solution stack Function HDS EMC NetApp Array Replication and Snapshot AMS/VSP Clariion + Other NearStore, FAS Disk Deduplication? Avamar / DD A/SIS Archiving Xtenders SnapLock? SnapMgr, Legato HDPS? OSSV p p None? Backup to Tape Dedupe to Tape None None Host-based Replication? Replistor SnapMirror Storage Resource Management(SRM)? Visual SRM File Storage Resource Mgr Compliance, Search, Legal Hold? Xtender ( Only) NearStore + SnapLock HDS competitors are attacking HDS across the board 18

19 Why should you sell HDPS? Increased Margins and up-sell possibilities HDPS provides the glue for a global HDS Storage solution HDS/Commvault is a winning combination Compete with EMC, Netapp, HP or IBM suppliers HDPS drags services revenue HDPS is the best solution in the market If you don t sell it, someone else will Easy migration to modern data management Once sold,,you control the agenda

20 Worlwide Customers plus and counting Technology Telecom Public Sector Government Of Canada Media/Entertainment Healthcare Industrial/Auto Consumer/Retail Financial Services Source: Magic Quadrant for Enterprise Disk-based Backup/ Recovery ; by David Russell, Sheila Childs, Alan Dayley; January 28,

21 Partial list of India Customers Aditya Birla Group Tata Capital Fidelity Keane Timken Adobe US Technologies Deloitte Indus Towers Vodafone VAS Kotak Securities CSIR Labs Sapient Carlson Wagonlit Union Bank of India PWC Tata BP Solar

22 Magic Quadrant CommVault has been positioned in the Leaders quadrant in Gartner s 2011 Magic Quadrant for Enterprise Disk-Based Backup and Recovery This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from CommVault. The Magic Quadrant is copyrighted by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. HDS Storage product set combined with HDPS is Your winning solution! It depicts Gartner s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the Leaders quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Source: Magic Quadrant for Enterprise Disk-based Backup/ Recovery ; by David Russell, Sheila Childs, Alan Dayley; January 28,

23 Thank You 23