2011 Q2 SIOS Partner Meeting April 19, 2011
Mar 26, 2015
2011 Q2 SIOS Partner Meeting
April 19, 2011
Agenda
• Q1 results and overview • New plans/tools for eval documentation and licensing • Product Development Process, Partner Role & Current Road Map• New Sales & Support Tools
•Training & Certification•Eval Guides & Documentation•Golden Pitch & Value Proposition•Newsletter Review•Sales Webinars
SIOS Non-OEM Transactions
2008 2009 2010 Mar 2011 YTD
Region Deal Size # Deals Amount # Deals Amount # Deal Amount # Deals Amount
Americas
>25K 5 $157,329 5 $144,826 2 $ 70,886 0 $0
>50K 2 $138,544 0 $0 0 $0 0 $0
>100K 1 $148,350 0 $0 3 $479,094 1 $219,000
Total 8 $444,223 5 $144,826 5 $549,980 1 $219,000
APAC
>25K 0 $0 0 $0 0 $0 0 $0
>50K 0 $0 0 $0 1 $84,675 1 $98,000
>100K 0 $0 0 $0 0 $0 0 $0
Total 0 $0 0 $0 1 $84,675 1 $98,000
EMEA
>25K 1 $34,100 1 $30,840 0 $0 0 $0
>50K 1 $74,400 0 $0 1 $70,903 0 $0
>100K 0 $0 0 $0 1 $163,724 0 $0
Total 2 $108,500 1 $30,840 2 $234,627 0 $0
Grand Totals 10 $552,723 6 $175,665 8 $869,282 2 $317,000
Global March and Q1 Sales Result
$K Actual
Mar Q1 % Plan Y on Y Growth
Americas
New Lic + Sppt 115% 216%
Renewals 82% -14%
Total 106% 94%
EMEA
New Lic + Sppt 53% -20%
Renewals 111% 43%
Total 72% 4%
APAC
New Lic + Sppt 141% 277%
Renewals 230% ++++%
Total 150% 345%
SIOS
(J + C)
New Lic + Sppt 56% -28%
Renewals 45% 7%
Total 53% -19%
Total
New Lic + Sppt 72% 11%
Renewals 63% 10%
Total 70% 12%
Global Q1 Forecast Accuracy(Target is 95% - 120% of Forecast)
$K Actual
Q1 Forecast Q1 Actual % of Forecast
Americas
New Lic + Sppt 94%
Renewals 114%
Total 101%
EMEA
New Lic + Sppt 70%
Renewals 148%
Total 96%
APAC
New Lic + Sppt 102%
Renewals 1050%
Total 118%
SIOS
(J + C)
New Lic + Sppt 104%
Renewals 75%
Total 92%
Total
New Lic + Sppt 95%
Renewals 98%
Total 97%
Global April and Q2 Sales Outlook
$K Commit Most Likely
Apr Q2 % PlanY on Y Growth
Apr Q2 % PlanY on Y Growth
Americas
New Lic + Sppt 76% 19% 105% 64%
Renewals 54% -1% 82% 51%
Total 72% 16% 100% 62%
EMEA
New Lic + Sppt 63% 8% 93% 60%
Renewals 77% -4% 92% 15%
Total 66% 4% 92% 46%
APAC
New Lic + Sppt 148% 397% 208% 597%
Renewals 33% ++% 67% ++%
Total 139% 406% 196% 616%
SIOS
(J + C)
New Lic + Sppt 69% 4% 78% 18%
Renewals 65% -22% 65% -22%
Total 68% -6% 74% 2%
Total
New Lic + Sppt 75% 20% 96% 54%
Renewals 64% -15% 73% -3%
Total 71% 8% 89% 34%
Q2 2011Support/Documentation Update
Technical Documentation
Reorganized
Updated
Search Optimized
Hyper-Linked
Print by Section
Comments can be left for SIOS documentation team who will immediately address any issues
Process for Partner Licenses
2 Step Improvement
Step 1:a)Reduce number of license files (.lic) that are providedb)Organize software and licenses by OS platformc)Provide README file that maps .lic file names to products
Step 2: Utilize standard software ordering and licensing process for partner NFR licenses
Product Roadmap UpdateApril 2011
David Abercrombie
Product Management
12
Disclaimer
The information on the new product release is intended to outline our general product direction and it should not be relied on in making a purchasing decision. The information on the new product is for informational purposes only and may not be incorporated into any contract. The information on the new product is not a commitment, promise, or legal obligation to deliver any material, code or functionality. The development, release, and timing of any features or functionality described for our products remains at our sole discretion.
Product Release Plan
• After the 8.0 release, the desire is to engage in 6 month release cycles with an annual major releases and bi-annual minor feature/maintenance releases.
SPS for Linux
V7.3 – February 2011•Support for RedHat Enterprise Linux 6
•Support for hardware and software watchdog timers
•Automated subscription licensing renewal notification and license updates
•Enhanced support for STONITH Using IPMI
•Maintenance Updates
V7.4 – July 20111
•IPv6 (IP resource protection, comm path, LK node management)
•NFSv4 support
•RHEL 6.1 support
•Maintenance Updates1Features and Dates are
Tentative and Subject to Change
SPS for Windows
V7.2 – February 2011•Integrates LifeKeeper for Windows and DataKeeper 7.2•Updated support for Microsoft Data Protection Manager (DPM)•Updated support for Microsoft SCVMM•Updated support for File Server Resource Manager - Quotas•Automatic creation of a DataKeeper Volume Resource in WSFC•Subscription-based licensing support•New CHANGEMIRRORENDPOINTS Command for Added Efficiency•Maintenance updates
V7.2.1 – May 20111
•SDRS improvements•Data protection improvements•64-bit performance counters•Maintenance Updates
1Features and Dates are Tentative and Subject to Change
Application Recovery Kits
1Features and Dates are Tentative and Subject to Change
8.0 Focus Areas
Application Availability• Maximizing uptime of business critical applications by protecting application components and data• Application-specific monitoring to improve situational awareness
Application Availability• Maximizing uptime of business critical applications by protecting application components and data• Application-specific monitoring to improve situational awareness
Simplicity• Reducing time-to-value by simplifying deployment and configuration tasks• Reducing TCO by providing a single “pane of glass” through which to manage app availability
Simplicity• Reducing time-to-value by simplifying deployment and configuration tasks• Reducing TCO by providing a single “pane of glass” through which to manage app availability
Scalability• Flexibility to scale out across physical, virtual and cloud-based resources• High performance to support scaling up
Scalability• Flexibility to scale out across physical, virtual and cloud-based resources• High performance to support scaling up
Enterprise Readiness• Extensibility to leverage existing enterprise systems and business processes• Platform independence and reduce overhead and impact to apps and infrastructure
Enterprise Readiness• Extensibility to leverage existing enterprise systems and business processes• Platform independence and reduce overhead and impact to apps and infrastructure
Intelligence• End-to-end mapping of applications and dependencies to respond intelligently to application failures • Managing Recovery Point, Recovery Time Objectives, SLAs
Intelligence• End-to-end mapping of applications and dependencies to respond intelligently to application failures • Managing Recovery Point, Recovery Time Objectives, SLAs
SIOS CONFIDENTIAL – DO NOT DISTRIBUTE
Roadmap - Linux
• Deployment Simplification (LK, ARK installers)
• Reporting engine• IT-SCM policies and reporting• Application Dashboard• Disaster Recovery Management (DRM)
• Failover performance improvements • Automatic scale-out (P-V, P-C, V-C and V-V resource migration )
• CLI/REST API• VMware integration• Replication status and performance
reporting• Granular roles/permissions• Enhanced Logging
• Web-based GUI• Cloud management plugin interface• vCenter interface
• Advanced application health monitoring
• Intra- and inter-node conditional resources relationships
• Resource weighting and node capacity
• Data and application traceability• Analytics
Simplicity
Scalability
Enterprise Readiness
Intelligence
SIOS CONFIDENTIAL – DO NOT DISTRIBUTE
Features and Dates are Tentative and Subject to Change
Roadmap - Windows
• Deployment Simplification • Reporting engine• IT-SCM policies and reporting• Application Dashboard• Disaster Recovery Management (DRM)
• Replication performance improvements • Automatic scale-out (P-V, P-C, V-C and V-V resource migration )
• CLI/REST API• VMware integration• Replication status and performance
reporting• Granular roles/permissions• Enhanced Logging
• Web-based GUI• Cloud management plugin interface• vCenter interface
• MSCS/WSFC integration enhancements
• Data and application traceability• Analytics
Simplicity
Scalability
Enterprise Readiness
Intelligence
SIOS CONFIDENTIAL – DO NOT DISTRIBUTE
Features and Dates are Tentative and Subject to Change
Roadmap – Platforms
• RHEL 6• Windows Server 2008 R2 SP1
• RHEL 6.1• SLES 10, 11 updates• Asianux 3.0
• RHEL.Next• SLES.Next• Windows.Next
• vSphere 4.1• KVM
• vSphere 5 • vSphere.Next• Hyper-V.Next• KVM.Next
• NFSv4• Enhanced Fusion-IO
support• SAS Multi-path• Enhanced VSS support
• EMC, IBM, HP, NetApp storage system support currency
• Cluster Shared Volumes
Operating Systems
Virtualization
Storage
SIOS CONFIDENTIAL – DO NOT DISTRIBUTE
Features and Dates are Tentative and Subject to Change
Product UpdateApril 2011
David Abercrombie
Product Management
Product Development Process
• Repeatable process for capturing, evaluating and delivering product features to meet the needs of the market
• Requests are evaluated consistently• Main criteria is BUSINESS VALUE• Ensures prompt and clear communication
between Product Management and requirement sources
CustomersCustomers
Technology Partners
Technology Partners
Process in a Nutshell
• State the requirement– Define the feature. What problem does the customer/prospect face?
Detailed use cases are extremely valuable.
• The desired timeframe for delivery of the feature– Date by which this feature must delivered to realize specified revenue
• Value– Revenue opportunity and timeframe for realizing the revenue– Market trend that, if addressed, will drive revenue– Business impact if the request is not completed in the desired timeframe
(revenue loss)
SalesSales
EngineeringEngineering
Product Management
Product Management
Business PartnersBusiness Partners
Customer Support
Customer Support
Request Submission
Business Justification
Business Justification
Sources
Assessment Criteria
• Market Value– Strategic Fit
– Customer Need/Spend
– Competitive Advantage
• Business Value– Revenue Potential
– Revenue Realization
– Investment Required
• Risk– Technical Feasibility
– Ability to Deliver
• Resource Contention
Market Value
Business Value
Risk
Approval Process
Enablement Materials/Tools
Training & Certification• SIOS now offers cloud based training programs
• Products: DataKeeper, DataKeeper Cluster Edition, SPS Linux
• Content: Delivered via WebEx
• Lab Exercises: Delivered through CloudShare
• Duration: 2 days (generally)
• Certification Exams at the end of the course
New Evaluation Guides• 2 New SPS Linux Guides – Available on Partner Portal (Courseware)
• MySQL cluster with Data Replication
• PostgreSQL cluster with Shared (iSCSI) Storage
• Step-By-Step guide to planning for, installing, configuring and common test cases for SPS. Ideal for lab/demo setup.
• New DataKeeper Eval Guide
Enablement Materials/Tools
License Key Guides• License key files on the FTP site have been cleaned up and organized
• Organized by OS
• Duplicate/Discontinued license files removed
• New OS consolidated license files generated
• Guide: see license_key_guide_v3.pdf – maps each filename to product/description
Competitive Documents• 2 new DataKeeper competitive briefs
• DataKeeper vs. DoubleTake performance comparison
• DataKeeper vs. Microsoft DFSR
• WhitePaper: Advantages of SPS in a VMware Environment
Enablement Materials/Tools
Golden Pitch Slide Decks• Updated slide decks now available on the Partner Portal
• SPS for Linux
• Windows Solution Overview (SPS, DK/DKCE)
Reminders from Q1 Webinar:
Linux / Windows Solution Webinars• 60 minute webex sessions hosted 1st / 3rd / 5th Tuesdays @ 10am PST
• Solution Overview and LIVE demonstration
• Attendee Chat / Q&A
• Full Schedule and Registration at:
• http://sios.webex.com , or
• http://us.sios.com/Upcoming_Events_62.htm
New Product Recordings• SPS for Linux Presentation and Demo – 53 minute recording with index
• SIOS Website, click “Resources”
• Available under both “Demos” and “Recorded Webinars”
Reminders from Q1 Webinar:
Utility: LKHealthCheck• Tool to aid in preparing for your SPS for Linux deployments
• Check for missing pre-requisites or common configuration issues prior to install.
• Give to customer, have them send the output back for review
• Self-updating
• Please send feedback/issues to [email protected]
• Get it at: http://ftp.us.sios.com/pickup/LKHealthCheck/LKHealthCheck.zip
STC New NewsLetter
NewsLetter Response Report
Email Name SumOfViews SumOfClicks Job Title Company Name
[email protected] Staci Lee 2 20 Idaho Department of Health
[email protected] Brad Stewart 2 19 Idaho Department of Health
[email protected] Jock Soto 3 17 Apex Inc.
[email protected] Joanne Barnhart 2 17 Idaho Bureau of Laboratories
[email protected] Bob Williamson 19 7 SteelEye Technology
[email protected] Osama Ahmad 7 5 RIM
[email protected] Masoud Mirnateghi 3 5 Idaho Department of Health
[email protected] Rob Greager 2 4 Barton Malow Company
[email protected] James Fraser 1 3 Agriculture & Agri-Food Canada
[email protected] Gary Gordon 1 3 Gordon Consulting
[email protected] Jason Mero 7 2 Symantec
[email protected] William Powell 2 2 SunGard Data Systems Inc.
[email protected] Jignesh Vaghasiya 1 2 innovative telecom
[email protected] Peter Beierle 1 2 Stark Carpet
[email protected] Mark Gooch 1 2 Pentair, Inc.
[email protected] David Worth 1 2 Cybersource
[email protected] Emil Hempel 1 2 JDM
[email protected] Guillermo 1 2 Gonzalez
[email protected] Randy Baggiani 1 2 AEP
[email protected] Chad Smith 1 2 Universal Corporation
Drill down to specific access
Link Clicks
http://twitter.com/steeleyetech 1
http://us.sios.com 1
http://www.facebook.com/pages/steeleye-technology-inc/130383510559?ref=search&sid=546044997.2968428138..1 1
http://www.linkedin.com/companies/steeleye-technology?trk=co_search_results&goback=%2ecps_1260924924855_1 1
http://www.provensystems.com 1
http://www.updatefrom.com/sios/2011_q1/ask_an_expert.asp 1
http://www.updatefrom.com/sios/2011_q1/availability_in_action.asp 1
http://www.updatefrom.com/sios/2011_q1/best_practices.asp 1
http://www.updatefrom.com/sios/2011_q1/learn_and_connect1.asp 1
http://www.updatefrom.com/sios/2011_q1/learn_and_connect2.asp 1
http://www.updatefrom.com/sios/2011_q1/news_you_can_use1.asp 1
http://www.updatefrom.com/sios/2011_q1/news_you_can_use2.asp 2
http://www.updatefrom.com/sios/2011_q1/solution_spotlight1.asp 2
http://www.updatefrom.com/sios/2011_q1/solution_spotlight1.asp#offer 1
http://www.updatefrom.com/sios/2011_q1/solution_spotlight2.asp 2
http://www.updatefrom.com/sios/subscribe/subscribe.asp 1
http://www.us.sios.com/form.asp?i=83&contentid=264 1
Q & A