2011 Q2 SIOS Partner Meeting April 19, 2011. Agenda Q1 results and overview New plans/tools for eval documentation and licensing Product Development Process,

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

Bob [email protected]

Documentation and Support Wiki

http://wiki.us.sios.com

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

Q2 2011Field Engineering Update:

Enablement Tools

Tony [email protected]

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