Fast Back Sales Enablement V1 2

© 2007 IBM Corporation

System Storage Enablement


Rev 1.2Created by Terry Burba

October 31, 2008

Sales Enablement for

Tivoli Storage Manager - FastBack

NameTivoli Storage [email protected]

© 2004 IBM Corporation© 2007 IBM Corporation2 © 2008 IBM Corporation

The Problems TSM FastBack Solves

Elimination of “backup windows” and manual backup/restore processes

• Eliminate tape in remote/branch office Immediate recovery from any type of data loss

• User error (deleted files, folders)

• Software errors and virus attacks (corrupted databases)

• Hardware failure (disk or system crash)

• Disasters (lost local or regional facilities) Secure transfer of data between primary and

Disaster Recovery sites

2

Causes of Data Loss

© 2004 IBM Corporation© 2007 IBM Corporation3 © 2008 IBM CorporationPage 3

Quick Hit Value Proposition

What are the main benefits and key features of TSM FastBack?

• Disk-based, block-level, incremental forever backup technology improves recovery point objectives (RPO) through continuous data protection (CDP) with very little impact on production servers

• Policy engine allows you to balance recovery requirements with the costs of storage and bandwidth on a per-application basis.

• Instantly recover files, folders, volumes, and entire systems: • Xpress Mount: drag-and-drop individual files from the backup repository• Instant Restore: provides instant access to large volumes while they are restored

in the background• Bare Machine Recovery: bring up an OS volume on a dissimilar server in < 1 hour


Dissecting the Elevator PitchTSM FastBack gives you the power to quickly restore any amount of Windows data, anywhere in the organization, from any previous point-in-time, no matter what happens to cause a data loss.

Quickly = time to recover is reduced from hours/days to minutes

Any amount = we provide immediate access to data, no matter how big it is

Windows data = This is a recovery system for Windows based server platforms

Anywhere in the organization = recover locally, or from another location if the local office is compromised

Previous point-in-time = recover data from before an event such as a virus attack

No matter what = lost file or folder; virus or hacker attack; corrupted database; crashed disk or server; local or regional disaster



5

Enterprise Data Center Mid-Market and Remote Offices

Sch

edul

ed P

rote

ctio

nC

ontin

uous

Dat

a P

rote

ctio

n (C

DP

)Complementing IBM’s flagship Tivoli Storage Manager

Lowest TCO and ROI for datacenter backup

Extensive support for removable media (tape)

Broad OS platform support

Very large database (VLDB), application and SAP protection

Hierarchical storage management

Disaster Recovery management

Superior scalability

TSM FastBackFast (near-instant) Recovery

Deep protection of mission-critical applications

Near-zero data loss

TSM FastBackDisk-based protection of

distributed data

Strong Windows, VMWare and Microsoft Exchange

capabilities

Block-level CDP

Simple to set up and use

Cost-effective

Tivoli Storage ManagerFile-level CDP for desktops/laptops and

mobile workers

Together delivering a

more complete solution

Together delivering a

more complete solution



6

Target Customer Buying Scenarios

These are some “ideal” opportunities that are TSM Fastback sweet spots:

The standalone or remote officereducing costs or improving disaster recovery

The extended data center- for end to end storage management

Instant restore- for the remote office or extended data center

Managing Users email- individual mailbox restore



7

The Bulls-eye Target Audience Profile Data Centers and Remote Branch Offices with Windows Servers

Mission Critical Exchange, SQL, Oracle, File & print, etc.

Looking for a Recovery Solution

Look for these Hot Buttons

>3 = PURCHA$E!– Has Backup window issues – May also want to eliminate tape at data center, branches, or both

– Needs better Recovery Points (RPO)

– Needs better Recovery times (RTO)

– Disaster Recovery - Replication to data center for consolidation (remotes/branches)

– Bare Machine Recovery (BMR) – Get crashed server(s) back up quickly

– Granular Recovery – IMR or Individual Mail Recovery –

– Has large volumes on critical servers (i.e.. SQL, Exchange, File server, others)

– Migrating legacy servers to new hardware

– TSM Shop – True Blue, and desires better recovery on critical Windows servers

– Has experienced recent, painful (failed) restore on Windows platform



8

Target Job Roles for Fastback Prospecting

President or Owner

VP or Director of IT

Senior Systems Administrators



9

What to say to the President or Owner Provoke interest:

– How quickly must your business recover from a critical application outage?– In terms of time, how much data can your company afford to lose? One hour’s

worth? Six hours? One day?– How confident or comfortable are you with your company’s ability to recover from a

disaster, especially in smaller, remote offices?

Persuade:– Have you heard about IBM’s FilesX acquisition and the new TSM Fastback solution?– Did you know that with TSM Fastback you can consolidate management of remote

office backups, reduce costs and improve service levels?– Did you know that with TSM Fastback you can leverage your existing TSM

investment and take data recovery to the next level?– Did you know that TSM Fastback can centrally manage remote and branck offices?

Propose an advance:– I’d like to arrange an hour meeting with you to understand your organization in detail

and to discuss a solution that might lower your costs, improve your operations, and improve business continuance.



10

What to say: VP or IT Executive Provoke interest:

– Are you running business-critical Windows applications?– Do you have challenges with backup and recovery at remote sites due to a lack of skilled on-

site IT resources?– Are you meeting your service levels for Windows application availability? Would you like to

improve your service levels?– Is your IT department spending a lot of time recovering Microsoft Exchange servers or email?

Persuade:– Have you heard about TSM FastBack and its ability to provide near-instant recovery of

Windows data and Windows application servers?– Are you aware of how TSM FastBack can be quickly and easily deployed in remote sites,

reducing the need for skilled IT resources in your remote or branch offices?– Did you know that TSM FastBack can make Windows applications available to your end users,

without having to wait for traditional data recovery to be completed?

Propose an advance:– I’d like to arrange an hour meeting with you to understand your environment and to discuss a

solution that might lower your costs, improve your operations, and make your life easier.



11

What to say: Senior Systems Administrator

Provoke interest:– Have you ever been unable to recover data? When it happened, what was the cost and impact on

operations?– How easy is it to manage the recovery of data in a remote site of office?– Do you have difficulty managing the backup and recovery of multiple remote sites?– Are you spending too much time performing full application or database restores, just to recover a

single object, mailbox or other item?

Persuade:– Have you heard that with TSM FastBack, you can recover entire Windows application servers

(including the operating system, if necessary) in less than an hour?

– Did you know that TSM FastBack can centrally manage the backup and recovery of multiple remote sites from one console?

– Are you aware that TSM FastBack can protect your critical Windows application and fileservers, and provide near-instant recovery from any type of data loss?

Propose an advance:– I’d like to arrange for you to attend a one hour webinar which will demonstrate how TSM FastBack’s

powerful capabilities may be used to improve your IT department’s data recovery .





October 31, 2008

TSM FastBack Offerings

© 2004 IBM Corporation© 2007 IBM Corporation13 © 2008 IBM Corporation13

Benefits

Eliminate the need for “backup windows” Helps improve Recovery Point Objectives

(RPO) & Recovery Time Objectives (RTO) of critical applications

Provide near-instant recovery and rapid access

Recover only the data assets you need Reduces storage related costs through data

reduction Helps reduce the risks of losing critical data

Attributes

Easy to install and manage Network and storage efficient Application-aware: Exchange & SQL Scalable from small to large environments Integrates easily with tape solutions (e.g.

TSM)

13

Current TSM FastBack OfferingsTSM FastBack

Comprehensive data protection solution Disk-based, block-level, incremental-forever

technology Near-instant restore of data from any point-in-time,

anywhere in the environment Disaster Recovery built in

Policy-based “selective replication” for off-site recoveryHighly-efficient use of WAN and storage resources

TSM FastBack for Microsoft Exchange

Rapidly recover any e-mail object: message, attachment, calendar entry, contact, tasks, notes

Near-instant access provides a great tool for data mining and unobtrusive testing of production environments

TSM FastBack for Bare Machine Recovery

Restore the OS volume on dissimilar hardware in minutes

Great tool for cost-effective business continuance and server migrations



14

TSM FastBack

Adaptive protection :Dial up the level of protection your application or fileserver requires

Protects Mission-Critical Applications and Files

Protection•Block-level, incremental-forever•Windows Applications and Filesystems

• SQL, Exchange, Oracle, SAP and more• VMWare support•Lightweight client•No backup window required•Policy-based capture schedule

CDP on Demand™

Recovery•Granular – any data object

File, folder, volume, system•Point-in-Time rollback•Instant Restore

Instant access, background restore•Recover Anywhere™- At the branch, DR site, Data Center

Disaster Recovery Protection• Disk-based protection and recovery• Encryption in flight• Bandwidth & storage efficient

• Incremental replication• Scheduling• Compression

Cost Effective• Eliminates the need for tape backup in the remote office



15

TSM FastBack (cont.)

Disaster Recovery Central Vaulting of Backup Copies

– Backup consolidation

– Disaster ready

– Block-level, incremental forever

– Centralized backup to tape

End-to-end security

– Encryption in transit

– Individual Virtual Vault for each office

Scheduled, policy-based transfers

– Optimize WAN resources

Fully Automated

– No manual intervention required

Recover Anywhere™

– At the branch, DR site, Data Center

– File or Volume restore

– Instant Restore

Da

ta C

en

ter

FastBack DR Repository


TSM FastBack BMR to Dissimilar Hardware

TSM FastBack Bare Metal Recovery works from a noninvasive point in time copy (snapshot) of your server’s data volumes

TSM FastBack BMR can take as little as 20 minutes

TSM FastBack BMR supports recovery to different hardware

TSM FastBack BMR supports P2V,V2P migrations

TSM FastBack BMR supports migrations to blade centers

TSM FastBack BMR also supports disk to disk recovery of data volumes for the failed server



Provides users and administrators with the ability to recover

any Microsoft Exchange data object quickly and easily:

E-mail messages and/or attachments

Contact lists Calendars Tasks Journal entries Entire folders and EDBs

Email Recovery with TSM FastBack for MS Exchange

Fastback forMS Exchange

Fastback forMS Exchange





October 31, 2008

Typical Customer Solutions



19

The Standalone or Remote OfficeReducing Costs and Improving Disaster Recovery

Remote Office(s)TSM FastBackServerApplications

Disaster Recovery Site

Replication

Remote Office(s)e-mail databases

files spreadsheets

SolutionChris deploys TSM FastBack and achieves the following

results: Improved data protection at each of his remote offices

with a cost-effective, disk-based solution Improved backup processes resulting in labor savings

and reductions in data loss Improved disaster recovery with the ability to remotely

backup the remote offices to a central DR site or office, providing critical protection of his clients records.

ProblemChris owns a small accounting firm with 5 remote offices. Protecting his clients data is critical. The increased amount of financial regulations and growth of his client base is impacting his ability to backup data at his offices. These backups are time consuming and complex for his employees most of which do not have any IT experience.



20

Instant Restore for the Remote Office or Data CenterApplication availability during recovery

ProblemIts 9pm on April 15th at a large CPA firm, and the Exchange email server just went down. The CPA’s are immediately on the phone to the help desk, as they have IRS returns to file electronically by midnight.

Process Before Deploying TSM FastBack:•Find the right backup tapes, load them, and copy the data back to the server (several hours)•Bring the Exchange Server back on-line•CPA’s miss their deadline; firm faces liability

Process AFTER Deploying TSM FastBack:•Bare Machine Recovery of OS if needed•Initiate an Instant Restore process on the Exchange backup volume (a few minutes) and the CPA’s get back to work•A complete data restore occurs in the background•Deadline met, everyone goes home happy

Backup ServerExchange Server Users

Copy all data

Then goon-line

02:00 AM

TSM FastBack Server

Exchange Server Users

Background Restore

Application & data are available immediately

11:00 PM



Managing Users E-mailIndividual Mailbox restore

21

The ProblemManaging end users e-mail boxes is a support nightmare. Users often delete attachments, individual e-mail documents, e-mail folders and even the entire mailbox itself. If the information is deleted after the last backup window, the information is gone forever.

The Solution

Continuous Data Protection and Instant Snapshots can keep data backed up more often through out the day

Restore individual mailboxes or mail items (messages, contacts, calendar) via Virtual Volume

Point & Click selection of items for restore

Complete mailboxes or mail items can be viewed or copied without Exchange or TSM FastBack servers

Items can be restored from corrupted database backup



22 22

Deployment in a Virtualized Environment

VM1

C

DC

VM2

ServiceConsole

TSM FastBack Server

FastBackClient

ESX Server

D

E FastBackClient

TSM FastBack Client installed on each guest OS Can perform block level incremental forever backup for applications and files

The ESX Server CPU is not over loaded with long backup windows from multiple virtual systems Can Also deploy TSM FastBack Server

in a Virtual Machine

Virtualization techniques like VMWare place extra burden upon individual applications and fileservers. These servers can ill-afford additional workloads introduced by backup.

Block-level incremental addresses this by virtually eliminating the backup window and load on the CPU.

This makes TSM FastBack a great solution for virtual system data protection in the General Business Market



The Extended Data CenterIntegrated End to End Storage Management

23

Solution Consolidation of backup solutions Reduced education/training costs Lower total cost of ownership Single vendor, single support structure to

contact Easy to manage, integrated solution Disk to disk to tape Archive data store to TSM

Problem Disparate storage management solutions (X, Y, Z)

across the extended data center Increased training and education costs Multiple vendor support Difficult to manage, no integration between remote

office and data center

Remote Office(s)

HQ / Data Center

Backup Product X

Backup Product Y

Backup Product Z

Remote Office(s)

HQ / Data Center

TSM FastBack

TSM FastBack

TSM FastBack

TSM

Extended Data Center





October 31, 2008

Licensing, Pricing, Roadmap & Positioning


Prospect Profile

Main Office

Exchange SQL File & Print

Branch Office

SQL File & Print

Branch Office

File & Print

We’re looking for:• Companies with 1 or more offices• Microsoft Windows servers

─ Exchange, SQL, Oracle, SAP─ Downtime costs $$$

• Using tape in each location─ Best-case RPO = last night─ Best-case RTO = hours

• IT managed locally in each office─ Skill level: questionable─ Backups < 100% success rate─ Restore requires outside help─ Management is time consuming

• Manual DR processes─ Physical movement of tapes─ Loading & unloading of drives─ Mishandling; storing at home─ Losing tapes off the truck


Prospect Profile

Main Office


Branch Office

SQL File & Print

Branch Office

File & Print

What we’ll do:• Eliminate the costs and manual processes associated with tape

─ Tape drives, media, maintenance─ No branch IT support necessary

• Eliminate manual backup management

─ Automate backup in all offices─ Consolidate the management

from a central site• Eliminate the costs and risks of off-site tape transport and storage

─ No more cycling tapes─ No more trucks─ No more lost tapes


Prospect With TSM FastBack

Main Office


Branch Office

SQL File & Print

Branch Office

File & Print

How we’ll do it:• TSM FastBack

─ Local disk-to-disk backup─ Non-disruptive to applications─ Backup as often as needed─ Fast restore of any data asset

• Enable the Disaster Recovery option of TSM FastBack in each office

─ Replicate data between offices─ Policy-based, WAN efficient─ Fast recovery, anywhere

• TSM FastBack BMR─ Move workload to another system─ Virtual machines or different H/W─ Up and running in < 1 hour

• TSM FastBack for Microsoft Exchange

─ Fast recovery of Exchange objects: messages, contacts, calendar entries, notes, tasks

FastBackRepository

& BMR

TSM FastBack for Microsoft ExchangeProtected Servers


Licensing Examples

28


FastBackRepository

& BMR


Protected Servers

BranchOffice

In this example, only the 3 protected servers would require a TSM FastBack license. The TSM FastBackRepository would be included in the pricing for the Three servers.


Licensing Examples (cont.)

29


FastBackRepository

& BMR


Protected Servers

BranchOffice

Adding in Disaster Recovery, the 3 protected servers would require a TSM FastBack license. The TSM FastBackRepository would also need a license. The DR-hub would not need a license.

DR Site

FastBackDR-hub



30

Single File & Print Server

FastBackRepository

& BMR


Protected Server

BranchOffice

For best protection, a single file server in a branch office would be protected with a local TSM FastBack RepositoryWith DR enabled back to a DR site. This price would then Reflect 2 protected servers; the file server & the TSM FastBackServer.

DR Site

FastbackDR-hub



31

Single File & Print Server FastBackRepository


Protected Server

BranchOffice

However, some customers may feel the expense of the extra Server hardware is prohibitive. It is possible to run TSM FastBack on the existing server. This would then be priced with a Single server license. This would limit BMR capabilities at the Branch office site as there would be no TSM FastBack server to provide the backup snapshot. BMR could be done from the DR site.

DR Site

FastBackDR-hub

© 2008 IBM Corporation32

Pricing with Passport Advantage TSM FastBack, TSM FastBack for Microsoft Exchange and TSM FastBack for Bare

Machine Recovery will be licensed using the Processor Value Units (PVU), consistent with the rest of the TSM family

TSM FastBack Center - a bundle of the 3 FastBack products, will licensed Per Server

– Pricing

• 40% discount off of the individual products if priced on a dual quad (8-core) machine

– Restrictions

• Limited to servers with eight processor cores or less

List Prices ($US)

Product Price Metric

TSM FastBack $55 Per 10 PVU

TSM FastBack for Microsoft Exchange $35 Per 10 PVU

TSM FastBack for Bare Machine Recovery $30 Per 10 PVU

TSM FastBack Center $2880 Per Server

(eight processor cores or less)


Example 1 Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. Each

application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores.

Systems Managed Quantity in Customer Environment Quantity of Processor Core Entitlements Required

TSM FastBack Servers (8-way)

2 0

Application Server 4-way (2 logical partitions)

3 12

Application Servers 4-way (2 physical partitions, 1 of which is managed by Tivoli applications)

3 12

Total Requirements24

Note: TSM FastBack Servers that are not protected servers do not require processor core entitlements.

Application Servers

TSM FastBack

ServerTSM FastBack Entitlement Required

TSM FastBack

Server

These are not protected

servers – no entitlement

required


Example 1 – Total Cost $6,600

Example 1Systems Managed

Quantity in Customer

Environment

Quantity of Processor

Core Entitlements

Required

PVUs Price

TSM FastBack Servers (8-way) 2 0 0 -$ Application Server 4-way (2 logical partitions) 3 12 600 3,300$

Application Server 4-way(2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 600 3,300$ Total 24 1200 6,600$

Note: Assumes all systems are Intel Xeon cores and therefore require 50 PVUs per core


Example 2 Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. Each

application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recover server at a disaster recovery site.

Systems Managed Quantity in Customer Environment

Quantity of Processor Core Entitlements Required

TSM FastBack Servers (8-way) 2 8

Application Server 4-way (2 logical partitions) 3 12


3 12

Total Requirements32

Application Servers

TSM FastBack

Server

TSM FastBack Entitlement Required

TSM FastBack

Server

Not a protected server – no entitlement

required

Data Replicated

TSM FastBack DR Server



required





Environment


Core Entitlements

Required

PVUs Price

TSM FastBack Servers (8-way) 2 8 400 2,200$ Application Server 4-way (2 logical partitions) 3 12 600 3,300$

Application Server 4-way(2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 600 3,300$ Total 32 1600 8,800$



Example 3 Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers. In each

group of three servers, one is an Microsoft Exchange Server, which requires item level exchange recovery capability. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site.


Quantity of Processor Core Entitlements Required for TSM FastBack

Quantity of Processor Core Entitlements Required for TSM FastBack for MS Exchange

TSM FastBack Servers (8-way) 2 8 0


3 12 4


3 12 4

Total TSM FastBack Requirements32 8


Application Servers

TSM FastBack

Server


TSM FastBack

Server

Not a protected server– no entitlement

required

Data Replicated


TSM FastBack For MS Exchange Entitlement Required

Exchange Servers requiring Item Level Recovery


required





Environment


Core Entitlements

Required

PVUs Price


Application Server 4-way(2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 600 3,300$

TSM FastBack for MS Exchange 2 8 400 1,400$ Total 40 2000 10,200$



Example 4 Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers, all of

which need bare machine recovery. Each application server has 4 processor cores. Each Tivoli Storage Manager FastBack server has 8 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site.


Quantity of Processor Core Entitlements Required for TSM FastBack

Quantity of Processor Core Entitlements Required for TSM FastBack for Bare Machine Recovery

TSM FastBack Servers (8-way) 2 8 0


3 12 12


3 12 12

Total TSM FastBack Requirements32 24


Application Servers

TSM FastBack

Server


TSM FastBack

Server


required

Data Replicated



required

TSM FastBack For BMR Entitlement Required





Environment


Core Entitlements

Required

PVUs Price


Application Server 4-way(2 physical partitions, 1 of which is managed by Tivoli applications) 3 12 600 3,300$ TSM FastBack for BMR 6 24 1200 3,600$ Total 56 2800 12,400$



Example 5 Customer has two Tivoli Storage Manager FastBack servers, each backing up three application servers, all of which

are Microsoft Exchange servers that require item level recovery capability and need bare machine recovery. Since customer will require Tivoli Storage Manager FastBack, Tivoli Storage Manager FastBack for Microsoft Exchange, and Tivoli Storage Manager FastBack for Bare Machine Recovery, and have servers that are 8 processors cores or less, they can order Tivoli Storage Manager FastBack Center, which bundles all three products and is licensed on a per Server basis. Each Tivoli Storage Manager FastBack server has 8 processor cores and all application servers have 4 processor cores. On one of the Tivoli Storage Manager FastBack servers, data is replicated to a Tivoli Storage Manager FastBack disaster recovery server at a disaster recovery site.

Systems Managed Quantity in Customer Environment Quantity of Server Entitlements Required for TSM FastBack Center

TSM FastBack Servers (8-way) 2 1


3 3


3 3

Total TSM FastBack Requirements

7

Application Servers

TSM FastBack

Server

TSM FastBack

Server


required

Data Replicated



required

TSM FastBack Center Entitlement Required

Note: TSM FastBack Center Servers that are not protected servers do not require processor core entitlements.





October 31, 2008

Short Term Roadmap


3Q08

Expanded WW reach IBM Branding

Translation

4Q08

Enhanced performance and scalability

Expand supported Windows environments

Enhanced reporting

Accessibility

Fastback Fastback Product SuiteProduct Suite

Fastback Fastback Product SuiteProduct Suite

Deeper TSM integration

Linux client support

Data deduplication

Recovery administration convergence

Integration w CDP Files for notebook/desktop support

Additional application support

Today

TSM FastBack Roadmap

Near-instant recovery and CDP of applications and data

For SMB, ROBO and enterprise

Ready for Tivoli Now! Certified TSM integration

Helps improves availability of mission-critical applications for TSM customers

Offerings Xpress Restore CDP

Xpress Restore DR

Xpress Xchange Restore 2007

Xpress Bare Metal Restore

2008 2009

Expanded Client Expanded Client ValueValue

Expanded Client Expanded Client ValueValue

Extended Data Extended Data Center IntegrationCenter Integration

Extended Data Extended Data Center IntegrationCenter Integration

Indicates still working to close 2008 plan for these items


TSM FastBack Phase 2 – 4Q2008Environment Support

– Windows Cluster, Exchange CCR LCR support– Veritas Cluster Support– Windows 2008 server/vista support– Support for 2003 storage server and 2003 storage server R2– Windows cluster support for SQL– Windows 2008 Hyper-V environment qualification– SQL Server 2008

Performance and Scalability– I/O dispatching multi-threading– Scalability: Move to fixed sized record for history file to improve scalability– Bump up hard coded limits– Use direct I/O– Incremental after reboot

TSM Integration– Incorporate TSM integration best practices

Reporting– BIRT Enablement

Bluewash Continuation– Comprehensive System Test– Continue open source remediation– Accessibility updates for Phase 1 Deviations– Complete items deferred from Phase 1 blue wash

Legend: Committed

Best Effort





October 31, 2008

Wrap-up : How to get started.



Call to Action Practice call scripts and tailor them to your style

Get comfortable with the subject – TSM-FastBack

Pull together your customer list

Call your customers Qualify your Customer Invite them to the live Web Demo every other Thursday Visit the FastBack Sales Acceleration Play website for more

information and guidance: http://w3.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=CGSP&docID=T383647V75920Y34#overview

Direct sales questions on TSM FastBack to: West US: Shelly Howrigon/Salt Lake City/IBM Central US : Paul C Zakoor/Southfield/IBM Northeast US: Mary Ellen / George Louzek / Bob Ruelas Southeast US: Michael Hedden/Miami/IBM Canada: John Beal/Toronto/IBM

46

Your mission: Make calls, introduce TSM Fastback’s amazing recovery capabilities, and get appointments!

Your mission: Make calls, introduce TSM Fastback’s amazing recovery capabilities, and get appointments!


Where to focus?

EXISTING CUSTOMERS• Any existing customer that would like IMR

• Anyone expressing the need for windows only BMR

• CDP for applications

NEW CUSTOMERS Any customer that you lost due to the

IMR issue

Windows environments

Remote windows environments


Description Tape FastBack Comments

Backup File/Print Server 16 hours 3 minutes Increased frequency from 1/wk to 6/day

Backup E-Mail Server 46 hours 2 minutes Increased frequency from 1/wk to 8/day

Recover SQL Table/Record Impossible 5 minutes

Recover Individual E-Mail Impossible 5 minutes Same for calendars, contacts, tasks, etc.

Restore a File Server Volume 10-16 hrs. 6-10 min.

Restore SQL Server Volume 20-30 hrs. 6-10 min.

Business Impact of Xpress Restore and XRDR Optimal Performance = Huge $$$ Savings

Comparisons between traditional tape backup and FastBack: Measurements taken by a real customer in their environment


Case Studies & ReferencesPublished case studies at http://www.filesx.com/customers/index.asp

Orhttp://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=T9&docID=J394569C69552A12



50

TSM FastBack – Collateral to help you sell

• Web Conference:• www.sametimeunyte.com• Conference ID is FASTBAK

Audio Conference:• Toll Free: 888-359-3613• Tieline: 650-2012• Toll: 719-325-2348• Passcode: 4011118

Live Web Demo’s – Oct 30th &Every Thursday in Nov & Dec

• The ability to reduce the list price (up to 30%) when faced with aggressive pricing from a competitor• Also for the TSM product the ability to reduce list price (up to 60%) when faced with a competitor

Storage Competitive Sales Play

Product Demos that you can send to customers Three (3) min video clip you can send your customer: http://demos.dfw.ibm.com/on_demand_illustrated/Demo/IBM_Demo_Tivoli_Storage_Manager_FastBack-Aug08.html 6 FastBack demo's - they are a little technical but they do cover:

http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=T9&docID=K326663O82702B93• Extended IMR Scenario• Individual Mailbox restore• Instant Restore

• Mount Data• MS Exchange Server Disaster Recovery• Volume Based restore

TSM - FastBack Win Room – Conf Call• Every Friday 11:am ct >> Call in: 888-240-4148 pc: 2808443

Sun Mon Tue Wed Thu Fri Sat5 6 7 8 9 11 12

12 13 14 15 16 17 1819 20 21 22 23 24 2526 27 28 29 30 31 1

2 3 4 5 6 7 89 10 11 12 13 14 15

16 17 18 19 20 21 2223 24 25 26 27 28 29

30 1 2 3 4 5 67 8 9 10 11 12 13

14 15 16 17 18 19 2021 22 23 24 25 26 2728 29 30 31

October

November

December

TSM - Fastback live demo dates


IBM - http://w3-103.ibm.com/software/xl/portal/viewcontent?type=doc&srcID=CGSK&docID=H793621Y09977P99Partners – http://www-304.ibm.com/jct09002c/partnerworld/wps/servlet/ContentHandler/H793621Y09977P99?pageId=pw.sellingresources

Sales and Business Partner-Focused Enablement

** IBM Internal only


Information ResourcesProduct datasheets and Whitepapers (use the external links for distribution outside of IBM) TSM FastBack Datasheet:

External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF

Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG_USEN&htmlfid=TID14022USEN&attachment=TID14022USEN.PDF

TSM FastBack for Microsoft Exchange Datasheet:External:

http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14023USEN&attachment=TID14023USEN.PDF


TSM FastBack for Bare Machine Recovery Datasheet:External:

http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG_USEN&htmlfid=TID14024USEN&attachment=TID14024USEN.PDF


TSM FastBack Center Datasheet:External:

http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGE_TI_SG&htmlfid=TIS14029USEN&attachment=TIS14029USEN.PDF

Internal: http://w3.ibm.com/sales/ssi/fcgi-bin/ssialias?infotype=pm&subtype=sp&appname=SWGI_TI_SG&htmlfid=TIS14029USEN&attachment=TIS14029USEN.PDF

Next-Generation Data Protection for Mid-Sized Companies Whitepaper:External:

http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid=TIW14008USEN&attachment=TIW14008USEN.PDF

Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid=TIW14008USEN&attachment=TIW14008USEN.PDF

Addressing the Complexities of Remote Data Protection Whitepaper:External: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?

infotype=sa&subtype=wh&appname=SWGE_TI_SG_USEN&htmlfid=TIW14010USEN&attachment=TIW14010USEN.PDF

Internal: http://www.ibm.com/common/ssi/fcgi-bin/ssialias?infotype=sa&subtype=wh&appname=SWGI_TI_SG_USEN&htmlfid=TIW14010USEN&attachment=TIW14010USEN.PDF

52


Information Resources

Product Web Pages IBM Tivoli Storage Manager FastBack

http://www.ibm.com/software/tivoli/products/storage-mgr-fastback/

IBM Tivoli Storage Manager FastBack for Microsoft Exchangehttp://www.ibm.com/software/tivoli/products/storage-mgr-fastback-exchange/

IBM Tivoli Storage Manager FastBack for Bare Machine Recoveryhttp://www.ibm.com/software/tivoli/products/storage-mgr-fastback-bmr/

IBM Tivoli Storage Manager FastBack Centerhttp://www.ibm.com/software/tivoli/products/storage-mgr-fastback-center/

53


Information Resources

Collateral – datasheets and whitepapers

IBM Tivoli Storage Manager FastBack IBM Tivoli Storage Manager FastBack for Microsoft Exchange IBM Tivoli Storage Manager FastBack for Bare Machine

Recovery IBM Tivoli Storage Manager FastBack Center Addressing the Complexities of Remote Data Protection Next-Generation Data Protection for Mid-Sized Companies





October 31, 2008

Thank You

Fast Back Sales Enablement V1 2

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