Q405 V1.0 © 2006, Kashya, Inc. All rights reserved 1 Selling Kashya Solutions.

© 2006, Kashya, Inc. All rights reservedwww.kashya.com

1Q405 V1.0

Selling Kashya Solutions

2Kashya – “The Ultimate in Cost Effective Data Protection for DR/Business Continuance”


Bringing DR/Business Continuance into SME

The Solution

The “Alternatives”

The Perfect Prospect

Sales Success Stories


The Solution - Kashya KBX5000

Key: FCIP Storage Array Storage Array

Oracle dB Exchange SQL

Local Site

Local CDP Journal

KBX5000 KBX5000

Storage Array

Remote Site

Remote CDP Journal

Oracle dB Exchange SQL

Storage Array

Continuous Data Protection with instant application recovery Cost-effective data protection across any disk array Local array failover, application integration and instant recovery

Integrated Disaster Recovery Best-in-class remote replication, IP WAN compression/optimization Policy-based SLAs with remote data processing and instant application recovery


Kashya Solution Value

Kashya Partner Value GREAT MARGINS - Appliance Based Solution FITS ALL SAN ENVIRONMENTS - Heterogeneous Storage LOW RISK INSTALLATIONS - Out-of-Band Appliance EASE OF USE, EXCELLENT P/S OPPS - Powerful Management GUI GREAT UPSELL POTENTIAL - Modular software models

Kashya End-User Value Software Cost Savings – NO PROPRIETARY SRDF LICENSES Hardware Cost Savings – USE LOW COST STORAGE IP WAN Savings – UP TO 15X REDUCTION OF WAN BW! Operational Cost Savings – EASY TO IMPLEMENT AND USE


Local Bookmarking (Snapshots)

Every write is bookmarked Written to local journal Gives infinite recovery capabilities Stored with Time/Date & annotation Stored with Application transactions id’s

e.g. Oracle RBA, SCN

Instant recovery to any point in time Full R/W access to any image at any time Automate recovery for logical failures On-demand recovery as needed

Space-efficient protection NOT a BCV-like solution Journal is highly compressed (up to 10x) Minimizes additional storage requirements

over alternative solutions


Long Distance Replication

Long distance replication with full consistencyWAN Bandwidth savings alone can pay for Kashya solutionSignificant bandwidth savings over “alternative” solutionsPolicy based design = users prioritize based on business needsJournal provides instant access to R/W image(s)One button fail-over and fail-back


Cisco SANTap Support

Primary Site Secondary Site

Secondary CopiesPrimary Copies

Cisco MDS9000w/SSM & SSE

(SANTap)

CISCO 9216 or other switch

Kashya KBX5000 integrated with Cisco SSM w/SANTap

Out-of-band architecture

SANTap Redirects I/O

No Host Agent Required

Multiple customer references



Bookmark Journal

Servers: AIX, Linux, Solaris, Wintel

Storage: Any SAN based storage array

Breaks Storage Vendor Lock-in Enables penetration into existing EMC accounts

Kashya Drives Additional Revenue Pull DR & CDP solutions establishes competitive beachheads

Kashya Solution is Critical Data Protection Component Will drive additional partner SAN sales



Value Summary Cost Effective data Replication

Local Over Distance “Eliminate Sticker Shock”

Maximum Data, Minimum Bandwidth Dramatic transmission cost savings

DataBase Recovery in Seconds Application aware bookmarks Integration with Oracle, SQL, Exchange backup API’s Instant access to recovery image


Alternative Comparison – EMC

Solution Value Kashya SRDF Time Finder

Mirrorview SnapView

Heterogeneous Storage Support

Provides supports for any SAN disk array, lower cost

Yes No (DMX only)

No (DMX only)

No (CX only)

No (CX only)

Sync and Async Support

Provides integrated sync and Async support

Yes No (separate license)

N/A N/A N/A

Hot Failover Provides automatic failover to replicated volume

Yes No No No No

Bandwidth Reduction

Minimizes WAN bandwidth to reduce cost

Yes No N/A N/A N/A

Integrated IP WAN transport

Ability to leverage IP network for DR


N/A No (Separate License)

N/A

Long Distance Support

Provide optimization for any distance WAN connection

Yes Limited Distance

N/A Limited Distance

N/A

History Volume Compression

Reduces footprint of storage device for recovery

Yes N/A No N/A No

CDP Recovery Bookmarks

Provides time-stamped application recovery points

Yes N/A No N/A No

Integrated CDP & Remote Replication

Provides protection from a number of different failures

Yes No No No No

Kashya Comparison vs. EMC


Alternative Comparison - IBM

Solution Value Kashya PPRC Flashcopy SVC



Yes DS6000 DS8000

DS6000 DS8000

Yes



Yes PPRC Sync N/A PPRC only


Yes Yes N/A Yes

Bandwidth Reduction


Yes No No No



Yes N/A N/A Yes




N/A Limited Distance



Yes N/A No N/A



Yes No No No



Yes No No No

Kashya Comparison vs. IBM


Alternative Comparison - HDS

Solution Value Kashya TagmaStor UDR

Shadowcopy

Copy-on-write



Yes Yes No (Lightning only)

No (Lightning only)




No N/A


Yes Yes No No

Bandwidth Reduction


Yes No No No




No (Separate License)

No




Limited Distance

No



Yes No No No



Yes No No No



Yes No No No

Kashya Comparison vs. HDS


Targeting Prospects

How to target a prospect for Kashya: Heterogeneous Storage Infrastructure (SAN):

EMC, IBM, HDS, HP disk arrays

Mission Critical Applications: Oracle, DB2, SQL, Exchange SAN environments

High Availability Requirements: Disaster Recovery, Business Continuity, HA Failover,

Corruption Protection, Data Migration, Disk-Disk Backup

Vertical Markets: Financial Services, Healthcare, Manufacturing, Technology,

Broadcast/Media. Insurance, Service Providers,


The “Perfect” Prospect

“The perfect prospect” Budgeted for DR/Business Continuance Plan for DR/Business Continuance Need for DR/Business Continuance

AND “Loves” Cisco (SANTap) Has “brands” of Storage Long Distance Replication needs IGS a factor

AND The more TB’s the Merrier!!

Bandwidth, bandwidth, bandwidth …. Consistency Groups Bookmarking


Kashya Wins – Government (ND)

Environment: IBM ESS Shark & DS4000, HP EVA at remote site McData and Brocade Fabric with SVC deployed within SAN Oracle and Exchange

Competition: FalconStor

Winning Tactics: Complimentary solution to SVC WAN Compression, policy SLAs for Exchange and Oracle

KBX5000 KBX5000

ESS Shark

SVC SVC

HP EVADS4000


Kashya Wins – Financial Services (UK)

Environment: 300TB EMC DMX & Clariion Cisco Fabric (SANTap) Currently using SRDF

Competition: EMC SRDF & MirrorView (replacing SRDF)

Winning Tactics: Clean integration with Cisco SANTap Supported both DMX and Clariion storage platforms

KBX5000 KBX5000

DMX CX500


Kashya Wins – Supply Chain Automation (NYC)

Environment: EMC CX500 (local) EMC CX300 (remote) Oracle Database and Exchange

Competition: Veritas VVR / EMC Mirrorview

Winning Tactics: Superior Performance and Ease of Use Non-disruptive DR drills (no log shipping)

KBX5000 KBX5000

CX500CX300


Kashya Wins – Large Realty Company (NJ)

Environment: Xiotech 3D Storage, Brocade Fabric MS Windows Clusters, File Systems, Exchange and SQL

Competition: EMC

Winning Tactics: Cost of implementation, Ease of Use Significantly lower RPO SLAs Seamless failovers to remote site

KBX5000 KBX5000 Xiotech Xiotech


Kashya Wins – Healthcare (NYC)

Environment: 100+TB EMC DMX at Local and Remote Site, ESS also at remote site Cisco fabric (SANTap) with IBM SVC (through IGS)

Competition: EMC (Incumbent)

Winning Tactics: Stronger value proposition for replication and recovery Seamless integration with Cisco and SVC Customer can separate disk purchase vs. data protection

KBX5000 KBX5000

DMX DMX

SVC SVC

ESS Shark


Selling Kashya Solutions - Summary

Strong Partner Value Proposition Critical solutions with excellent partner margins

Strong IGS and Cisco Alliances Kashya adding additional strategic SAN partners

Cost effective solutions, easy to use Significant TCO reduction with demonstrable ROI

Beats EMC in the field Superior technical and business justifications

Q405 V1.0 © 2006, Kashya, Inc. All rights reserved 1 Selling Kashya Solutions.

Documents

kashya solutions

cost effective data

switch kashya kbx5000

solution kashya kbx5000

solution journal

local journal

use slide

remote data processing