Unitrends Corporate Overview 1123short

Unitrends Corporate Overview – 2012/Q4

Mike Coney, President and CEO | [email protected]. Mark Campbell, Chief Strategy/Technical Officer | [email protected]

• Purpose built backup appliances (PBBAs) to sit at intersection

of several large rapidly growing market segments

• As downtime tolerance diminishes, PBBAs embraced by enterprises for local and remote site backupo Turnkey approach to data

protectiono Improved performanceo Lower TCO

• Drivers for increase investments in PBBAs includeo Need to improve backup windowso Need to provide faster restore and recovery

timeso Need to enable seamless integration with

existing backup applications

• PBBA solutions provide a rich feature set: virtual server

protection, rapid recovery and data deduplication

Unitrends Market – Key trends driving growth

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Enterprise SystemBackup/Recovery

Software

AggregateCloud

Storage

Disk-BasedBackup

Customer Adoption Intensifying

Market Overview

PBBA Market Size by Revenue

Enterprise Backup Market Size by Revenue

2010 2011 2012 2013 2014 2015 2016

$3,553 $3,800 $4,047$4,310

$4,590$4,889

$5,206

6.5% CAGR

Cloud Storage Market Size by Revenue

2010 2011 2012 2013 2014 2015 2016

$451$1,100

$1,749$2,781

$4,422

$7,030

$11,178

59% CAGR

23% CAGR

2010 2011 2012 2013 2014 2015 2016

$1,690$2,424

$3,169$3,900

$4,603$5,265

$5,881

Unitrends Positioning

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Leading Supplier of Mid-Market Backup Solutions

Positioned for Success

Roadmap Sets-up FutureCore Market Poised for Future Growth

• Data capacity shipped 63% CAGR

• $6Bn marketby 2016

Impressive Financial Performance

• Price points from $199 to $100k

• Outpacing the competition: fastest growing backup and recovery vendor in the middle market

• At the intersection of several rapidly growing, thematically driven markets: cloud, virtualization, PBBA, big data, unstructured data explosion

• “Adapt to the client” differentiated competitive approach for physical + virtual backup in heterogeneous environments

• Streamlined inside sales model generates high close rates on new business and strong visibility into pipeline, high renewal rates

• Product roadmap to take advantage of the cloud’s impact on the backup market , via cloud to cloud data management support to facilitate backup, archiving, search and analytics – tiered and SSD storage architecture

• Software only offering is driving higher gross margins

Unitrends Leads the Pack!

• Nearly 3,500 assets

• Over 2,500 customers

• 99% Customer satisfaction

• Big Data to grow 77% annuallythrough 2015

• Leaders still emerging

FY2012P FY2013E FY2014E FY2015E FY2016E69

69.5

70

70.5

71

Gross Margins

>75%

2011 2012P 2013E 2014E 2015E 2016E

0

20,000

40,000

60,000

80,000

100,000

120,000

140,000

RevenueFY2012P FY2013E FY2014E FY2015E FY2016E

0

5

10

15

20

EBITDA

>15%

What Makes Unitrends Unique?

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Pricing

TCO

Marketing

Sales Cycle

Technology/Architecture

Target Market

High price, low volume, high maintenance costs

Midsize and larger enterprises

Costly, complex to deploy and manage

Largely direct, some channel-driven sales

Months to quarters

Migration limits, forklift upgrades

Affordable, high volume, low maintenance

SMB to SME

Ease of deployment and operation

Indirect, direct via web and channel

Less than 60 days

Broad PAM, linear scalability/performance

Accelerating Customer Acquisition

• Purpose built for underserved SMB & SME markets

• 200 Competitive replacements YTD

• 750 New logos YTD

• High Renewals Rates

• 98% Customer Satisfaction

Product, Technology, and R&D

Unitrends Confidential Page 5

PhDMSBS/Equiv

Average Enterprise Storage/Server Experience: 20 Years

R&D Staff

Technology

• Simply Scalable™ technology scales out, scales up, and scales down

• Best-in-class Time-to-Value (TtV)

• Unified next-generation data protection technologies: backup, archiving, failover virtualization, and replication

• Unified block and file data protection

• Unified agent and agentless data protection

• Unified host- and guest-level data protection for both

virtual and physical environments

Shrink-wrapped enterprise-class appliances, software, and cloud

Product and Services Overview

On-PremiseWhat We Protect• Heterogeneous: 100+ Versions• Applications, virtual, physical, SAN,

NAS, DAS

On-PremisePhysical & Virtual Appliances

• Physical Backup Appliances• Unitrends Enterprise Backup™ - Hyper-V• Unitrends Enterprise Backup™ - VMware

On-PremiseArchiving• Disk, Tape, NAS, and SAN

Off-PremiseDisaster Recovery• Public/Private Storage Cloud (Archiving)• Public/Private Compute Cloud

(Replication)Public/Private Cloud

A Highly Effective Sales & Marketing Engine

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• A finely tuned sales & marketing model drives predictable revenue and growth focused culture

• Meticulous and disciplined process management, including close tracking / monitoring of sales activity generates significant sales visibility

• Growing Boston based inside sales team, coupled with effective web self service and free-to-paid software model ensures short sales cycle and improved sales productivity

• Extensive partner network and “UniRewards” driving partner loyalty

• Greater than 90% renewal rates

Inside Sales/Web Self Service

Web Content Social Media Analyst Coverage

Strong Focus on Digital Marketing

2011/q1

2011/q2

2011/q3

2011/q4

2012/q1

2012/q2

2012/q3

2012/q4

0

2

4

6

8

10

12 Robust Opportunity Creation

400 Partners and Growing

Field Locations

Territory Channel Sales

SMB SME

$ in

Mill

ions

Significant Growth Opportunities Along Multiple Dimensions

Unitrends Confidential Page 7

Expansion Beyond Traditional Data Protection• Unique asset base enables

new adjacent market opportunities in data analytics, security, etc.

Leverage Unitrends as a Consolidation Platform• Explore future M&A

opportunities

Increase Penetration of the Medium Segment in SMB/SME• Develop channel

delivered pro-services to react to customer demand

Continued Product Innovation• Hybrid cloud offering

with low on-premise footprint

Expansion of Inside Sales & Marketing Organization• Upsell/cross-sell within

existing customer base• Expand channel relationships

and strategic alliances

Expand Geographical Footprint• APAC, EMEA and Latin

America

Tactical Growth Opportunities

Strategic Growth Opportunities

Leading Provider of Data Protection for SMBs

Global Leader in Unified, Scalable Data Protection On and Off-Premise

for the Mid-Market

Strong Management Team with Significant Industry Expertise

Unitrends Confidential Page 8

Mike Coney

Dr. Mark Campbell

Tim Wallick

Jim Caro

Eric Dougherty

Jennifer Sullivan

Joe Balazs

Bob Gagnon

Years of Relevant

Experience

30+

30+

16+

20+

30+

25+

20+

18+

Significant Industry Experience with Proven Track Record

Success in Executing a Cloud Based Business Model

Seasoned Leadership Team

Chief Executive Officer

Vice President of Sales

Vice President, Engineering and Support

Vice President Channels

Chief Strategy Officer

Chief Financial Officer

Senior Vice President, Corporate Development

Vice President of Marketing