EMC Avamar

Quick Selling Guide

SOLUTION DESCRIPTION EMC Avamar is a complete backup, recovery, and DR software solution with integrated global data deduplication technology that identifies redundant sub-file data segments at the source, reducing daily backup data before it is sent over across existing WAN/LAN links and virtual infrastructure and stored to disk. Unlike traditional weekly fulls/ daily incrementals, Avamar delivers fast, daily full backups. Avamar Differentiation Global, source data deduplication Customer Benefit Reduces network bandwidth for backup by 500x, backup times up to 10x, and total storage up to 50x

Encrypted WAN/LAN backups

High availability, reliability, and scalability Centralized management Fast, single-step recovery VMware infrastructure protection Desktop/laptop protection Export of data to tape

Protects data with encrypted, electronic daily backups via existing network bandwidth; reduces or eliminates need for tape infrastructure and processes
Provides fault tolerance across nodes via RAIN architecture; verifies data recoverability and server integrity daily; enables growth without disruption via scalable grid architecture Manages multi-site backup control operations with from a single location and with intuitive, web-based management, at-aglance dashboards; automates policy based management Recovers data (whole backups, files or directories) quickly, no need to restore last good full/subsequent incremental backups Reduces resource utilization on highly consolidated host servers; supports all vSphere 4 backup options Extends enterprise-class protection to corporate desktops/laptops; non-disruptive performance and self-service recovery makes it easy for end-users and IT Supports policy-driven process to export/restore deduplicated data to and from tape for longer-term storage

GENERAL QUALIFYING QUESTIONS WHAT TO SELL Avamar software only, Avamar Data Store, Avamar Virtual Edition for VMware, Avamar Services Are backup windows being met? Are you getting successful daily backups? CROSS-SELLING OPPORTUNITIES Are you having trouble trying to backup across EMC NetWorker, EMC Data Protection bandwidth constrained LAN/WAN? What types of applications are you backing up? Largest AVAMAR SOFTWARE AVAMAR DATA STORE AVAMAR VIRTUAL EDITION FOR DB? VMware Agent-only Fully integrated Are you currently engaged in or planning any of the or deployed software/ hardware Avamar following projects? Avamar VM on qualified, solution server Compliance/encryption project? industry Data migration project? deployed as Operating System standard Virtualization/server consolidation? a virtual servers

appliance

EMC Confidential EMC Corporation. All Use Only Copyright 2010 Internal and Partner rights reserved.

EMC Avamar
Use Case Data Center Customer Pain Point

Use Case Map

Qualifying Questions Are you running out of floor space, power, cooling in the data center? Has backup to tape become a security risk? What is your DR strategy? Avamar Value Payback in as little as 12-24 months; up to 98% less storage vs. traditional full/incrementals over 6 month retention Avoid/delay costly data center builds Use existing bandwidth, eliminate tape/ management costs

Data growth driving increases in backup storage and related costs. Data center power and floor space limits. Excessive amount of time between completed backup and its availability offsite for DR.

VMware Infrastructure

Dealing with server virtualization specifically, slow backup of virtual infrastructure resulting from contention for physical server resources.
Protecting data outside the data center. Costs and management of remote office/branch office backup infrastructure

How many ESX hosts and virtual machines do you have? Are they in test/development or production? How do you currently back them up (Guest OS, vStorage APIs)?
Are backups/restores being completed regularly and reliably? Are you having trouble centrally managing remote backups? Are the remote sites getting successful offsite copies? Are backups taking too long to complete? Not completing/leaving data unprotected? Are backups consuming too much client resources? Is bandwidth constrained, extending backup times beyond what is reasonable? Can users initiate their own backups/restores? Are you doing NDMP backups? Do you have any servers with >1 million files? Are you able to backup/restore within your RPO/RTO?

Cost benefits of increased server virtualization Reduces impact on shared resources; faster backups for virtual infrastructure

Remote/ Branch Office

Lowest possible TCO, use existing bandwidth, eliminate tape/management costs at each location Centralized, improved and expanded protection with less risk Less complexity to manage Simplifies IT operations and reduces costs Reduces daily network impact by up to 99%, backend up to 50% Non-disruptive, and self-service recovery model makes it easy for end users to restore data Simple, capacity-based licensing models, no per seat licensing fees Higher NAS utilization rates, reduce tape costs, associated network costs Meet backup windows (90% faster, up to 99% less data moved); have more time available for backup of other systems; faster, less complex recoveries

Desktops/ Laptops

Backups are taking too long to complete, impacting client performance, constraining network. An ad hoc approach (has lead to increased risk of lost data and productivity. Slow, repeated full NDMP backups causing missed backup windows and complex, slow recoveries form full plus incremental backups results in inability to achieve true NAS consolidation,

NAS/NDMP Storage

TCO/ROI What are the annual costs associated with: Hardware maintenance fees: tape drives, tape library, physical backup servers, backup associated SAN ports/switches Software maintenance fees: client licenses, application modules, drive/library modules POWERLINK INFORMATON Tape media purchases Home > Products > Software A-B > Avamar Offsite tape storage and transportation Incremental spend: tape hardware, software, media, and SNA upgrade to keep pace with data growth? EMC.COM INFORMATION Encryption displacement? http://www.emc.com/products/family/avamar-family.htm Increased virtual server consolidation: power and cooling, data center space? Reduced network cost: LAN/WAN? EMC Confidential EMC Corporation. All Use Only Copyright 2010 Internal and Partner rights reserved.