Solution Battlecard: Backup & Archive to AWS - Amazon AWS

Solution Battlecard: Backup & Archive to AWS WHAT TO LOOK FOR • Tape replacement initiatives • Data center consolidation projects • Need to implement a net new storage tier • Desire to take advantage of the cloud’s OpEx model • A rising storage budget due data growth and stale data on primary storage • Customers running workloads in the cloud without appropriate backups

COMMON PROBLEMS • Cost of tape infrastructure media and maintenance is considered too high • Data center space is scarce and costly • Perceived risk in using cloud infrastructure – less risky testing is needed • Capital Expense (CapEx) is required to implement additional storage tiers in the data center • Inadequate protection of cloud-based workloads due to assumption that native replication tools provide adequate protection

QUESTIONS TO ASK • Are you using tape as part of your backup infrastructure? Have you considered using AWS S3, S3-IA, or Glacier storage? • How are you controlling growth in your storage costs? Have you considered AWS cloud storage as part of your storage tiering strategy? • Is your data center capacity a bottleneck in your ability to scale? Is it cost-effective? • Do you have workloads running in AWS or another cloud platform today? How are you protecting the data from those cloud instances?

COMMVAULT & AMAZON WEB SERVICES BENEFITS • Reduced costs through tape replacement with AWS cloud storage • Reduced data center footprint results in more efficient use of resources • Mitigated risk in testing cloud infrastructure with backup data before taking production workloads to the cloud • Operationalize capital expense to right-size infrastructure costs • Enhanced protection of cloud-based workloads increases uptime • Deep integration & support for AWS storage technologies including S3 Standard, S3-IA, Glacier, Snowball, and EBS

WHAT TO SELL DATA PROTECTION FOUNDATION (DPF)

VM BACKUP & RECOVERY ADVANCED

• Backup & Recovery for physical, virtual or cloud workloads • Native cloud integration • Capacity license • Perpetual

• Backup & Recovery for VMs only (VMware, Hyper-V, Xen, RHEV, or AWS EC2/ EBS) • Native AWS EC2 & EBS cloud integration • “Per VM” or “per socket” license • Perpetual

Commvault SKU: • SB-C-DPF-1T-A (1 TB)

Commvault SKUs: • SB-cSIM-V-AF-10 (10 VM pack) • SB-cSIM-S-AF (socket)

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Solution Battlecard: Backup of AWS Instances WHAT TO LOOK FOR • “Cloud-first” initiatives or cloud strategies • Cloud migration projects • Data center consolidation projects • Customers running workloads in the cloud without appropriate backups • Transitioning from the development of new cloud applications into production

COMMON PROBLEMS • Unprotected AWS instances create a high risk of data loss - this represents most cloud-based workloads today • Agent-based backups for every cloud instance creates significant management overhead and an inefficient infrastructure • Inadequate protection of cloud-based workloads due to assumption that native replication tools provide adequate protection - corruption creates a major risk • Perceived risk in using cloud infrastructure because of lack of trusted, enterprise-class data protection

QUESTIONS TO ASK • Are you running workloads in the cloud today? How are you protecting the data from those workloads? • Are you using the replication functionality in AWS today as your “backup?” Have you thought about what would happen if data were corrupted and then replicated? • Are you using an agent in your AWS instance for backup? Would you prefer an agentless approach? • Have you reviewed the cost of creating and retaining backups of EC2 instances in AWS?

COMMVAULT & AMAZON WEB SERVICES BENEFITS • Mitigated risk through trusted, enterprise-class data protection for cloud instances • Enhanced protection of cloud-based workloads increases uptime • Agentless protection of AWS instances enables more efficient backups and reduces management overhead • Deep integration & support for AWS storage technologies including S3 Standard, S3-IA, Glacier, Snowball, and EBS reduces risk • Better management of the backup data for EC2 instances can have a significant impact on monthing billing for AWS

WHAT TO SELL DATA PROTECTION FOUNDATION (DPF)

VM BACKUP & RECOVERY ADVANCED (OR COMPLETE)

• Backup & Recovery for physical, virtual or cloud workloads • Native cloud integration • Capacity license • Perpetual

• Backup & Recovery for VMs only (VMware, Hyper-V, Xen, RHEV, or AWS EC2/ EBS) • Native AWS EC2 & EBS cloud integration • “Per VM” or “per socket” license • Perpetual

Commvault SKU: • SB-C-DPF-1T-A (1 TB)

Commvault SKUs: • SB-cSIM-V-AF-10 (10 VM pack) • SB-cSIM-V-C-10 (Backup/Migration/DR; 10 VM pack)


Solution Battlecard: Migration to AWS EC2 WHAT TO LOOK FOR • Organizations looking to move entire workloads into the cloud • Organizations delaying server refreshes or other capital expenses • Data center consolidation projects

COMMON PROBLEMS • Platform incompatibility makes migration to the cloud difficult and slows projects • Biased migration tools only convert workloads one direction • Legacy backup tools have limited support for cloud and often rely on manual tasks • Multiple point tools for cloud provisioning, management, and backup create management complexity and increase costs • Risk of data loss or data security issues when moving workloads to the cloud

QUESTIONS TO ASK • Do you have workloads that you’re considering moving to the cloud today? How do you plan to migrate them? • Once your workload is running in AWS, what is your data protection plan? • Are you concerned about data loss or security when moving workloads to the cloud? How do you plan to mitigate those risks?

COMMVAULT & AMAZON WEB SERVICES BENEFITS • Cross-platform migration capabilities mitigate many platform incompatibilities, making workload portability simple and efficient • Spans physical, virtual and cloud platforms, eliminating the need for point tools • Workload portability allows for simple movement of workloads to/from any platform including VMware, Hyper-V, AWS, & Azure • Combines backup & recovery with operations management for greater automation and efficiency of provisioning, migration, reporting, and much more • Agentless backup integration with AWS EC2 and EBS enables fast, efficient data protection of cloud-based workloads after migration

WHAT TO SELL BACKUP + CLOUD MIGRATION

BACKUP + CLOUD MIGRATION BUNDLE

• Uses DPF (capacity) OR VM Backup & Recovery Advanced/Enterprise for base backup • Adds cross-platform migration capabilities • Perpetual licenses

• Base bundle of 5TB of DPS, App Agents, and 50 VMs of Cloud Recovery • Upgrade bundle in 1TB increments with same components • 1-YEAR TERM LICENSES

Commvault SKUs: • SB-C-DPF-1T-A (Backup; 1 TB) • SB-cSIM-V-AF-10 (Backup; 10 VM pack cSIM complete) • CN-ADR-OI-10 (Migration/DR; 10 VM pack) ADR provides automation • SB-cSIM-V-C-10 (Backup/Migration/DR; 10 VM pack)

Commvault SKUs: • SB-C-DPCL-5T-T1 (5TB base bundle) • SB-C-DPCL-U-1T-T1 (1TB upgrade)


Solution Battlecard: Disaster Recovery in AWS WHAT TO LOOK FOR • Changing SLAs for tier 2 & 3 workloads, creating a need for disaster recovery capabilities • Data center consolidation projects • Issues with cost of dedicated DR infrastructure • Events causing downtime of less critical workloads that create larger-thanexpected issues for IT • Remote or branch offices requiring cost-effective off-site storage and/or recovery options

COMMON PROBLEMS • Displaced DR solutions due to data center consolidation projects • Platform incompatibility complicates disaster recovery scenarios leveraging cloud infrastructure • Tightening SLAs for tier 2 & 3 workloads result in RPOs & RTOs that mandate disaster recovery solutions where none are in place or in budget • Cost of dedicated DR infrastructure is less palatable when compared with the utility model of cloud infrastructure • DR runbooks are complex, and aren’t tested frequently, adding risk to DR scenarios

QUESTIONS TO ASK • Have you considered using AWS infrastructure as part of your disaster recovery strategy? • Do you have workloads for which you need disaster recovery, but cannot afford dedicated infrastructure? Have you thought about using cloud infrastructure to meet this need? • Are your data center consolidation projects causing any changes to your disaster recovery scenarios?

COMMVAULT & AMAZON WEB SERVICES BENEFITS • Cross-platform recovery capabilities mitigate many platform incompatibilities, making DR to the cloud simple and efficient including repatriation back to your own DC • Workflow automation automates DR runbooks, reducing errors and enabling frequent DR testing • Cloud DR capabilities make DR affordable for tier 2 & 3 workloads that have never had it before • Custom-fit backup & recovery enable right-sizing of data protection to fit every SLA • Agentless backup integration with AWS EC2 and EBS enables fast, efficient data protection of cloud-based workloads after disaster recovery

WHAT TO SELL BACKUP + CLOUD DISASTER RECOVERY • Uses DPF (capacity) OR VM Backup & Recovery Advanced/Enterprise for base backup • Adds cross-platform recovery and DR automation capabilities • Perpetual licenses


Commvault SKUs: • SB-C-DPF-1T-A (Backup; 1 TB) • SB-cSIM-V-AF-10 (Backup; 10VM pack) • SB-cSIM-V-C-10 (Backup/Migration/DR; 10 VM pack) • CN-ADR-OI-10 (Migration/DR; 10 VM pack)

Solution Battlecard: Handling Objections COMMON OBJECTIONS We’ve already got a backup solution in place. I’m fine with what we’re already doing thanks. • Wouldn’t it make sense to compare what you are currently doing to what might be possible? For example, are you still using tape, and would you like to look at other, more cost-effective options in the cloud? • We’ve found in working with many customers that it is easy to get data off-site in to a cloud platform, but actually running recoveries or accessing that data once it is there is often impossible with other backup solutions...or at least much more complex than they originally thought. Commvault expertise lies in this critical area. • Are you really getting the value out of your investment in the cloud you expected? Not just in terms of managing the costs in the cloud, but real business value. Most customers we work with are finding they can maximize the value of their cloud infrastructure with the smart cloud operations tools we bring to the table as part of our data management solution.

I’ve got to reduce costs, not add to them. • This solution can help you drive efficiencies and reduce costs—as well as avoid potential spend down the road. It can also help you reduce/control risk in the cloud. • Commvault can help customers realize substantial potential savings as compared to Amazon Native Backup. I don’t need a data/information platform. If I need anything it’s a solution that solves this for me—and nothing more. • We’re not talking about a data management platform—we’re talking about powerful smart cloud tools. The great news is that you can now take advantage of our best of breed technology to improve your cloud operations on a stand-alone basis, without having to invest in the whole platform. Then, if you ever need more of the functionality we offer, you can add that whenever you want without adding the complexity of a point tool. It’s a truly modular solution.

I have enough technologies deployed already—I’m not looking to add more.

From experience I’ve heard that Commvault is an expensive solution, so I think I’ll pass on this.

• I know what you mean and I hear this from many of your counterparts. Commvault actually streamlines your environment, reducing the number of solutions that you have to deploy and maintain — let us show you how.

• This is exactly why we need to continue our conversations-we have new licensing options that make it very cost effective to utilize our best of breed solution—I think you will be pleasantly surprised.

I’m looking to reduce complexity, not add to it. • Exactly—this is what we do. We reduce complexity and risk by improving your ability to drive value from what you already own—we can help you manage your cloud resources even more efficiently.
