arcserve d2d od for windows azure isv summit 2012 02 29
TRANSCRIPT
CA Technologies: Innovating with the first Cloud Backup to Azure
Rob Minaglia, VP Strategic Alliances, CA [email protected] 914-262-2003 mWindows Azure Partner Executive SummitWoodinville, WA 2/29/2012
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Copyright © 2012 CA. All rights reserved. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA Technologies assumes no responsibility for the accuracy or completeness of the information. TO THE EXTENT PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIES PROVIDES THIS DOCUMENT “AS IS” WITHOUT WARRANTY OF ANY KIND, INCLUDING, WITHOUT LIMITATION, ANY IMPLIED WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR NONINFRINGEMENT. In no event will CA Technologies be liable for any loss or damage, direct or indirect, in connection with this presentation, including, without limitation, lost profits, lost investment, business interruption, goodwill, or lost data, even if CA Technologies is expressly advised of the possibility of such damages.
Legal
Agenda
—Introduction
—Market drivers and making the choice for Windows® Azure™
—Customer and channel value proposition −New cloud business model
−Pricing and packaging
−Sales, marketing & distribution
#1 Management Software Vendor*
$4.5 billion annual revenue and strong profit
~$500 million and ~5,000 people annually designing and supporting software
30+ years in business managing complex heterogeneous environments
31 of top 40 products are enabled by Microsoft
CA Technologies Overview
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CA Technologies is an IT management software and solutions company.
Our products enable customers to model, assemble, automate, manage, secure and assure IT environments and deliver more flexible IT services.
CA Technologies makes agility possible.
* Source: Forrester Research, Inc., “Who’s Who in IT Management Software 2.0” by Jean-Pierre Garbani and Thomas Mendel, August 12, 2010
CA addresses cloud management, assurance & security - for customers, service providers and ourselvesThe New Heterogeneity
Which applications do we move to which cloud models when?
How do we minimize security, compliance and availability risks?
How do we avoid vendor lock-in?
Which operational processes do we keep, tweak or transform?
How do we make sure it is all working together for business value?
New Questions
Fabric
Converged infrastructure
New datacenter
Existing datacenter
Virtualization
HybridCloud
IaaS
Traditionalservices
CA provides visibility and control to decide on, migrate between, and
manage across cloud and traditional service models from a business service
value perspective.
Build on PaaS
SaaS
Privatecloud
Cloud burst
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2012 Flagship: ARCserve D2D On Demand
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CA ARCserve® High AvailabilityApplication Availability
CA ARCserve® ReplicationContinuous Copy
CA INSTANT RECOVERY ON DEMAND
CA ARCserve® Backup recovery
CA ARCserve® D2D
Rapid Recovery
CA ARCserve®
ON DEMAND
CA ARCserve® Central
ApplicationsCentralized Management
1.Why cloud? Top growth driver for ARCserve (67% of SMB’s)
2.Why now? Adoption rates and competitive entry
3.Why Windows® Azure™? Support, brand and channel alignment
Most common cloud concerns & drivers
RiskCost SpeedCIO’s top concern about supporting business goals:
Lack of agilitySource: InformationWeek Analytics 2010 Global CIO Report,
Return to Grown, May 2010
51% of CIOs are concerned about falling victim to a:
Major security breachSource: Q1 2009 Global CIO Threats and Opportunities Online
Survey, Forrester Research, Inc.
To reduce costs, 78% of CIOs are considering:
Moving into the cloudSource: Security of Cloud Computing Users, Ponemon
Institute Survey, May 2010
Distribution Channels
CA ARCserve D2D On DemandHybrid Protection and Recovery
Data copy & archive into
cloud
D2D LocalRepositoryRestore
Backup
Restore
Servers and Workstations
Data Copy/Archive
BackupBackup
Integrated w/Microsoft Windows® Azure™ *
• Innovative user experience
• Pooled Storage Shared Across Machines
• Complete Data Security
• 99.9% Availability at Trusted Provider
• SaS70 Type II Certified
A New Type of ARCserve Product: Subscription-based with a Channel-friendly Administrative Portal
10 CA ARCserve D2DoD – CA Confidential Copyright ©2012 CA. All rights reserved.
Channel and pricing
Machine License
Additional Storage
* Includes 25GB of Azure Storage
One Month AnnualWindows Server $50.66 $607.92
Windows SBS Server $36.79 $441.48Windows Desktop $17.31 $207.74
Price per Machine* MSRP
Price for Add'l Storage
Allocated across any machine(s) in organization
Monthly Price/GB
Monthly Annual
25 GB/month $0.55 $13.75 $165.0050 GB/month $0.52 $26.13 $313.50
100 GB/month $0.50 $49.50 $594.00250 GB/month $0.47 $116.88 $1,402.50500 GB/month $0.44 $220.00 $2,640.00
1 TB/month $0.41 $412.50 $4,950.005 TB/month $0.39 $1,925.00 $23,100.00
MSRP
Non-disruptive to the channel: 2-Tier Distribution,
4 tier billing model• Opportunity for existing VAR/LARs,
MSP’s
• Shift to Recurring Revenue
Compared to traditional
licensing
• ASP for perpetual license ~2x
subscription
ARCserve Cloud Backup on Windows AzureBusiness Summary
1. CA challenges− Treating AWS investment as sunk cost
− Two tier billing
− Data privacy outside the U.S.
− On ramp costs for larger customers
2. Microsoft accelerators− Speed and flexibility in structuring the agreement (network,
migration window)
− Design and architectural support
− Programs and co-promotion
− Resolution of legal questions on foreign privacy issues
− Aligning sales incentive with local Microsoft sales teams ($50K threshold)
SMB concerns – ADDRESSEDChannel opportunities – EXPANDED WITHOUT DISRUPTION
Time
Reduces restore time
Cost
Optimizes the IT cost structure
• How long will it take to get my data back in the case of disaster?
• Can I recover my data from anywhere & anytime?
• Can I reduce my overall data protection costs?
• Is there a subscription based option?
Risk
Data securityand visibility
• Is my data secure while in transit?
• Is my data secure in the cloud?
• Am I still able to do bare-metal restore?
Distribution Channels
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— http://www.microsoft.com/enterprise/partners/ca.aspx
— http://www.ca.com/us/partners/spotlight.aspx?cid=30444
— http://www.marketwatch.com/story/new-ca-arcserve-d2d-on-demand-delivers-fast-cost-effective-hybrid-data-protection-to-smbs-2012-02-23
For more information