0. Speaker Context – INTERNAL USE ONLY
Target Audience
IT Exec : VP-IT, DIR-IT, CIO
Group Manager for Backup, Storage or Client System Protection
Compliance or Risk Officer
Partner Exec, MSP
Objectives
Levelset on their pain points & challenges
Show value prop for both DT/LT (Edge) and bigger Simpana ® platform
Become the front-runner for Desktop Laptop protection at a minimum AND earn consideration for broader backup & archive takeout
It is not intended to replace a technical deep dive or architecture discussions with SEs.
Prospect Comparisons
Software products like EMC Avamar, Symantec DLO, or even IBM
Managed services from IBM, EMC Mozy, Iron Mountain, i365, or numerous Tier 2 solutions.
Preso
15 mins, 5 slides + backup of your choosing
Use the “ Edge Data Protection Solution Interfaces” presentation to show the UI
This is guidance for the CV sales exec as they prepare for the meeting & discussion with the prospect.

1. Target Environments – INTERNAL USE ONLY
Ideal Customer Profiles
Larger companies with distributed workers, a higher percentage of mobile workers and numerous ROBO environments. Desktop/laptop refreshes can be a catalyst event for enterprise-wide edge protection.
Heterogeneous client operating systems (i.e. Mac and Windows shops). Bring your own device (BYOD) initiatives are a very hot topic now. Our solution is attractive to IT organizations that are giving their users more flexibility.
Those that have allowed end users to backup on their own USB drives or expense/purchase cloud solutions like Mozy on their own are realizing that they have no way to discover or ensure the security of important business information
Industries with legal, regulatory and compliance demands
Existing CommVault customers that aren’t protecting laptops/desktops or that have the old WBA solution
By always asking about laptop/desktop protection deployments you can uncover opportunities – even in accounts that might have another provider for data center backup.
This is guidance for the CV sales exec as they prepare for the meeting & discussion with the prospect.
The first is straightforward…. Larger companies with distributed workers, mobile workers numerous remote office branch office environments.
This doesn’t mean that our solution isn’t a fit for desktops in the corporate campus, it just means that our solution will probably shine brighter for mobile & ROBO situations.
Also, don’t forget to search out prospect plans for a desktop/ laptop refresh. Budgets are opening up and a catalyst event like this is the perfect opportunity to penetrate a new account. And the best way is to engage the prospect early so that the Desktop Laptop Solution is designed-in from the start.
The second target is desktop laptop environments with heterogeneous OSes like Windows & Mac.
You’ll see growing pockets of Mac users and notebooks on various levels of Windows.
The Desktop Laptop environment is getting more diverse every day.
And because so many of our competitors have significant restrictions with their OS support, this is often a very clear differentiator.
Along these same lines, look for prospects that are currently feeling the pain of requiring endusers to shoulder the burden for protecting their desktops or laptops.
Research shows that about 35% of companies who indicate that they protect their PCs…. actually “require” each individual enduser to manually copy files to a corporate server or to copy files to their own USB HDD. Sounds like shock therapy to me.
Well, when it comes down to reality, these PCs are not being protected regularly and sound compliance is not being achieved. There is plenty of hidden opportunity here.

2. Empower the Mobile Worker and Protect Data at the Edge
Welcome to the Empower the Mobile Worker and Protect Data at the Edge webinar. We’ll talk through why more organizations are implementing edge protection, the challenges, the CommVault solution and demonstrate the ease of use and powerful features it offers that help you solve this problem and deliver value.

3. Why organizations are finally tackling data at the edge….
Quick access to files on phones and tablets
Remote workers and offices with limited connectivity
eDiscovery requests
Accidental deletion
Strain on IT helpdesk for data recovery
Employees storing sensitive data outside IT control in personal cloud services
Compliance and governance mandates
Lost or stolen laptops
Failed hard drive

4. More information is at the edge
Mobile worker numbers increasing1:
3 out of every 4 workers are going mobile
More data outside the data center
Mobile device sales skyrocketing2
More devices with larger drives
End users are self-selecting backup and file-sharing options which brings discovery and security risks
Need automation to ensure consistency
Data has to be secure yet easily available for compliance and eDiscovery
The challenges are daunting when it comes to managing data at the edge.
Mobility for employees is increasingly becoming the norm. Mobile worker are expected to grow 29% between 2008 and 2013, and, as you can see in the US, they will make up ¾ of the workforce by then.
In addition, desktop, laptop and mobile device sales remain strong. They are helping enable the creation and storage of valuable information outside the enterprise’s control and their capacity to store information continues to grow with advances in hard drive sizes that reach into the TB range now.
And if IT isn’t helping them, end users are self-selecting. What’s scary for IT is the exploding number of choices in backup services they have, with new ones opening all the time. End users don’t have the same understanding of the reliability and security of these operations, where sensitive corporate data might be stored or recognize how IT will discover data stored in them.
Sources:
IDC Market Analysis Report, Worldwide Mobile Worker Population Forecast, by Stephen D Drake, Justin Jaffe, and Raymond Boggs (Doc # ), June 2010
eTforecasts, Worldwide PC Market Report.
IDC Market Analysis Report, Worldwide Mobile Worker Population Forecast, by Stephen D Drake, Justin Jaffe, and Raymond Boggs (Doc # ), June 2010
eTforecasts, Worldwide PC Market Report.

5. According to Dave Russell, research vice president, Storage Technologies and Strategies, "more than two thirds of all organizational data resides outside the data center and the majority of that is unprotected by IT.“1
Do you know what the risks are to your organization for not bringing this data into your protection, access and discovery regimes?
Risks like:
Decreased revenue
Idle workers
Financial penalties for noncompliance
Sensitive data exposed
eDiscovery costs
Data at the edge has typically been out of scope for IT, but these new dynamics and new needs from the organization and end users are bringing it to the fore-front, requiring IT to find the best method to achieve their goals of consolidating edge data and easily delivering protection and access to valuable information for end-users.
Gartner US Data Center conference presentation, "The Data Recovery Scenario," John Morency, Dave Russell, December

6. CommVault® Simpana® software
A Complete Edge Data Solution
Easy and Fast to Deploy
Protection
Simple to Manage at Scale
Global eDiscovery
Secure
Recovery
Discovery
Storage and Bandwidth Efficient
With Simpana Edge Data Protection you’ll be able to cost-effectively and quickly bring unprotected edge data under your control, with minimal impact to end-users, in order to reduce risks, enable eDiscovery, and easily deliver self-service access for end-users to their protected data from almost anywhere. It is a complete answer to the challenge of protecting, recovering, accessing and discovering the valuable and growing amount of information stored at the edge of your enterprise.
Transparent to the End User
Accessibility
Self-service Anywhere Access

7. Protecting data at the edge
Easy to deploy and manage – Secure – Efficient – Scales easily from small to large
CommVault® Simpana® Edge Data Protection
End User
Self-Service
Options
Simple to Deploy
Remove the helpdesk
HTTPS or VPN
As part of the Simpana single platform, the Edge Data Protection solution has powerful features that help you deliver end-point data backup without impacting end-users. These include:
Centralized protection of edge data of up to thousands of systems, but you can easily start small with targeted systems, like executives or a workgroup, and grow as your needs expand. Roll-outs can happen according to IT’s plans, or can be enabled for end-users to download and install.
Embedded global source-side deduplication and powerful encryption helps ensure efficiency and security.
Automated deployment, policies and roll-out make managing protection simple.
Bandwidth throttling, scheduling policies and end-user options to control backups coupled with the option to use HTTPS connectivity ensures a seamless and transparent end-user experience.
Extend to eDiscovery
Secure, Low Impact
Content Index for eDiscovery & Legal Hold
Consolidated Mgmt
Simpana ContentStore
Centralized Management

8. End-user self-service access from anywhere
Increase productivity – Enhance control – Reduce IT involvement
CommVault® Simpana® Edge Data Protection
End User
Self-Service
Options
Remove the helpdesk
Run Backup
Schedule Jobs
Define Content
Browse / Restore
Find / Restore
User Actions
Remove the helpdesk
HTTPS or VPN
Simpana ContentStore
Centralized Management
One of the biggest benefits of protecting end-user data with the Edge Data Protection solution is that it makes delivering access to that protected data easy and self-service. This can help increase productivity and reduce the drain on resources for IT groups that have had to manage the data recovery process for client systems.
Protected data can be searched for or browsed for through the web portal, then downloaded or restored to any system. In addition, files can be downloaded and viewed on smartphones and tablets through an Andriod or iOS application.
Easily find all your protected data through the web portal
Access on the go from tablets and smartphones

9. Discover across the enterprise
Lower discovery costs – Reduce risk – Ensure global understanding
365 days
30 days
Staff
Execs
Simpana ContentStore
Backup to the Cloud
Very limited or costly discovery options
Forensic Data Discovery
Services
$$ per Event
eDiscovery / Compliance
Custodians A,B, C
Use this to bring home the discovey built in point
Start – cloud has very limited or costly discovery options, if you know where to look of course – so you are left with more problems
This can lead to expensive forensic operations to service events that can be very costly, time-consuming and impacts users. In addition, each event is unique and the results typically aren’t reusable
If you use an eDiscovery built-in model
It starts with data retained to business needs – such as Execs for a year vs. general staff for a shorter period
When an event arises you select those data sets and index overnight to have it ready for legal in the morning
Legal can then go ahead and review, classify and hold data to meet your business needs without third party services – and they now have a reusable information asset for future events – saving time, effort and resources
Classification & Retention
Authentication & Encryption
Preservation & Export
Intelligent Search & Mining

10. Simpana® 9 delivers business value
Enhance end-user productivity
Quickly and cost-effectively gain control of edge data
Speed, simplify and lower costs of eDiscovery and compliance
Easily deliver protection as a service without helpdesk pains
With a CommVault Edge Data Protection Solution, you’ll:
Cost-effectively and quickly bring unprotected edge data under your control in order to reduce risks
Enhance end-user productivity by making access to and recovery of data easier, self-service and enabled from almost anywhere through the web, smartphones or tablets
CommVault can help your IT organization deliver client data protection as a service with minimal impact to end-users and administrators – enabling you to roll it out at scale, quickly and easily, then manage efficiently as time goes on.
Make eDiscovery and compliance easier, quicker and less expensive by using integrated content indexing

11. Simpana® software
Plan for the future today with our single-platform architecture
Commvault Simpana software for data protection and information management helps organizations manage data growth, cut costs and reduce risk by simplifying data management function through a single, unified platform and architecture.
Our common code base ensures that you’ve purchased not only a product that is instantly mature, but also instantly stable when installed.
The extensibility of the platform to deliver new features and functionality to meet emerging needs provides “future-proofing” of the data center, along with investment protection.