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How to Sell SEP Sesam Against Backup Exec?

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How to Sell SEP Sesam Against Backup Exec? How to sell SEP sesam against Backup Exec? This document is our view as of April 2014 with SEP sesam 4.2 and Backup Exec 2012 without any guarantees. Confidentiality The information of this document are confidential between registered SEP partners and SEP AG. It is not allowed to forward a part or the whole document, neither verbally nor in written format. But of course shall the arguments be used verbally with own words in front of customers for the single purpose of business development of SEP sesam. Introduction No discussion, Backup Exec has by far the biggest market share of backup SW in the midsize market! But as Backup Exec lacks OS and application support and has as well a decreasing quality and no focus within Symantec this is a sweet spot of a substitution with SEP sesam especially as SEP sesam is a German product with German quality and data privacy. The following arguments will give you a guide line for your sales strategy. We would like to get your feedback or additions to this document to mailto:[email protected] Arguments 1. Emphasize: Performance Backup Exec has no multistreaming (or multiplexing) support. The easiest way to convince the customer is a test with the trial versions with Backup Exec and SEP sesam. It most cases the difference in performance is dramatically. 2. Use: Operating System Support / Flexibility Backup Exec if more or less a point solution for Windows environments! Nearly all customers have a fixed opinion if the backup server shall run on Linux or on Windows (in a very few cases on Unix). The backup server of Backup Exec is ONLY available © SEP AG 2014 Only for use of SEP partners – do not forward 1 on Windows. The backup server SEP sesam runs on Linux, Windows and even on UNIX. This is not only a topic of today’s strategy. What, if the customer wants to change his operating system strategy in future? SEP offers the opportunity that the costumer can migrate even the SEP sesam server from one operating system to the other very easily. With the flexibility of SEP sesam the customer achieves the best investment protection for his backup environment. Even for the clients Backup Exec offers a very poor support for Linux. 3. Use: Application Support Backup Exec offers support for Microsoft applications and Oracle. SEP sesam has a very broad backup support of applications on Linux and Windows: IMAP, Lotus Domino, MS Exchange, MS SharePoint, Novell GroupWise, Novell Vibe, Novell iFolder, Open-Xchange, SAP, Zarafa, Novell Filr, DB2, Informix, MS SQL Server, MySQL, Oracle, PostgreSQL 4. Use: Focus Symantec: BE.Cloud discontinued. SAP support discontinued. Support for Windows Server 2012 R2 very late. Symantec annual report of 2013: Growth with NetBackup, decline with Backup Exec by $80 million. 5. Use: Reputation Ask the customer if she/he has good experiences within the last 2 years? Or if knows someone who emphasize good experiences? Many customers blame Symantec for the lack of product stability, support of OS and applications and for the maintenance support. 6. Use: Direct Vendor Maintenance Support If the customer has any problems a good maintenance support is very important. SEP does not act with a call center and will not forward your problems from one support engineer to the next, to the next, to the next, … 7. Emphasize: German Data Privacy and Quality Many backup software products are built from companies located on other continents. In many cases this means communication problems and long reaction times if the customer has real needs. And just in these times of Edward Snowden it offers confidence to use German backup software, a country well-known for data privacy and quality standard. © SEP AG 2014 Only for use of SEP partners – do not forward 2 Overview Topic SEP’s View Backup Exec SEP sesam Performance Comparatively slow Many times faster! Operating System Backup server and Support / Flexibility clients are available in Backup server just Linux, Windows and on Windows available; Unix. Migration can be poor client support for Linux done easily if necessary Application Support Only Microsoft and Broadest application Oracle support support Focus Backup Exec revenue declines. Full focus on SEP Some support very later, some sesam the one and even discontinued only SEP product family Reputation Many customers are unhappy Satisfied customers. with Symantec in the last years References available Direct Vendor Maintenance Support Call center somewhere in the Good and direct world and forwarding … support German Data Privacy Quality German based No headquarter, development, etc. © SEP AG 2014 Only for use of SEP partners – do not forward 3 FAQ / Competitor’s arguments (Please send us your questions and the arguments from competitors or customers against SEP sesam in comparison to Backup Exec) Is it true, that Symantec is losing market share? Absolutely “YES”, especially for Backup Exec is losing market share. Additional Information … © SEP AG 2014 Only for use of SEP partners – do not forward 4 .
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