Symantec Backup Exec™ 2012 Sales Script
Partner Competitive Sales Script
Product overview The Symantec Backup Exec™ 2012 product portfolio drives sales with a name customers know and trust plus new technology fit for both simple and complex IT environments. One integrated product protects virtual AND physical environments, simplifies both backup AND disaster recovery, and recovers data or systems at any scale, from an individual item to an entire server.
New technologies include integrated disaster recovery, physical to virtual conversions and a renovated interface with default settings for the most common backup options. Available as packaged software, appliances, or cloud-based backup and recovery, Backup Exec is the one data protection choice for growing businesses and the partners that serve them.
Why sell it?
Selling Symantec Backup Exec 2012 product portfolio provides unlimited sales opportunities for you.
• Attach with every new Windows® server, application, and VMware® or Hyper-V® virtual server sale to further build a complete and differentiating solution.
• Quickly grow your deal size by adding Backup Exec Agents and Options.
• Cross-sell other Symantec solutions, such as Symantec Enterprise Vault™, Symantec™ Endpoint Protection or Symantec™ ApplicationHA, for comprehensive protection.
• Provide additional add-on installation service opportunities to further grow your margin.
Key features of Backup Exec 2012 • Unite physical and virtual machine backups. Only Symantec Backup Exec™ with V-Ray technology offers flexible backup and recovery capabilities, deduplication, and policy management across VMware, Hyper-V and physical server environments.
• New! One Product! Any Recovery! Complete data, application, and disaster recovery for physical and virtual environments from a single console. Backup and recover your entire physical and virtual infrastructure, with a single application, saving time, money and effort.
• Backup Exec enables granular recovery of entire virtual machines, single files, Active Directory® objects, Exchange emails, or SharePoint® documents with a single-pass backup from physical, VMware, or Hyper-V environments.
• New! Streamlined administration console makes it easier than ever to set up backups, manage backup policies, perform disaster recoveries, and convert backups of servers to virtual machines for instant disaster recovery.
• New! Integrated bare metal disaster recovery – even to dissimilar hardware. Integrated disaster recovery is built in to Backup Exec 2012, so you can perform backup and disaster recovery with a single application.
• New! Convert backups to virtual machines for instant recovery. If a server fails, you can get that server back up and running in a VMware or Hyper-V environment in the time it takes to turn on a virtual machine!
• Backup Exec deduplication reduces storage costs across all physical and virtual backups while offering network bandwidth reduction for LAN and WAN backup and recovery. Shrink backup storage requirements by up to 90%, while making WAN-friendly remote office backup a reality.
• New! Client/Source deduplication for Linux® servers enables significant LAN/WAN bandwidth and backup storage savings while protecting Linux servers.
• Symantec Backup Exec 2012 delivers centralized management to easily extend your backup infrastructure across distributed environments and remote offices so physical, virtual, and application server data protection is easily managed as your business grows.
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only. 1 Symantec Backup Exec™ 2012 Sales Script
Partner Competitive Sales Script
This Backup Exec sales script provides an open-ended Q&A framework to help discover new sales opportunities for Backup Exec 2012, including upgrade and upsell opportunities with current Backup Exec customers. Available separately is the "Top Reasons to Upgrade to Symantec Backup Exec 2012" document which includes a set of talking points that expand on the key features and associated benefits of Backup Exec 2012. In addition, the Backup Exec comparison matrix enables administrators to view Backup Exec 2012 in comparison with older versions.
Backup Exec target audience
• Existing Backup Exec customers not currently running version 2012
• Customers not currently running a backup and recovery solution
• Customers using a competitive product
• Roles: Director of IT, system administrator, backup administrator, virtual administrator, business owner, and Microsoft® Exchange, SQL, and SharePoint administrators
Discovery: Q&As to open the conversation Use questions one to five to uncover IT developments that might represent new or upgrade opportunities for Backup Exec 2012.
Question Answers or questions to ask next
How are you currently backing up the data on your severs? Current maintenance—Customers that are current with maintenance or support contracts for previous versions of their licensed Symantec Backup Exec software can upgrade to the appropriate Symantec Backup Exec 2012 licenses at no Goal: Determine if they are an existing customer of Backup Exec and if their additional charge. These customers will receive an email—or a letter if we do not maintenance is current. have an email address—from Symantec directing them to Symantec FileConnect (https://fileconnect.symantec.com/licensing), where they simply select a language, enter their existing serial number, and then download the If they are an existing customer: Do you know if your maintenance is current? product directly. They can also request to have a CD mailed to them.
Expired maintenance—Existing Symantec Backup Exec customers that do not have current maintenance/support on the date of release of Symantec Backup Exec 2012 may purchase version upgrades at specially discounted prices (up to 35 percent off the MSRP). Please note: To upgrade, customers must upgrade all licenses, including Agents and Options, and receive a new serial number for each. This applies to any previous version, including Agents and Options.
Current customer w/o maintenance: Do you know what version of Backup Exec By upgrading to the latest version of Backup Exec, you’ll quickly discover how easily you can protect your entire infrastructure – physical, virtual, applications, you are currently using? and servers – with a single, integrated backup and disaster recovery solution. Backup Exec 2012 has a state of the art, intuitive new user interface that makes or it quick and efficient to set up, monitor, and perform backup operations, from simple single-server environments to intricate IT data centers. Are you interested in learning more about what’s new in Backup Exec 2012 and the Using a competitive solution: Are you happy with your current solution or are benefits you will experience by upgrading to Backup Exec 2012? there things that could be improved upon? If using a competitive product, use this additional talking point—Customers that Goal: Find out what they are using today. If it’s a competing solution find out if are currently running a competitive product can upgrade to Backup Exec 2012 at there are areas where the solution is not meeting their needs. For both audiences specially discounted prices (up to 35 percent off the MSRP). you can discuss the benefits of upgrading to Backup Exec 2012.
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only. 2 Symantec Backup Exec™ 2012 Sales Script
Partner Competitive Sales Script
Question Answers or questions to ask next
Are you running VMware or Microsoft Hyper-V in your environment, and if so, Only Backup Exec 2012 with exclusive V-Ray technology provides deep visibility into VMware, Hyper-V and physical server environments for fast and efficient how are you protecting it? backup and recovery. V-Ray technology enables backups of entire VMware or Hyper-V guests with the ability to recover at the virtual machine, virtual disk, Goal: Make sure customers are aware of the integration and data protection that application, and file/folder level all from a single-pass backup. With no need to Backup Exec 2012 offers in virtual environments. run multiple backups, you reduce the backup time and save on storage costs. Virtualized applications are supported too – backup and recover granular data from virtualized Exchange, SharePoint, Active Directory, and SQL Server applications.
With V-Ray technology you can manage data protection for your physical and virtual environment from one console to increase both operational and storage efficiency. Additionally, Backup Exec also provides the capability to convert backups to virtual machines for instant recovery. For example, if a server fails, you can get that server back up and running in a VMware or Hyper-V environment in the time it takes you to turn on a virtual machine! Converting backups to virtual machines extends Backup Exec’s leadership in virtualization, and is built into Backup Exec 2012.
Backup Exec 2012 Deduplication Option includes advanced deduplication Are you looking to easily reduce backup data storage costs while optimizing capabilities that make backups significantly faster while reducing network network utilization across physical and virtual environments? bandwidth utilization and reducing storage requirements by up to 90 percent or more. By using Backup Exec with V-Ray technology you can deduplicate across Goal: Help your customers understand the benefits of adding integrated physical and virtual systems and across backup jobs, cutting hardware costs by deduplication technology to optimize any backup environment. up to 80 percent. The Backup Exec Deduplication Option provides an integrated and customizable deduplication offering to optimize any backup strategy with client deduplication (deduplication at the source or remote office media server), media server deduplication (deduplicates data at media server), or appliance deduplication (integrates with OpenStorage deduplication appliances). Backup Exec Deduplication Option is licensed per media server environment regardless of the deduplication strategy you deploy.
If you experience a server failure and have no solution in place, you could spend Do you have a disaster recovery strategy in place? Are you meeting your a lot of time rebuilding that system manually which would prolong downtime. recovery time objectives? Backup Exec can transform that manual process with a seamless, automated solution that can be used to quickly restore systems, even to dissimilar hardware. Goal: Help your customers understand there is a better way to get systems back Backup Exec 2012 can also convert backups of physical machines into virtual up and running to avoid costly downtime. machines, enabling instant disaster recovery in a virtual environment. Business downtime is minimized and essential servers can be re-established quickly in the event of a server or application failure. What’s even better is that integrated disaster recovery is built right in to Backup Exec 2012.
Upsell: Q&As to find opportunities for upsell of agents and options
Category - Additional questions/projects Topics to discuss
Virtual servers Discuss Backup Exec Agent for VMware and Hyper-V. Provides application support for Exchange, SharePoint, SQL and Active Directory backup and recovery Are you considering or have you deployed VMware or Hyper-V virtual for virtual environments and enhanced VMware vSphere® 5.x and Hyper-V 2008 R2 support. environments? • Reduce backup and recovery complexity • Single agent protects an unlimited number of guest machines
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only. 3 Symantec Backup Exec™ 2012 Sales Script
Partner Competitive Sales Script
Category - Additional questions/projects Topics to discuss
Storage hardware Highlight the Backup Exec Deduplication Option and the two Backup Exec Archive Options (Exchange and File System).
Are your data volumes growing year over year and causing your storage costs to • Easily automate storage savings incrementally grow? • Consolidate data • Reduce backup management resources • Improve backup and recovery times • Keep storage at predictable levels
Microsoft applications Discuss Backup Exec Agent for Applications and Databases—Includes support for SQL, Exchange, AD, SharePoint, Oracle®, Enterprise Vault & Domino.
Are you rolling out any new Microsoft applications, such as Exchange Server, • First-to-market granular recovery for Exchange, SharePoint, SQL, and Active SharePoint Server, SQL Server, or Microsoft Server 2008? Directory environments running in a VMware and Hyper-V environment • Faster recovery/less storage with granular recovery technology
If they don’t already have it, this is an opportunity to discuss/sell Backup Exec Other databases/apps Agent for Applications and Databases that provides advanced backup and recovery for leading third-party solutions (Oracle, Domino). Have you rolled out any new applications or databases since you last upgraded your Backup Exec environment?
Opportunity to discuss/sell the Symantec Desktop and Laptop Option. Desktops and workstations
How are you protecting desktops and laptops?
Cross-sell opportunities
Objective Key points
Cross-sell to Symantec Enterprise Vault • Improve backup times by consistently reducing the amount of primary storage data protected using the award-winning archiving features in Enterprise Vault • Automate mailbox management, which eliminates quota and message size restrictions • Reduce backup and recovery times for Microsoft Exchange by reducing the online message store by 50 to 75 percent • Deploy archiving for compliance and legal discovery • Improve archive ROI with Backup Exec Agent for Enterprise Vault, which backs up and easily restores critical Enterprise Vault data and systems
Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only. 4 Symantec Backup Exec™ 2012 Sales Script
Partner Competitive Sales Script
Objective Key points
Cross-sell Symantec Endpoint Protection • Advanced defense against all types of attacks for both physical and virtual systems • Integrated antivirus, antispyware, firewall, and intrusion prevention as well as device control and application control • Enables instant upgrade to self-enforced network access control without additional software deployment • Powerful central management of security for physical and virtual Windows and Mac endpoints • Proven to detect and remove more threats than any other solution in its class
Cross-sell Symantec ApplicationHA • High availability solution for business-critical applications in VMware virtual environments • Gain visibility and control of applications inside virtual machines • Monitor hundreds of applications' health and recover from failures • Improve availability without compromising on advanced VMware functionality
For more information For details about Backup Exec system requirements, technical specifications, licensing, and more, visit www.backupexec.com/ compatibility.
Also, a wealth of white papers, user guides, case studies, and other documentation is available at and accessible through www.backupexec.com/be.
About Symantec Symantec Corporation Symantec is a global leader in providing security, storage, and World Headquarters systems management solutions to help businesses and 350 Ellis St. consumers secure and manage their information. Mountain View, CA 94043 USA Headquartered in Mountain View, Calif., Symantec has +1 (650) 527 8000 operations in more than 40 countries. More information is 1 (800) 721 3934 available at www.symantec.com. www.symantec.com
Competitive data may vary or change without notice. Symantec acknowledges that inferences are Symantec based, and competitor information or other claims listed here within may vary or change from this document release date. Competitive comparisons are based on internal Symantec research studies and analysis.
Copyright © 2011 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, Altiris, Backup Exec, Ghost, pcAnywhere, Symantec AntiVirus, and Wise Package Studio are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Mac and Macintosh are trademarks of Apple Inc., registered in the U.S. and other countries. Microsoft and Windows are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Other names may be trademarks of their respective owners.
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Symantec proprietary/confidential—internal and registered Symantec Partner Program participants and other partners under NDA use only. 5 Symantec Backup Exec™ Portfolio—How to Sell Better Backup
what type of environment are you How many servers or desktops do you have? Symantec Product How to License trying to back up? what type of storage environment do you prefer? to Recommend
Small Business Environment or 1–100s of desktops and/or 1–3 servers NEw Backup Exec.cloud™ Sold in 10 GB increments, based on total data being Small Remote Offices or Backup Environment: Symantec hosted backup. Windows® only desktop backed up; the license is for the storage volume, not Small to Large Desktop Environment and server protection (file servers, Exchange, and SQL only) the number of systems.
Small Business Environment 1–3 servers NEw Backup Exec 2012 One license includes media server support and Backup Environment: Local disk and/or tape and a need for application Small Business Edition (SBE) application support for Active Directory, SQL, protection for Microsoft® Active Directory®, SQL, SharePoint®, Exchange, SharePoint, Exchange, Hyper-V on one server. If an or Hyper-V® additional 1–2 server systems (physical or virtual) need to be protected, an additional Agent is required.
Small to Enterprise Environment with 1–100s of virtual servers NEw Backup Exec 2012 Sold per VMware or Hyper-V hypervisor socket: virtualization-centric (VMware or Hyper-V) Backup Environment: Local disk and/or tape and a need for guest-level V-Ray Edition includes socket coverage for Media Server, server systems application protection for Active Directory, SQL, SharePoint, Exchange; Deduplication Option, Agent for VMware and deduplication and unlimited file server support Hyper-V and Agent for Applications and Databases, Agent for Windows, and Agent for Linux®.
Medium-size to Enterprise Environment 4–100s of physical servers Backup Exec 2012 1 Media Server is required per customer and with mainly physical server systems or Backup Environment: Local disk and/or tape and a need for application additional Agents and Options are added depending Existing Backup Exec customer adding protection for Active Directory, SQL, SharePoint, Exchange; deduplication on their environment. Agents and Options and file server support
Medium-size to Enterprise Environment with 4–100s of physical or virtual servers Backup Exec Each appliance protects ~40 TB of deduplicated mainly physical server systems Backup Environment: All-in-one backup appliance including 3600 Appliance data; it is a complete, prebuilt solution for Backup Exec 2012 software customers wanting easy deployment. Includes most Agents and Options and comes in 2 versions.
Key Links Current Promotions
Partner Support Line: www.symantec.com/partners/support 1 (888) 720-7962, option 1 Symantec SymPoints program for Partners: Get points for every Backup Exec Family sale: SKU Generator: www.backupexec.com/skugenerator https://www.sympoints.com/login.psp Backup Exec Promotions: Backup Exec Agents and Options Guide: www.symantec.com/beguide Fast Forward promo (valid until September 30, 2012)—Upgrade Backup Exec customers who are OFF Software and Hardware Compatibility Guides: www.backupexec.com/compatibility maintenance to Backup Exec 2012 for FREE with the sale of Fast Forward 2-year Essential maintenance Backup Exec.cloud Technical Requirements: www.symantec.com/becloudtech SKU www.backupexec.com/fastforward Portfolio Comparison Guide: www.backupexec.com/compare 30% Margin Incentive: 30% front-end discount for new Backup Exec virtualization opportunities. Register Backup Exec 2012 with Virtual Agents (valid until September 30, 2012) https://partnernet.symantec.com New Backup Exec 2012 Demo Video series—Quick overview and how-to videos on the value of the new user interface: www.backupexec.com/videos Competitive Upgrade: Upgrade to Backup Exec 2012 from another backup product and save up to 35% off http://go.symantec.com/bepromos Become Symantec SMB Backup specialized today: http://go.symantec.com/SMBspecialization Customer Environments Common Customer Scenarios what to Sell How to License Diagram/Visual
Small Business • Customer has 2 servers; both are Backup Exec • 1 Small Business Edition (SBE) license will protect in the same office: 1 server is the Small Business Edition the 1st file/Exchange server. file server and also runs Exchange, • 1 Small Business Edition Agent for Windows will 2nd server runs SharePoint. to protect their 2nd SharePoint server. • They want to back up to disk, have Note: Small Business Edition includes support for backup to disk, full system restore capability, and includes the new 2012 functionality for full system restore, and will take copies of tapes offsite. copy their backups to tape for offsite.
Virtual • Customer is moving to virtual; they are Backup Exec V-Ray Edition • 3 V-Ray licenses will provide all the protection they deploying 3 virtual hosts (dual core), need for all of the virtual machines, including all the 2 VMware, and 1 Hyper-V that will run applications/databases running on them. 27 total VMs. They will keep 2 physical • 2 Agent for Applications and Databases will SQL servers. protect their 2 physical SQL servers. • The 27 VMs are 2 Active Directory, Note: V-Ray Edition includes the Media Server, Deduplication 2 SQL, 2 Exchange, 1 Oracle®, and Option, Agent for VMware and Hyper-V, and Agent for Applications 18 file servers. and Databases, so they have everything covered. • They have ~10 TB of data and want to have fast backup and restore.
Remote Office/Desktop • Customer has 1 file server, Backup Exec.cloud • 200 GB of Backup Exec.cloud licensing (sold in 3 employees in the office with 10 GB increments) will cover the 200 GB of data. desktops, and 5 remote users with Note: Everything backs up to the Symantec cloud. There is no laptops. Total data = 200 GB. hardware onsite to run backups, and it’s fully automated and very user friendly for quick setup and flexible restores when needed. • No one wants to be in charge of backups; there is no IT staff, but all know how to use a computer. License in Backup Exec 2010 License in Backup Exec 2012 How it’s licensed
Backup Exec.cloud is a stand-alone hosted backup solution Backup Exec.cloud Sold in 10 GB increments,based on total data being backed up; the license is for the data, not the number of systems.
N/A New Backup Exec 2012 Small Business Edition (SBE) 1 license includes media server support and application support for Active Directory, SQL, SharePoint, Exchange, Hyper-V on one server. If an additional l–2 server systems (physical or virtual) need to be protected, an additional Agent is required. Key Tip: You can add SBE Agent, Agent for Windows, Linux, or Mac® as the 2nd/3rd agent. N/A New Backup Exec Small Business Edition Agent for Windows Sell when a customer has SBE and wants to protect 2nd or 3rd server running Active Directory, SQL, SharePoint, Exchange, or a Hyper-V host itself. Key Tip: If no application support is needed, just license a standard Agent for Windows, Linux Agent, or Mac Agent. Backup Exec 2010 (Media Server) Backup Exec 2012 (Media Server) Same Media Server, at least 1 per every customer—this is the engine and control for Backup Exec. Key Tip: Sell Capacity Edition when a customer has high server count compared to lower data size, since all Agents and Options are included. It is licensed per front-end TB. N/A New Backup Exec 2012 V-Ray Edition Sold per hypervisor socket in 2 tiers; includes socket coverage for Media Server, Deduplication Option, Agent for VMware and Hyper-V and Agent for Applications and Databases, Agent for Windows, and Agent for Linux. Key Tip: Since the Media Server is included, add support for physical servers by adding agents. N/A Backup Exec 3600 Appliance Same Media Server, sell per every ~40 TB of data they are backing up. Essential Protection Suite: Includes Media Server; Deduplication Option; Agent for VMware/Hyper-V; Agent for Applications and Databases; Agents for Windows, Linux, Mac. Total Protection Suite: Adds Enterprise Server Option (ESO), NDMP Option, Remote Media Agent for Linux, and 10 Library Expansion Options. AVVI (Agent for VMware Virtual Infrastructure) New Agent for VMware and Hyper-V Agents are the same; provides V-Ray technology—just a single license per virtual host, and all guest machines are protected. (Replaces the Agent for VMware Virtual Infrastructure and Key Tip: Includes unlimited Agents for Windows and Linux file servers for guest VMs. AMHV (Agent for Microsoft Hyper-V) Agent for Hyper-V) Agent for AD (Active Directory) New Agent for Applications and Databases 1 license for each instance of an application/database; covers underlying server Agent for Windows/Linux. (Replaces Agents for Exchange, SQL, SharePoint, Active Directory, Agent for Exchange Key Tip: Customer has Backup Exec V·Ray Edition, but is also running 5 physical servers running Active Directory, SQL, Oracle on Windows and Linux, Lotus Domino, Enterprise Vault) Exchange, and 2 SharePoint—Sell 5 of the Agent for Applications and Databases with V-Ray Edition. Agent for SQL Agent for SharePoint Agent for Lotus Domino® Agent for Enterprise Vault™ Agent for Oracle Agent for Windows Agent for Windows Sell 1 agent for each physical Windows file server. RALUS (Remote Agent for Linux or UNIX Servers) Agent for Linux Sell 1 agent for each physical Linux file server. Agent for Mac Agent for Mac Sell 1 agent for each Mac server. Remote Media Agent for Linux Remote Media Agent for Linux Sell 1 agent for each Linux server that will run its own disk/tape target—not a common item. Deduplication Option Deduplication Option Sell 1 option per media server; unlimited TB capacity, source/target/OST dedupe included. File System Archiving Option File System Archiving Option Sell 1 option per archived file server. Exchange Mailbox Archiving Option Exchange Mailbox Archiving Option Now sold per mailbox user. VTL Unlimited Drive Option VTL Unlimited Drive Option Sell 1 per VTL host (supports up to 80 VTLs per host). Library Expansion Option Library Expansion Option Sell 1 LEO for each tape drive that is in a library that is more than just the 1st tape drive. NDMP Option NDMP Option Sell 1 option for each media server where you are protecting NDMP filers. ADBO (Advanced Disk-based Backup Option) New Enterprise Server Option (ESO) Sell 1 ESO for when a customer wants any 1 or all 3 of the included options. (ESO now combines ADBO/CASO/SSO into one license) SSO (Shared Storage Option) Key Tip: Customer has an EqualLogic array and a 2nd location with another Backup Exec media server; they want to manage hardware snapshot backups and replicate to the 2nd site; they would be using the ADBO and CASO options from CASO (Central Admin Server Option) the Enterprise Server Option.
Copyright © 2012 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, the Checkmark Logo, Backup Exec, Backup Exec.cloud, and Enterprise Vault are trademarks or registered trademarks of Symantec Corporation or its affiliates in the U.S. and other countries. Mac is a trademark of Apple Inc., registered in the U.S. and other countries. Linux is the registered trademark of Linus Torvalds in the U.S. and other countries. Microsoft, Active Directory, Hyper-V, SharePoint, and Windows are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Other names may be trademarks of their respective owners. 06/12 21254716