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