NetBackup Virtual Machine Protection

Report
NetBackup for Virtual Machine Protection
Kristine Mitchell
Sr. Product Marketing Manager
NetBackup Virtual Machine Protection
1
Opportunity
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
[insert graphic as appropriate]
NetBackup for Virtual Machine Protection
1
Opportunity
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
Trend/
Research
Problem
Product
• 95% of Enterprises
using virtualization
– IDC
• 60% of server
workloads will be
virtualized by 2014
- IDC
• Improving data
protection and
increasing server
virtualization top
IT priorities for
2012 & 2013 –
ESG
• The majority use a
backup client in
the VM which can
cause application
performance
impact
• Can lead to
purchasing a VMonly backup
product (e.g.,
Veeam) which
limits their
visibility and eats
into SYMC $$$
NetBackup V-Ray
technology provides
visibility across
physical and virtual
environments and
into the VM which
enables faster
backups, granular
recovery and
reduced backup
storage with VMoptimized
deduplication.
Cross/Up-sell
Opportunity
Services
• Business Critical
Services
• Managed Backup
Services
• NetBackup integrates with VMware & Microsoft Hyper-V API’s
and takes backup operations off the VM host
• Enterprise Client incl. all the V-Ray granular recovery features
• Data Protection Optimization Option (dedupe)
• Application & database pack (for granular application recovery)
• NetBackup appliances
• Per terabyte licensing (see appendix)
NetBackup for Virtual Machine Protection
Channel Partner Value
1
Opportunity
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
Profitability
Potential
Symantec
Specializations
Competitive
Differentiation
• NetBackup is the
leader in backup
and recovery
market share
with over 35,000
customers
• Symantec is #1 in
VMware backup
(Backup Exec &
NetBackup)
• VMware and
Microsoft HyperV own 81.3% of
virtualization sw
market (VMware
= 55.6%/MSFT
25.7%)
• Be a data
protection
specialist
• Architecting &
implementing an
organization’s
virtualization
strategy/roll-out
including backup
and disaster
recovery services
• Building out a
private or public
cloud, managed
backup services
• Only Symantec
provides V-Ray
visibility into
backup and
recovery of
virtualized
environments.
• Leverage
NetBackup‘s
award-winning
VMware
integration
• See appendex
Additional
Customer
Services
• Consulting and
design services
• Installation &
integration
services,
• Help desk
services
after
NetBackup for Virtual Machine Protection
1
Opportunity
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
1
Where are you on your virtualization journey?
2
How are you backing up your virtual machines
today?
3
Are you meeting your recovery time
objectives? How about disaster recovery
preparedness?
after
NetBackup for Virtual Machine Protection
1
1
Where are you on your virtualization journey?
Opportunity
• How virtualized are you?
•
2
3 Questions
Responses will vary greatly from organization to organization. It
can also vary based on who you speak to within the organization.
A person that will likely provide the most comprehensive
response will be the IT Architect.
• What are your virtualization plans for the next 3-5 years?
•
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
Responses will again vary – but will give you an idea of how
aggressive their virtualization plans are.
• What hypervisor are you using?
•
The likely answer for enterprise environments will be VMware but
could also be Microsoft Hyper-V. We can backup any virtual
machine by leveraging a backup client in the VM but provide deep
API integration with VMware and Hyper-V for off-host and more
advanced, award winning protection.
* Did you know that NetBackup can help you to accelerate and
streamline your virtualization journey? As you virtualize more
business-critical applications, it becomes more critical that you
protect those applications with a vendor that you can trust.
NetBackup provides deep integration with both VMware and
Hyper-V APIs for optimized backup and recovery.
after
NetBackup for Virtual Machine Protection
1
Opportunity
2
How are you backing up your virtual machines today?
• If a backup client in the virtual machine (most likely)
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
•
This may work for some applications, but backup performance will
impact application performance and will not be tolerated for
business-critical workloads. This can lead to customers purchasing
a virtual-only solution.
• If a virtual-only solution (e.g., Veeam, vRanger, etc.)
•
The time has passed for virtual machine The enterprise is no place
for point products. Why add complexity by adding another point
product that only provides you part of the picture?
* Did you know that NetBackup provides V-Ray visibility across
physical and virtual environments and deep integration with
VMware and Microsoft Hyper-V for advanced protection
enabling you to streamline backup and recovery in the most
cost-effective and optimized way.
after
NetBackup for Virtual Machine Protection
Are you meeting your recovery time objectives? How
about disaster recovery preparedness?
3
1
Opportunity
• Recovering single files and application objects, e.g., email, can
be time consuming.
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
•
Over 80% of recovery requests that come into IT are for single
files. Many vendors say they can do granular single file recovery –
but how? It oftentimes leads to a “needle in the haystack” type
scenario.
• Disaster recovery across a heterogeneous environment can be
complex and costly.
•
Not being able to recover after a disastrous event can mean the
difference of a company being in business today, but not
tomorrow. The more heterogeneous your environment is, the
more complex and costly it will be to recover.
* The NetBackup platform works across different workloads and
storage types to streamline the backup and recovery process.
NetBackup, with V-Ray technology, recovers anything from
anywhere, instantly. That means with a single backup pass, you
can recover a single file, application object and the full image
for disaster recovery regardless of the storage destination –
disk or tape –physical or virtual.
The Key Virtualization Buyers and How to Map the
NetBackup Value Prop to What They Care About
1
2
3
4
5
Opportunity
3 Questions
Target/ Sell
Objection
Handling
Next Steps/
Resources
NetBackup for Virtual Machine Protection
• VP of IT: Key budget owner and decision maker.
Focused on decreasing CapEx, OpEx, and meeting
SLAs. NetBackup w/V-Ray gives him the visibility they
need across their ENTIRE organization – physical and
virtual.
• You: Focus on NetBackup’s centralized
management and reporting and mitigating the
risk of unprotected VMs.
• IT Architect: Key influencer and makes
recommendation to VP of IT. Focused on aligning right
business technology to business needs and is projectoriented. NetBackup w/V-Ray gives him the ability to
achieve backup and recovery objectives.
• You: Focus on NetBackup’s granular file,
application object and DR from a single backup
pass.
after
The Key Virtualization Buyers and How to Map the
NetBackup Value Prop to What They Care About
1
2
Opportunity
3 Questions
3
Target/ Sell
4
Objection
Handling
5
Next Steps/
• Backup Admin: Key influencer and user of all things
backup. Focused on meeting backup SLAs and “staying
under the radar”. V-Ray helps him get his weekends
off.
• You: Focus on ease of set up and NetBackup’s
VMware Intelligent Policy which automates VM
protection.
• VM Admin (aka VM Ninja): Key influencer and user of
all things virtualization. Focused on accelerating
virtualization and “owning the virtual world”. V-Ray
helps give him the visibility he needs into backup
operations.
• You: Focus on NetBackup’s VMware vCenter
plug-in and the ability for them to do their own
full VM and single file restores.
Resources
*See Modernizing Backup Key Play for more NetBackup targets.
NetBackup for Virtual Machine Protection
after
after
Modernizing Backups
1
Opportunity
2
3 Questions
3
Target/ Sell
4
Objection
Handling
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
NetBackup
Leverage per
terabyte
licensing as
competitive
advantage
(see appendix)
UP-SELL
• NetBackup Enterprise Client which includes V-Ray granular recovery.
• NetBackup Data Protection Optimization Option for deduplication
and backup acceleration
• Application & database pack for ensuring seamless protection
• NetBackup 5200-series appliances provide direct VMware vSphere
backup and includes master/media server and storage for fast time
to deployment
• Upgrade from NetBackup 6.x and leverage new features: NetBackup
Accelerator, Replication Director, Auto Image Replication (AIR)
• Attach NetBackup with every new server; virtual or physical
• Managed Backup and Business Critical Services (BCS)
CROSS-SELL
• AppHA for VMware for application high availability
• DMP for VMware for improved storage I/O performance and
availability for VMware ESX attached storage
• Business critical services (BCS) and Managed Backup Services
NetBackup for Virtual Machine Protection
Opportunity
Customer
You
2
3 Questions
I backup my virtual
machines the same as my
physical machines – with a
backup client.
Both backup and virtualization are very CPU/IO
intensive processes and if not planned correctly – could
dramatically impact any applications that reside within
the virtual machine. Instead – consider leveraging
NetBackup’s integration with VMware and Hyper-V
API’s for more advanced, off-host backup and recovery.
NetBackup provides easy wizard-based set up and
award winning VMware protection.
3
Target/Sell
4
Objection
Handling
I use Veeam (or some
other virtual only niche
solution) to protect my
virtual machines.
A virtual only solution is just that – virtual only – and
only provides visibility into a portion of your
environment. The enterprise is no place for point
products and you cannot afford to add cost and
complexity and duplicated efforts with yet another
product. Why not streamline backup and recovery
across your ENTIRE environment with NetBackup? Who
better to protect your business-critical information than
the leader in backup and recovery? NetBackup has also
won more Best of VMworld awards than any other
vendor which is a great 3rd-party validation.
1
5
Next Steps/
Resources
NetBackup for Virtual Machine Protection
*See Modernizing Backup Key Play for more NetBackup objection handling.
after
NetBackup for Virtual Machine Protection
Internal Symantec Resources
1
Opportunity
1.
Target accounts
•
•
2
Profile Customers:
3 Questions
•
•
3
Target/Sell
4
Objection
Handling
5
Next Steps /
Resources
NetBackup customers who have VMware or Hyper-V
Non-NetBackup customers as a competitive advantage
2.
Jefferson County Public Schools
– NetBackup 7.x, Hyper-V & appliances
Maine Medical Center
– NetBackup 7.x, VMware, & dedupe
Engage
NetBackup Software: www.netbackup.com
www.symantec.com/vray
www.betterbackupforall.com
SCORE: NetBackup
SCORE: NetBackup Competitive
NetBackup Appliances: www.NetBackupAppliance.com
SCORE: NetBackup Appliances
3.
Close
IDC Insight: V-Ray gives NetBackup a competitive advantage
NetBackup recent news, awards & successes
NetBackup for Virtual Machine Protection
after
Modernizing Backups
Channel Specific Resources
1
Opportunity
2
3 Questions
3
Target/Sell
4
Objection
Handling
5
Next Steps /
Resources
1.
Partner Resources
•
•
•
•
•
•
•
•
2.
3.
4.
PartnerNet: NetBackup Software
PartnerNet: NetBackup Appliances
Training: NetBackup 7.5 Sales Training (SSE)
Training: NetBackup Appliance SSE+
Specialization: Data Protection
Recorded WebCasts: Get Ready for NetBackup 7.5
Competitive Advantage Cards
SymantecConnect: Backup and Recovery & NetBackup
Sales & Marketing – Partner Marketing Center
NetBackup: www.netbackup.com &
www.symantec.com/netbackup
www.symantec.com/vray
www.betterbackupforall.com
NetBackup Appliances: www.NetBackupAppliance.com
NetBackup recent news, awards & successes
Contacts – Symantec PartnerNet
Support
•
•
NetBackup for Virtual Machine Protection
NetBackup Knowledge Base
NetBackup Appliance Knowledge Base
For more information:
Kristine Mitchell
[email protected]
650-527-2326
Copyright © 2012 Symantec Corporation. All rights reserved. Symantec, the Symantec Logo, and the Checkmark Logo are trademarks or registered trademarks of Symantec
Corporation or its affiliates in the U.S. and other countries. Other names may be trademarks of their respective owners.
This document is provided for informational purposes only and is not intended as advertising. All warranties relating to the information in this document, either express or implied,
are disclaimed to the maximum extent allowed by law. The information in this document is subject to change without notice.
Appendix
NetBackup for Virtual Machine Protection
Symantec NetBackup with V-Ray Technology
Visibility into Reducing Cost, Faster Performance, Better Backup
Symantec V-Ray
• Patented visibility into virtual machines,
applications, dedupe data streams
• Transparent backup and recovery
• Unifies both physical and virtual
deployments
• Supports both VMware® and Hyper-V
• Symantec’s 3rd generation Granular
Recovery Technology
Unified Protection • File & Application Recovery
Deduplication • Automated Protection
NetBackup for Virtual Machine Protection
NetBackup, with V-Ray Technology, Provides Market
Leading Backup and Recovery
Fortune 100
89%
Leading
Telecom
10 of 10
Symantec is
Leading
Financial Services
10 of 10
#1
in VMware
Backup
Leading
Healthcare
10 of 10
4 Best of VMworld
Awards in 5 Years
V-Ray
• Gartner Magic Quadrant and Backup
and Recovery Market Share Leader
• Innovating with 75 patents & over 2,000 years
of engineering experience
• “V-Ray gives NetBackup a competitive
advantage today and into the future” - IDC
• *Won more Best of VMworld awards than any
other vendor
* Business Continuity and Disaster Recovery category
NetBackup for Virtual Machine Protection
#1 in Backup & Recovery Market Share
CA, 2.7%
Others,
13.5%
Quest,
3.6%
HP,
5.3%
Symantec ,
34.1%
EMC,
17.0%
IBM, 17.3%
CommVault,
6.4%
Enterprise Distributed System Backup/Recovery
Revenue Market Share, 2011
NetBackup V-Ray Realized
V-Ray
“In the beginning, we used the old-fashioned way putting
agents inside every virtual machine. But at some point,
you don't make it, and we were looking for something
different. And now, we are using the V-Ray technology.”
- Peter Jakobs, SELEX Estag
“When I first started using VMware, I bought a VM-only
backup solution. But, when it came time to virtualize critical
business systems, I chose Symantec because of V-Ray.”
- Joe Donahue, Storage & Backup Administrator, Maine
Medical Center
“Instead of having to manage backups from two different
consoles, we can do it all from one with support for virtual
machines in NetBackup.”
- Albert Chin, Network Engineer, PerkinElmer, Inc.
NetBackup for Virtual Machine Protection
What’s New In Symantec NetBackup 7.5
Break the Backup
Window
Unite Snapshots
and Backup
Fight Infinite
Retention
100X Faster Backup
A snapshot without NBU
is a difficult recovery
Backup is Not An Archive
NetBackup Accelerator
Replication Director
NetBackup Search
•
•
Reduce traditional full
backups to the speed of
incremental backups
Meet the most
demanding SLAs
NetBackup for Virtual Machine Protection
• Integrates the support of
snapshot and replication.
• Integrates search and hold
capabilities into backup.
• Simplifies the
management and recovery
of storage level snapshots
from a single console.
• Find, then preserve only
data relevant to legal
discovery cases across
entire backup system.
Licensing Virtual Machines with NetBackup
• Easier To License – as of NetBackup 7.0, by Physical Host
• How do I get V-Ray?
– NetBackup Enterprise Client includes all the advanced VM features,
e.g, VADP integration, snapshots, etc.
– The Intelligent Deduplication Option is licensed separately
• Two ways to license NetBackup
– By physical server
– By capacity (per TB)
NetBackup for Virtual Machine Protection
Capacity Pricing Great Way for Customer to
Leverage All Our Advanced Technologies
NetBackup Licensing – Core Products
Edition
NetBackup
Enterprise
Server
NetBackup
Server
NetBackup
Starter
Pack
Target
Market
Enterprise
to large
enterprise
Mid-market to
enterprise
SMB
Architecture
Number of
Supported
Clients
Available
Agents and
Options
Bundled
3-tier (client,
media server,
master server)
Unlimited
All
No
Unlimited
All except for the
Shared Storage
Option and
Enterprise Client
No
5, 20, or 40
All except for the
Shared Storage
Option and
Enterprise Client
Yes, includes
server, clients,
tape drive, and
database
agent(s)
2-tier (client,
media server)
2-tier (clients,
media server)
NetBackup for Virtual Machine Protection
NetBackup per Terabyte Licensing Model
• Customer Benefits
– Easy and economical way to obtain advanced features
– Deployment for optimal performance – entitlement limited only by the
amount of front end terabytes
– Simplified pricing and licensing compliance – single metric to understand,
track and comply
• Front End Terabyte (FETB) Definition
– The total aggregate amount of data on Clients or Devices on which
NetBackup is installed or for which NetBackup is used to provide backup
functionality
– Data is measured as the current largest aggregate full (or synthetic full)
backup performed
– One Terabyte is equal to 1,024 gigabytes of data
NetBackup for Virtual Machine Protection
NetBackup Platform Offerings
Offering
•
•
•
NetBackup Platform Base
•
•
•
NEW!
NetBackup Platform Base
– NDMP Edition
NetBackup Data
Protection Optimization
(DPO)* Add-on Option
Licensing
Requirements
Included Features
Standard Client
Enterprise Client
App & Database Pack
SAP Agent
NetBackup Server
NetBackup
Enterprise Server
•
Includes all NetBackup
Platform Base features
•
NetBackup Intelligent
Deduplication Option
NEW! NetBackup
Accelerator
•
NetBackup for Virtual Machine Protection
Library Based Tape Drive
• Shared Storage Option
• Vault Option
• Enterprise Disk Option
• OpsCenter Analytics
• NEW! Replication Director
Option
• NEW! NetBackup Search
•
* Note: DPO replaces
NetBackup Deduplication
Option
The
Must NetBackup
be purchased for all
FETBs
protected
by NBU,
Platform
Base
per
Deduplication Option and/or
TB
license
RealTime
in includes
the domain
all the advanced
features with the
•exception
Only availableof
for Data
NDMP
backups
Protection
• Must be purchased for all
Optimization
FETBs - NDMP datawhich
protected
by
DPO
and/or
CDP
is sold separately.
•
•
•
NetBackup Platform Base
license is required
License # of TBs that DPO will
protect
Identify Good Candidates For The TB Model
• The 3 Key Variables
– Average amount of data per protected machine
– Forecasted data growth
– Level of current and planned technology adoption
• Good Candidates
– Average less than 150GB per protected machine
– Annual data growth is less than 20%
– Currently have or require Enterprise Client and App and DB Packs on 10%+ of
their machines
– Customers have or require Deduplication, RealTime or OpsCenter Analytics
• Poor Candidates
–
–
–
–
Average amount of data per protected client is greater than 150 GBs
Significant amount of data is protected using NDMP
Annual data growth is greater than 20%
Using basic backup technology – Standard Clients and leveraging tape
NetBackup for Virtual Machine Protection

similar documents