Managed Capacity Promotion

Disrupt / Take-out the Competition

Managed Capacity Promotion

Guarantee the Cost of Your Data ProtectionGuarantee the Cost of Your Data Protection

Target New Customers ONLY Agressively attack the competition Managed Capacity 25% DISCOUNT No TB Capacity expansion required for 3 years Buy-Back remaining competitive maintenance * 2 Offerings

RPO and RPO & RTO Solutions

• Buy-back is a credit up to 25% of Net to CA Purchase Price• *TB Expansion – Customer must licence for all data being

backed up by competitive solution

Target New Customers ONLY Agressively attack the competition Managed Capacity 25% DISCOUNT No TB Capacity expansion required for 3 years Buy-Back remaining competitive maintenance * 2 Offerings

RPO and RPO & RTO Solutions

• Buy-back is a credit up to 25% of Net to CA Purchase Price• *TB Expansion – Customer must licence for all data being

backed up by competitive solution

The MechanicsThe Mechanics

NOT FOR EXISTING CUSTOMERS - Offer Managed Capacity (RPO and RPO &

RTO at 25% discount ) Customers purchase Capacity for the data they

are backing up today and will not be required to purchase additional capacity for the next 3 years

At the end of Year 3 – they would renew for the capacity they are actually using

DEAL REG STILL APPLIES! – Great Margins

NOT FOR EXISTING CUSTOMERS - Offer Managed Capacity (RPO and RPO &

RTO at 25% discount ) Customers purchase Capacity for the data they

are backing up today and will not be required to purchase additional capacity for the next 3 years

At the end of Year 3 – they would renew for the capacity they are actually using

DEAL REG STILL APPLIES! – Great Margins

AMAZING OFFERAMAZING OFFER

Pricing is Aggressive (-25%) TARGET COMPETITION Great to win NEW Business Simple to Buy Simple to Manage Simple to Switch DISRUPT THE MARKET

Pricing is Aggressive (-25%) TARGET COMPETITION Great to win NEW Business Simple to Buy Simple to Manage Simple to Switch DISRUPT THE MARKET

What is neededWhat is needed

End User Addendum (requires signature) Reseller T’s & C’s (auto accept on order) Offer runs to March 31st 2013

End User Addendum (requires signature) Reseller T’s & C’s (auto accept on order) Offer runs to March 31st 2013

Managed Capacity Promo – Key Messages

We’ll even help them switchWhat’s more, we’ll even help them switch to CA ARCserve by offering to buy any remaining

maintenance contracts.

All Inclusive Managed Capacity at 25% discountThe savings start immediately. If they switch to CA ARCserve All Inclusive Managed Capacity now, we’ll

welcome them with a 25% discount.

We’re taking simplifying data protection even further for our customers. Now we’re cutting through the complexity of budgeting and paying for spiralling data protection needs for the next three years –

regardless of how much our customers’ needs increase.

No price increase for three yearsAs all our customers know, data is getting bigger. But with CA ARCserve, the costs don’t have to. They

simply pay for the capacity their organisations require now, and regardless of growth, their data protection costs will remain unchanged

It’s just another reason why data protection couldn’t be simpler with CA ARCserve

SKUs

CA 11/12/2012 CARPMC16CUW25C6

CA ARCserve r16 RPO Managed Capacity - Competitive Upgrade and/or Competitive Bid option from 3rd-party per-terabyte Data Management product - ARCserve Backup and ARCserve D2D and ARCserve Replication-File Only - Product plus 3 Years Enterprise Maintenance

CA ARCserve R16 RPO MNGD CAP - COMP UPG AND/OR COMP BID O FROM 3RD-PARTY PER-TERABYTE DATA MGMT PROD - ARCserve B/U & ARCserve D2D & ARCserve REPLICATION-FILE ONLY - PROD + 3 YRS ENT MNT

CA 11/12/2012 CARTMC16CUW25C6

CA ARCserve r16 RPO RTO Managed Capacity - All Inclusive - Competitive Upgrade and/or Competitive Bid option from 3rd-party per-terabyte Data Management product - Product plus 3 Years Enterprise Maintenance

CA ARCserve R16 RPO RTO MNGD CAP - ALL INCLUSIVE - COMP UPG AND/OR COMP BID O FROM 3RD-PARTY PER-TERABYTE DATA MGMT PROD - PROD + 3 YRS ENT MNT

CA ARCserve r16 RPO Managed Capacity - Competitive Upgrade and/or Competitive Bid option from 3rd-party per-terabyte Data Management product - ARCserve Backup and ARCserve D2D and ARCserve Replication-File Only

CA ARCserve r16 RPO RTO Managed Capacity - All Inclusive - Competitive Upgrade and/or Competitive Bid option from 3rd-party per-terabyte Data Management product

Marketing

• Still with Legal being approved

Data Protection made simple

We’re offering unlimited data protection for the next three years when customers switch to CA ARCserve

Great news - CA ARCserve are taking simplifying data protection even further. Now we’re cutting through the complexity of budgeting and paying for spiralling data protection requirements for the next three years – regardless of how much needs increase. It’s a great opportunity for customers and for you, our partners.

No price increase for three yearsYour customers’ data growth is out of control, but their protection costs don’t have to be. They simply pay for the capacity they require now, and regardless of growth they experience over the next 3 years, their data protection costs will remain unchanged until they renew their maintenance.

New Managed Capacity SKUsCross-grades from for any non-Managed Capacity ARCserve-licensed environments to the new RPO & RPO/RTO SKUs and Competitive displace/quote upgrades

New Existing Customer Cross Grade

CA ARCserve r16 RPO RTO Managed Capacity - All Inclusive - Crossgrade from existing ARCserve-licensed components

and modules

CA ARCserve r16 RPO Managed Capacity - Crossgrade from existing ARCserve-licensed components and modules -

ARCserve Backup and ARCserve D2D and ARCserve Replication-File Only

New Cross Grade for Existing ARCserve CustomersCross Grade from components or Modules to Managed Capacity

25% Discount from Regular MCP List price(unlimited Data Growth not included)

NOW : Three Managed Capacity Purchasing Scenarios

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Scen

ario

1Sc

enar

io 2

Customers who have already purchased earlier versions of Managed Capacity

Purchase the “CrossGrade” from earlier versions of managed Capacity” SKUs.

Scen

ario

3

Purchase the Cross-grade from earlier. Component/Module options for Managed RPO & RPO/RTO Capacity

Customers who have already purchased ARCserve in as Component or Modules (aka ‘Solutions’ & ‘Suites’)

Partners who are involved in a competitive situation with the customer

USE MANAGED CAPACITY COMPETETIVE PROMO SKUS

Managed Capacity SKUsIdentified by Recovery Capability, instead of Technology

SecSecMinHourDayWeekMonth

Traditional Tape Based backup

Image Based Backup High Availability

R16 RPO RTOPer Terabyte & Per Socket & SBS

R16 RPOPer Terabyte & Per Socket & SBS

Recovery Time Objective: Acceptable amount of

system/application downtime

Recovery Point Objective: Acceptable amount of lost data

measured in units of time.

RPO: includes ARCserve tape backup, image backup & BMR, and file-only replication and helps lower RPO times.

RPO RTO: includes everything in RPO and adds ARCserve application replication and high availability and helps lower RPO and RTO times.

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