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Veeam_Partner_Training_Nov_2010

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					Partner Training Day
Agenda
09:30     Registration
10:00     Welcome and Veeam Update
10:30     Veeam Backup & Replication 5
    What's New and what is the Veeam SureBackup feature set
    Licensing and Upgrade options followed by a Demo
11:30     Coffee Break
11:40     Veeam Reporter 4
    What's New and what this means for your customers
    Veeam Reporter 4 Demo
12:45     Veeam Partner program
13:00     Buffet Lunch
14:00     Optional - Veeam nworks 5.5 for Microsoft SCOM and HP Openview
    What's New and nworks PRO Pack for SCOM
    Why your customers need nworks, and how you make money selling nworks
    nworks 5.5 Demo
15.30
Close
Veeam Update !




Ian Wells
Regional Director NEMEA
Current affairs ….

• 44% of CIOs say they are avoiding using virtualization for
   certain mission-critical workloads due to concerns about
   backup and recovery.

• Currently organizations only back up two-thirds (68%) of
   their virtual estates.

• 61% of enterprises using physical-based tools for backup
   and recovery will now change their approach specifically
   because of virtualization.
The BUZZ
The Twitterverse…

   demiller Veeam, i <3 you. Your stuff works without a ton of messing
   around to get it configured.

   cape2000 VMware should buy @veeam and incorporate everything in
   vSphere 5.0.. #iloveveeam

   VirtualisedReal Blog: Veeam Backup and Replication v5 - Features,
   Hands on. http://bit.ly/dkt1JX Congratulations team Veeam on another
   fantastic product!

   Faisalfarooqui @veeam I'm lovin the new version so far.

   mwpreston @veeam v5 - 5 minutes to backup 125 GB SQL server. 5
   minutes! Did you hear me? 5 Minutes! wow! #goodstuff

            http://twitter.com/Veeam
  http://search.twitter.com/search?q=veeam
From a customer…
 After a little more than a year of living with vRanger,
 there was no end in sight for the promised vRanger
 4, and when the product finally appeared in beta
 form almost 14 months, we were unimpressed with
 the feature set. We decided to evaluate Veeam for a
 second time.

 In those few months Veeam Backup had been
 through version 2, and was sitting a version 3, with
 an impressive list of features including advanced
 VSS support, and file level restore features for
 Windows and Linux hosts. We decided to jump ship
 and move to Veeam Backup, and we haven't looked
 back.
Facebook
http://www.facebook.com/VeeamSoftware
Veeam Blog




   http://www.veeam.com/blog
      (formerly VeeamMeUp)
Search - vPower
Veeam ONE &
Veeam Backup & Replication v5
with vPower
Veeam wins 4 awards at VMworld—another industry first!


                                               Veeam Backup & Replication™ 5.0
                                                 with vPower!

     ―That winner    can only be somebody who‘s actually won in one of the other categories,
     so it’s a really big deal. So that means they really stood out, not only in the category
     they‘re in, but across every sector of the marketplace.
     ―And actually it was very clear, cut-and-dried. In 3 hours of deliberation, this took
     10 minutes.‖
                                                                       Jo Maitland, Executive Editor
                                                                     SearchServerVirtualization.com
                                             presenting the award for Best of Show at VMworld 2010




                     Veeam Backup &
                                                                                     Veeam ONE™
                     Replication 4.1
About Veeam


   Veeam Software develops innovative products for
virtual infrastructure management and data protection.
              Veeam ONE™         vPower™

   Reduce costs, mitigate risk, and fully realize the
        promise of virtualization with Veeam.
What sets Veeam apart?
 Strong R&D
 Solid financials
 Impressive customer growth
 Robust channel
 Strategic partnerships
Veeam ONE
1 solution: eliminates the need to evaluate, deploy
  and maintain multiple tools
      2 perspectives: provides technical and business-oriented
         perspectives of the virtual environment
            3 critical areas:
               ● Performance
               ● Configuration
               ● Utilization
                   4 key capabilities:
                      ●   Monitoring
                      ●   Capacity planning
                      ●   Change management
                      ●   Reporting and chargeback
Choose the ONE that’s right for you




  ―By combining Veeam products with the vSphere 4 platform, enterprises
  can protect and extend improvements in manageability and resource
  utilization brought about by virtualization, while implementing reporting
  and controls necessary for the shift to cloud computing.‖
                                                                         – Bernie Mills
                                                   Senior Director, Alliance Programs
                                                                              VMware
vPower




         5 patents pending
Breakthrough technology
 Run a VM directly from a backup file Patent-pending
   ● Compressed, deduplicated, incremental
   ● Runs on regular backup storage

 Automatically manage isolated virtual lab Patent-pending




 ―This is why I love Veeam. They take all the virtualization technology pieces
 on the table and put them together into a functioning business solution.‖
                                                                  – Brett Westover
                                                                    IT Administrator
                                                       Therapeutic Research Center
Veeam + Data Protection




Dave Johnson
Veeam Account Manager - Magirus
Welcome




Dave Johnson – Veeam Business Manager at Magirus

• What is Veeam and why do my customers need it and
  want it?
• How can I make more money by selling Veeam?
• Veeam BU & Replication V5 overview and Demo
Why should I sell Veeam?
Why should I sell Veeam?

• How much VMware do you sell?
• How much margin do you make on
  VMware?
Why should I sell Veeam?

• How much VMware do you sell?
• How much margin do you make on
  VMware?
• Would you like to add 60% more
  Revenue at up to 26% Margin?
Why should I sell Veeam?

• How much VMware do you sell?
• How much margin do you make on
  VMware?
• Would you like to add 60% more
  Revenue at up to 26% Margin?
• Everyone needs to Protect, Monitor and
  Manage their Virtual Environment.
    How do I sell Veeam?
• Are you using Vmware?
• How do you Protect (BU) these VMs?
• What issues / Challenges do you have with xxxxxxxxx?
• If I could show you a way to make your BUs FASTER,
  EASIER, MORE RELIABLE, would you be interested?
• Have you heard of Veeam?
• Veeam are a leading provider of......... I would like to
  invite you to an webex / meeting / demo to show you how
  you could benefit from using Veeam
How Veeam is Licensed
 • All Veeam and nworks branded products are
   licensed per Physical socket / CPU
 • Each socket / CPU can be up to 6 cores
 • 1st Year‘s (Standard) Support is included in pricing
    ● Standard support – 07.00 to 22.00 GMT
    ● Additional years and 24 x 7 uplifts available
 • Public Sector Pricing – 15% off list
 • Educational Pricing – 40% off list
 • Special Promotional Pricing at various times (check
   ProPartner Portal)
 • Bespoke / ELA‘s etc
Veeam Solution Suite
Veeam Backup & Replication


 A groundbreaking disaster recovery
 solution for VMware Infrastructure 3
 and vSphere 4 that combines
 backup and replication in one
 product.

 First enterprise-ready VM solution
 that combines backup and
 replication
         - Easy to use
         - Consistent backup
         - Fast recovery
  Ongoing innovation: Veeam ―firsts‖



          Version 1.0
• 2-in-1: backup and replication
                                                                       Version 4.0
• Instant file-level recovery                                                                            Version 5.0
                                                                • Support for CBT,
• Instant object-level recovery                                                                     • Recovery verification
                                                                  vStorage APIs,
• Inline deduplication                  Version 3.0               thin-provisioned disks            • Universal application-
• Direct-to-target backups      • IFLR for Linux                  and vApps                           item recovery
• Synthetic full backups        • ESXi backups without VCB      • Direct-from-SAN backup            • On-demand test VMs
• Replica rollback              • VSS support for WS2008        • Near-CDP                          • Instant indexing



Feb ‗08             Jul ‗08             Feb ‗09              Jun ‗09     Oct ‗09      Dec ‗09                 Q3 ‗10

                 Version 2.0                            Version 3.1                 Version 4.1
          • Advanced VSS support                  • vSphere compatibility      • Replicate to ESXi
          • ESXi backups                                                       • Support for CBT with
          • VCB performance (fastest)                                            vRDM disks




                                                                                                                               
Backup Options
Costs for Best Fit with Veeam



               High RPO
                                SRM
                                       $$$ - SAN Hardware
               High RTO
               Tier1 Apps

         Low RPO
         High RTO             Veeam        $$ - Software + ESX Host
         Tier 2 Apps         Replication

      Low RPO                                  $ - Software + Storage
      Low RTO               Veeam Backup
      Tier 3 Apps
The Solution
Going forward with Vsphere
So What’s New?
Key Features – Going forward with SureBackup
Veeam Backup & Replication™




 Recovery verification NEW!    Universal application-item    2-in-1: backup and
                               recovery NEW!                 replication
 10x faster: vSphere and
 vStorage (including           Instant file-level recovery   Replicate on-site for HA,
 Changed Block Tracking)       (Windows and Linux)           off-site for DR
 Highly efficient: including   Instant indexing NEW!         Fraction of the cost of
 SmartDedupe™                                                traditional CDP
vPowered capabilities


              Instant VM recovery

                       U-AIR™
           (universal application-item recovery)

      SureBackup recovery verification

             On-demand sandbox

          Instant file-level recovery
                   from any file system
Instant VM recovery
 Fast: Start VM directly from backup file
 Readily available: Uses existing backups and backup storage
 Buys you time: Users keep working while you troubleshoot the
  problem
Instant VM recovery




                          Storage vMotion /
                      Veeam Backup & Replication
How it works
 Publishes the contents of the backup file as a datastore
  that an ESX(i) host can connect to
 Uses vPower NFS server
 Works with compressed, deduplicated and incremental
  backups
 Use Storage vMotion, replication or hot VM copy to
  complete the recovery
vPowered capabilities


              Instant VM recovery

                       U-AIR™
           (universal application-item recovery)

      SureBackup recovery verification

             On-demand sandbox

          Instant file-level recovery
                   from any file system
U-AIR
 No application-specific agents to license
 No additional products to buy
 No special backups to create
 Durable—not tied to application internals
 Supports ANY virtualized application, on ANY OS
   ● Also includes wizards for Microsoft Exchange, Active Directory
     and SQL Server

 Administrator- or user-directed recovery
U-AIR workflow engine
 Maintains separation of permissions
  between backup administrators and application owners
   ● Application owners install wizards on their workstations
   ● Application owners submit restore requests to backup administrators
   ● Backup administrators approve/deny requests
   ● Application owners get notified, can then finish the wizard to
     restore items
vPowered capabilities


              Instant VM recovery

                       U-AIR™
           (universal application-item recovery)

      SureBackup recovery verification

             On-demand sandbox

          Instant file-level recovery
                   from any file system
Recovery verification
 Verify the recoverability of every backup          Check all
   ● Every virtual machine                       Check some
   ● Every restore point
                                              Checksum
 Does not affect backup windows or
  require additional hardware and staff
How it works

      1 Publish                        2 Start            3 Verify



                                                                 VM
                                                                 OS
                                                                 App

                                                                 Report
                     Read-only

 Backup Repository               Fenced-off Environment   Verification Job




                                 Veeam Backup Server




                                                                             
vPowered capabilities


              Instant VM recovery

                       U-AIR™
           (universal application-item recovery)

      SureBackup recovery verification

             On-demand sandbox

          Instant file-level recovery
                   from any file system
On-demand sandbox
 Automatically create and manage sandbox
   ● Proxy appliance provides access into isolated environment

 Instantly start a group of production VMs in sandbox
  from any point (full or incremental backup)
 Run directly from the backup file, with backup file
  remaining untouched
 Can be used for:
   ●   Troubleshooting
   ●   Testing workarounds
   ●   Patch testing
   ●   Development or test lab


  Leverage the investment you’ve made in backups to do more
vPowered capabilities


              Instant VM recovery

                       U-AIR™
           (universal application-item recovery)

      SureBackup recovery verification

             On-demand sandbox

          Instant file-level recovery
                   from any file system
Backup V5 Enterprise and Standard

2 versions of Veeam BU v5
   ● Enterprise and Standard
Currently, there are differences in three areas:
Recovery verification:
Windows guest file system indexing:
U-AIR (universal application-item recovery):
Standard and Enterprise Editions

Feature                                       Standard      Enterprise
Instant VM recovery
U-AIR (universal application-item recovery)
Recovery verification                         Manual        Automated
On-demand sandbox
IFLR for any file system

Windows guest file system indexing            Current       All backups
                                              backups    (current & archived)
Backup V5 Enterprise and Standard - What’s the difference?


Recovery verification:
Standard Edition will provide basic recovery verification
  (verifying a backup of a VM by mounting and manually
  testing the backup file),
Enterprise Edition will offer automated and more
  advanced recovery verification (including creating an
  isolated test environment, testing related VMs together,
  running test scripts, etc.).
Backup V5 Enterprise and Standard - What’s the difference?


Windows guest file system indexing:
Standard Edition will maintain an index of Windows guest
  files in current backups,
Enterprise Edition will also include files in archived
  backups.
Backup V5 Enterprise and Standard - What’s the difference?

U-AIR (universal application-item recovery):
  Enterprise Edition will include U-AIR™; Standard
  Edition will not.

U-AIR is the ability to restore individual application objects,
  such as email messages, directory objects or database
  records, from a regular backup.
V5 Pricing

• Standard               £454 per CPU

• Enterprise             £674 per CPU

• Tier A –   1 to 6 cores per CPU
• Tier B -   7 to 12 cores per CPU


• Management Suite Plus includes BU Enterprise
Concepts and terminology

• Synthetic backup
• De-duplication
• Microsoft VSS
• VMware Consolidated Backup – VCB
• VM templates backup
• Data de-duplication and RLE compression
• Accurate VSS support
   ● Microsoft Windows 2003
   ● Microsoft Windows 2008
• Full VCB support
• Integration with tape solutions
Demo




  Veeam Backup & Replication
           demo
Veeam Reporter™ 4.0
Enterprise reporting, change management and capacity planning for VMware
ONE solution
for virtualization management
                                     ONE solution

 Real-time monitoring          nworks Management Pack™
                                  nworks Smart Plug-in™
 Enterprise reporting               Veeam Monitor™


 Change management
                                          +
                                    Veeam Reporter™

 Capacity planning
                                          +
 Business categorization        Veeam Business View™
Veeam Reporter
 One place to go
Veeam Reporter
 One place to go
 Different consumers


        Storage Used by          Storage Used by
          Cluster, TB            Department, TB
                     Cluster 1
                                                Marketing
        15 7         Cluster 2   17    14
                                            7   Support
    9          21    Cluster 3
                                                R&D
                     Cluster 4    33
         19                                     Sales
                     Cluster 5
3 key areas



              Enterprise reporting

              Change management

               Capacity planning
3 key areas



              Enterprise reporting

              Change management

               Capacity planning
3 key areas



              Enterprise reporting

              Change management

               Capacity planning
SQL Server
  SSRS




        IIS
                    CMDB

Reporter




 Dashboard      Web      Report
  or portal   browser   consumer
Veeam Reporter
 One place to go
 Different consumers
 Key requirements
   ● Enterprise reporting
   ● Change management
   ● Capacity planning
Demo




       Veeam Reporter Demo
Veeam Monitor




                The new industry standard for VMware
                performance monitoring, capacity planning
                and troubleshooting.
    Veeam Monitor
The new standard for performance monitoring, capacity planning
and troubleshooting for your entire VMware Infrastructure

•   Agentless monitoring of multiple VirtualCenter environments
•   Single-screen detailed performance and trend analysis of your virtual
    infrastructure (into SQL database)
•   Correlation of event and performance date - real time and historical
    data on resource usage (can be used for charge-back)
•   Easy to set up advanced alerts and flexible alarms at varying levels of
    granularity
•   Issue resolution w/in individual VMs via Monitor GUI or VM console
•   Capacity planning – growth and deployment of new VMs
•   User Interface optimized for monitoring – or use VM console
Demo




       Veeam Monitor Demo
Veeam Licencing & Partner Program
How Veeam is Licensed
 • All Veeam and nworks branded products are
   licensed per Physical socket / CPU
 • Each socket / CPU can be up to 6 cores
 • 1st Year‘s (Standard) Support is included in pricing
    ● Standard support – 07.00 to 22.00 GMT
    ● Additional years and 24 x 7 uplifts available
 • Public Sector Pricing – 15% off list
 • Educational Pricing – 40% off list
 • Special Promotional Pricing at various times (check
   ProPartner Portal)
 • Bespoke / ELA‘s etc
How Veeam is Licensed – Bundles

• Veeam Essentials (VMware Essentials / Essentials Plus)
   ●   For small /remote branches and offices
   ●   6 socket bundle of Back-up / Reporter / Monitor
   ●   Proof of Purchase required of VMware Essentials
   ●   Companion bundle, not sold seperately
   ●   65% discount against price of a la carte prices
   ●   10% extra margin for reseller


• A single simplified Veeam Management Suite is now offered that
  includes – again heavily discounted at 40% off list
  Veeam Backup & Replication + Veeam FastSCP + Veeam Reporter
  Enterprise + Veeam Monitor + Veeam Business View.
New Bundle – Veeam Essentials
New Bundle – Veeam Management Suite
Why Become a Veeam Partner?

 • IT‘s FREE ! No cost – for subscription or training
 • Increased profit from established technology
     ● Compliment customers existing infrastructures
 • True Value Add to established virtualized customers
 • 2 Tier Channel Margin
     ● Q1 09 – Distributor - Magirus
     ● Q1 09 Tiered Partner Channel – Margin differentiator
 • Committed 100% Channel focused vendor
 • No overlap with Reseller offerings, all services are delivered by
   Channel
 • Sales, technical support and co-op funding for events
 • ProPartner Portal for sales tools
 • Deal registration for Gold Partners
     http://propartner.veeam.com/propartner/php/?act=reg#
Why Become a Veeam Partner?
What’s in it for you?
......Tools to make you successful
• http://www.veeam.com/propartner.html
• http://propartner.veeam.com/propartner/php/#hr:homePage.php
• Current Quarter Promotions for Partners
     ● Competitive upgrade offer on Veeam Backup & Replication - 25% extra margin
     ● Veeam Essentials – Upgrade to Enterprise plus
•   Latest product updates – presentations / cheatsheets etc
•   Sales Tools – email templates / price lists / whitepapers / graphics
•   Company news
•   Coming events – advertise your seminar
•   Deal Registration
What’s in it for you?
.......all the news and offers
What’s in it for you?
.........Lots of Margin
Deal Registration
   ● For GOLD partners only
   ● Register on ProPartner site
   ● Minimum deal size $ 6,000 (under review)
   ● UK ISR will validate registration
   ● Awarded first come first served basis
   ● Only one award for each deal
   ● Registration number to partner upon approval
      − This number must go on your order to distributor
   ● Operational window – 10 to 90 days
   ● 6% discount off list paid via the distributor
What’s in it for you?
....Help winning business
• Support via webinars, conference calls etc
• On-site joint visits
• Demonstrations
• Shadow installations
• Co-op funding for Gold Partner events etc
• Content Syndication – Veeam on your website
• Free Training – Partner Webinars
• Technical Papers, Whitepapers, Competitive
    Briefs
Increase your profit in Virtualization

   • Missing out on A high percentage of ―add on‖
     Virtualization business? Build your sale

   • Better ROI and benefits from Virtualization investment
     for your customers

   • Veeam could represent a 65% increase in all
     virtualization sales if our solutions were sold on every
     proposal of VMware.

   • Excellent levels of margin can still be made !
Any Questions?

				
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