CA Technologies: Innovating with the first Cloud Backup to Azure

Rob Minaglia, VP Strategic Alliances, CA Technologiesrob.minaglia@ca.com 914-262-2003 mWindows Azure Partner Executive SummitWoodinville, WA 2/29/2012

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Copyright © 2012 CA. All rights reserved. All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.

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Agenda

—Introduction

—Market drivers and making the choice for Windows® Azure™

—Customer and channel value proposition −New cloud business model

−Pricing and packaging

−Sales, marketing & distribution

#1 Management Software Vendor*

$4.5 billion annual revenue and strong profit

~$500 million and ~5,000 people annually designing and supporting software

30+ years in business managing complex heterogeneous environments

31 of top 40 products are enabled by Microsoft

CA Technologies Overview

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CA Technologies is an IT management software and solutions company.

Our products enable customers to model, assemble, automate, manage, secure and assure IT environments and deliver more flexible IT services.

CA Technologies makes agility possible.

* Source: Forrester Research, Inc., “Who’s Who in IT Management Software 2.0” by Jean-Pierre Garbani and Thomas Mendel, August 12, 2010

CA addresses cloud management, assurance & security - for customers, service providers and ourselvesThe New Heterogeneity

Which applications do we move to which cloud models when?

How do we minimize security, compliance and availability risks?

How do we avoid vendor lock-in?

Which operational processes do we keep, tweak or transform?

How do we make sure it is all working together for business value?

New Questions

Fabric

Converged infrastructure

New datacenter

Existing datacenter

Virtualization

HybridCloud

IaaS

Traditionalservices

CA provides visibility and control to decide on, migrate between, and

manage across cloud and traditional service models from a business service

value perspective.

Build on PaaS

SaaS

Privatecloud

Cloud burst

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2012 Flagship: ARCserve D2D On Demand

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CA ARCserve® High AvailabilityApplication Availability

CA ARCserve® ReplicationContinuous Copy

CA INSTANT RECOVERY ON DEMAND

CA ARCserve® Backup recovery

CA ARCserve® D2D

Rapid Recovery

CA ARCserve®

ON DEMAND

CA ARCserve® Central

ApplicationsCentralized Management

1.Why cloud? Top growth driver for ARCserve (67% of SMB’s)

2.Why now? Adoption rates and competitive entry

3.Why Windows® Azure™? Support, brand and channel alignment

Most common cloud concerns & drivers

RiskCost SpeedCIO’s top concern about supporting business goals:

Lack of agilitySource: InformationWeek Analytics 2010 Global CIO Report,

Return to Grown, May 2010

51% of CIOs are concerned about falling victim to a:

Major security breachSource: Q1 2009 Global CIO Threats and Opportunities Online

Survey, Forrester Research, Inc.

To reduce costs, 78% of CIOs are considering:

Moving into the cloudSource: Security of Cloud Computing Users, Ponemon

Institute Survey, May 2010

Distribution Channels

CA ARCserve D2D On DemandHybrid Protection and Recovery

Data copy & archive into

cloud

D2D LocalRepositoryRestore

Backup

Restore

Servers and Workstations

Data Copy/Archive

BackupBackup

Integrated w/Microsoft Windows® Azure™ *

• Innovative user experience

• Pooled Storage Shared Across Machines

• Complete Data Security

• 99.9% Availability at Trusted Provider

• SaS70 Type II Certified

A New Type of ARCserve Product: Subscription-based with a Channel-friendly Administrative Portal

10 CA ARCserve D2DoD – CA Confidential Copyright ©2012 CA. All rights reserved.

Channel and pricing

Machine License

Additional Storage

* Includes 25GB of Azure Storage

One Month AnnualWindows Server $50.66 $607.92

Windows SBS Server $36.79 $441.48Windows Desktop $17.31 $207.74

Price per Machine* MSRP

Price for Add'l Storage

Allocated across any machine(s) in organization

Monthly Price/GB

Monthly Annual

25 GB/month $0.55 $13.75 $165.0050 GB/month $0.52 $26.13 $313.50

100 GB/month $0.50 $49.50 $594.00250 GB/month $0.47 $116.88 $1,402.50500 GB/month $0.44 $220.00 $2,640.00

1 TB/month $0.41 $412.50 $4,950.005 TB/month $0.39 $1,925.00 $23,100.00

MSRP

Non-disruptive to the channel: 2-Tier Distribution,

4 tier billing model• Opportunity for existing VAR/LARs,

MSP’s

• Shift to Recurring Revenue

Compared to traditional

licensing

• ASP for perpetual license ~2x

subscription

ARCserve Cloud Backup on Windows AzureBusiness Summary

1. CA challenges− Treating AWS investment as sunk cost

− Two tier billing

− Data privacy outside the U.S.

− On ramp costs for larger customers

2. Microsoft accelerators− Speed and flexibility in structuring the agreement (network,

migration window)

− Design and architectural support

− Programs and co-promotion

− Resolution of legal questions on foreign privacy issues

− Aligning sales incentive with local Microsoft sales teams ($50K threshold)

SMB concerns – ADDRESSEDChannel opportunities – EXPANDED WITHOUT DISRUPTION

Time

Reduces restore time

Cost

Optimizes the IT cost structure

• How long will it take to get my data back in the case of disaster?

• Can I recover my data from anywhere & anytime?

• Can I reduce my overall data protection costs?

• Is there a subscription based option?

Risk

Data securityand visibility

• Is my data secure while in transit?

• Is my data secure in the cloud?

• Am I still able to do bare-metal restore?

Distribution Channels

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— http://www.microsoft.com/enterprise/partners/ca.aspx

— http://www.ca.com/us/partners/spotlight.aspx?cid=30444

— http://www.marketwatch.com/story/new-ca-arcserve-d2d-on-demand-delivers-fast-cost-effective-hybrid-data-protection-to-smbs-2012-02-23

For more information