CA ARCserve and CA XOsoft Simplified Pricing Program

October 2007

Sold per backup server Base product MSRP 795 €

Basic Options and agents according to customer needs Open File Agent MSRP 815 €

Disaster Recovery Option MSRP 713 €

Tape Library Option MSRP 1.020 €

Client Agent for Windows MSRP 257 €

Exchange Agent MSRP 1.020 €

Complex Options and agents to sell to customers Disk Staging Option MSRP 508 €

Enterprise Module MSRP 4.335 €

Exchange Premium Add-on MSRP 1.021 €

Current ARCserve License Model

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Euro MSRP Price. Maintenance not included.

New Simplified Pricing Packages(Available October 1st 2007)

4 simple suite packages

Name Descriptor MSRP

CA ARCserve Backup File Server Suite 725,04 €*

CA ARCserve Backup e-Mail Suite 1.363,44 €*

CA ARCserve Backup Database Suite 1.363,44 €*

CA ARCserve Backup Application Suite 1.363,44 €*

Available 1 and 3 years enterprise and value maintenance, OLP, MLP and GLP

Easy to quote and sell!!!* EURO MSRP Price. Maintenance not included.

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File Server Suite(MSRP €725)

File Server SuiteFile Server Suite

Everything included for one low price!!!

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File Server SuiteFile Server Suite

e-Mail Server Suite(MSRP €1.363,00 )

Exchange Agent

Exchange Premium add-on

Lotus Notes Agent

Exchange Agent

Exchange Premium add-on

Lotus Notes Agent

+

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File Server SuiteFile Server Suite

Database Server Suite(MSRP €1.363,00 )

+

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File Server SuiteFile Server Suite

Application Server Suite(MSRP €1.363,00 )

SAP Agent

Sharepoint Agent

DPM Agent

SAP Agent

Sharepoint Agent

DPM Agent

+

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Traditional Pricing 5 Server Typical Configuration

EthernetSolution Components

1 CA ARCserve Backup

3 Open File Agents

1 Disaster Recovery Option

4 Server clients 

1 Agent for Microsoft SQL

1 Agent for Microsoft Exchange

1 Agent for Exchange Premium add-on

1 Tape Library Option

1 Disk Staging OptionMicrosoft SQL

ServerMicrosoft

Exchange Server

Tape Library

Backup to Disk

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Simplified Pricing 5 Server Typical Configuration

EthernetSolution Components

3 CA ARCserve Backup File Server Suite

1 CA ARCserve Backup Database Server Suite

1 CA ARCserve Backup e-Mail Server Suite

Microsoft SQL Server

Microsoft Exchange Server

Tape Library

Backup to Disk

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Virtual Environments

> Suites sold per VM instance

> Same rules from non VM environments for Application , e-Mail and Database servers

VM Server

Virtual Sessions

Microsoft SQL Server

Microsoft Exchange Server

Solution Components

3 CA ARCserve Backup File Server Suite

1 CA ARCserve Backup Database Server Suite

1 CA ARCserve Backup e-Mail Server Suite

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Competitive Upgrades

> Competitive Upgrades are per e-mail, application, database and file server user have with competitive product. (Only sold with maintenance)

> Same questions for competitive upgrade How many servers you want to upgrade?

How many of them are application servers?

How many of them are e-Mail servers?

How many of them are Database servers?

> 4 SKUs for competitive upgrade From any competitors backup server or client agent to File Server Suite

From any application Server to Application Server Suite

From any Database Server to Database Server Suite

From any e-Mail Server to e-Mail Server Suite

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Handling Objections

How many Licenses do I need to install? Just one, the license key opens all options and agents for that particular server

(the Customer will receive new CD Sets!)

I don’t need all of these options in my server, why I should pay for them? The cost of the suite is less than the cost of two options or two agents and you are licensed to install over

€40,000 worth of technology to meet your data protection needs. You can also change your storage technology and backup model at anytime on the currently licensed servers without having to buy more backup licenses.

I am a current user of ARCserve and I just want to add one more server in to my backup environment, do I have to buy a suite?

Customers who are on the traditional backup licensing model can buy more licenses using the traditional licensing model.

Do I have to update all my current ARCserve servers to use the new suites? No, customers who are adding more servers to their current r11.5 don’t need to upgrade their other

servers, it’s the same product as the traditional pricing but easy to buy.

Do the suites have less functionality than the traditional pricing product? No, the product is the same and has all the functions and features included. It’s just enhanced to simplify

and ease the buying and licensing process

Is the “Simplified Pricing” Model available for all Operating Systems? Customer who don’t use Windows for their Backup Servers still needs to buy through the traditional

Licensing12

Upgrades to the simplified pricing

> There are no upgrades from current ARCserve users to the simplified pricing model

Current r11.5 customers

– Product is the same so no need to upgrade current r11.5 installations

– They can add new servers using the simplified pricing model

Customers with Previous versions of ARCserve (v9, r11, r11.1)

– No upgrades from older versions to the new simplified pricing

– Customers can use regular upgrade SKUs for their environments or upgrade for free if they have current maintenance

– They can add new servers using the simplified pricing model

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Is It Recommended for Everyone?

Recommended New customers

Current customers who need to add more servers in their environment

Current customers who need to implement high end options and

agents

X Not Recommended Current customers who only need to add one client server or one

application

– Traditional pricing is recommended

Customers Backing up with Non Windows Back up Severs

– Traditional pricing is recommended

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Rules to consider

No mix and match between traditional pricing and simplified pricing on new deals

There are no client agents, everything is included in each of the suites

Competitive upgrades are available for customers who are thinking about changing their backup solution

Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance)

No upgrades from traditional to simplified pricing

Same cost for virtual instances

Customers will receive new Media Kits!

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Simplified Pricing Program for CA XOsoft

New Simplified Pricing Model

> Reduce the number of SKUs from Hundreds to only 8 per product WANSync/WANSyncHA File Server Virtual Machine

WANSync/WANSyncHA File Server Active Cluster Node

WANSync/WANSyncHA File Server Standard OS

WANSync/WANSyncHA File Server Enterprise OS

WANSync/WANSyncHA for Applications Virtual Machine

WANSync/WANSyncHA for Applications Active Cluster Node

WANSync/WANSyncHA for Applications Standard OS

WANSync/WANSyncHA for Applications Enterprise OS

> Assured Recovery is now a separate Option (one license per server protected is required ) (2xHA=2xAR)

> Upgrades From WANSync to WANSyncHA and Standard OS to Enterprise OS

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New Pricing (Per Server Instance)

Disaster Recovery MSRP EURO

WANSync File Server Virtual Machine 1.459 €

WANSync File Server Active Cluster Node 1.824 €

WANSync File Server Standard OS 1.915 €

WANSync File Server Enterprise OS 2.918 €

WANSync for Applications Virtual Machine 1,459 €

WANSync for Applications Active Cluster Node 2,554 €

WANSync for Applications Standard OS 2.918 €

WANSync for Applications Enterprise OS 4.378 €

High Availability  

WANSyncHA File Server Virtual Machine 1,824 €

WANSyncHA File Server Active Cluster Node 2.736 €

WANSyncHA File Server Standard OS 2,918 €

WANSyncHA File Server Enterprise OS 4,195 €

WANSyncHA for Applications Virtual Machine 2,736 €

WANSyncHA for Applications Active Cluster Node 3,283 €

WANSyncHA for Applications Standard OS 4,195 €

WANSyncHA for Applications Enterprise OS 6,566 €

WANSync to WANSyncHA & Standard to Enterprise OS upgrade SKUs Available price delta €

Option for Assured Recovery – per server 1,459 €

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What Is Included?

> File Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover)

> Application Server Includes one License of WANSync (Replication) or WANSyncHA (Replication & Failover) plus support for one instance of any of the following:

Exchange (Standard or Enterprise)

SQL (Standard or Enterprise)

Oracle

IIS (Standard or Web Edition)

> Assured Recovery is the same for the File Server or the Application Server

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Current Pricing Quote Example(Select The Correct Answer)

A. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Standard Server

B. 2 CA XOsoft r4.0 WANSyncHA Exchange Enterprise Standard Server with Assured Recovery

C. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard with Assured Recovery Standard Server

D. 2 CA XOsoft r4.0 WANSyncHA Exchange Standard Enterprise Server with Assured Recovery

What’s the correct answer?20

WAN/LAN

Microsoft Exchange Server

Microsoft Exchange Server

DR siteProduction

•Windows 2003 Standard•Exchange Standard Edition

•DR testing required

New Simplified Pricing Quote Example(Same Scenario)

A. 2 CA XOsoft WANSyncHA r4 File Server Enterprise OS

B. 2 CA XOsoft WANSyncHA r4 File Server Standard OS + 2 AR Option

C. 2 CA XOsoft WANSyncHA r4 for Applications Enterprise OS + 2 AR Option

D. 2 CA XOsoft WANSyncHA r4 for Applications Standard OS + 2 AR Option

What’s the correct answer?

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WAN/LAN

Microsoft Exchange Server

Microsoft Exchange Server

DR siteProduction

•Windows 2003 Standard•Exchange Standard Edition

•DR testing required

Questions to ask

> Do you need replication only or replication with Failover capabilities? WANSync vs WANSync HA

> How many servers do you need to protect? You need a the same license level on the primary and replica servers

> What operating system are you currently using? Windows Standard Windows Enterprise Windows Cluster (active) Virtual Machine Environment

> Do you need application replication or failover? Exchange, SQL, Oracle, IIS

> Would you like to be able to test your DR plan during business hours and without disrupting your protection service levels?

Assured Recovery Option for each server (master and replica server)

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Rules To Consider

> XOsoft is a Channel product only No Direct sales to fight with channel

Huge opportunity for partners

> Sold per server

> Sold only with maintenance (1 or 3 Years Value or Enterprise Maintenance)

> In virtual environments same cost for the first and subsequent virtual instances

> Assured Recovery Option sold per server (minimum 2 per environment)

> WANSync for UNIX and Linux, Enterprise Rewinder and WANsyncCD remain the same (no new SKUs)

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