Hyper-V Challenge 2014 Kickoff

Hyper-Veeam ChallengeVeeam Sales OpportunityChris Henley, Product EvangelistMichelle Zeid, Marketing Manager - Microsoft Alliance

© 2014 Veeam Software. All rights reserved. All trademarks are the property of their respective owners.

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“Veeam leverages virtualization, storage and the cloud to enable the Always-On Business™. Our data center availability solutions deliver high-speed recovery, data loss avoidance, verified protection, risk mitigation and complete visibility. We’re proud to have provided early support for Hyper-V and, as Hyper-V has grown, that support has only strengthened.”

‒ Ratmir Timashev President & CEO

Veeam Software

247Percent Increase Growth of Microsoft’s Hyper-V Business from 2012 to 2013


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Our Goal is to Help You• Understand the Veeam Hyper-V Challenge 2014

• Recognize the future of Windows Server 2012 with the potential of Hyper-V

• Increasingly identify opportunities for Veeam Backup & Replication when partnered with Microsoft Hyper-V and System Center

Finally…

• Understand how this campaign helps you make more money


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What’s in it for you? • Open a new avenue to achieve monthly

quotas

• Build a base with an increasingly adopted virtualization service for future sales

• Earn unlimited $100 Amazon e-Gift Cards

• Chance to Win (2) tickets to see the Atlanta Falcons vs. Pittsburgh Steelers game at the Georgia Dome on December 14, 2014

• Monthly Half-time activities, lunches and bonus sales incentives

• Hyper-V Challenge 2014 Vintage Football T-shirt & Souvenir Pint Glass

*Total of (4) Pairs of tickets to be awarded for Section 114 *Row 30


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ARE YOU READY FOR SOME FOOTBALL?

Earn extra $$$on every payday!

BONUS!Monthly Raffle to win an Authentic NFL Football Jersey of choice (up to $175 value)Earn a raffle ticket every time you meet the set minimum for transactions/sales

Inside Sales Associate (ISA)The ISA with the most Veeam Backup & Replication (or a related product) for Hyper-V transactions will earn a $100 Amazon e-Gift Card on their pay day, and will be entered into a drawing to win (2) tickets to the football game.* (One) ISA per: region* Measurement will be based on volume/transactions * Minimum (4) opportunities passed ISA (8 bi-weekly)* Federal – Minimum (1) transactions + 2 opportunities per: week (2 transactions + 4 opportunities created bi-weekly)

Inside Sales Representative (ISR)The ISR that grows the most in deal size YoY for Veeam Backup & Replication (or a related product) for Hyper-V will earn a $100 Amazon e-Gift Card on their pay day, and will be entered into a drawing to win (2) tickets to the football game. * (One) ISR per: region* Measurement will be based on volume/transactions compared over 2013


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Inside Channel Manager (ICM)

The ICM that grows the most in deal size YoY for Veeam Backup & Replication (or a related product) for Hyper-V will earn a $100 Amazon e-Gift Card on their pay day, and will be entered into a drawing to win (2) tickets to the football game.* (One) ICM per: region* Measurement will be based on volume/transactions compared over 2013

Inside Channel Developer *Regional (ICD)

The ICD with the most transactions for Veeam Backup & Replication (or a related product) for Hyper-V will earn a $100 Amazon e-Gift Card on their pay day, and will be entered into a drawing to win (2) tickets to the football game.* (One) ICD per: region* Measurement will be based on volume/transactions for partners on the Partner Focus List

Inside Sales Territory

The territory with the most transactions and opportunities (passed) at the conclusion of the contest, will earn each team member a $50 Amazon e-Gift Card, Veeam Stadium Blanket, and a Veeam Koozie Rolling Cooler. * SEs not eligible


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Getting Started…Kick it off with a “BLITZ”

Who will you call?

• Old download lists• Events• White papers – divided by region

Remember: Create all opportunities under campaign name

Timeframe: Week of 8/142014 to 11/30/2014 Tracking will be done by Inside Team Leads

Call to action: Buy now and when Veeam Backup & Replication v8 is here

Tools: Cheat sheets and Value prop for Veeam + Microsoft, opportunity profile and education

Why are Veeam + Microsoft “Better Together”?


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Why Microsoft Customers?The Microsoft virtualization business is a growing market and WE want to be the first vendor the customer has in their environment.

Target Markets

• Windows Server 2003/2008 to Windows Server 2012 upgrades

• Microsoft Azure adoption• Cloud OS, Virtualization, Hyper-V market trends• MPv7 for System Center owners – if they have Hyper-V

and want it managed, they may want a full Veeam solution• Any MPv7 customers and leads


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Year to Year Hyper-V Sales

North America numbers …

EMEA has already surpassed last year’s total Hyper-V Sales numbers

$8.4 Mill EMEA Hyper-V 2013

$8.9 Mill EMEA Hyper-V YTD 2014

$5.2 Mill NA Hyper-V 2013

$4.9 Mill NA Hyper-V YTD 2014


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Hyper-V LicensingCompanies are already mixing

• Key words: coexistence, multi-hypervisors, mixed environments

• VMware is expensive• Windows Server 2012 gives Hyper-V to customers for free

Microsoft has two options for customers:

• Hyper -V free as a part of Windows Server • Hyper-V as a stand alone install called Hyper-V Server

Hyper-V = Affordable, Integrated, and an Alternative to VMware

Talking Points


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Aligning the Products to the Message

Windows Server 2012 redefines the servercategory, delivering hundrds of new featuresand enhancments spanning virtualization,networking, storage, user experience, cloud computing, automation, and more.

Windows Server 2012 Editions

‒ Windows Server 2012 Datacenter is designed for highly virtualized private cloud environments.

‒ Windows Server 2012 Standard is designed for physical or minimally virtualzed environments.

Veeam Backup & Replication works with Windows Server 2012, Hyper-V, and other associated Microsoft platform applications like Exchange, Active Directory, SQL and SharePoint, and provides powerful, easy-to-use, and affordable backup and recovery across the virtual spectrum.

Modern data protection tools allow you to easily backup every virtual machine, without adding cumbersome agents to the VM, while the VM is running. You can recover everything from entire virtual machines to individual files associated with applications, and you can recover them fast. Veeam builds innovative tools specifically for critical Microsoft workloads to enhance the functionality of your data protection and recovery.


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Cross-Sell Opportunity You Say?

For the large customer with Veeam MPv7 for System Center• Customers with System Center can now manage their

Hyper-V and VMware machines with the MP using System Center

How are they backing their Hyper-V up?• Now they can manage, plan, and keep their backup

needs safe with one vendor, one interface, one amazing package.

• Add Backup & Replication to your environment today and get the complete picture your for Hyper-V, vSphere and Veeam Backup & Replication within System Center


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Who is Listening and Why They Care…

If they are virtualizing, they want to talk to us.

Audience-role in organization: Responsible for virtualization (VMware or Hyper-V) e.g. Server Engineer, IT Operations Manager, Applications Administrator

Why they Care:• Budget constraints• Multi-hypervisors• Optimization• Frustrations• Limited choices• Legacy issues and cloud plans


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LISTEN to Your Customer to Sell Them What They Want• Virtualization

• Backup

• Replication

• VM recovery

• Guest file recovery

• Application item recovery (Exchange, SharePoint, Active Directory)

• Disaster recovery

• Deduplication

• Data protection

• Image-level backups

• Agentless protection

• Windows Server 2012


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Approach the Conversation: 1

• Ask them about their current plans for their virtualization.• If they have VMware, they are a low hanging fruit for

Hyper-V.• Do you have the right contact?

What business factors are driving your need for virtualization? (growing need)

What are some specific challenges you are facing with your current approach to backup? (want to move to “virtual-first, but have hesitations)

What hypervisor are you currently running? (already making the investment)

Are your currently running Windows Server 2012 with Hyper-V or looking to upgrade from 2003 or 2008? (where are they in their decision)

What percent of your IT environment is virtualized? (current and growing investment)

What applications have you virtualized? (growing need)

What are their virtual strategies and plans?


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• Even a steadfast VMware shop has Microsoft OS• Microsoft OS runs in 95% of organizations • Someone is testing and maintaining in their environment

What is the expected growth of your virtual environment in the next 6–12 months? (growing need)

What is your budget for ensuring your critical data on virtual servers is not lost?

How are you currently backing up and managing your virtual infrastructure?

What about your physical servers?

Are they testing?


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• They have or are considering Hyper-V • They may want a single pane of glass for their VM

management and backup needs• May need a more robust backup than what comes with

System Center (DPM)

What are some specific challenges you are facing when monitoring and backing up both physical and virtual environments?

How are you currently backing up and managing your virtual infrastructure? What about your physical servers?

Know when to bring in an SE – if it gets to a demo, or gets technical, get an SE

Are they looking at or using MPv7 for Hyper-V?


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Veeam Silver Bullets:Why We Win

COST

• Licensing per CPU socket

• Maintenance included for 1st year

• No agent fees

EASE OF USE

• Multi-hypervisor licensing

• 2-in-1 backup and replication

• Data Deduplication Optimized with Windows Server 2012

CAPABILITIES

• Veeam Explorer for Microsoft Exchange and Microsoft SharePoint

• Instant VM Recovery • Hyper-V Virtual Lab • Backup copy jobs • Infrastructure

assessment • and more…

If you remember anything, remember…


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BLITZ!

• Post your Hyper-V and MP cheat sheets on your cube!

• Call on your lead lists & qualify

• Schedule SE demos, create opportunities, etc.

• Close your opportunities and Grow your Hyper-V business!

…developing our Hyper-V channel is becoming the top priority now!”

‒ Ratmir TimashevPresident & CEO

Veeam

Quiz and Questions


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Quiz…

What was our Hyper-V sales in Q2 as a company?

What needs to be posted on your cube?

If someone is moving to Windows Server 2012, how do you start your conversation?

Which products are eligible for this incentive?

What if your customer has MPv7 for System Center?

Appendix


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Hyper-V Related Products Competition

Microsoft DPM 1 Veeam provides the virtual backup, DPM does physical backupVeeam is priced well for SMB, DPM is cost prohibitive for 100 client and smaller environmentsVeeam gives instant recovery

Windows Server Backup (free)2 Veeam offers complete individual VM recovery, WinSvr Backup only recovers the entire host

Veeam offers guest file recovery, WinSvr Backup does notVeeam offers management user interface (UI) for an easy configuration and management tool

Symantec3Veeam supports Windows Server 2012 with Hyper-V—Symantec does notSymantec drives up costs and complexity- requires and extra agent to support Hyper-V to perform file-level restoresVeeam can verify it’s backups with On-demand sandbox/recovery verification, Symantec does not

Altaro4 Veeam offers scalability, Altaro on runs on the Hyper-V host onlyVeeam offers changed block tracking for speed, Altaro does notVeeam is designed for WAN, deduplication and recovers VMs quickly. Altaro is not.

Dell AppAssure5

Veeam is agent free, Dell AppAssure calls for agents in each guest Veeam offers Veeam instant VM recovery, AppAssure does notVeeam is committed to the business and will remain, whereas AppAssure is a compete product within Dell and may become phased out


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When to Bring in an SEYour Veeam SE is a valuable resource!

First qualify the lead—then SE can talk technical to prospects:

• How does our MP integration really work? See a demo• Technical questions on architecture, agentless methods etc.• Issues integrating VMware management into their IT operations• Leveraging System Center as their ‘single pane of glass’ for all IT

When you have an interested IT Manager or SCOM Architect,And when it gets technical…

Get an Engineer for the Conversation.

If there are any questions regarding Hyper-V or any of the other information in the presentation, please email [email protected] .

Thank You

mailto:[email protected]

Hyper-V Challenge 2014 Kickoff

Sales

Transcript of Hyper-V Challenge 2014 Kickoff