Frequently Asked Sales Questions Q. Who is Actifio? Q. What is copy data virtualization? A. Actifio is the copy data virtualization company that is A. Copy data virtualization maintains only a single physical changing the way the industry manages data to so it can ‘gold’ copy of non-production data – one that can spawn be accessible at any time, from any place on any device. innumerable virtual copies for multiple use cases. Actifio Today more than 350 enterprise customers and 30 service delivers this capability through an integrated appliance, provider partners in more than 30 countries are using hardware and software, called the Actifio Copy Data Actifio to build modern data centers and virtualize data Storage (CDS), which supports a complete range just as they virtualized their servers and networks. The of platforms including VMware, Microsoft Windows, Linux, result is dramatically improved business resiliency and AIX, Unix and applications including VMware, Microsoft agility while reducing cost/complexity. SQL, Exchange and SharePoint, Oracle and SAP. Actifio Sky™, a robust virtual appliance, when combined with CDS offers a new level of deployment flexibility and range Q. How is Actifio unique? ideal for managing data at the enterprise edge and into A. The Actifio copy data virtualization platform replaces the cloud. There are three core tenants Actifio’s approach: siloed data management applications with a radically simple, application-centric, SLA-driven approach that lets customers capture data from production applications, manage it more economically, and use it when and where they need to. With Actifio the impact is transformational both economically and strategically as • Capture data at block level, in native format, according to your SLA • Manage a physical “golden” copy, moved once, stored anywhere • Use unlimited virtual copies for instant access and protection it improves an organizations Resiliency, Agility and ability to move to the Cloud. Q. What are the key business drivers for Actifio? A. There are three strategic IT priorities driving Q. How big is the market Actifio addresses? A. The market opportunity is HUGE—according to IDC $46B will be spent globally in 2014 to manage copy data. Actifio purchases: • Resiliency—better data protection and availability • Agility—access data where and when you need it • Cloud—enable transition to cloud-based distributed IT model 150520 Frequently Asked Sales Questions, continued Q. What is an ideal customer profile for Actifio? Q. How might this help me with my accounts? A. Following are account attributes to look for: A. In accounts with legacy products the conversation is • A lot of data, applications, complexity and redundancy about streamlining costs of owning and managing multiple • Dissatisfied with software tools and infrastructure from EMC, Symantec and Commvault products in favor one that is radically simple, Actifio. In • Annual storage purchases; unable to meet RTO/RPOs is to talk about business transformation with a copy data • Can’t meet 24 hour backup windows virtualization solution. accounts without a proper BC/DR solution the opportunity • Multiple data protection tools (i.e. Veeam for virtual machines, Commvault for physical, Data Domain) • Many remote sites with tape systems Q. What is the sales process? • Large application development shops A. Once a lead is uncovered, fill out attached deal registration • Not currently meeting their applications SLA’s sheet and send to Lisa Russ at Arrow. Actifio provides sales quote to Arrow who provides the sales quote to CDW. All Actifio deals must be registered via Arrow Q. What are business use cases of existing Actifio customers? A. The simple, single, integrated Actifio platform has multiple use cases, it displaces multiple products and dramatically reduces TCO. These include: • Active Archive—smart data retention, no accessibility tradeoff • Business Continuity—instant recovery of anything • Data Protection—world’s fastest, easiest, most efficient back-up to be compensated. Q. Who can assist me in putting together a sales campaign? A. Sales campaign assets are located in CDW’s internal SharePoint under Actifio. Direct all sales questions to: • Darren Koch ACTIFIO [email protected] +1.312.933.0119 • Develop/Test—better, faster applications • Data Insights—100% data access, 0% production impact • Lisa Russ ARROW [email protected] +1.978.935.8898 Q. How is this different from other Business Continuity/Disaster Recovery products that I sell? A. Actifio enables customers to slash TCO by eliminating point tools and vendor lock-in, and transform their business by providing access to almost anything, almost instantly. 150520