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Commvault HyperScale™X Solutions

1. Main Course

1.1 Welcome

Notes:

Welcome to the Commvault HyperScale™ Solutions training for Sales Engineers.

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1.2 Agenda

Notes:

In this training we will cover the following items. First, we will discuss some of the
challenges associated with traditional scale up architectures and how customers
are transforming their data-centers with cloud-like scale and economics. You will
then learn more about the Commvault HyperscaleTM X solution, including why to
sell hyperscale, the issues and challenges that hyperscale solutions can solve,
and how to identify opportunities in both existing and new accounts.

We will then cover some details on the technology itself, including the hyperscale
software stack, resiliency, software updates, hardware monitoring, and support.

You will then learn about the selling process with hyperscale, including how to
position hyperscale, how to handle common objections, and dealing with
competitive situations.

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1.3 Data Management Challenges

Notes:

As you will remember from module 1, Customers continue to look towards point
products in order to meet the demands of modern applications, massive data
growth, and agile service delivery.

A common solution is to continue throwing more people and resources at the

problem. However this only creates additional silos, adds complexity, and
increases risk.

The problem is, organizations are addressing the symptoms, and not the
underlying problem. Organizations must change their current focus and realize
that they do not have a “storage” problem…what they have is a data
management strategy problem.

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1.4 Challenges of Traditional “Scale-up” Architecture

Notes:

A scale-up data management strategy typically involves making an infrastructure

get bigger, go faster, or both, by upgrading or replacing the hardware you already
have. Many organizations have adopted a scale-up strategy as standard for
protecting data on-premises or in the cloud. This approach is directly causing
challenges in several areas.

Simplicity. Complex management and operations require additional staff for even
the simplest of tasks. Products from multiple vendors often have zero
interoperability, with deployment and integration that requires skillsets from
across multiple functions.

Resiliency. Full redundancy involves a lot more than just RAID, it requires every
component in the solution to be redundant, which is far more complex to achieve.
Additionally, scale-up solutions do not provide automatic load-balancing and lack
any kind of built in data security or OS hardening techniques.

Scalability. Overbuying capacity to address future growth or underestimating your

storage needs are both problematic. While increasing capacity and performance
cannot be achieved in a balanced way.

These challenges result in poor economics. The acquisition of upgrades is

complex, and you are often forced to buy a large footprint up front. This creates a
cost model that is inconsistent and increases the burden on management.
Adding more hardware and staff is not a sustainable solution. Organizations are
moving forward without tackling the core issues: an outdated data protection
strategy built on a scale-up infrastructure.

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1.5 Commvault HyperScale™ X Technology

Notes:

The Commvault HyperScale X platform, powered with the new scale-out file
system, allows users to accelerate hybrid cloud adoption with a scale-out
integrated solution that delivers:
High performance backup and recovery with automatic load balancing; enhanced
RPO (recovery point objective) with highly efficient data caching, cataloguing,
and IOPs (IO per second); and reduced RTO (Recovery Time Objective) via
automatic rebalancing of stored data across nodes.
Optimized scalability with incremental storage growth up to 5PB of capacity
within a single storage pool, avoiding costly over-provisioning and improving
backup and restore throughput.
Cost-effective cloud data mobility with the ability to easily backup, recover, and
move data to, from, within, and between clouds using policy-driven rules.
Built-in resiliency with ransomware protection, which improves SLAs with
intelligent load balancing, maintains data availability in the event of concurrent
hardware failures, and mitigates ransomware impact via intelligent monitoring to
detect data anomalies and alert users.
Data reuse via integrated copy data management that provides instant recovery
of VMs, enables disaster recovery testing of replicas directly from the hardware,
and provides live production copies of data for DevOps and testing.

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1.6 Why Sell Commvault HyperScale™ X?

Notes:

So why sell Commvault HyperScale XTM?

Commvault HyperScale™ helps shorten deal and deployment cycles. In

fact, deals with hyperscale close in an average of just 45 days. Solutions
involving hyperscale shorten or eliminate the often-lengthy server and
storage evaluation process, which is often out of your control. Typically,
Commvault HyperScale™ solutions accelerate deployment time vs.
traditional deployment models where the customer must review, buy,
integrate, and test multiple disparate components.

Selling hyperscale will help you retire more quota. On average Hyperscale
software grows deal size by up to 37%. We know that customers are going
to spend money on hardware, and they are comfortable refreshing their
compute hardware, so be sure to be part of their decision and take your
share of that spend. The scale-out model by nature with the ability to
expand with just a single node, or more, means the customer can adopt a
“pay-as-you-grow” model. This also means you have a regular touch point
with the customer, rather than a one and done sale.

Hyperscale allows you to be more competitive. Defend against the

competition by proactively upgrading customers to a modern Commvault®
architecture. Hyperscale allows you to displace competitors more easily.
You can now showcase the Commvault solution using slick demos, that
highlight the simple operation through the modern Command Center™
Web Interface.

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1.7 How to Identify Commvault HyperScale™ X Opportunities

Notes:

Let’s discuss how to identify new opportunities for Commvault HyperScaleTM.

Whether because of acquisition, a new line of business, a new project or new
retention requirements; the sudden, sometimes unexpected growth of data to be
managed can exceed the capabilities and capacity of the existing secondary storage
infrastructure. Commvault HyperScale can be quickly and simply added to the existing
infrastructure to handle the new data to be managed.
Nearing, or already reaching the performance limits and/or usable capacity of the
existing secondary storage requires the evaluation and acquisition of new hardware.
Adding new hardware to the infrastructure requires reconfiguration and can result in
downtime. Deploying Commvault HyperScale software immediately expands both
performance and usable capacity. Future expansion of the Commvault HyperScale
Software simply requires adding additional storage server nodes. This eliminates the
time-consuming evaluation and acquisition process. Commvault® employees can
access the HyperScale Prospect Report on cloud.commvault.com to help uncover
opportunities within the existing Commvault install base. Partners should work with their
local Commvault representative in order to extract this information.
Facing infrastructure hardware End of Life (EOL) can be one of the most
daunting data management challenges. In addition to having to identify, compare, and
evaluate alternative hardware, the coordination of downtime and potential for data lose
or corruption during transition add their own set of issues. Because Commvault
HyperScale Software uses general purpose, commodity storage servers, the evaluation
process is reduced to simple economics and capacities. Automation speeds integration,
eliminates the need for downtime, and protects against the chance for user errors.
Intelligent indexing and data validation checks, ensures there is no data lose or
corruption during migration to the new infrastructure.

Organizations currently undergoing data center modernization. This is also an excellent

time to transition secondary storage from legacy traditional IT to hyperconverged.
Commvault HyperScale Software enables organizations to realize the same “cloud-like”
advantages for secondary storage and data management.

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1.8 When to Consider Alternatives to Commvault HyperScale™ X

Notes:

So, should you position Commvault HyperScale™ in every opportunity? Well,

there are some situations when HyperScale may not be the best fit. Some
examples are:

If the customer is looking at a Cloud first strategy, where there is no physical

hardware involved.

A customer who has just recently purchased new hardware. Or one that needs to
sweat existing hardware assets, especially use of existing storage infrastructure,
including SAN and NAS.

Two other examples that may also not be a good fit or that require careful due
diligence are 1. A Commvault® solution comprising of Activate products only,
this is due to the greater reliance on Windows clients for indexing roles. And 2.
An IntelliSnap only or predominately IntelliSnap based solution, due to the
additional proxy hosts required for backup proxy mounts, especially in
predominantly Windows-centric environments.

Finally, if the customer is looking at a direct to tape only solution, then

HyperScale would not be an appropriate fit. Remember the two key
characteristics to always keep in mind, HyperScale is a disk-based backup
solution that runs on Linux.

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1.9 Commvault HyperScale™ X Technology Implementation

Choices

Notes:

Commvault HyperScale X™ Technology can be deployed in three different ways.

One, we believe there is and will continue to be a more significant converged

market for Commvault® software combined with industry leading server/storage
hardware. For this reason, we have built a Validated Reference Design program
to provide mid-market and enterprise customers with validated blueprint
hardware configurations they can purchase from their reseller/server partner of
choice.

Two. In the Mid-Market, where the IT generalist is prevalent, we believe there is

a growing need for an all in one HW/SW solution delivered from Commvault.
This is the market we are serving with the Commvault HyperScale X Appliance
offering. The HyperScale X Appliance can optionally host a virtualized
CommServe® server, which is designed for smaller deployments with up to two
Appliances in a single Comcell.

Three. ScaleProtect™ with Cisco UCS combines Commvault data protection and
HyperScale Software with Cisco’s leading UCS infrastructure. It is the only
solution available with enterprise-class data management services that takes full
advantage of industry-standard scale-out infrastructure together with Cisco UCS.

Full details of all Commvault HyperScale X’s pretested and validated reference
architectures, HyperScale X Appliance portfolio, and ScaleProtect with Cisco
USC, are available at Commvault.com/hyperscale/.

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1.10 Commvault Appliance Portfolio

Notes:

At the time of writing this training there are three different models of the
Commvault appliance available.

First, The Commvault Remote Office Appliance or RO1200, which offers remote
and small offices flexible and streamlined backup and recovery through a scale-
up infrastructure and available with 15 TB of usable capacity.

Second, the Commvault HyperScale™ X Appliance 2300 is ideal for enterprise

environments requiring simple, easy-to-use solutions for data protection starting
at 25 TB usable capacity.

Third, the Commvault HyperScale™ X Appliance 4300 is ideal for enterprise

environments and managed service providers (MSP) that require greater density,
scale, and performance. Starting with configurations of either 149 or 261 TB
usable capacity, its scale-out infrastructure has the flexibility and growth to
protect PBs of data.

You can learn more about the Commvault HyperScale Appliance models and
download the full tech specs, which are available at
Commvault.com/hyperscale/appliance.

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1.11 What is a Commvault HyperScale™ X Storage Pool?

Notes:

Commvault HyperScale™ X is an integrated, scale-out data protection and data

management solution where legacy approaches to data protection and legacy
protection storage architectures are inadequate for a variety of reasons. As you
have just heard, HyperScale creates a scalable Storage Pool from commodity
servers containing local hard drives, based on a validated reference design or all-
in-one Commvault® Appliance, without having to purchase expensive storage
arrays or NAS devices.

HyperScale utilizes Red Hat Linux with Commvault’s own scale-out file System
and erasure coding on standardized servers. The data itself is redundantly
replicated allowing for multiple disk or node failures without relying on a
traditional shared storage approach for resiliency and recovery. Under-the-hood,
each HyperScale node is a MediaAgent, which means that the compute power to
process data management tasks scales linearly with the actual size of the
environment.

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1.12 Commvault HyperScale™ X Architecture Overview

Notes:

Now let’s discuss the architecture of the Commvault HyperScale™ X Storage Pool,
which as mentioned earlier, is built on Commvault’s new scale-out file system that uses
Erasure Coding.

An initial HyperScale Storage Pool requires a minimum of three servers, known as

nodes, which are installed together in the same physical location. The nodes do not
require a RAID controller as the Erasure coding takes care of data redundancy at the
software layer. Nodes have similar resources of CPU, memory, storage and network.
Individual nodes are required to have a minimum of two network ports to support public
data protection traffic, and for private traffic between the nodes in the hyper converged
cluster…. 10 Gigabit Ethernet is recommended and is provided as standard on the
appliance. The Storage Pool can be grown by a single node at a time, or more, of equal
hardware configuration due to the erasure coding mechanisms in place.

Each node in the Commvault storage pool contains an equal number of internal hard
disks. In Commvault scale-out file system terms, a storage pool is a basic unit of storage,
represented in totality by a single mount point stored on the underlying filesystem. For
Commvault HyperScale X, the scale-out file system manages each physical disk
individually but are grouped together logically into one scale-out file system abstract, the
Virtual Disk. This Virtual Disk is what is exported as a mount point for the Commvault
Storage Pool as the access point for all read and write operations.

When there is an incoming write, data is fragmented into four equal sized chunks along
with two parity chunks. These individual chunks are known within the scale-out file
system as containers, the abstract that provides software defined resiliency and
recovery from hardware failures non-disruptively. This illustration here shows this
concept with 4+2 erasure coding in place.

Resiliency on the scale-out file system is further improved through the addition of more
nodes, we will cover this in more detail momentarily.

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1.13 Understanding Resiliency – Starter Three Node Deployment

Environment

Notes:

All Commvault HyperScale X™ deployments start with three nodes for both the
Appliance and Validated Reference Designs. With all deployments, Hedvig
allows us to offer 4+2 erasure coding designed around a Hedvig abstract known
as ‘Containers’ with varying degrees of granularity within that abstract. To
simplify it though, each Hedvig Logical Container contains two Hedvig Storage
Pools per node in this starter deployment which equals 6 HDDs in total. The
containers are not bound to the disk that they are on though, allowing them to
move freely within the cluster across which ever six disks they find themselves
on.
This configuration allows us to tolerate the loss of any two HDDs for each logical
container in the cluster or the failure of one complete node. This is because both
these failure conditions will result in the availability of the minimum number of
data blocks- four (4), for continued operation due to Hedvig’s resiliency
mechanisms.

Please consult the Commvault® documentation website for more information on

raw and usable storage capacity based on drive and block size.

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1.14 Understanding Resiliency – Six Node Environments

Notes:

As the environment expands though, the resiliency offered on the HyperScale X

platform also improves. In this configuration, we’ve expanded our cluster to six
nodes, allowing data to be dispersed even more so.

Now, each logical container in the cluster contains only a single HDD which
again, equals 6 HDDs in total. This configuration can tolerate the loss of any two
HDDs for each logical container in the cluster or the failure of any two complete
nodes thanks to Hedvig’s resiliency mechanisms.

The disk overhead is identical to the previous 4+2 configuration, so nothing

particularly different there.

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1.15 Commvault HyperScale™ System Updates

Notes:

Commvault® is responsible for maintaining software updates on all the

HyperScale X nodes, this is true for both the appliance and validated reference
design. The only exception to this is Windows updates on the CommServe®, if it
has been deployed on the appliance. However, there is an update workflow
available that will install downloaded Windows updates automatically.

Commvault software updates, such as Service Packs and Hotfix Packs are
downloaded to the CommServe and pushed out to the HyperScale nodes, just
like any other Commvault agent.

Operating system (OS) updates can be installed on HyperScale X nodes to

ensure that the OS has the most recent updates from Red Hat. The updates
require a remote cache on one of the nodes, where the OS updates will be
installed from. Multiple Storage Pools will require multiple cache nodes. The
HyperScale nodes are placed in maintenance mode temporarily, while the
updates are performed on the nodes sequentially. This process is fully
documented on the Commvault documentation website. Updates can be
performed by customers, if they are competent to do so, or with support
assistance by opening a support case.

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1.16 Hardware Support

Notes:

The Hardware support for validated reference design is maintained

through the specific hardware vendor. Commvault® will work with hardware
vendors to resolve any issues but Commvault will not initiate calls with hardware
vendors directly, such engagements must be arranged by the customer
although we do have an exception for our Enterprise level customers who
choose to use HPE’s validated reference design. Commvault support will work
with the hardware vendor on the behalf of the customer, but still subject to the
customer’s own support contract. It's important to note that this level of support
will require approval based on an organization's business case and should be
discussed internally with management prior to extending to any organization.
Commvault handles all elements of the software and hardware stack with
the Commvault HyperScale X™ Appliance. 9x5 Next Business Day Parts SLA is
included as standard, which can be optionally upgraded to 24x7, 4 hour parts
SLA for areas that do have it available. Parts SLA in this context means that
once hardware has been determined faulty, parts will be shipped and received
within the time frame as the contract dictates.

At the time of writing this training, a remote installation assistance service

is included by Commvault support to help customers get their appliances up and
running. The RIA ends once the CommServe and|or the storage pool is
configured, any configuration beyond that point must be done by either the
customer, or a paid professional services engagement. This service is currently
included for all purchases of Commvault HyperScale X Appliances including
expansions.

Finally, appliance relocations to a different region or country from where it was

delivered, should be discussed with Commvault in advance. This will ensure the
hardware support agreement is valid and maintained.

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1.17 Hardware Monitoring

Notes:

The following hardware components are actively monitored on the Commvault

HyperScale™ X Appliances exclusively currently, with further support for
Validated Reference Design Hardware Monitoring on the roadmap.

Disk drives, cache storage, power supplies, Network controllers, and fans.

Proactive phone home hardware support is also available.

On the HyperScale X Appliances, configurable SMTP and SNMP alerts will be

generated if any of the hardware components are found to be bad.

No additional software can be installed on the Commvault HyperScale X nodes,

this includes third party monitoring software.

For Validated reference designs, currently only the disk drives are monitored by
Commvault®.

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1.18 Positioning Commvault HyperScale™

Notes:

When positioning Commvault HyperScale X™ you should try and gain an

understanding of the customer requirements and their future objectives.

Don’t be reluctant to dive into the infrastructure and ask some exploratory
questions…

• What is the available capacity of the existing storage?

• Is data protection performance meeting their SLAs?
• Do they have the staff to manage the infrastructure and meet SLAs?
• What is the life cycle of the existing data protection infrastructure?
• Do they have a hyperconverged, cloud, or multi-cloud roadmap?

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1.19 Experiencing Storage/Performance/Staffing Limits

Notes:

Running out of storage capacity, the inability to meet backup windows, and IT
staff spending too much time managing the solution are the most common
challenges addressed by Commvault HyperScale™

Commvault HyperScale X™ helps solve these issues in several ways.

• Ease of acquisition - with no lengthy evaluation required and no

concerns about components or software interoperability
• Simplify deployment - easily deploy hardware, start backups in minutes;
no re-architecting, re-balancing, or zoning, etc.
• Reduce management -the entire stack is managed from one console;
and all the software is maintained and updated in one place

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1.20 Infrastructure at End of Life

Notes:

Up until recently the 3 or 5 year hardware refresh cycles were so common in the
IT industry that they were considered the de facto standard for both vendors and
customers alike.

However due to time, budget, and resource constraints, many customers are
struggling to refresh solutions that contain disparate compute, storage, and
software components. With the high costs associated with buying such large
solutions up front, many customers continue to run hardware that is EOL or even
out of support, exposing the organization to potential outages and data loss.

Commvault HyperScale X™ can help solve these issues by;

• Reducing acquisition costs - hardware and licensing at cloud-like

economics; one cent/GB/month or less
• Ease acquisition - no lengthy evaluation; no concerns about
interoperability
• Ease deployment - deploy and image hardware, start backups in
minutes; migrate from old storage to new with new Plan
• Eliminate forklift upgrades - roll future hardware into existing pool, retire
old; automated migration and balancing

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1.21 Commvault HyperScale™ X Deployment Guidance

Notes:

This chart clearly outlines some easy ways to decide what is best for an
organization. If an organization prefers to have the single point of contact for
support on all levels of the appliance, then the Commvault HyperScale X
appliance fits there. Alternatively, if the organization has perhaps a preference to
a hardware vendor or like the flexibility of choices there, then they would consider
HyperScale X Reference Architecture. While both HyperScale X Appliances and
Reference Architecture Appliances can support 5 PB storage pools, keep in mind
that users can get quite a larger amount of storage available per node on
Reference Architecture as well.

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1.22 Mixing Storage in a CommCell® Environment

Notes:

With Commvault® software’s intelligent software approach, you can mix

any storage types with Commvault HyperScale X™ within the same
CommCell®.

This includes the ability to have a mixed environment with Commvault

HyperScale X Appliances and Reference Design Appliances, Remote Office
Appliances, as well as any number of possible combinations, including “bring-
your-own-hardware”,
Selecting Commvault HyperScale X™ does not limit other storage options, in fact,
HyperScale can be introduced into a customer environment without
expensive fork-lift replacements of the Primary or Secondary site.

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1.23 Handling Common Objections

Notes:

Here is how to handle some common objections.

• HyperScale X is too expensive. I can get “X” servers much cheaper.

o That is not an apples to apples comparison. Commvault
HyperScale X™ nodes are not just servers, they are storage
servers that include 4 to 24 data storage disks each. When
comparing [the] cost of Commvault HyperScale X™ nodes and
licensing to scale-up architecture [you] must also include storage,
storage controllers, and licensing for OSes and storage
management software. [You] also need to consider rack space,
network requirements, power and cooling. HyperScale X™ is a
complete compute and storage solution, be certain comparisons
accurately include everything.

• Is the Commvault HyperScale™ Appliance resilient? Are there single

points of failure?
o Commvault HyperScale X™ Appliance (HS2300, HS4300) utilizes
Hedvig’s container-based storage, which provides additional
read/write options in the event of a disk or node failure, providing
additional resiliency per three node block and as additional nodes
are added. The HyperScale X architecture can tolerate concurrent
hardware failures and maintain data availability. External
components, such as network switches, on which HyperScale™
depends on, can also be engineered for resiliency.

• Competitor “X” has Cloud instances but Commvault HyperScale™ does

not.

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o This is a competitive advantage of Commvault HyperScale™.

Commvault® writes to cloud over native interfaces. Competitors
cannot, so they need to convert cloud storage to block storage. The
only way to achieve this is to install cloud instances. This drives up
the total cost of the cloud to the customer. If the customer needs
access to cloud copies from alternate locations all that is required is
an MA hosted in the cloud. This can be a managed MA that is only
active if and when required.

• Can external JBOD/SAN/NAS storage be attached to Commvault

HyperScale™ nodes?
o No, only tape and Cloud libraries are supported as direct write
external storage. Commvault HyperScale™ is not designed to
manage external disk storage. If secondary copies to alternative
disk are required, a MediaAgent® must be configured as the target
for that disk storage. Employing Commvault HyperScale™
Appliance will lower the cost and footprint of your secondary
storage and providing linear scaling of performance/capacity

• Is Commvault HyperScale™ licensing double charging for Commvault

Complete™ licensing already in place?
o No, Commvault HyperScale X™ licensing only covers storage
management on a per node basis. There are no agents or core
capabilities included. Commvault HyperScale™ licensing
compliments Commvault Complete™ data protection, there is no
overlap.

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Question 1 (Slide Layer)

Question 2 (Slide Layer)

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Question 3 (Slide Layer)

Question 4 (Slide Layer)

Question 5 (Slide Layer)

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1.24 Competitive Intelligence

Notes:

We will not provide product and feature comparisons in this training as they are
well covered in the various assets produced and maintained by the competitive
intelligence team at Commvault®. Partners and employees can access these
assets on Commvault partner advantage and Commvault Connect respectively.
However, let's focus on a few topics that will create at least a level playing
field initially, enabling you to then take the driving seat and get out in front of the
competition.

The modern competitors were born in an era of scale-out solutions and utility
price models - they did not need to adapt. In fact, we regularly see those
competitors quoting as little as a 1/3 of the capacity vs what the customer asked
for. Retrospectively scaling back the capacity of your proposal means that you
are not controlling the deal, the competition is. Discounting at high-levels when
you oversized the capacity also means that you are not controlling the deal.
Discounting to win should not be an option, adapting to the new market dynamics
and taking control of the deal early in the sales cycle should be your priority.

We will cover more on gaining the deal advantage by understanding your

competitions offering and deal components in the next slide.

Over the past couple of years we have seen a substantial market shift towards
cloud IT. Driven by cloud-like economics and cloud-like scale, most organizations
have now fully embraced and adapted to buying IT as a utility, only paying for
what they consume. This is the number one benefit of Commvault
HyperScale™ X- a HyperConverged Scale-out solution that should be
positioned and sold like any other utility model. Think about it, you wouldn’t pay
for your phone-bill or electricity bill 3-5 years in advance….. would you?

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To better match a scale out model, Commvault has aligned to the decoupling of
hardware and software licensing, a tactic used commonly by our competitors.
This allows for better alignment of software features with workload positioning.
The Commvault HyperScale X™ Appliance are now licensed as an initial three-
node block or additional nodes can be added individually as needed. This
licensing change will allow for greater flexibility and precision in quoting a
solution tailored to customer’s needs.

Finally, scale-out solutions, by their nature require more regular contact with the
end user. This enables you to speak to the customer on an on-going basis, it will
elevate you as their trusted advisor and create on-going sales pipeline through
expansion.

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1.25 Gain the Competitive Edge…

Notes:

Market competitors have moved to new sales motion, which can be best
described as a scale out pricing approach. This approach offers fewer initial
quantities and features resulting in lower initial costs. If you have not adjusted
your selling motion to compensate already, your quotes are likely priced 30%
higher than the competition.

Scale out pricing is a “buy only what you need” approach. After the initial sale,
smaller quantities are incrementally purchased as the need arises, typically every
6 months or so. The need is usually driven by one of the following: growth, faster
data migration, and/or add-on software options. The traditional approach
addresses all these needs at the initial sale. Scale out pricing shrinks the initial
sale footprint and costs versus a typical 3 or 5-year TCO.

Why does the competition position in this fashion?

1)Lower initial cost vs the competition

2)Provides a mature organic pipeline
3)Acquires the net new logo
4)Focuses the deal on costs vs customers technical requirement

Do not wait to be displaced by your competition with these deal tactics. Here are
some items to discover as you engage with your customers:
1)Inquire into the Hardware portion of your customers needs:
2)Your customer is landing their data somewhere. Whether the competitor
sells hardware or not, this information can help you understand the full
scope for the customer from a pricing and technical perspective

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3)Inquire into the Software portion of your customers needs:

4)Competitors who use scale out pricing approaches will offer less
features to start with. This will shrink their initial costs. By identifying
what they are positioning will help you inform your customer the value
Commvault® provides without playing games.
5)Often the competitor add-ons are left out for a future incremental sale.
Again another reason to make sure there is an apples to apples
configuration
6)Inquire about the term:
7)Competitors price their offerings by the term. Pricing can vary drastically
based on the term the competition is putting forward. DO not assume it
will be the same term being positioned in your configuration
8)Freebies or Promotion tactics:
9)Competitors will offer promo’s to position to win financially. Be careful
and double check the terms of any promotional offer. Promotions do not
always carry through the whole term and instead are only a portion of
the full term positioned. Example: Competitor builds out a 3-year offering
but only offers certain software or features for 12 months as the
discounted or free option. Leaving the customer to pay up down the road
or cope with a reduction in functionality.

The information acquired will help you understand if your proposal is competitive
from a deal perspective. Also, this information will allow you to better identify
what the competition is offering with their scale out approach. The end result is
faster net new logos and better books of business.

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1.26 Wrap Up

Notes:

In this module we discussed some of the challenges associated with traditional

scale up architectures and how customers are transforming their data-centers
with cloud-like scale and economics. You then learned more about the
Commvault HyperscaleTM X solution, including why to sell hyperscale, the issues
and challenges that hyperscale solutions can solve, and how to identify
opportunities in both existing and new accounts.

We then covered some details on the technology itself, including the hyperscale
software stack, resiliency, software updates, hardware monitoring, and support.

You then learned about the selling process with hyperscale, including how to
position hyperscale, how to handle common objections, and dealing with
competitive situations.

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1.30 Thank You

Notes:

Thank you.

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