Commvault Complete™

Backup & Recovery

Campaign Launch-in-a-Box

Partner Enablement

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 It is time to shift how we market to customers

We must transform our marketing together to be

successful for future growth and embrace digital
transformation.

This through-partner marketing campaign launch-

in-a-box guide includes all the sales and marketing
enablement materials you need to market and sell
Commvault Complete™ Backup & Recovery.

This document, combined with our expert

marketing concierge assistance will help you
execute an integrated pain-point-led marketing
campaign aligned with your go-to-market strategy.

This campaign is for VARs, Velocity, Alliance,

Distributors and Service Providers.

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What’s in it for You?

COMMVAULT® PROPRIETARY/CONFIDENTIAL – FOR COMMVAULT PARTNERS UNDER NDA USE – NOT TO BE FURTHER DISTRIBUTED
What’s in it for You?

As a Commvault partner, you can help modernize your customers’ backup

and recovery strategy, while at the same time:

Increase the productivity of Close deals quicker through Grow your business by
your sales through simplified streamlined quoting solving more of your
pricing & packaging customer’s data challenges.

• Easy to license (Fewer • Guided quoting process • Empower your customers

SKUs = less complexity) (CQC) to have control over their
• Flexibility to meet data. (Access anytime,
customer needs anywhere.)

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Commvault Complete™ Backup & Recovery

Simplified packaging and quoting

EASY.
BECAUSE
YOU GET
PAID TO
SELL,
NOT TO
QUOTE.

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What is Commvault Complete™
Backup & Recovery?

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Commvault Complete™ Backup & Recovery

Commvault Complete™ Backup & Recovery is the

industry’s most fully-featured and comprehensive backup &
recovery solution. It covers workloads across all locations
and types: hybrid, on-premises, and multiple cloud providers; BACKUP AND RECOVERY
physical servers; virtual machines (VMs); applications and FEATURES:
databases; endpoint devices; and more. With the broadest • Complete backup & recovery – All File, App, VM
platform coverage and the richest feature set, Commvault is
• File/VM archiving
now more differentiated than ever.
• Encryption
• DR – Failover/Failback/conversion
In addition to core capabilities that allow your customers to
perform backup and recovery duties for all file, applications, • Hardware snapshot management
and VMs, perform file and VM archiving using Commvault • Replication & VM Live Sync
OnePass™ technology, and provide support for encryption, • Backup Operational Reporting
deduplication, and basic disaster recovery (DR) capabilities, • Enterprise tape management and tracking
Commvault Complete™ Backup & Recovery includes features • File Sharing
that were previously only available as advanced add-on
options, such as IntelliSnap® technology and replication. END-USER LICENSING:
Endpoint and mailboxes can also optionally be protected, if
• Endpoint data protection
required. No other solution in the market provides the
• Mailbox protection
breadth and depth of coverage in their core offering.

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Commvault Complete™ Backup & Recovery – with optional
add-ons

BACKUP AND RECOVERY INFRASTRUCTURE SERVICE DELIVERY DATA GOVERNANCE

FEATURES: • Software-Defined Storage • Application Copy • Search and eDiscovery
• Complete backup & recovery – All File, App, VM • Reference Designs Orchestration • Case Manager
• File/VM archiving • Application Migration • Review Sets and Legal
• Dev/Test Application Holds
• Encryption
Needs • Advanced Analytics
• DR – Failover/Failback/conversion • Automated App DR and • Sensitive Data
• Hardware snapshot management Testing Governance
• Replication & VM Live Sync • File Usage and
• Backup Operational Reporting Optimization
• Enterprise tape management and tracking
• File Sharing

END-USER LICENSING:
• Endpoint data protection
• Mailbox protection

COMPLETE CAN BE EXTENDED to address customer scale and complexity challenges

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Why your customers need Commvault
Complete™ Backup & Recovery

COMMVAULT® PROPRIETARY/CONFIDENTIAL – FOR COMMVAULT PARTNERS UNDER NDA USE – NOT TO BE FURTHER DISTRIBUTED
The backup and recovery landscape has changed

Backup & recovery requirements and expectations continue to expand

1 2 3 4 5
Slow to support, Increased needs Weak support of
Increased SLA’s or unable for data cloud storage, No coverage for
and recovery to protect new governance and compute, and endpoint devices
needs as data applications compliance cloud-based apps
growth continues or environments

Traditional solutions weren’t designed for today’s modern environments

1 2 3 4 5
Lack of support for Management
new infrastructure, complexity due Lack of automation Inability to meet
Manual efforts to inconsistent and artificial governance
cloud providers &
introduce risk and policies, redundant intelligence slows regulations
hyperconverged
are inefficient solutions and lack response times like GDPR
solutions limits
flexibility of visibility

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Why your customers should choose
Commvault Complete™ Backup & Recovery

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Why your customers should choose Commvault Complete™
Backup & Recovery
Simplify
• Simplify backup and recovery across your customer’s entire environment using a single web-based interface
with dashboards that allow them to quickly see and track performance metrics.
• Quickly and easily sell only what your customer needs, when they need it, with only three pieces of information:
1) whether they prefer to purchase by capacity or by instance (e.g., sockets, VMs, physical servers);
2) how much capacity or how many instances they need to protect
3) whether or not they want to use scale-out technology
That’s it. Simply add capacity as your customer grows.
• Save valuable staff time using policy-based automation, including the ability to automatically schedule jobs
based on service levels or defined thresholds in addition to points in time.
• Easily manage and migrate data to, from, and within the cloud, as well as between clouds with native cloud
integration (i.e. no need for expensive gateways or third-party products).

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Why your customers should choose Commvault Complete™
Backup & Recovery
Lower costs & improve productivity
• Optimize primary and secondary storage infrastructure costs using source-side and target-based
deduplication to eliminate backing up redundant data.
• Easily store and move data across storage tiers based on policies to align the value of the data with the cost
of storage. Move data from primary to secondary storage, on premises to the cloud, between cloud providers,
and/or disk to tape.
• Expedite disaster recovery, reduce downtime costs and increase availability with instant access to
applications and data using automated workflows.
• Save valuable time by providing self-service access to reduce the burden on IT staff.
• Eliminate complex configurations and scripting by using policy-based management and automation –
simply set service levels and Commvault ensures your customers are protected.

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Why your customers should choose Commvault Complete™
Backup & Recovery
Modernize
• Increase availability and ensure predictable performance through a scale-out infrastructure delivered as an
integrated appliance or on the hardware platform of choice.
• Ensure all data is safe across the entire organization including enterprise applications, integrated snapshot
storage arrays, cloud storage providers, hypervisors, and operating systems.
• Easily meet demanding services levels, both Recovery Time Objectives (RTO) and Recovery Point Objectives
(RPO), through orchestrated and automated snapshots across storage arrays.
• Save time and reduce costs by restoring only what is needed, whether file or granular level recovery,
including the ability to recover within the cloud.
• Use a single, dynamic index to quickly and efficiently find and identify data no matter where it lives to quickly
access, restore, and use it for other purposes.

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Customers realize significant value with Commvault
Complete™ Backup & Recovery

Recovery Complexity Cost Change Governance

50-
62% 36% 31% 44% 61%

Reduced Reduced weekly Reduced annual Reduced

Reduced annual
number of data admin hours spending on data exposure to
unplanned
protection or across data infrastructure, compliance and
downtime
backup tools protection SW, services audit failures

Benefits should drive greater IT innovation,

improved productivity, enhanced
organizational agility.

IDC: Quantifying the Business Value of Commvault Software: Worldwide Customer Survey Analysis, July 2018
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Targeted personas

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Targeted persona 1: Senior IT Executive (C-minus 1, VP-IT,
Director of IT)
• Reduce risk, complexity, and cost while enhancing availability by managing multiple functions across your
entire environment with a single solution (vs. multiple products)
• Improve business agility and flexibility by automating and orchestrating the movement of data to and from
the cloud, as well as within the cloud and between clouds (improved productivity)
• Automate the movement of data across storage tiers to optimize storage utilization by leveraging a single
virtual repository, broad application support, and unmatched cloud storage provider support
• Rapidly recover from an application outage in the event of a disaster using automated workflows
• Meet demanding RTO/RPO SLAs for data protection using orchestrated and automated snapshot
management (increased availability)
• Improve employee efficiency by providing self-service access to data based on user-defined policies
• Provide executives proof of performance with credible metrics using robust reporting capabilities

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Targeted persona 2: IT Generalist or Versatilist

• Self-service access and policy-based automation simplify backup and recovery process,
allowing versatilists to focus on more strategic projects.
• Single user experience across a diverse environment provides consolidation and prevents having
to use and learn multiple tools and interfaces.
• Breadth and depth of hardware and software integration provides confidence in ability to
manage diverse environments
• Leverage Commvault Remote Managed Services to free up staff time to focus on more
strategic initiatives.

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Targeted persona 3: Backup Administrator

• Save valuable time by reducing or eliminating the need for complex scripts using policy-based
management and automation
• Increase efficiency by using policy-based automation to provide self-service access to developers
and analysts, enabling backup admins to focus on maintaining availability instead of performing
routine restores
• Meet demanding RTO/RPO SLAs for application data protection using orchestrated and
automated snapshot management
• Ensure applications are up and running quickly in the event of a disaster using automated
workflows for disaster recovery

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Sales plays

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Sales play - Consolidate and reduce risk

Give customers peace of mind.

The current backup and recovery solution presents too much complexity and associated risk.
The organization has added multiple products over the years to address specific problems
Description of (products such as dedupe appliances, multiple BnR solutions, CDM, etc). While addressing
sales play the symptoms, they have failed to resolve the underlying cause. No longer can they address
it with disparate solutions or adding staff. Rather, they need to consolidate their backup and
recovery products to reduce risk, address service levels, and streamline operations.

• How many different products are required for backup and recovery?
• Are you able to view, manage, and protect all of your data from a single web-based user
interface?
• Are you meeting your backup and recovery SLAs today?
Questions to ask
• What are the different tools that your use to manage your backup and recovery
products?
• Have you experienced support delays due to an inability to correctly identify an
equipment or software failure between vendors?

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Sales play - Reduce costs

Save customers time and money.

The prospect has discovered they are spending too much time and budget on their backup
and recovery solutions. They need to improve staff efficiencies and eliminate complex
scripting with policies and automation, self-service capabilities, and manage it all with a
Description of single, easy to user interface. Also, the customer wants to optimize their storage
sales play infrastructure costs by using source-side and target-based deduplication to eliminate backing
up redundant data and be able to easily store and more data across storage tiers to align the
value of the data to the cost of storage. Finally, they want to leverage a scale-out
infrastructure to put an end to risky forklift upgrades with every hardware refresh.

• Does your backup and recovery solution easily scale?

• How do you plan to keep up with data growth?
• When is your next hardware or media server refresh?
Questions to ask
• How often do you have to perform forklift upgrades of your secondary storage?
• How much time is spent managing the different media server components (i.e. OS,
software, compute, and storage)?

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Sales play - Modernize

Transform the way your customers do business.

The current backup and recovery solutions are holding the customer back from implementing
and using new technology (i.e. cloud, hybrid cloud, and virtualization), modernizing their
infrastructure or applications (i.e. migrating applications to the cloud), or adopting it as
Description of
rapidly as they would like. With a modern backup and recovery solution built on a scale-out
sales play
infrastructure with industry leading breadth and depth of coverage across applications,
hypervisors, cloud storage providers, and integrated snapshot storage arrays, they can deliver
greater services to the organization, eliminate risk, and reduce costs.

• Do you have difficulty migrating applications to the cloud?

• What is your process for identifying which data can or cannot be stored in the cloud?
• Are you able to manage data to/from the cloud, within a cloud, and between clouds?
Questions to ask
• How do you view and control your data across physical, virtual, and cloud platforms?
• How do you determine which data is ready to be migrated to different storage tiers or
archived?

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Activate your Commvault Complete™ Backup
& Recovery Campaign

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How to access your Commvault Complete™ Backup &
Recovery campaign

Login to Partner Advantage Welcome to Commvault Click on the Commvault

or Register Here Partner Demand Center Complete™ Backup &
Recovery Campaign

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Commvault Complete™ Backup & Recovery campaign resources
Readiness Sales Links to share with customers
1. Partner University 1. Commvault Quote Center (CQC) 1. Commvault Complete™ Backup and
i. Packaging and Pricing eLearning Module 2. Datasheets Recovery Web Page
ii. Complete™ Backup and Recovery – The i. Commvault Complete™ Backup and 2. Backup and Recovery Blogs
Competitive Advantage Recovery 3. Backup and Recovery Resource Library
iii. Using the New Commvault Quote Center 3. Commvault Value Calculators 4. Commvault Documentation
2. Partner Portal

Marketing
1. Partner Demand Center Campaign Page
i. Banner Ads
ii. Email templates
iii. Enablement files
1. Commvault Complete™ Backup and Recovery FAQ
2. Commvault Complete™ Backup and Recovery Licensing 1-Pager
3. Commvault Software Product Portfolio Feature Matrix
4. Commvault Complete™ Backup and Recovery Transition Guide for Existing Customers
5. Commvault Licensing Program Guide
6. Commvault Complete™ Packaging and Pricing Infographic
7. Commvault Packaging and Pricing Changes
8. Commvault Pricebook Presentation (updated monthly)
iv. Social Media Content Syndication
1. LinkedIn
2. Twitter
3. Facebook

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Commvault Complete™ Backup & Recovery campaign assets
Multi-touch e-mail templates Social Media content syndication
Co-branded and customizable Social Media posts that are automatically deployed through the
templates, each with a separate partners social networks. (LinkedIn, Twitter and Facebook)
call to action.

Landing pages
Landing pages that we, the
partner or a third party can
host to guide prospects
through the buyer’s journey
and provide access to
campaign calls to action.

Enablement files Banner Ads

• Campaign Launch-in-a-box
• Commvault Complete Backup and Recovery FAQ
• Commvault Complete™ Backup & Recovery Licensing 1- Pager
• Commvault Complete™ Backup and Recovery Matrix
• Commvault Licensing Brief Transition to Complete™ Backup
& Recovery
• Commvault Licensing Program Guide
• Packaging and Pricing Infographic
• Packaging and Pricing Presentation

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Campaign flow – Recommended approach

Database Services Campaign Landing Banner Review and share

List cleanse Overview Page Pages Ads metrics/results
and/ or build

‘ ‘ ‘
‘

Campaign Email Social Lead

launch-in-a-box Nurture Media follow-up
document

‘ ‘
‘ ‘

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Campaign execution tips

We have included 7 co-branded and customizable

emails to send to prospects. Once you have a
Awareness
captive audience send a follow up text based email
Awareness stage content, business pain point, thought leadership
from the campaign.

The recommended cadence for each touch is 2-3

weeks apart, with non-responders from the
previous touch included in subsequent touches.
Consideration
For maximum results, execute email sends so that
they arrive Tuesday, Wednesday or Thursday Consideration stage content nurture, Why Commvault? – Datasheet and Gartner
Report and Solution Brief
between 9:00 and 11:00 am. Remember to account
for differences in time zones.

Social Media: organize your social media strategy

and content. Have a plan for when you’ll push out
the social media content on LinkedIn, Facebook
and Twitter, and set milestones along the way. You
may consider augmenting the content with your
own personalization or additional messages and
imagery or simply use it as is.
Decision
Decision stage content, Trusted Advisor: Tell the prospect the details: how would
the solution work? Help them convince their buying team. – Showcase IDC Report
“Quantifying the Business Value of Commvault Software: World Wide Customer
Survey Analysis, use calculator

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Next steps

We hope you found this guide useful and that it is clear what assets, resources
and campaigns are available to you.

Now we suggest you to:

• Contact Your Virtual Partner Marketing Concierge Manager who will help you execute this
campaign as well as others at PDC@commvault.com
• Visit Commvault Partner Demand Center to find campaign materials, understand the digital
assets that are available to you, and follow the steps provided by the interactive Walk-Me.

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Thank You.

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