How to Sell Database Edition 1.0 for DB2eval.symantec.com/mktginfo/products/Sales_Docs/...The UNIX...

Veritas Confidential

How to Sell Database Edition 1.0 for DB2

Product MarketingVERITAS Software

November 2002


Agenda• Who is VERITAS?• Market trends• Product information

– Database editions for DB2 overview– Product positioning– Customer profile– Qualifying questions– Competitive comparison– Complementary products– Pricing examples

• Sales tools• Next steps


Who is VERITAS?

• VERITAS is the #1 worldwide provider of core storage management software

• Founded in 1989• Based in Mountain View, CA• Over 5,000 employees in 25 countries• Over $1.2B in revenue in 2000• One of the Top 5 software companies in the world!!


VERITAS Software• The most comprehensive Data

Availability solution suite in the industry

• Best of Breed individual products in key areas (Backup, Volume Mgmt., File Systems, Clustering, SANs, Replication, and more)

• Industry leader in worldwide, enterprise-class service and support

• The only company that can offer the complete line of software products necessary to implement storage area networks (SAN)

The only dedicated storage management software company projected to invest $1.5B in R&D of the next 5 years

Storage Virtualization Platform

HighAvailability

DataProtection

DisasterRecovery

Storage Area

Networks

Applications

Hardware/Operating Systems


Market Trends


The UNIX RDBMS Market

Oracle is the undisputed market leader with 63% share

IBM garnered 10.5% market share, hit $274M in revenue

Informix had 12.1% share while Sybase had 5.7%

Overall UNIX RDBMS market was $2.62B

1999 WorldwideUNIX RDBMS Market

OracleIBM

Informix

SybaseOther

Oracle grows revenue at 23% to take 66.2% share ($2.02B)

IBM grows revenue at 61% to take 14.4% share ($440.7M)

Informix shrinks to 6.7% while Sybase shrinks to 5.3%

Overall UNIX RDBMS market grew 17% to reach $3.05B


OracleIBM

Informix

SybaseOther

Source: Gartner Group, May 2001


The UNIX RDBMS Market

Oracle is the market leader with 66.2% share ($2.02B)

IBM grows revenue to 14.4% share ($440.5M)

Informix had 6.7% share while Sybase had 5.3%

Overall UNIX RDBMS market grew 17% to reach $3.05B


OracleIBM

Informix

SybaseOther

Oracle still leads with 63.3% share ($S1.91B)

IBM grew market share to 17.5% ($526.1M) at the expense of Oracle

Informix grew market share to 7.2% while Sybase had 4.6%

Overall UNIX RDBMS market flat at $3.01B


OracleIBM

Informix

SybaseOther

Source: Gartner Group


The DB2 Market On AIX, Solaris

540560580600620640660680700720

1998 1999 2000

1998-2000 DB2 on AIX Market(in $M)

0

10

20

30

40

50

1998 1999 2000

1998-2000 DB2 On Solaris Market(in $M)

Total AIX RDBMS market in 1998 was $603M

Total AIX RDBMS market in 1999 was $705.2M

Total AIX RDBMS market in 2000 was $XXXM

DB2 For Solaris shipped in 1995 but received minimal marketing attention until 1998

Total Solaris RDBMS market in 1998 was $743.3M

Total Solaris RDBMS market in 1999 was $823.1M

Total Solaris RDBMS market in 2000 was $XXXM


Major Market Developments

• IBM acquires Informix, growing share to 21.1%• Major ISVs shift development platform from

Oracle to DB2• Oracle pricing missteps open significant

opportunity for DB2• Major market share drops 2000-2001 for Informix

(to 6.7%) and Sybase (to 5.3%)• IBM and VERITAS partnership will strengthen

DMS offerings across markets


The Customer


Customer Profile

• What is the profile of a prospective account?– Running DB2 on Solaris– Databases at least 50GB in size– Running DB2 on raw, but having management difficulties– Running DB2 on UFS, but suffering performance problems and

needing simpler management– Requires 24x7 availability for database applications– Data is growing at a rate faster than IT resources can handle– Pending ERP/CRM deploy-ment with SAP, Peoplesoft or Siebel


Customer Profile• Who Do I Sell to?

TARGET KEY MESSAGESDBA manager

Senior IT mgmt

Operations/systemsAdmin mgmt

Database Administrator

System Administrator

Improved productivity andspan of control

Lower cost of database administration

Improved productivity andspan of control

Easier, more efficientmanagement

Easier, more efficient management


Find the Prospective Customer’s Pain

• Continuous availability (24x7) of mission-critical DB2 UDB databases

• Faster access to data• Easier management of increasing data• Data integrity• DB2 Certification from IBM DMS


Qualifying Questions

• How much does downtime cost your business --in reduced revenues, lost productivity, or poor customer service?

• Do your DBAs have difficulty managing raw disk partitions to gain database performance?

• Do you have new Sun SPARC installations, Solaris upgrades, or new database projects?

• Do you have a large or high growth DB2 environment?


Common Customer ObjectionsObjection: Solaris already comes with a file system and its freeResponse: The Solaris file system is block-based, which leads to

performance degradation over time. It also does not offer the online manageability of VxFS.

Objection: IBM always told me to run their database on raw devices, why should I buy Database Edition for DB2?

Response: Raw devices are difficult to manage and grow, Database Edition for DB2 allows you file system manageability while giving you the data integrity and performance you are used to with raw devices in an IBM certified solution.

Objection: I heard Quick I/O is difficult to set up.Response: Setting up Quick I/O is simple. We provide 2 scripts. One

creates a list of files to convert to Quick I/O. The other converts VERITAS File System Files to Quick I/O files.


Product Information


VERITAS Solution:Database Edition for DB2

DB2 UDB

VERITAS Volume Manager

VERITAS File System with (Cached) Quick I/O

Volume Manager Storage Administrator

Database Edition for DB2

VCS Agent for DB2 HA Edition

BuildingBlocks


VERITAS Database Editionfor DB2

• Raw disk performance and ease of file system administration

– Equal or better OLTP throughput• Protection from disk failures with fault-tolerant storage

options• Online administration of database storage• Java-based Storage Administrator GUI

– Visual configuration from a single console• Automatic monitoring and recovery of DB2 (HA Edition)• Sun SPARC Solaris Release 2.6, 7, & 8• IBM AIX Release 5.1 (Maintenance Level 1 or higher)

• DB2 UDB EE 7.2


Product Positioning

• For DBAs facing immense time pressure in an environment with ever-increasing data, VERITAS Database Edition for DB2 offers raw device performance with file system manageability.– Increases availability of DB2 UDB databases– Offers equal to raw performance and for high-

memory systems even greater performance – Offers ease of management of file systems– Integrated storage management solution


Competitive Comparison

Raw Partitions

General perceptionfor superior database performanceAdvocated by IBMfor Solaris

WeaknessesStrengthsTechnologyRaw device perf.Data integrityOnline admin.System availabilityand failover

$$

DB2 DBAs knowhow to manageraw devices

DatabaseEditionfor DB2

High administrative costsProne to user errorNo online admin.


How DB2 Edition fits in the Overall Solution

• Database Edition for performance and manageability with data integrity

• Add VCS (or sell Database Edition/HA) for high availability environments

• Backup/restore solutions for DB2– NBU for reliable, high performance backup– Add DB2 Agent For NBU for online database backup– Add Vault Extension for automated off-site tape management– Add Storage Migrator for hierarchical storage management– Add Advanced Reporter for sophisticated reporting package– Add NBU Agent For VCS for highly available backup

• Add FlashSnap for off-host processing• Add Volume Replicator for real-time disaster recovery solutions• Professional services and multi-tier maintenance options


Pricing

• Product is priced per node depending on the tier classification (size) of that node

• Solaris and AIX both follow the new 9-tier pricing model

• Please see these sites for more information on DB2 Edition pricing and hardware tiers: http://products.veritas.com/products/foundation/db_ed_db2/pricing.htmhttp://vcompass/price-downloads/veritas_hw_tiering.xls


Now a Difficult Pricing Example

• Scenario: Customer has an E10K or SunFire with 2 domains configured. One one domain runs DB2 and the other runs Oracle

• What do they purchase?– One license Database Edition for Oracle

(has all DB2 features plus more)– Documentation sets for both products, so customer is aware of

how to setup and use Database Edition with each database type– Make sure that both DB2 and Oracle Edition contain the same

release of VxFS and VxVM(on the same release train)


Sales Tools


Go To Market Strategy

• Sales rules of engagement with IBM DB2 Ranger Team– Joint selling strategy (all Database Edition fulfillment

will come through VERITAS or its authorized channels)

• Lead generation plan currently being worked by VERITAS and DMS

• Each company will support their respective products (CSA specifies escalation for rapid problem resolution)


Sales Tools Available

• White papers– Performance– Solution

• Presentation– Detailed Product Overview

• Other– Sales info sheet– Datasheet– FAQs


For More Information

• Use VNET! http://products.veritas.com/products/foundation/db_ed_db2/

• Alias: List-PM Foundation• Contact us directly (use other sources first)

– Ram Narayanan, Product Marketing Manager

– Madeline Wong, Product Manager

– Dhiren Patel, Product Marketing Engineer


The Channel - Where to Get Help?

(1) Website:– http://www.veritas.com

(2) Vplus Partner Website:– http://www.veritas.com/vplus– http://www.veritas.com/vplus-emea/vplus-channel

(3) Pre-Sales Technical Questions:– Your VERITAS Channel System Engineer

(4) Sales Questions:– Your VERITAS Channel Sales Rep

How to Sell Database Edition 1.0 for DB2eval.symantec.com/mktginfo/products/Sales_Docs/...The UNIX...

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