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HPE VM Explorer Launch

Call guide
Call Guide
For HPE Channel Partner internal use only.

Table of contents
3 Elevator Pitch
4 Target Customer
5 Features & Benefits
6 Opening Questions
7 Environment Questions
8 PAIN
10 Positioning VM Explorer
16 Close - Schedule Demo and Free Trial
Call Guide Page 3
For HPE Channel Partner internal use only.

Elevator Pitch

HPE VM Explorer is an easy-to-use


full-featured and highly affordable backup
solution for VMware vSphere and Microsoft
Hyper-V environments. Offering the choice of
backup targets to disk, tape and cloud, fast VM
and granular restore, built-in replication,
encryption, and backup verification, VM
Explorer delivers advanced capabilities to drive
resiliency, efficiency and agility.
Call Guide Page 4
For HPE Channel Partner internal use only.

Target Customer
SMB up to 1000 employees, up to $500M annual revenue.
2-4 hypervisors, 100 VMs, Hyper-V and vSphere environment.
Limited IT Resources. May wear multiple hats. Needs self-
service, low touch solutions.
Limited Budgets: Need cost-effective easy to use
B/U Solution.
Environment: 100% VM + hypervisor.
Need: Backup and Recovery of Data paramount recovery
system in place to keep systems running, to enable their
Always on Business. It needs to be protected reliably
and rapidly.
Reality Need: Want low rate of interaction, easy to install &
easy to manage within a simple web portal.
Call Guide Page 5
For HPE Channel Partner internal use only.

Features & Benefits


VM Explorer is an easy-to-use backup application tool that
solves a very complex need.
Its an all in one solution designed and priced for SMB - Flexible
and low cost.
VMX is an incredible way to leverage your existing investment
in your environment.
Automated backup, replication and retention management
across multiple media.
Simple and fast to install / configure and mange.
User friendly web interface can be accessed remotely.
Native Cloud Support: no need for a separate agreement for
dedicated pools of service from a provider. Supports Amazon
S3, OpenStack, Helion & Rackspace.
A quarter of the price of competitor with highly advanced
features: Instant recovery, snapshot integration, encryption and
its easy to use!
Flexibility to set storage hierarchy.right out of the box.You
choose where to backup your VMs - Local, NFS/CIFS, NAS, SAN,
Tape, Cloud.
Store once: deduplication capabilities, appliance or server,
NAS, VTL.
Schedule and automate task options.
Encryption and deduplication options.
Automated backup verification takes screen shots and
attaches to report that can be emailed. Obtain peace of mind.
VMX Enterprise: Drill down to particular backup to individual
file level.
Active Directory Integration.
Storage array support: EMC ScaleIO.
Call Guide Page 6
For HPE Channel Partner internal use only.

Opening Questions

Option A
This is NAME from PARTNER. Im connecting with companies
who are using Virtual Machines in their environment and want
an easy, cost-effective means to perform backup and Disaster
Recovery operations.

Option B
Hi, this is NAME calling from Partner. VM Explorer is a perfect
Disaster Recovery/ solution for Microsoft Hyper-V and VMware
vSphere environments. Its an easy to use and cost effective
solution for backup, replication, and disaster recovery.

Entry Questions
Option A
What can you share with me about your virtualized environment
and how youre doing backups today?

Option B
What can you tell me about your virtual environment and
current backup strategy?

For VEEAM, see page 10


For ACRONIS, see page 13
Call Guide Page 7
For HPE Channel Partner internal use only.

Environment Questions

How many VMs are you using in your virtual environment?


How many sockets? How many CPUs?
Versions of hypervisors? Verify free or paid VMWare and
Hyper V
How are you currently backing up your Data? (Drill down on
any vendors mentioned)
What versions? How long has this process/solution been
in place?
Is there a solution that you standardize across your
environment? HPE shop?
What types of storage do you use? Server, Cloud, SAN, NAS?
What types of info do you store on your databases?
What are your critical data systems? Who uses and relies on
the data?
What is your mission critical data? Transactional data? What
are your RTO and RPO standards for recovery?
Where are your back up locations? (online, near line, offline,
tape, disk, optical, cloud hybrid).

Questions about workload


What Operating Systems are you running?
What applications are virtualized? i.e. Email, Collaboration
(SharePoint), File Server, Database, Website.
What workloads do you push to the cloud? What workloads
do you want to protect?
What types of info do you store on your databases?
Call Guide Page 8
For HPE Channel Partner internal use only.

Pain Points
Back up (BU) Recovery (R) Replication (RP)
How do you ensure your What are you doing to ensure back-up?
What is your strategy for disaster recovery?
business is always on? Replication?

What do you want out How fast can you recover? How much do you know
What is your strategy for disaster recovery?
of your backup? with certainty what and if you can recover?

How well are you protected?


What is the frequency
What are your RTO standards for high priority What mission critical applications are
needed for backup of mission
applications and normal production workloads? you replicating?
critical apps and normal
production workloads?

Who uses and relies on the How prepared is your shared workplace
mission critical data? What Instant VM Recovery? File level Recovery? Storage
solution and technology recovery solutions
about your snapshot recovery? Whats important?
transactional data? prepared for Disaster Recovery

How important is it for you How vital is it to your business that your virtualized
to be able to automate and environment is up and running? What happens if a
test it? system or server goes down?

Do you check your log files?


How quickly are you able to meet RTOs and RPOs if
When was the last time you
you have a disaster?
looked at it?

When was the last time you


had to do a recovery or
How effectively are you meeting your SLAs?
restore? How long did
it take?

How do you know you


How much does it cost you to be down (X) What are you doing to ensure back-up?
backup is completed?
amount of time? Replication?
Report?
Call Guide Page 9
For HPE Channel Partner internal use only.

Open Ended Pain Point Questions


What issues are you facing now?
What way would you want to improve what you currently have?
What types of growing pains are you experiencing?
How is your backup performing? Any bottlenecks?
What is your operating standard?
What are your priorities for improvement?
Call Guide Page 10
For HPE Channel Partner internal use only.

Positioning VM Explorer

Positioning VM Explorer against Veeam


VM Explorer is easy to deploy and maintain.
VM Explorer has flexible and affordable pricing that
suits the SMBs.
VM Explorer supports image based replication to a secondary
server on Amazon S3 or OpenStack
(e.g. HPE Helion and Rackspace).
Storage array snapshot integration and support for software
defined storage platforms (e.g. EMC ScaleIO, VMware vSan).
Low CPU/memory requirement. Veeam requires higher
processing power.
VM Explorer can be managed via a web interface. In contrast,
Veeam user interface is a thick windows client that needs to be
installed for each administrator.

Why we win
SMB Focus
VM Explorers light image footprint, ease of deployment and
usage, lower CPU capacity requirements, and pricing options
all make it more suitable to the small and medium businesses
than Veeam.
Veeam Backup Essentials, the backup solution targeted at
SMBs, is nothing but Veeam Availability Suite that caps at 6
CPU sockets. Veeam Availability Suite is loaded with features
targeted at enterprise customers that the SMB customers
would be required to learn in order to manage the system.
Customers who need support for more than 6 CPU sockets
are forced to purchase the same solution packaged at a
higher price.
Call Guide Page 11
For HPE Channel Partner internal use only.

Pricing
For environments that have 6 or less CPU sockets, Veeam
Backup Essentials for SMB segment could get 2x to 7x more
expensive than VM Explorer Standard, and 1.5x to 4x more
expensive than VM Explorer Enterprise.
For environments more than 6 CPU sockets, the customers will
need to purchase Veeam Availability Suite whose price can go
from 3x to 10x that of VM Explorer Enterprise.

Native Cloud Support


VM Explorer has native cloud integration support for Amazon
S3, OpenStack, and Rackspace. Veeam doesnt have native cloud
support, but achieves cloud backup via Cloud Connect plugin.
The cloud support is not open for Amazon S3 or OpenStack
providers. The customers can only choose the cloud storage
providers who partner with Veeam.

HPE
VM Explorer leverages Hewlett Packard Enterprise leadership
in the storage market to adopt cutting edge technology, and
integrate with other leading industry solutions.
Call Guide Page 12
For HPE Channel Partner internal use only.

Objection Handling
Pain: Veeam is a recognized leader with over 183,000 customers.
Isnt that a proof point to choose Veeam?
Solution: VM Explorer has been deployed by thousands of
customers for the last 8 years. If the customer still has a concern
about the reliability, request the customer to download the free
version of the product and evaluate the performance. Also, VM
Explorer is now part of the HPE portfolio which brings significant
strength to the solution going forward.
Pain: You do not support object level recovery for Active
Directory objects.
Solution: This is in the product roadmap. Can the customer
manage with full image recovery until object level recovery
is introduced?
Pain: You support backing up only a small number of VMs say
less than 100. Whereas, our company has about 400 VMs to be
backed up.
Solution: VM Explorer has successfully supported backing up 500
VMs at a customer site.
Call Guide Page 13
For HPE Channel Partner internal use only.

Positioning VM Explorer against Acronis


VM Explorer offers more value to the SMBs for a lower
price. Acronis Backup for VMWare has an extremely limited
feature set. Acronis Backup Advanced, which has a more
comprehensive feature set can have an upfront cost of 4 times
higher than VM Explorer Enterprise.
VM Explorers pricing policy is easy and flexible. The starter
package supports up to 4 CPU sockets, and additional CPU
sockets could be purchased at a low cost with no limit to the
number of sockets.
VM Explorer supports image-based replication to a secondary
server on Amazon S3 or OpenStack (e.g. HPE Helion
and Rackspace).
VM Explorer offers storage array snapshot integration and
support for software-defined storage platforms (e.g. EMC
ScaleIO, VMware vSan).
All VM Explorer instances are managed via a single
web interface.

Why we win
A fully featured product for the SMBs
VM Explorer offers a comprehensive backup and recovery
solution for the virtualized environments of the SMBs.
Acronis Backup, being a limited featured product, forces SMBs
to either compromise on the features, or upgrade to more
expensive and enterprise grade Acronis Backup Advanced.
Call Guide Page 14
For HPE Channel Partner internal use only.

8 CPU Cap
Acronis Backup can support only up to 8 CPU sockets. Beyond that,
the customers are forced to get Acronis Backup Advanced.

Hyper-V support for the SMBs


VM Explorer has native support for backup and restore on
Hyper-V hypervisor. Only Acronis Backup Advanced can provide
this support.

High upfront cost


Acronis front loads its cost for the first year. With this the upfront
cost of Acronis Backup can be as high as 2x, and Acronis Backup
Advanced as high as 4x that of VM Explorer Enterprise.

High total cost of ownership (TCO)


For environments that have 8 CPUs or less, the TCO Acronis
Backup is comparable with VM Explorer Professional. However,
VM Explorer Professional offers better value in terms of hypervisor
support, tape backup, cloud backup, user interface, and much more.
For environments that have more than 8 CPUs, the TCO of Acronis
Backup Advanced can get extremely high. For example, the TCO
for 3 years for VM Explorer Enterprise is approximately $19KUSD.
For the same time period, the TCO for Acronis Backup Advanced
is $32KUSD.

HPE
VM Explorer leverages Hewlett Packard Enterprise leadership
in the storage and software markets to adopt cutting edge
technology, and integrate with other leading industry solutions.
Call Guide Page 15
For HPE Channel Partner internal use only.

Objection Handling
Pain Point: Acronis supports backing up both physical and
virtual machines. VM Explorer doesnt.
Solution: Most SMBs today have already adopted virtualization
for being more efficient, resilient, and to reduce cost. If the
customers have any physical servers, then it is just a matter
of time that they will move to a virtualized setup. HPE Data
Protector can fill this gap.
Pain Point: You do not support object level recovery for
Microsoft Exchange objects.
Solution: This is in the HPE product roadmap. Can the customer
manage with full image recovery until object level recovery
is introduced?
Call Guide Page 16
For HPE Channel Partner internal use only.

Call to Action
Demo: I can show you how you can automate and simplify
your backup and recovery tasks.
Trial: Explore the advanced features included in cost-effective
Professional Edition.
Trial: Test key areas of your backup and disaster strategies
starting now.
Trial: Schedule a call with service engineer to dive deeper into
your technical questions and to walk you through downloading
the trial.
Call Guide Page 17
For HPE Channel Partner internal use only.
Copyright 2016 Hewlett Packard Enterprise Development LP. The information contained
herein is subject to change without notice.