Competitive Product Comparison:

EMC NetWorker vs
IBM Tivoli Storage Manager

BuRA Product Marketing

May 2008

EMC CONFIDENTIAL 1
 This presentation is EMC Confidential
EMC employees may use the contents of this presentation to help
customers appreciate the significant differences in product and
performance to particular competitors.

If your customer has an NDA with EMC, you may show this presentation
to the customer; however, no copies are to be left with your customer
due to the competitive content and sensitivity of the information.

Trademarks
All trademarks are the property of their respective, acknowledged
owners.

EMC CONFIDENTIAL 2
Table of Contents

 IBM Company Overview

 Tivoli Storage Manager (TSM) Product Overview
 EMC NetWorker Advantages over TSM
 Objection Handling

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IBM Overview

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Worldwide Data Protection and Recovery Software
Market

CY 2007 Revenue Market Share CY 2007

Total = $3,284M
 EMC ranked #3 with a 12.3% share
CA
7.1%
CommVault
Other 3.0%
22.2%
EMC
12.3%

HP
4.1%

Hitachi
0.8%

IBM
13.6%

Symantec
35.6% Sun
1.3%

Source: IDC, March 2008

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Market Share Trends – Annual

45.0%

40.0%

35.0%

30.0% CommVault
25.0% EMC
IBM
20.0%
Symantec
15.0% Total

10.0%

5.0%

0.0%
2005 2006 2007

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Why is TSM gaining in the Marketplace?

 Significant push in international markets

– CA withdrawing sales presence in some APJ markets
– EMC seeing aggressive IBM positioning in CA accounts

 Server campaigns generated opportunities to replace backup infrastructure

– Initially targeted at Solaris installations
– Symantec NetBackup and BackupExec installations replaced (Symantec has large Solaris install
base)

 Competitive conversion campaign specifically targeted at Symantec NetBackup

install base
– Capitalize on customer dissatisfaction with Symantec
– Direct and indirect sales incentive programs

 Additional “feet on the street” to sell TSM

 Functionality has been steadily improving
– Inclusion of replication (but IBM arrays only)
– CDP for Files integration

 Successful channel
– 75% of storage software derived from partners

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IBM Strengths

 Brand
 Scale – breadth of product offerings
 Ability to develop services offerings around competitors’ products
 Customer satisfaction is the #1 metric for compensation
 Strong sales skills
– Comprehensive account management – pre-sales and post-sales
– Consultative sales approach
– Surround the customer – key relationships at all levels
– Varied and strong industry expertise
– Lead with services

 Product stability
– Infrequent release/version upgrades
– Less customer disruption
– More thoroughly tested code

 Service and support

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IBM Weaknesses

 Sales complexity
– Granular specialization = multi-legged sales calls
– Longer sales cycles
– Very high cost model – don’t want to compete on price

 Stove-piped organization
– This is improving, but still difficult for the rep to navigate

 Product offering complexity

– Granular offerings
– Multiple product families with little to no integration
– Too many choices

 Many products are “good enough,” not industry-leading or best-of-breed

 License complexity
– Difficult for customers to understand
– Difficult for rep to understand and explain

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IBM Sales Model/Tactics

 Direct sales force highly adept at solution selling

 Direct and indirect (partner) programs with incentives for competitive
displacement
– Analysts report 200 Symantec NetBackup 5.x installations displaced over last 24
months

 Promote “one throat to choke” philosophy

– Implies low/manageable risk
– High-quality support ensures problems will be addressed
– Product stability appeals to customers

 Strategic Outsourcing engagements will threaten competitive backup

infrastructures as IBM Global Services seeks to standardize platforms

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Tivoli Storage Manager (TSM) Overview

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TSM Key Features
Current Version 5.5
 Incremental forever backup methodology
– Provides front-end tape pool
– Only changed files backed up
– Decreased LAN traffic
– Decreases backup window
– Requires tape “co-location” and ‘reclamation’
– Increased load on backup server
– Requires more tape drives and higher performance backup server
– Inefficient with tape

 Tape Co-location
– Client exclusive – once client has written to a specific tape, only that client can
append to that tape
– Co-location Groups feature – allows group of servers on common set of tapes
– “Holes” develop on tapes as certain files expire based on retention period
– Increases number of tapes required
– Difficult to manage/maintain Co-location Groups  added complexity
– Many customers don’t use because it uses too many tapes

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TSM Key Features (cont’d)

 Tape Reclamation
– Reduces amount of unused tape
 Moves all expired files from certain set of tapes to another set of tapes
 Expires ‘holey’ tapes (reclaims them – makes them available for other use)
– Increases resources required to execute/manage
– Many customers don’t buy enough tape drives or adequate backup server

 IBM recommends 100 GB limit catalog database size

– 600 bytes / file
– 200 bytes / additional entries

 IBM recommends 1 Full-Time Equivalent (FTE) per TSM database

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TSM Licensing Model

 TSM is licensed based on IBM’s “value unit” concept

– Pricing charge metric for license entitlements which is based upon the quantity of
processor cores used for a given product
– Based on processor, cores and type of processor
– Sold in 10 value unit packs

 IBM licenses everything that is being backed up through the TSM server
and the TSM server by itself
 TSM does not recognize logical partitions; all processor cores must be
licensed if the server is being backed up

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Why People Buy TSM

 “It’s IBM” and therefore a “safe” choice

 ‘Good enough’ solution
 To meet backup window constraints vs recovery time objectives
 TSM’s incremental forever feature only backs up changed files
 Good mainframe support; TSM server can run on a mainframe
 Many customized “TSM for” solutions
 TSM Express version will open up SMB market
 Strong data encryption
 Twinning, also called in-line copy, including backup to disk and tape at
the same time

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TSM Weaknesses

 Incremental Forever methodology only speeds up backup

– Client still must fully examine file system looking for changed data
– High fragmentation on backup media
– Not the best component of a disaster recovery (DR) strategy with small RTOs
– DR requires significant downtime
– Poor media utilization
– Faster backup really only applies to 30% of customers’ environment (files)

 More resources required to manage

 Catalog growth is exponential
– As database grows, splits are required which must be managed
– New hardware may be required if capacity is an issue
– New TSM instance requires new set of disk storage pool and database volumes
– Multiple TSM instances drive down storage utilization

 GUI not user-friendly

– Many customers forced to use CLI

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TSM Weaknesses (cont’d)

 Bare metal restore is minimal

– OEM Christie Bare Machine Recovery
– Also uses Windows ASR which is unreliable and unstable

 CDP capability is very light (CDP for Files)

 No integrated global de-duplication
– Also no separate product like Avamar
– De-dupe not expected until Version 6 (late 2008)

 TSM Express has had limited success

– TSM was not designed to scale down-market

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EMC NetWorker Advantages over TSM

 Open tape format

– Skips bad spots on tape; allows for recoveries even if tapes are bad
– Can recover multiple sessions in a single tape pass  dramatically speeds restore
times
– Allows heterogeneous data streams to be multiplexed to same volume
– Self-described: each client data on specific volume can be recovered without the
server indexes using the data on the tape
– Enables recovery of legacy backups regardless of when they were performed

 Tape multiplexing
– Allows multiple clients and multiple file systems to be backed up to same tape
simultaneously
– Backup to disk does not require multiplexing

 Storage Node functionality

– Scalability
– Central NetWorker server (TSM requires whole new TSM server to scale)

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EMC NetWorker Advantages over TSM (cont’d)

 Superior catalog
– Scalability
– Performance
– Maintenance
 Integrated global de-duplication (Avamar)
– IBM will claim that TSM provides inherent de-duplication since only changed files are
backed up
– The truth is that IBM will not provide de-dupe capability in TSM until late 2008 (TSM
Version 6)
 Initial implementation will be ‘server-side’, meaning no need for agents installed on clients

 Integrated, functionally superior continuous data protection

(RecoverPoint CDP)
 Superior bare metal recovery (HomeBase)
– TSM uses a functionally-inferior OEM product – Christie Bare Machine Recovery
– IBM Global Services re-brands HomeBase as Enterprise Rapid Recovery
Methodology, not Christie
 Superior reporting (NetWorker Dashboard and EMC Backup Advisor)

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EMC NetWorker Advantages over TSM (cont’d)

 More scalable 3-tier architecture with Storage Nodes

– Scalable from small businesses to multi-terabyte data centers

 Superior user interface/GUI

 Full, incremental and differential backups
 Consistent platform installation
 File-level restore from backup images
 Cluster support: EMC AutoStart, Sun Cluster, HP MCSG, HP OpenVMS
Cluster, HP TruCluster, IBM HACMP, VERITAS, MSCS
 Integration with leading databases, messaging, and ERP applications

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Objection Handling

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Typical Objections/Responses

 Why do I need to do full backups rather than use TSM’s incremental

forever approach?
Response: TSM’s incremental forever approach requires more tapes,
which translates to higher media and off-site storage costs
 TSM better utilizes my shrinking backup window
Response: TSM requires tape co-location and reclamation to be truly
effective, both of which impose additional overhead and potentially
have a negative impact on recovery time objectives
 We are happy with our existing infrastructure
Response: What are the long-term costs of this infrastructure? In
order to support reasonable recovery times, IBM will have to deploy
co-location and reclamation, which in turn requires heavy investment
in tape infrastructure.

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