1. EMEA
Barcelona
May 20th – 21st
Licensing, pricing & support made simple
LD Weller – Snr. Director, Product Management

2. Copyright © 2014 CA. All rights reserved.
Today’s agenda
Pricing
Competitive pricing
Support
2

3. Copyright © 2014 CA. All rights reserved.
Industry Challenges
Gartner states: “Between 2012 and
2016, one third of organizations will
change backup vendors due to
frustration over cost, complexity
and/or capability.”
Source: Gartner, “Magic Quadrant for Enterprise Backup/Recovery Software”, Dave Russell, Pushan Rinnen, 5 June 2013
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4. Copyright © 2014 CA. All rights reserved.
Pricing & licensing made simple
4
Before
 Thousands of SKUs
 Dozens of options
 Legacy pricing
 Complex choices
After
 5 primary SKUs
 Simplified options
 Competitive
 Channel-friendly
Versions Includes Licensing Options
Per TB Per Socket Per Workstation
Standard  UDP File Server Protection
 Basic Tape   N/A
Advanced  All UDP Components
 Basic Tape   N/A
Premium  All UDP Components
 Premium Tape (ASBU)
 File-level Replication
  N/A
Premium Plus  All UDP Components
 Premium Tape (ASBU)
 Premium HA (RHA)
  N/A
Workstation  UDP Windows Workstation
Protection
 Basic Tape
N/A N/A

Per-socket
prices offered
for both virtual
& physical
servers.

5. Copyright © 2014 CA. All rights reserved.
Pricing & licensing made simple
5

6. Copyright © 2014 CA. All rights reserved.
Migration made simple
Options / Editions Standard Advanced Premium Premium Plus Workstation
Includes
Basic tape
for UDP
Basic tape for
UDP + imaging
app support
Premium tape
+ file-only
replication
Premium tape +
HA (RHA)
Basic tape
for UDP
Managed
Capacity (per
Terabyte)
New New Existing Existing n/a
Per socket
for physical
servers or
hypervisors
Up to 6-
Socket
“Essentials”
New
New
New
New
Existing
New
Existing
New
n/a
Per
Workstation
n/a n/a n/a n/a Existing
D2D
maintenance
Fulfills Maintenance
on arcserve® D2D
Standard Server
Fulfills Maintenance
on arcserve® D2D
Advanced Server
Fulfills Maintenance
on arcserve® RPO
bundle
Fulfills Maintenance
on arcserve® RPO-
RTO bundle
Fulfills
Maintenance on
arcserve® D2D
Workstation
Applicable to VMware
Essentials or Windows
SBS / Essentials
Servers only
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7. Copyright © 2014 CA. All rights reserved.
Competitive pricing – per terabyte
arcserve UDP
Premium Plus
arcserve UDP
Premium
arcserve UDP
Advanced
arcserve UDP
Standard
Symantec Backup Exec
CommVault
Unitrends
(street price)
(street price)
(street price)
(street price)
(street price)
(street price)
(street price)
$0
$3,000
$6,000
$9,000
$12,000
$15,000
$18,000
7500 8500 9500 10500 11500 12500 13500
SuggestedListPrice
Feature Score*
*Feature Score Determined by ranking individual characteristics of products by CA Employees
7

8. Copyright © 2014 CA. All rights reserved.
Competitive pricing – per socket
arcserve UDP
Premium Plus
arcserve UDP
Premium
arcserve UDP
Advanced
arcserve UDP
Standard
Symantec Backup Exec
(2-6 cores)
Symantec Backup Exec
(8+ cores)
Veeam Enterprise Plus
Veeam
Enterprise
Veeam Standard
VMware Unitrends
$0.00
$1,000.00
$2,000.00
$3,000.00
$4,000.00
4500 5500 6500 7500 8500 9500 10500 11500 12500 13500
SuggestedListPrice
Feature Score*
*Feature Score Determined by ranking individual characteristics of products by CA Employees
8

9. Copyright © 2014 CA. All rights reserved.
Competitive pricing – server & socket
UDP Premium Plus
(two sockets)
UDP Premium
(two sockets)
UDP Advanced
(two sockets)
UDP Standard
(two sockets)
DoubleTake (per
server)
StorageCraft (per
server)
Acronis (per server)
AppAssure (per server)
Symantec Backup Exec
(per server)
$0
$1,000
$2,000
$3,000
$4,000
$5,000
7500 8500 9500 10500 11500 12500 13500
SuggestedListPrice
Feature Score*
*Feature Score Determined by ranking individual characteristics of products by CA Employees
9

10. Copyright © 2014 CA. All rights reserved.
Value: Replace per-server with per-socket
Today – Equivalent VMs and physical Near Future – Majority virtual
10
Per-socket licensing simplifies licensing, as
licenses may be re-used economically, without
having to revise orders

11. Copyright © 2014 CA. All rights reserved.
Licensing & the console
UDP management
console keeps track of
the managed capacity
quantity, or sockets to be
protected.
11
DISK, TAPE
OR CLOUD
CENTRALIZED
MANAGEMENT
DOWNSTREAM SITE
PHYSICAL &
VIRTUAL SERVERS
WINDOWS
SERVERS
DATABASE
SERVERS
DOWNSTREAM SITE
PHYSICAL &
VIRTUAL SERVERS
WINDOWS
SERVERS
DATABASE
SERVERS
DOWNSTREAM SITE
PHYSICAL &
VIRTUAL SERVERS
WINDOWS
SERVERS
DATABASE
SERVERS
UPSTREAM RPS
CENTRALIZED
MANAGEMENT
CENTRALIZED
MANAGEMENT
CENTRALIZED
MANAGEMENT

12. Copyright © 2014 CA. All rights reserved.
Managed capacity report example
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13. Copyright © 2014 CA. All rights reserved.
Protected Data
“Protected data” (or source data) is the
data which is actively protected in a
licensed environment (Terabyte or socket)
 Usually located at the production
servers or backup repository
 An ASBU Backup Server at the remote
site needs an extra license, unless it’s
only migrating UDP Recovery Points to
tape
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14. Copyright © 2014 CA. All rights reserved.
Upgrading made simple
14
Customers request
upgrades either
through a web form,
or a call to customer
care.
When customers under
maintenance contact
customer care to
request a new license,
we will fulfill them with
sockets based on the
type of license
originally purchased
(server, host, etc.)
• Goal: Make the customer
whole!
Detailed SCORM
training Provided

15. Copyright © 2014 CA. All rights reserved.
Migrating D2D r16.5 to UDP made simple
15
For those systems that have ARCserve D2D installed, arcserve
UDP provides an in-place upgrade, which retains all of the existing
D2D recovery points and configuration settings
Shortly after releasing arcserve UDP, a migration tool will be made
available that enables customers to migrate their existing
ARCserve D2D r16.5 CPM, HBBU and VSB settings into the
arcserve UDP management console
For those customers that don’t want to use Recovery Point Server
deduplication or distributed storage, arcserve UDP can be
configured to use local storage in the same way as was possible
with ARCserve D2D previously
A detailed FAQ and UDP knowledge base articles are available,
which outline the migration process and best practices

16. Copyright © 2014 CA. All rights reserved.
All prices on one slide - $USD (Yay!)
16
MSP Prices Remaining Unchanged
* No Change to Terabyte Volume Tiers in 1TB, 2-5TB, 6-15TB, 16-25TB, 26-50TB, 51-100TB, and 100+TB
** 1) Sockets work both on hypervisors and physical servers
2) Per-Socket “Essentials” version offered up to six sockets for VMware Essentials & Windows SBS/Essentials
Servers at 20% discount
*** Workstation Volume Tiers in packs with quantities 5, 10, 25, 50, 100, 250, and 500
Product Name SKU
Crossgrade
/ Upgrade
SKU
Maint.
SKU
Competitive
Replace
SKU
USA SLP
(Product + 1 Yr
Maintenance)
Per TB* - ARCserve Unified Data Protection Standard Edition
Includes Limited Tape Functionality and RPS Replication
   
$3,776.57
(one Terabyte*)
Per TB* - ARCserve Unified Data Protection Advanced Edition
Includes Limited Tape Functionality and RPS Replication
   
$4,724.57
(one Terabyte*)
Per TB* - ARCserve Unified Data Protection Premium Edition*
Includes Complete Tape Functionality and RPS/File-level Replication
   
$7,870.51
(one Terabyte*)
Per TB* - ARCserve Unified Data Protection Premium Plus Edition*
Includes Complete Tape Functionality and Complete RHA Functionality
   
$13,810.51
(one Terabyte*)
Per Socket** - ARCserve Unified Data Protection Standard Edition
Includes Limited Tape Functionality and RPS Replication
    $595
Per Socket** - ARCserve Unified Data Protection Advanced Edition
Includes Limited Tape Functionality and RPS Replication
    $745
Per Socket** - ARCserve Unified Data Protection Premium Edition
Includes Complete Tape Functionality and RPS/File-level Replication
    $1,195
Per Socket** - ARCserve Unified Data Protection Premium Plus Edition
Includes Complete Tape Functionality and Complete RHA Functionality
    $1,795
Per Workstation*** - ARCserve Unified Data Protection    
$445.20
(five-pack***)

17. EMEA
Barcelona
May 20th – 21st
Support made simple
Phil Maynard – VP Technical Sales

18. Copyright © 2014 CA. All rights reserved.
Customer Success
Committed to delivering
world-class customer
service & support, with
24x7 global access: -
 Online knowledge base
 Support live chat (Up 24% YOY)
 Self-service support tickets
 Product documentation
 Certified device lists
 Software compatibility
 Online training
 Global user community & forums
 Downloads, beta’s, patches
 CA arcserve Tech Insider
support newsletter
 Direct access to the UDP
Knowledge Centre from within
the UDP online help button
Support made simple
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19. Copyright © 2014 CA. All rights reserved. 19
Support made simple
 More accessible & flexible training options
− Online SCORM training with accreditation certificates
− YouTube videos
− Weekly online partner training
− Customized training for MSP’s
 Simplified support escalation processes
− Escalation email address, alerts the regional support delivery mgrs.
− Contact a manager button
 Customer experience program
− Aligns sales, presales & support resources to assist customers &
partners when designing, implementing, & supporting a new
solutions

20. Copyright © 2014 CA. All rights reserved. 20
Support made simple – Overall CSAT scores
7.6
7.9
8.3
8.7
8.9
9.2
9.1
9.0
9.1
9.2
9.1 9.1
9.2
9.2
9.2 9.2 9.2
9.3 9.3
9.1
9.2
7.0
7.5
8.0
8.5
9.0
9.5

21. Copyright © 2014 CA. All rights reserved. 21
Support made simple – Global escalations
12
15
9
10
8
7
4
5
2
0
2
4
6
8
10
12
14
16
Escalations - EMEA
23
12 11
3
29
13
9
6 5
0
5
10
15
20
25
30
35 Escalations - North America
17
14
2
9
5
3
4
6
3
0
2
4
6
8
10
12
14
16
18
Apr-13 May-13 Jun-13 Jul-13 Aug-13 Sep-13 Oct-13 Nov-13 Dec-13
Escalations - AP

22. Copyright © 2014 CA. All rights reserved. 22
Support made simple – SLO & MTTR
86.3%
88.1%88.4%
87.4%
89.4%89.8%89.5%
90.4%90.3%
89.0%
88.4%
86.4%
90.4%
91.0%90.7%
94.1%94.2%
93.6%93.3%
82.0%
84.0%
86.0%
88.0%
90.0%
92.0%
94.0%
96.0%
SLO
7.6
7.4
7.0
7.5
7.3
7.5
7.8
7.3
6.8 6.8
6.4 6.3
6.0
5.7 5.8
5.7
5.9
5.7
6.8
5.0
5.5
6.0
6.5
7.0
7.5
8.0
MTTR(days)

23. Copyright © 2014 CA. All rights reserved. 23
Support made simple – Highlights
Key
highlights
for FY14*
24% YOY increase in chat volume
20%: YOY decrease in MTTR
11%: YOY decrease in backlog
203%: YOY increase in KB views - over 2 millions views
AP: 8.6 highest customer satisfaction star survey results in 5 years
EMEA: 8.7 star survey results up from 7.97 in FY13
Response rate improved from 10% to 15%
NA: 8.9 highest star survey results ever
83% reduction in issues over 90 days/
100% issue reduction for issues over 180 days
Overall L1 backlog reduced by 28%
arcserve® support
*Until December 2013

24. Copyright © 2014 CA. All rights reserved.
Summary
 All prices now fit on a single slide!
 UDP is competitively priced
 Thousands of SKU’s have been reduced
to 5 primary SKU’s
 Dozens of options reduced have been
reduced to a few options
 UDP centralized license manager
 Now open self-service support tickets
 Online chat makes it easier & faster than
ever to contact support & resolve issue
 Knowledge base provides fast answers to
most problems & reduces resolution times
We’re working hard to
make it simple!
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25. Legal
Copyright © 2014 CA. All rights reserved. Microsoft, Windows, Windows Azure, Windows Server,
Hyper-V, Active Directory, SQL Server, and SharePoint are registered trademarks or trademarks of
Microsoft Corporation in the United States and/or other countries. UNIX is a registered trademark of
the Open Group in the United States and other countries. Linux® is the registered trademark of Linus
Torvalds in the U.S. and other countries. All other trademarks, trade names, service marks and logos
referenced herein belong to their respective companies.
THIS PRESENTATION IS FOR YOUR INFORMATIONAL PURPOSES ONLY. CA Technologies
assumes no responsibility for the accuracy or completeness of the information. TO THE EXTENT
PERMITTED BY APPLICABLE LAW, CA TECHNOLOGIES PROVIDES THIS DOCUMENT “AS IS”
WITHOUT WARRANTY OF ANY KIND, INCLUDING, WITHOUT LIMITATION, ANY IMPLIED
WARRANTIES OF MERCHANTABILITY, FITNESS FOR A PARTICULAR PURPOSE, OR
NONINFRINGEMENT. In no event will CA Technologies be liable for any loss or damage, direct or
indirect, in connection with this presentation, including, without limitation, lost profits, lost investment,
business interruption, goodwill, or lost data, even if CA Technologies is expressly advised of the
possibility of such damages.
Copyright © 2014 CA. All rights reserved. 25