1. Better Results.
Together.
CA Recovery Management
Partner Program
Omar Pons
Channel MKT Manager LA

2. Agenda
> Porque ser parceiro CA
> Valor de um parceiro CA
> CA Recovery Management Partner Program
> Benefícios e compromissos
> Ferramentas
> Summary
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
2 Better Results. Together.

3. Porque ser um parceiro CA
Dedicated Focus on Recovery Management
> CA Recovery Management Partner Program
 Ajudar a construir negócios
 Aumentar a satisfação do Cliente e a lucratividade do seu
negócio.
> Annual Product Releases
 Expandir a oportunidade de venda de serviços através dos
lançamentos.
 Mais valor para clientes com manunteção Ativa.
> End-user Demand Generation
 Programa de Geração de LEADS
 Atividade de Geração de Leads e Geração de demanda.
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
3 Better Results. Together.

4. Porque ser parceiro CA
Foco, Valor, Resultados
Foco
> Ajudar os
parceiros avender
Valor
as soluções da CA
Recovery > Lançamento anual dos produtos
Management para adicionar valor aos clientes
e aumentar o faturamento em
CA Recovery serviço .
> CA ARCserve® Backup
Management Dashboard. Ferramenta que nos
ajuda a identificar novas
Partner Program oportunidades.
> Modelo simplificado de
licenciamento.
> Recurosos de pré-vendas para
Resultados ajudar os parceiros na s
negociaçoes.
> Aumentar a
satifação do
cliente e a
Copyright © 2009 CA. All rights reserved. No lucratividade dos
unauthorized copying or distribution permitted.
Information subject to change. All trademarks,
trade names, service marks and logos referenced parceiros CA
herein belong to their2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
Copyright © respective companies.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
4 Better Results. Together.

5. Valor aos Parceiros
Oportunidades
Prioridades dos CIO’s em 2009
Todos falaram sobre : virtualização, disaster recovery e business intelligence/data
warehousing como as 3 mais importantes atividades para os CIO’s .
Among Top-3 Priorities Will Do
Disaster Recovery 48% 59%
Virtualização 30% 48%
Business Intelligence/ 29% 36%
Data Warehousing
Source: ―IT Priorities in 2008: A Truly New Year‖ by
Mark Schlack, VP of Editorial, TechTarget, 15 Jan 2008.
SearchDataCenter.com
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
5 Better Results. Together.

6. Valor aos Parceiros
Disaster Recovery e Alta Disponibilidade.
> CIO Magazine Worldwide Backup and Storage
21st Annual Innovation Awards Replication Markets
(calendar 2007–2012)
 DR/BC a maior prioridade para os CIOs $3,000
> The InfoPro Storage Wave 11 25% CAGR
$2,000
In $ Millions
(Prioridades de Storage e Budget) 9% CAGR
 Backup Redesign #1 $1,000
 Disaster Recovery #3
> Information Security Magazine 2009 0
Pesquisa com os CIO’s sobre a investimento em 2007 2008 2009 2010 2011 2012
soluções de proteção de dados.
Data Protection & Recovery SW — Distributed
 30% dos CIO’s vão aumentar as soluções de RM Windows Host-Based Storage Replication
 83% dos CIO’s apontaram que RM/DR e um
investimento crítico!
Source: IDC data, IDC Guidance,
CA Segmentation Team estimates
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
6 Better Results. Together.

7. Valor aos Parceiros CA
CA Recovery Management
50% dos Parceiros CA vendem pelo menos 3
vezes mais em serviç, comparado aos
valores das licenças
$1 in services for every 19.50%
$1 in product sold 20.00%
$2 in services for every 17.60%
$1 in product sold 11.10%
$3 in services for every 19.50%
$1 in product sold 24.40%
$4 in services for every 14.90%
$1 in product sold 13.30%
Recovery Management Partners
CA Partners
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
7 Better Results. Together.

8. Better Results. Together.
CA Recovery Management Partner Program
8 Better Results. Together.

9. CA Recovery Management Partner Program
> A Oportunidade de entregar
soluções de maior valor para
os seus clientes.
> Fazer mais dinheiro do que a
concorrência vendendo as
soluções CA.
> Ajuda para desenvolver
novas oportunidades e
melhorar a rentabilidade com
as soluções CA!
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
9 Better Results. Together.

10. CA Recovery Management Partner Program
What’s New
> Novo nível no programa de parceiros Registered para
promover mais benefícios e vendas para mais parceiros.
> CA ARCserve® Backup Dashboard
> CA Xosoft™ NFR
> Novo programa de canais customizado para os parceiros de
Recovery Managment.
> Treinamentos on-line Gratuitos para os parceiros de Recovery
Management.
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
10 Better Results. Together.

11. The CA Partner Program Structure
Estrutura
Platinum Level
Níveis de parceria
de acordo com Gold Level
MANAGEMENT
RECOVERY
vendas e
certificação. Silver Level
Registered Level
Copyright © 2009 CA. All rights reserved. CA confidential and proprietary information for CA internal use only. No unauthorized copying or distribution permitted.
11 Better Results. Together.

12. Requisitos e Benefícios
CA Recovery Management Partner Program
12 Better Results. Together.

13. CA Partner Program
Requisitos para Parceiros Recovery Management
AUTHORIZATION TRAINING
REVENUE AND REQUIREMENTS REQUIREMENTS
 $1,000,000  Treinamento de vendas
 (20% of staff/2 min)
 Business Plan
Platinum  Treinamento técnico
 CA Sponsorship (10% Pre-sales staff +
(20% tech staff/2 min)
 $200,000  Treinamento técnico
Gold  Business Plan e comercial
(20% of staff/2 min)
 $25,000  Treinamento de vendas
Silver  Treinamento técnico
 Business Plan (Optional)
(serviço)
 Vendas Pontuais 2 vezes por
Registered ano.
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
13 Better Results. Together.

14. CA Recovery Management Partner Program
Treinamento e certificaçao
> Cursos especiais para parceiros de Recovery
Management.
 Treinamento de Vendas
 Treinamento Técnico
 Suporte técnico para parceiros de Recovery Management Gold &
Platinum.
CA Channel Partner Education/Training Accreditation REQUIREMENTS 2009/2010
Requirements for INDIVIDUAL Accreditation for the CA Recovery Management Partner Program
Business Role Course Segments Courses
Sales Readiness
Sales Sales Product Overview CA ARCserve® Backup r12 Sales Overview
CA XOsoft™ r12 Sales Overview
Technical Readiness
Presales/Technical
Gold &Platinum
Level 100 Technical Presales CA ARCserve® Backup for Windows r12 Overview
Technical Implementation CA XOsoft™ Replication r12 Overview
Partners
CA XOsoft™ High Availability r12 Overview How to Engage
Support for
Implementation/Services Recovery
Level 200 Technical Implementation CA ARCserve® Backup for Windows r12 Implementation Management
Technical Services CA XOsoft™ Replication r12 Implementation Partners
CA XOsoft™ High Availability r12 Implementation
For detail on Learning Paths and course offerings by Solution areas see “Product Categories" on the Partner Education Site listed on the
Partner Portal Training Page
For curent Technical Readiness course schedule offerings by Product Category see the CA Education Course Update listed on the
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
Partner Portal Training Page
14 Better Results. Together.

15. Partner Portal
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
15

16. Partner Portal – Recovery Management
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
16

17. CA Recovery Management Partner Program
Mais Beneficios
Os parceiros de Recovery Management agora tem mais
benefícios.
> Financeiro:
 Investimento de Marketing
 Promoções para agregar valor ao usuário final (A Hora é agora!)
> Suporte técnico:
 Suporte via telefone para os parceiros Register
 24X7 Severity 1 para os parceiros Silver
 Prioridade/escalonamento de chamados para parceiros Gold e
Platinum.
*Para ver todos os beneficios olhe o programa no site
ca.com/br/partners
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
17 Better Results. Together.

18. CA Recovery Management Partner Program
Marketing
> Ferramentas de MKT
> Marketing Portal MRC
 Ajuda aos parceiros entregar a
menssgem para o mercado.
 Materiais com os logos dos parceiros.
 Possibilidade do parceiro montar sua
propria campanha de e-mial MKT.
 Acompanhamento das atividade de
MKT com Tracking das informaçoes.
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
18 August 13, 2009 Better Results. Together.

19. CA Authorized Partner Signature
Marketing
> CA Recovery Management Logos
para os parceiros cadastrados no
CA Partner Program.
> Platinum, Gold and Silver
> defined by precious metals
> O parceiro pode usar o logo em
todo o seu material.
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
19 August 13, 2009 Better Results. Together.

20. Summary
Better Results. Together.

21. Better Results. Together.
> Focus
 Ajudar os Parceiros a vender as soluçoes de RM e garantir a lucratividade
deles.
> Value
 Lançamento annual de produtos.
 CA ARCserve® Backup Dashboard
 Modelo Simplificado de Preços
 Recursos de pre-vendas
 Suporte de Marketing
 Modelo 100% Canais.
> Results
 Satisfaçao do usuario final
 Mais vendas / Mais $$$$$$$$
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
21 Better Results. Together.

22. Interessado em ser parceiro CA?
> For more information:
 Visit: ca.com/partners
 Download Program documentation
– Program Brochure & Quick Reference Guide
– Program Benefits & Requirements
– Program FAQs
 Registre-se: partnerportal.ca.com/signup
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
22 Better Results. Together.

23. CAMPANHA : A HORA É AGORA!
> VENDA CA ARCserve SUITE e GANHE 2 CA XOsoft
Replication!
> DESCONTE DE 60%!
> MAIS VALOR PARA SEU CLIENTE!
> OFERTA MELHOR QUE ACONCORRENCIA!
Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
23 Better Results. Together.

24. Better Results.
Together.
CA Recovery
Management Partner
Program
Omar Pons
Omar.pons@ca.com

25. Copyright © 2009 CA. All rights reserved. No unauthorized copying or distribution permitted. Information subject to change.
All trademarks, trade names, service marks and logos referenced herein belong to their respective companies.
25 Better Results. Together.