Managing and protecting data across remote and branch offices (ROBO) is one of the top challenges IT teams face. Low bandwidth, insufficient infrastructure, and little-to-no onsite IT staff make protecting this data a struggle and this problem are further compounded by the number of sites within an organization. In this on-demand webinar, Data Protection Analyst Jason Buffington at Enterprise Strategy Group (ESG) and Druva will provide new research on ROBO trends and how to best address the growing challenges presented by them. Discussion topics: - Trends affecting the ROBO landscape today - How the cloud can ease the burden of data protection at remote locations - Steps to build a centralized, scalable data protection program To watch the on-demand version, please visit: http://bit.ly/ESGROBOSLIDESHARE

2. About ESG
• IT analyst, research, and
strategy company
• Founded in 1999 with offices
in Boston and Silicon Valley
• Conducts research with/for
IT vendors, IT pros, business
pros, and channel partners
ESG analyst coverage:
• Analytics
• App dev & deployment
• Cloud computing
• Cybersecurity
• Data protection
• Data management
• Enterprise mobility
• Networking
• Storage
ESG capabilities include:
• Analyst services
• Market research
• Technical performance testing
• Economic validation
• Channel Acceleration
• Strategic Consulting
• Custom content, including
written and digital assets

3. © 2016 by The Enterprise Strategy Group, Inc.
Top 10 IT Priorities for 2016
18%
19%
20%
20%
20%
20%
21%
22%
23%
37%
Business continuity/disaster recovery programs
Improving collaboration capabilities
Desktop virtualization
Increasing use of server virtualization
Major application deployments or upgrades
Improving data backup and recovery
Data integration
Managing data growth
Business intelligence/data analytics initiatives
Cybersecurity initiatives
Top 10 most important IT priorities over the next 12 months.
(Percent of respondents, N=633, ten responses accepted)
Each of these IT
transformations is pointing
some folks to “Cloud”
Source: ESG Research Report, 2016 IT Spending Intentions Survey, February 2016.

4. © 2016 by The Enterprise Strategy Group, Inc.
Top IT Priorities for Supporting ROBO Locations
22%
22%
24%
25%
25%
27%
27%
28%
33%
33%
34%
36%
36%
37%
37%
41%
45%
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
Reducing WAN connectivity expenses
Deploying integrated computing platform
Reducing on-premises (i.e., at ROBO) IT infrastructure
Supporting bring-your-own-device (BYOD) initiatives
Migrating on-premises (i.e., at ROBO) IT systems to an outsourcer or collocation facility
Application deployments/upgrade(s)
Delivering applications and/or infrastructure via third-party cloud computing services
Maintaining or reducing on-premises (i.e., at ROBO) IT headcount
Ensuring compliance with government, industry or corporate governance mandates
Improving application availability for end-users
Improving disaster recovery processes
Improving application accessibility for end-users
Improving employees’ abilities to share files/collaborate with other employees
Improving backup and recovery processes
Managing data growth
Improving application performance for end-users
Improving information security measures
Which of the following would you consider to be your organization’s top IT priorities with respect to supporting ROBO locations? (Percent of
respondents, N=347, seven responses accepted)
Source: ESG Research Report, Remote Office/Branch Office Technology Trends, May 2015.

5. © 2016 by The Enterprise Strategy Group, Inc.
Centralized vs. Distributed Processes
for Supporting ROBO Locations
60%
61%
62%
76%
24%
17%
18%
11%
15%
22%
18%
13%
1%
2%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Purchasing decision for application software
Purchasing decision for cloud computing services (i.e., SaaS, IaaS, PaaS, etc.)
Establishment of standards / authorized configurations
Purchasing decision for infrastructure
When it comes to supporting ROBOs, which of the following processes are typically centralized (i.e., managed at
headquarters or other central location) and which are distributed (i.e., managed at ROBO locations)?
(Percent of respondents, N=347)
Centralized (managed at headquarters) Distributed (managed at remote/branch office)
Combination of centralized and distributed Don’t know / Not applicable
Source: ESG Research Report, Remote Office/Branch Office Technology Trends, May 2015.

6. © 2016 by The Enterprise Strategy Group, Inc.
Reasons for Backing Up ROBO Data
to a Centralized Location or Service Provider
4%
26%
27%
30%
31%
32%
37%
42%
47%
0% 10% 20% 30% 40% 50%
None of the above
Administrative costs at ROBO location
Lack of qualified IT resources at ROBO location
Insufficient quality of backup operations at ROBO location
Costs for off-site media courier and/or off-site media vaulting for …
Concerns about ROBO location’s ability to satisfy regulatory …
Costs of storage media at ROBO location
Data redundancy purposes
Concerns about security of backup data at ROBO location
What factors led your organization to back up ROBO data over the WAN to a centralized location such as a corporate
data center or third-party cloud backup service provider? (Percent of respondents, N=230, multiple responses accepted)
Source: ESG Research Report, Remote Office/Branch Office Technology Trends, May 2015.

7. © 2016 by The Enterprise Strategy Group, Inc.
Plans to Deploy Technologies that Would Enable ROBO
Locations to Backup Data to a Centralized Location
Yes, within 12 months, 47%
Yes, within 24 months, 18%
Yes, at some point, 19%
No immediate plans, 15%
Don’t know, 2%
Does your organization have any plans to deploy technologies that would enable ROBO locations to back up their data directly over the
WAN to a centralized location, whether a corporate data center or third-party service provider site? (Percent of respondents, N=113)
Source: ESG Research Report, Remote Office/Branch Office Technology Trends, May 2015.

8. Phoenix Overview
Unified backup, disaster recovery and archival in the cloud

9. 9
Simplify Backup, Eliminate Error-prone Point Solutions

10. 10
Unified Data Protection and Management

11. 11
Global
Deduplication
Auto
Archival
Time-Indexed
Metadata
S3/Glacier
(Storage)
DynamoDB
(Database)
EC2
(Compute)
Backup &
Recovery
Archiving &
Compliance
Cloud Based
Disaster Recovery
ITAR
FIPS 140-2 MPAA ISO 27001
SOC
1,2,3
ISAE
3402
PCI DSS
EUDPFISMA
Moderate
Making the Cloud Viable
Natively built on cloud technologies
99.99999% data durability
Patented scale-out deduplication
50X bandwidth and storage reduction
Single data store, multiple workloads
100% elastic, proven scalability
Advanced cloud security & privacy
12 global regions, zero vendor data access
G-Cloud
Security&PrivacyFramework

12. 12
Managing Enterprise Server Workloads
Database
File
Servers
Virtual
Machines
Databases
Preserve
Protect
Discover

13. 13
Phoenix Technology Advantage
Patented Global Deduplication
Source based, Up to 80% storage and
bandwidth savings, fast backups
Automatic 3-way Replication
99.99999% data durability
Auto Archive
Automatic tiering of warm and
cold snapshots saves costs
Radically Simple
Backup, recovery, archive, DR,
lifecycle management - All in one!
Enterprise Scale, Global
Cloud First Architecture, Infinitely
Scalable
Advanced Cloud Security
Zero vendor access, End-to-end
privacy

14. 14
Flexible, Non-Restrictive, Long Term Retention
Flexible retention policies
Fast RPO/RTO with optional local cache
Cost optimized long term storage

15. 15
Disaster Recovery In the Cloud
DR as a Service
Radically low TCO
RTO in minutes
One-click failover
Secure

16. Economics of ROBO Protection

17. © 2016 by The Enterprise Strategy Group, Inc.
Business Initiatives Driving IT Spending in 2016
18%
19%
20%
20%
20%
22%
27%
32%
38%
43%
Research and development
Increased use of social media technology for marketing, customer outreach, brand
awareness, market research, etc.
Improved internal collaboration capabilities
Business growth via mergers, acquisitions, or organic expansion
Developing strategies to ensure we interact with our customers on their mobile
devices
Providing our employees with the mobile devices and applications they need to
maximize productivity
Ensuring regulatory compliance
Improved data analytics for real-time business intelligence and customer insight
Reducing costs
Increasing cybersecurity
Which of the following business initiatives do you believe will drive the most technology spending in your
organization over the next 12 months? (Percent of respondents, N=633, five responses accepted)
Source: ESG Research Report, 2016 IT Spending Intentions Survey, February 2016.

18. © 2016 by The Enterprise Strategy Group, Inc.
2016 Cost Containment Measures
10%
13%
18%
18%
20%
22%
23%
27%
30%
32%
None of the above
Cancel projects
Reduce headcount
Postpone projects
Reduce number of vendors we work with
Freeze hiring
Increase IT outsourcing
Renegotiate contracts
Purchase new technologies with improved ROI
Increase use of cloud computing services as alternative to in-house applications
and/or infrastructure
Which of the following measures – if any – is your organization taking to reduce or otherwise contain IT
expenditures over the next 12 months? (Percent of respondents, N=633, multiple responses accepted)
“Slow Down”
“Do IT Smarter”
Source: ESG Research Report, 2016 IT Spending Intentions Survey, February 2016.

19. © 2016 by The Enterprise Strategy Group, Inc.
Cloud Infrastructure Use Cases
19%
25%
26%
26%
29%
29%
30%
30%
31%
36%
46%
Additional resource to accommodate spikes in workload
Application bursting (i.e., scaling internal applications by extending them to cloud-based
compute resources)
Use as temporary compute resources for time-limited projects
Use for high performance and/or scientific computing applications that require a lot of
CPU and/or storage resources
Business intelligence/analytics
Test and development
Run internally/externally-facing Web servers (i.e., basic HTTP server)
Primary storage for files
Run internal production applications
Disaster recovery
Data backup and archive
For which of the following purposes does/did your organization use cloud infrastructure services?
(Percent of respondents, N=319, multiple responses accepted)
Source: ESG Research Report, 2016 IT Spending Intentions Survey, February 2016.

20. © 2016 by The Enterprise Strategy Group, Inc.
Cloud-based Data Protection Deployment Drivers
6%
8%
12%
13%
15%
16%
17%
21%
22%
26%
28%
28%
41%
General mandate to start using cloud services more pervasively
Will facilitate chargeback to internal business units
Ability to offload regulatory compliance requirements to a service provider
Better management/reporting capabilities
Service(s) allows/will allow us to take advantage of advanced technology
Predictable costs
Will improve support for remote office/branch office locations
Will improve service levels
Will free up IT staff to support more strategic on-premises systems and/or applications
Potential to eliminate or reduce on-premises backup hardware and software resources
Better recovery capabilities
Believe it will be more cost-effective than in-house solutions and processes
Ability to store data remotely for disaster recovery
Which of the following factors were–or are–the biggest drivers behind your organization’s consideration of cloud-based data
protection services? (Percent of respondents, N=316, three responses accepted)
Source: ESG Research Report, Data Protection Cloud Strategies, December 2016.

21. 21
Delivering the Cloud Advantage

22. 22
Pay Only for What You Use!
• Realize the benefits of
global deduplication and
compression
• Scale on demand
• More data stored, more
the savings
Perfect Capacity Utilization!

23. 23
Industry’s Best TCO

24. © 2016 by The Enterprise Strategy Group, Inc.
Factors Preventing Organization from Using Cloud-based Data
Protection Services More Pervasively: Current Users vs. Non-Users
8%
10%
12%
12%
13%
13%
13%
13%
15%
16%
17%
17%
18%
19%
19%
20%
24%
35%
8%
7%
8%
8%
4%
18%
17%
13%
18%
31%
13%
16%
16%
23%
11%
20%
25%
46%
Lack of service monitoring and measuring tools
Lack of vendors providing an “enterprise-class”
Good relationship with existing data protection vendor(s)
Organizational complexity
Interoperability issues
Too much invested in current on-premises data protection infrastructure and staff
Lack of approved or identified corporate cloud strategy
Lack of appropriate security tools
Performance concerns during backups
Too expensive / not as cost-effective as presumed
Lack of cloud skills/expertise/training across IT
Data sovereignty/location concerns
Network connectivity and costs
Data availability/recovery concerns
Concerned that IT staff would be giving up too much control to vendor/cloud providers
Speed of recovery, particularly for large data sets
Regulatory compliance/audit concerns
Data security/privacy concerns
Factors preventing organizations from using cloud-based data protection services more pervasively: current users vs. non-users.
(Percent of respondents, multiple responses accepted)
Non-users of cloud-based
data protection services
(N=158)
Current cloud-based data
protection users (N=212)
Source: ESG Research Report, Data Protection Cloud Strategies, December 2016.

25. © 2016 by The Enterprise Strategy Group, Inc.
Realized Benefits of Cloud-based Data Protection Services
1%
3%
27%
30%
31%
33%
34%
34%
36%
36%
37%
38%
40%
41%
42%
49%
1%
3%
5%
2%
4%
9%
3%
4%
6%
3%
8%
7%
8%
8%
13%
15%
Don’t know
We have not realized any benefits from cloud-based data protection services
Streamlined application development, testing, and deployment process
Reduced need for internal training for IT staff when new technology is deployed
Re-purposed IT personnel to more strategic on-premises systems and/or applications
Improved service and support compared to traditional software vendors
Reduced or eliminated on-premises data protection software licensing costs
Improved compliance
Reduced or eliminated on-premises support contract costs
Reduced power and cooling costs
Reduced backup and restore windows
Reduced complexity within our IT environment
Reduced or eliminated on-premises data protection hardware infrastructure costs
Reduced IT personnel costs
Improved security
Improved recoverability and reliability of backups
What benefits – if any – has your organization realized as the result of using cloud-based data protection services? Which is
the primary benefit? (Percent of respondents, N=212)
Primary benefit
realized from cloud-
based data protection
services
All benefits realized
from cloud-based
data protection
services
Source: ESG Research Report, Data Protection Cloud Strategies, December 2016.

26. Technology

27. © 2016 by The Enterprise Strategy Group, Inc.
Most Important Characteristics of a BaaS Solution
7%
7%
8%
9%
12%
13%
13%
14%
15%
16%
18%
26%
26%
29%
30%
Role-based access or management for IT and workload/platform admins
Licensing based on cloud storage consumed (per TB)
Licensing based on number of applications or systems protected
Licensing based on amount of production data (per TB) protected
Global deduplication across protected devices
Service terms
Ability to have different RPOs and RTOs for different applications and workloads
Protection of specific applications or workloads
Frequency of backups (RPO)
Ability to do on-premises backup/recovery prior to going to cloud service
Flexibility in selecting a cloud-repository vendor or locale
Ability to recover/failover in the cloud
Security/encryption with key management
Recovery options
Speed of recovery (RTO)
What are the most important characteristics or considerations of a BaaS solution?
(Percent of respondents, N=280, three responses accepted)
Source: ESG Research Report, Data Protection Cloud Strategies, December 2016.

28. © 2016 by The Enterprise Strategy Group, Inc.
Frequency of Making Copies of Data for the Workloads
Currently Protected by BaaS Service
17%
10%
19%
23%
12%
17%
1%
Continuous or
synchronous data
protection
Every 15 minutes Up to once per hour Every 2 to 4 hours Every 5 to 12 hours Daily or less Don’t know
Generally speaking, please indicate the frequency with which your organization makes copies of the data
for the applications and workloads protected by its cloud-based backup solution.
(Percent of respondents, N=143)
Extrapolated average = 2.0 hours
by those doing ‘better-than-nightly’
Source: ESG Research Report, Data Protection Cloud Strategies, December 2016.

29. 29
Leveraging Modern Backup Technology
Source-side Global
Deduplication
Storage efficiency leading to
faster backup and recovery,
bandwidth and storage savings
Security and
Compliance
Consistent application of
security across all data
everywhere
Cloud Native
Architecture
Scale out in the cloud, eliminate
performance and resource
bottlenecks

30. 30
Efficient Storage: Smallest Backup Data Footprint
Variable Block Source Side
Deduplication
Transfer and store unique data
80%+ Storage, Bandwidth savings
Avoid Full Backups
Forever
True ever incremental backups
50X+ storage savings
Global
Deduplication
Scalable without bottlenecks
Upto
100x
Data Reduction

31. 31
Security and Compliance Everywhere
Data Sovereignty
Store data securely based on
compliance requirements in any
of 12 AWS regions, including
AWS GovCloud (US) for
Government regulated industries
Manageability
Flexible role based and site
management for any
organization structure
Envelope Encryption
Customer controlled encryption
with zero vendor access to data
and end-to-end security

32. 32
Improving Operational Efficiency
Cloud Access
Anywhere
Access critical data from
any site anywhere in the
world
Simplified Disaster
Recovery
Recover critical systems in
cloud without costly DR
hardware or sites
One Data Set,
Multiple Uses
Unlock the value of data for
multiple workflows,
leveraging one golden data
set

33. 33
Eliminating Management Complexity
Centralized, Site Level
Management
Visibility of workloads anywhere,
Smartly leverage IT expertise
from HQ
Instant Global
Deployment
12 global regions, zero
hardware required
Policy Based
Automation
Fully automated flexible
retention of data

34. 34
Simple and Modern, Set and Forget!

35. Summary: Remote/Branch Office Data Protection
• Backup, recovery and DR are top
concerns for ROBO environments
• Cloud provides ideal platform for
data protection for ROBO
• Key drivers for cloud adoption: Ease
of management, cost, efficiency
• Goal is to manage data, not just store
data!
Cloud Native
Centralized management
Global Deduplication
DR in the Cloud
Pay as you go
Secure and Compliant
Industry’s best TCO

36. 36
Thank You!
All-in-One Cloud Data Protection
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