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Storage Sales Academy August, 2007 Email Archiving Solution Review (Software) IBM Software © 2007 Storage Sales Academy August, 2007 Email Archiving Solution Review (Software) IBM Software © 2007 IBM Corporation

Storage Sales Academy Objectives § By the end of this session, you should be Storage Sales Academy Objectives § By the end of this session, you should be able to ► ► Describe the IBM Common. Store Email Archiving Preload ► Describe other IBM offerings and strategies to address the email archiving market ► 2 Describe the key business drivers for email archiving Describe how IBM offerings are positioned relative to the competition IBM Software © 2007 IBM Corporation

Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Archiving Preload Other IBM e. Mail Archiving Offerings Competitive Update 3 IBM Software © 2007 IBM Corporation

Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Archiving Preload Other IBM e. Mail Archiving Offerings Competitive Update 4 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM ECM We have accomplished a lot! All aspects of the Storage Sales Academy IBM ECM We have accomplished a lot! All aspects of the business integrated by July 1, 2007 Developed long-term product roadmap/strategy Accelerated rate of growth and gained market share 5 IBM Software © 2007 IBM Corporation

Storage Sales Academy Market Position Oracle Microsoft Vignette Interwoven Competitors IBM Source: Gartner Inc. Storage Sales Academy Market Position Oracle Microsoft Vignette Interwoven Competitors IBM Source: Gartner Inc. ; Market Share: Enterprise Content Management Software, Worldwide, 2004 -2006; May 11, 2007; Tom Eid 6 IBM Software © 2007 IBM Corporation

Storage Sales Academy Grow the Deal - E-mail Archiving Is Just The Beginning! Document Storage Sales Academy Grow the Deal - E-mail Archiving Is Just The Beginning! Document Management (collaborative doc mgmt; leveraging office docs, forms, tools…) Imaging & Capture (scanning paper) Archiving (email / attachments, messages, folders, SAP, file system, Sharepoint) Digital Asset Management Content-Centric Business Processing (insurance claims processing) (medical images, rich media, video, audio) Records Management (retention/purge/compliance) Web Content Management (assembling, approving and deploying content to a web site) Search And e. Discovery (FRCP initiates) Output / Report Management (COLD) (reports, statements, invoices) Enterprise Content Management - The technologies and processes used to capture, manage, store, preserve and deliver content and documents. 7 IBM Software © 2007 IBM Corporation

Storage Sales Academy Market & Customer Trends Worldwide ECM Market Forecast Growth 15% 27% Storage Sales Academy Market & Customer Trends Worldwide ECM Market Forecast Growth 15% 27% CAGR to 2008 Records Management 44% Email/Archiving $3. 9 B 15% Business Process Management 8% 8% 8 Document Management Imaging IBM Software © 2007 IBM Corporation Outpaces Overall Software Market

Storage Sales Academy Financial Services Company Business Challenge § Lacked ability to respond rapidly Storage Sales Academy Financial Services Company Business Challenge § Lacked ability to respond rapidly to legal discovery demands for email § 30 K emailboxes, 1. 2 M daily volume 150 M emails already archived. At end of Migration anticipate 600 M archived. § Estimated 3. 5 B emails in back up storage with no easy way to search and retrieve Solution § Ensures customer’s ability to be in compliance with Discovery Orders, avoiding penalties and judgments which would otherwise result from an inability to produce emails in a timely fashion § Ability to search across mailboxes e. Mail archiving, retention and retrieval solution for Enterprise Lotus Domino message servers Total Solution estimated at $9 M+: ►$1 M in SW for Common. Store for Lotus Domino (CSLD), e. Mail Search for Common. Store, SSAM); ► $5 M for P 570/550 s, DS 8300 and 8100 Storage servers, NSeries Storage devices, and Cisco Storage Area Network (SAN) ►$2. 1 M fixed price GBS and Lab services to build infrastructure and support migration. 9 Business Benefits IBM Software and apply multiple legal holds to critical emails ensuring retention of email for duration of need § Single instance store to reduce volume of email and attachments in storage © 2007 IBM Corporation

Storage Sales Academy Financial Software Development Company (Business Partner win) Business Challenge - Customer Storage Sales Academy Financial Software Development Company (Business Partner win) Business Challenge - Customer §Primary requirements were mailbox management §Also wanted to retain email for compliance § 80 users Business Benefits - Partner §Went from no IBM hw / sw relationship to being trained on email archiving solution in < 6 months §Now replicating this solution Solution Common. Store, Content Manager software plus IBM X Server and Storage to pursue other opportunities in email archiving space Installed and configured in 2 days Sold by a business partner who in October 2006 had no IBM hardware or software – customer in production in late February 10 IBM Software © 2007 IBM Corporation

Storage Sales Academy E-mail Messaging is Exploding E-mail has become the primary medium for Storage Sales Academy E-mail Messaging is Exploding E-mail has become the primary medium for how we communicate. The consequence is that e-mail has become a de facto [record] repository. CIO Magazine, Jan 2005 It is estimated that 131 billion e-mails are sent daily; predicted to increase to 276 billion by 2009. E-mail archiving is the fastest growing segment of the enterprise content management market. E-mail is: • 75% of corporate Intellectual Property • Subject to government and industry regulations • Increasingly subpoenaed in litigation 30% of people’s time is spent searching for relevant information. Nearly 60% of companies impose mailbox size limits to curb the growth. Sources: The Radicati Group, Inc. , April 2005; IDC 2004 12 IBM Software © 2007 IBM Corporation

Storage Sales Academy E-mail Management Can Drive Significant Storage Costs E-mail systems were not Storage Sales Academy E-mail Management Can Drive Significant Storage Costs E-mail systems were not designed to store vast amounts of e-mail and attachments for long durations. Regulations and law suits demand strict retention and management. • Retention periods • Proper and consistent deletion • Hold management to suspend deletion Volume 3, 390 Peta. Bytes Size of WW Business E-mail Volume Sent in 2006 Information growth 50% CAGR Gap is widening RISK Ability to manage 2004 2006 1 Petabyte = 1 Million Gigabytes Time Sources: The Radicati Group, Inc. , April 2005; IDC 2004; Network World (2003); Socha / Gelbmann (2004) 13 IBM Software © 2007 IBM Corporation

Storage Sales Academy Companies are Struggling with Regulations and Lawsuits Dear [name of opposing Storage Sales Academy Companies are Struggling with Regulations and Lawsuits Dear [name of opposing counsel] By this letter, you and your client are hereby given notice not to destroy, conceal or alter any paper or electronic files, or other data generated by and/or on your client’s computer systems and storage media. This includes, but is not limited to: e-mail and other electronic communications…. § Mounting Regulatory Pressure § Increasing Risk and Cost of Litigation New Federal Rules of Civil Procedures went into affect on Dec 1, 2006, giving guidelines for legal discovery in federal cases. On average, large companies have 86 non-frivolous lawsuits ongoing. Courts no longer accept technical difficulties as an excuse not to produce evidence. Five U. S. Banks were fined $1. 25 million for being unable to retrieve subpoenaed e-mail – which was stored on backup tapes. A single legal discovery for e-mail can cost between $150, 000 and $250, 000. One lawsuit could ruin a small business. Sources: Gartner; Osterman Research; various news articles. 14 IBM Software © 2007 IBM Corporation

Storage Sales Academy Objection: “We Keep All E-mail For Ever” § Direct impact to: Storage Sales Academy Objection: “We Keep All E-mail For Ever” § Direct impact to: ► Storage: Becomes overwhelming and unmanageable ► Legal: The proverbial “smoking gun” is always a risk ► Business: Users can’t find what they need when they need it § Unintended Consequences: ► If you keep it, it is discoverable. . . ► The time, effort and cost of discovery becomes unbearable ► If you delete “some” e-mail, you will be challenged on “why” some and not others ● This may be a “material weakness” and jeopardize a lawsuit 15 IBM Software © 2007 IBM Corporation

Storage Sales Academy Objection: “We Delete All E-mail After 90 Days” § Direct impact Storage Sales Academy Objection: “We Delete All E-mail After 90 Days” § Direct impact to: ► ► ► Governance: Non-compliance; sanctions, penalties; public image impact Legal: Not retained for legal evidence discovery; presumed to be damaging Business: Employees can’t do their jobs; no corporate history maintained § Unintended Consequences: ► ► 16 Employees may create a “personal archive” on their PC ● Personal archives may be audited and searched for legal evidence ● E-mail can be deleted or edited (not authentic) ● If someone else kept it and you didn’t… Backup tapes may be kept for longer periods of time ● Backup tapes may be audited and searched for legal evidence ● Time consuming, costly and error prone IBM Software © 2007 IBM Corporation

Storage Sales Academy Objection: “I Use E-mail Backups as My Archive” Best practices would Storage Sales Academy Objection: “I Use E-mail Backups as My Archive” Best practices would indicate that Backups are used for restore purposes versus active/inactive archiving of data § Backups are a copy of data for a restore after data corruption or loss ► Versus being an active/inactive archive of historical e-mail § Backups are typically kept for a period of time suitable for meeting IT SLA’s ► Versus specific data retention periods according to laws, regulations and standards that might also demand data protection from deletion or modification § Backups typically store all data for the same period of time ► Versus varying periods of time for individual data types according to laws, regulations and business necessity ► Versus being able to delete specific e-mail when it is no longer required § Backups typically store e-mail sequentially making it more difficult for search and retrieval ► 17 Versus an indexed active/inactive archive that makes it easy to find specific e-mail through e-discovery tools IBM Software © 2007 IBM Corporation

Storage Sales Academy What is E-mail Archiving? § Extracting e-mail from the messaging system Storage Sales Academy What is E-mail Archiving? § Extracting e-mail from the messaging system ► Option: together with meta data (e. g. to/from/cc/bcc, subject, date, …) § Storing them in an electronic archive system (repository) ► Content management system, disk or optical disks (WORM), tape ► For many years § Accessing archived e-mail (retrieval) Through the e-mail client (Outlook, Notes. Group. Wise) ► Through the client of the electronic archive Messaging System IBM Software Re tri Archive Retrieve 18 ev ► e Client © 2007 IBM Corporation Electronic Archive System (Repository)

Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Archiving Preload Other IBM e. Mail Archiving Offerings Competitive Update 19 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM Email Archive Software Preload Messaging System: Group. Wise Tools (Products) Storage Sales Academy IBM Email Archive Software Preload Messaging System: Group. Wise Tools (Products) SW Pre-load + Tools SW + Tool SW Pre-load + Tool Email Appliance ► ► IBM SW Pre-load ► SW+HW System x ► IR 3000** ► 1 order # Email Manager /Filenet ► ► ► DS 3/4/6/8 K Or ► TSM ► IR 3000** ► Competitive SW No IBM offering today ► ► SSAM ► N series ► IR 3000** ► System x, p, z ► DR 550 ► DS 3/4/6/8 K ► Tape ► IR 3000** ► ► N series ► DR 550 Competitive ● Server ● Storage ► Tape ► 20 Common. Store /Content Manager Competitive ● Software ● Server ● Storage **IBM confidential until announce IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM Common. Store e. Mail Archiving Preload – Summary § Integrated, Storage Sales Academy IBM Common. Store e. Mail Archiving Preload – Summary § Integrated, preconfigured software & hardware solution for rapid implementation of e-mail archiving, discovery and regulatory governance ► Adds high value e-mail archiving software to hardware & storage sales ► Helps companies address immediate and future challenges with their growing e-mail systems ► Simple, easy and fast implementation saves companies time and money § New deployment model for IBM and IBM distributors and their remarketers ► Fulfilled through participating VARs/VADs Note: Planned Q 4 Availability in Canada 21 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM Common. Store e. Mail Archiving Preload Integrated archiving solution to Storage Sales Academy IBM Common. Store e. Mail Archiving Preload Integrated archiving solution to help store, retrieve, manage, and retain § IBM Common. Store for Exchange Server or IBM Common. Store for Lotus Domino ► ► ► Flexible, automated archiving policies ● Age, mailbox size, groups, # attachments Granular options to archive the entire e-mail, e-mail body only or attachments only Single instance store to reduce archive size High volume indexing and search 100% document fidelity ► Serves as the back-end archive Leverages a wide range of storage devices § IBM System Storage ► ► 22 The physical location of archived email Today: DS 4200. Tomorrow: IR 3000 IBM Software © 2007 IBM Corporation Lotus Domino IBM System x Server Common. Store Content Manager Web. Sphere Application Server § IBM Content Manager ► Microsoft Exchange Tivoli Storage Manager IBM System Storage DB 2 UDB

Storage Sales Academy IBM Archiving SW Preload with IR 3000 V 1 IBM Rack Storage Sales Academy IBM Archiving SW Preload with IR 3000 V 1 IBM Rack System x Common. Store Content Manager Pre-load Software • Common. Store for Exchange or Domino • Content Manager • System Storage Archive Manager • Optional CM / CS and SSAM preloaded and pre-tested on hardware at VAD location before shipped to customers. Business partners will do further customization of the sw at customer site. SSAM DS 4200 Option: Tape IR 3000 Hardware • IBM rack • System x 3655 server (AMD) - WUDSS (Windows 2003) • DS 4200 storage - SM client and agent • Keyboard/Video/Mouse • Optional tape as IR 3000 FC IR 3000 Under single MTM for hw Two models (entry and mid) Pre-loaded and pre-tested hardware at IBM then shipped to VADs for integration with CM/CS and SSAM software Result: An email archiving platform to help store, retain, retrieve, manage, discover and dispose email at the end of their lifecycle to improve e-mail system performance, address corporate governance and reduce risk. 23 IBM Software © 2007 IBM Corporation

Storage Sales Academy Common. Store Example: Policy-Driven & User-Driven Archiving Archive action in Notes Storage Sales Academy Common. Store Example: Policy-Driven & User-Driven Archiving Archive action in Notes folder (Notes Client) Archive action in open document (Web Mail) 24 IBM Software © 2007 IBM Corporation

Storage Sales Academy Common. Store Example: Archived Message with Retrieval Hotspot Old e-mail Retrieval Storage Sales Academy Common. Store Example: Archived Message with Retrieval Hotspot Old e-mail Retrieval hotspot The “stub” e-mail in Notes is very small 25 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM e. Mail Search for Common. Store (Legal e. Discovery) § Storage Sales Academy IBM e. Mail Search for Common. Store (Legal e. Discovery) § A cross-mailbox search & discovery tool ► For authorized users (e. g. Legal Counsel, Compliance Officer) ► To search across personal mailboxes § A web-based application layer on top of Content Manager ► Leverages Content Manager full text indexing and Single. Instance Storage (SIS - same e-mail stored just once) ► Searching the archive for Lotus Domino and Exchange Server § Easy to use e-mail discovery application interface ► Advanced search, search refinement ► Case folder, hold management ► Audit trail exception reporting ► Output production $19/seat 100 Seats minimum 26 IBM Software © 2007 IBM Corporation

Storage Sales Academy e. MS Example: Search Panel Attribute search Full-text search on content Storage Sales Academy e. MS Example: Search Panel Attribute search Full-text search on content Advanced search 27 IBM Software © 2007 IBM Corporation

Storage Sales Academy e. MS Example: Result List and Mail Preview Export, hold, release Storage Sales Academy e. MS Example: Result List and Mail Preview Export, hold, release actions Highlighting of search term 28 IBM Software © 2007 IBM Corporation

Storage Sales Academy Common. Store Rebate Promotion § Highlights ► Up to 5000 users Storage Sales Academy Common. Store Rebate Promotion § Highlights ► Up to 5000 users ► The more you buy – the more you save ► All licenses must be purchased at the same time ► Expires Dec 14, 2007 § For more info: http: //www- 306. ibm. com/common/ssi/fcgibin/ssialias? subtype=ca&infotype= an&appname=i. Source&supplier=8 97&letternum=ENUS 307 -547 30 IBM Software © 2007 IBM Corporation

Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Archiving Preload Other IBM e. Mail Archiving Offerings Competitive Update 31 IBM Software © 2007 IBM Corporation

Storage Sales Academy Other Email Archive Solutions Messaging System: Group. Wise Tools (Products) SW Storage Sales Academy Other Email Archive Solutions Messaging System: Group. Wise Tools (Products) SW Pre-load + Tools SW + Tool SW Pre-load + Tool Email Appliance ► ► IBM SW Pre-load ► SW+HW System x ► IR 3000** ► 1 order # Email Manager /Filenet ► ► ► DS 3/4/6/8 K Or ► TSM ► IR 3000** ► Competitive SW No IBM offering today ► ► SSAM ► N series ► IR 3000** ► System x, p, z ► DR 550 ► DS 3/4/6/8 K ► Tape ► IR 3000** ► ► N series ► DR 550 Competitive ● Server ● Storage ► Tape ► 32 Common. Store /Content Manager Competitive ● Software ● Server ● Storage **IBM confidential until announce IBM Software © 2007 IBM Corporation

Storage Sales Academy Email Archiving 101 – What Do We Have Today Common. Store, Storage Sales Academy Email Archiving 101 – What Do We Have Today Common. Store, P 8 Email Manager The ability to archive email messages via automated or manual methods Domino Process messages & attachments archive into storage Manually archive messages Common. Store P 8 Email Manager Archive based on policy, then optionally declare as record CM 8 Search messages and place on legal hold. Potentially link to key business processes. 34 Group Wise Exchange Automatically capture all or some messages from Journal, Inbox and other locations Interact with email on messaging system Secure storage Messaging Platform IBM Software © 2007 IBM Corporation P 8 ECM Platform

Storage Sales Academy IBM’s View of Archiving and Managing Email – Critical IBM Differentiators Storage Sales Academy IBM’s View of Archiving and Managing Email – Critical IBM Differentiators Key Business Drivers Archive Email for Mailbox and Storage Space Management Manage Email as a Record and Ensure Compliance 2 1 Manage Email as Content … Extract Knowledge and Data Buried in Email Manage Email as Part of a Business Process Content Type To accelerate and automate business processes where email participates in the workflow or is part of the active case § Automate or Suggest § Automate Workflow 4 3 To reduce operational problems introduced by the growing size of email data stores. § Manage mailboxes § Increase Server To comply with regulations, produce email records when required, enable good corporate governance and facilitate electronic discovery To manage, mine, extract, organize and analyze knowledge, content and data buried in email Performance § Enable Records Message Classification steps § Use Content Analytics § Associate Email § Enable Faster Backup Management and Restore § Easier Server Upgrades § Leverage Storage Best Practices § Perform Legal Discovery to Identify Trends, Risks, Analyze Data § Supervise and Monitor § Additional Tagging and for Non-Compliance Meta Data Creation § Apply Simple § Response Suggestion or Routing of Email Retention 35 § Manage Email as a IBM Software © 2007 IBM Corporation Content to Processes, Cases and LOB Systems

Storage Sales Academy Email archiving can be an entry point into a much broader Storage Sales Academy Email archiving can be an entry point into a much broader Information Lifecycle Management solution • Integrates policies, processes, practices and tools • Aligns business value of information with IT infrastructure • Manages information from creation to final disposal • Offers five flexible entry points 40 IBM Software © 2007 IBM Corporation

Storage Sales Academy Email Archive / Management Strategy Overview § Choice of solutions based Storage Sales Academy Email Archive / Management Strategy Overview § Choice of solutions based on architecture, repository and usage needs ► ► Common. Store (with CMv 8 as repository) P 8 Email Manager (with File. Net P 8 as repository) § It doesn’t matter whether investment is in Common. Store or P 8 Email Manager § Unify code bases into Next Generation modular architecture, to be delivered in Symphony release Q 3 2008 ► ► ► Repository agnostic Content source agnostic Content type agnostic – adding support for content other than email such as file system, instant messaging, Sharepoint, Quickr, PST, NSF § Deliver Symphony advanced technology as upgrade ► ► 41 No data / stub migration or reindexing No business user disruption Improve usability and deployability Provide better Lotus Domino experience while continuing support for Exchange and Group. Wise IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM ECM: Integrating Our Portfolios Integrated Architecture Common Components Archive Management Storage Sales Academy IBM ECM: Integrating Our Portfolios Integrated Architecture Common Components Archive Management (Symphony) Source Target Connector Engine Connector s s Task Connector s Next Generation Archiving 42 IBM Software Archive Monitor Enforce © 2007 IBM Corporation Move Transfor m Task Classify Retain Activate

Storage Sales Academy Summary So Far… § Email Archiving is a very fast growing Storage Sales Academy Summary So Far… § Email Archiving is a very fast growing market space § Multiple drivers including ► Mailbox and Storage Space Management ► Compliance – including FRCP and legal e-discovery § IBM has offerings well suited to address these requirements ► Common. Store Email Archiving Preload – preconfigured, prepackaged software and hardware offering driven through VAD/VAR channel; recommended platform for SMB ► IBM Email Archiving portfolio including classification, analytics and business process management ► Symphony roadmap provides best of existing technology and expands to additional content sources, with no end user disruption 46 IBM Software © 2007 IBM Corporation

Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Storage Sales Academy Agenda Introduction to e. Mail Archiving IBM Common. Store e. Mail Archiving Preload Other IBM e. Mail Archiving Offerings Competitive Update 47 IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Disclaimer § The information contained in this presentation is classified IBM Storage Sales Academy Disclaimer § The information contained in this presentation is classified IBM and Business Partner Internal Use Only § This presentation should not be shared outside of IBM ► However, the contents may be excerpted and used for customer presentations § REMEMBER: This presentation is a comparison and shows the good, the bad and the ugly of products and solutions from both IBM and competitors. It is intended to provide you with the level of awareness needed to compete effectively. ► 48 This presentation is not a “pistol full of silver bullets”! IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Key Competitors § Native Exchange or Domino Based Archiving § EMC Storage Sales Academy Key Competitors § Native Exchange or Domino Based Archiving § EMC Legato / Documentum § Symantec/Veritas/KVS e. Vault § Zantaz EAS / Digital. Safe / Introspect § Gartner MQ 2007 – What should we say? § Other competitors ► ► ► 49 AXS-One C 2 C CA Comm. Vault HP Messaging Architects Mimosa Open. Text Quest Sherpa Waterford ZL IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Native Archiving (No Use of Common. Store) § Domino – NSF Storage Sales Academy Native Archiving (No Use of Common. Store) § Domino – NSF based Archiving ► Archive ► Simple ► No messages into a centralized NSF archive to implement single instance store ► Creating ► Query cross mailbox queries challenging performance will degrade as NSF archives grow § Exchange 2007 Native archiving ► User Initiated only ► Targeted 50 at classifying emails IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy EMC : Legato and Documentum Two disparate product lines : 1. Storage Sales Academy EMC : Legato and Documentum Two disparate product lines : 1. Documentum Line (New announcement - Jan 06) : Documentum Archive Services for Email Key Selling Message : Preserves e-mail and instant messages that may be required during litigation or regulatory investigations. Products : ► Archive Services for Email (similar to IBM CS+CM) 2. Legato Line : Email. Xtender Family Key Selling Message : Delivers archiving, supervision of e-mail, and instant messages for all major messaging environments. Products : ► ► Email. Xtender – Capture and repository (similar to IBM CS+CM). ► 51 Email. Xaminer - e-mail content monitoring and supervision Email. Xtender Archive Edition – SMB offering, migrating e-mail messages and attachments into a centralized message archive, without Full. Text end user search (similar to IBM CS+TSM). IBM Software EMC’s new message with Jan 2006 announcement, “from information managed in silos to unified archiving platform”, is IBM’s key selling message since 2000. IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy EMC : Legato to Documentum Transition Legato e. Mail. Xtender TBDiscontinued Storage Sales Academy EMC : Legato to Documentum Transition Legato e. Mail. Xtender TBDiscontinued in mid 2007 Legato e. Mail. Xtender product line Documentum product line Today 52 IBM Software Mid 07 IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy EMC § Strengths § Weaknesses ► Ranked #2 by Gartner and Storage Sales Academy EMC § Strengths § Weaknesses ► Ranked #2 by Gartner and by IBM GMV in email archiving market ► Two product lines requiring migration / technology convergence ► EMC and IBM are only major vendors to have significant Domino installs ► Legato Xtender line is an email archiving point solution ► No Group. Wise support ► Lacks robust discovery support outside of custom work by EMC professional services ► Not proven in large scale / complex deployments ► ► 53 Combined hw + sw vendor Includes in-house Email supervision for compliance IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Symantec/Veritas/ KVS – e. Vault Archiving Framework § Their key selling Storage Sales Academy Symantec/Veritas/ KVS – e. Vault Archiving Framework § Their key selling messages : ► Enterprise Vault software helps address: ● Application Storage Management ● Compliance Retention & Discovery ● Operational Excellence ● Knowledge Exploitation ● Upgrade, Migration & Consolidation Storage Layer Versus ● IBM TSM e. Vault Repository Layer Versus ● IBM ECM repository 54 IBM Software Systems supported Versus ● IBM SP, FS archive services offerings ● RM ● Exchange, Domino IBM and IBM Business Partner Internal Use Only support © 2007 IBM Corporation User Interfaces Versus ● Outlook, shortcuts web browser, e. MS ● Explorer interface currently not available

Storage Sales Academy Symantec § Strengths ► ► 57 § Weaknesses Ranked #1 by Storage Sales Academy Symantec § Strengths ► ► 57 § Weaknesses Ranked #1 by Gartner and by IBM GMV in email archiving market Strong install base and functionality for Exchange – long history in Exchange Broadest set of content sources supported (email, files, Sharepoint, Instant Messaging, others) ► Lotus Domino customers are in the 10’s ► No mailbox management for Lotus Domino ► No Group. Wise support ► Email archiving point solution ► Records Management is provided by 3 rd party RM tools (including IBM) Includes in-house Email supervision for compliance, and E-Discovery solution IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Zantaz / Autonomy § July 3 2007: Autonomy announced intent to Storage Sales Academy Zantaz / Autonomy § July 3 2007: Autonomy announced intent to acquire Zantaz for 375 M$ after deductions, targeted to close Aug 2007 § Zantaz revenue estimated at 30 M$ for last year (private) § Autonomy (pre-acquisition) was/is primarily an enterprise search vendor § Expect to see Autonomy/Zantaz focus on the intersection of search and email archiving for e. g. legal discovery. Coining the term “Information Risk Management” § Some analysts expecting Autonomy themselves may still be the target of an acquisition § IBM response: ► ► 58 IBM has robust search, classification and analytics technology (eg IBM Omni. Find family, IBM Classification Module) This technology is already being integrated with IBM email archiving offerings, eg Email Search (in market offering), IBM Classification Module being integrated for email classification, IBM Omni. Find Analytics Engine being integrated for email analytics IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Zantaz : EAS / Digital. Safe / Introspect Inherited 3 disparate Storage Sales Academy Zantaz : EAS / Digital. Safe / Introspect Inherited 3 disparate Product Lines, trying to bring them all together under several marketing messages : 1. ZANTAZ EAS Product Family (WW) comprises the leading onsite email and file management solutions for storage optimization, compliance and message retention. ► ► ► ZANTAZ EAS for Exchange is the onsite email management solution for Microsoft Exchange environments. ZANTAZ EAS for Notes is the onsite email management solution for Lotus Notes environments. ZANTAZ EAS for Files allows your organization to proactively and efficiently manage corporate information assets. ZANTAZ EAS Supervisor and Pre-Review enable the efficient and effective supervision and review of electronic communications, such as email and IM, in accordance with industry regulations. ZANTAZ EAS Storage Manager provides for automatic, policy-driven archive management that optimizes the performance and functionality of EAS archives. ZANTAZ EAS Search delivers powerful scalability and flexibility for high-performance searching and retrieval of electronic files. 2. ZANTAZ Digital Safe (mainly in US), on-demand, highly scalable solution, is trusted by more financial services firms than any other compliance archiving system. 3. ZANTAZ Introspect (mainly in US but available WW) - the leading litigation support software 59 IBM Software ● Zantaz EAS for Notes, Exchange ● Zantaz EAS for Files Versus ● IBM e. Mail Archiving ● File. System Lab Services Archival Zantaz mix of ● EAS Supervisor (Single. Cast OEM), ● Digital. Safehosted services Versus ● IBM Orchestria partnership IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation Zantaz mix of ● Data restoration services, ● Digital. Safe, ● Introspect Versus IBM mix of ● e. MS, ● BPartner solution Attenex ● Zantaz Introspect Versus ● IBM – Attenex BPartnership www. attenex. com

Storage Sales Academy Zantaz / Autonomy § Strengths § Weaknesses ► Ranked #3 by Storage Sales Academy Zantaz / Autonomy § Strengths § Weaknesses ► Ranked #3 by Gartner and by IBM GMV in email archiving market ► Lotus Domino customers are in the 10’s. No large references for Domino. ► Strong install base and functionality for Exchange ► No Group. Wise support ► Email archiving point solution ► No native Records Management capability. Reliance on MDY, now acquired by CA (who has its own competitive email archiving offering) ► Acquisition / integration challenges ► ► 64 Includes in-house Email supervision for compliance, and E-Discovery solution Strong hosted business which has traction in US Financial Services IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Google / Postini § Background ► July 9 2007: Google announced Storage Sales Academy Google / Postini § Background ► July 9 2007: Google announced intent to acquire Postini, a leading hosted e-mail hygiene vendor, for $625 M, targeted to close at end of 3 Q 07 ► Postini offers spam and virus filtering, message recovery, archiving and content control services for commercial Gmail customers (as well as Exchange and Domino, today) – in an entirely hosted model ► Acquisition targeted at driving further enterprise acceptance of Gmail on a hosted email model § Impact to IBM ECM – low today, monitoring for future ► Postini’s email offerings are for hosted environmments ► Google may focus Postini offerings on Gmail at the expense of Notes/Exchange ► The broader threat to IBM (Lotus and ECM) is the potential expansion of Gmail + Postini (hosted model) into corporations (instead of Notes + Common. Store or File. Net Email Manager) 65 IBM Software © 2007 IBM Corporation

Storage Sales Academy IBM § Strengths § Weaknesses ► #1 as an ECM vendor. Storage Sales Academy IBM § Strengths § Weaknesses ► #1 as an ECM vendor. We win when we sell email archiving as part of an ECM vision ► Integrated Records Management and Business Process Management ► ► Less Exchange references and installs than competitors who have been in market with Exchange for a long period of time ► #4 or #5 in market share in email archiving Strong install base and functionality for Domino – we have #1 market share position for email archiving in Domino ► 66 Preload is bundled hw+sw solution – no other vendor has this (not even EMC) ► Only major vendor with Group. Wise support IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Gartner Magic Quadrant for E-Mail Active Archiving, 2007 § IBM Strengths Storage Sales Academy Gartner Magic Quadrant for E-Mail Active Archiving, 2007 § IBM Strengths ► IBM has strong internationalization and a worldwide sales and support organization. ► Integration exists with IBM DB 2 Content Management and records management § IBM Cautions ► ► 67 IBM Software Multiple e-mail archiving products, since the acquisition of File. Net, are confusing to sales personnel and prospects, and will require careful monitoring of road maps. Although preloaded systems offer some ease-of-deployment support, deployment and management is still complex and requires knowledge of DB 2. Compliance supervision will require integration with a third-party solution IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Gartner E-Mail Active Archiving Market Update, 2007 § IBM’s numbers were Storage Sales Academy Gartner E-Mail Active Archiving Market Update, 2007 § IBM’s numbers were adjusted downward to somewhat represent the use of the product by some customers for only selected push of messages to the content management system § … long-term road maps are still under discussion. § IBM has historically sold Common. Store as an add-on to its IBM Content Manager product, with most early adopters using the product mainly to push selected e-mail into the content repository. § Consider IBM DB 2 Common. Store when: ► ► A legal discovery tool is required. ► Compliance supervision to support SEC requirements is not required. ► Worldwide support and/or multiple language capabilities are required. ► IBM Software Domino support is required (product also supports Exchange). ► 68 Integration with IBM DB 2 Content Manager is important. Supporting 1, 000 or more users. IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy How to Respond / What To Tell Your Customer § Gartner's Storage Sales Academy How to Respond / What To Tell Your Customer § Gartner's definition is skewed towards email archiving point solutions. ► Gartner's "Market Definition / Description" specifically does not include any of the following points: ability to manage other forms of electronic messaging and other forms of electronic content; ability to manage email using the same process, infrastructure and best practices as other electronic content; ability to extract knowledge buried in email; and ability to integrate email into a business process. ► Point customers to the section of the Gartner Magic Quadrant document titled "Market Definition / Description" and remind them that this definition is specifically designed for email archiving point solutions ► Reiterate the IBM 1234 vision ► Ask if customers really want another silo’d email repository ► Ask customers how an email archive point solution helps address FRCP requirements for all Electronically Stored Information including files and office documents § Both Gartner documents were published before briefing Gartner on our “Symphony” roadmap ► Gartner analysts have received this roadmap favorably § Gartner criteria does not include integrated Records Management § “IBM has historically sold Common. Store as an add-on to its IBM Content Manager product, with most early adopters using the product mainly to push selected e-mail into the content repository. ” ► This is just not true. Our analysis of Common. Store deals in 2005&2006 are that approximately 60% of these deals were purchased for email archiving only solutions § We continue active dialog with Gartner and other analysts ► 69 Forrester Message Archiving Wave due out at YE 2007 IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Joint Gartner / IBM Webcast § Featuring ► Carolyn Di. Cenzo, Storage Sales Academy Joint Gartner / IBM Webcast § Featuring ► Carolyn Di. Cenzo, Research VP, Gartner – primary author of the Email Archiving Magic Quadrant ► Laura Sanders, VP Development, Tivoli, IBM ► Cindy Grossman, VP Archiving, Storage Systems, IBM ► Jon Prial, VP ECM & Discovery, IBM § Available to your customers at http: //www. accelacomm. com/jlp/so urce/0/3835/ 70 IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy IBM Email Archiving Leadership in Domino § From Magic Quadrant for Storage Sales Academy IBM Email Archiving Leadership in Domino § From Magic Quadrant for E-Mail Active Archiving, 2007, Gartner ID Number: G 00148154, May 16, 2007: ► Symantec: Cautions: ● ► only) ► Source: IBM estimates, June 2006 Support for Lotus Domino does not include mailbox management. Zantaz: Cautions: ● ► § IBM data: customer installs (Domino No large deployments for the Domino version of the product are referenceable yet. (two strengths and two cautions listed for each vendor) § From E-Mail Active Archiving Market Update, 2007, Gartner ID Number: G 00148907, May 30, 2007: ► 71 Symantec supports Domino for compliance and discovery, but not mailbox management. IBM Software Note: Preliminary data from mid 2006, being validated IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Strengths of the IBM e. Mail Archive Management Portfolio § IBM Storage Sales Academy Strengths of the IBM e. Mail Archive Management Portfolio § IBM provides an integrated solution stack today ► Tightly integrated components for e. Mail Archiving and Discovery ► ● CM / RM / CS / HSM and e. MS IBM owns and invests in research for the best-of-breed search technology for accessing content ► Delivers corporate ECM infrastructure for emails & all content types critical for enabling discovery ● SAP, e. Mail, forms management, imaging, faxes, … ► Variety of platforms supported by the components mentioned above ● Windows, AIX being the primary ones (be aware : some archive platforms can not be used due Fulltext. Indexing availability) ► Integrated Storage for compliance and support for all other standard devices via TSM ● Integrated Information Life Cycle (ILM) management with Total Storage Management § Breadth and depth of the Enterprise Content Management Portfolio capabilities ► ► Content Manager, Records Manager, Document Manager, . . ► Computer Output to Laser Disk, Web Content Management, Forms Management, . . ► Unified structured and unstructured information view, federated information access, search and Records Enablement ► 72 Clear and strong roadmap (“Symphony”) for email archiving In place access or migrating from one repository (e. g. EMC Documentum) to another (e. g. IBM CM) IBM Software IBM and IBM Business Partner Internal Use Only © 2007 IBM Corporation

Storage Sales Academy Recap of Objectives § By the end of this session, you Storage Sales Academy Recap of Objectives § By the end of this session, you should be able to ► ► Describe the IBM Common. Store Email Archiving Preload ► Describe other IBM offerings and strategies to address the email archiving market ► 73 Describe the key business drivers for email archiving Describe how IBM offerings are positioned relative to the competition IBM Software © 2007 IBM Corporation

Storage Sales Academy Summary § Email Archiving is a very fast growing market space Storage Sales Academy Summary § Email Archiving is a very fast growing market space § Multiple drivers including ► Mailbox and Storage Space Management ► Compliance – including FRCP and legal e-discovery § IBM has offerings well suited to address these requirements ► Common. Store Email Archiving Preload – preconfigured, pre-packaged software and hardware offering driven through VAD/VAR channel ► IBM Email Archiving portfolio including classification, analytics and business process management ► Symphony roadmap provides best of existing technology and expands to additional content sources, with no end user disruption § IBM is well positioned with respect to competition ► ► 74 Position ECM vision not just email archive point solution IBM strengths particularly in Domino IBM Software © 2007 IBM Corporation

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Storage Sales Academy Trademarks and Disclaimers 8 IBM Corporation 1994 -2007. All rights reserved. Storage Sales Academy Trademarks and Disclaimers 8 IBM Corporation 1994 -2007. All rights reserved. References in this document to IBM products or services do not imply that IBM intends to make them available in every country. Trademarks of International Business Machines Corporation in the United States, other countries, or both can be found on the World Wide Web at http: //www. ibm. com/legal/copytrade. shtml. Intel, Intel logo, Intel Inside logo, Intel Centrino logo, Celeron, Intel Xeon, Intel Speed. Step, Itanium, and Pentium are trademarks or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries. Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both. Microsoft, Windows NT, and the Windows logo are trademarks of Microsoft Corporation in the United States, other countries, or both. UNIX is a registered trademark of The Open Group in the United States and other countries. Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both. Other company, product, or service names may be trademarks or service marks of others. Information is provided "AS IS" without warranty of any kind. The customer examples described are presented as illustrations of how those customers have used IBM products and the results they may have achieved. Actual environmental costs and performance characteristics may vary by customer. Information concerning non-IBM products was obtained from a supplier of these products, published announcement material, or other publicly available sources and does not constitute an endorsement of such products by IBM. Sources for non-IBM list prices and performance numbers are taken from publicly available information, including vendor announcements and vendor worldwide homepages. IBM has not tested these products and cannot confirm the accuracy of performance, capability, or any other claims related to non-IBM products. Questions on the capability of non-IBM products should be addressed to the supplier of those products. All statements regarding IBM future direction and intent are subject to change or withdrawal without notice, and represent goals and objectives only. Some information addresses anticipated future capabilities. Such information is not intended as a definitive statement of a commitment to specific levels of performance, function or delivery schedules with respect to any future products. Such commitments are only made in IBM product announcements. The information is presented here to communicate IBM's current investment and development activities as a good faith effort to help with our customers' future planning. Performance is based on measurements and projections using standard IBM benchmarks in a controlled environment. The actual throughput or performance that any user will experience will vary depending upon considerations such as the amount of multiprogramming in the user's job stream, the I/O configuration, the storage configuration, and the workload processed. Therefore, no assurance can be given that an individual user will achieve throughput or performance improvements equivalent to the ratios stated here. Photographs shown may be engineering prototypes. Changes may be incorporated in production models. 77 IBM Software © 2007 IBM Corporation