unitrends corporate overview 1123short
TRANSCRIPT
Unitrends Corporate Overview – 2012/Q4
Mike Coney, President and CEO | [email protected]. Mark Campbell, Chief Strategy/Technical Officer | [email protected]
• Purpose built backup appliances (PBBAs) to sit at intersection
of several large rapidly growing market segments
• As downtime tolerance diminishes, PBBAs embraced by enterprises for local and remote site backupo Turnkey approach to data
protectiono Improved performanceo Lower TCO
• Drivers for increase investments in PBBAs includeo Need to improve backup windowso Need to provide faster restore and recovery
timeso Need to enable seamless integration with
existing backup applications
• PBBA solutions provide a rich feature set: virtual server
protection, rapid recovery and data deduplication
Unitrends Market – Key trends driving growth
Unitrends Confidential Page 2
Enterprise SystemBackup/Recovery
Software
AggregateCloud
Storage
Disk-BasedBackup
Customer Adoption Intensifying
Market Overview
PBBA Market Size by Revenue
Enterprise Backup Market Size by Revenue
2010 2011 2012 2013 2014 2015 2016
$3,553 $3,800 $4,047$4,310
$4,590$4,889
$5,206
6.5% CAGR
Cloud Storage Market Size by Revenue
2010 2011 2012 2013 2014 2015 2016
$451$1,100
$1,749$2,781
$4,422
$7,030
$11,178
59% CAGR
23% CAGR
2010 2011 2012 2013 2014 2015 2016
$1,690$2,424
$3,169$3,900
$4,603$5,265
$5,881
Unitrends Positioning
Unitrends Confidential Page 3
Leading Supplier of Mid-Market Backup Solutions
Positioned for Success
Roadmap Sets-up FutureCore Market Poised for Future Growth
• Data capacity shipped 63% CAGR
• $6Bn marketby 2016
Impressive Financial Performance
• Price points from $199 to $100k
• Outpacing the competition: fastest growing backup and recovery vendor in the middle market
• At the intersection of several rapidly growing, thematically driven markets: cloud, virtualization, PBBA, big data, unstructured data explosion
• “Adapt to the client” differentiated competitive approach for physical + virtual backup in heterogeneous environments
• Streamlined inside sales model generates high close rates on new business and strong visibility into pipeline, high renewal rates
• Product roadmap to take advantage of the cloud’s impact on the backup market , via cloud to cloud data management support to facilitate backup, archiving, search and analytics – tiered and SSD storage architecture
• Software only offering is driving higher gross margins
Unitrends Leads the Pack!
• Nearly 3,500 assets
• Over 2,500 customers
• 99% Customer satisfaction
• Big Data to grow 77% annuallythrough 2015
• Leaders still emerging
FY2012P FY2013E FY2014E FY2015E FY2016E69
69.5
70
70.5
71
Gross Margins
>75%
2011 2012P 2013E 2014E 2015E 2016E
0
20,000
40,000
60,000
80,000
100,000
120,000
140,000
RevenueFY2012P FY2013E FY2014E FY2015E FY2016E
0
5
10
15
20
EBITDA
>15%
What Makes Unitrends Unique?
Unitrends Confidential Page 4
Pricing
TCO
Marketing
Sales Cycle
Technology/Architecture
Target Market
High price, low volume, high maintenance costs
Midsize and larger enterprises
Costly, complex to deploy and manage
Largely direct, some channel-driven sales
Months to quarters
Migration limits, forklift upgrades
Affordable, high volume, low maintenance
SMB to SME
Ease of deployment and operation
Indirect, direct via web and channel
Less than 60 days
Broad PAM, linear scalability/performance
Accelerating Customer Acquisition
• Purpose built for underserved SMB & SME markets
• 200 Competitive replacements YTD
• 750 New logos YTD
• High Renewals Rates
• 98% Customer Satisfaction
Product, Technology, and R&D
Unitrends Confidential Page 5
PhDMSBS/Equiv
Average Enterprise Storage/Server Experience: 20 Years
R&D Staff
Technology
• Simply Scalable™ technology scales out, scales up, and scales down
• Best-in-class Time-to-Value (TtV)
• Unified next-generation data protection technologies: backup, archiving, failover virtualization, and replication
• Unified block and file data protection
• Unified agent and agentless data protection
• Unified host- and guest-level data protection for both
virtual and physical environments
Shrink-wrapped enterprise-class appliances, software, and cloud
Product and Services Overview
On-PremiseWhat We Protect• Heterogeneous: 100+ Versions• Applications, virtual, physical, SAN,
NAS, DAS
On-PremisePhysical & Virtual Appliances
• Physical Backup Appliances• Unitrends Enterprise Backup™ - Hyper-V• Unitrends Enterprise Backup™ - VMware
On-PremiseArchiving• Disk, Tape, NAS, and SAN
Off-PremiseDisaster Recovery• Public/Private Storage Cloud (Archiving)• Public/Private Compute Cloud
(Replication)Public/Private Cloud
A Highly Effective Sales & Marketing Engine
Unitrends Confidential Page 6
• A finely tuned sales & marketing model drives predictable revenue and growth focused culture
• Meticulous and disciplined process management, including close tracking / monitoring of sales activity generates significant sales visibility
• Growing Boston based inside sales team, coupled with effective web self service and free-to-paid software model ensures short sales cycle and improved sales productivity
• Extensive partner network and “UniRewards” driving partner loyalty
• Greater than 90% renewal rates
Inside Sales/Web Self Service
Web Content Social Media Analyst Coverage
Strong Focus on Digital Marketing
2011/q1
2011/q2
2011/q3
2011/q4
2012/q1
2012/q2
2012/q3
2012/q4
0
2
4
6
8
10
12 Robust Opportunity Creation
400 Partners and Growing
Field Locations
Territory Channel Sales
SMB SME
$ in
Mill
ions
Significant Growth Opportunities Along Multiple Dimensions
Unitrends Confidential Page 7
Expansion Beyond Traditional Data Protection• Unique asset base enables
new adjacent market opportunities in data analytics, security, etc.
Leverage Unitrends as a Consolidation Platform• Explore future M&A
opportunities
Increase Penetration of the Medium Segment in SMB/SME• Develop channel
delivered pro-services to react to customer demand
Continued Product Innovation• Hybrid cloud offering
with low on-premise footprint
Expansion of Inside Sales & Marketing Organization• Upsell/cross-sell within
existing customer base• Expand channel relationships
and strategic alliances
Expand Geographical Footprint• APAC, EMEA and Latin
America
Tactical Growth Opportunities
Strategic Growth Opportunities
Leading Provider of Data Protection for SMBs
Global Leader in Unified, Scalable Data Protection On and Off-Premise
for the Mid-Market
Strong Management Team with Significant Industry Expertise
Unitrends Confidential Page 8
Mike Coney
Dr. Mark Campbell
Tim Wallick
Jim Caro
Eric Dougherty
Jennifer Sullivan
Joe Balazs
Bob Gagnon
Years of Relevant
Experience
30+
30+
16+
20+
30+
25+
20+
18+
Significant Industry Experience with Proven Track Record
Success in Executing a Cloud Based Business Model
Seasoned Leadership Team
Chief Executive Officer
Vice President of Sales
Vice President, Engineering and Support
Vice President Channels
Chief Strategy Officer
Chief Financial Officer
Senior Vice President, Corporate Development
Vice President of Marketing