Northeast Region

1. Northeast Region Joe Vozzella and Dave Carpe Worldwide SE – Product Operations Interlock HA VERITAS Worldwide Backup Exec & NetBackup Pro SE Conference February 26 - March 1, 2002

2. Overview of Territory Please describe the territory or territories you are covering in your presentation. Customers: State Street , Fidelity, MFS, MassMutual, Hartford Insurance Group, Thomson Financial, Putnam/Marsh Investments, Boston Scientific, Biogen, Gillette, CVS, Merrill Lynch, UBS, CSFB, Morgan Stanley, JP Morgan Chase, Lehman Brothers…add your favorite Wall Street Firm or Bank Here Characteristics: Large Financial Firms, EMC storage dominance, large Storage Foundation HA usage Noteworthy Territory Info: We are in EMC’s backyard.

3. Strengths What about [Product Area] do you feel are strengths in your territory? Identify what has contributed to their success. Area Strengths : Financial firms are pressured to provide application HA/DR for their business units. This, along with their data protection needs, create a environment that hits the VERITAS sweet spot. While our competitors are strong most cannot provide a single standardize solution. We also have a strong reseller base who know our products and how to implement them. Historically we have had great benefits from the strong SUN presence and partnership. Recently the SUN partnership has weakened. VxFS, VCS, Netbackup have been the tradition strong seller. We see a increase in VVR in recent years. Our area has a few strong references that help us with VVR sales. There has also been an increase in interest in VSR.

4. Weaknesses Please describe the weaknesses in your region for selling and supporting [Product Area] —Identify issues that prevent you from selling these products or cause customer dissatisfaction The area is challenged with the strong presence of SUN and EMC. We are competing more and partnering less. Both companies bundle their solution into their hardware , making customer challenge VERITAS with the concept of “Yes we know its better but is it that much better. Can I live without it for now “. VCS, VxFS and VVR need to stay several steps ahead of the SRDF, SunCluster and SUN Volume Manager offering. The EMC/SUN presence can also create a challenge in the channel area. Both companies have strongly suggested to their partners to keep VERITAS out of accounts. The large VERITAS users have stated that VERITAS needs to desperately fix their patching and more importantly their licensing methods. In NYC. We are starting to see strong pressure from QLusters in the HA space OpForce is meeting strong resistance because it does not solve the patch management problem The NY Financial firms see as the larger issue. Thy see it as a fix for a very minor problem.

5. Opportunities Please describe the opportunities within your territory to increase revenue for [Product Area]. Examples: New features, new markets to attack, new platforms, different sales channels The most significant difference in the financial environments has been the migration from Solaris to LINUX and AIX. A VCS offering on LINUX allow us maintain our cluster footprint in existing environments and an opportunity to sell additional licenses. VCS on the Windows environment has shown increasing interest and opportunity. The key point of interest is the ability move the application globally. Oracle RAC has also provided new opportunities for database clustering. Large opportunity to use VCS as a standard tool for managing application at an operator level

6. Threats Please describe the Threats in your region – trends that may adversely affect sales of [Product Area] Threats include SUN/EMC/IBM/ORACLE competition as opposed to partnership. These competitors are bundling their software into their solution. Solution for hardware or application vendors appear to be a simplified and less costly solution. We are also getting push back on product that isn’t “supported” by the hardware or application solution. For example: Does Oracle or MICROSOFT qualify the VERITAS solution ? There is also a customer trend for support for new technologies (iSCSI, Infiniband)

7. Wins Please profile 3 recent WINS for [Product Area] in your territory – Who was the competition? Why did we win? Boston Scientific, Houghton Mifflin chose VERITAS because of the tool set and reliability MFS chose VERITAS Cluster Server because its flexibility, cross platform, I/O fencing, RAC support and global support Hartford Insurance Group look to VCS for Ease of install/config/operation.

8. Losses Please profile 3 recent LOSSES for [Product Area] in your territory – Who won the business? Why? Investors Bank and Trust : Linux/RAC – HP controlled account. HP offered a turn key solution. MFS : MS/Exchange - MICROSOFT convinced customer that a 3rd party clustering product would increase complexity. Houghton Mifflin : MS/Exchange - lack of VSS support

9. Top 10 • Please list, in priority order, the top 10 enhancements to [Product Area] that you would like to see over the next 12-18 months, and why: • VCS ability to better handle failover due to a hung system • Faster Failover ( maintaining app state during failover ) • VCS offering to manage application at operator levels. ( VCS lite ) • Better edge condition detection and recovery ( e.g. when volumes become disabled due to hardware failure, VCS can't fail them over. ) • VSS support and VCS Active Directory requirement • Infiniband/ISCSI support • Better error reporting from VCS and Storage Foundation into what happened when a cluster fails. • Better VCS Support for intra and inter cluster dependencies.