Ours is just a little more extensive.

Why were we chosen to manufacture DLTtape products?

One word: Quality.

When you decide to make your entire company your quality control department, the results can be quite impressive.

Which explains why Tandberg Data has one of the industry's most impressive track records for reliability: just .08 percent of our machines will come back for repair this year.

Back that with service - the kind that offers free technical support and a warranty "swap" program [*] so you're never without back-up when you need it. It's easy to see why Quantum chose Tandberg Data to manufacture DLTtape.

With Tandberg Data, you and your customers are getting technology that's proven reliable, from a company that's willing to back its promises with action.

You can also count on just-in-time delivery, seamless customer support and something that's highly touted elsewhere but rarely seen - friendly, responsive service.

All of which is why we invite you to talk with your Tandberg Data sales rep today. But first, take a few moments to consider the full line of Tandberg DLT products on the next page, as well as the Q&A that follows.

And if you still have questions, there's only one thing to do: run your owr quality control check. By trying a Tandberg DLT backup drive for 30 days. Risk free. To learn how, read on.

Five ways to support your customers' success - and your own.

Recommend Tandberg DLT to your customers, and you're doing more than just supporting their success.

You're supporting your own.

After all, with more than one million drives sold, and over 20 million cartridges in use, our quality, dependability and service prove themselves again and again, every day of the year.

Which comes as no surprise. After all, the Tandberg DLT 4000, DLT 7000 and DLT 8000 all boast tape guide mechanisms so precise and dependable, they come backed by our 36-month warranty.

Of course, our new Tandberg Super DLT (with up to 100GB of storage) and DLT Autoloader (backing up seven cartridges automatically) offer the same engineering precision, long-term warranty, and they're user friendly, too.

Add it all up - proven reliability, high-capacity, low administrative costs - and it's clear Tandberg DLT gives your customers some very compelling reasons to buy.

And over the months and years ahead, as our DLT technology keeps proving its value, it gives them some equally compelling reasons to keep you in the loop for all their backup needs.

(*.) Restrictions may apply. See Tandberg Data warranty policies for complete details.

Why to backup.

Computer viruses are only the tip of the iceberg. Theft, sabotage, and facility accidents, natural disasters, software bugs, and technical or mechanical disasters are more likely to create serious data loss.

Worse still, studies show that businesses lose between $5,000 to $6.5 million per hour when data is unavailable or lost. Considering that it would take months -- and even years -- for many companies to re-key all their lost data, it's no surprise that 80 percent of companies that experience a serious data loss never reopen.

And while it's true insurance will replace damaged or lost hardware, it won't cover what's IN the system. That responsibility and liability is the company's alone.

How to backup.

With Tandberg DLT a company can quickly bounce back from any natural disaster, cruise through a hard drive crash, stay cool after a business fire and take control of that dangerous new virus. That's because in a matter of moments, a complete snap shot of the entire computer system can be taken, including system files and all data. Whether it's an accidental file deletion or a complete system crash, the data can be restored in no time.

Once installed, a reliable Tandberg DLT drive costs nothing to operate. Tandberg DLT cartridges are 100 percent reusable and can be recycled hundreds of times. And, for as little as $1.00 per GB, they are very affordable to replace.

Tandberg DLT 4000

Engineered for mid-range computers, high-end workstations, and high-volume network servers, the DLT 4000 combines speed, precision, and capacity to meet the demands of saving and securing data.

Tandberg DLT 7000

Designed for the same environments as the 4000, the DLT 7000 achieves a data storage capacity of 70GB and a data transfer rate of 36GB per hour.

Tandberg DLT Autoloader

For large workgroup environments, the DLT Autoloader uses up to seven cartridges to provide up to 560GB of storage at 2:1 compression. Also helps reduce administrative overhead.

Tandberg DLT 8000

The DLT 8000 meets the most demanding data storage needs -- data back-up, archive and near on-line storage applications. The 8000 provides close to a 20 percent performance gain over other DLTtape drives.

Tandberg Super DLT

Q&A with Al Duras 

Super DLT provides substantially higher data storage capacity, delivering more than 100GB of uncompressed storage capacity on a single cartridge. It's the most efficient, reliable and scalable solution to the mid-range market.

Tandberg Data, Inc. General Manager Vice-President Sales & Marketing talks about DtTtape and reseller storage solutions.

Bob Amatruda

Q. Storage is a major investment. How does tape specifically help maximize the return on investment vis-a-vis competing technologies (i.e. tape vs. disk, etc)?

Tape storage of all flavors offers the lowest cost $/GB than fixed storage technologies. By adding more tape cartridges the economics improve substantially. This is why tape autoloaders and libraries remain a compelling alternative to disk storage. Simply put, tape makes perfect economic sense where the storage and management of large quantities of data are needed. In addition, tape can be safeguarded by being removed and vaulted at an alternate location. Tape is here to stay as a viable storage medium.

DLTtape, like other mid-range tape technologies, can be sold in a standalone drive configuration or can be offered in a variety of tape libraries. However, DLTtape has been embraced by all major third-party tape automation vendors. Once a customer has bought in to DLTtape technology they will be able to scale from a single drive to a library without deploying new tape technologies. Resellers can offer quite a range of DLTtape products to their customers from drives, to autoloaders to multi-terabyte libraries. By multiple vendors. Currently some new mid-range tape technologies offer higher capacities and data rates but they have not been embraced as widely as DLTtape has up to this point. The DLTtape format has had quite a run.

Q. How can the reseller best make [DLTtape.sup.TM] part of a solution sale, and not just a matter of speeds and feeds?

Resellers are tasked with advising their customers on the acquisition and deployment of tape storage solutions. Resellers must offer scalable tape storage solutions to their customers, not point products.

Q. How has Tandberg Data's position as a 2nd source manufacturer of DLTtape affected the market place?

Tandberg Data continues to enhance its flagship [SLR.sup.TM] tape drive offerings with higher capacity and better performance. However, SLR has not been embraced widely as a tape solution beyond stand-alone drives for servers and workstations. Tandberg knows how to build and execute tape drives successfully. This expertise brought a tremendous amount of credibility when they were named as a second supplier for DLTtape. One of the main criticisms of DLTtape was that it was a single-source proprietary tape technology from Quantum. Quantum had a particularly difficult time with its OEM customers when they could not fulfill their orders and were forced to supply DLTtape through allocation. The situation, while unforeseeable at the time, hurt Quantum's credibility with its OEM customers and had the potential to threaten DLTtape's market strength.

A reliable second supplier of DLTtape was sorely needed. Tandberg Data, now as a true second source manufacturer of DLTtape tape drives, has helped to solidify DLTtape's dominant position as a mid-range tape technology. Certainly, OEM customers and channel partners like having a second source. I believe Tandberg Data will help grow the total available market for DLTtape. It's a win-win situation for both Tandberg Data and Quantum. They have complementary distribution channels and customers.

Q. How do you see automation affecting the tape storage market? How will tape suppliers use automated solutions to improve their competitive position?

Excellent questions. I believe the next generation tape drives, those delivering at least 100 GB on a single tape cartridge and capable of delivering 10 MB/second or more of throughput, will serve as a catalyst for growth in the tape automation marketplace. Tape solutions integrating these high-performance drives will offer much better performance and better economies of scale. Over the next year we will see very powerful implementations of tape storage solutions. For instance, an autoloader will be capable of storing a terabyte or more of uncompressed data in a tabletop or rack mountable configuration,.

Tape suppliers need to have an automation strategy to remain competitive today. Suppliers cannot pin their fortunes on drives alone. I believe there will be significant pricing pressure on drives with no less than four new, including LTO, tape formats set to be delivered this year. Margins for drives will be under pressure as well. Conversely, tape automation allows suppliers to enter a higher-value solutions oriented business. I expect tape drive revenues worldwide will decline by 2 percent compounded annually 2000 through 2004 while tape automation revenues will increase by 16 percent over the same period. Tape suppliers who are not participating in the tape library and automation business will miss out on an excellent revenue enhancing opportunity.