VMware PEX Boot Camp - ExpressPod – A New Solution to Accelerate Sales in SMB

1NetApp Confidential - Internal Use Only

Delivering efficiency and simplicity to small and midsized IT

ExpressPod

IT Challenges for Growing Midsize Organizations

Supporting today’s business needs and limited

budgets

Environments are becoming complex and

expensive

Future needs are difficult to predict

Generalist staff battling

IT infrastructure complexity and

budget pressures

Small and midsize customers with up to 500 users

These businesses need simple, affordable IT solutions.

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Transition from Application Silos to Virtualization

Reduced power, space and cooling requirements through better utilization of IT assets

Reduction in amount of storage needed to support your application environment

Reduced overhead with simplified, centralized management of applications

Cisco and NetApp can simplify your infrastructure via:

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ExpressPod for Infrastructure Consolidation

Cisco Unified Computing System™ C-Series Servers

Cisco Nexus® 3000Series Switches

NetApp® FAS2200Series Storage

Features Simplifies deployment of IT resources

Cisco UCS® C220 M3 servers

Cisco Nexus 3048 switches

NetApp FAS2220 or FAS2240 storage

Physical and virtual resource management software

Implementation guide to facilitate deployment

Pretested by Cisco and NetApp with VMware vSphere® 5

Cooperative support model

Physical and virtual resource management

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VMware®

Virtualization Platform

ExpressPod Management

Lower Cost …… Better User Experience

Virtual -VMware® vCenter™

VMwarevCenter

Physical - -CloupiaCUIC

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ExpressPod™ supports integration with leading management platforms

ExpressPod and VMware vCenter deliver outstanding virtualization management to support your IT needs

ExpressPod has been tested with vCenter and Cloupia CUIC to deliver the broadest set of options for the vSphere environment

Entry Point to Unified Computing

• C-Series rack servers are building blocks of a unified computing environment

• Lower initial price point than blades

• UI/ management consistent with other UCS systems

Higher Performing Industry Standard Servers

• Intel Xeon Product family

• Multiple World Record Performance Benchmarks

Extended Memory Technology

• More memory = faster performance

• Memory investment protectionBenefits

as a Standalone

Server

Benefits integrated with

UCS

UCS C-Series: Real Rack Server Innovation

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Nexus 3048 Platform

Hardware Features

– 1G / 100M / 10M dense 1RU platforms

– Forward and reverse airflows

– AC and DC power supply

– Ultra-low latency, wire-rate L2/L3

– Low-power consumption

Software Features

– Robust layer-2, layer-3 feature set

– VPC, PTP, CoPP

Customer Benefits / Differentiators

– Proven, feature-rich NX-OS

– Architecture identical to larger Nexus systems

– Proven, extensive validation

Nexus 3048 – 10M/100M/1G

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Introducing the FAS2220 System

High Value, Competitive Price

Priced to fit any budget

Single or dual controllers plus disksin a compact 2U form factor

New Flash Pool capability leverages Flash technology to increase performance and reduce storage costs

3X performance of previous generation

All supported data protocols Included at no additional cost

Simplified management including latest OnCommand® System Manager

Clustered Data ONTAP® ready for future growth

Great value for smaller IT organizations

FAS2220

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Powerful FAS2240 System

For Demanding Workloads, Without the Demanding Price

Powerful, Intel® dual core processorsand latest storage technologies

Flash Pool support increases key application performance and lowers storage costs

Built-in investment protection with flexible I/O and disk shelf conversion option

More software value and all supported data protocols included at no additional cost.

Simplified management: OnCommand® System Manager

Clustered Data ONTAP® ready for future growth

Exceptional price performance to meet growing needs

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FAS2240-2FAS2240-4

VMware vSphere Essentials Kits for SMB

vSphere 5 EssentialsFor smaller environments

Essentials Essentials +

1 Make better use of existing infrastructure

2 Save time in managing infrastructure with vCenter central management

3Improve application availability with• vMotion (no planned downtime) • High Availability (business continuity)

4Protect business data with VMware Data Protection, vShield EndPoint and vSphere Replication

Benefits

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Two ExpressPod Configurations

Cisco Nexus® 3048 Switches (2)

Cisco UCS® C220 M3 Servers (2)

NetApp® FAS2220 Storage

Small

Cisco Nexus 3048 Switches (2)

Cisco UCS C220 M3 Servers (4)

NetApp FAS2240 Storage

Medium

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Simplify customer’s path to shared, virtualized IT

ExpressPod with VMware Delivers Real BenefitsAffordability

– Start with a low-cost, easy-to-deploy platform

Simplicity– Reduce complexity with efficient operations

and management

Efficient growth – With standardized environment to improve

predictability

Optimized IT – Through workload consolidation

Protection

– Protect applications by adding streamlined, cost-effective disaster recovery

E-mail DatabaseCollaboration

Content Mgmt

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Implementation Guide for ExpressPod with VMware

ExpressPod™ is tested and documented by Cisco and NetApp with VMware vSphere® virtualization platform

Documented deployment process

– Deployment instructions

– Cabling diagrams

– Bill of materials

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ExpressPod Support Model

Requires customers to have premium support agreement

ExpressPod is covered by Cooperative Support Model from Cisco, NetApp and VMware

Cooperative Support

Server

Network

Storage

Evolutionary support process

Streamlined response to support issues

Engineering and management interconnects

Joint collaboration tools and Unified Support Lab

Hypervisor

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ExpressPod with VMware helps customers

Build cost-effective IT infrastructure

Simplify management and operations

Reduce risk by adding disaster recovery

Have confidence: tested, supported solution

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Infrastructure Solution Portfolio

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110 GbE,Clustered ONTAP, Non-distruptivescalability

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Address new market segments and use cases with a simple, low-cost solution

Sol

utio

n C

ost

Capability

FlexPod®

ExpressPod

Comparing ExpressPod and FlexPod

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FlexPod

VMware® Virtualization

Cisco Nexus 5k + Cisco UCS Fabric Interconnect

Cisco UCS B-/C-Series Server

FlexPod® Management Solution

FAS2240 / FAS32xx / FAS62xx

Enterprise-class solution for virtualization and cloud

Focus on strategic platform Existing IT staff Target: 500 users and above

FlexPod

ExpressPod™

Physical and Virtual Management

VMware Virtualization

Cisco Nexus® 3048

Cisco UCS® C220 M3

FAS2220 or FAS2240

Preconfigured for quick, easy deployment

Focus on simplicity and cost Limited IT staff Target: fewer than 500 users

ExpressPod

Key Points

1 Solution complementary, but distinct from FlexPod -- for mid-sized businesses (MSB)

2 Simple prescriptive configuration provides ease of deployment and management

3 Benefits of an enterprise solution but at a price and feature set suitable to midsize IT

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19NetApp Confidential - Internal Use Only

ExpressPod For Partners

Why Sell ExpressPod with VMware?

Expand your addressable market with Cisco, NetApp, and VMware– Targets a new market segment– ExpressPod™ has a much lower acquisition cost

Shorten and simplify the sales cycle– Two configurations for flexibility– Easy to deploy

Fully tested and documented– Simplifies implementation and support

No additional partner investment– Joint Cisco® and NetApp® partners can sell ExpressPod– No certification or specialized technical skills required

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Resources to help you sell

netappvmware.com or vmwarenetapp.com

https://fieldportal.netapp.com/sites/midsizepartners/

www.netapp.com

Channel Sales Playbook

ExpressPod Ordering Guide

Customer Presentations

Solution brief

Implementation Guide

Web Sites

Sales and Customer-

Facing Materials

Joint media / search / social program in AMER / EMEA (Feb’13)

Call Guides, Battle cards, and training (Feb’13)

Test Drive program on GRID (Apr’13)

Test Drive

Call Scripts

ExpressPod Campaign on Grid (Mar‘13)

Event Kit elements (Mar’13)

DemandGeneration

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Channel Playbook

Interactive guide that consolidates all key selling assets into one place– Market opportunity

Target customers, value proposition and benefits

– Solution overview Program highlights and

differentiators

– Sales process Qualifying questions Objection handling Sales scenarios Competitive advantage Promotions

– Sales resources

Sales Resource

s

Guide Overview

Market Opportuni

ty

Solution Overview

Sales Process

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Demand Generation Resources MenuDiscover Consider Decide

• Grid multitouch campaign (available through all three partner Grid sites)

• mConcierge Program (Cisco lead)

• E-mail copy blocks• Web banners

• S-I-B event kit (includes signage)

• Grid multitouch campaign (available through all three partner sites)

• mConcierge Program (Cisco lead)

• E-mail copy blocks

• Call guides (short and long versions)• S-I-B event kit (includes signage)• Grid multitouch campaign (available

through all three partner sites)• mConcierge Program (Cisco lead)

Sample of e-mail copy block

Sample of call guide (short version)

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Joint VMware-NetApp “Test Drive” Program Overview

What is it?– Integrated program for awareness & demand gen allowing

prospects to experience VMware-NetApp combined solutions

– Co-funded campaign targeting net new SMB/MSB contacts

Why should you care– Air cover in the SMB/MSB space for VMware-NetApp

solutions

– Targeting 4.8K Test Drives over at least 9 months, passing qualified leads to joint partners

– Components include: media, search, and social; automated 3-touch nurture; and sales enablement tools

How can you benefit– Increase revenue and profits with leading virtualization

solutions from VMware and NetApp, options include: Virtualize servers and storage – NetApp FAS2200 Unified System &

VMware vSphere with Operations Management (vSOM) Std AK starting under $19K

Protect Applications – Second NetApp FAS2200 Unified System and data protection and disaster recovery software from NetApp & VMware vSphere with Operations Management (vSOM) Ent starting under $31K

Consolidation and Automation – ExpressPod solution from NetApp and Cisco with VMware vSOM Ent+ starting under $60K

24NetApp Confidential - Internal Use Only

Key Takeaways

3Increase sales velocity with two predefined configurations, tested with VMware vSphere® and fully supported by Cisco, NetApp, and VMware

Solution is complementary to but distinct from FlexPod®; for midsize customers with fewer than 500 users4

1Develop new sales opportunities with an integrated solution that offers a low price point and simple deployment

2 Help customers save money, simplify management, and enhance data protection with ExpressPod™ with VMware®

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26NetApp Confidential - Internal Use Only