B etter T ogether 2.0 Better Together 2.0 Cisco & NetApp Sales Teams B etter T ogether 2.0.

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Better Together 2.0 Cisco & NetApp Sales Teams

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Gary Osredker | NetApp Mountain Region DirectorErica Beckstrom | Cisco Enterprise PNW Operations Director

Executive Kick-Off

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FlexPod By the Numbers

5,000

4Years

Customers

3Billion$Joint Sales

80ValidatedDesigns

1,000Channel Partners

100Countries

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Thank You!

2014 Cisco & NetApp West AMs that sold FlexPod

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Better Together

- John Chambers, CEO Cisco- Tom Georgens, CEO NetApp

“Our current run-rate is $1B each. Lets now accelerate FlexPod to $2B each.”

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“ By year-end 2015, 35% of total server shipped value will be as integrated systems.”

“ By 2015, converged infrastructure will represent 9.5% of the $64B services, software, and hardware markets.”

“ By 2017, nearly two-thirds of all enterprise application infrastructures will be packaged in the form of a converged solution.”

Integrated Infrastructure Market Momentum

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Session Agenda




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Made it into a Business

Built first Apple Computer

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Steve Wozniak Steve Jobs

Together: Revolutionized

Personal Computing

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Made it a WorldWide Empire

Laid Foundation for IBM Contract

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Paul Allen Bill Gates

Together: Revolutionized

Computer Software

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Better Together

John Chambers Tom Georgens

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Better Together

#9 Global Ranking #3 Global

Ranking

#1X86 North America Market #1

Storage Operating System

Unified Compute

Unified Storage

Server & Networking relationships

Storage & Systems relationships

Best Companies to Work for in 2014

Best of Breed products

Common Product Strategy

Unique Customer Relationships

John Chambers Tom Georgens

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Why Integrated Infrastructure?

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Validated1 App-Centric2 Supported4

FlexPod Benefits

17 Applications Validated across 80+ Designs50%

Less Deployment Time than traditional

Means…..

More Relevance to App & Business Owners

Means…..

Faster time-to-Market and Reduced Risk

Design Plan Procure Deploy Test

Traditional

6 Vendors included in back-end Cooperative Support

Means…..

Faster Time to Resolution

Plan Procure Deploy Test

FlexPod

Flexible3

Means…..

IT can scale to Meet Business Demands

SCAL

E

With Unified Compute & Storage plus Flexible Architecture

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Market Trends

Cloud SDN Hyper-ConvergedBig Data

FlexPod FlexPod

UCS Director

ACI

cDOT

TBD…

FlexPod

InterCloudNetApp Private Storage

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FlexPod Plays

1PrivateCloud 2 Business

Apps3

BusinessDatabase4 Big

Data5 Refresh6

VirtualDesktop

XenDesktop

View

FlexPod

Server 2003

ERPWindows

HyperVisor

System Manager

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Unified FlexPod Financing enabled via joint marketing agreement between Cisco & NetApp Capital Solutions

Provides NetApp customers with ability to conserve investment capital, reduce TCO, and attain greater flexibility in positioning for future technology refresh cycles

Ability to finance total customer solution - NetApp and Cisco hardware, software, professional services, and third-party content

FlexPod Financing

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* Client Executive, NetApp** Region Manager, Enterprise West

* Region Manager, Commercial West

Capital & Operating leases - on or off-balance sheet

Flexible Consumption Models - i.e., Pay as You Grow

Deferred payments - aligning investment to business benefits

Ability to finance 3rd-party products and services

FlexPod Financing Benefits

FlexPod Financing

Since 2003, Cisco Capital has financed over $152MM in Cisco infrastructure investments for NetApp

Operating leases reduce NetApp’s TCO, while providing greater flexibility for future technology refresh cycles

Cisco Financing to NetApp as a Customer

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Winning with FlexPod

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CONFIDENTIAL - Cisco and NetApp Internal Only. All rights reserved.

FlexPod Win | Bellevue

• Win background: Umpqua Bank has been a FlexPod customer for just over 3 years. Cisco UCS and NetApp storage are data center standards. • Key to success with winning:

• Understanding Umpqua Bank’s requirements • Established trusted relationship• Great partnership between Cisco & NetApp

• Total revenue sold: $1.2M in UCS and Nexus | $4.3M in FAS• Competitive pressure: IBM & EMC• Partnership dynamic: We jointly developed the take out story. Jointly

called high into the account to explain what the books told us about the IBM / Sterling deal. And jointly developed a full list price, less a “trade-in” discount for the replacement gear. • Moving forward in the account: Allowed Cisco to seed Nexus 9K/ACI

into the account.

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CONFIDENTIAL - Cisco and NetApp Internal Only. All rights reserved.

FlexPod Win | Bellevue

Background- RFP Released 4/11/2014- Had already been discussing FlexPod as

solution of choice with partner ASG- Central to RFP was “cloud first

strategy” - Need for solution that could start

small, scale big, and integrate seamlessly with Azure as needed

- Competing primarily against IBM and Dell

- Aging HDS/Dell infrastructure difficult to manage and lacked cloud capability

- Initial Revenue: $300K (Cisco), $470K (NetApp)

Why we Won- Validated Reference Architecture- Longstanding Reseller Partner

Relationship- Integration with Hyper-V, Azure and

Systems Center- Joint Support Model- Productive meetings with NetApp cloud

and MS teams- King County as local reference running

Hyper-V FlexPod

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Key Asks for Each AM• Add 1 – 2 New Opportunities in your

pipeline using provided account planning guide by January 31

• Maintain Monthly Cadence with Cisco/NetApp counterpart after completed session (First Cadence in January)

• Get a Customized NFL Jersey with your name on it when you Commit a $100K FlexPod deal by April 24*

*Includes Cisco & NetApp AM & SE / Limited to first 10

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NFL Jersey FlexPod Pipeline Incentive

Get a Customized NFL Jersey with your name on it when you Commit a $100K FlexPod deal by April 24*

*Includes Cisco & NetApp AM & SE / Limited to first 10

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• Name• Company• Role

Introductions

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Session Agenda




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White-SpaceMSFT/SAP Upgrade

Account Planning

Account

Account ListFlexPod Refresh

+ +Joint Account Planning Guide

Mapping AccountTargets

AccountPlanning

Account List

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Resources

Claude SteinmayerNetApp FlexPod BDMNor Cal & Mountain States

David PughCisco FlexPod BDMWest Area

Kim WallaceNetApp FlexPod BDMSo Cal & SouthWest

cisconetapp.com

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Happy Hour - Bellevue

SeastarDown the Hall!

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ResourcesCisco Capital Enterprise West Team

Sales Contact Location Email Phone

Matt Creer Denver [email protected] 303.330.5678

Jon Lenzi San Francisco [email protected] 415.786.3116

Chester Nemeth Irvine [email protected] 949.383.7811

Greg Novak* Portland [email protected] 503.347.8107

Cole Schultz Seattle [email protected] 317.507.4039

Scott Wenning** Dallas [email protected] 214.704.0969


Sales Contact Location Email Phone

Collin Chow San Francisco [email protected] 408.527.9099

Carl Curtis Irvine [email protected] 949.823.3752

Dominic Garcia Irvine [email protected] 949.823.3711

Rod Magat San Jose [email protected] 408.526.7116

Amanda Romero Pleasanton [email protected] 408.894.6878

Dave DuFresne* Pleasanton [email protected] 925.223.0095

Cisco Capital Commercial West Team




B etter T ogether 2.0 Better Together 2.0 Cisco & NetApp Sales Teams B etter T ogether 2.0.

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