VMware on ExpressPod helps small and midsize businesses simplify and consolidate their IT infrastructure by providing an affordable, easy-to-deploy virtualization solution with automated operations and data protection. ExpressPod is designed to support a transactional/velocity sales model in the SMB segment. This sales-focused session will cover how to leverage ExpressPod to increase revenue and profits. You will hear about the market opportunity, solution positioning, competitive advantages, and tools available to help you sell.

1. ExpressPod
Delivering efficiency and simplicity
to small and midsized IT
NetApp Confidential - Internal Use Only 1

2. IT Challenges for Growing Midsize
Organizations
Small and midsize customers with up to 500 users
Supporting Generalist staff
today’s business battling
needs and limited IT infrastructure
budgets complexity and
budget pressures
Environments
are becoming Future needs are
complex and difficult to predict
expensive
These businesses need simple, affordable IT solutions.
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3. Transition from Application Silos to
Virtualization
Cisco and NetApp
can simplify your
infrastructure via:
 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
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4. ExpressPod for Infrastructure
Consolidation
Physical and virtual Features
resource management
 Simplifies deployment of IT resources
VMware®  Cisco UCS® C220 M3 servers
Virtualization
Platform  Cisco Nexus 3048 switches
 NetApp FAS2220 or FAS2240 storage
Cisco Unified  Physical and virtual resource
Computing System™ management software
C-Series Servers
 Implementation guide to facilitate
deployment
Cisco Nexus® 3000
Series Switches  Pretested by Cisco and NetApp with
VMware vSphere® 5
NetApp® FAS2200  Cooperative support model
Series Storage
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5. ExpressPod Management
 ExpressPod™ supports integration with leading
management platforms
 Lower Cost …… Better User Experience
VMware® VMware
Virtual -
vCenter™ vCenter
Cloupia
Physical - -
CUIC
 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
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6. UCS C-Series: Real Rack Server Innovation
Entry Point to Unified Computing
Benefits • C-Series rack servers are building blocks of a unified
integrated with computing environment
UCS • 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
Benefits
as a • Memory investment protection
Standalone
Server
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7. 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
Nexus 3048 – 10M/100M/1G
– 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
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8. Introducing the FAS2220 System
High Value, Competitive Price
 Priced to fit any budget
 Single or dual controllers plus disks
in a compact 2U form factor
FAS2220
 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
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9. Powerful FAS2240 System
For Demanding Workloads,
Without the Demanding Price
 Powerful, Intel® dual core processors
and 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 FAS2240-2
FAS2240-4
 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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10. VMware vSphere Essentials Kits for SMB
vSphere 5 Essentials
Benefits For smaller environments
Essentials Essentials +
1 Make better use of existing infrastructure
Save time in managing infrastructure with
2 vCenter central management
Improve application availability with
3 • vMotion (no planned downtime)
• High Availability (business continuity)
Protect business data with VMware Data
4 Protection, vShield EndPoint and vSphere
Replication
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11. Two ExpressPod Configurations
Small
Cisco Nexus® 3048 Switches (2)
®
Cisco UCS C220 M3 Servers (2)
NetApp® FAS2220 Storage
Medium
Cisco Nexus 3048 Switches (2)
Cisco UCS C220 M3 Servers (4)
NetApp FAS2240 Storage
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12. ExpressPod with VMware Delivers Real Benefits
 Affordability
– Start with a low-cost, easy-to-deploy platform
Collaboration
E-mail Content Mgmt Database
 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
Simplify customer’s path to shared, virtualized IT
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13. 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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14. ExpressPod Support Model
 ExpressPod is covered by Cooperative Support Model
from Cisco, NetApp and VMware
Cooperative Support
Hypervisor  Evolutionary support process
 Streamlined response to support issues
Server
Network  Engineering and management
interconnects
Storage  Joint collaboration tools and Unified
Support Lab
 Requires customers to have premium support agreement
14

15. 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
15

16. Infrastructure Solution Portfolio
Solution Cost
1
10 GbE,
Clustered ONTAP,
Non-distruptive
scalability
FlexPod®
2
Address new market segments and
ExpressPod use cases with a simple, low-cost solution
Capability
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17. Comparing ExpressPod and FlexPod
ExpressPod FlexPod
 Preconfigured for quick, easy  Enterprise-class solution for
deployment virtualization and cloud
 Focus on simplicity and cost  Focus on strategic platform
 Limited IT staff  Existing IT staff
 Target: fewer than 500 users  Target: 500 users and above
Physical and Virtual Management FlexPod® Management Solution
VMware Virtualization VMware® Virtualization
ExpressPod™ FlexPod
Cisco Nexus® 3048 Cisco Nexus 5k + Cisco UCS Fabric Interconnect
Cisco UCS® C220 M3 Cisco UCS B-/C-Series Server
FAS2220 or FAS2240 FAS2240 / FAS32xx / FAS62xx
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18. Key Points
Solution complementary, but distinct from
1 FlexPod -- for mid-sized businesses (MSB)
Simple prescriptive configuration provides
2 ease of deployment and management
Benefits of an enterprise solution but at a
3 price and feature set suitable to midsize IT
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19. ExpressPod
For Partners
NetApp Confidential - Internal Use Only 19

20. 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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21. Resources to help you sell
 Channel Sales Playbook
Sales and
 ExpressPod Ordering Guide
Customer-
Facing  Customer Presentations
Materials  Solution brief
 Implementation Guide
 Call Scripts
Demand
 ExpressPod Campaign on Grid (Mar‘13)
Generation
 Event Kit elements (Mar’13)
 Joint media / search / social program in AMER / EMEA (Feb’13)
Test Drive  Call Guides, Battle cards, and training (Feb’13)
 Test Drive program on GRID (Apr’13)
 netappvmware.com or vmwarenetapp.com
Web Sites  https://fieldportal.netapp.com/sites/midsizepartners/
 www.netapp.com
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22. Channel Playbook
 Interactive guide that consolidates all key selling assets into
one place
– Market opportunity
 Target customers, value proposition and benefits
– Solution overview Guide
Overview
Market
Opportuni
Solution
Overview
Sales
Process
Sales
Resource
ty s
 Program highlights and
differentiators
– Sales process
 Qualifying questions
 Objection handling
 Sales scenarios
 Competitive advantage
 Promotions
– Sales resources
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23. Demand Generation Resources Menu
Discover Consider Decide
• Grid multitouch campaign • S-I-B event kit (includes • Call guides (short and long versions)
(available through all three signage) • S-I-B event kit (includes signage)
partner Grid sites) • Grid multitouch campaign • Grid multitouch campaign (available
• mConcierge Program (Cisco (available through all three through all three partner sites)
lead) partner sites) • mConcierge Program (Cisco lead)
• E-mail copy blocks • mConcierge Program (Cisco
• Web banners lead)
• E-mail copy blocks
Sample of call guide
(short version)
Sample of e-mail copy block
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24. 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
NetApp Confidential - Internal Use Only 24

25. Key Takeaways
Develop new sales opportunities with an integrated
1 solution that offers a low price point and simple
deployment
Help customers save money, simplify management, and
2 enhance data protection with ExpressPod™ with VMware®
Increase sales velocity with two predefined configurations,
3 tested with VMware vSphere® and fully supported by
Cisco, NetApp, and VMware
Solution is complementary to but distinct from FlexPod®;
4 for midsize customers with fewer than 500 users
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26. NetApp Confidential - Internal Use Only 26