1. 01
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Nutanix Sales Meeting
August, 2012

2. 02
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
A Brief History of Veritas
Selling in Startup Companies is hard
Use Your Assets
Product Lifecycle Transitions – A Risky Time
Final Thoughts
Agenda

3. 03
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
A Brief History of Veritas
1982 ($0): Startup as Tolerant Systems
1989 ($0): “Restarted” from Tolerant Systems (12 employees)
Established industry standard file and disk management software
1990 ($0): Renamed Veritas, ML as CEO
1993 ($10 M): Initial Public Offering
$16 million raised, market cap of $64 million post-money
1997($121M): Acquired Open Vision
Entered Backup / Recovery business
1999 ($700 M): Acquired Seagate Software
Established leading position in Windows NT market
2000 ($1.2 B): F1000 company (5,500 employees)
2001 ($1.5 B): New CEO

4. 04
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Selling in Start up Companies is VERY, VERY HARD
No brand
Incomplete product
Lack of marketing materials
Incomplete competitive comparisons
Lack of reference accounts
No “easy revenue”
Lack of corporate credibility
And, lots of other barriers!
It is really tough to close deals
Two Stories
It is not a job for the infantry…
YOUR ARE NAVY SEALS

5. 05
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Use Your ASSETS
Hot company / hot technology / compelling price
performance
Sell what you have – set the customer
expectations so the company can successfully
implement
Build follow-on business and references
Don’t fall into the trap of selling futures – just postpones
closing
Build and nurture the channel – a FORCE
MULTIPLIER
(sales, support, service, brand, presence, etc.)
Use your internal resources
Executives / Engineering / Marketing

6. 06
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Product Lifecycle Transition – A Risky Time
Risks
Word leaks out
Customers wait for new product - Old product loses
traction
Inventory piles up
If new product is late it becomes a disaster!!!
Be Disciplined
It is tempting, but DON’T SELL FUTURES
Forecast Accurately
We all like to “game the system”
But the company needs to plan for success

7. 07
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Final Thoughts – Success in ANYTHING
Requires:
FOCUS
COMMITMENT
INTENISTY
ENDURANCE

8. 08
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
…Buy a dog
Final Thoughts – If you want a Friend…
ROXIE

9. 09
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Final Thoughts
Regret for the things we did can
be tempered by time;
Sidney J. Harris (1917–86)
it is regret for the things we did
not do that is inconsolable.

10. 010
NUTANIX INC. – CONFIDENTIAL AND PROPRIETARY
Nutanix Sales Meeting
August, 2012