Whiteboard Study Guide

1. Whiteboard Study Guide NetApp FlexPod Whiteboard Version 4.0 Generated by: WhiteboardSelling, LLC for NetApp Generated on January 23, 2012

2. NetApp FlexPod Whiteboard Introduction & Trends What is FlexPod? Flexibility Efficiency Reducing Risk Management Next Steps Page 2

3. NetApp FlexPod Whiteboard Introduction & Trends Step Script Sales Script Let's talk about what FlexPod is, and the key values it delivers to our customers.  FlexPod (DRAW OUT WORD ON BOARD)  First,  let's talk about the needs that the FlexPod solution addresses. Industry trends show that customers are moving from silo'd components to a more converged infrastructure in a virtualized environment with rapid movement to the Cloud. One of the key business drivers for this shift is the need to be more agile, and respond faster to a changing business landscape, new market opportunities, and competitive threats. Another driver - that is also pushing IT towards converged infrastructure - is the need to reduce operational skills, processes, and costs.  Less infrastructure and complexity can enable this.  This is driving customers toward rapid movement to the cloud  where they can create an elastic, automated, and non-stop infrastructure to deliver software-as-a- service (SaaS), quickly deploy virtual desktop infrastructure (VDI), and other cloud-based applications. Customers want to implement these new approaches in a pace that is right for them... ...While also conforming to existing IT processes, such as ITIL. 1 2 3 4 5 6 7 Page 3

4. NetApp FlexPod Whiteboard What is FlexPod? Step Script Sales Script So what exactly Is FlexPod?  FlexPod is a single unified, scalable, and prevalidated architecture that is deployed by customers who want to accelerate their path to the Cloud.  FlexPod can accommodate a variety of mixed workloads, and can be used as a platform for both virtualized and non-virtualized environments. Regardless of where customers are on in their  journey toward the cloud, FlexPod can be used as a base platform, and it can scale for future growth.   HYPERVISOR LAYER - First, lets discuss virtualization (of servers). This is a well-established concept and the leader is by-far VMware. Most companies have some VMware implemented, so the question is, how can this be further leveraged? Cisco delivers the Compute and Network pool components of FlexPod. COMPUTE POOL - You will need to run virtual machines on physical machines, and Cisco offers a revolutionary solution for server blades that is not only integrated with these other layers, but provides unmatched efficiency and datacenter footprint savings. NETWORK POOL - Cisco also virtualizes fabric and can extend the network across multiple data centers. Cisco is the leader in Ethernet networking and is leading the convergence of front and backup end networks. STORAGE POOL - Finally, NetApp is able to virtualize storage to abstract disks, volumes, systems (including non- NetApp storage) into a large pool of storage resources.  This represents the leading "Unified Storage" solution on the market.  NetApp storage has built-in efficiencies such as dedupe, thin provisioning,  Collaborative Support Model between Cisco, NetApp,and VMware. to quickly identify and resolve complex problems. As one of the unique processes between the three vendors, Cisco, NetApp and VMware have created a  Unified Support lab with co-located experts who have the ability to mix and match available product components to reproduce complex customer environments and expedite issues. Here's how this is different: This model differs from HP, which has expensive, complex and inefficient storage with no dedupe or No-RAID - DP low utilization capabiltiies compared to NetApp's FAS storage with built-in efficiencies such as dedupe, thin provisioning, SNAPshot, cloning and more.  HP's Blade System is rendered obsolete compared to Cisco's UCS blade servers with stateless policy compute capabilities for automated configuring. NetApp and Cisco offer best-of-breed storage efficiency and blade management under ne architecture. Unlike HP that certifies only support to a strict firmware, drive and BIOS levels, we have  flexible support that not restricted to a specific configuration.  We also have a unified support lab where co-located experts. 1 2 3 4 5 Page 4

5. NetApp FlexPod Whiteboard Flexibility Step Script Sales Script As I mentioned earlier, I would like to discuss the value of FlexPod within the context of three key areas: Flexibility... Efficiency... ...and, Reduced Risk. Let's start with how FlexPod delivers Flexibility. FlexPod is a flexible platform designed to fit many environments and handle mixed workloads.  It can be easily tuned and optimized to meet specific requirements.  It is a great starting point for organizations looking to mature towards converged infrastructure.  Remember we talked earlier about a "step-wise" evolution or process based on where each organization progresses on their pathway to the cloud?  FlexPod also features prescriptive sizing and implementation guides that make it simple to rapidly implement VDI, Dev/Test, and Backup & Disaster Recovery.  You can scale up within each component of the architecture to meet your precise needs as your business grows and evolves. Unlike competing solutions, FlexPod easily adapts to these different workloads and scenarios through pre-defined tuning and optimization guidelines that take the guesswork out of deployments.   If you require multiple FlexPod deployments , you can scale out to leverage a repeatable, consistent process. You will know how much floor space, power, and resources are needed for their deployment.  FlexPod makes scaling out a very simple and straightforward process. Unlike Vblock that does not have a seamless upgrade path between Vblock configurations and lacks scalability within any individual block.  Huge design over-scale to meet generic workloads. Here's a real world example.  MDI builds centralized health data warehouses for clients wanting to measure cost, quality and other performance standards associated with medical health plan management. MDI leveraged a FlexPod to scale their infrastructure up and out in all dimensions across all servers, storage and connectivity to meet unpredictable and constantly changing requirements. They were able to bring on new clients within days vs. months, and they achieved greater flexibility and growth with less overall hardware and no added complexity. 1 2 3 4 5 6 Page 5

6. NetApp FlexPod Whiteboard Efficiency Step Script Sales Script  Ensuring efficiency across the people, processes and technology in the data center is a key concern for our customers. FlexPod helps increase data center efficiencies, with lower TCO from fewer operational processes, reduced energy consumption, and better utilization of resources. [TRADITIONAL] Deployment times are a huge issue in traditional data centers. The time from a service request to an actual deployment of new technology requires multiple steps that can take many weeks or months. [WITH FLEXPOD] By deploying a FlexPod, and leveraging the accompanying sizing/deployment guides, many of these phases and operational processes are simplified or removed altogether. (PROVISIONING WITH FLEXPOD) This leads to rapid provisioning of resources with about a 50% cut in deployment time. Unified Compute, networking and storage components all come with built-in efficiencies. When buying a FlexPod, our customers enjoy maximum efficiency from each layer of the stack.  As a result,  the Cisco unified fabric that combines with backend and frontend networking across the data center reduces cabling costs by about 50-60%: NetApp's multiprotocol unified storage architecture reduces the amount of storage needed by 50%; Cisco's high memory density reduces the amount of memory required by ~40-50%: and a smaller footprint needed. These features work together to significantly lower your costs. Arizona Department of Ecomonics Security (ADES) is the largest govenment agency in Arizona, serving children, people with disabilities, job seekers and low-income families.  FlexPod implementation helped them to enhance services and implement DR while shrinking IT infrastructure. As a result, ADES is able to built web severs in 5 minutes vs. 3 months, reduce rack space by 93%, use 50% less storage, enable automated DR, and instantly expand and contract resources. 1 2 3 4 Page 6

7. NetApp FlexPod Whiteboard Reducing Risk Step Script Sales Script Finally, let's talk about how FlexPod helps our customers dramatically reduce risk associated with IT operations. Deployment of new technology can be a risky venture . What if the new technology does not fit into your existing environment?  As you progress on your  journey to the cloud, you will want to reduce risks associated with deployment and downtime. First, FlexPod is "pre-validated". What does that mean? Cisco and NetApp technical teams pre-validated the FlexPod design based on a set of best practices and documented them in a step-by-step guide called the Cisco Validated Design. The guide is based on over 12,000 hours of lab testing.  As a result,  our customers and partners reduce risk and the time spent on "engineering", and receives predetermined SLAs with predictable scalability and performance. [FIRST DRAW LAYERS, THEN DRAW VERTICAL LINES] In addition to risks associated with deployment, customers are concerned about hosting multiple workloads on their platform.  The FlexPod was designed not only to run concurrent workloads, but also with secure multi-tenancy features to securely partition applications in business units through separate tenants for virtualized environments and secure separation for non-virtualized environments.  [OPTIONAL] FlexPod technologies include disaster recovery and business continuity features. The FlexPod platform helps our  customers reduce risk around planned and unplanned downtime through maintenance.  Customers can achieve zero to minimal downtime because service profiles allow you to move virtual server / storage profiles across physical blades and storage without disruption to your business. Radiant Communications is Canada's largest broadband service provider. Radiant implemented a FlexPod with secure multi-tenancy features to help deliver secure end-to-end Cloud-computing services for their hosted email, disaster recovery and virtual servers.  The solution gave Radiant the high level of security that they needed for their services, and enabled provisioning of cloud based services within 24 hours or less. 1 2 3 Page 7

8. NetApp FlexPod Whiteboard Management Step Script Sales Script FlexPod is uniquely managed across various components.  As workloads move across an increasingly virtualized cloud environment, it is important to create a flexible, efficient, easy to adapt environment mapped to the customer's specific needs. [DRAW BRACKET] Centralized and open management system in two aspects: One is with infrastructure management tools - OnCommand and UCS Manager  that automate, set policy, manage, and drive configurations across your entire stack. Each of the infrastructure management tools contains open APIs, which provides you with the CHOICE of using any orchestration management tool from vendors such as CA, BMC, Cloudpia, and more.  If you wish to leverage your existing management tools, then FlexPod APIs can integrate into with those  tools. And  at some point in the near future, you'll probably want to update your tools.  In that case, your integration process for the new management tools will be less complex.  The FlexPod platform differs from competitors like HP who insist that you  use incompatible, inefficient HP management software.  With FlexPod, you select the right software for your environment. the FlexPod platform provides open API's that give you the choice of third party orchestration vendors that you want to use.  Also, the FlexPod components integrate together and can be centrally managed from a single console. 1 2 3 Page 8

9. NetApp FlexPod Whiteboard Next Steps Step Script Sales Script Our customers choose FlexPod because: 1. Flexibility: -FlexPod  is future-proofed which means you can meet today's needs, but scale for future growth all in the same platform. -Investment protection - you can leverage existing technology with no rip and replacement 2. Efficiency - FlexPod cuts your deployment time by 50% - Unified architecture where all components are integrated and virtualized across the layers, buit-in efficienices - dedupe, thin provisioning, stateless policy computing, network fabric - Centralized management from a single console; and open APIs - 50% storage requirements, 60% less memory costs, one third fewer cables to manage 3. Reduced risk - Architecture has been prevalidated with over 12,000 hours of lab testing and documented in CVD.  Reduces the "engineering" process that you must go through. - Secure Multi-tenancy capabilities to securely isolate and partition shared resources across multiple tenants  Next steps could be * Discussion with technical team (x-Cisco & NetApp) * Partner discussion * EBC visit * Storage Efficiency Whiteboard 1 Page 9