Intelisys Cloud Services University Selling to the C-Suite

1. Intelisys Cloud Services University Selling to the C-Suite Entire Document For Internal Use Only - Strictly Confidential

2. Keys to Qualifying IaaS Qualifying Circumstances for IaaS Need to scale business up and down – quickly – on-demand Capital constraints (SMBs, start-ups, new divisions, dev ops) Pressure to minimize CapEx Desired transition to OpEx Trial temporary infrastructure needs Entire Document For Internal Use Only - Strictly Confidential

3. Identifying Opportunities/Ideal Customers Cloud experience (Amazon, Rackspace, etc.) Exploring or defining a cloud strategy Looking at tech refresh Multi-location companies PaaS& SaaS providers Customers sold in conjunction with CDN Entire Document For Internal Use Only - Strictly Confidential

4. Key Cloud Metrics Average Private Enterprise Cloud is $10,000 Multi-Tenant Enterprise Cloud starts at $449 Average deal size between $1,000-$3,500 30 Day Free Test Conversion rate on Enterprise Cloud tests is >75% Entire Document For Internal Use Only - Strictly Confidential

5. Market Analysis • What CTOs/CIOs are Telling ServerCentral • Our customers are seeking an outsourced infrastructure solution that is: • Scalable • Elastic, instant scalability, integrate into existing infrastructure • Easy to consume • Multiple control planes, GUI, API • Easy to order, fast turn up • Provides high performance • Not oversubscribed • Economical (but not “cheap”) • A la carte options • Supported • Amazon solutions have limited-to-no support and no real enterprise-grade SLA Entire Document For Internal Use Only - Strictly Confidential

6. Positioning Cloud at CTO/CIO Level • Identifying Comfort Level with Cloud • What is your current Cloud strategy? • Proponent or champion of Cloud? • Identify past challenges with Cloud (if any) • Reliability, Security, Price • Ability to integrate into current environment • OpEx or CapEx model? • Consulting vs. Selling • Infrastructure assessment • White papers / briefings (CTO to CTO) • Reference architectures • Proof of concept • Presenting Correct Solution(s) • Colo, Dedicated/Managed, Private v. Public Cloud, Hybrid or “other” (VDI, etc) Entire Document For Internal Use Only - Strictly Confidential

7. Qualifying Questions to Sell IaaS • The most important question: “What is your cloud strategy?” • Other Questions • What is your biggest challenge for maintaining and managing hardware? • What are your biggest concerns with moving to the Cloud? • Are you actively looking at virtualization? • Have you had any issues with I/O performance? • Are you actively investigating cloud offerings from other providers? If yes, who? • What are your total resource needs? Compute, Storage, RAM, Network? Entire Document For Internal Use Only - Strictly Confidential

8. Overcoming Objections to Selling IaaS • Build vs. Buy • This is the #1 objection most IT Managers will present (key is to identify if CTO/CIO has this concern as well) • Shared resources allow for a greater ROI • OpExvs. CapEx • Latest hardware, constant technology refresh • Still a fairly big objection in very large Enterprise space, much less so in SMB, medium Enterprise, start ups & hosting companies Entire Document For Internal Use Only - Strictly Confidential

9. Overcoming Objections to Selling IaaS • Price • Outside of very small SMB & very large Enterprise scenarios, most companies will see ROI on moving to a Cloud based model vs. purchasing hardware • Human capital management & system administration is severely under-budgeted • Three flavors of Cloud to meet almost any requirement; Public, Private, Hybrid • Business requirements easily identify the best solution Entire Document For Internal Use Only - Strictly Confidential

10. Overcoming Objections to Selling IaaS • Security • Three secure Cloud options • Private- Most secure, dedicated, HIPAA, PCI compliant • Public - Very secure thru VLANs, firewalls and load balancers • Hybrid - Combination of existing infrastructure and either Private or Public Cloud thru network connections, VLANs, firewalls, load balancers Entire Document For Internal Use Only - Strictly Confidential

11. Overcoming Objections to Selling IaaS • Scalability • Public - Instantly scalable • Private – Quickly scalable • Hybrid - Quickly scale by replacing in-house infrastructure with virtualized infrastructure Entire Document For Internal Use Only - Strictly Confidential

12. Who We Are • Privately held company, • Headquartered in Chicago since 2000 • In our 14th year of operations • Strong financials • Operations focused vs. capital intensive business model (expansion based on organic and self funded means) • Focus on high availability infrastructure solutions • Swift and flexible from contract to services turn up • Significant IP network skills • Our data centers reside on a global IP backbone extending to over 40 POP’s and 24 markets worldwide • Numerous other carriers and metro options available • Strategically located data center facilities • 6 facilities (12 data centers) in 5 major metro areas, on 3 continents Entire Document For Internal Use Only - Strictly Confidential

13. What We Do Infrastructure Colocation Partial and full cabinets, custom cages, high density deployments Cloud Services Dedicated private cloud, high performance cloud, hybrid cloud, portal Managed Services Firewalls, dedicated servers, load balancers, data center migration, monitoring and reporting, virtualization management, network management, managed storage, backup and restore Network Connectivity Dedicated data transport, low-latency IP transit, native dual-stack IPv6 ServerCentral Global IP Network Remote Hands Customized technical assistance on demand, 24/7 Entire Document For Internal Use Only - Strictly Confidential

14. ServerCentral Clouds • Enterprise Cloud • Multi-tenant infrastructure • Custom Private Cloud • Customized, single-tenant infrastructure • Hybrid Cloud • Leverages both multi-tenant and single-tenant infrastructure for a best-fit solution Entire Document For Internal Use Only - Strictly Confidential

15. ServerCentral Contacts Scott Lee – Director of Global Channels – Main PoC for Opportunities 312-268-9264-O 913-636-1442-C slee@servercentral.com Eric Dominguez – Director of Sales Engineering eric@servercentral.com Josh McCarty – Senior Sales Engineer jmccarty@servercentral.com