Midsize Enterprise Solutions Selling Guide. Sell NetApp s midsize enterprise solutions and take your business and your customers further, faster

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1 Midsize Enterprise Solutions Selling Guide Sell NetApp s midsize enterprise solutions and take your business and your customers further, faster

2 Many of your midsize customers might have tried to reduce hardware costs by scaling out their data centers with small, low-cost servers. Unfortunately this approach to reducing infrastructure costs has typically led to islands of direct-attached storage (DAS), which are both difficult and expensive to manage. IT managers are now overwhelmed by the volume of data generated by their company s growing business and the number of storage devices they have to manage. Complexity and inefficiency have made it nearly impossible for them to manage their storage and data within midsize IT budgets. NetApp innovative storage and data management solutions effectively address these issues and many more. This guide was designed to help you sell NetApp s Midsize Enterprise solutions, which deliver outstanding cost efficiency and business breakthroughs. Solve your customers biggest challenges and unlock your profit potential! Target Midsize Enterprise Customer Profile All vertical industries Company size: Midsize (100 1,000 employees) with annual revenue of $50 million to $500 million Buyer: IT manager or executive Titles: IT operations manager, supervisor, and director Functions: operations, server management, and storage management Environments typically include one or more of the following: -- Microsoft Exchange -- Databases: Microsoft SQL Server or Oracle -- Virtualization Solutions: VMware, XenSource, Virtual Iron, Microsoft Virtual Server, Parallels Virtuozzo Environment includes primary IT site and maybe a remote office or branch office (ROBO) Common Customer Challenges Storage hardware and management costs are no longer sustainable Storage environment has become too complex User demands cannot be met within IT budget IT staff is stretched to capacity Storage cannot be grown without application disruption Data cannot be backed up and restored within shrinking backup windows Disaster recovery is too complicated and expensive for existing skills and budget NetApp helps your customers reduce storage hardware expenses and eliminate time-consuming data management tasks so IT managers can focus their efforts on strategic activities.

3 Key Selling Points for NetApp s Midsize Enterprise Solutions NetApp Midsize Enterprise solutions help simplify data management, increase storage utilization, and can improve cost efficiency. Our solutions address all Midsize Enterprise storage challenges and provide one of the industry s leading total cost of ownership. We help your customers reduce storage hardware expenses and eliminate time-consuming data management tasks so IT managers can focus their efforts on strategic activities. Maximize storage utilization: NetApp solutions offer instant storage provisioning, resizing, and support for all storage protocols and data types. Our all-in-one storage consolidation approach, combined with data deduplication across primary, backup, and archival storage, can help reduce hardware and operating expenses by approximately more than 50%. Simplify storage management: We reduce storage management complexity and costs by providing a single unified architecture, a common operating system, and consistent toolsets across all of our systems. Our automated backup, recovery, and provisioning processes can reduce administrative overhead by approximately 50%. Increase data availability: Our Snapshot technology is one of the fastest and one of the most disk-efficient in the industry. Instant backups, restores, and failovers protect critical application data without impacting performance and virtually eliminate downtime. Data deduplication: NetApp deduplication can be used broadly across many applications, including primary data, backup data, and archival data. NetApp deduplication combines the benefits of granularity, performance, and resiliency to provide storage administrators with a significant advantage in their race to provide for everincreasing storage capacity demands. Ensure business continuity: NetApp s cost-effective disk-based data replication technologies enable disaster recovery at remote sites in minutes over IP, LAN, or WAN. Enhance virtualized infrastructures: Our advanced storage virtualization capabilities can reduce virtual machine storage requirements by approximately 50% to 90%. We support and optimize VMware and all other major server virtualization solutions. Protect critical application data: NetApp s close partnerships with software industry leaders such as Oracle, Microsoft, IBM, SAP, and Symantec enable integrated data protection solutions that customers can manage via familiar application interfaces. Protect investments: NetApp s Midsize Enterprise solutions support fast growing storage environments and help protect your customer s investment with single-system scalability up to 104TB and nondisruptive upgrades across our entire product line to capacities beyond 500TB. FAS2000 systems allow Midsize Enterprise customers to save approximately 50% on hardware and operating expenses.

4 FAS2000 Series Storage Systems Because the separation of hardware from software creates storage problems, including poor utilization and complicated backup and recovery processes, a complete virtualization or consolidation strategy must provide consideration for storage as well as servers. NetApp s powerful storage virtualization and advanced data protection technologies can address all of your customers experience when attempting to include storage in their consolidated virtual infrastructures. Designed to address the specific needs of Midsize Enterprises, NetApp FAS2000 systems build upon all of the advanced technologies found in larger NetApp storage systems to provide your customers with better business value and a more robust virtual storage infrastructure than those offered by competitive systems. Our FAS2000 solutions enhance the manageability, utilization, and cost-saving benefits of server virtualization to deliver a complete solution. In addition, our unique thin provisioning capability is more effective than any other storage virtualization technology and can improve your customers storage utilization by more than 50%. When it comes to scalability and investment protection, FAS2000 systems are in a class by themselves, providing more I/O ports, greater I/O bandwidth, and higher disk capacity than any other comparable storage solution. FAS2000 systems share the same system architecture, operating system, and toolsets as the rest of the NetApp FAS storage family, so customers can plan for growth and scale to more than 500TB with minimal application disruption and retraining. In addition FAS2000 systems provide your customers with added versatility through: Integrated block- and file-level data access Intelligent management software Data-protection capabilities comparable to those offered on high-end systems Internal SAS (serial-attached SCSI) or SATA drives Built-in remote management What s more, FAS2000 systems can serve as customers primary and secondary storage for both block and file storage over Fibre Channel and Ethernet networks or in remote-to-core environments. Controller/Form Factor Max. Internal Storage/ External Scalability Internal Storage Architecture Protocol Support Manageability Software Remote Management Integrated I/O Ports Shelf Support Software Service FAS2020 Single or dual controller (HA); 2U, 12 drive 12TB Internal, 68TB max via DS14 expansion 7,200RPM SATA: 250GB, 500GB, 750GB, 1TB 15,000RPM SAS: 144GB, 300GB NAS: CIFS, NFS SAN: iscsi, FCP Easy start for iscsi, DFM, FilerView, ApplianceWatch Integrated Remote Management via BMC (RLM Functionality) (2) GbE, (2) 4Gb FC (SAN or disk configurable), (1) 10/100 Mgmt port per controller, up to (4) DS-14 Shelves Complete NetApp FAS Software Suite NetApp Global Services (NGS) Std: 3 yrs. NBD Parts Delivery; 24x7 On-line support and AutoSupport monitoring Full NGS support offerings FAS2050 Single or dual controller (HA); 4U, 20 drive 20TB Internal, 104TB max via DS14 expansion (2) GbE, (2) 4Gb FC (SAN or disk configurable), (1) 10/100 Mgmt port, (1) open PCIe slot per controller, up to (6) DS-14 Shelves

5 Key Components of NetApp FAS2000 Storage Systems Our highly optimized Data ONTAP 7G operating system delivers scalable performance and a flexible storage environment that helps customers bolster capacity utilization, thin provisioning, and high availability and business continuity capabilities. And with our FlexVol technology, your customers need only a single command to dynamically expand or contract logical unit numbers (LUNs) and volumes, increasing their storage utilization and efficiency. In addition, FlexVol can be used for thin provisioning, which helps mitigate the costly over-provisioning and time-consuming reconfiguration that are commonplace in other storage solutions. In addition, FlexClone technology allows customers to instantaneously create cloned LUNs or volumes without any additional storage and dramatically improve the effectiveness and productivity of application and database development and pre-deployment testing. Our Snapshot recovery technology provides up to 255 point-in-time images per LUN or file system, enabling your customers to perform near-instantaneous file-level or full data set recovery. And its minimal performance overhead makes it uniquely suited for protecting your production data. Scalability and Flexibility We believe that a data storage infrastructure should be able to grow in concert with business needs. To us, scalability means more than adding more drives to an existing enclosure, or adding capabilities through a string of point solutions. Rather, scalability means enabling your customers to quickly expand their data management resources. That s why we designed an architecture flexible enough to span the full breadth of an enterprise environment from entry level to high end. And to help your customers keep their costs and operations aligned with your existing structure, we designed our FAS2000 systems to function using a single operating system and a common set of intelligent management tools, backup and restore capabilities, and disaster recovery solutions. Moreover, NetApp FAS2000 systems offer a seamless, flexible upgrade path that enables your customers to add capabilities and capacity as their needs dictate. Lower Total Cost of Ownership We take pride in our ability to provide the best data management solutions at the right price. To this end, every aspect of our FAS2000 solutions is aimed at providing your customers with greater flexibility and value than they can find in comparable storage solutions. When they compare our FAS2000 systems to alternative enterprise storage systems, they will find that we deliver the lowest total cost of ownership (TCO) one that provides them with: Lower acquisition costs Lower management costs Lower system downtime costs Other storage companies, in contrast, have vast architectural differences between their midsize and high-end systems. Consequently their customers face the potential of having to replace their systems and retrain their staff when scaling or upgrading their environments. The flexible and cost-effective FAS2000 systems, allow Midsize Enterprise customers to save approximately 50% on hardware and operating expenses and experience one of the lowest TCOs in the industry. Products Max Capacity Max Memory RAID 6 (RAID-DP) Low-Overhead Snapshot Copies Max Snapshot Copies Thin Provisioning Supported Protocols FAS TB 2GB 127,000 FC, iscsi, NFS, CIFS EMC CX TB 2GB 300 FC, iscsi HP MSA1500cs 48TB 1GB 16 FC FAS TB 4GB 127,000 FC, iscsi, NFS, CIFS EMC CX TB 4GB 300 FC, iscsi HP EVA TB 2GB 16 FC

6 This guide has provided you with a wealth of information and validation to implement a successful practice selling NetApp solutions to the midsize enterprise. To help you leverage this information even further, we have included quick reference guides (QRGs) that outline sales practices for positioning NetApp technology in specific solution markets. Within each QRG, you ll find information and sales strategies specific to the midsize enterprise for each unique opportunity, including: Additional Sales Tools and Resources Join forces with NetApp and take your business further, faster. NetApp provides a wide range of sales, marketing, and technical resources to help valued partners like you create innovative solutions that delight your customers and maximize your profit potential. Please visit PartnerCenter to access the most up-to-date resources. Market analysis Common customer challenges Target customer profiles NetApp solution configurations Be sure to visit our Partner Portal for the most up-to-date versions of these documents. NetApp provides a wide range of sales, marketing, and technical resources to help valued partners like you create innovative solutions that delight your customers and maximize your profit potential.

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8 NetApp creates innovative storage and data management solutions that accelerate business breakthroughs and deliver outstanding cost efficiency. Our passion for simplicity, innovation, and customer success helps companies around the world go further, faster NetApp. All rights reserved. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, Data ONTAP, FlexClone, FlexVol, Lifetime Key Management, OpenKey, RAID-DP, SnapDrive, SnapLock, SnapManager, SnapMirror, SnapRestore, Snapshot, and SnapVault are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. Microsoft, Windows, and Exchange are registered trademarks and SQL Server is a trademark of Microsoft Corporation. Symantec is a registered trademark of Symantec Corporation or its affiliates in the U.S. and other countries. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such. DS