Cisco Quick Hit Briefing

Cisco Quick Hit Briefing
This session was recorded via Cisco WebEx! You can watch the live session recording via the following URL: webex/lsr.php?RCID=f45df988b16b470bb75c31058de7a1dd Thanks for your interest and participation! Cisco Quick Hit Briefing Cisco and NetApp Unified Computing Flexpod Update Brian J. Avery, Territory Business Manager - Cisco Systems

Cisco Quick Hit Briefing
Welcome! Connect using the audio conference box or by calling into the meeting: Toll-Free: (866) Enter Meeting ID: Press “1” to join the conference. Cisco Quick Hit Briefing Cisco and NetApp Unified Computing Flexpod Update Brian J. Avery, Territory Business Manager - Cisco Systems

Welcome and Agenda Introduction What is a Quick Hit Briefing?
Cisco UCS At Five Five Years of Data Center Innovation Cisco and NetApp Flexpod Update Resources, Conclusion Brian J Avery Territory Business Manager Florida Territory Commercial Priors: Cisco Sales and Channels (9.5 yrs) President and CEO (6 yrs) Cisco Premier Partner Director of Sales (2 yrs) Cisco Silver Partner Financial Analyst (7 yrs) Sprint Corporation

What Is a Quick Hit Briefing?
A weekly partner briefing series designed for Cisco Commercial Territory partners Concise, relevant updates on: Cisco products and solutions Partner programs and promotions Partner Enablement – Demand Generation, Selling Skills, Closing Tools, etc. Next Quick Hit Briefing Get Your Head in the Cloud: Cloud Reseller Opportunity with Windstream Thursday Feb 26th, 2015 at 9:30 ET Check for registration links and replays

Cisco Unified Computing System
Powering Applications at Every Scale

Cisco UCS: The Right Solution at the Right Time
Application Centricity Operational Simplicity Platform for IT Innovation Customer Asks in 2009 Help me: CISCO UCS Virtualization Network & Storage Access Compute Reduce the Complexity that Drives OPEX Get the Most Out of Virtualization Automate and Move Faster Get ready for cloud

Cisco Unified Computing System Fastest Growing Product in the Market
#1 38,800+ 34% Americas revenue market share in x86 blades1 Unique UCS Customers2 YoY Growth2 100 Industry +85% $3B+ of all Fortune 500 customers have invested in UCS Annualized Revenue Run Rate2 Performance World Records Achieved Source: 1 IDC Worldwide Quarterly Server Tracker, 2014Q1, May 2014, Vendor Revenue Share Source: 2 As of Cisco Q3FY14 earnings results Data Center Revenue is defined as Cisco UCS and Nexus 1000V

UCS Market Share Growth X86 Server Blade Market Share Q3CY14
USA UCS # 1 in Only Five Years # 1 in USA (40.5%) 1 # 2 Worldwide and growing 27% YoY1 Worldwide UCS momentum 38,800+ Unique Customers 18,000+ Repeat Customers 1 Source: IDC Worldwide Quarterly Server Tracker, 2014Q3, December 2014, Vendor Revenue Share

What Makes Cisco’s Unified Computing System Unique?

Unique Design of Cisco UCS Automates and Reduces Complexity
Application Centric UCS Manager Service Profiles define server identity for rapid deployment. Treat hardware like software. Cisco Singleconnect Technology One connection for LAN, SAN, and management. Physical and Virtual Rack and Blade. Single Unified System Designed from the ground up to integrate computing, networking, storage access and virtualization for greater operational simplicity and seamless infrastructure management.

Seamless Infrastructure Management
Automation Powered by UCS Director Simplicity Ready for Use in Hours Velocity Rapidly Deploy Applications Quality Enforce IT Best Practices New! Integrated application containers for secure workload provisioning UCS Director Update! UCS Central integration to easily manage all UCS and UCS Mini domains together Unified Computing System Nexus Product Family New! Application Centric Infrastructure configuration L4-7 Services Storage Virtualization New! Open developer kit for ecosystem acceleration Key Elements: · Containers: deploy multiple applications in a common resource pool · 30% of Hadoop problems are configuration related: automate! · Configure ACI network and services along with compute and storage Our strategy for infrastructure management addresses the reality that IT professionals must operate the entire infrastructure – bare metal and virtual – to offer their services reliably and at scale. Solutions that address only virtualization place the onus on IT to figure out the rest on their own – often manually. Our approach delivers greater business agility, enabling IT to deploy applications faster, while reducing opex by making administrators more efficient, and operations more reliable. UCS Director already manages compute, network, storage, and virtualization and supports both Cisco and third-party infrastructure products. Today, we are announcing several key advancements: Application containers provide IT with the confidence and security to run multiple workloads on the same resource pool in an enterprise environment. Resource pooling is fundamental to cloud operating models and flexible resource allocation to increase data center utilization. It is about delivering the right resources, on-demand, via a programmable API, as required by the application. However, customers need a reliable method of ensuring that applications running within the resource pool do not conflict with each other. Our new containers capability provides both virtual and bare metal isolation of workloads, automated with UCS Director. Users simply request a container for a particular set of application components and UCS Director deploys the necessary infrastructure configuration required. Data analytics and Hadoop in particular are huge interest areas for our customers. Cisco UCS has seen strong demand with Hadoop clusters in the 100’s of nodes. The challenge on infrastructure is how to get these large clusters to scale, be easily managed and at reasonable cost. Our enterprise customers care about simplicity of deployment and scale. UCS Director works directly with major Hadoop distributions and the integrated infrastructure to ensure consistent cluster configuration, relieving customers from manual operations. UCS Director now supports Cisco’s new Application centric infrastructure and Nexus 9000 product family to seamlessly deploy and configure broader network and services along with compute and storage. UCS Director integrates the software programmable ACI fabric including L4-L7 services along with UCS, storage and virtualization. Users can deploy applications and ensure the ACI fabric adapts to meet the connectivity requirements including quality of service, bandwidth and failover. With its focus on infrastructure automation and management, UCS Director is delivering a software development kit and open API to accelerate third party integration with Cisco’s technology partners. UCS has successfully followed an open API strategy, resulting in broad ecosystem integratoin and adoption. Public announcements of broader third-party device support leveraging UCS Director’s new API will occur later this year.

The case for converged infrastructure
Do It Yourself “50% of compute, storage, and network resources and workloads will run on integrated systems by end of 2015.” IDC Converged and Integrated Systems End-User Survey Converged System Drivers Faster time to solution Reduced total cost Simplified IT Reduced risk vs. Ready Made Starbucks’ “Frappuccino” was debuted by Starbucks in It now has 64% of the almost US$1 billion ready-to-drink (RTD) coffee market. In its coffee report, Mintel attributes RTD coffee’s performance, which is projected to continue to grow, to the demand for sweet drinks among young adults and the introduction of coffee-and-energy-drink combinations that also appeal to younger consumers. This group does not spend much time brewing coffee. CI Drivers Accelerate Business Reduce time to revenue Accelerate IT deployment Save time Lower Costs Improve app density Improve data density Reduce power and cooling Cut lifecycle maintenance Simplify IT Consolidate apps/data Simplify maintenance Reduce Risk Improve uptime and business continuity Improve backup/DR Improve security Improve regulatory compliance © 2015 Cisco and NetApp. All rights reserved.

FlexPod Overview and Business Value Update
February, 2015 Doug Smith, FlexPod BDM NetApp

FlexPod Datacenter Platform
MS SQL Server MS SharePoint VMware View MS Exchange Complete data center infrastructure Cisco UCS® Stateless Compute Service Profiles Cisco Nexus® NetApp® FAS Shared multi-tenant architecture Flexible, modular design Open: validated with major workloads, virtualization, and cloud management technologies Performance-balanced components

FlexPod Momentum Leading the Integrated Infrastructure field
5000+ Customers 81% YoY Revenue Growth $2B+ Annual Run Rate 90 Validated Architectures #1 Integrated Infrastructure That’s why FlexPod is the leading converged infrastructure #1 by units shipped 6 quarters in a row Over 160 PB shipped in CYQ2 Almost ¾ a PB shipped total Source: IDC © 2014 Cisco and NetApp. All rights reserved.

FlexPod Atop the Pack again in 2014
FlexPod is #1 in capacity shipped for both Integrated Infrastructure and the overall market FlexPod is the lowest cost per TB for both Integrated Infrastructure and the overall market Worldwide Integrated Infrastructure, per IDC Key TakeAways for CY Q reflects a highly dynamic and competitive market: -Integrated Infrastructure represented $1.34 Billion (56.3% of the market) and grew 59.3% YoY -Platforms represented $1.05 Billion (43.7% of the market) and grew 11.1% YoY -FlexPod is #1 in capacity for both Integrated Infrastructure and the overall market -FlexPod is the lowest cost per TB for both Integrated Infrastructure and the overall market -FlexPod is #3 in storage component revenue for the overall market -VCE has the highest ASP for both Integrated Infrastructure and the overall market -Oracle is #1 in both platforms and the overall market (revenue share) -HP grew the fastest in revenue, capacity and units (YoY) Vendor 2Q14 Rev 2Q14 Mkt Share 2Q13 Rev 2Q13 Mkt Sh 2Q14/2Q13 Growth 1. VCE $328.6 24.3% $211.1 24.9% 55.7% 2. Cis/Net $303.4 22.5% $219.5 25.9% 38.3% 3. EMC $239.1 17.7% $174.2 20.5% 37.3% All Others $478.8 35.5% $243.5 28.7% 96.7% Total Value $1,350.0 100% $848.2 100% 59.2%

What are we really offering?
Technology? Performance? Innovation? Well, yes, but… It’s Really About Business Value! Rapid Application Deployment Building out Private Cloud to automate & accelerate basic tasks, increase agility With capability to connect to Public Cloud… Business Agility with Reduced Risk Watch for these themes… Doug’s Script: We’ll start today by talking a little about today’s business challenges – specifically, I’m talking about increasing profits, reducing risk, and doing more with less – which, from a high-level perspective, are really no different than business challenges of yesteryear. But now IT is being asked to drive solutions to those business challenges, and so the datacenter has been evolving. We’ll introduce FlexPod for Vmware, and talk about why it is the ideal platform at each stage of this datacenter evolution. We’ll touch on some differentiators – those things that make FlexPod unique in the stack-solution space. And finally, we’ll touch on the Cooperative Support Model put in place to support FlexPod in the field.

Technologies Change, But Customers’ Imperatives Do Not
4/22/2017 Technologies Change, But Customers’ Imperatives Do Not Speed of Business Improve Economics Reduce Risk Technology delivers higher performance and better economics Validation, Cooperative Support, and Partners reduce the risk So as we think about the technology and the value our customers need from us… Number one is speed. You know, a kind of CEO’s perspective. I get asked that a lot in front of CIOs. What’s a CEO’s perspective of IT? My summary is just about every major initiative, and every major transformation, since we are so dependent upon our systems, IT is the gating item to implementation. It means that if IT was faster, it could create a competitive edge to the firm. And it’s desire for speed is really hot. How do we basically enable speed in our business? The next one is economics. I believe that economics trumps technology, and storage is no different. So here’s a CEO’s perspective on storage—obviously one in the storage business—is that we don’t sit around and say storage continues to grow. I have to spend all my money storing stuff, so therefore, I’m not going to spend money on R&D and I’m not going to spend money on marketing, I’m not going to spend money on sales. I’ve got to assure you that that conversation doesn’t happen. The conversation that happens is I’m going to spend money on R&D, I’m going to spend money on sales, I’m going to spend money on marketing. And there’s the IT budget; it’s a shame that the data continues to grow, solvent, that’s when you get paid for. That’s how the conversation goes. So that forces trade-offs, it forces you to rethink. But even in good times, economics matter. Maybe the pace is slower, so therefore, driving the economics of these systems has to be another key component of our value proposition, at all times. ‘Cause ultimately, that’s what’s going to drive in the technology direction. And then there’s scale. You know, scale simply meant globalization not that long ago. Scale is much bigger than that. Scale is exactly that. We’re seeing stuff that we never saw before. You know, five years ago, it was a big deal to talk about a 10 petabyte customer. And I don’t know how many we have. Now we have over 100. In fact, we had one client last year that bought 160 petabytes of storage. Like they put 30 petabytes of storage online in 30 days, in support of an initiative. It wasn’t that long ago, certainly in my lifetime when 160 petabytes was the entire industry, and now it’s just one year’s storage of one customer. So there are things that matter. These aren’t the only things but these are the difference makers. A lot of other things, reliability, and those types of things have become table stakes, and they’re not differentiators anymore. If you can move the needle on these fronts, then you can change customer direction, and you can change even (phonetic) what’s customer choice. NetApp, Inc. All rights reserved. NetApp Proprietary

How is this more than just a stack of hardware?
Joint engineering, investment and testing First CVD: Over 12,000 FTE hours! Reference architectures, deployment and scaling guides for common workloads and problem sets VDI, Database, VM farms Exchange, SharePoint, SAP Enables design/service level consistency and standardization Mitigates risk of multi-vendor solutions Reduces risks from technical uncertainty, range of workloads, operational complexity Doug’s point: Magic of FlexPod is in CVD!

The Basic Concept Traditional piece-part Integrated, Validated Design
20

Consistent from Small to Large
All NetApp® FAS controllers run Data ONTAP® All Cisco Nexus® switches run NX-OS All Cisco UCS® systems are managed by UCS-M All components can be managed by UCS-D Allows the architecture to be scaled without changing deployment steps, management interface, defined processes, and so on.

IDC Says… “…by 2017, the integrated systems market will grow to $14.3 billion, up from a value of $5.4 billion in 2013.” (2.65X) “…While the general-purpose IT market (non-integrated servers, networking, storage) will decline at a 0.5% CAGR.” - IDC, “Worldwide Integrated Systems Forecast,” 2014 NetApp is betting that this is true… Doug’s point: Converged infrastructure market is growing fast; General purpose IT h/w market is flat or declining; Excellent reason for VAR reps to sell converged infrastructure solutions!

NetApp Confidential - Internal Use Only
Primary FlexPod Benefits! From IDC Directions, March 2013, San Jose NetApp Confidential - Internal Use Only

OK, So FlexPod is Converged Infrastructure…
Now let’s drill down on two particularly compelling value propositions: 1. Accelerating Application Deployment 2. FlexPod as Infrastructure Building Block for Internal/Hybrid Cloud Deployments Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Each customer at different stage
Journey to the Cloud Application- Based Silos Storage Servers Apps Network Traditional Custom Solution Zones of Virtualization Shared infrastructure, Rapidly Provisioned Capabilities Private Cloud Public Cloud Hybrid Each customer at different stage Cloud strategy Enables lower cost/risk and higher business agility

IT Accelerating the Business – True Bottom-Line Impact!
Service Request Service Available Many Weeks or Months Traditional Project Timeline Design and Size DC Planning Procure Detailed Design Deploy Test X With FlexPod Reference BoM Pre-validated design Precise deployment Standard test plan Service Available > 50% Faster – Days or Weeks DC Planning Procure Deploy Test Standardized FlexPod Config + Capacity Plan Minutes Deployment Acceleration while Reducing Risk via CVD Service Available DC Planning Procure Deploy Test Doug’s Script: (Build Slide – starts with only “Traditional Project Timeline” portion) This should look familiar. This is a traditional project timeline for a typical new IT initiative. *From conception, thru Design/Sizing, Datacenter Planning, Procurement, and all the way thru Deployment and Testing, it can take many months, or even years, to Service Availability. *Leveraging the Pre-Validated Design of FlexPod, we can shorten or eliminate many of the steps required, because the CVD has done a lot of this design work in advance. That can reduce the time to Service Availability by 50% or more. -That’s pretty good, but what’s really cool is this… *With some Capacity Planning, and settling on a Standardized Config, FlexPod can be confidently pre-deployed as an infrastructure building block, for nearly instant Service Availability for any new initiative or application! (END DOUG’S SCRIPT) Many organizations perform the following steps when servicing a new applications or requirement. Collect detailed requirements. Architect & Size: Work with the vendors to architect and size the system. Depending on the number of applications and the number of vendors involved, the sizing and architecting phase can take many weeks and often months. DC Planning: Work with the Data Center team and negotiate power, floorspace, and cooling requirements for the new system. Procure Equipment: This involves many weeks of getting quotes, ordering, and receiving the new gear. Dealing with a large organization plus shipping times can easily take six weeks. Detailed Design: This phase involves working out exact configuration for compute configuration, network connectivity, storage layout, security, and isolation. Deploy: Configure the equipment for use. Test: Create and run a test plan to ensure that the equipment is correctly installed and meets the original requirements. By using FlexPod, many of these phases are compressed or removed altogether – customers taking the standardized approach to IT have repeatable demonstrated better than 50% faster deployment times over traditional approaches – Cisco-NetApp-VMware provide the reference collateral (sizing, design, deployment, testing), to standardized this deployment approach to all customers. Many organizations don’t know the future demands that will be placed on IT, but IT is expected to be very responsive. So going a step further by forward (preprovisioned) FlexPod as a pool of infrastructure, the compute, network, and storage resources are on the floor already, and it is a very rapid process to meet the business needs. You can efficiently preprovision infrastructure only if it augments pools of shared infrastructure and satisfies a wide range of application requirements. FlexPod for VMware has been architected to meet a wide range of application demands from shared infrastructure pools that are centrally managed.

Forrester Total Economic Impact Study
Proof that FlexPod® is the most efficient CI solution Based on analyst interviews of customers VDI and Microsoft® business app workloads Key findings 120% risk-adjusted ROI Payback within 9 months Benefits and savings of $858k over 3 years from: Automated provisioning and management Hardware consolidation Data storage efficiency Reduced power and cooling “The Total Economic Impact of NetApp’s and Cisco’s FlexPod Data Center Platform” Published by Forrester Analysts are proving that FlexPod is the most world’s more efficient converged infrastructure solution – not only saving customers data center footprint, but also with documented saving in total cost of ownership. NetApp commissioned a study with Forrester research to quantify the financial benefits of FlexPod. It was based on interviews of a number of NetApp FlexPod customers. These happened to be running VDI and Microsoft business application workloads. This 22-page report, “The Total Economic Impact of NetApp’s and Cisco’s FlexPod Data Center Platform,” included key findings such as the benefits and savings of the average NetApp solution totals $858,000 over 3 years. And the average FlexPod customer realizes a 120% risk-adjusted return on investment. Customer savings are realized in the areas of labor from automated provisioning and automated management, hardware consolidation, data storage efficiency, and reduced power and cooling. Located on the NetApp field portal at: 27 27 27 27

Each customer at different stage
Journey to the Cloud Application- Based Silos Storage Servers Apps Network Traditional Custom Solution Zones of Virtualization Shared infrastructure, Rapidly Provisioned Capabilities Private Cloud Orchestration, Automation (Repeatable Services) Public Cloud Dynamically Consumable Products Hybrid Hybrid Each customer at different stage Cloud strategy Enables lower cost/risk and higher business agility

Let’s Talk About Cloud for a Bit…
In Gartners “CIO Priorities” Survey, Cloud has landed in the top three for four years in a row… Why? Cost? Agility! Responsiveness! Uptime! On-demand self-service Rapid elasticity (ability to add/remove IT resources as needed) Universal Network Access / Connectivity to Public Cloud Measured service (i.e., usage-based tracking/billing) Extremely high levels of Availability/Uptime! By 2016, Cloud Will Become the Bulk of New IT Spend – Gartner IT spend on public cloud accelerating. Hybrid cloud is emerging IT managers are evolving to become service brokers AWS has a huge lead. Others react, consolidate Cloud and web scale driving new application architectures Developers are increasingly the decision makers NetApp Confidential - Internal Use Only

Cloud Data Fabric with NetApp
NetApp Provides Seamless connectivity among clouds Hybrid Cloud is a “Seamless Extension” of On-Prem Operations This is not that presentation… There is a whole presentation featuring NetApp’s Cloud Strategy… Storyline  NetApp provides a cloud data fabric, which will facilitate the established need for seamless connection of cloud resources. Highly efficient transport between systems/clouds to enable the single purview of data management over a cloud data fabric. NetApp Confidential – Limited Use

Private Clouds Built on NetApp
Storyline  NetApp provides a cloud data fabric, which will facilitate the established need for seamless connection of cloud resources. Highly efficient transport between systems/clouds to enable the single purview of data management over a cloud data fabric. NetApp Confidential – Limited Use

Building Private Cloud Solutions
FlexPod, plus! Cloud Automation, Orchestration, Management SW Partners OpenStack Custom and/or prebuilt private cloud solutions VMware Private Cloud Microsoft Private Cloud OnCommand/WFA Converged Infrastructure CDOT! Prebuilt and validated data center platform FlexPod Storyline  Recap how we build the stack on the Storage Foundation – solutions we provide today. [See brags below – FlexPod, VMware & recent MSFT) Starts with Storage Foundation. Deliver validated design with multiple partners for CI. Deep partnership with all Hypervisors NetApp OnCommand creates cloud environment complemented by deep partnership with all cloud Management & Automation players BRAG 2400+ FlexPod customers 36,000+ joint VMware customers Microsoft FlexPod® with Microsoft Private Cloud  Awarded Best of TechEd 2013 in the Systems Management Category Private Cloud Partner of the Year for 2012 Server Platform of the Year for 2013 32 NetApp Confidential – Limited Use

CDOT “Completes” FlexPod
Nondisruptive Operations Proven Efficiency Seamless Scalability Perform lifecycle operations without interrupting business operations Simplify, automate and increase productivity while lowering IT costs Start small and grow big in SAN, NAS, Network and Compute environments Because a “Business-Valuable” Cloud can’t afford planned downtime! REPLACE this slide Make sure we talk about three pillars and make the big point about how it is truly differentiating Customers can’t get this anywhere else Look to new messaging around Notes: We told you all cool new things coming Told you about some of the guidelines Reminder that there is nothing like this – storage like no other platform that can do all these things at the same time. We have good reason to be fired up and go out into the market and drive 8.2 Do not let caveats, cautions, or gaps slow you down – every product from every company has issues. NetApp Confidential - Internal Use Only

Clustered Data ONTAP On-Demand Flexibility
The Challenges Over-provisioning in anticipation of future capacity needs Managing access to new storage The Benefits Nondisruptive volume movement is transparent to clients and hosts Namespace and LUN mapping unchanged Shared storage infrastructure B2 A3 A2 A B1 C1 LUN The Results Seamlessly add capacity Rebalance resources Rapidly deploy new system A1 B C LUN R C1 LUN A A1 “While LIF migrate and vol move are pretty cool technologies, by themselves, what is particularly cool is how you can apply them, in concert, to solve real-world challenges. For example, as you continue to drive utilization up, <Click> you might need to add storage. You can do so and move the volumes to utilize the new space. You can do this without your users ever knowing: the namespace is undisrupted and the access is maintained.” NetApp Confidential - Limited Use

What are some other FlexPod Differentiators?
-To start with the obvious – Flexibility. But does flexibility really matter…? Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Example: “Base” FlexPod for VMware: 1500 Users for Typical Mixed Workload
Base reference configuration to support 1500 users for four popular workload applications simultaneously VMware Virtual Desktop Infrastructure Microsoft Exchange Microsoft SharePoint Microsoft SQL Server Plus headroom for multiple applications Scale Leveraging Design Guide and Sizing Tool yields… Scale Doug’s Script: So let’s take a look at a specific example: The Task: Design and Size a Reference Configuration (“remember, FlexPod is a reference architecture, not a small set of rigid configurations”) for a 1500 users in a typical mixed-workload environment, running: -Vmware virtual desktops -Microsoft Exchange -SharePoint -SQL Server -with some headroom for growth and add’l applications END DOUG’S SCRIPT Scale

But one size (or even 3, or 5) does not fit all…Why Not…?
Example: “Base” FlexPod for VMware: Users for Typical Mixed Workload 1 Rack Data Center Solution 30 Westmere CPUs (180 cores) 2 TB server memory (up to 4 TB) 40-Gbps interconnect (4x 10 GE) 512-GB SSD storage cache 42 TB storage 1 Enterprise IT Infrastructure For an organization of 1500 users with a mixed workload of: VMware View 4.5 (MS Windows 7) MS Exchange 2010 MS SharePoint 2010 MS SQL Server 2008 R2 Plus headroom for more applications VMware vSphere VMware vSphere Enterprise Plus VMware vCenter Standard Cisco® Unified Fabric 2 Cisco Nexus® 5548 with fabric services (per 3 FlexPod configurations) 2 Cisco Nexus 1010 and 1000V Cisco UCS Platform 2 Cisco UCS 6120XP Fabric Interconnect 3 Cisco UCS 5108 Blade Server Chassis 9 Cisco UCS B-250 M2 plus VIC 6 Cisco UCS B-200 M2 plus VIC NetApp FAS3210A 4 NetApp DS GB SAS shelves 2 256-GB flash cache 2 10-Gbps IP interfaces 4 4-Gbps Fibre Channel interfaces NetApp complete bundle Scale Scale But one size (or even 3, or 5) does not fit all…Why Not…? Doug’s Script: This is the resulting reference BoM: -Cisco UCS B-Series blades (“Cisco UCS was purpose-built for virtualization, with twice the memory and stateless computing technology”) -Cisco Nexus -NetApp FAS3210 …But one size (“or even 3, 10 or 20”) does not fit all…Why Not…? (Flex slide showing relative resource requirements for various app’s should be next.) END DOUG’S SCRIPT This is the FlexPod reference BoM. We have chosen FAS3210A and matched it to appropriate compute to support 1,500 users for these four popular workloads simultaneously: virtual desktop infrastructure (VDI), Microsoft Exchange, Microsoft SharePoint, and SQL Server—and it provides sufficient headroom for additional applications. The storage array can be substituted with larger (or smaller) systems, likewise the blades configuration can be tuned to specific workload requirements, but the FlexPod retains its integrity and single architecture. Scale up by either using a standard FlexPod each time or by scaling individual resources. However, regardless of the number of FlexPods or the capacity in each layer of the infrastructure, it’s always managed as pooled resources, not individual FlexPods. Value Proposition Low Risk – Proven and Detailed Deployment Guides, for a wide range of applications Efficiency – Highest possible efficiency Flexible – Scale Up/Scale OutThis is the FlexPod reference BoM. We have chosen FAS3210A and matched it to appropriate compute to support 1,500 users for these four popular workloads simultaneously: virtual desktop infrastructure (VDI), Microsoft Exchange, Microsoft SharePoint, and SQL Server—and it provides sufficient headroom for additional applications. Flexible – Scale Up/Scale Out Scale

Balanced Infrastructure
Future-Proof, Validated FlexPod Meeting Needs of Today and Tomorrow in One Platform Production Balanced Infrastructure CPU VDI Memory Test/Dev Capacity IOPS More computing and less storage Higher performance blades and more input/output operations per second (IOPS) Data Protection and Backup Basic Virtualization Even mix of reqts Less computing and more storage The FlexPod is not a fixed configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. This flexible configuration allows the administrator to “pick your own starting point”. If the focus is virtual desktop infrastructure, or VDI, the infrastructure requirements might be different than a Develop and Test environment. Cisco and NetApp Confidential. For Internal Use Only. Do Not Distribute.

“Validated” vs. “Supported” FlexPod Configurations
Or, “Putting the ‘flex’ into FlexPod”… Adding Performance Adding Performance Software and Firmware Changes Software and Firmware Changes V S alidated V S upported upported S alidated S upported V upported alidated IOPS CPU Disk Capacity Memory NetApp and Cisco (and ISV’s) support both Validated AND custom FlexPod configs… Doug’s script: Validated designs are great, because of the time they can save in the design phase. But variations and deviations from the validated designs are still fully supported. (Next slide…) There are many different options that are not exactly the “validated” configurations. In fact, most, if not all, of the FlexPod deployments deviate a bit from the validated designs for one reason or another, which is what we expect! All validated and supported configurations are FlexPod. Just because a new validated version is released, doesn’t mean the previous validated release, or the previously supported release, is no longer called a FlexPod. They all are valid. Cisco and NetApp Confidential. Internal Use Only

Do I Need to Get My FlexPod Certified or Validated?
No In fact, we offer no such service. Support is tied to entitlement level, NOT certification/validation of configuration. You DO need to have Premium Support Entitlements with both/all vendors Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Cooperative Support Model Customer Engagement Process
Customer contacts vendor suspected of issue Customer* 98% of issues solved with first vendor NetApp, Cisco, and ISV* will work cooperatively to resolve issues Cisco® Technical Support NetApp® Technical Support ISV* Technical Support Vendors will assist customer to open cases with other vendors If Cross-Vendor Support Cooperation Required Cisco Support Escalation or Engineering NetApp Support Escalation or Engineering ISV* Support Escalation or Engineering Cooperative cross- company engineering and development efforts Note: Valid customer support contracts with all companies required. Note: The support process shown in this slide applies only to strategic cooperative partner solutions such as FlexPod for VMware. *Participating ISV’s include VMware, Citrix, and Microsoft 41

Getting a FlexPod Solution
Purchase a complete prebuilt FlexPod® configuration from a partner Buy individual components and build it in-house Repurpose existing gear

What are the Differentiators?
-To start with the obvious – Flexibility. But does flexibility really matter…? -What about Data Security? Does that matter…? Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Application Silos Dedicated Hardware for each Tenant
Hardware Silo Hardware Silo Hardware Silo + – *Secure *Inflexible *Static *Low Utilization Rates Computing Network Storage Validated bare-metal OS: Microsoft Windows Server 2008, Hyper-V, RedHat Enterprise Linux, and VMware vSphere Optional security capabilities: secure separation and secure multi-tenancy Validated applications: MS Enterprise Applications, Citrix XenDesktop, VMware View, SAP, Oracle, and many more Cisco and NetApp Confidential. For Internal Use Only. Do Not Distribute.

Shared Infrastructure Shared Hardware Across Tenants and Apps
+ – *Flexible *Agile *Utilization Rates High *Less secure Computing How to gain efficiencies of virtualization – while maintaining security? Network Storage Cisco and NetApp Confidential. For Internal Use Only. Do Not Distribute.

Secure Multi-Tenancy/ Secure Enclaves
Tenant 1 Tenant 2 Tenant 3 + – *Secure *Flexible *Agile *Utilization Rates High Secure Isolation Secure Isolation Secure Isolation And now CDOT brings QoS capability, to precisely control resources for each app or client! Computing Network Storage

What are the Differentiators?
-To start with the obvious – Flexibility. But does flexibility really matter…? -What about Data Security? Does that matter…? -And don’t forget, FlexPod is better because NetApp Storage is better… -CDOT, Unified Architecture, Storage Efficiency, etc… Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Back to the big picture…
Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Georgens: “Not Just about Infrastructure” Expanding Business-Critical Workload Support and Application Integration Cisco Nexus® Data Center Switches, Virtual Multiservice Data Center Citrix XenDesktop, CloudPlatform Cloudera Distribution Hortonworks Data Platform Microsoft® Private Cloud, Exchange, SQL Server®, SharePoint®, Hyper-V® NetApp® MetroCluster™, SnapProtect® Oracle® RAC, JD Edwards, Oracle Linux®, Oracle VM Server Red Hat Enterprise Linux SAP® Applications VMware® vSphere®, View® Performance Balanced Server, Network, and Storage Components Validated Workloads Security Options Bare Metal OS Hyper-V Red Hat VMware vSphere Oracle VM Secure Multi-Tenancy Secure Separation Hypervisors Virtualization Others… Big Data VDI Cloud Platforms Key point: NetApp and Cisco provide assurance of application support through extensive lab validation NetApp and Cisco validate the major workload and virtualization environments on FlexPod and provide detailed implementation and sizing instructions for these applications. These workloads are validated to run in multi-tenant environments. This validation leverages Cisco’s Validated Design (CVD) process that is an extensive and detailed validation program. Today there are over 20 validated workload designs. Transition: This provides confidence running applications environments on FlexPod and reduces much of the infrastructure design stage of implementation. Biz Apps Cisco and NetApp Confidential. For Internal Use Only. Do Not Distribute.

Validated Designs, Applications and Use Cases…
is a good starting place to investigate the latest validated designs…

© 2014 Cisco and NetApp. All rights reserved.
The FlexPod Solution Family Multiple Categories for Different Customers and Uses FlexPod Datacenter FlexPod Express FlexPod Select Environment Enterprise and service provider class Midsized business and branch office Technical and high-performance computing Typical Workloads Leading business applications: Microsoft, Oracle®, SAP® Microsoft® Hyper-V™, VMware®, shared Big data analytics, Hadoop, dedicated workloads Scale Thousands of users Hundreds of users Thousands of users FlexPod has expanded to now include several solution categories within a single platform family. New FlexPod categories were created to distinguish solutions for significantly different uses and customers: FlexPod Express replaces ExpressPod and is for the midmarket and branch offices. FlexPod Datacenter is for enterprises and service providers, typically used as a shared application platform. FlexPod Select is for high-performance or large data capacity workloads, including big data analytics. FlexPod maintains a consistent advantage with this approach as all categories still share the same storage vendor, compute, network architecture, and support – within the single platform. © 2014 Cisco and NetApp. All rights reserved.

FlexPod Select for Hadoop
Validated Designs with Cloudera and Hortonworks Hadoop Distributions Converged big data platform from NetApp and Cisco for Hadoop Enterprise class Hadoop: Innovative storage, servers, networking validated with leading Hadoop distributions Faster time to value: pre-validated configuration accelerates deployment High Availability: Less downtime, higher serviceability to meet tight SLAs around data applications and processes Flexible Scaling : Independently scale servers and storage. Modular design for scaling as data needs grow. Cisco® UCS™ Servers Cisco® UCS™ Fabric Interconnect Cisco® UCS™ Manager NetApp® FAS Storage Systems NetApp® E-Series Storage Array * NetApp 50% Storage Guarantee

NetApp Flash Portfolio for FlexPod… because Flash is often a journey
With CDOT as OS Platform, FlexPod offers levels of Flash augmentation: Flash Cache™ (Cache Card for Controller) Flash Pool™ (Subset of Drives attached to an array) All-Flash FAS™ Array (node(s) in cluster of arrays) And all without requiring changes to: Processes or Application Integration Management or Orchestration And… No Downtime! NetApp Confidential - Internal Use Only

FlexPod Select for High Performance Oracle RAC
The benefits … CVD for reduced risk and faster deployment Fast response times to applications and users means more business value! Respond quickly to new business opportunities and/or competitive threats Extreme performance for Oracle Database… 1 Million+ IOPS at sub- millisecond latency for 100% reads Linear scalability 4 nodes/2 EF K IOPS 8 nodes/4 EF M IOPS Balanced configuration NEW © 2014 Cisco and NetApp. All rights reserved.

Cisco UCS Director 4.1 With Enhancements for FlexPod
Single Pain of Glass End-to-End Automation and Lifecycle Management Enhanced Support for NetApp® Clustered Data ONTAP® OS and Virtual Machines UCS Compute Nexus Fabric FAS cDOT Domain Managers A B C Tenants Network and Services Fire Wall Compute and Hypervisor Virtualized and Bare Metal On-Demand Automated Delivery UCS™ Director Secure Container Network Compute VMs Storage Policy-driven Provisioning UCS Director 4.1 Leading Orchestration product OnDemand, automated delivery Enhanced support for NetApp clustered data ONTAP Key features Single Pane of Glass End-to-End Automation and Lifecycle Management Cisco Cloupia Orchestration delivers unified service delivery across the virtualization, compute, network and storage layers from a single pane of glass. The solution orchestrates both physical and virtual infrastructures resources utilizing the APIs of each respective hardware component contained in the converged infrastructure. . Cloupia’s self-service portal enables IT operations or customers to order and receive automated delivery of infrastructure resources quickly. This unified management approach reduces deployment of infrastructure from weeks to minutes. By updating component templates, administrators can apply maintenance updates or patches within minutes freeing up IT staff from mundane daily tasks. Cloupia manages the industry’s leading converged infrastructure across compute, network, storage and virtualization layers from a unified pane of glass and according to policies and governance specified by IT. © 2014 Cisco and NetApp. All rights reserved. 55

But UCS Director is not just a management tool…
Doug’s Script: So let’s talk about the “Flex” in “FlexPod.” As we’ve said previously, FlexPod is a reference architecture, not an individual SKU, and not a small set of rigid configurations, like many competitive offerings in the StackPack space. Why is that important? *These colored bars represent the relative resource requirement profile for the various applications listed here on the slide. *Obviously, different applications have their own respective resource requirements. -Some require high cpu-utilization requirements, or memory requirements; Others require a lot of storage iops. *If you only have a small set of rigid configurations – say, small, medium, and large – then you end up sizing for the longest pole. *(Use Data Protection and Backup as an example; Walk through oversizing problem) *With FlexPod (as opposed to competitive offerings) each component of the stack can be individually sized and scaled, so the entire stack is rightsized. With others, some elements are oversized. And oversized means overpriced. (END DOUG’S SCRIPT) The FlexPod is not a fix configuration. It provides an excellent starting point as shared infrastructure for organizations that want to run mixed workloads. The starting point is the MS Productivity Applications, but the FlexPod architecture allows different resources to be scaled while maintaining the same design and implementations. The initial sizing guide covers the MS Applications (VDI Windows 7, MS Exchange 2010, SharePoint 2010, MS SQL 2008) and over time will cover many different applications.

Manual Resource Requests
Manual Delivery can be frustrating and time consuming for all involved… Compute I Need Stuff Wait for it… Network Manual Resource Requests Storage

Does this happen in your shop? Are you sure…?
Compute I Need Stuff Wait for it… I’m tired of waiting! Network AWS Manual Resource Requests Storage

Orchestration and Automation: Self-Service Delivery with UCS Director
Leveraging: Service Catalogs Policy-based Controls Automated Resource Request Self-Service What to offer How to deliver Who’s using what? Compute I Need Stuff Network Automation delivers: Speed Consistency Storage Using Service Catalogs and Policy-Based Controls, we can manage: -What to Offer -How to Deliver -Who’s Using What

Transform Manual to Self-Service Delivery
“Now we can perform higher-value tasks!”

Why Sell FlexPod? Market trends / Customer demand
Deals and margins are bigger – customers pay more for an integrated business solution Providing business value  Trusted Advisor Status Standardization creates annuity stream Partners can co-brand with FlexPod® based on applications, support, services, etc. Partners can “move up the stack” to provide application services Instructor notes: Ask students why it benefits partners to sell FlexPod. Wait for responses, then review the key points on the slide. H(Strat); annuity/annual sales; brand “offerings” around FlexPod

FlexPod Resources FlexPodsales.com – FlexPod Sales Desk
CiscoNetApp.com – Partner & Cisco/NetApp Portal - Mailer for resellers to reach sales desk, bus dev, technical, support, prod mgmt, etc. Dcloud.cisco.com – Dcloud labs for customer demo & trainings Dcv-labs.labgear.net – TNI labs with FlexPods & other Cisco equipment NetApp Lab On Demand FlexPod Design Zone – Cisco Validated Designs for FlexPod NetApp Technical Reports for FlexPod FlexPod Partner Resource Guide

NetApp Confidential – Limited Use

Conclusion

Benefits of Financing FlexPod Investments
Return on Investment with a Cash Purchase Return on Investment with a Financing Solution Time Immediate Return on Investment Periodic Savings $0 -$500 K $500 K $1,000 K -$1,000 K Periodic Payments Customer’s Cumulative Cash Flow By financing the solution, the cash outlay is reduced to a minimal periodic payment, resulting in immediate return on investment for the customer. $1,000 K Customer’s Cumulative Cash Flow $500 K Periodic Savings $0 Upfront Investment Break Even -$500 K -$1,000 K Time The customer cash flow starts in a very negative position, forestalling the expected return on investment to some point in the future. Goal of slide: Cash vs Financing Comparison Key Points/Benefits: Cash purchase – starts from a negative cash flow position. Delayed ROI. Financing – minimal upfront cash outlay results in an immediate return on investment © 2014 Cisco and NetApp. All rights reserved.

No Payments, No Interest for First 90 Days
No payments, no interest for the first 90 days using Unified FlexPod® Financing from NetApp and Cisco* Save during installation, transition, and/or data migration Must include FlexPod Datacenter or FlexPod Express Includes services, support, education, and other third-party and partner- provided products Terms and conditions No minimum or maximum dollar amount Minimum term of 24 months, with terms up to 60 months Subject to credit approval Expiration date: 04/17/15 Cannot be combined with existing finance promotions Contact FLEXFINance or © 2014 Cisco and NetApp. All rights reserved. *Not available in USPS, EMEA or APAC

Resources Cisco-NetApp partner portal - www.cisconetapp.com
Flexpod Resources on Cisco - Flexpod Resources on NetApp - Cisco Unified Computing – Promotions Incentives and Promotions-Includes Smart Plays and Solution Packs (select ‘Data Center’ in Category) Advanced New Account Breakaway Promotion - UCS & Nexus Cisco SmartPlay and Solution Pack Bundles

Join Us Next Week! Next Quick Hit Briefing
Get Your Head in the Cloud: Cloud Reseller Opportunity with Windstream Thursday Feb 26th, 2015 at 9:30 ET Check for registration links and replays

Thank You! www.cisconetapp.com www.cisco.com/go/flexpod

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