Level One Sales Training 1 Draft 3

Level One – Sales Training flow 2 How to get support and do business How Tegile solves their specific issues Who: Tegile, the company Where: Target Markets & Applications Introducing Tegile: How to Sell (early sales cycle) Focus on Application-specific selling into VM, VDI, File services What: - Program, Product Overview Why: Genesis for the product Product Structure and sample configurations

INTRODUCTION Module One 3

Why was Tegile Founded? 4 Founders experienced the demands 100’s of VM instances put on current storage systems CEO/CTO Early history at Perfigo Network Admission Control Acquired by Cisco Cisco UCS Integrated Platform For running Enterprise VMs Tegile Founded to address key issues with VM/VDI implementations Performance Protection Management/deployment Over 250 systems in place enabling the agility advantages that VM delivers Tegile = technology + agile

Tegile – Go-to-Market Strategy 100% Channel Model –Staffing field resources for our partners Both sales and technical sales support 5-star CRN Partner Program Winner Maintain simple, high margin model Persistent (indefinite) opportunity registration –50% off of list for registered deals –20% off of list for service renewals Focusing on areas of differentiation; to maximize the benefits of VM, VDI, or Database implementations 5

We’re onto something here… 6 Although Tegile is known for its Hybrid architecture, the HA 2800 (all flash) array was recognized as superior in the all SSD category! Our judges gave the HA2800 high marks for innovation and value… Another judge noted that the HA2800's "inline dedupe and hybrid disk, and snapshot and replication make for a comprehensive feature set." 6 existing clients see a real world 3x-5x effective capacity from deduplication and compression includes excellent data protection features web-based management interface speeds deployment …supporting all VMware vSphere VAAI features

Tegile is a serious contender: 7 Excerpt from DCIG – 2012 Enterprise Flash Buyer’s Guide: The Zebi HA2800 provides unified storage through concurrent support for both SAN and NAS protocols. This fits with Tegile’s goal, “to deliver a new generation of storage arrays that address all of the demands of the modern data center, backed by expert customer support.”

Generations in Storage Technology 8 1 st Generation IBM Clariion (DG – EMC) LSI – StorageTek, SGI, HP Arrays LeftHand Equallogic Isilon Compellent NetApp Multi-interface Advanced striping Storage/compute node architectures Modular – Controllers and Storage trays Basic data protection Tegile Nimble Whiptail Pure Storage Nimbus Tintri SSD based (IOPS) faster processors Snapshots, thin provisioning… 2 nd Generation3 rd Generation

PRODUCT OVERVIEW AND POSITIONING Module One 9

Product Overview Primary Virtual Storage with in-line Deduplication Unified Hybrid … –Artfully combines DRAM, Flash, and Rotating Disk Transparent, continuous optimization of block locations –Multi-protocol NAS + SAN –CIFS/NFS... iSCSI/Fibre Channel Integrated, advanced data protection Mission: Cost effectively meet the needs of today’s virtualized and high IOPS environments 10

Common SSD Approaches 11 ApproachAdvantagesDisadvantages Add flash to modular disk Some I/O performance improvement Disk is already owned No movement to lower cost storage, so certain data sets are locked in flash Only moderate gains in IOPS for select applications Server-resident Flash (PCI flash…) Big boost in IOPS for extreme transaction oriented applications (like low latency databases) VM mobility is constrained Capacity limited – fewer VMs get performance boost Complicates Data protection scheme All Flash Storage Arrays Great for high IOPS workloads Expensive $/GB for all workloads Administratively complex if used as a silo

Tegile’s Unified Hybrid Approach 12 DRAM Write Speed Flash SSD Read Cache/ Metadata storage Metadata Accelerated Storage System Snapshots Replication 7,200 RPM SAS disk High Capacity Storage Metadata Backups No need for expensive 10k or 15k drives, with fast I/O handled by flash Fast I/O is handled by Fast storage; with hot Data pinned in Flash, and infrequently used blocks moved “down”. Storage Tiers are unified and managed, offering storage efficiency and protection

High level architecture 13 FCiSCSINFSCIFS 7200 RPM SAS Disk (different RAID options) Non Volatile Flash SSD DRAM Compression Deduplication Snapshots Replication Thin Provisioning M A S S IOPS capacity protection cost

Modular Arrays with SSD added 14 FCiSCSINFSCIFS 15k or 10k RPM FC Disk (RAID 5) Non Volatile Flash SSD DRAM Compression Deduplication Snapshots Replication Thin Provisioning Boost in performance for certain volumes IOPS capacity protection cost

SSD Arrays FCiSCSINFSCIFS 7200 RPM SAS Disk (different RAID options) Non Volatile Flash SSD DRAM Compression Deduplication Snapshots Replication Thin Provisioning High price, but improved performance IOPS capacity protection cost

Hybrid eliminates compromises 16 Flash SSD $100 per GB Disk Tegile delivers no-compromise performance and cost for demanding virtualization and database environments, and is the only vendor that offers: 5, ,000 IOPS $1 - $10 per GB IOPS DRAM $400 per GB 200,000 IOPS $1.40/IOP $1.50/IOP $13.00/IOP $1.50 per GB AND 1.50 per IOP

The Tegile Effect Versus Traditional Storage Traditional Storage Tegile Zebi Tegile Advantage IOPS75,000 = Effective TB = Rack Units % LESS WATTS % LESS US List Price $475,000$100,000 79% LESS

Technology Characteristics 18 Table of Storage Technologies and Key Metrics - TechnologiesCapacity (GB)Latency (µS)IOPsCost / IOPs ($)Cost / GB ($) Capacity HDDs2,50012, Performance HDDs , Flash SSDs Flash SSDs (read only) , DRAM SSDs , Notes 1 - Metrics are all normalized as typical rackmount system statistics per U of height (1.75") 2 - Latency and IOPs estimates assume same numbers of random reads and writes 3 - Latency and IOPs estimates assume 4K block sizes Tegile’s Unified Hybrid technology is a no-compromise approach that delivers the performance of SSD and the scalability of Rotating Disk

How does Tegile deliver extreme IOPS in Write performance? Leveraging the speed of both DRAM and Flash memory, the Zebi architecture delivers super-fast write performance Fast write into DRAM 2. Copy into FLASH 3. Commit returned to host VDI environments experience high random write IOPS No commit-delay from RAID computation or disk rotational latency 4.Write to disk in a few seconds after commit DRAM FLASH DISK

How does inline deduplication improve performance? 20 Only unique data is stored, effectively making the cache larger Improving the likelihood of serving read requests out of SSD. Compression reduces the size of the data set Deduplication removes redundant data

Supporting Website Information 21 One click in the user interface configures a LUN as a backup target, virtualization store, database store or file server store Solid implementations of CIFS/NFS simultaneously available with iSCSI or fibre channel interfaces Thin provisioning, compression, and deduplication shrinks data and storage costs significantly Intelligent use of DRAM and Flash, with in-line deduplication improves both cache hits and write performance

Sound Bytes Built to satisfy high IOPS environments, without the cost or capacity limitations of pure SSD solution “It’s all in the Jar” – an old Prego spaghetti sauce line, but appropriate here: A single system provides NAS, SAN,, DRAM, SSD, and SAS disk – unified into a fast, deep storage system. It is protected by snapshot and replication utilities, controlled under a single management umbrella with extensive monitoring and reporting capabilities At 7x the performance, using a fraction of the rackspace and 1/10 of the power, Tegile compares favorably against traditional disk systems costing 4 times more. Traditional disk is designed to support a single operating system and one or more applications, but it runs out of transaction speed when used under a heavily virtualized environment 22

CIO Level Product Messaging Designed to support virtualized environments and high IO workloads No compromise – the SUV of disk storage for high IOPS workloads Delivers the performance benefits of SSD, the cost benefits of traditional modular disk, and the protection and management utilities of enterprise class storage 23

SELLING INTO APPLICATIONS Module One 24

Target market segments and applications 25 Small-Medium Business Small – Medium Enterprise Medium-Large Enterprise Large Enterprise Consolidated Server (VM) Environments Medium-Large Database driven applications Large Exchange Implementations Virtual Desktop Infrastructure VDI (Citrix, Microsoft, VMWare) Market Segment Tegile is a perfect fit in data centers that are struggling with IO intensive applications Application Environment Opportunistic sales, not a strategic focus

Wide Application Profile Tegile Zebi offers greater applicability across today’s enterprise applications than either SSD or Traditional Modular Disk. 26 Multi-tenant enterprise Databases & Large Exchange DB Rich Media bandwidth intensive CDP data protection apps General File services VM – Cloud Multi-tenant Enterprise VM Installs Moderate transaction Databases (CRM) Traditional Modular Disk Tegile Zebi Unified Hybrid Disk SSD pure flash subsystems IOPS Ultra-low latency databases PCI flash

END OF LEVEL 1 SALES – MODULE 1 NEXT, MODULE 2: SELLING INTO APPLICATIONS Module One 27