1. Sales Training March 2012 Stasia Hurley Jon Jacob Steve Wilkins *Subject to Terms and Conditions Data Center Fitness 9-Month Payback Guarantee* Program 1 NetApp Confidential - Internal Use Only

2. Agenda  Program Elevator Pitch  Purpose of the Offer  Where to Use the Program  Why V-Series  Roll-out Plan 2 NetApp Confidential - Internal Use Only

3. Payback Guarantee Program Elevator Pitch  Buy a V-Series and it will pay for itself within 9 months. Guaranteed*.  V-Series open storage controller enables NetApp storage efficiencies to be deployed on arrays from EMC, HDS, HP and others, which provides the savings / payback –Payback guarantee covers hardware, support, and the software required to comply with Ts & Cs  Snapshot, Dedupe, Thin Provisioning, Compression, (standard with all systems through Data ONTAP Essentials) and RAID-DP (required if using NetApp storage)  Can add FlexClone, Thin Replication and Flash Cache with SATA for additional savings but not mandatory for this program  We are so confident that your V-Series will pay for itself within 9 months, we’ll make up the difference in storage if it does not 3 NetApp Confidential - Internal Use Only

4. How the Offer Works  The customer buys and deploys any V-Series in front of competitors’ arrays –Must enable defined set of efficiency technologies and AutoSupport –Required to have a minimum amount of storage to qualify that varies by V-Series model  Using list prices, the V-Series is converted to an equivalent capacity of disk storage in TB  Our guarantee is to save the customer that capacity in 9 months as measured by AutoSupport –If we miss, we owe the customer the difference in storage  The expectation is that we will always meet the guaranteed savings, based on program requirements and actual customer data from AutoSupport  Like the 50/35% virtualization guarantee, the only legal remedy is additional storage 4 NetApp Confidential - Internal Use Only

5. Payback Guarantee* Program  Buy a V-Series and it will pay for itself within 9 months. Guaranteed*.  Purpose of the offer: –A bold claim to help you close more deals, even in tough competitive situations  Position NetApp storage efficiency differentiators - even if the customer wants to keep their existing storage  Open the door for future purchases from NetApp and our partners once the customer tries / learns about NetApp  Like 50% guarantee, the goal of this program is more to use as a door opener than to sign up participants 5 NetApp Confidential - Internal Use Only *Subject to Terms and Conditions

6. Why 9 Months?  Aggressive target that gets attention –Strong competitive position  Focus group research –Anything less than 12 months payback is often considered an automatic buy  Realistic yet believable –And it’s actually easy for us to beat! 6 NetApp Confidential - Internal Use Only

7. Payback Does Not Stop at 9 Months  Payback is typically achieved well before 9 months  Savings continue to accrue year after year –Customer can monitor using My AutoSupport  Great way for IT decision maker to justify purchase and demonstrate continued savings –The average installed V-Series controller has saved 60TB 7 NetApp Confidential - Internal Use Only

8. 8 Where to Use This Program

9. Payback Guarantee Program Target Customers  Net New Accounts –Penetrate account by offering to protect their existing storage investments  Existing Customers –Break into new buying centers 9 NetApp Confidential - Internal Use Only

10. Why V-Series?  Customer can protect their existing investment in non- NetApp storage –Still able to take advantage of NetApp storage efficiencies –Many prospects reluctant to consider “fork-lift” replacement –Allows staff responsible for array purchase to still feel good about their decision  Helps to handle pro-HP, pro-EMC, etc. customer IT staff in a productive way  Use V-Series as a beachhead for NetApp/FAS 10 NetApp Confidential - Internal Use Only

11. V-Series – 4 Major Use Cases  Deduplicating virtualized environments  Enabling space-efficient virtual cloning for databases  Replicating between different storage systems  Deploying NAS gateways 11 NetApp Confidential - Internal Use Only

12. Call to Action Leveraging the Payback Guarantee Program:  Identify and talk with prospects: –Net new accounts –Existing customers, new buying centers  Add the program slides to your customer slide deck  Ask your DM how this program will be promoted in your territory 12 NetApp Confidential - Internal Use Only

13. Phase 1 Resources  Americas roll-out April 11  Global rollout last week of April  Field Portal binder (April 10 – Americas) –Short customer presentation –This sales training presentation –Legal terms and conditions by region (contract) –Promotional flyer  NetApp.com page w/ program details (Apr 11) –Customer-facing FAQ with Ts & Cs –Customer success stories –Technical best practices & TRs 13 NetApp Confidential - Internal Use Only

14. Phase 2 Resources  Tie to competitive program (May roll-out) –Competitive positioning  Demand Gen (May-June) –Sales program –Email nurture –Banners 14 NetApp Confidential - Internal Use Only

15. 15 NetApp Confidential - Internal Use Only

16. 16 NetApp Confidential - Internal Use Only Additional Slides

17. Minimum Data Behind V-Series ModelMin TB V321050 V324050 V327090 V6210120 V6240150 V6280180 17 NetApp Confidential - Internal Use Only What’s Included:  Clustered pair of V-Series controllers, V-Series license, Data ONTAP  Premium Support/Maintenance included  Does not include Flash Cache, disk or optional additional software To qualify for this offer, there is a minimum amount of data stored behind the V-Series (varies by model)

18. Outline Conditions 1 of 2  Customer must buy new V-Series –Non-NetApp arrays from compatibility matrix, approved by SE/PS at installation  Must have at least 50-180TB of data behind the V-Series for the entire period: sliding scale by model –Applies to a clustered pair of V-Series (for example with 2 x V3270, one could be 23TB the other 27TB) –Data migrated to the V-Series must not be previously deduplicated  Must enable AutoSupport (to calculate savings)  Must have a set of storage efficiency technologies enabled: –Required: Snapshot, Dedupe, Thin Provisioning, and Compression –Encouraged: FlexClone, Flash Cache, Thin Replication –Required storage efficiency technologies must be deployed on all of the TB of storage –If NetApp storage is added to the configuration, then must also use RAID-DP 18 NetApp Confidential - Internal Use Only

19. Outline Conditions 2 of 2  Must follow NetApp best practices (TR-3461) for V-Series  For virtualized environments must follow same best practices as in 50/35% virtualization guarantee  Must buy minimum level of NetApp Professional Services: –NetApp Installation and Deployment  Must be no more than 10% of following data types: –images & graphics; XML; database data; encrypted data; scientific data  Excludes spindle-dependent high-performance workloads –to be determined by SE/PS during sizing  All environments subject to initial acceptance by NetApp Solutions Marketing, NetApp Finance and NetApp Legal 19 NetApp Confidential - Internal Use Only

20. My Customer Does Not Qualify!  Even though a Customer may not qualify for the Payback Guarantee Program: –Can still use bold claim –Can still see savings via My AutoSupport –Substantial savings can still be achieved –We recommend that Customers follow best practices, whether they participate in the program or not 20 NetApp Confidential - Internal Use Only

21. Hypothetical Example  If V-Series system is approx $100k* list –Clustered pair + V-Series License + Data ONTAP + premium support  If list price of storage is $7k/TB* –For NetApp 600GB SAS disks + premium support  Then need to save 14TB over 9 months –As measured by AutoSupport  If customer only saves 12TB in 9 months, then we owe the customer 2TB *Note: actual list prices determined at time of V-Series purchase 21 NetApp Confidential - Internal Use Only

22. Payback Guarantee* Program  Buy a V-Series and it will pay for itself within 9 months. Guaranteed*. –We are so confident that your V-Series will pay for itself within 9 months that we’ll make up the difference in storage if it does not  When was the last time a new asset in your data center was so efficient it paid for itself within 9 months? 22 NetApp Confidential - Internal Use Only *Subject to Terms and Conditions

23. Production 160TB of Traditional Clones Dev 1 Mirror Test 1 Test 2QA Telecommunications Customer Saves $16 Million using FlexClone 23 SnapManager ® for Oracle ® SAN Dev 2 Challenge  Constant storage expansion in test/dev environments  Growth 40–50TB/year, 160TB  Test/dev requires 40+ copies  Clone creation takes 24 hrs  Restore took more than 24 hrs HDS

24. Production Only 18TB with NetApp ® FlexClone Mirror Test 1 Dev 2 Test 2QA Telecommunications Customer Saves $16 Million using FlexClone Challenge  Constant storage expansion in test/dev environments  Growth 40–50TB/year, 160TB  Test/dev requires 40+ copies  Clone creation takes 24 hrs  Restore took more than 24 hrs Results  FlexClone ® reduced dev/test capacity from 160TB to 18TB –Disk cost savings of $15M –Power savings of $138K  Clone creation takes <2 minutes  Restore takes <2 minutes  Faster time to market with more software releases/year 24 SnapManager ® for Oracle ® V6080C HDS V3170C HDS SnapMirror ® SnapVault ® SAN Dev 1

25. Customer Sees 86% Rate of Deduplication for VMware Storage 25 ~ 6TB HP EVA 4000 Full Copy Backup VMware ® ESX Only 380GB Available Space Challenge  VM sprawl – running out of disk  Insufficient budget for replacement  Backups were inconsistent and unmanageable

26. Customer Sees 86% Rate of Deduplication for VMware Storage Challenge  VM sprawl – running out of disk  Insufficient budget for replacement  Backups were inconsistent and unmanageable Proof of concept results  86% deduplication for VM storage  Backups completed in seconds  Increased usable storage space from 385GB to 4.4TB Follow-on project  Disaster recovery solution  Using SnapMirror ® to replicate data from V-Series to FAS 26 HP EVA 4000 VMware ® ESX Over 4.4TB Available Space NetApp ® V3140 Snapshot ™ Copies ~ 6TB

27. Customer Achieves Efficiencies through Server Consolidation with Existing Storage 27 3,000 Users Microsoft ® File Servers IBM Challenge  Windows ® file server sprawl  Latencies of two minutes when accessing files  Leverage storage investment in IBM SAN storage  Implement high-availability solution

28. Customer Achieves Efficiencies through Server Consolidation with Existing Storage Challenge  Windows ® file server sprawl  Latencies of two minutes when accessing files  Leverage storage investment in IBM SAN storage  Implement high-availability solution Results  WFS consolidation, retired 15 servers –Annual maintenance savings –Storage administration reduced to one hour per month  Eliminated file latency issues  Automated site-to-site failover  Extending consolidation to 14 data centers; $60M potential savings 28 3,000 Users V3020 Cluster IBM MetroCluster Building A 11

29. Standardize on a Single Tool for DR/Backup  Any-to-any heterogeneous replication for disaster recovery –Cross vendor (for example, EMC to Hitachi) –Same vendor, different models (for example, DMX to CX)  Replicate and consume less bandwidth between sites  Minimal impact on application performance 29 SnapMirror transfers only…  Changed blocks  Deduplicated data  Compressed data Disk Vendor A Disk Vendor B Site 1 Site 2 Tape SnapMirror ® SnapVault ®

30. Large Insurance Company Eliminates Need for Bandwidth Upgrade Between Sites Challenge  200GB data replication required bandwidth upgrade, compression devices  Costly FC SAN infrastructure to maintain scalability 30 IBM DS8000 Site A: Data Center Site B: Disaster Recovery LSI Storage Replication 200GB Data 3,000 km Tape IBM DS4800

31. Large Insurance Company Eliminates Need for Bandwidth Upgrade Between Sites Challenge  200GB data replication required bandwidth upgrade, compression devices  Costly FC SAN infrastructure to maintain scalability Results  Leverage existing network and storage for replication  Any-to-any replication with V-Series (FAS to V/IBM)  Reduced replicated data from 200GB to 17GB 31 NetApp FAS IBM DS4800 SnapMirror ® Replication 17GB Data Tape NetApp ® V3140 Disaster Recovery Site A: Data Center Site B: Disaster Recovery 3,000 km

32. Large Telco Uses V-Series to Meet RPO and RTO for Exploding Data Needs Challenge  Existing backup process could not scale to handle data growth –2TB per week growth –Number of tapes –Management  Backups not completed in window  Restores took several days 32 Over 400 Sun, Windows, and ESX Servers Oracle Database 11g HDS AMS or USP 1.5PB Tape Backup FCP

33. Large Telco Uses V-Series to Meet RPO and RTO for Exploding Data Needs Challenge  Existing backup process could not scale to handle data growth –2TB per week growth –Number of tapes –Management  Backups not completed in window  Restores took several days Results  100% backup success rate  Restores from days to hours  80% tapes eliminated  Administrator productivity up 200%  Standardized on SnapMirror ® for DR  Consolidated file servers for NAS  Globally standardized on NetApp 33 Over 400 Sun, Windows, and ESX Servers Oracle Database 11g V-Series Clusters with HDS AMS or USP FCP NetApp Snapshot ™ Copies Minimal Application Impact Tape Backup

34. Large Manufacturing Vendor Automates Backup/Recovery via SnapManager for Exchange Challenge  Multiple sites via acquisition  Lengthy backup and recovery process due to multiple tools and sites  Extended downtime threatens business continuity Results  Consolidated Exchange servers at different sites  Back up during production hours  More frequent recovery points— up to minutes  Restore individual e-mails as needed  Perform functions via graphical user interface or command line Interface 34 Exchange Users Exchange Server with SnapManager ® for Exchange and SMBR* Outlook Client with SMBR Backup Restore *SMBR = NetApp Single Mailbox Recovery EMC, HDS Disks Primary Data 9:00 am Snapshot ™ Copies 9:10 am 9:20 am

35. Secure Multi-Tenancy with Shared Infrastructure  Host multiple customers on shared storage infrastructure  Based on proven MultiStore ® technology –Virtual storage partitions  Data security maintained during all data migrations 35 Virtual Storage Partition Customer A Virtual Storage Partition Customer B Virtual Storage Partition Customer C Data

36. Before: Business Need Applications Servers Network Storage Project-based Vertical Decision Silo V-Series Significantly Reduces Storage Spend with Shared Infrastructure 36 After: Applications Reduce storage spend with shared Infrastructure Virtual Servers Virtualized Storage Unified Fabric Business Need

37. Increasing the V-Series Deal Size  Sell clustered pair – almost always do  NetApp Disk Shelves –30% of all V-Series have some NetApp disk at time of sale –66% have some NetApp disk over time  Flash Cache –57% of V32XX and V62XX have Flash Cache  Thin Replication –SnapMirror, SnapVault, SnapProtect  FlexClone –No test & dev environment should be without this 37 NetApp Confidential - Internal Use Only Note: None of these technologies are mandatory for the Payback Guarantee Program