1. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. HP Go To Market with HP Sales Who /how to Engage Lou Pontanares - BURA Sales Mike Stahl – BURA SA

2. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 2 Qualify What are they currently using for Backup and Restore? DR? Tape, Disk, Snapshots, Primary Storage, None? Is it an Archive requirement or a Backup Requirement? Is it non-active data? How much Data are they protecting? Is their data growing? Is there budget? CAPEX or OPEX Is the data they are protecting static? i.e. Video Content, Changing image files, etc. What is their staffing resources? Other

3. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 3 Go To Market with HP Contacts Local BURA SWAT Teams SoCal AZ/NV/NM Lou Pontanares - BURA Sales Brian Kirby - BURA Sales Mike Stahl - BURA Solutions ArchitectNate Chillis - BURA Solutions Architect Data Protector Jan Ignacio – Solutions Architect StoreOnce Category ManagerWestern Region Director Data Mgmt Walt KashaMichael Berner Local Storage Sales Teams DM’s Rob Schaefer SoCALAlister Green Mountain States Steve DeLaura SoCALDennis Mancuso – SLED Channel Storage Sales Team SoCAL Shannon BlackTina Locricchio

4. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 4 Leverage HP Resources Quickspecs Battlecards Sales Guides Competitive Information Whitepapers Gartner Report Success Stories Best Practices Documents Channel Promotions

5. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 5 Rediscover BURA on the Partner Portal

6. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 6 Free Ninja Assessment Symantec IBM TSM Commvault Data Protector Identify: Missed backup windows Missed restore SLAs Opportunity for deduplication savings Retention values vs. best practices

7. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 7 StoreOnce TCO/ROI Assessment Tool Are your customers ready to refresh their backup environment? Lead them to HP StoreOnce Backup. The updated HP StoreOnce Backup TCO Assessment Tool Aug 2014, which supports Tape and VLS to Store Once migration scenarios, is now updated with the latest StoreOnce product offerings.HP StoreOnce Backup TCO Assessment Tool Aug 2014 The tool also has the following additional updates : - Updated list of installed base tape products - Updated pricing for more accurate financial analysis Use this tool to : - Quantify the financial benefits for your customer - Simulate business environments for single or multiple locations – compare up to ten different data sites with a back-up project for each site. - Use compelling TCO financials to move from proposal to close

8. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 8 OneHP Promotional Bundle What is it? Special promotional prices on Data Protector capacity based licensing (CBL), StoreOnce* and/or StoreEver* when sold together. A bonus offer for 3PAR is included when DP (CBL) and StoreOnce* are sold, all together. This offer is only available through HP Channel Partners and runs until January 31, 2015. What are the details? Sell HP Data Protector (CBL) with either HP Store Once* or HP StoreEver* and receive the following discounts: Data Protector Capacity Based Pricing for a low as $1800/TB, quantity up to 99TB. HP StoreOnce* - up to 40% discount off list (when purchased with DP). HP StoreEver Commercial Tape* – up to 30% discount off list (when purchased with DP). HP StoreEver Enterprise Tape* – up to 50% discount off list (when purchased with DP). Bonus Offer! Sell Data Protector CBL with StoreOnce* and bonus discounts apply to 3PAR! 40% off all 3PAR products (end user price), if Data Protector with StoreOnce* is purchased together! *A minimum of $3500 list price of HPSD products listed must be purchased, plus DP - to qualify. * Must Engage DP Inside Sales, *Must go through Channel, *Must include Professional Services

9. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 9 HP Data Protector Details -The promotion is on Data Protectors capacity based pricing model, specifically the first 3 pricing tiers, protecting up to 99 TB. -Pricing “as low as” $1800/TB to the customer. Sufficient margin is built in for both distribution and channel partner. - It is recommend to request maximum support discount on Data Protector opportunities with this promo, using 1 year. Please be aware that support will be significant percentage of the deal due to the large discounts involved, and legal support cost floor / sku. -Reference Promo Code: 3.A025 Data Protector Capacity Based Licensing Includes: Unlimited Cell Managers Unlimited Tape Drives and Libraries Unlimited Online Backup & Granular Recovery Extensions Zero Downtime Backup & Instant Recovery Advanced Backup to Disk & NDMP Licenses Not Included: DP Navigator, SCOM, Software encryption

10. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 10 Identify Opportunities Call to action Learn to ask the questions – Understand the answers Leverage the extended HP BURA teams BURA Swat Team Category Managers Solutions Architects BURA Consulting Group Enablement BURA teams Partner Portal – Learn the product and the value it brings to the customer Create a BURA go to market with StoreOnce as the spearhead Lunch and learns and partner events

11. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. Thank you….Time for Lunch

12. © Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 12