© 2015 BROCADE COMMUNICATIONS SYSTEMS, INC. INTERNAL USE ONLY

Why BrocadeTech Data Public Sector Conference

Mike Newcomb – Director, Americas ChannelsJoe Muscarella – Director, Federal Channels

© 2014 BROCADE COMMUNICATIONS SYSTEMS, INC. CONFIDENTIAL—FOR INTERNAL USE ONLY 2

Who is Brocade?A LEADING EDGE INNOVATIVE NETWORKING COMPANY

• What do we make?‒ Networking hardware and software solutions

• What position are we in the industry?‒ SAN Share ~75%, IP Share ~ 2%

• Major divisions of the business?‒ SAN, IP & SWN

• Main market segments?‒ Data Center, Campus, Service Provider & Software Networking

• What is our mission?‒ To be the network provider of choice to the world’s data

centers

© 2014 Brocade Communications Systems, Inc. Company Proprietary Information

Annual Revenue(Billions)

• Founded in 1995

• $2.5+ billion in annual revenue ($250m Federal)

• 4,500+ employees worldwide (150 Federal)

• Headquartered in San Jose, CA (Fed:Herndon)

• Only “end to end” network competitor to CISCO

• Stock trading at 52 week high, 65% rise in 12 months

• Aligned by Enterprise, Federal, Service Provider

• 98% channel utilization

$2.24

$1.24

$1.47

$1.95$2.09 $2.15

Brocade at a Glance

Why Do Partners Choose Brocade

• Technology Leadership - Brocade’s SAN brand and market leading IP and software technology help partners build a brand. Emerging technologies such as fabric and SDN will help a partner to provide differentiated solutions.

• Brocade helps partners build a healthy business model (high growth product lines) though a strong partner program.

• We do not compete with the partners services offering.

• Complimentary solution to other manufacturers – not proprietary!‒ Significant investments in interoperability with our ecosystem

partners.

• Good margins and field sales support on deals to help you win.

• Brocade VCS, 10 node fabric:

‒ Step 1: Turn switches on‒ Step 2: Connect cables‒ Step 3: Next Project

• Cisco FabricPath, 10 x Nexus 7000:‒ Step 1: Create (2) portchannels between a Nexus pair‒ Step 2: Activate vPC between them‒ Step 3: Activate FabricPath on the vPC pair‒ Step 4: Activate vPC+ in the pair (~7 commands per

switch)‒ […]‒ Step 19: Configure MAC learning mode for FP VLANs‒ Step 20: Activate FabricPath in the defined portchannel‒ Step 21: Repeat previous 20 steps para the 4 other

vPC+ pairs‒ […]‒ Step 101: Configure (2) portchannels between each

edge vPC pairs and the core vPC pair‒ […]‒ Step 106: Actívate FabricPath on the (8) defined

portchannels‒ […]‒ Step 114: On each Nexus 7K in the core vPC, define (8)

portchannels‒ […]

10 Node Fabric Setup•Simplification! - VCS v/s Brand C

©

State – Local - Education

© 2015 BROCADE COMMUNICATIONS SYSTEMS, INC. INTERNAL USE ONLY 6

© 2015 BROCADE COMMUNICATIONS SYSTEMS, INC. INTERNAL USE ONLY

Trade In Aging Infrastructure and Transform Legacy Network Costs to an Affordable New Network

Acquisition May Be Easier Than You Think

What kind of network will your

school need in 2020?

1 Gb

10 Gb

100 Gb

40 Gb

Software

Wireless

CloudCommon Core

e-Rate

Security

Distance Learning

Traditional FundingLengthy, Unpredictable Processes that Require Term Commitments

Accrued Savings

Multi-Year Lease

Bond Initiatives

2020

E-Rate

Redefining Acquisition for the New IP

NETWORK SUBSCRIPTIONLEGACY ACQUISITION

Purchase or LeaseConsumption-Based

CostsForecasted

Demand/Depreciation Unlimited Upgradability

In-depth Analysis &Justification

On-Demand Scalability

Planned Obsolescence Evolving Useful Life

High CapEx Investment OpEx Agility

Tactical Commitment Financial Dexterity

Open, Scalable, Upgradable, OpEx

New in 2015! E-Rate Funds BNSLeverage e-Rate Funds for Multi-Year Acquisition Plans

Let Brocade show you how your existing support costs may fund most of your new network

• Wired and wireless solution

• Reallocate support costs for aging infrastructure into acquisition funds for a new network

• No upfront capital

60-Days Deferred PaymentReady for a New Network, but the Budget Says Wait?

• Install now and defer payments for up to 60-days

• Time to professionally deploy your network

• Fiscal certainty to project and manage cash flow

• Installation costs may be spread over 12 months

• Open to all SLED customers, offer ends September 1st

Flexible Payment PlansCustomize to Fit Budget Cycles

Select a Plan That Works..Or Design Your Own!

Monthly Quarterly 10 Month Annual

Bundle Wireless SolutionsEnd-to-End Wired and Wireless Solution

BNS Lease

Eligible Amount

Up to 25% of the total amount

Any amount

Brocade or Partner Installation ServicesShorten Deployment Time & Increase Customer Satisfaction

BNS Lease

Term Payable over 12 months

Payable over term of contract

Eligible Amount

Pre-approval required

Up to 25% of the total amount

Trade In Equipment to Offset PaymentOption to Redeploy, Remarket or Recycle

• ISO 9001, ISO 14001, and OHSAS 18001 compliant

• Full packaging and shipping services

• On-site data destruction services available

Manage complexity of

asset disposition

• FMV trade in value

• Direct payment, consignment, or hybrid options

Capitalize on value recovery

• Includes verification and reporting

• DoD 5220.22-M, NIST SP 800-88

• R2 Responsible Recycling

Data Protection Certified

Destruction Services

K12 School District Economic Impact~14,300 Students & Faculty, 19 Schools & Administrative Locations

Former Annual Maintenance Fees $ 211,751* BNS Annual Payment $ 456,660

*Legacy support cost equivalent to 46% of the BNS plan

Equipment Value $1.35MIncluded an end-to-end network refresh for all schools and district facilities, including lifetime support services

Brocade End-to-End IntegrationUnified Testing and Support

End-to-End Network Solution 24x7 Support

As-a-Service Acquisition

Cicero Schools

“Brocade Network Subscription allowed our district to always have a current network, rather than having maintenance costs of an aging infrastructure.  BNS provided the financial flexibility we needed for the technology we wanted.”

-Brad Randmark, Director of Technology and Information Services

Cicero School District 99

Networks to Meet PARCC Testing

Westmark School

“The two vendors’ solutions work well together and I knew that I wouldn’t have any finger-pointing down the road.”

--Jennifer Miranda, Director of IT, Westmark School

Wired and Wireless, Cost-Effective Solution

Brocade & BNS Contracting VehiclesFor Updates Contact: SLEDTeam@Brocade.com

• WSCA-NASPO www.aboutwsca.org Alaska, Arkansas, California, Colorado, Delaware, Hawaii, Iowa, Louisiana, Missouri, Montana, New Jersey, Nevada, Oklahoma, Oregon, South Carolina, South Dakota, Utah, Washington, and Wyoming

• MiCTA http://www.micta.orgAvailable to health care, public sector, and non-profit entities with a 501(c)(3) or 501(c)(6) status

• GSA

• The QUILT http://www.thequilt.net

• USETPA http://www.usetpa.org

• State of Georgia

• State of Iowa

• State of Mississippi

• State of New York (OGS)

• State of Texas (DIR)

• State of Pennsylvania

Providing Agility to Embrace the New IPTechnical and Financial Dexterity for Industry Leading Solutions

• Pay for what you use• No up front capital • Acquire exactly

−What you want−When you want−Where you want

• Proven performance in 90% of Global 1000 datacenters

• Benefit from planned upgradability– Ports on-demand– Dynamic scaling– New functionality on the

fly

• Customer-definable acquisition model

• Risk free network assets that flex on-demand

• No term commitments, life cycles or depreciation

Financial Agility Technical Agility Industry Leadership

Federal

© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 24

WANTED!

Diego Garcia Grissom ARB, IN

Holloman AFB, NM Homestead ARB, FL

March ARB, CA Maxwell-Gunter AFB, AL

Moron AB, Spain Niagra Fall ARS, NY

Pittsburgh ARS, PA Schriever AFB, CO

Ramstein AB, Germany Kirtland AFB, NM

Dover AFB, DE LA AFB, CA

Arnold AFB, TN Pope Field, NC

Air Force Meetings at these locations

© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 25

WANTED!

• CID SMDC HRC

• AMC RDECOM

• CECOM AMCOM DHA

• Signal Commands DISA PENTAGON‒7th - CONUS

‒5th - Europe

‒311th - Pacific

‒335th - SWA

Army & COCOMS Meetings at these locations

© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 26

WANTED!

• CIA

• NGA

• DIA

• MI

INTEL Meetings at these locations

Inside Sales: Q&A

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