Paving the Path to theNext-Gen Data Center

Bill Lipsin

VP, Global Channels

March 10, 2016

© 2016 NetApp, Inc. All rights reserved.

Source: IDC WW Enterprise Storage Systems Forecast 2015-19, IDC; WW Enterprise Storage for Public and Private Cloud 2014-18,

IDC forecasts on Hyper-converged, Integrated, All Flash Arrays, and File & Object Storage; NetApp internal estimates

Bil

lio

n U

SD

$0.00

$2.00

$4.00

$6.00

$8.00

$10.00

$12.00

$14.00

$16.00

$18.00

$20.00

FY14 FY15 FY16 FY17 FY18 FY19 FY20

Hyperconverged

Object

Converged

All Flash Arrays

Customers are Betting on Key Technologies

2 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

NetApp is Paving the Path to the Next-Gen Data Center

Differentiated Strategy for Hybrid Cloud2

Most Comprehensive Flash Portfolio in the Industry 1

Channel-Centric Go-to-Market Model3

3 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

NetApp is Paving the Path to the Next-Gen Data Center

4 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Most Comprehensive Flash Portfolio in the Industry1

Simplicity

Enterprise Grade Performance

Competitive All-Flash Storage Landscape

Set and Forget Simplicity• Seamless scale-out

• White box economics

• Consumption model pricing

Pure Storage

Rich Storage Services• Integrated data protection

• Synchronous replication

• Flash-disk-cloud supportHP 3PAR

DSSD

Application Optimization• Consistent, ultra-low latency

• Single application focused

• $/IOPS/RU

EMC XtremIO IBM TMS

5 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Simplicity

Enterprise Grade Performance

NetApp: Most Comprehensive Flash Portfolio in the Industry

All Flash FAS

SolidFire

EF-Series

6 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

7 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

* Source: Forrester TEI

83% faster provisioning with ACI

20-30% reduction in application testing time

70% of engineering time reclaimed

76% ROI in just 17 months*

Free storage controller upgrade

Flash performance at the price of disk

Up to 20X AFF storage performance

208% faster SQL response times

100+ world record benchmarks

Performance

Agility

Economics

FlexPod AdvantageCapitalizing on the Growth Opportunity in Flash-based Converged Infrastructure

8 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

NetApp is Paving the Path to the Next-Gen Data Center

Differentiated Strategy for Hybrid Cloud2

9 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Differentiated Strategy for Hybrid Cloud

© 2015 NetApp, Inc. All rights reserved. NetApp Confidential – Limited Use 10

Monetize Data ValueSell Flash and Converged

Infrastructure

Innovate With InfrastructureSell Cloud-like Data Management

Integrate Public CloudSell With the Cloud

FlexPod

All Flash FAS

7 ModecDOT

ASUP

EF-Series OnCommand

SnapCenter

Metrocluster

Big DataHadoop,Splunk…

WFAOCI

NPScDOTNDO, SMT, Scale-out

Cloud Data ONTAPOpenStack

StorageGRIDWebscale

AltaVault

SoftwareData ONTAP

Virtualized Data

ControlTower

Storage HW Server HW Cloud HW

PrivateCloud

FAS

All SSD

FlashCache/Pool

FlexPod

Data Management Everywhere

SolidFire

10 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Strong Partnerships are Key to Our Success

Hyperscale CloudProviders

PrivateCloud

Cloud Service

Providers

Data Fabric

Best of Breed Partner Ecosystem

11 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

NetApp is Paving the Path to the Next-Gen Data Center

Channel-Centric Go-to-Market Model3

12 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

80% of NetApp’s Revenue Delivered Through Channels

Channel (Resellers, SIs, Distribution, OEM)

80%

Direct

20%

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CRN 5-Star Partner Program Winner Since 2009

NetApp Channel Goals

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Predictability Consistency Profitability

Market-Leading Portfolio

Worldwide Rules of Engagement Policy

Rules for Sales and Services engagement

Predictable, fair, and consistent way to

work with partners

Escalation path for conflict resolution

Tied to NetApp Code of Conduct

Channel Model

Customer Price Quotes

Opportunity Management

Professional and Support Services

Deal Registration

Support Renewals

15 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Evolving our Channel StrategyTo Meet Partner Needs Today and Into the Future

FY16 FY17 FY18

Strengthen Partnerships Accelerate Growth Optimize Ecosystem

Increase Sales Capacity

Drive Services Value Add

Focus on Partner Enablement

Leverage Distributor Value

Improve Partner Experience

Accelerate Growth

Flash, FlexPod, cDOT

Double Down on Flash

Build on FlexPod Momentum

Drive cDOT Revenue

Nurture Emerging Products

Penetrate New Business Opportunity

Incubate Next-Gen Channels

Raise the Bar for Partners

Enable Self-Sufficiency

Mainstream Next-Gen Channels

Integrate Service Provider Channels

16 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

+26%YoY Revenue Growth

$600MAnnual Run Rate

+70%YoY Clustered Nodes Shipped

Based on Q3’FY16 data

Market-Leading Portfolio

© 2016 NetApp, Inc. All rights reserved. 17

Strategic Solutions Clustered Data ONTAP All-Flash Array

In SummaryNetApp is Paving the Way for Partners to Win the Next-Gen Data Center

Most Comprehensive Flash Portfolio in the Industry1

Differentiated Strategy for Hybrid Cloud2

Channel-Centric Go-to-Market Model3

19 © 2016 NetApp, Inc. Cisco, Inc. All rights reserved.

Thank You

© 2016 NetApp, Inc. All rights reserved.