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7/25/2019 AFF Support and Refresh 100815
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AFF Support Promotion
NetApp Confidential - Internal Use Only1
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New NetApp AFF Support Programs
GoalsAccelerate winning with AFF by competing more effectively on sup
Two new support programs for AFF systems Extended support price protection up to 7 years
Free Controller Upgrade with premium support renewal
Program period: through April 29, 2016. We will re-evaluate and dewhether to continue by that time.
NetApp Confidential - Internal Use Only2
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Extended Support Price ProtectionWhat we offer
NetApp Confidential - Internal Use Only3
Extended warranty and support to up to 7 years
Year 4-7 support and warranty cost the same % of list price per yearnow (POS) or purchase later (renewal).
3 Years standard warrantyUp to 4 years extension7yr
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Extended Support Price Protection
Year 1 2 3 4 5 6
Point ofSale
HW warranty 0 0 0 3% 3% NA 3
SupportEdgePremium 4hr
6.25% 6.25% 6.25% 6.25% 6.25% NA 6
Total 6.25% 6.25% 6.25% 9.25% 9.25% 9.25
Renewal HW warranty - - - 6% 3% 6% 3% NA 3
SupportEdgePremium 4hr
- - - 6.25% 6.25% NA 6
Total - - - 9.25% 9.25% 9.25
How it works: HW example
NetApp Confidential - Internal Use Only4
Same % of list price for year 4-7 purchased at POS or Renew
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Extended Support Price Protection
Year 1 2 3 4 5 6
Point ofSale
FlashBundle
6%* 6%* 6%* 6% 6% 6%
Renewal FlashBundle
- - - 6% 6% 6%
How it works: SSP example
NetApp Confidential - Internal Use Only5
Same % of list price for year 4-7 purchased at POS or Renew
AFF offers a new software packaging named Flash Bundle that combines OS and premiumone single line item on the quote.
* 6% SSP for year 1-3 is included in the software price and not visible as a separate line ite
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NetApp Free Controller Upgrade Program
Who is eligible Customers purchased minimum 3 years of premium service with an AFF order a
Renew their support contract so the total duration is 6 years
What we are offering A Free Controller equivalent to the original AFF controller purchased
An option to upgrade to a higher performance controller for an upgrade fee
How it works Partner and Sales team notified before year 3 is up to schedule upgrade
Customer submits a purchase order for the free controller and support contract rbeginning of year 4
Return the original controller within 45 days after receiving the new one.
Overview
NetApp Confidential - Internal Use Only6
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NetApp Free Controller Upgrade Program
Pay for year 4,5,6 support at any time within the first 3 years in any c
Flash Bundle transferred to the new controller
It is an option, Customers can choose whether to upgrade to the newtheir choice
Installation costs and services of the new controller not covered by N
Additional notes
NetApp Confidential - Internal Use Only7
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Common Questions and Answers
Scenario #1: my customer bought AFF within 60 days before Aug 17, can they tak
this offer? No. The promotion is only for qualified purchase (booking) of AFF systems starting Aug 17.
Scenario #2: my customer bought 4 years of premium support with initial purchasethey benefit from the offer? Yes. As long as they renew their support contract to cover the rest of the 6 years in total required by
before the end of year 3. They can purchase the 6 years of support in any combination, as long as ityear 3.
Scenarios #3: Can I combine the two offers? Yes. Customers can take advantage of the extended support price protection for the 6 years of prem
purchase and get a free controller at year 4. If they want to extend the support to 7 years, they will hof list price as support cost.
Scenarios #4: Can Support Services Certified (SSC) partners benefit from this offe Yes, only when selling NetApp branded SupportEdge Premium Services.
NetApp Confidential - Internal Use Only8
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NetApp beats competition
Year NetApp Pure EMC-XtremI1-3 ~6.1%* per year 6.7% per year 11% per year
4-7 ~8%* per year 10-15% per year 11% per yea
Support offer comparison
* Blended rate of HW warranty /Support, and SSP varies by config but within the proximity of 8%. See example in backup section.
NetApp Confidential - Internal Use Only9
CombineAFFsNondisruptive Upgrades,Scale Out, UnifiedArchitecture andEnterprise Grade withfree controller.
support is ofhigher list pricesfor comparablesystems.
No option
free contForklift bemodels.
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The Competition
Pure Evergreen Comp
Higher List Price
Higher % per year
FA450 $11.60 per GB y
AFF8080 $6.19 per GB
NetApp is 47% cheaper
Source $
NetApp Confidential - Internal Use Only10
Pure Evergreen Free controller every 3 years with support
Flat Renewal Cost per year buy anytime
Similar Performing Controller
Online Head Upgrade
Requires m class controller for new disk type
10-15% per year cost depending on options
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The Competition
Nimble Nothing
SolidFire Nothing
Tintri - Nothing
Source $
NetApp Confidential - Internal Use Only11
EMC 11% per year
Flat Renewal to 7 years
No Controller upgrades
No Non-disruptive Migrations
Cant do this with EMC
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AFF Resources
NetApp Confidential - Internal Use Only12
Public:
AFF Momentum Press Release on 9/24
Free Controller Upgrade Promotion Brief
The Register: NetApp slims down latest controller, beefs up
channel efforts
Field Portal:
Customer Outreach Email for AFF Controller Upgrade
AFF Support Promotion Terms
AFF Sales FAQ
All Flash FAS (AFF) Deep Dive (WebEx Recording)
SPM 2.0 Forward AFF
All Flash FAS (AFF) POC Toolkit Binder
Winning with NetApp Flash How to compete against EMC XtremIO
CI Presentation : Pure Storage Technical Deep Dive
http://www.netapp.com/us/company/news/press-releases/news-rel-20150924-682390.aspx#2notehttp://www.netapp.com/us/company/news/press-releases/news-rel-20150924-682390.aspx#2notehttp://www.netapp.com/us/media/ds-3709.pdfhttp://www.netapp.com/us/media/ds-3709.pdfhttp://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttp://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttp://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttp://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttps://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=163907&contentID=337947https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=163907&contentID=337947https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=155465&contentID=312412https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=155465&contentID=312412https://netapp-events.webex.com/netapp-events/lsr.php?RCID=6b681a14d740dd9f4b44fb159b168d8ahttps://netapp-events.webex.com/netapp-events/lsr.php?RCID=6b681a14d740dd9f4b44fb159b168d8ahttps://netapp-events.webex.com/netapp-events/lsr.php?RCID=6b681a14d740dd9f4b44fb159b168d8ahttps://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=159647&contentID=323013https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=159647&contentID=323013https://fieldportal.netapp.com/Modules/FieldPortal/Binders/Content.aspx?contentID=319157https://fieldportal.netapp.com/Modules/FieldPortal/Binders/Content.aspx?contentID=319157http://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttp://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttp://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttp://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttp://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttps://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=113892&contentID=201379https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=113892&contentID=201379https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=113892&contentID=201379http://vshow.on24.com/vshow/pbz/content/1028769/Winning%20with%20Flashhttps://fieldportal.netapp.com/Modules/FieldPortal/Binders/Content.aspx?contentID=319157https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=159647&contentID=323013https://netapp-events.webex.com/netapp-events/lsr.php?RCID=6b681a14d740dd9f4b44fb159b168d8ahttps://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=155465&contentID=312412https://fieldportal.netapp.com/Core/DownloadDoc.aspx?documentID=163907&contentID=337947http://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttp://www.theregister.co.uk/2015/09/28/netapp_latest_controller_beefs_channel_effortshttp://www.netapp.com/us/media/ds-3709.pdfhttp://www.netapp.com/us/company/news/press-releases/news-rel-20150924-682390.aspx#2note7/25/2019 AFF Support and Refresh 100815
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Thank you
NetApp Confidential - Internal Use Only
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Support Comparison Example
AFF suppo
% of list pr 6.25% for
6% for SWincluded, nseparate li
3% extendadded for
Pure suppbased. Desuggests: 6.7% for y
years
10% for ye
NetApp Confidential - Internal Use Only14
Product List Price
Year 1 Year 2 Year 3 Year 4 Year 5 Total (yr 1-5)
Pure FA 450 (34TB) 825,000$ 55,000$ 55,000$ 55,000$ 82,500$ 82,500$ 1,155,000$
AFF8080 (38.4TB)
Hardware/Storage 311,015$ 19,438$ 19,438$ 19,438$ 28,769$ 28,769$ 426,868$
Software 258,816$ 15,529$ 15,529$ 15,529$ 15,529$ 15,529$ 336,461$
AFF8080 (38.4TB) 569,831$ 34,967$ 34,967$ 34,967$ 44,298$ 44,298$ 763,329$
Rate Comparison
Year 1 Year 2 Year 3 Year 4 Year 5
FA450 (34TB) HW+SW 6.7% 6.7% 6.7% 10% 10%
HW SEP 4Hr 6.25% 6.25% 6.25% 6.25% 6.25%HW extended warranty 3% 3%
SSP 6% 6% 6% 6% 6%
Blended Rate* 6.1% 6.1% 6.1% 7.8% 7.8%
*for AFF8080 comparison. Blended Rate varies by config
Support List Price
AFF8080 (38.4TB)
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Pure Storage Support Rates
Year Advanced* Premium
POS
1 6% 8%
1+2+3 15% (for 3 yr support period) 20% (for 3 yr sup
4+5 16% (for 2 yr support period) 20% (for 2 yr sup
Renewal
4 8% 10%
5 8% 10%
6 15% N/A
7 15% N/A
*% are per year unless specified, % represents % of product list price
Source: April 2015 Pure PEPPM PricelistNetApp Confidential - Internal Use Only15
Total support $ for yeasupport $ for first three
On an annual basis; Pusupport $ for year 4&5
Example SKU List PriceAnnual Support
Amount
AnnualSupport % of
Pdt List Price
Product Pure Storage FlashArray FA-450 58TB ETH8 1,275,000$ - -
POS - 1 yr Support FA-450-58TB 1 Year Premium Maintenance 102,000$ 102,000$ 8%
POS - 1+2+3 yr Support FA-450-58TB 3 Year Premium Maintenance 255,000$ 85,000$ 7%
POS - 4+5 yr Support FA-450-58TB 4+5 Year Premium 255,000$ 127,500$ 10%
Renewal - 4 yr Support FA-450-58TB 4th Year Premium 127,500$ 127,500$ 10%
Renewal - 5 yr Support FA-450-58TB 5th Year Premium 127,500$ 127,500$ 10%
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Support Delta Costs for a Free Controller
Source: April 2015 Pure PEPPM Pricelist
System RAW TB Total 1-3 Total 4-6 1-3 Delta 4-6 Delta Notes
Pure FA450 38.4TB 34 $165 $230 -57% -73% FA450 vs 8080 3 year and 4-6 support with controll
Pure FA420 17TB 17 $93 $140 -74% -109% FA420 vs 8060 3 year and 4-6 support with controllPure FA405 11TB 11 $72 $106 -174% -217% FA405 vs 8040 3 year and 4-6 support with controll
NetApp AFF 8080A 38.4 $105 $133 N/A N/A
NetApp AFF 8060 19.2 $54 $67 N/A N/A
NetApp AFF 8040 9.6 $26 $33 N/A N/A
Comparison of list price support renewals
Pure is around 10-15% per year of HW/SW
EMC is around 11% per yearNetApp is around 8% of list price (lower list on similar system)
Support can be discounted, these are public list prices for all systems
NetApp support is less expensive than Pure for base support and controller upgrade.
Pure is also about 2/3 NetApp usable capacity as well.
NetApp Confidential - Internal Use Only