Selling Flash Solutions

© 2017 NetApp, Inc. All rights reserved. Legal Notices

Welcome to Selling Flash Solutions. This course describes market trends, the NetApp
flash portfolio, and how to position and win with the three primary NetApp flash
solutions.

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 This course focuses on enabling you to do the following:
▪ Identify the market trends and conditions that motivate IT
customers to consider a flash solution
▪ Describe the current market opportunity
▪ Describe the three solutions in the NetApp flash portfolio
About ▪ Articulate the business value of the NetApp flash portfolio
This
Course ▪ Position NetApp flash solutions
▪ Access the Field Portal for NetApp flash portfolio

This course focuses on enabling you to identify the market trends and conditions that
motivate IT customers to consider a flash solution, and describe the current market
opportunity. The course also describes the three solutions in the NetApp flash
portfolio: EF-Series, All Flash FAS, and SolidFire solutions. The course articulates the
business value of the NetApp flash portfolio and prepares you to position NetApp
flash solutions.
Finally, the course identifies the location of resources you can access for more
information about the NetApp flash portfolio.

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 IT Trends and Market Opportunities

In this module, you look at how IT is transforming, and how flash is important to the
transformation and to your customers. You also look at market opportunities.

3
IT Is Transforming to Meet the Needs of
Digital Businesses

Business imperatives

Value of flash for IT

Management is asking IT to help set businesses apart in a global, digital, and mobile
world. Business imperatives are providing new opportunities for IT. Although the
imperatives are not new, the digital revolution has heightened the speed and
necessity of the imperatives. Everything must occur faster and more transparently.

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IT Is Transforming to Meet the Needs
of Digital Businesses

Business imperatives
Increase growth
and revenue

Dramatically simplify
the environment

Value of flash for IT

In the current environment, the first priority of NetApp customers is to increase

revenue and growth. For IT, the focus on revenue and growth is an opportunity to
focus on transformational initiatives that advance the goals of the business. In fact,
businesses expect IT to focus on transformational initiatives. IT is shifting from simply
maintaining systems and keeping the lights on to strategic activities that can help the
business increase growth.

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IT Is Transforming to Meet the Needs of
Digital Businesses

Business imperatives
Increase growth
and revenue Act and scale quickly

Dramatically simplify Provide

the environment performance to all
environments

Value of flash for IT

The second priority for businesses is to change the speed at which they deliver
products and services. Businesses are focused on acting and scaling faster to capture
revenue opportunities. For NetApp IT customers, time is critical, such as time to
market for a new product or time to value relative to a business goal. Time to
insight—the speed at which data can be accessed and acted on—is also critical.
Management is asking IT to do everything possible to innovate and respond more
quickly to business needs, but with less budget and fewer personnel.

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IT Is Transforming to Meet the Needs of
Digital Businesses

Business imperatives
Increase growth Reduce the cost
and revenue Act and scale quickly of taking risks

Dramatically simplify Provide Radically change

the environment performance to all the economics of
environments the data center

Value of flash for IT

The third priority for businesses is to adjust to the rapid pace of change. Change is the
new normal. Doing nothing or avoiding a risk can often be much more expensive and
detrimental to the business than acting. Customers are shifting from balancing cost
and risk to reducing the cost of taking risks. The cloud gives IT a system for supporting
new ideas and opportunities in ways that were not possible before.

The cloud has emerged as a way to more effectively meet rapidly changing business
needs. Every IT organization is trying to determine how it can move quickly and
confidently to a future in which the cloud is core to the organization’s strategy.

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 Flash Can Now Be Used for Most Workloads
Cheap, Deep Storage Performance and Capacity Performance at Any Cost
Number of Applications

Virtualization
Engineering Emerging All Flash FAS
Home directories
Databases All Flash FAS
Public and private cloud,
infrastructure as a service (IaaS)

Low High
Performance

Gartner: “Select SSAs for all primary applications and workloads,

but do not restrict their usage for other applications.”

Historically, flash has been deployed for performance workloads. The market for
performance workloads is important but small.

However, emerging flash systems can economically support the less-performance-

sensitive applications that are the bulk of data center applications. The workloads
that flash can now support include virtualization, engineering, home directories, Tier
2 databases, and infrastructure as a service (or IaaS). The new workloads for flash
have always been a strength for NetApp. The workloads are where NetApp unified
capabilities have the most value. Putting archival workloads on disk can still be cost-
effective, but soon the workloads might be as cost-effective to put on flash.

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What if Customers Could
Achieve Transformative Goals?
▪ Modernize infrastructure
▪ Eliminate performance bottlenecks
▪ Deploy emerging applications
▪ Radically change the economics of the
data center
▪ Rapidly integrate new technologies
▪ Freely move data to where the data
runs optimally
▪ Manage and protect data

IT trends and innovations in technology enable you to give customers what they
want. What if a customer could achieve transformative goals?
1. Modernize infrastructure with flash and cloud, without creating silos
2. Eliminate all performance bottlenecks for across applications
3. Deploy emerging applications with enterprise-grade data services
4. Radically change the economics of the data center
5. Rapidly integrate new technologies as the technologies become available
6. Freely move data to where the data runs optimally; and
7. Manage and protect data with a single set of tools, wherever the data resides

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Your Opportunity

The flash storage market is growing faster than the overall storage market.
NetApp has the right solutions and programs.
In 2015, the all-flash array market was $2.6 billion and growing 100% per year.
NetApp FlashAdvantage Program

Captures your share of the

Guarantees performance Increases demand
fastest-growing segment
and efficiency Outpacefor competitive
flash
Seize the opportunity of the data center
Increase market
profitability
alternatives

The flash storage market is growing faster than the overall storage market because
the price of flash is steadily decreasing and customers see the performance benefits
of flash. According to Gartner, in 2015, the all-flash array market was 2.6 billion
dollars and is growing more than 100% per year. NetApp has the right solutions and
programs to help you seize the market opportunity, outpace competitive alternatives,
and increase profitability.

Consider the opportunity in the NetApp FlashAdvantage program, which reduces the
investment risk of deploying flash and makes adoption of flash easier for customers.
The All Flash Guarantee ensures that customers receive the storage efficiency and
capacity that NetApp promises, or NetApp will pay for the difference. The NetApp
flash campaign helps you to more easily increase demand for flash. NetApp delivers
the tools, programs, and products that you need to capture your share of the fastest-
growing segment of the data center market.

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 The NetApp Flash Portfolio

In this section, you look more closely at the three solutions in the NetApp flash
portfolio.

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The NetApp Flash Portfolio
EF-Series All Flash FAS SolidFire
Streamlined architecture
that is optimized for
low-latency workloads

Speed
Standalone applications

NetApp offers your customers three solutions to meet data center requirements now
and in the future.

An EF-Series solution is for a customer that requires speed above all other features.
The streamlined E-Series architecture is optimized for low-latency workloads.

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The NetApp Flash Portfolio
EF-Series All Flash FAS SolidFire
Streamlined architecture Performance and robust data
that is optimized for management that is optimized
low-latency workloads for shared, general IT

Speed Data Services

Standalone applications General-purpose
virtual infrastructure

An All Flash FAS solution is a complete storage solution that no portfolio company can
match in a single product. An All Flash FAS solution provides a unique combination of
performance and robust data-management capabilities. The new All Flash FAS series
systems deliver industry-leading performance, capacity density, scalability, security,
and network connectivity in dense form factors.

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The NetApp Flash Portfolio
EF-Series All Flash FAS SolidFire
Streamlined architecture Performance and robust data Seamless scaling and
that is optimized for management that is optimized service-oriented flash storage
low-latency workloads for shared, general IT for emerging architectures

Speed Data Services Scale

Standalone applications General-purpose On-premises and off-premises
virtual infrastructure cloud infrastructure

NetApp SolidFire all-flash arrays are for new-model data centers and new
consumption models. SolidFire arrays provide seamless scaling, quality of service (or
QoS), automation, and the advantages of white-box economics for service-oriented
architectures. SolidFire arrays complement other NetApp products.

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EF560 Arrays

All-Flash Storage Array

Low Latency Simplicity Reliability

Among EF-Series all-flash storage arrays, the EF560 array supports performance-
driven applications with submillisecond latency requirements. The three primary
value propositions of EF560 arrays are low-latency performance, simplicity, and
enterprise-class reliability. The value propositions enable EF560 arrays to improve the
speed of business and the overall efficiency and reliability of IT operations. An EF560
system benefits both business and IT, providing a better overall experience for you
and your customers.

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EF560 Benefits

Maximum efficiency Eliminates overprovisioned disks and reduces cost

Modular scalability
Supports up to 384 TB of raw capacity in modular 2U
building blocks

Uses fully redundant, modular 2U enterprise-grade

Maximum uptime building blocks to provide six nines (99.9999%) uptime,
automated failover, and advanced monitoring

Advanced data protection Guards against data loss and downtime events

An EF560 all-flash array provides many benefits to a customer, including maximum

efficiency, modular scalability, maximum uptime, and advanced data protection.
• An EF560 array maximizes efficiency by eliminating overprovisioning and reducing
costs dramatically. The array reduces costs by cutting space, power, and cooling
requirements by up to 95%.
• An EF560 array supports modular scalability for up to 384 TB of raw capacity in
modular 2U building blocks. The array delivers superior data access with low-
latency performance.
• An EF560 array maximizes uptime by using a redundant modular 2U enterprise-
grade, building-block system. The building-block system is fully redundant and
provides six nines (or 99.9999%) uptime. The EF560 array also provides automated
failover and advanced monitoring.
• Advanced data protection features in an EF560 array enable customers to guard
against data loss and downtime events both locally and at long distances.

Also, with an EF560 array, you can offer customers professional services and support
services that help them optimize their solutions.

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All Flash FAS Enterprise-Grade Capabilities

Cloud

Data
All Flash Fabric Hybrid
FAS FAS

More than 4 million IOPS and nearly 367 PB of effective all-flash capacity
Unified Management Across Flash, Disk, and Cloud Resources

Data Protection Management Application

Performance
and Security Simplicity Integration

Professional and Support Services

All Flash FAS systems address enterprise storage requirements with high
performance, superior flexibility, and best-in-class data management. All Flash FAS
systems use ONTAP data management software to increase the speed of business
without compromising the efficiency, reliability, or flexibility of IT operations. All Flash
FAS gives customers enterprise-grade capabilities. Because All Flash FAS systems use
ONTAP software, they provide ONTAP features such as data protection and security,
unified management and management simplicity, and application integration. With
the Data Fabric powered by NetApp, you can seamlessly move data to and from the
cloud.

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All Flash FAS Advantages for Enterprise Applications

Database
Virtual Desktop
Server Virtualization Thin
Infrastructure (VDI)
Replication
Replication of Changed
Blocks for Backups and
12x $39 for SAN Restores in Minutes
Application per Desktop VDI and

Data Protection
IOPS
Faster
NAS Replication to Hard Disks or
Hybrid Arrays for Reduced
20x Response
Time
And Support for
Thousands of Users
Flexibility Target Cost of More than

50 %
One Up To 30x Industry- Synchronous Replication
Half Leading
The Server and Space Savings Zero Recovery Point
Software with Data Reduction Objective (RPO)
License Costs Application Integration
Technologies Low-to-Zero Recovery Time
Objective (RTO)

An All Flash FAS solution is ideal for a customer that wants to accelerate enterprise
applications, such as databases, virtual desktop infrastructures (or VDIs), or
virtualized servers. All Flash FAS provides inherent storage efficiencies with ONTAP
and integrated data protection.

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The All Flash FAS Family
Accelerate Every Confidently Prepare
Dramatically Reduce
Application Without Enterprise Architecture
Data Center Costs
Disruption for the Future

▪ Benefits for users, clients ▪ Simple infrastructure and ▪ Modern, agile architecture
▪ Benefits for IT capital expenditures (capex) ▪ Easy growth
▪ Benefits for business ▪ Simple operations and ▪ Proven leadership
operational expenditure (opex)
▪ Simple cost calculation (TCO)

All Flash FAS systems simplify and modernize customer IT infrastructure. All Flash FAS
systems deliver high performance at low latency to accelerate every application
(without disruption). All Flash FAS systems improve efficiency and simplicity to
dramatically improve data center economics. Finally, All Flash FAS systems give
customers the confidence to anticipate future changes to enterprise architecture.
Acceleration of applications without disruption improves user and client experience
and reduces customer attrition rates by providing fast, continuous access to data. IT
benefits because IT becomes more relevant to business by providing unmatched
service levels. And businesses benefit because the businesses can quickly and
continuously access information and act on the information to discover new business
opportunities, outcomes, and markets.
All Flash FAS systems dramatically reduce data center costs by first simplifying
infrastructure, which reduces data center footprint, as well as power and cooling
costs. Operations are simpler, so customers can spend more time on strategic
projects and less time on day-to-day tasks and disaster-response training. And cost
calculation is simpler, so the data center can be modernized more easily and at lower
cost.
With All Flash FAS systems, you can confidently prepare enterprise architecture for
the future. You can make architecture modern and agile, so that you can dynamically
adapt the architecture to business demands. You can easily increase infrastructure
size and move to modern infrastructure. And you can depend on NetApp market
leadership to protect your investment with a SAN that you can trust.

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All Flash FAS Series
AFF A700

▪ New All Flash FAS systems are faster, smaller, and more flexible.
AFF A700s
▪ AFF A200, A300, A700s, and A700 systems
are faster and more compact.
AFF A300

AFF8080 EX
AFF A200
AFF8080
All Flash FAS
Series
AFF8040

High-End

AFF8000
Mid-Range
Series
Entry

The systems in the new All Flash FAS portfolio are faster, smaller, and more flexible.
The new portfolio meets the increasing demands of the data center. NetApp AFF8000
Series systems are emerging enterprise systems. Customers can simplify and
modernize data centers with the fastest unified all-flash performance, with leading
storage density, and with enterprise-class data management features.

The AFF A200, A300, A700s, and A700 systems have been added to the All Flash FAS
portfolio. The new systems further differentiate All Flash FAS systems from FAS Series
system, and expand your potential customer base to include medium-sized business
and entry-level customers. The new systems are the fastest unified all-flash systems.
They also provide leading density with compact form factors. The AFF A200, A300,
A700s, and A700 systems increase the benefits of flash systems by being faster and
more compact, and by taking advantage of the features of ONTAP 9.1.

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All Flash FAS Series Features
▪ Fastest unified all-flash
systems AFF A700: high-end system with a
highly expandable 8U modular design
▪ Best density with compact
form factors
AFF A700s: high-end, compact
▪ Extension of flash benefits system with a 4U chassis, including
to midsize businesses internal solid-state drives (SSDs)

AFF A300: midrange compact

3U chassis

AFF A200: entry-level compact

2U chassis, including internal SSDs

There are four new All Flash FAS series systems:

• An AFF A700 system is a high-performance, expandable, high-end system.
• An AFF A700s system is a high-end, compact 4U system. An AFF A700s system
delivers similar performance as an AFF A700 system, with leading performance
and capacity density.
• An AFF A300 system has a midrange, compact 3U chassis. Powerful AFF A300
systems have a small footprint and target midrange configurations.
• Finally, an AFF A200 system has an entry-level 2U chassis with an internal solid-
state drive (SSD) shelf.

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Diverse Offerings That Fit Any Need
▪ Various designs that fit various needs: Systems with Systems with
▪ Modular design and compact design External SSDs Internal SSDs
▪ Internal SSDs and external shelves
▪ Different I/O expandability
High-end
▪ Low entry point that fits any budget:
AFF A700 AFF A700s
▪ Start small with an AFF A200 system
▪ Grow big by scaling out or scaling up to
higher-end systems Mid-range
AFF A300

Entry-level
AFF A200

The new All Flash FAS series systems meet diverse customer needs. Customers need
modular designs or compact designs, internal SSDs or external shelves, and various
levels of I/O expandability. Customer budget considerations vary. An entry-level
customer will want to start small, but a mid-range customer or high-end customer
will want to scale out or scale up to higher-end models.

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A SolidFire array is a software-defined all-flash storage array that does not require RAID
and is for emerging data centers. SolidFire arrays provide cloud storage like that of
Amazon Web Services (or AWS). The SolidFire “as a service” experience on premises for
enterprise customers and service providers is also similar to the AWS experience.
SolidFire arrays deliver guaranteed, predictable “as a service” performance for a dynamic
set of workloads. Five core elements make a SolidFire solution compelling:
▪ The SolidFire scale-out architecture enables you to easily add nodes to a storage array
and remove nodes from the array. SolidFire Element X software manages and
rebalances storage. Therefore, you do not have to plan capacity three to five years
into the future.
▪ SolidFire arrays guarantee performance to all workloads, applications, virtual
machines, and virtual volumes. Performance and capacity are managed separately
across the cluster.
▪ With SolidFire arrays, all storage administration and management tasks are
automated. Automation of tasks enables virtualization teams, server teams, and end
users to provision storage themselves easily and quickly, without affecting the needs
of other teams and users.
▪ SolidFire provides self-healing (also known as “data assurance”). SolidFire
automatically manages failed drives rapidly and with no disruption or effect on
performance.
▪ SolidFire global efficiency features yield the most effective capacity possible across the
entire storage array. The efficiency features are always on and include inline data
deduplication, compression, and thin provisioning, with no effect on performance.

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The five core elements of SolidFire architecture provide value to customers.
SolidFire arrays accelerate time to production: products and services get to market
faster and are of higher quality. SolidFire arrays are easy to configure and deploy.
SolidFire arrays are deeply integrated with development stacks, such as OpenStack,
CloudStack, and VMware, so self-provisioning and management of storage can be
orchestrated and automated.
A SolidFire architecture can scale performance and capacity simply and separately. So
SolidFire architecture increases flexibility and the speed with which organizations use
capacity.
SolidFire arrays can be easily integrated into existing and new workflows. So SolidFire
arrays reduce operational management and expenditures, enabling greater
productivity for value-added projects.
SolidFire arrays guarantee workloads minimum and maximum performance levels. So
multiple workloads can run in one cluster without affecting each other. The ability to
run multiple workloads in one cluster significantly reduces data-center capital
expenditures and operational expenditures, and enables organizations to reap the
economic benefits.

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 5/1/2017

NetApp Flash Customer Successes

Financial Manufacturing
The customer was able to halve the time The customer replaced hundreds of
required to process 10 million data records for overprovisioned hard disks with a single all-
a business intelligence application. flash array, more than doubling performance.

Oil and Gas Medical

The customer obtained real-time analytics of The customer got faster access to electronic
active oil drilling for improved decision making. health records, leading to better patient care.

Software Hotel and Resort

The customer gained the ability to run software The customer grew while providing unmatched
tests, reducing time to market for products. customer-reservation services.

Customers in many industries are implementing NetApp flash solutions. As the

examples show, customers with NetApp flash solutions have optimized their data
centers to reduce cost, improve performance, and move their businesses forward.

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The NetApp Storage Efficiency Guarantee
▪ Is a workload-specific guarantee VDI Workload Example
▪ Applies exclusively to new All Flash (other workloads yield different ratios)
What FAS systems
▪ Is a public and global program

▪ Applies to AFF8040, AFF8080, A200, A300,

A700, A700s systems 100 TB
Details ▪ Requires customer workload details VDI = 5:1
▪ Uses less storage with up to 5:1 efficiency
▪ NetApp backs the guarantee with a promise
to pay for any difference
100TB

100 TB Effective
When Runs through April 2018 Physical
capacity 20TB Capacity
Guaranteed

The NetApp storage efficiency guarantee ensures that customers get the storage
efficiency and capacity that NetApp promises, or NetApp will pay for the difference.

The NetApp storage efficiency guarantee ensures that the use of NetApp storage
efficiency technologies on All Flash FAS systems reduces the logical capacity that is
needed to store customer data by five to one. The ratio of savings is calculated by the
Synergy tool for the specific workload or combination of workloads. The program is
available for customer purchases of new AFF8040, AFF8080, AFF A200, AFF A300, AFF
A700, and AFF A700s systems and runs through April 2018.

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 Selling Strategies:
Winning with the Flash Portfolio

In this module, you learn how to position and win with the NetApp flash portfolio.

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Why Choose a NetApp Flash Solution?

NetApp
With the expertise has the Professional
of NetApp strongest flash portfolioyou
Services, for can
you identify
to sell: and prioritize
the best workloads for flash and achieve desired business outcomes.

SolidFire All Flash FAS FlexPod with

Complementary Flash
Converged Infrastructure DataONTAP
with Fabric All Solutions
Flash FAS
Options for selling Solutions for
Ultrahigh Workload
to verticals: Low latency Data services
Increased speed A emerging digital
market-leading,
performance consolidation
Education and efficiency flash-based enterprises
converged
Oil and Gas infrastructure solution
Healthcare
Financial Services

NetApp has the strongest flash portfolio for you to sell. The NetApp portfolio offers
ultrahigh performance, low latency, data services, workload consolidation, and
solutions for emerging digital enterprises. Only NetApp solutions enable your
customers to implement a converged infrastructure, a data fabric, and
complementary flash solutions. With the expertise of NetApp Professional Services,
you can identify and prioritize the best workloads for flash and achieve desired
business outcomes. Award-winning SolidFire arrays give you more options for selling
to verticals like education, oil and gas, healthcare, and financial services. New,
industry-leading ONTAP software increases the speed and efficiency of All Flash FAS
solutions. With FlexPod and All Flash FAS, you can offer your customers a market-
leading flash-based converged infrastructure solution.

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Why Choose NetApp for All-Flash Arrays?
Top Five All-Flash Array Vendors
by Year-on-Year Revenue Growth
End of Q3 FY17: $1.4
140% $1.4 #2
billion revenue run rate
120%
billion for all-flash products
100%
80%
60%
40%
20% #2 Greater market share
0% market than HPE, Pure,
NetApp HPE Dell Pure IBM Market
Tech. share and IBM

Source: IDC, Worldwide Quarterly Enterprise Storage Systems Tracker - 2016Q3, December 1, 2016

NetApp is the industry’s fastest growing all-flash and SAN vendor, with a 1.4 billion
dollar run rate.

In terms of market share, NetApp is number two in the AFA market, ahead of HPE,
Pure and IBM.

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Understanding the Preferences of Enterprise Buyers
Buyers Preferences Lead with

Cloud architect ▪ Emerging grid or modular architectures

▪ Buyers inside IT ▪ Service-based data center focus
▪ Buyers outside IT ▪ Open-source white box
▪ Automation, creation of an “as a service”
environment SolidFire

As you talk with customers, identify how each customer thinks about the data center
before you select a flash solution to lead with. For example, customer buyers that
think like cloud architects probably want to automate and create an “as a service”
environment. Cloud architects want to create a service-based data center. For cloud
architect buyers, lead with a SolidFire solution, which provides the QoS that cloud
architects want.

30
Understanding the Preferences of Enterprise Buyers
Buyers Preferences Lead with

Cloud architect ▪ Emerging grid or modular architectures

▪ Buyers inside IT ▪ Service-based data center focus
▪ Buyers outside IT ▪ Open-source white box
▪ Automation, creation of an “as a service”
environment SolidFire

Traditional IT buyer ▪ Low-risk, proven storage technologies

▪ Infrastructure teams ▪ Storage features
▪ Storage teams ▪ Improvement of existing infrastructure
and processes
▪ Integration into the current ecosystem All Flash FAS

Traditional IT buyers are often risk-averse and want proven storage technology.
Features matter, as do improvements to processes. An All Flash FAS solution, which
comes with ONTAP software, is proven technology. An All Flash FAS solution provides
the efficiency and manageability that traditional IT buyers want.

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Understanding the Preferences of Enterprise Buyers
Buyers Preferences Lead with

Cloud architect ▪ Emerging grid or modular architectures

▪ Buyers inside IT ▪ Service-based data center focus
▪ Buyers outside IT ▪ Open-source white box
▪ Automation, creation of an “as a service”
environment SolidFire

Traditional IT buyer ▪ Low-risk, proven storage technologies

▪ Infrastructure teams ▪ Storage features
▪ Storage teams ▪ Improvement of existing infrastructure
and processes
▪ Integration into the current ecosystem All Flash FAS

Application-focused buyer ▪ Maximum speed for specific tasks

▪ Line-of business (LOB) owners, ▪ Simple, fast, and inexpensive direct-attached
database administrators (DBAs), storage (DAS)
EF-Series
application owners ▪ Speed above all other factors
▪ Performance-focused buyers

Application buyers, who are often line-of-business owners, know that performance is
key to making money. Application buyers want fast, simple, and inexpensive
solutions. Speed is the top priority of application buyers. EF-Series systems meet the
performance and simplicity requirements of application buyers.

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Qualifying Questions
▪ What would 20 times the application performance mean to
your business?
▪ Do you want to update your data center with flash technology?
▪ Do you need to reduce time for analytics?
▪ Do you need a VDI system that supports both performance for virtual desktops
and enterprise storage for user data?
▪ Do you want to build an emerging data center with cloud-like services?
▪ Do you need to integrate flash into your current infrastructure?
▪ Is performance a priority for you?
▪ How will your capacity and performance requirements change over the next
several years?

You can ask your customers the questions listed here to help determine customer
readiness for a flash solution. The questions also help you determine which flash
solution meets the customer requirements. Ask customers about their current
environments and what they want to see now and in the future. Identify customer
priorities.

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Key Messages

NetApp Flash Portfolio and Programs

Simplicity Flexibility Business Results

With the NetApp flash portfolio and programs, increasing demand for flash from your
customers is simple. The flash portfolio is flexible and helps your customers access
and move data wherever the data will have the most value: flash, disk, or the hybrid
cloud. NetApp is committed to helping you achieve business results by capturing your
share of the fastest growing segment of the data center market.

34
Field Portal

See the Field Portal for more information about the flash portfolio and about current
products and promotions.

35
Course Summary
This course focused on enabling you to do the following:
▪ Identify the market trends and conditions that motivate IT customers
to consider a flash solution
▪ Describe the current market opportunity
▪ Describe the three solutions in the NetApp flash portfolio
▪ Articulate the business value of the NetApp flash portfolio
▪ Position NetApp flash solutions
▪ Access the Field Portal for NetApp flash portfolio

This course focused on enabling you to identify the market trends and conditions that
motivate IT customers to consider a flash solution, and describe the current market
opportunity. The course also described the three solutions in the NetApp flash
portfolio: EF-Series, All Flash FAS, and SolidFire solutions. The course articulated the
business value of the NetApp flash portfolio and prepared you to position the NetApp
flash solutions.

Finally, the course identified the location of resources you can access for more
information about the NetApp flash portfolio.

36
 Assessment

Assessment

37
Instructions
1 There are 10 questions on the assessment.

2 You must score at least 80% to pass.

3 If you exit the assessment before you complete it, your progress is not saved.

4 After you select an answer, click Submit.

5 After you click Submit, you cannot answer the question again.

When you are ready to proceed, click the Play icon

in the toolbar at the bottom of the page.

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Question 1
Companies need flash systems to address which three business imperatives?
(Choose three.)
a. increase growth and revenue
b. move and scale quickly
c. reduce the cost of risk
d. maintain current levels of service
e. maintain data integrity

39
Question 2
Which NetApp flash solution is ideal for customers that need QoS?
a. All Flash FAS
b. EF-Series
c. SolidFire

40
Question 3
Which NetApp flash system is ideal for a customer that values performance
above other considerations?
a. All Flash FAS
b. EF-Series
c. SolidFire

41
Question 4
Which NetApp flash system is ideal for customers that need
manageability capabilities?
a. All Flash FAS
b. EF-Series
c. SolidFire

42
Question 5
Which two workloads are being considered for flash in emerging data centers?
(Choose two.)
a. home directories
b. engineering applications
c. email and communication applications
d. archives

43
Question 6
Which two workloads can benefit from flash? (Choose two.)
a. enterprise servers
b. virtualization servers
c. Infrastructure as a service (IaaS)
d. archives

44
Question 7
Which type of buyer is most likely to be interested in an All Flash
FAS implementation?
a. cloud architect
b. traditional IT buyer
c. application owner
d. email administrator

45
Question 8
Which type of buyer is most likely to be interested in a SolidFire implementation?
a. cloud architect
b. traditional IT buyer
c. application owner
d. storage administrator

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Question 9
Which type of buyer is most likely to be interested in an EF-
Series implementation?
a. cloud architect
b. traditional IT buyer
c. application owner
d. storage administrator

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Question 10
What are two features of EF-Series systems? (Choose two.)
a. low latency
b. simplicity
c. QoS
d. data-management capabilities

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