AFF Support and Refresh 100815

7/25/2019 AFF Support and Refresh 100815

1/16

AFF Support Promotion

NetApp Confidential - Internal Use Only1


2/16

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.



3/16

Extended Support Price ProtectionWhat we offer


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


4/16

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


Same % of list price for year 4-7 purchased at POS or Renew


5/16

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


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


6/16

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



7/16

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



8/16

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.



9/16

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.


CombineAFFsNondisruptive Upgrades,Scale Out, UnifiedArchitecture andEnterprise Grade withfree controller.

support is ofhigher list pricesfor comparablesystems.

No option

free contForklift bemodels.


10/16

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 $


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


11/16

The Competition

Nimble Nothing

SolidFire Nothing

Tintri - Nothing

Source $


EMC 11% per year

Flat Renewal to 7 years

No Controller upgrades

No Non-disruptive Migrations

Cant do this with EMC


12/16

AFF Resources


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#2note


13/16

Thank you

NetApp Confidential - Internal Use Only


14/16

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


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)


15/16

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%


16/16

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

Documents

AFF Support and Refresh 100815