What Would Happen if Your Customers Never Purchased Another Network?

Brocade Network Subscription – Partner Enablement

Legal DisclaimerAll or some of the products detailed in this presentation may still be under development and certain specifications, including but not limited to, release dates, prices, and product features, may change. The products may not function as intended and a production version of the products may never be released. Even if a production version is released, it may be materially different from the pre-release version discussed in this presentation.

Nothing in this presentation shall be deemed to create a warranty of any kind, either express or implied, statutory or otherwise, including but not limited to, any implied warranties of merchantability, fitness for a particular purpose, or non-infringement of third-party rights with respect to any products and services referenced herein.

ADX, Brocade, Brocade Assurance, Brocade One, the B-wing symbol, DCX, Fabric OS, ICX, MLX, SAN Health, VCS, and VDX are registered trademarks, and AnyIO, HyperEdge, MyBrocade, NET Health, OpenScript, and The Effortless Network are trademarks of Brocade Communications Systems, Inc., in the United States and/or in other countries. Other brands, products, or service names mentioned may be trademarks of their respective owners.

© 2012 Brocade Communications Systems, Inc. Proprietary Information

By 2015, at least 50% of new managed LAN deals will be delivered on a utility (price-per-port) basis.

© 2013 Brocade Communications Systems, Inc.

Neil Rickard, GartnerDecember 2, 2012

Utility Managed-LAN Services Give LANs Cloudlike Flexibility

© 2013 Brocade Communications Systems, Inc.

Reseller is paid in full upon: Submission of a

Signed Contract Installation of

Brocade IP Equipment

Eligible for all Brocade channel incentives – same as cash

2013 VAR Compensation

Repeat Orders

VAR Sets Customer Price

VAR Gets Brocade Network Subscription Quote from Brocade Capital

Append Contract with a New BNS Schedule

Order via Tech Data just like initial order© 2013 Brocade Communications Systems, Inc.

83% of our Network Subscription customers have come back for additional products and services

Brocade Network Subscription deals are 4X larger than cash deals

Repeat orders exceed initial installation

Operations & Processes

66© 2013 Brocade Communications Systems, Inc.

Submit End-User Price to

Brocade Capital for Network

Subscription QuotePlace the order

with Tech Data & Invoice Brocade

Capital for the Total Sales

Amount

Identify and close opportunity

Brocade will buy back the BNS receivable from the VAR at an agreed upon cash price

Brocade will contract directly with the customer for monthly payments

Obtain Price Quote From Tech Data

The "pay as you grow" model supported in the VDX family allows customers to pay for only the required capacity, either through port-based licensing or a monthly subscription, which provides additional differentiation and enhances Brocade's data center vision.

© 2013 Brocade Communications Systems, Inc.

Magic Quadrant,Data Center Network

InfrastructureFebruary 11, 2013

Brocade Network Subscription Identified as a Core Strength of

Brocade’s Portfolio

© 2013 Brocade Communications Systems, Inc.

Service Providers Corp Datacenters Managed Services

Vertical Market – Target Alignments

Government Healthcare Education

Flat Markets• Pay-for-use and predictable

budgeting

• Refresh technology without additional capital

Down Markets

• Ability to flex down in part or in whole without penalty

Close Sales Regardless of Economic ConditionsBrocade Network Subscription Simply Works

Down Markets Flat Markets

Growth Markets• Ability to quickly expand

capacity without financial constraints or concerns

• Rapid provisioning© 2012 Brocade Communications Systems, Inc. Proprietary Information

Growth Markets

© 2013 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only

Bridge the chasm between the desire and the decision to purchase with Brocade’s industry-leading financial portfolio of products

Maximize account control

Win customers with financial incentive packages that retain profitability and promote early adoption

Never Leave Money on the Table Leverage the Benefits of Brocade Financing

67% of customers prefer dealing with vendors who offer financing

options--IT Leasing and Financing Survey, IDC, March, 2012

© 2013 Brocade Communications Systems, Inc.

SIMPLY CALL BROCADE CAPITAL

We have industry-leading financing plans that let you control the future!

www.Brocade.com/CapitalSolutions

(800)213-5132 or (408)333-2841

EMEA +44 (0) 7769 171 062

The Next Time You’re Looking to Open Doors and Increase Order

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