Avnet EMEA Converged Strategy and Vision

Converged Infrastructure Observations Industry Leading Converged Infrastructure – Industry Leading Distribution

3 November 2015 Agenda What is it ? Why Does it Exist ? Why Should You Care ? Converged Infrastructure

4 November 2015 What is Converged Infrastructure ? Hypervisor Server Storage Network Single/Co-Operative Support Pre-Architected Design Sold as a single Entity Deployed as a single Entity Simplified procurement & delivery Simplified approach to design and support Stuff you’ve always bought/sold Status Quo Real Value

5 November 2015 Why does Converged Infrastructure Exist ? Demanding CustomersDigitizationVolume of Stuff Everything new becomes the new normal overnight

6 November 2015 End Customers need to be able to… React to the Market Quickly React to the Competition Focus on delivering the Service Lead through innovation Why does Converged Infrastructure Exist ?

7 November 2015 They need faster time to.. Meet business demands Roll out new services Streamline existing services Why does Converged Infrastructure Exist ?

8 November 2015 Delivering Agile IT with Traditional Infrastructure Complexity & Risk Design Deployment Supportability Availability Financial

9 November 2015 The Partner Experience Overly Labour Intensive High Cost of Sale

10 November 2015 Plus other Demands Less time to respond to complex requirements Customers don’t want their solution to arrive in boxes Business outcomes over technology sales

11 November 2015 Don’t make it hard for yourself Infrastructure Emerging Technology Simplify this.. Or this gets harder

12 November 2015 Exciting stuff happening in IT Everything as a Service SDE (Software Defined Everything) Application Mobility SDDC SDN SDS Internet of Things Hybrid Infrastructure Models New Application Architectures Big Data & Analytics X86 Virtualisation

13 November 2015 Exciting stuff happening in IT SDDC SDN SDS Infrastructure Needs to be :  Architected  Racked & Cabled  Firmware Patched  Configured  Tested  Deployed for Production Complexity Time Consuming Risk

14 November 2015 Exciting stuff happening in IT SDDC SDN SDS Infrastructure  Pre-Engineered  Simplified/Rapid Deployment  Accelerated Services Deployment  Repeatable  Simplified Operation Converged Infrastructure

15 November Types of Partner model for Converged Own IPOpportunistic Operational Adjustment Developed Practice ACMEstack Powered by… Number of Infrastructure Resellers Fewer Many Increased CredibilityLower cost of Sale Access to higher value services Closer to strategy Stakeholders

16 November 2015 Partner Barriers to Adoption Silos Skills Structure/ Culture Customers

17 November 2015 Overcoming Barriers Have a Plan Execute Plan Have a Message Be Proactive

18 November 2015 Overcoming Barriers Existing Partnerships Existing Strengths Candidate Customers A good place to start

We’ve invested to Succeed Dedicated Local Country Converged Infrastructure Technical Leads EMEA Converged Technical Pre-Sales Center of Excellence ft Pre-Integration Facility with 35 Supporting Staff Dedicated EMEA converged Business Manager and Technical lead focused on country effectiveness Investment in Programs and tools to Drive Enablement  A clear value proposition to take to market  Accelerated Pre-Sales Capability  Marketing and Lead Generation Support Programs  Deliver Reference Architectures as Integrated Products Accelerated Effectiveness for Avnet Partners Massively Accelerated time to Revenue and increased effectiveness

20 November Avnet Converged Systems Value Proposition