NetApp Get Successful Virtualisation Roadshows April 2008 Frances Norfolk, Marketing Manager, NetApp

Background Objectives: To ensure the partners understand the NetApp/VMware proposition and learn how to position this correctly in the market place  Consolidate resource, cost and workload for both NetApp and DNS Arrow Roll out three NetApp Get Successful Roadshows in the UK Harrogate, Coventry & London Target Market: Aimed at senior IT decision makers Predominantly an end user event on behalf of selected Gold & Authorised partners Partners’ customer database information was used for call outs Partners engaged: DNS Arrow partners who do not have a NetApp Channel Partner Manager Partners were identified through demonstration of business value on Virtualisation

Pre-event Promotion Began to promote the event 8 weeks prior 1 email wave every week Touched attendees once a week with a different message to establish a relationship 4 week telemarketing to drive attendance Partner micro site: End user micro site:

Event Results Successfully deployed a series of joint NetApp/VMware events throughout the UK Each event was supported by a variety of NetApp/DNS Arrow platinum, gold and authorised partners High level of partner attendance from 13 separate companies with over 39 individual contacts The events included an open forum discussion with NetApp and VMware and industry expert, Macarthur Stroud Our NetApp Vendor team delivered the “Get Successful Guides” partner briefing before the events began There was a high level of end-user attendance at each event: Manchester Tuesday 15th April - 36 attendees Birmingham Wednesday 16th April - 35 attendees   London Thursday 17th April - 62 attendees Total of 133 delegate across all events

Event Follow up End users Partners A thank you email was sent out to all attendees Followed up by a phone call for feedback on the event and to identify further sales opportunities A copy of the presentation was emailed to them End users who registered but were unable to attend the events were also called with an offer of a one to one meeting; a copy of the presentation was also emailed to them Partners A thank you email has been sent, which identified which of their customers attended each event, followed by a phone call for general feedback on the events and a copy of the presentation

Campaign Feedback End user Partners Manchester 23 completed forms (64%) 1 outstanding Birmingham 16 completed forms  (46%) 4 outstanding London 35 completed forms (56%) 1 outstanding 26 qualified leads given to most proactive partners Majenta, ISC, TDM, BSG and Computerland Partners Majenta and ISC collectively contributed to the highest level of end users 12 partners completed forms – their feedback was excellent

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