Partner Revenue Acceleration Program CloudPhysics July 2019

Agenda Partner Program Objective CloudPhysics Overview How Does CloudPhysics Help? Demo HPE Campaigns – Assessments How to Get a Customer Started Deal Registration Process

Increase and Accelerate Storage and Other HPE Product Sales Through the Channel, Leveraging CloudPhysics What is this program? HPE is funding CloudPhysics Assessments for channel partners to use, a SaaS tool, that shortens the sales cycle and provides rich information about the customer Who can participate? All channel partners and distributors can access the CloudPhysics tool Why do we need CloudPhysics? CloudPhysics provides instant insight into customer environments HPE gains end to end visibility into sales campaigns Customers love to get free reports FREE, FREE, FREE HPE is fully funding this for our partners and customers Program is meant to be friction-less for HPE, Partners and Customers to get started When can I start? Immediately Fully funded assessments end December 31, 2019 Help! The team is ready to help you When in doubt, reach out to Cipriano Manca or Kathleen Walsh

CloudPhysics Q1 Proof of Concept Results PoC “CloudPhysics has been big in the news at Saturn!  I’m working to include it as part of our storage campaign – as a logical next step to our first meetings where we introduce Nimble or other storage technologies and platform/utilization data from the current environment can help us to size a replacement.” Sr. Technical Architect, Saturn 14 Assessments done thought 2 US Smaller Channel Partners Pilot 3 Geos: NA, UKI and NEUR 21 Target Partners 50 Assessments per each unique customer 12 Opps Created $1.4M Pipe $0.4M won ($0.2K Nimble) Notes Excluding 72 Assessment run by CDW Excluding 32 Assessments on HPE Storage IB Phase 2 “We have just on-boarded a new CloudPhysics client (Moore Capital) who installed Observer for one of their vCenters yesterday in less than 15minutes!” Solution Architect, CPP Associates ***Moore Capital Management is a $10.2B Fund management firm out of NYC ““They’re (Square Enix) running a huge environment today of different vendors, and are wanting to consolidate onto Nimble as well as move into Google Cloud Platform and wanted to compare costs – hence why this tool made a lot of sense to use” Nimble Storage Field CTO Beta Test – TODAY Phase 3 Unlimited Assessments up to 250 host Global Scope Deadline Dec 31st 2019

CloudPhysics Overview Bringing Value to Customers and Partners IT Pros Channel Partners Easy and Secure Deep Infrastructure Insights Enable Data-Driven conversations Customer Visibility Trusted Advisor Accelerate Sales Cycle Channel IT Intelligence Platform

Assessment Lead Sales Process Assess and Optimize – CloudPhysics Value Ongoing Journey - analysis and decision-making ~20 days 30-60 days ~10 days ~15 days Total = 75-105 days 1 2 3 4 5 6 Demand Generation & Customer Engagement Technical Overview/Deep Dive (Spreadsheet) On Site Engagement & Validation Initial Meeting & Qualifying Questions Solution offering (Go/No Go) Deal Registration Proposal & Planning With CloudPhysics ~ 2 Weeks 80% Reduction

CloudPhysics Demo How to invite customers and partners How to access customer’s environment Review CloudPhysics Demo account Review of the HPE-CloudPhysics Assessment

HPE Customer Value CloudPhysics Use-Cases

Infrastructure Assessment Health check-up, Inventory, Storage, Performance Detailed inventory of entire population of VMs, servers and PCI devices, highlighting assets that are obsolete and/or need updating Reports on configuration and status of key components of VMware Performance and Capacity analysis

Storage Assessment Storage Inventory and Performance Storage vendor discovery and configuration analysis Inventory mapping Capacity analytics Contention analysis/performance profiling

Storage Profile Analysis

End of Support Readiness Assessment vSphere and Windows Sever This major End of Support has major customer impacts. With this assessment, customer will know if they need to: Upgrade to receive continued VMware support Upgrade underlying infrastructure Upgrade Microsoft Server 2008 Guest OS to maintain compliance and mitigate risk Plan their upgrade and migration costs early to avoid budgeting oversights and upgrade delays

CloudPhysics Customer Value Customer View vCenter Summary Host Analysis Guest OS Analysis Host License Inventory VM Rightsizing Simulator Shared Storage Analysis Hyperconverged Sizing Analysis Datastore Contention Datastore Space Analysis **Note – Customer is unable to export data to .CSV

CloudPhysics Partner Value Partner View – Assessment View ONLY Partner Portal Access Access to Customer Assessment Results Ability to create a PDF Output Ability to export data from all analytics

CloudPhysics HPE + Partner Value Partner View – Advanced Assessment 1 3 2 Partner Portal Access Access to Customer Assessment Results Ability to create a PDF Output Full CloudPhysics Platform Access 1 View Dashboards and Trends 2 Access over 50 Analytics 3 Create custom reports

Registration or Invitation Customer Success – Onboarding Workflow Getting Customers Started With CloudPhysics Registration or Invitation Activation (5 – 10 Minutes) Assessment (7 – 14 days) Sales Execution (+30 Days) Automated, Scalable Process Online registration for Customers or direct invitations through Partner Portal Robust & Fast Deployment Lightweight, non-intrusive secure vApp 5min install Automated invite, deploy and notification Data-Driven Assessment Workload and storage profiling & sizing On-premise IT Cost Calculator Day 7 assessment results email Channel-Enabled Solutions Opportunity management Deal registration Pipeline tracking and analysis Exports for Proposals, Migrations, etc. CloudPhysics Customer Success Team

HPE Deal Registration Process All opportunities resulting from an assessment must be tagged with the correct campaign code The SFDC Deal Registration Code is: CloudPhysics 6 month Program **Reminder: If you do not use the deal registration tool, HPE will assume that the tool is NOT VALUABLE, and you are at risk of losing access to it

Action Required - Next Steps CloudPhysics Set-up and Partner Enablement 1 Create a CloudPhysics account and familiarize yourself with the platform using the DEMO account http://cloudphysics.com/HPE-employee 2 Review the marketing and partner enablement materials 3 Create a list of target partners and set-up time to discuss the CloudPhysics program 4 Work with your partner(s) to invite and assess customers and Deal Register Opportunities

FAQ & Program Resources What type of customer should I target for a CloudPhysics assessment? Any customer with a VMware environment, no matter the size. What are the customer requirements to get the assessment started? 15 minutes of the customer’s time, access to vCenter, and vCenter read-only credentials. Why is HPE investing in this program? HPE wants to add value to our customers by providing them meaningful insights about their datacenter. Are there any security concerns that we should address? CloudPhysics collects only performance and configuration metadata, it does not have access, nor it collects PII or business critical data. More info here: http://cloudphysics.com/security Is there a cost to my customer or to HPE Partners for the use of these tools? Now or later?   HPE is funding this initiative and there is no limit to the number of assessments, or partners from now until December 31st 2019. Additional Resources: How to activate a CloudPhysics Observer (5min Video) HPE Marketing Collateral (Brochures, Sample E-mail Templates, Sample Report Output, etc) CloudPhysics Security FAQ HPE Customer Self-Registration Page CloudPhysics Contact Info for Technical Support customersuccess@cloudphysics.com

Thank you cipriano.manca@hpe.com customersuccess@cloudphysics.com

APPENDIX

vCenter Summary What to look for: Overall size of the environment, # hosts, #VMs, total amount of Storage, average consolidation ratio. Validate with customer that this is the entirety of their infrastructure, all active vCenters will appear listed.

Host Analysis – HCL Compatibility What to look for: Hardware that is not on the Hardware Compatibility List for vSphere 6.5/6.7 What is running on these Hosts that are not on the HCL? Discuss hardware refresh, perhaps hyper converged solutions

Host License Summary What to look for: Look for Hosts running vSphere 6.0 and older versions Discuss what it means to run older version of vSphere on hosts

Guest OS Analysis – Full VM Inventory What to look for: Breakdown of Operative Systems running on the environment. Identify VMs running end of support OS or near to end support (e.g. Windows Server 2008 will end support in Jan 2020). Ask the customer what is the upgrade plan, or what’s running on these VMs? *Tip: Use CloudPhysics tagging for filtering throughout the platform.

VM Rightsizing Simulator What to look for: Oversized VMs can be a root cause for multiple performance issues, especially high vCPU ready times. This analytic provides remediation for oversized VMs with the right-size recommendation. *Tip: Use CloudPhysics tagging for filtering throughout the platform.

Hyper Converged Solutions What to look for: All you need to deal register and develop proposal for Hyper Converged solutions, based upon customer data - Utilized and Consumed State vs. Configured State On average, 30% reduction in cost of accurately designed Hyper converged Solutions – without discounting!

Datastore Contentions

Datastore Space Analysis

On-Premise Cost Simulator What to look for: Take the time to understand internal environment to configure costs of each host, storage costs, 3rd party licenses/OS costs – licensing plays a big part of costs. Note – calculator is not including head-count.