Data Protection Campaign At-a-Glance Call Guide 1.Introduction The reason for my call … We are excited that you responded to our on NetApp data protection. Is this a good time to talk? If yes: Great, I’d like to ask a few questions to get a better understanding of your data protection environment. Continue to section 2. If no or no time: No problem. When is a more convenient time for me to follow up with you? It should only take about ten minutes. May I send you some more information about solving your toughest data protection challenges by to review at your leisure? Note response and follow up. 2.Discovery Questions Validating their issue/pain point and need for solution: Is it your #1 wish to keep your current backup product? Do you use other products to backup your virtual machine or application environments? How confident are you that your team can meet its recovery time and recovery point objectives? Are you interested in perhaps consolidating the number of backup products you use? Is the rising cost of data protection an issue with you? Are there other concerns with your current data protection solution? NetApp Confidential – Internal Use Only 3.Value Props Based on some of your answers, it sounds like we should talk with you about NetApp’s SnapProtect backup and recovery mgmt. software. A lot of new features have recently been added to SnapProtect and you may really benefit from some of the things you can do with it. For instance:  SnapProtect creates, replicates, and manages your Snapshot, SnapVault, or SnapMirror copies all the way to tape, from a single pane of glass.  No separate backup tools for VMware, database or application backup are needed.  You can quickly recover critical applications, individual user files, or s from consistent Snapshot copies in minutes, whether your applications are virtualized or not.  It’s licensed by controller, so no matter how many applications or agents or capacity you add, your costs are capped.  You might be able to reduce backup capacity as much as 90%, and replication network bandwidth by up to 70%.  The newest SnapProtect release can handle most third party storage backup. Please Turn Over To Continue

Data Protection Campaign At-a-Glance Call Guide 4. Answering Objections If the Customer Says … My current data protection/backup is working fine. Why should I consider your solution if nothing is broken?  Gartner tells us that the biggest challenge with backup isn’t that it doesn’t work, but that it’s too expensive and complex. SnapProtect is licensed by controller, so there’s no add-on costs when you add capacity. And from its single console, it handles backup and replication of all your NetApp storage, virtual servers, and applications. I’m already using your SnapManager or VSC. What else do I need?  SnapManager or VSC are great point solutions. You’re probably also using another product to backup your datacenter storage. With SnapProtect, you can manage all your physical and virtual applications from a single management console, simplifying your data protection environment. Your competitors claim that they are less expensive.  Our controller based licensing is pretty cost competitive. But even if we weren’t less expensive to purchase, by utilizing the family of snap products, you can gain 70 – 90% storage and networking efficiencies over the old way of doing backup. That’s huge. Note response and follow up. 5. Closing Book the Appointment This is just the beginning. I’d like to schedule a time for you to meet face to face with us so we can answer more of your questions and show you our sales materials and the benefits expending your data protection solutions with NetApp. And to show our thanks, we’d like to send you an Amazon gift card worth $25 when we meet. When do you have time in the next couple of weeks? If agrees to meeting: 1.Great. I will send you a calendar invitation to hold the time for the meeting. 2.May I please confirm your address and direct phone number so we can confirm the day before the meeting? 3.Is there anyone else you would like me to include on the invitation who you think might also benefit from this session? If does not agree or has no time: I understand. I’d like to send you some additional information to review at your leisure. Can you confirm your address with me? NetApp Confidential – Internal Use Only 6. BANT BANT Questions Before I let you go, let’s make sure we have all the information we need so the meeting is as productive as possible. Need: Verify the “why”:  Are you examining your plans for data protection?  We want to offer the information that’s most useful to you. What additional information can we bring to the meeting? Timing: Determine “when”:  What stage of the decision-making process have you reached regarding your data protection investigation? Authority: Establish “who”:  Should we contact anyone else in your company responsible for data protection? Budget: Identify “how”:  Is there potential budget if we can show you a solid ROI for moving to a new data protection solution? Closing Thank customer, confirm face-to-face appointment, and end call. © 2014 NetApp, Inc. All rights reserved. No portions of this document may be reproduced without prior written consent of NetApp, Inc. Specifications are subject to change without notice. NetApp, the NetApp logo, Go further, faster, and Data ONTAP are trademarks or registered trademarks of NetApp, Inc. in the United States and/or other countries. All other brands or products are trademarks or registered trademarks of their respective holders and should be treated as such.