UK Channel Update Pete Rawden Channel Director, UK & Ireland 6 th June, 2006

2 Hard Deck Vision  Sell more kit!  Accelerate NetApp growth  Drive sales force to follow corporate strategy of growth through partners  Increase sales force efficiency – reps become territory managers running more cycles with partners  Drive increased investment from partners in NetApp skills, resources & opportunity generation activity

3 Hard Deck Initiative  Hard Deck –All Territory (North/South/Govt/Fin) accounts will purchase indirectly in FY07 –Exception list of accounts above the hard deck are able to purchase directly or indirectly –Exception list will be drawn mainly from Major Accounts & Named Finance Accounts plus a few territory accounts. –Customer will have choice of reseller – NetApp will not align reseller to account on exclusive basis –Opportunity Registration to continue as normal… –Encourage brokering behaviour – must drive incremental opportunity from resellers & increase partner NetApp investment (resources & marketing activity)

4 Focus v Coverage Top Enterprise Accounts Enterprise Accounts General Territory

5 Focus v Coverage Top Enterprise Accounts Enterprise Accounts General Territory Hard Deck

6 Focus v Coverage Top Enterprise Accounts Enterprise Accounts General Territory Hard Deck UK TEA’s & Major Accounts

7 Focus v Coverage Top Enterprise Accounts Enterprise Accounts General Territory Hard Deck Finance

8 Focus v Coverage Top Enterprise Accounts Enterprise Accounts General Territory Hard Deck North, South & Government

9 Many roles would change… % QuotaRevenue Market Share Growth Channel Share Partner Sales Share of Competency Channel Opportunity development % Quota “Top Ten”Leverage Joint Calls # Competent Customer Partner SE’sSatisfaction $/PartnerIncreased Profit FROM:TO: METRIC: BENEFIT: InspectorCEO of Territory Channel TransactionDevelopment SpecialistManager Territory Deal-MakerManager & Partner Coach SolutionTechnical DesignDevelopment SpecialistExpert FulfillmentExtended Lead genSales Team Regional Director Channel Sales reps Commercial Sales Rep Pre-Sales Engineer NetApp Partners

10 Commit to the initiative –If you transact directly with a Hard Decked Account – no commission will be paid. –If you accept an opportunity registration from a partner – we are committed. –Partner margins are only negotiated by the channel team.

11 IP SAN Promotion  Special configurations at lowest prices ever –Close existing deals faster –Engage new customer previously “priced-out” of NetApp  New training and sales tools –New customer ready presentation –Data migration guide  Everything you need on PartnerCenter: – urrent-promotions/promo-das-san.htmlhttp:// urrent-promotions/promo-das-san.html –Includes FAQ with ordering instructions and PVR numbers 2 TB (FC) CIFS and iSCSI Support SnapManager: Exchange or SQL List Price Savings: $3, GB (FC) & 3.5 TB (SATA) CIFS and iSCSI Support SnapManager: Exchange or SQL List Price Savings: $18,523 2 TB (FC) CIFS and iSCSI Support SnapManager: Exchange or SQL List Price Savings: $11, GB (FC) & 3.5 TB (SATA) CIFS and iSCSI Support SnapManager: Exchange or SQL List Price Savings: $20,063 A comprehensive plan to help close IP SAN business today FAS250 System FAS270 System FAS270c System

12 NearStore ® VTL Initiative  NetApp NearStore VTL represents a huge channel opportunity –Leverage contacts looking to implement disk-to-disk backup solution –Heterogeneous support allows any primary storage environment to be a target  NetApp building database of leads for channel partners –NetApp expects majority of business to be driven by channel –Already distributing channel leads from search, advertising and events  Major demand generation program starts in May –Kickoff telemarketing campaign –D2D Café Briefing on 25 th May  NearStore VTL600 discount promo extended to July 28, 2006 –Additional discount for each VTL600 controller –Details on Partner Center Computerworld BR Zone Build customer base with huge target market

13 Campaign Playbooks  D2D Campaign –Playbook – 4 plays Play 1: Advanced Disk-to-disk backup for Symantec NetBackup Play 2: Disk-to-disk backup for any backup environment with NearStore VTL Play 3: Remote office data protection Play 4: Advanced disk-to-disk backup for NetApp storage  SmartSAN Campaign –Playbook – 7 plays: Play 1: Multi-application Windows Storage Consolidation Play 2: Microsoft Exchange Infrastructure Upgrade Play 3: Storage Consolidation of Microsoft SQL Server Play 4: Automated Data Protection for Large Remote Offices Play 5: mySAP Rollout Play 6: Unified Storage for Oracle Grid Environments Play 7: Enterprise Windows Storage Consolidation

14 Call to action  Support the Hard Deck Initiative –Engage with NetApp sales districts  Continue to build NetApp competency –Sales Training –ASAP Accreditation for SE’s –PS capability  Revisit existing customers –New or additional applications –Additional software opportunities –Secondary storage or archival options  Build pipeline –Utilise marketing packages from NetApp or InTechnology –Unique marketing proposals

15  Thank you for your support in FY06  Good luck in FY07