1. FlexPod Services by Avnet (FSA) Introducing FSA One Frameworks™

2. THE FOLLOWING IS THE SINGLE-SLIDE VERSION OF THE ANNOUNCEMENT

3. “Making FlexPod Fast and Easy”
NEW!
FSA One Frameworks™ by Avnet
“Making FlexPod Fast and Easy”
Quote
Single SKUs, One Price, Flexible Structure
Simple Aggressive, Pre-approved, Competitive Pricing
Innovative Easy Design and Configurations
Easy Low touch and High volume
Efficient Ease of Doing Business
From Days
To HOURS
FAST
Pre-Racked, Pre-Validated, Fully Cabled and Integrated
Simple Pre-configured
Innovative Fully Integrated Design Solution
Easy Pre-Racked Shipment
Efficient Quick Ship and Delivery
Ship
From Weeks
to DAYS
FAST
Deploy
Customer Ready and Accelerated Time to Value
Simple Enriched Customer Experience and Satisfaction
Innovative Flexibility to Grow
Easy Time to Value (Customer)
Efficient Faster Time to Revenue (Sales)
From Weeks
to DAYS
FAST

4. THE FOLLOWING IS THE MULTI-SLIDE VERSION OF THE ANNOUNCEMENT

5. Announced at 2015 NetApp Insight
FSA One Frameworks™
Announced at 2015 NetApp Insight
Press Release on Tuesday, Oct 13, 2015
Avnet Introduces FSA One Frameworks in the U.S. and Canada
With Cisco and NetApp technology, channel partners now have access to FSA One Frameworks to accelerate the quoting and shipping of FlexPod configurations
Oct 13, 2015
LAS VEGAS, NetApp Insight 2015 – Avnet, Inc. (NYSE: AVT), a leading global technology distributor, today announced FSA One Frameworks™, co-developed with Cisco and NetApp to accelerate the adoption of converged infrastructure solutions. Avnet will provide FSA One Frameworks, a collaborative new exclusive offering that arms solution provider partners in the U.S. and Canada with a high-velocity sales motion for quoting and shipping a family of pre-validated, pre-integrated FlexPod™ configurations.
FSA (FlexPod Services by Avnet) One Frameworks is a new set of pre-configured and packaged integrated infrastructure racks that combine products and services from Cisco, NetApp and Avnet based on popular customer configurations. These racks will benefit channel partners in a host of new ways, including:
Faster, simpler sales motion, faster quoting, faster shipping and easier purchase request responses.
Complete solution registration for partners, which can lead to larger deals and better account alignment.
Aggressive, simplified pricing via automatic price variance requests (PVRs).
New, more-structured options for selling FlexPod, opening additional vertical market opportunities.
One point of contact, quote and invoice for the full solution stack, simplifying partner engagement with Avnet.

6. 1 2 3 Agenda Why FlexPod and Avnet Why Frameworks
Accelerating Your Success

7. FlexPod and Avnet: Truth In Numbers
These stats are for FlexPod Services by Avnet standard custom process for FlexPod.
Over 400k+ systems built in FY2015 for all integrated systems
Avnet is the only Distributor that is certified to sell Pre-Racked FlexPod (aka Pre-Racked= utilizing certified Rittel rail kits and integrated into the Cisco dynamic rack)
Team of 9 dedicated to Developing, Scoping, and Supporting FlexPod opportunities
We configure and showcase all FlexPod DataCenter and FlexPod Express Units for official NetApp events
12 Dedicated Engineers to Converged Solutions
25-30 total dedicated engineers to pre and post production
50M+ in FlexPod configs alone last Fiscal Year
**FSA One Frameworks™ is the “NEW” way of selling traditional FlexPod**

8. Partner Advantages of FlexPod Services by Avnet
Customer Experience
Quicker Deployment
Time to Value
Single quote, order and invoice
Assembled, tested and shipped complete
25 day median cycle time PO to shipment
Cisco inventory in house
Reduce working capital
Add additional $25K estimated in profitability
Customer service
Provides partners with a single source to bring FlexPod solutions to market as a single motion:
Pre-Sales Support for the entire solution
Single Quote, Single Order, Single Invoice
Get a single quote with multiple HW lines from a single source / POC; provide partners piece of mind / proven ability to scope a validated and Supported FlexPod solution
Validated Solution Design and Scope
Assembled, Tested and Shipped Complete
Dedicated FlexPod Support –or- Dedicated Team 
Validated FlexPod Design
Speakers Notes: based on Cisco and NetApp published validated designs and deployment guides, assuring a Validated FlexPod Solution designed to your customers specific needs
Quicker Deployment
25 Day Median ‘PO to Ship’ Cycle Time
Speakers Notes: The average lead time on Cisco is 14 days, with shipping it can take 20 days for the Cisco to arrive; with our Cisco stocking strategy, that lead time is eliminated in most cases, eliminating the need to wait on product to arrive and enabling quicker deployment
***other notes are needed***
Time to Value to Money
****Please utilize Field Champion knowledge on this****

9. The FlexPod Reality Typical Avnet Experience FlexPod Delivery
The typical onsite FlexPod custom install involves:
Over 100+Boxes arriving for inventory and serial capture on site, in front of the end user – that’s 4-6 Pallets of hardware
Individual Delivery/Handling Charges from each ship set from the supplier that has to be incurred for the partner
Multiple invoices to reconcile for the partner, most of them due days net

10. 1 2 3 Agenda Why FlexPod and Avnet Why FSA One Frameworks™
Accelerating Your Success

11. Why FSA One Frameworks™ by Avnet?
Feature
FSA One Framewoks™
Pre-Racked FlexPod® Configurations
Pre-Priced FlexPod® Configurations
Pre-Validated FlexPod® Configurations
Eight Initial SKU Offerings
Entry / Small / Medium / Large
Three Configurations w/HDD storage
Three Configurations with All-Flash
Two Hybrid Configurations
Pre-Approved Special Pricing
Fast Quote = Fast Ship
More Integrated, “Productized” Feel
Whole Stack, Single Registration
Cisco will honor NetApp registration as whole-stack registration
Making FlexPod®
Fast and Easy
Customer Ready and Accelerated Time to Value
As per the latest IDC Survey, at least 50% of customers desire pre-integrated solutions for their Converged Infrastructure solutions.

12. Why FSA One Frameworks™ by Avnet? Making FlexPod® Fast and Easy
Faster Quotes - From Days to HOURS
Single SKUs, One price, Competitive Pricing
Faster Ship - From Weeks to DAYS
Pre-Racked, Pre-Validated, Fully Cabled and Integrated
Faster Deploy - From Weeks to DAYS
Customer Ready and Accelerated Time to Value
As per the latest IDC Survey, at least 50% of customers desire
pre-integrated solutions for their Converged Infrastructure solutions.

13. Avnet’s FSA One Frameworks™ Deal Registration Tool
FSA One Frameworks™ by Avnet will be supported by our exclusive Avnet’s FSA One Frameworks™ Deal Registration Tool.
Single Site Registration
Designed to assist partners with finding the appropriate FSA One Framework™ based on workload needs
Partner provides environment details, VM requirements and the tool determines the appropriate FSA One Framework™
For preview of the tool output, see next slide.
External Link for Partners: cst.itdemocentral.com
Avnet owns the sales desk for the partner.
Avnet registers the opportunity with both NetApp and Cisco, eliminating the need for multiple site registrations by partner.

14. Avnet’s FSA One Frameworks™ Deal Registration Tool
Single Tool for Cisco and NetApp Deal/Opportunity Registration
Quick access to:
FlexPod Alliance Portal
CVDs
NetApp IMT
External Link for Partners:
cst.itdemocentral.com

15. FSA One Portal Dashboard View
This is what the Partner will see upon logging into the tool.
All registered opportunities will be visible and editable by the login user only.
Click on the Deal Registration link in the left Nav Bar to begin the FSA One Frameworks™ opportunity registration process.

16. FSA One Portal Configuration Generator
Once sizing information is input by the Partner, a recommended FSA One Framework™ size will be generated.
The Partner will have the opportunity to select and compare a different size Framework by utilizing the dropdown override in the upper right hand corner.

17. Recommendation: Entry AFF400 with 24U Rittal Rack
Cabinet
1 x Rittal 24U Cabinet
2 x Eaton 0U Single Phase PDUs
NetApp Storage
AFF8020 CDOT 8.3 – Switchless
1 x DS2246 w/ 400 SSD drives
Premium Bundle Included
Network
2 x Nexus 9372PX 10GE Switches
Cisco UCS
UCS 5108 Chassis with
2 x 6324 Fabric Interconnects
4 x B200 M4 Server Blades w/ E52670D 12 Core
And 256 GB Memory, VIC1340
Cisco One Foundation and UCS Director Included
This is the PDF output from the tool, which is ed to the partner and initiates the Avnet Sales desk process.
The FSA One team will receive the information and begin the quote preparation for the selected size.
Power Information
Watts: 3, BTUs/HR: 9,380
Amps:

18. Quicker Deployment & Time to Revenue with FSA One™ Frameworks by Avnet
>>Service Level expectation is PO to Ship 10 Business Days.
Typical Timeline:
Partner places PO, standard lead time 2 – 6 weeks
Receive gear and sort – 1 day
Build on site – 6 days
Bad part – two weeks lead time for replacement
Build attempt 2 – another 6 days
FSA One Frameworks by Avnet
Delivery ~ 10 Days Faster
Bad part with FSA is replaced onsite with new part within 24 hrs
Reduce working capital now by ~60 days =
$20K NP on a $1M System 12%NP increase
This is the AVNET process; we place an order, the equipment arrives at Avnet, Avnet assembles it, Install indicates unit ships to End User, Avnet then invoices the partner, which enables partner to invoice their customer (faster).
When Speaking to a sales rep: - Get paid quicker with FSA (build out)

19. Lead with Frameworks - AFF SKUs
*Frameworks herein illustrate basic requirements and sourced from Avnet. Please review full Framework description for additional details, including licensing, CPU, Memory, and VIC requirements, Assumptions,
Expandability, and Performance, etc. When engaging with the FlexPod Services by Avnet team, the best racking solution for the IT environment will be determined. If procuring NetApp from another source,
carrying costs may apply.

20. Lead with Frameworks

21. Defining FSA One Frameworks™ value proposition to PARTNERS
Faster, Simpler, Shorter sales motion
Whole Stack Registration
Bigger Deals, Greater Account Control
Aggressive Pricing via Automatic PVR’s
Rebates / Incentives / SPIF’s
Faster ROI through pre-assembled configurations
Reduced risk through pre-validated architecture and Avnet validated builds
New FlexPod ® capabilities, meet market demands
Consistent customer experience
Whole Stack Registration:
Avnet owns the sales desk for the partner.
Avnet registers the opportunity with both NetApp and Cisco, eliminating the need for multiple site registrations by partner.
Rebates / Incentives / SPIF’s
The FSA One Instant rebate replaces the NetApp DataCenter rebate.  The Partner does NOT get both.
FSA One Instant rebates only apply to Commercial Partners
USPS FlexPod Premium Partners will only be eligible for the Data Center Rebate.
Notate the FSA One Instant Rebate amounts are Fixed Amounts not a %, however, in some cases, they equate to ~6% of the full NetApp in the solution.
Rebate processed as a credit to the Partner notating the FSA One Framework™ size within ~72 business hours.
FSA One Frameworks™ by Avnet
Making FlexPod® Fast and Easy

22. Value Proposition to End-User Customers
The basic value proposition of traditional FlexPod® remains....
PLUS
Quote and ship times are faster
Emphasis on integration and validated builds
Lifecycle Management / Continuous Validation
More integrated, “productized” feel
One-Number Support (pending)
Important to note that Cooperative support is standard.
With respect to the One-Number Support (pending) bullet – One-Number Support is pending (TBD Q1CY16)
FSA One Frameworks™ by Avnet
Making FlexPod® Fast and Easy

23. 1 2 3 Agenda Why FlexPod and Avnet Why Frameworks
Accelerating Your Success

24. “Making FlexPod Fast and Easy”
NEW!
FSA One Frameworks™ by Avnet
“Making FlexPod Fast and Easy”
Quote
Single SKUs, One Price, Flexible Structure
Simple Aggressive, Pre-approved, Competitive Pricing
Innovative Easy Design and Configurations
Easy Low touch and High volume
Efficient Ease of Doing Business
From Days
To HOURS
FAST
Pre-Racked, Pre-Validated, Fully Cabled and Integrated
Simple Pre-configured
Innovative Fully Integrated Design Solution
Easy Pre-Racked Shipment
Efficient Quick Ship and Delivery
Ship
From Weeks
to DAYS
FAST
Deploy
Customer Ready and Accelerated Time to Value
Simple Enriched Customer Experience and Satisfaction
Innovative Flexibility to Grow
Easy Time to Value (Customer)
Efficient Faster Time to Revenue (Sales)
From Weeks
to DAYS
FAST

25. THANK YOU For more information please contact us at:
1-855-GO-FLEXPOD or
Or visit the FSA One Frameworks™ Briefcase for all Resources.