1. January 24-25, 2013 Igsummit.weebly.com Games for Structured Outcomes in Complex Solution Sales Paul J Mantey Strategic Business Development – Enterprise Strategy Office, NetApp Fort Collins, CO paul.mantey@netapp.com

2. Sales? 2 NetApp Confidential - Internal Use Only “… Because it’s you…”

3. Meet Savannah: My Trusted Advisor 3 NetApp Confidential - Internal Use Only

4. Connecting Needs with Solutions 4 NetApp Confidential - Internal Use Only

5. Early Trials at HP (2007 – 2009)  Success: We played some games with customers! –Engaged with 4-5 customers, 1-2 internal groups –Overwhelmingly positive customer feedback:  “Thank you so much for making this meeting about me, and not about you.” –Positive sales team feedback:  “I’ve learned more about this customer in the last 2 hours than in the previous 2 years.”  Challenge: Getting executive-level clients to engage –Defining an engagement up-front –Crisp, clear value statement  Challenge #2: Getting sales teams to engage –“I’m going to play games with my customers? Seriously?!” –“I can’t possibly facilitate that…” 5 NetApp Confidential - Internal Use Only

6. Early Win at NetApp (2010) 6 NetApp Confidential - Internal Use Only IT Service Management and Secure Multi-Tenant Architecture Summit WhatBMC Software, Cisco, CSC, and NetApp summit to develop integrated, automated, and orchestrated full-stack infrastructure offerings for CSC Cloud Sourced, Outsourced, and Managed Services WhereFort Collins Marriott Hotel – 350 E. Horsetooth Road, Fort Collins, CO 80525 WhenTuesday, Oct 19 – Thursday, Oct 21, 2010 For more information, contact Paul Mantey: (970) 449-3906

7. Throwing Speedboats at (Unsuspecting) People… 7 NetApp Confidential - Internal Use Only

8. And then taking them out for (good) beer… 8 NetApp Confidential - Internal Use Only

9. With Insights from Tyler the Beer Dude…  Bet Big to Win Big  Leveraging Your Infrastructure –Reduce/Re-use/Recycle –Tours  Know Your Market –Look for People Who Like Craft Beer –Not targeting all 50 states –Grow with the Market –Fix the Relationships when Sales Lag –Lead with Your Strongest Offering  Be Passionate About What You Do 9 NetApp Confidential – Limited Use

10. Created Lightning in a Bottle!  From project concept to production in 10 months –Federal Project –FISMA Moderate Certified  Business case  Architectural Blueprint  Close bonding as a team: –“That stupid Speedboat activity was amazing. We went from four companies, each expecting a power point bath to a tightly-knit team with a great understanding of where we could go together.” - Wayne Plourde, CSC 10 NetApp Confidential - Internal Use Only

11. Isn’t it amazing what we can accomplish while having fun? 11 NetApp Confidential - Internal Use Only

12. The Big Opportunity 12 NetApp Confidential - Internal Use Only Infrastructure Operations Infrastructure Architecture Application Development Business Processes Line of Business CEO $ $$$ $$$$ $$$$$ NetApp typically calls here

13. Defining Some Terms  Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure 13 NetApp Confidential - Internal Use Only

14. Bringing Worlds Together 14 NetApp Confidential - Internal and Partner Use Only Creativity Think Outside the Box Challenge the Status Quo Consistency Process Driven Risk Taking Risk Avoidance Predictability Development Delivery

15. The Best of Both Worlds 15 NetApp Confidential - Internal and Partner Use Only Creativity Think Outside the Box Consistency Predictability Process Driven Challenge the Status Quo Collaboration Speed Flexibility Scale

16. Agile Discovery Workshop - Pilot  Goals: –Collaborative business case development –Tackle complex issues unsolvable by single entities –Identify key success factors  Games Played  Recommendations –Clarify design goals –Define full lifecycle solutions –Conduct “Whole Product” analusis –Develop clear pictures of the infrastructure and services 16 NetApp Confidential - Internal Use Only

17. Defining Some More Terms  Agility @ Scale = Agile Development Methodologies + Agile Data Infrastructure  Agility @ Business Scale => Applyinh agile concepts beyond development and delivery to the entire enterprise (Marketing, Sales, HR, Legal, etc) 17 NetApp Confidential - Internal Use Only

18. NetApp Confidential – Limited Use Agility at Business Scale ProductivityInnovation Growth Sustainability Development Sales Delivery Marketing Flexible Infrastructure Business Analytics Accelerated DevOps Operational Excellence

19. Questions for You  How do we position Workshops for Agility @ Business Scale?  What do we call them?  Where do we go from here? 19 NetApp Confidential - Internal Use Only

20. 20 NetApp Confidential - Limited Use