1. Sales Academy Workshops 2007

2. Objectives Provide NetApp channel partners with specific sales skills required to sell solutions Offer a number of workshops for our channel partners that are more applicable to their own business objectives and focus areas Deliver a workshop that is more relevant to the specific target market Enable our channel partners to approach customers with a solution sell

3. Methodology Prepare buyer-centric content from NetApp’s in-depth library of information and sales support –UK centric, not US Deliver 2-3 sales workshops per quarter in the context of a specific market:  NetApp Data Protection  MS Exchange on NetApp  NetApp in a Database environment (Oracle/SAP)  Security Solutions (Decru)  NetApp in the DataCenter  NetApp Archive & Compliance Solutions

4. Schedule Sales AcademyDateVenue MS Exchange on NetApp27 th March 2007 DNS Arrow I Threadneedle Street, London NetApp in a Database environment (Oracle/SAP) 24 th April 2007 DNS Arrow I Threadneedle Street, London NetApp Data ProtectionJune 2007 DNS Arrow I Threadneedle Street, London NetApp in a Database EnvironmentJuly 2007 DNS Arrow I Threadneedle Street, London NetApp in the DataCenterSeptember 2007 DNS Arrow I Threadneedle Street, London Security Solutions (Decru)October 2007 DNS Arrow I Threadneedle Street, London These sessions can easily be replicated at our Harrogate offices. Future Sales Academies can be developed on Brocade, Riverbed and VTL

5. Suggested agenda 09.00am Coffee and Registration 09.30amSales Academy Session 1 10.30amBreak for coffee 11.00amSales Academy Session 2 12.00pmSolution Presentation 1.00pmClose Afternoon can be used as business planning sessions on the specific solutions and discuss marketing initiatives for the next quarter.

6. Deliverables Draft questionnaire and conduct interviews Summary analysis of interviews Development of buyer-centric workshop for each solution – in context Sales Tools Exercises

7. Workshop delivery Call each delegate 2-3 days prior to workshop Get alignment Understand issues Facilitation of 2-hour workshop by senior consultant Co-ordination of Feedback Form Follow up with delegates post-workshop Post workshop debrief