Delivering Differentiation and Competitive Advantage in the New Data Center World

1. Delivering Differentiation and Competitive Advantage in the New Data Center World Michael Beach Microsoft Global High Tech Summit Thursday October 25, 2007

2. The New Data Center Reality • New challenges • Economic • Environmental • people • Imperative for innovation and speed • Environmentally conscious solutions • Solutions to address people challenges • Excuses no longer accepted

3. Compellent • We are a leading provider of enterprise-class network storage solutions • Storage Center • affordable highly scalable modular storage • sold exclusively through a select network of storage experts • provides companies of all sizes enterprise-level storage capabilities • no big system costs or complexities. • We win by addressing customer needs • inactive data moves automatically to lower cost storage • troublesome backup and recovery handled simply • thin storage provisioning delivers cost and environmental savings • recover from data hazards within minutes • scale across capacities and technologies without limitations • easily manage storage without adding staff

4. Compellent Environment • Culture • “Positive Aggressive” • Customer focused • Constant ultra-rapid change • Operational excellence • Collaboration and innovation drive success • Innovative business model • Turning feedback into features • JIT virtual manufacturing & distribution • All Indirect All the Time Assisted Sales • Self Service Partner Portal • Immediate Response Service

5. Compellent Systems Challenge • Integrated CRM/ERP solution • Focus on customers • Reduce cost and complexity • Enable people to keep pace • Operational excellence • Business Partner and Customer visibility • Chose Microsoft Dynamics CRM and GP with Powertrak High-Tech Modules

6. Our CRM System Objectives • Get Associates “Using the Tools” • Amaze Business Partners • Simplify • Deliver excellence • Remove cost & complexity • Unified data • Enable innovation and collaboration • Fuel speed of change • Product & Services Configurator • Partner & Customer training and certification

7. Customer Experience • Differentiation and competitive advantage • Self service Partner portal always open • One stop shop • Automated collaboration drives assisted sales • Registration • Forecast • Configuration & quote • Order process • Margin & markup tools • Post sale support

8. Remove Cost & Complexity • Continuous Innovation • Workflow automation > Auto-magic • Additional tools as needed • Example: Pipeline Forecast • Develop Self-sufficient partners • need less, deliver more • Analyze, score, and segment partner performance • Target investment • Operating Margin Improvement

9. Unified Data Shared Via Portal • Real-time integration • Any SQL dbase • Enables visibility • Better decision making • Innovation and collaboration • Compellent and Partner insight • Unprecedented Collaboration

10. Life In The Fast Lane • Differentiating Partner Tools • Speeds Acquisition • Shortens sales cycles • Enables “Real-Time” Customer support • Change Management Tools • Immediate course corrections • Standardized Microsoft .NET flexibility • Power to the People

11. Quote Center • Recruiting secret weapon • Integrated with CRM/ERP • Easy To Use • Intelligent business rules • “What If?” analysis • Customizable quotes and proposals • Uses BP input to deliver tight forecasts

12. Other Benefits • Training and certification • On demand • Knowledge Base • Account management info • Orders, Invoices, Cases, Delivery Dates… • Warranty Entitlements: Model #s, Serial #s • Reduced training time • Rapid productivity ramp • Reduced TCO

13. Results • Unqualified ongoing success • Enabled by Microsoft & Axonom tools • Enabled by people • Operational excellence and competitive advantage. • Enhanced focus on partners and customers. • Customers guide course corrections • Enhanced ability to compete in “Real-Time” markets. • I believe that any organization can achieve the same kind of results – or better…