Enterprise Deal Registration Overview

1. GET-AHEAD START! Enterprise Deal Registration Overview Presenter’s Name 18pt Presenter’s Title/Department 18pt Month ##, 200#

2. Brocade's Commitment to our Partners • Brocade is committed to help our channel partners grow their business • The Enterprise Deal Registration Program has been designed to help protect our reseller’s pre-sales investment • Opportunities are registered by Brocade distributors on behalf of the reseller • A few resellers will have direct access to the Deal Registration Program via the PRM tool Brocade Enterprise Deal Registration Overview

3. Enterprise Deal Registration Overview • Brocade Enterprise Deal Registration Program is designed to encourage the profitability and success of our channel partners when selling the DCX Backbone and 48000 to protect our partner’s presales investment • Benefits of Brocade Enterprise Deal Registration Programs • Help partners build a profitable business • Reward value-based selling by protecting margins • This program is solely for Net New Opportunities across ALL OEMs Brocade Enterprise Deal Registration Overview

4. Enterprise Deal Registration Program • “Net New” is defined as opportunities that Brocade does not have visibility into via our OEM or field sales teams • Net New opportunities could be… • Competitive accounts (vs Cisco) • New Accounts / customers • New / unknown projects within current customers • Rebates are available to partners who are the first to complete all presales requirements specified by the program offering, register the opportunity and obtain approval • Brocade will remunerate when proof of performance is provided Brocade Enterprise Deal Registration Overview

5. Opportunity Registration Process Place Order & Get Rebate Presales, Registration Deal Approval • Field (ESR) Review: • Verify new opportunitycriteria met • Validate presales milestones are complete • Provide first-level approval • Management Review: • Validate new opportunity • Provide second-level approval • Approved opportunities will be assigned a deal registration approval code • Registration valid for six months • Brocade will decline a registration if margins are too low • Partner Requirements: • Qualify opportunity • Engage decision maker • Quantify budget • Define requirements • Complete high-level design • Complete customer visit report • Register new opportunity online at the Brocade Partner Network site • Documentation requiredprior to approval • Orders placed through distributor • Rebate paid once POS and proof of sale are verified • Rebate paid via a check to the reseller Brocade Enterprise Deal Registration Overview

6. DCX Configuration / Registration Amount Minimum 128 Port Configuration Required Brocade Enterprise Deal Registration Overview

7. 48000 Configuration / Registration Amount Minimum 96 Port Configuration Required Brocade Enterprise Deal Registration Overview

8. Questions? • For help please contact your Brocade account manager • Email channel@brocade.com Brocade Enterprise Deal Registration Overview

9. THANK YOU