Jason Jackson Director of Channels ~ EMEA

1. Jason Jackson Director of Channels ~ EMEA

2. About PlateSpin 2nd

3. Enterprise Customers

4. Case Studies

5. Case Study Global F500 Financial Services Company Complex mix of servers distributed across many different regions Hundreds servers including Dell, HP, IBM, and VMware ESX Servers Objective Move the entire data center from Japan to Australia Business Pain Management challenge across wide geographic area Poor visibility into server utilization Approach Inventory, measure, and analyze usage trends with PowerRecon Consolidate servers to a VMware ESX virtual environment Automate the server migrations with PlateSpin PowerConvert

6. Case Study PowerRecon for visibility into their server landscape Complete picture of the data center Discovered servers that they previously didn't know existed Gathered detailed usage trends that showed exactly which servers were underutilized and ripe for consolidation. PowerConvert automated the consolidation Remotely controlled the migrations, no physical contact with the source or target servers was required Adjusted and right-sized configurations on-the-fly Results Multiple concurrent conversions saved weeks if not months of labor Remote control saved tens of thousands of dollars compared to any other available mechanism for migrating the servers Total servers migrated = 1000+

7. Workload Relocation Workload Protection Workload Provisioning Workload Optimization Case StudyESSENT - Netherlands Market on ramps Mandate to shrink 3 datacenters into one Wanted to standardize IT infrastructure Focus on minimizing risk Profile customer 700 servers and growing 100 per year A mix of virtual and physical moves Moving from HP to IBM hardware Solution Looked at VMware Converter initially – no P2P, V2P PowerRecon to monitor the existing estate for new hardware planning and consolidation Used PowerConvert for 260 migrations (P2P and P2V) across sites Benefits Integrated planning and execution P2P, P2V and V2V in one solution Long distance migration made easy Saved 2 million Euros for one project WAN WAN Existing Site New Site

8. The Datacentre

9. Workloads cannot be easily re-hosted across platform boundaries Datacenter is full of inflexible platforms

10. Workloads and Resources operate unbalanced Servers with many resources are handling small workloads(under-utilization/wastage) Servers with small resources are handling large workloads(over-utilization/risk)

11. If you could … Measure workloads and resources effectively Move workloads easily in your datacenter, then You could optimize resource supply and workload demand saving money and reducing risk Large Resource Supply Small Resource Supply Small Workload Demand Large Workload Demand BALANCE BETWEEN WORKLOAD DEMAND AND RESOURCE SUPPLY

12. The WORKLOAD is the UNIT OF VALUE The data, apps and OS that reside on a physical or virtual host The workload profile captures information about the encapsulated data, applications and operating systems residing on a physical or virtual host.

13. Profiling the Workload Lifecycle

14. PlateSpin Workload Portability™(patent pending) Workload Portability™ enables server workloads to be migrated within and across different data centre infrastructures

15. PlateSpin Solution VisionA Three Pronged Approach A closed loop approach to multi-platform dynamic workload optimization Awareness of resources and workloads Awareness Awareness Optimization of workloads and resources to ensure best fit regardless of infrastructure Optimization Migration of workloads to the most appropriate resources Migration Optimization Migration

16. PLATESPIN POWERRECON - PROFILING Minimize the Risk by understanding what is happening and creating a plan What resources are in the datacenter What workloads are running on those resources How effectively are workloads assigned to resources Create plans to optimize workload and resources Resources Workloads

17. Workload Profiling Every workload has a profile attached to it throughout its lifecycle Name Resource Profile Application Profile Inventory Owner Cost SLA .. Workload Profile

18. Finding Virtualization Candidates

19. Building Consolidation Plans – Energy and Space Scenario 1 Scenario 2

20. Image PLATESPIN POWERCONVERT - PORTABILITY Technology that automates the streaming and replication of workloads between infrastructures Decouple workload from host Infrastructure Physical Live Peer-to-Peer Workload Movement Blade Virtual Synchronize and replicate into virtual machines Deploy or Recover Workload from Archives and Backups Reconfigure Workloads Dynamically OS + applications are decoupled from Hardware

21. Features and Benefits • Key Features • Stream workloads between physical, virtual and image • No physical contact with servers • Discover, drag-and-drop, walk away • Configure target resources on-the-fly • Concurrent and Live conversions • Windows and Linux • .NET API • Benefits • Huge time savings • Single point of control • Use for multiple data center projects

22. Partner Program

23. Channel Strategy

24. Program Benefits Highlights • Software Discounts, Preferred Reseller & Gold 15%, Platinum 20% • Maint Discounts, Preferred & Gold & Platinum 10% • Marketing activity support • NFR and eval licenses • Published on web (after 2 sales) • Leads!!! For Gold & Platinum • Deal Registration • Named Account Managers for Gold & Platinum

25. 4 Step Process to Becoming a Partner • Go to www.platespin.com complete partner application form • Agree marketing/sales plan with Platespin focusing on rolling 6 months (Gold & Platinum) • Technical Training • Sales Training delivered • Congratulations!!!!

26. Deal Registration Program Accepted Deals / Won Business • Deal closes 30 – 120 days from registration • Deal size > $10,000 • Good financial standing • Automatically qualify for 8% rebate Accepted Deals / Fulfilled by other partner • Deal closes 30 – 120 days from registration • Existing documented deal activity • Proof of product presentation and proposal • Submission of claim form within 15 days of PO • Good Financial Standing • Qualify for 8% of deal value

27. Marketing • Campaign in a box • Seminar • Webinar • Email • Direct Mail • Funding for events • Account Mapping & Planning • Qualified Leads