HP MSA Storage

1. HP MSA Storage Sales Training June 2013

2. Confidential Disclosure Agreement • HP does not warrant or represent that it will introduce any product to which the information relates • The information contained herein is subject to change without notice • HP makes no warranties regarding the accuracy of this information • The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services • Nothing herein should be construed as constituting an additional warranty • HP shall not be liable for technical or editorial errors or omissions contained herein • Strict adherence to the HP standards of business conduct regarding this classification level is critical. • The information contained in this presentation is proprietary to Hewlett-Packard Company and is offered in confidence, subject to the terms and conditions of a binding Confidential Disclosure Agreement (CDA) • HP requires customers and partners to have signed a CDA in order to view this training • The information contained in this training is HP confidential, but will become HP restricted after June 10th 2013 • This information may only be shared verbally with HP-external customers and/or partners under NDA, and only with HP Storage director-level approval. • Do not remove any classification labels, warnings or disclaimers on any slide or modify this presentation to change the classification level. • Do not remove this slide from the presentation • This presentation is NOT to be used as a ‘leave behind’, and therefore, should not be distributed/released in either hard-copy or electronic format. HP Confidential – for HP and HP Channel Partner Internal Use Only

3. Sales Training – Internal/Partner use

4. Where to target and why to sell MSA (1 of 3) MSA Storage • SMB Companies • The Target: MSAowns 30+% of FC market for Entry SANs. Consolidation and virtualization are primary drivers for SAN refresh. The market is booming. Work from massive MSA installed base to find new opportunities • What it means to the customer: It’s simple, it’s easy to deploy and manage, it’s affordable…and it comes from the leader in the market! • ROBO Business Models • The Target: Some companies have no choice - ROBO is their life. There are big regional/global ROBOs and small local ROBOs. They all need rock solid shared storage at a price they can multiply by # stores/sites cost effectively • What it means to the customer: Lowest cost shared storage without risk. Features and tools to make it work • Customers needing an archive/backup repository • The Target: Many companies have a need for affordable online shared storage for D2D images, copies or older datasets. Moving this data off larger more expensive arrays makes good sense • What it means to the customer: Add inexpensive shared storage to free up resources and capacity on other arrays. Saves money Not for customer viewing

5. Where to target and why to sell MSA (2 of 3) MSA Storage • Into Larger Companies with Department Storage needs • The Target: Often times larger companies have an immediate need for cost-effective shared storage for a departmental requirement • What it means to the customer: MSA provides a solid HP solution to meet that immediate need. Departmental solutions must fit into the rest of the company’s IT • Along with Storage Consolidation or Refresh Opportunities • The Target: Server refresh is typically driven by consolidation and/or virtualization initiatives. Smaller environments will often be moving from DAS to an entry SAN. SAN features are required for availability • What it means to the customer: Lowest cost shared storage with the SAN HA/DR features to make it work. Scalable enough to grow with you. • HP Gen8 servers and MSA – Better Together Not for customer viewing

6. Where to target and why to sell MSA (3 of 3) Hot New Market! Sell Once – Deliver Lots MSA Storage • Sell MSA as a Building Block for Shared Storage Behind “Scale Out” Applications • The Target: Modern “Scale-Out” applications need building-block, modular storage with solid predictable performance. These customers are building a “scale-out” application or possibly leveraging on of the many scale-out content management or file systems – Hadoop, Luster, GPFS, etc. Sometimes the underlying application or OS is not clear. These companies are often in start-up phase but with the potential to need to grow at “the next YouTube company “speeds • What it means to the customer: • Modern “Scale-Out” applications need building-block, modular storage with solid predictable performance. Looking for Best Cost/Performance metrics - $/IOPS $/GBs $/TB • Application Architect thinks in: IOPS/user $/VM • They can’t buy all of their storage up front • They can’t risk delays when growth takes off • They need cost-effective, modular building blocks! Not for customer viewing

7. Scenario/Customer Pain Points Customers are typically looking to make the transition from a number of point storage pools to a shared, centralized storage solution Customers are not always storage experts – often looking for guidance/education Typical Solution Attributes: Some will be leveraging virtualization technologies as a part of the transition Backup, Disaster Recovery and Business Continuance infrastructure is often evolving to take advantage of D2D and/or Snapshot technologies MSA 2000 and Entry-Level Consolidation Value Proposition Excellent Price/Performance and Price/Capacity metrics Consolidating and Virtualization is a natural refresh stage – Get the best! HP Gen8 servers and MSA SAN Often a SAN refresh is in order to take full advantage of full bandwidth MSA 2000 Use Cases - Entry-Level Consolidation

8. With MSA, Consolation has never been easier easy MSA Storage • MSA Product Features for Consolidation • High Availability and Disaster Recovery features are standard – 64 Snapshots, Local Copy • Integration with SAN Starter Kits make the transition to modern SAN a breeze • Simple graphical SAN setup with integrated tools for day-to-day array management • MSA 2000 Family offers unmatched configuration flexibility and support for the latest technologies • Your needs/preferences drive your configuration vs. being limited by your vendor offerings • Mix Match SFF and/or LFF hard drives, choose from latest host interfaces, futureproof now • The Proof • Do the math – Compare HP’s MSA 2000 initial purchase price – You will be surprised • Get HP’s trusted brand with MSA. Upgradability and extended ROI are bonuses • 4 Generations of MSA Upgradability – Unmatched in the Entry SAN industry • No forklifts, No dead-end purchases, Extend your ROI • IT admins report box to live SAN volumes in under 30 minutes utilizing SAN Starter Kits

9. Scenario/Customer Pain Points Often coupled with Consolidation initiatives, customers are looking to drive utilization of Servers and Storage to a new level. IT Generalists often need help/guidance to take this step Typical Solution Attributes: Virtualization technologies need SAN storage to derive benefitsand insure availabilityTight Hypervisor integration is needed to unlock many virtualization features Backup, DR and Business Continuance need to be addressed in new “VM” context MSA 2000 and Entry-Level Virtualization Value Proposition Excellent Price/Performance and Price/Capacity metrics – Customers optimize around their key driver HP’s MSA family has been supporting advanced virtualization features for years VAAI, VASA, SRM, Insight Control Storage Module for VMware, SMI-S 1.5 integration Entry Virtualization

10. Virtualization is now affordable for SMB customers MSA Storage • MSA Product Features for Entry Virtualization • Core Hypervisor Integration is key • VMware and Microsoft suites cover bulk of market • Leverage more advanced hypervisor features – MSA’s integration investments are strong • VMware Integration Points: • Insight Control Storage Module for VMware, VAAI, VASA, SRM • Microsoft suite: • SMI-S v1.5 support enables: Windows Server 2012 manageability, Hyper-V, SCOM, SCVMM • New MSA 2040 delivers a whole new level of IOPS to the hypervisor and VMs it is serving! • 2x to 4x more performance than P2000 G3 and the competition • The Proof • 70+% of MSA P2000 customers are using virtualization today • SMB is the fastest growing segment in virtualization industry

11. Scenario/Customer Pain Points Remote/Branch solution is, by nature, duplicated X Branch Offices Storage solution must be cost effective – Savings here are multiplied by X sites ROBO Solutions encompass Compute, Network, Storage – Multiplied by X sites Centralizing control, facilitating simple day-to-day remote office interactions Repeatability is Critical at deployment stage and beyond Typical Solution Attributes: Most ROBOs leverage virtualization for management/configuration simplicity Solution defined by HQ team, deployed, managed locally (w/oversight from HQ) MSA and ROBO Deployment Value Proposition Excellent Price/Performance and Price/Capacity metrics Strong management toolset Virtualization integration Proven ROBO track record – HP has dominated on server and storage solutions for ROBO HP solution purchasing and support infrastructure MSA 2000 Use Cases – Remote Office/Branch Office

12. MSA’s Proven Track Record in ROBO Deployments • Why MSA for Remote Office/Branch Office? • Entry price points yet solid feature set and proven reliability • Affordability is crucial in ROBO – Every $ is multiplied by # offices • Flexibility and choice: host interfaces, HDD types all allow choice and standardization – Your Way • Standard features, like snapshots/local copy, don’t require addition cost/maintenance headaches • HP’s ability to provide a complete solution end to end • The power of HP’s Converged Infrastructure extends from the data-center to the remote office • Full integration, common support infrastructure, testing, compatibility – One Brand – ONE HP • The Proof • MSA has hundreds of ROBO success stories • From world-wide retail organizations with >1000 sites to small local pizza shops operating across a single city or state

13. Scenario/Customer Pain Points Modern “Scale-Out” applications must take into account financial dynamics driven by hyper-growth seen in new connected environments Can’t buy it all up front Can’t risk delays when growth takes off HW under these new Apps needs to be deployed using JIT (just in time) – a modern manufacturing/supply chain trick applied to storage Typical Solution Attributes: Best Cost/Performance metrics - $/IOPS $/GBs $/TB Users demand solid, predictable performance and quality at a cost which can be scaled. App Architects think in: IOPS/user $/VM MSA and Scale-Out Building Block Storage Value Proposition Excellent Price/ Big Performance – translates the 4x IOPS to $ quickly Proven field tested reliability, HP brand coupled with HP Servers MSA 2000 Use Cases – Building Block Storage for Scale-out Applications

14. MSA’s Proven Track Record as Building Block for Modern “Scale Out” Applications • Why MSA for Modern “Scale-Out” Applications? • MSA 2040’s balance between - Entry SAN Price Point and amazing IOPS and Gb/s redefine the metrics • Entry price points is interesting but not if it jeopardizes reliability, supply or support • Since it is a “Building Block” – every dollar saved is multiplied through time • Performance in IOPS and/or Gb/sec Throughput skew the metrics - more than price • HP’s ability to provide a complete solution end-to-end • The power of HP’s Converged Infrastructure builds the best end-to-end building blocks • The Proof • HP’s understanding of and experience with “scale-out” architectures is unmatched • Customers can integrate “scale-out” where they feel appropriate in the stack • From Converged Storage to raw HW Building Blocks like MSA

15. Scenario/Customer Pain Points Users want reliable/inexpensive shared storage to store snapshots, copies or archives Need solid sequential throughput speed, shared storage capabilities, flexible on host interconnects Storing this data on expensive mid-range arrays is cost prohibitive/limiting Typical Solution Attributes: Support for latest high capacity/low cost SAS Mid-line hard drives Ability to scale HDD count as achieve grows Still on spinning media, reasonable retrievable speeds MSA and Repository/Archive Use Cases Solid Price/Performance and excellent Price/Capacity metrics Flexibility with Host Interface connections DR functionality bundled in MSA 2000 Use Cases – DR Repository/Archive

16. Scenario/Customer Pain Points Users typically have solid understanding of Mid-Range and/or Enterprise Storage but need a solid block-level storage array to meet a smaller, immediate departmental requirement Customer’s departmental solutions must “align” with the datacenter infrastructure – Need to “Fit In” Typical Solution Attributes: Virtualization is almost standard and fairly “evolved” utilizing advanced Virtualization features Backup, Disaster Recovery and Business Continuance infrastructure usually exists MSA and Departmental Storage Value Proposition Excellent Price/Performance and Price/Capacity Flexibility with Host Interface connections DR functionality bundled in Advanced virtualization integration Often value in extending HP brand from data center to departmental solution MSA 2000 Use Cases – Departmental Storage

17. HP ProLiant Servers & MSA Storage: Better Together for 15 years…and counting MSA Storage + • Gen8 Server innovations drive numerous refresh opportunities – for Servers AND Storage! • MSA 2000 designed for and integrates well with ProLiant server ecosystem • DAS to SAN transitions – MSA is next step to support consolidation and virtualization • SAN refresh – to support newer server host protocols and SAN infrastructure • Server/Storage Trends - Improved HDD densities, performance, reliability, transition from LFF to SFF, SATA to SAS, new SAS-Midline for archives

18. HP BladeSystem & MSA Storage: Leading the Blade Industry MSA Storage 6Gb SAS Interconnect + • Gen8 Blades drive numerous refresh opportunities • The industry’s leading Switched SAS Server/Storage Solutions • Switched SAS facilitates higher levels of integration and virtualization efficiencies • 6Gb SAS Switch for BladeSystem creates a zoned, HA shared storage subsystem

19. MSA Storage – Engage and be successful MSA Storage • MSA is relevant in large growing target markets – Huge numbers of customers in our sights • Our target markets are growing quickly • There is a LOT of value to be added for customers working through these issues • Don’t forget – MSA has been successful in growing markets for 15+ years • Leverage the Installed Base – Take advantage of IB Programs • Use new MSA products to open the door • Re-engage with MSA-friendly accounts • Listen, Learn before you propose a solution (MSA or otherwise) • Don’t forget to look at SAN infrastructure during the sales process Not for customer viewing

20. Continued Leadership in Entry SAN HP’s MSA Storage Family Shipping July 1 MSA Storage Simple MSA 2040 Fast Futureproof A One-Two punch which is hard to match Simple MSA P2000 Efficient Affordable

21. Defining MSA’s One-Two Punch One -Today’s MSA P2000 G3 Storage • Simple: Flexible architecture. Easy to setup. Easy to manage • Flexible product, your needs drive the configuration • MSA is familiar and easy to manage for ProLiant/BladeSystems server managers • Embedded and Host-based fleet management tools help you manage 1 or 100 MSA’s • Efficient: Leverage the latest Spinning Hard Drives to get unmatched value Consolidation and entry virtualization drives device utilization up • Help customers take that first step – Consolidate, virtualize – Drive ROI and better infrastructure utilization • Proven quantifiable performance that meets the needs of many environments and workloads • Drive Spin Down feature – policy based feature saves power, creates less heat • Affordable: The MSA P2000 G3 continues to be a market leader in Entry SAN • The cost effective P2000 G3 continues to drive a great balance between lowest entry Price and Capacity • Drive ROI, Drive efficiency …. and stay in your budget • Upgradable to MSA 2040 if needs change in future Win with MSA

22. Defining MSA’s One-Two Punch Two - HP MSA 2040 Storage • Simple: Flexible architecture. Easy to setup. Easy to manage • Flexible product allows your needs to drive your configuration • MSA is easy to manage for ProLiant/BladeSystems IT managers • Intuitive management tools for a single unit or a fleet of MSA 2000s • Fast: The MSA 2040 sets new standards for $/IOPS in Entry SAN, 3x to 4x today’s competition Leverage SSDs to optimize performance - MSA 2040 has the performance to insure you get what you pay for! • Amazing throughput in sequential workloads, optimize application performance, stream more videos • Futureproof: 2x the bandwidth on the same number of ports! The first Entry SAN array with 16Gb FC • Architected for next gen host interfaces. Supports 8Gb or 16Gb FC SFPs, Upgrade the SAN when you are ready • Continues MSA’s “data-in-place” upgrades from P20000 G3, no data migrations required • Excellent scalability – Up to 96 LFF, 199 SFF drives, Avoid forklift upgrades, extend your ROI Win with MSA

23. The MSA Portfolio – Spanning the Entry SAN Spectrum Flexibility, solid predictable performance, proven reliability, unmatched affordability Shipping July 1 MSA P2000 G3 MSA 2040 Budget-led Sale Performance-led Sale High Performance 4 Port Converged SAN Controller 4GB Cache per Controller SSD Support with integrated “wear gauge” Support for Next Gen Host Interfaces Expanded SFF scalability to 199 drives Entry SAN Performance Leader 5 Dedicated Controllers 2GB Cache per Controller Solid Performance – Lowest Entry price point Upgradeable to MSA 2040 with Data-in-Place Upgrades Entry SAN Price Leader

24.  - Industry Leading MSA vs the Competition

25. Resources – MSA Storage • Leverage your Local Distribution Partner or • HP Partner Business Manager • HP.com Resources • www.hp.com/go/P2000 • SMB Simply StoreIT Solution Portal – www.hp.com/go/SimplyStoreIT* • Partner Portal Resources • HP Partner Portal – Link • MSA Transactional Partner Promotion - Link Not “live” until May 13 - Link may change Resister for “High Noon” Teaser