2014 Financial Analyst Day

2014 NetApp, Inc. All rights reserved.

June 24, 2014
Leading the Way
Rob Salmon
President and Head of Go-to-Market Operations
2014 NetApp, Inc. All rights reserved.
June 24, 2014
Winning in the Enterprise
Large enterprises are betting on NetApp
Fortune 100 customers
count on NetApp
96

2014 NetApp, Inc. All rights reserved.

Align all customer facing operations
under one organization
Increase ability to address evolving
needs of customers especially
biggest enterprises
Improve efficiency
How we reach and serve our customers
Go-to-Market Operations
Sales
Service
Support Marketing
Customer
2014 NetApp, Inc. All rights reserved.
GTM Priorities
Customers Markets Reach
WHO
WHERE HOW
2014 NetApp, Inc. All rights reserved.
Customer Segments
Providing a differentiated experience for customers
Enterprise
Cloud Service
Provider
Mid-Sized
Business
OEM
2014 NetApp, Inc. All rights reserved.
Addressing our largest opportunity
Enterprise
Largest market
Enterprise 1000 and Global Accounts
Our scale provides an opportunity for
continued share shift
Portfolio play: addressing more large
enterprise needs
2014 NetApp, Inc. All rights reserved.
Enterprise IT at Scale
NetApps expanding opportunity in the Enterprise
Shared Virtualized Storage
Data
ONTAP
Customer
2014 NetApp, Inc. All rights reserved.
Enterprise IT at Scale
NetApps expanding opportunity in the Enterprise
Shared Virtualized Storage
Virtualization
FlexPod

Data
ONTAP

Public Cloud
Private Cloud
Extreme Performance High Performance SAN
Converged Infrastructure
Customer
All-Flash Array E-Series
Clustered Data ONTAP

NetApp Private Storage

for AWS
2014 NetApp, Inc. All rights reserved.
Enterprise Hybrid Cloud
Both on and off premises IT architecture:
Cloud Service Providers
Hyperscalers
SaaS
Already working with market leaders
Cloud Business Group
Serving enterprise IT through hybrid and public cloud
Cloud Service Provider
Cloud
Hyperscale
Private
Cloud
Service Providers
Cloud Providers
2014 NetApp, Inc. All rights reserved.
Cloud Service Provider Momentum
* IDC Storage Users Demand Study 2013Spring Edition, IDC #244209, November 2013
400+
Cloud Service
Providers
~275
Cloud Services
and Solutions
1
#
Storage for Public
Cloud Infrastructure*
2014 NetApp, Inc. All rights reserved.
Rationalized globalization strategy: NetApp-led vs. Partner-led
Markets
NetApp-led
Enterprise opportunity
Large total available market
(TAM)
~15 countries represent the
largest opportunity
Partner-led
Mid-sized business
Smaller market opportunities
Innovating around partner-led
model
2014 NetApp, Inc. All rights reserved.
Reach
An evolving approach to driving sales around the globe
High Touch
Owns relationships
with our largest
accounts
Structures deals the
way the customer
wants to buy
Skill sets evolving;
more vertical
expertise & business
development
2014 NetApp, Inc. All rights reserved.
Reach
An evolving approach to driving sales around the globe
High Touch
Owns relationships
with our largest
accounts
Structures deals the
way the customer
wants to buy
Skill sets evolving;
more vertical
expertise & business
development
Integral to our
strategy
Rationalize partner
portfolio
All MSB & some
Enterprise
Doing more with
those who provide
highest value to
customers
Channel
2014 NetApp, Inc. All rights reserved.
Reach
An evolving approach to driving sales around the globe
Evolving partner
community due to
cloud
Enterprise apps
partners
Leading technology
companies continue
to bet on NetApp
Ecosystem High Touch
Owns relationships
with our largest
accounts
Structures deals the
way the customer
wants to buy
Skill sets evolving;
more vertical
expertise & business
development
Integral to our
strategy
Rationalize partner
portfolio
All MSB & some
Enterprise
Doing more with
those who provide
highest value to
customers
Channel
2014 NetApp, Inc. All rights reserved.
Taking share through innovation, approach and partnerships
Closing Thoughts
GTM is optimized to win in Enterprise and
Cloud Service Provider
Accelerating share shift from legacy
architectures to the NetApp portfolio
Teammate enterprise IT counts on to win,
now and in the future
2014 NetApp, Inc. All rights reserved.
2014 Financial Analyst Day
2014 NetApp, Inc. All rights reserved.
June 24, 2014