dns – hp & brocade partner mark porter channel sales 1 st may 2007

DNS – HP & Brocade Partner

Mark PorterChannel Sales 1st May 2007

Brocade Confidential ® 2007 Brocade Communications Systems, Inc. All rights reserved.

The New Brocade

Our strategy

Acquisition Update

Combined Roadmap

Opportunities

Agenda


McDATA AcquisitionSimplify, Clarify, Communicate


Brocade has a Singular Focus

Our solutions help companies

• Reduce costs (capital and operating)

• Improve efficiencies and reduce complexity

• Minimize risk and ensure compliance

We help organizations of all sizes to better connect, share, and manage their information


Key Points of Our Strategy

Shared storage has an increasingly important role in driving next-generation efficiencies across the enterprise Data Center and we will be the leading supplier of solutions to realize these efficiencies

Brocade is executing on a strategy for growth and diversification

• Leadership in SAN switching

• Expansion into high-growth adjacent markets

Our team is focused on and committed to delivering exceptional results for customers, partners, and shareholders


Leading the Emerging File Area Network (FAN) Market

• Only complete suite of integrated FAN software

• Leading products for enterprise –wide (Storage X) and branch office (WAFS) needs

• Only suite integrated with Microsoft platform and technologies

• Leading industry standards efforts

>1,000% growth(2005-2006)


Traditional Block Data

Servers

Volume

SAN

Brocade’s Next-Generation Data Center Fabric Common Needs Across Block and File Data and Infrastructures

Users & Applications

File Based Data

Filers

FAN


Users & Applications

File Based Data

Filers

FAN

Traditional Block Data

Servers

Volume

SAN

Holistic and integrated data management

Infrastructure for policy based application management

Converged network with multiple protocols

Non-disruptive growth and evolution

Brocade’s Next-Generation Data Center Fabric Common Needs Across Block and File Data and Infrastructures


The Chart of a Successful Growth Company

THANK YOU !!

Nov 4th

2005:

$ 3.44

April 11rdth 2007:

$ 10.12


Brocade’s Go-To-Market Model

Brocade

OEM D

IST V

AR

Customer

• OEM, and Channels are primary routes to market

• Business Partners connect products into solutions

• Channels are essential part of Brocade’s geo coverage model

• We are 100% Indirect

98%

50%

2%


Delivering on our McDATA Integration Commitments Minimize Disruption, Ensure Continuity, Simplicity

Ongoing product supply

Interoperability solutions

Unified management tools

Migration Tools and Services

Outstanding technical support

Tuesday, September 12, 2006

Employees

– Speed in providing clarity to employees was of the essence

– Integration of sales teams in EMEA basically done within the first 4 weeks (with the exception of France)

– Very excited about the outstanding new Brocadians who joined the team

– More than doubled the number of Brocadians in EMEA


Brocade + McDATA:Directors Roadmap

Post-AcquisitionPre-Acquisition

McDATA i10k Director256-ports

McDATA ED-6140 Director140-ports

Brocade 48000 Director384-ports

2008Converged

Platform


Brocade + McDATA:Switches Roadmap

Brocade 200E 16-port switch

McDATA 4400 16-port switch End of Sale

Brocade 200E 16-port switch


Brocade 4900 64-port switch


McDATA 4700 32-port switch End of Sale


New

Available through 2007

Available through 2007


Brocade + McDATA:Routers + Extension Roadmap

Brocade 7500 Router

McDATA 1620 and 2640End of Sale

Brocade 7500Multi-ProtocolRouter


McDATA Edge 3000

McDATA USD-X

Brocade FR4-18iMulti-Protocol Router blade

Routers

Mainframe FICON / ESCONExtension

Availablethrough 2007


Brocade + McDATA:Management Roadmap

Brocade Fabric Manager

McDATA EFC Manager

ConvergedManagement

Software

Pre-Acquisition Post-Acquisition

Brocade SAN Health

1H-2008


5000

8, 12, 16 ports

48000Mi10KM6140

200E

Brocade SAN Product FamilyThe Leading SAN Connectivity Solutions for Open Systems & Mainframe Environments

Bladed Server Switch Modules

16–32 ports

32–64 ports

4900

Performance Leadership

Scalable Software and Services

Common Management with EFCM

True Interoperability

Investment Protection and Extension

Routing and Extension Solutions

EFCM

New

Opportunities


Opportunity # 1 – Old Iron Campaign

Cumulative FC Port Market Share 2001-2006

0%

20%

40%

60%

80%

100%

1Q

01

2Q

01

3Q

01

4Q

01

1Q

02

2Q

02

3Q

02

4Q

02

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are

BROCADE

CNT

MCDATA

OTHER

Cumulative FC Port Market Share 2001-2006

0%

20%

40%

60%

80%

100%

1Q

01

2Q

01

3Q

01

4Q

01

1Q

02

2Q

02

3Q

02

4Q

02

1Q

03

2Q

03

3Q

03

4Q

03

1Q

04

2Q

04

3Q

04

4Q

04

1Q

05

2Q

05

3Q

05

4Q

05

1Q

06

2Q

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3Q

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4Q

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Cu

mu

lati

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Ma

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et

Sh

are

BROCADE

OTHER

• Over 13 million SAN ports in thousands of customers (>80% of installed SAN base)

• Over 65,000 SAN extension devices

• Recognized and trusted expertise

• Upgrades to existing SANs• FICON (for mainframes)• Extension solutions• SAN Software • Technology Refresh

• Upgrades to existing SANs• FICON (for mainframes)• Extension solutions• SAN Software • Technology Refresh

How to find them ??


SAN Health helps easily audit and analyze your SAN:– FREE windows-based application that analyses

SAN Health Diagnostics Capture

• Report can have your company logo on it

• Inventory switches, firmware versions, and fabric designs

• Measure/check health statistics, performance statistics, and error conditions

• Produce a detailed report with inventory, recommendations, historical performance graphs, and a Visio diagram

Use as a lead generation tool for you

• Will bring you closer to your customer

• Drives product sales and professional services hours

Opportunity # 1 – Old Iron Campaign

What tools &Programs to use?


ReceiveReceive a second a second Director chassis Director chassis

FREE! FREE!

++ ==

Buy 64-port SAN Buy 64-port SAN DirectorDirector

Buy EVABuy EVA

EVA + Director Attach ProgramEVA + Director Attach ProgramBrocade sales program # HPA0028

Effective dates: 29 Jan.’06 to 27 Apr.’07

Eligibility:• Director must be sold in conjunction with an EVA (same invoice)• 64 ports can be achieved with any combination or 16 and 32 port blades• Offer limited to one free director chassis per account.• Offer can not be combined with any other Brocade programs• Program administered via Brocade deals desk.

Offer to end user:

Buy one HP EVA plus a HP B-Series Director 4/256 and 64 ports

Receive for free a Second Director chassis (same software config)

Tools for

up-sell & Refresh


SAN Infrastructure Trade-In ProgramSAN Infrastructure Trade-In Program“Upgrade to 4G and get cash back on 1G/2G switches”Brocade program number: #HPA008

Program Highlights: Cash-back Rebate when trading in 1G/2G switches for 4G Switches & Directors (4/32,4/64 & 4/256). Rebate paid on 1-to-1 “purchase-to-trade in” ratio. Online processing for easy partner access. HP handle all logistics: 1G/2G switch collection and rebate payment direct to end user. Point partners to trade-in website*** www.eu.trade-in.hp.com

HP have the largest SAN installed base Worldwide (over 2m B-Series ports)

An estimated 30%* of that installed base is still 1GEquates to an estimated $150m revenue opportunity in EMEA (not including Services)

* based on Brocade SAN Health Analysis of 20,000 SAN’s (May 2005)** rebate value is the approximate Euro/GBP equivalent to USD amounts shown.*** not available in all European Countries. Check Trade-in portal for Country availability.

Model being purchased Product description Trade-in value for 1G/2G Switches/Directors**

4/32 Base Software (4100) 16-32 Port SAN Switch $120 per port

4/32 PowerPack (4100) 16-32 Port SAN Switch $160 per port

4/64 Base Software (4900) 32-64 Port SAN Switch $120 per port

4/64 PowerPack (4900) 32-64 Port SAN Switch $160 per port

4/256 Base (48k) 16-256 port SAN Director $160 per port

4/256 PowerPack (48k) 16-256 port SAN Director $280 per port

Tools for

up-sell & Refresh


3 types of interoperability:

• Native E-port

– Within the same SANFabric 1(M-EOS based)

5000v5.2.1_NI

Fabric 2(FOS Based)

5000v5.2.1

200E

4900

48000

5000 Available

Q2/07

Available Q4/07

(M-EOS based)(FOS based)

Opportunity # 2 – Infrastructure Evolution Investment protection through Interoperability


7500

Fabric 1(M-EOS based)

5000v5.2.1_NI

Fabric 2(FOS Based)

5000v5.2.1

Fabric 3(FOS Based)


• Native E-port

– Within the same SAN

• FC Routing

– Between M-EOS open, M-EOS native and Brocade native SANs

Opportunity # 2 – Infrastructure Evolution

Investment protection through Interoperability



7500

Fabric 1(M-EOS based)

5000v5.2.1_NI

Fabric 2(FOS Based)

5000v5.2.1

Fabric 3(FOS Based)


• Native E-port

– Within the same SAN

• FC Routing

– Between M-EOS open, M-EOS native and Brocade native SANs

• Bladed Server to SAN

– Blade switch with Access Gateway


Fabric 3(FOS, M-EOS

based)

Embedded w/ Access GW

Opportunity # 2 – Infrastructure Evolution Investment protection through Interoperability

Infrastructure EvolutionVs

Revolution


Opportunity # 3 – Brocade Partner Program

Full OEM focused partner program

Rewarding loyalty & partnership

Monthly accrued MDF based on POS dataEarn up to 2% MDF on HP switch / director sales – HP part no.

MDF split across Marketing % / demo equipment / training

Pre-sales technical support – SE Support, knowledgebase

Access to sales and technical tools via a secure partner web site

Presence on the Brocade Web Site

Visit the Brocade Partner Network http://partner.brocade.com or email [email protected] for more information


What I like you to think about after today !!!

Partnership BenefitsIncrease MDF funding

through joint partnership

Channel Focus & InvestmentHP & Brocade

SAN Installed BaseJointly drive up-sell and tech refresh with

your HP / Brcd teams

Evolution vs RevolutionKeeping Customer Loyalty& Trust through Investment

Protection

Industry Leadership Brcd is 100% focused

Brcd is leading the SAN industryBrcd is committed to future

innovation

Thank You

dns – hp & brocade partner mark porter channel sales 1 st may 2007

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