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© 2015 BROCADE COMMUNICATIONS SYSTEMS, INC. INTERNAL USE ONLY
Why BrocadeTech Data Public Sector Conference
Mike Newcomb – Director, Americas ChannelsJoe Muscarella – Director, Federal Channels
© 2014 BROCADE COMMUNICATIONS SYSTEMS, INC. CONFIDENTIAL—FOR INTERNAL USE ONLY 2
Who is Brocade?A LEADING EDGE INNOVATIVE NETWORKING COMPANY
• What do we make?‒ Networking hardware and software solutions
• What position are we in the industry?‒ SAN Share ~75%, IP Share ~ 2%
• Major divisions of the business?‒ SAN, IP & SWN
• Main market segments?‒ Data Center, Campus, Service Provider & Software Networking
• What is our mission?‒ To be the network provider of choice to the world’s data
centers
© 2014 Brocade Communications Systems, Inc. Company Proprietary Information
Annual Revenue(Billions)
• Founded in 1995
• $2.5+ billion in annual revenue ($250m Federal)
• 4,500+ employees worldwide (150 Federal)
• Headquartered in San Jose, CA (Fed:Herndon)
• Only “end to end” network competitor to CISCO
• Stock trading at 52 week high, 65% rise in 12 months
• Aligned by Enterprise, Federal, Service Provider
• 98% channel utilization
$2.24
$1.24
$1.47
$1.95$2.09 $2.15
Brocade at a Glance
Why Do Partners Choose Brocade
• Technology Leadership - Brocade’s SAN brand and market leading IP and software technology help partners build a brand. Emerging technologies such as fabric and SDN will help a partner to provide differentiated solutions.
• Brocade helps partners build a healthy business model (high growth product lines) though a strong partner program.
• We do not compete with the partners services offering.
• Complimentary solution to other manufacturers – not proprietary!‒ Significant investments in interoperability with our ecosystem
partners.
• Good margins and field sales support on deals to help you win.
• Brocade VCS, 10 node fabric:
‒ Step 1: Turn switches on‒ Step 2: Connect cables‒ Step 3: Next Project
• Cisco FabricPath, 10 x Nexus 7000:‒ Step 1: Create (2) portchannels between a Nexus pair‒ Step 2: Activate vPC between them‒ Step 3: Activate FabricPath on the vPC pair‒ Step 4: Activate vPC+ in the pair (~7 commands per
switch)‒ […]‒ Step 19: Configure MAC learning mode for FP VLANs‒ Step 20: Activate FabricPath in the defined portchannel‒ Step 21: Repeat previous 20 steps para the 4 other
vPC+ pairs‒ […]‒ Step 101: Configure (2) portchannels between each
edge vPC pairs and the core vPC pair‒ […]‒ Step 106: Actívate FabricPath on the (8) defined
portchannels‒ […]‒ Step 114: On each Nexus 7K in the core vPC, define (8)
portchannels‒ […]
10 Node Fabric Setup•Simplification! - VCS v/s Brand C
©
© 2015 BROCADE COMMUNICATIONS SYSTEMS, INC. INTERNAL USE ONLY
Trade In Aging Infrastructure and Transform Legacy Network Costs to an Affordable New Network
Acquisition May Be Easier Than You Think
What kind of network will your
school need in 2020?
1 Gb
10 Gb
100 Gb
40 Gb
Software
Wireless
CloudCommon Core
e-Rate
Security
Distance Learning
Traditional FundingLengthy, Unpredictable Processes that Require Term Commitments
Accrued Savings
Multi-Year Lease
Bond Initiatives
2020
E-Rate
Redefining Acquisition for the New IP
NETWORK SUBSCRIPTIONLEGACY ACQUISITION
Purchase or LeaseConsumption-Based
CostsForecasted
Demand/Depreciation Unlimited Upgradability
In-depth Analysis &Justification
On-Demand Scalability
Planned Obsolescence Evolving Useful Life
High CapEx Investment OpEx Agility
Tactical Commitment Financial Dexterity
Open, Scalable, Upgradable, OpEx
New in 2015! E-Rate Funds BNSLeverage e-Rate Funds for Multi-Year Acquisition Plans
Let Brocade show you how your existing support costs may fund most of your new network
• Wired and wireless solution
• Reallocate support costs for aging infrastructure into acquisition funds for a new network
• No upfront capital
60-Days Deferred PaymentReady for a New Network, but the Budget Says Wait?
• Install now and defer payments for up to 60-days
• Time to professionally deploy your network
• Fiscal certainty to project and manage cash flow
• Installation costs may be spread over 12 months
• Open to all SLED customers, offer ends September 1st
Flexible Payment PlansCustomize to Fit Budget Cycles
Select a Plan That Works..Or Design Your Own!
Monthly Quarterly 10 Month Annual
Bundle Wireless SolutionsEnd-to-End Wired and Wireless Solution
BNS Lease
Eligible Amount
Up to 25% of the total amount
Any amount
Brocade or Partner Installation ServicesShorten Deployment Time & Increase Customer Satisfaction
BNS Lease
Term Payable over 12 months
Payable over term of contract
Eligible Amount
Pre-approval required
Up to 25% of the total amount
Trade In Equipment to Offset PaymentOption to Redeploy, Remarket or Recycle
• ISO 9001, ISO 14001, and OHSAS 18001 compliant
• Full packaging and shipping services
• On-site data destruction services available
Manage complexity of
asset disposition
• FMV trade in value
• Direct payment, consignment, or hybrid options
Capitalize on value recovery
• Includes verification and reporting
• DoD 5220.22-M, NIST SP 800-88
• R2 Responsible Recycling
Data Protection Certified
Destruction Services
K12 School District Economic Impact~14,300 Students & Faculty, 19 Schools & Administrative Locations
Former Annual Maintenance Fees $ 211,751* BNS Annual Payment $ 456,660
*Legacy support cost equivalent to 46% of the BNS plan
Equipment Value $1.35MIncluded an end-to-end network refresh for all schools and district facilities, including lifetime support services
Brocade End-to-End IntegrationUnified Testing and Support
End-to-End Network Solution 24x7 Support
As-a-Service Acquisition
Cicero Schools
“Brocade Network Subscription allowed our district to always have a current network, rather than having maintenance costs of an aging infrastructure. BNS provided the financial flexibility we needed for the technology we wanted.”
-Brad Randmark, Director of Technology and Information Services
Cicero School District 99
Networks to Meet PARCC Testing
Westmark School
“The two vendors’ solutions work well together and I knew that I wouldn’t have any finger-pointing down the road.”
--Jennifer Miranda, Director of IT, Westmark School
Wired and Wireless, Cost-Effective Solution
Brocade & BNS Contracting VehiclesFor Updates Contact: [email protected]
• WSCA-NASPO www.aboutwsca.org Alaska, Arkansas, California, Colorado, Delaware, Hawaii, Iowa, Louisiana, Missouri, Montana, New Jersey, Nevada, Oklahoma, Oregon, South Carolina, South Dakota, Utah, Washington, and Wyoming
• MiCTA http://www.micta.orgAvailable to health care, public sector, and non-profit entities with a 501(c)(3) or 501(c)(6) status
• GSA
• The QUILT http://www.thequilt.net
• USETPA http://www.usetpa.org
• State of Georgia
• State of Iowa
• State of Mississippi
• State of New York (OGS)
• State of Texas (DIR)
• State of Pennsylvania
Providing Agility to Embrace the New IPTechnical and Financial Dexterity for Industry Leading Solutions
• Pay for what you use• No up front capital • Acquire exactly
−What you want−When you want−Where you want
• Proven performance in 90% of Global 1000 datacenters
• Benefit from planned upgradability– Ports on-demand– Dynamic scaling– New functionality on the
fly
• Customer-definable acquisition model
• Risk free network assets that flex on-demand
• No term commitments, life cycles or depreciation
Financial Agility Technical Agility Industry Leadership
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 24
WANTED!
Diego Garcia Grissom ARB, IN
Holloman AFB, NM Homestead ARB, FL
March ARB, CA Maxwell-Gunter AFB, AL
Moron AB, Spain Niagra Fall ARS, NY
Pittsburgh ARS, PA Schriever AFB, CO
Ramstein AB, Germany Kirtland AFB, NM
Dover AFB, DE LA AFB, CA
Arnold AFB, TN Pope Field, NC
Air Force Meetings at these locations
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 25
WANTED!
• CID SMDC HRC
• AMC RDECOM
• CECOM AMCOM DHA
• Signal Commands DISA PENTAGON‒7th - CONUS
‒5th - Europe
‒311th - Pacific
‒335th - SWA
Army & COCOMS Meetings at these locations
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 26
WANTED!
• CIA
• NGA
• DIA
• MI
INTEL Meetings at these locations