REVISED Partnering with DataCore Reference Document

Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software The Data Infrastructure Software Company 1

Why Become a DataCore Partner The Key to Partner Profit and Growth

Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software 2

$40 Billion TAM - 2015-2020

Copyright © 2016 DataCore Software Corp. – All Rights Reserved. DataCore Software

• $30B Tier 1 / Tier 2 storage market is rapidly moving away from traditional storage arrays

• Software-defined Storage represents an opportunity to

• Move on “Servers as the new storage”

• Give a second life to existing storage arrays

• Enhance New storage arrays capabilities

• Free yourself from any Vendor lock-in

• DataCore deliver a common platform – from hyperconverged to converged to SANs to Cloud

• DataCore is enterprise ready, proven & globally deployed

3

The Market Opportunity


30,000 + Deployments Worldwide

10,000 + Customers Founded 1998

Strength Across all Market Segments

Application-Adaptive Data Infrastructure

Storage Virtualization, Hyper-converged, Software-defined Storage + Parallel I/O

Proven. Globally.


Rich Targets of Opportunity

Existing SAN Consolidation &

Expansion Cloud

Cloud

Hyper-converged projects

Disaster Recovery Initiatives

Cloud Integration

Remote Office Branch Office

rollouts


Data Center

Integrated Enterprise-wide Solution

7

Hyper-converged Cluster

Remote Office / Branch Office (ROBO)

Disaster Recovery Site

HDD Hybrid Flash Legacy

External SAN

Mainstream IT Services

Centralized

Management

iSCSI /

Fibre Channel

Cloud


Range of Deployment Alternatives

Converged

Storage Servers

Compute servers

and storage servers in

same chassis

Hyper-converged

Cluster

Combine compute

and storage for

smallest footprint

Virtualized

External SAN

Integrate, manage, and

enhance existing

storage arrays

DataCore SDS Platform


Ideal Fit

Infrastructure

Consolidation

through

Virtualization

High performance

Highly available

Infrastructure for

Critical Apps

12

6

9 3

1

7

10

4

11

5

8

2

Data center

in a Box


Full Stack of Storage Services Feature Highlights

Software-defined Storage Platform

AVAILABILITY

Synchronous Mirroring

Snapshots / Backups

CDP

Asynchronous Replication

PERFORMANCE

Caching

Random Write Accelerator

Auto-tiering

Quality of Service (QoS)

EFFICIENCY

Thin Provisioning

Storage Pooling

Data Migration

Deduplication/Compression

MANAGEMENT

NAS/SAN (Unified Storage) VVols Centralized

Management Analysis & Reporting

Cloud Integration

VIRTUALIZED HOSTS PHYSICAL SERVERS

Adaptive Parallel-IO


100K

200K

300K

400K

$50K $100K $150K $200K

SPC-1

IOPS

PRICE

NetApp EF560

AFA

EMC VNX 8000

459K

DataCore

500K

HP 3PAR

7400

Comparison with

Major Brand Name

Price Performance Leaders

DataCore Price Performance is Off the Curve


The Power of DataCore™ Adaptive Parallel-IO

VNX 8000 Power780 FAS 8080EX

Best price-performance

Fastest response time

Next generation consolidation

* SPC-1 Benchmark Results

Any Servers

https://www.datacore.com/best-price-performance-fastest-response-time




Customer Benefits

75% 10x 4x 100% 90% reduction

in storage

costs

performance

increase

capacity

utilization

reduction in

storage-related

downtime

decrease in time

spent on routine

storage tasks

Surveyed DataCore™ Customers Report Up To:

www.techvalidate.com

Leveraging a proven, Software-defined Storage Platform

http://www.techvalidate.com/


Darden Restaurants Food Servicies, Orlando (Florida)

Organization • World’s largest full service casual restaurant company, 1,500

restaurant locations, $7.9B in annual revenue

Challenges • Refresh aging point-of-sales hardware & virtualize POS application • Implement cost effective high-availability – eliminate downtime • Required remote management of 2,000+ servers

DataCore Solution • DataCore SANsymphony-V (Microsoft System Center plug-in • Microsoft server 2012 and Hyper-V • Microsoft System Center Orchestrator Customer Benefits • Low cost high value solution that provides:

• High-Availability • Remote management of 2,000+ servers from Orlando with

one administrator


Barren County Schools Education, Glasgow (Ky.)

Organization • Barren County Schools, a school system in Glasgow, Kentucky that comprises a high school,

a middle school and seven elementary schools.

Challenge • Needed more flexibility in terms of managing its server environment – both in terms of

rolling out new servers and ease of maintenance. • Sought a backbone for its virtual infrastructure to support VMware.

• DataCore Solution • DataCore SANsymphony-V is deployed in a mirrored environment which includes two Dell

servers supporting vSphere and a X-IO array in both a primary and a secondary data center.

Customer Benefits • The ability to migrate data seamlessly to users and the ability to do upgrades to the school

system’s SAN infrastructure (the data structure) without having to do a forklift upgrade. • DataCore serves as a front-end to any back-end hardware SAN that they choose.

“With DataCore SANsymphony-V, we bought more than we were sold. And DataCore support is just rock-solid.”

- Steve Gumm, IT director, Barren County Schools


Maimonides Medical Center Healthcare, New York (N.Y.)

Company • Based in Brooklyn, N.Y., Maimonides is among the largest independent teaching hospitals in the U.S. and has more than 800 physicians. Challenge •Prior to SANsymphony-V, storage was direct-attached to application servers. • It was increasingly difficult to maintain the systems while keeping all data accessible DataCore Solution •Four pairs (8 nodes) of DataCore SANsymphony-V currently run on enabling applications to be “metro-clustered” between two different sites. • Synchronous mirroring and transparent failover on each side provide high availability to over 1 petabyte of data. Customer Benefits • Hospital has consolidated storage management for mission-critical patient records. • The key benefit that DataCore delivers for Maimonides is high availability.

“Everything that is mission-critical to the running of the hospital is supported by the DataCore virtualized storage platform. Users not only receive faster access to data, but they benefit from more server capacity as well.” - Rog Fe de Leon, Head of the Storage Group, Maimonides


DataCore is a 100%

Channel-led

organization ensuring

your hard work and

investment into driving

new business is fully

protected.

- BENEFITS AS A PARTNER -

Route To Market



Net Margin

Economics is the most critical element of a

partner value proposition.

Eligible to earn between 10% and 25% gross margin

on projects ranging from $15k to $500k and above.

Add-on other revenue generating products such as

storage, servers, services and consultancy.

On average every $1 of DataCore Software sold

brings approximately $5 of incremental business.



Build a Sustainable Revenue Stream

• Excellent Maintenance and Support renewal program

• Provide strategic value, not just one time sale

• Enables much needed cash flow and profitable renewal business

• Access to the most up-to-date maintenance and support

• Compelling upgrade path

• Simple software license key

• Unique no-penalty carry forward upgrade model

19


• Servers

• Mainstream

• High-end

• Storage

• E1012/E1024 DAS

• S2200/S3200 SAN

• PCIe Flash

• SSDs

• Networking

• NICs

• HBAs

• Switches

• Software

• Virtualization

• Databases

• Professional Services

• Virtualization

• Integration

• BC / DR

• Data Migration

• Performance Acceleration

• Networking

• Security


Lucrative Ecosystem Drag



Hardware Drag


Benefits Prerequisites

PREMIER

Partner Portal Access

Lead Registration discount of 20% on Price List via

Distribution

NFR licences for free

Internal Use Licence 100% discounted

Elligible to receive opportunity leads

Free Training Voucher ( 1 DCIE /Year)

Sales dedicated resource

Technical dedicated resource

Logo posted on our website

Elligible to receive our Bi monthly Channel NewsLetter

Marketing support via our Disties

Elligible to our Marketing CDF ( Channel Dev Fund) on

a joint activity and event plan setup

First Hand-update Webinar participation

Program fee of $1,500 waived for New Partners

Be Certified on our Solution :

* 1 x DCSP ( 90 Days after joining)

* 1 x DCSA ( 180 Days after joining)

* 1 x DCIE( 180Days after joining)

Commit on an Annual Business & Marketing plan

Generate $250K (NSS)* / Year

Participate to monthly forecast

Participate to the QBR

PR and Case Study ( 2/Yr)

Partner Program (*New System Sales -includes Base Licenses, Upgrades, Features/Add-ons, 1st Maintenance)

22


DataCore can provide the 1st line of support

Resellers are allowed and encouraged to provide customer support

Opportunity to increase services revenue

Delivered by DataCore highly qualified Engineers

Enable resellers to realize DataCore revenue from the rapidly growing SDS market place

A portfolio of services to complement Reseller offerings

Advanced consultancy, health checks and optimization services

Full range of training classes

Certified to position, scope, implement and upgrade

Complimentary online web-based training

Traditional instructor-led classroom training

Sales & Technical

Certification

Customer Support

Services

Professional

Services



Certifications

24

DCSP (DataCore Certified Sales )

► DataCore‘s website Online Test (FREE OF CHARGE)

► http://datacore.com/Partners/training-certifications

DCSA (DataCore Certified Solution Architect)

► Training at our HQ in Ft Lauderdale or on Partners‘ site (FREE OF CHARGE)

► DataCore‘s website Online Test

DCIE (DataCore Certified Implementation Engineer)

► 3 to 5 days at our HQ in Ft Lauderdale (FL)

http://datacore.com/Partners/training-certifications





DCIE CERTIFICATION DETAILS

DataCore Certified Implementation Engineer to offer professional installation services for SANsymphonyTM-V implementations of more than

one node, solution providers must achieve DCIE certification.

The steps to becoming a DCIE include:

1. Attend a training course organized by DataCore: Visit www.datacore.com and click “Course Calendar” in the Support section OR click on

http://datacore.com/Support/Class-Calendar.aspx

Dates and locations of training courses, as well as web-based presentations.

2. Pass a certification test. After taking the training course, submit a request to take the associated exam by sending

an e-mail to [email protected] with the subject of DCIE Test Request

3. Subscribe to the DCIE Installation Documents. You will find these in the Support section of the DataCore website, by clicking “FAQs.”

4. Successfully complete a DCIE shadow engagement under the supervision of a existing DCIE

this exercise validates that the individual follows proper site planning, installation and

functional testing procedures.

5. Request a NFR from the partner portal

http://www.datacore.com/






mailto:[email protected]



Selling DataCore Software

Open new opportunities by easily and

non-disruptively adding DataCore

software to your customers existing

infrastructure, ensuring better utilization

and management of current storage

solutions, reduce overall cost and

improve performance. Increase customer

penetration and customer share of wallet.

Install Base 1. Provide prospect new customers with a

different approach to solving storage

issues. Easily demonstrate the value and

advantages of adding DataCore Software

to existing infrastructure and ensure

better utilization of current infrastructure.

Become the customer Trusted Advisor on

the Software Defined Storage Trend.

Penetrate New Accounts 2.

26



Marketing joint funding

Market intelligence

Prospect lists

Assistance in building marketing plans

Marketing Support

Qualified sales leads

Frequent demand generation activities

Lead Generation

Quarterly and Yearly programs and promotions

Install Base

New Customer Acquisition

Education and Government programs

Promotions and Programs


DataCore Distributors


• Execute with a consultative sales methodology

• Solutions orientation

• Sell a strategy & vision vs. a product

• Have a developed data center professional services practice

• Certified professionals (Microsoft, VMware, Citrix, SAP, Oracle, etc.)

• Reference sell

• Strong customer successes & case studies

29

Successful SDS Partners …


• Mid-size VAR (15 employees) specializing in high-end HDS storage

• Losing price wars to bigger VARs selling the same hardware

• Experiencing heavy margin erosion

• Decision Point: Lost a large deal to DataCore

• Top-of-the line HDS array was no match

• Competing DataCore + mid-range HDS solution offered • Higher availability

• Richer features

• Lower cost

• Faster performance

30

Partner Case Study: Before DataCore


• Standardized on DataCore to differentiate

• Generated $150K first year

• Put a stop to margin erosion

• $2M yearly in DataCore software drags ~ $7M in services & hardware

• Expanded to several branches

• Grown from 15 employees to 85

• Driving revenue growth & significantly increased profitability

31

Partner Case Study: With DataCore


Stand out in a crowded reseller marketplace

32

• Most comprehensive Software-defined storage platform

• Complete latitude to tailor solution for customer needs

• Customer-focused data & application-centric approach

Unrivaled Differentiation


• Get to know us – our focus is your success

• Get acquainted with SDS & DataCore’s value

• Identify near term opportunities and Engage early

• Install base, competitive, targeted, etc.

• Become familiar with the sales approach

• Customer value/vision based

• Disrupt by changing the playing field

• Let’s go win some deals together!

33

Next Steps

Channel Team

Brooks Butler Sr. Partner Sales Director East – ME VT NH MA RI CT NY NJ PA WV VA DC MD DE FL GA MS AL NC SC TN KY

Gabrielle Schmitz Partner Sales Director West – CA WA OR NV UT AZ ID

Devi Madhavan Vice President Channel Sales & Enablement

Stuart Smith Inside Partner Business Manager

Trang Le-Rabago Field Enablement Manager

KC Santos – Partner Sales Director Central –

WY MT ND SD NE MN IA WI IL MI IN OH CO KA MO NM OK AR TX LA

Ken Celecia Southeast FL GA MS AL NC SC TN KY

Jeffrey Germscheid

New York Metro NY City NJ PA

WV VA DC MD DE

Mike Coner New England – ME VT NH MA RI CT NY (beyond metro NYC)

Steve Houck West CA WA OR NV UT AZ ID

Americas Sales Directors

David Gentile North Central WY MT ND SD NE MN IA WI IL MI IN OH

Carrie Lou Huffmeister South Central CO KA MO NM OK AR TX LA

Chad Leeper Solutions Architect North Central

Alan Porter Solutions Architect Southwest & So Cal

Steve Hunsaker Solutions Architect Northwest

Bob Strachan Principal Solutions Architect – Northeast/NY Metro

Americas SA Team

Cory Dawson Solutions Architect South Central

Jeff Slapp Director, Systems Engineering

Tim Coste - Solutions Architect – Northeast/Southeast

Chris Brady Inside Sales Manager Americas

Andrew Omiatek ISR - West

Americas Inside Sales Team

Eddy Canizares ISR - NY Metro

Gary Mason ISR –Greater Southeast

Gary Mason- ISR – New

England

Chris Brady- South Central (Interim)

Eddy Canizares ISR – North Central

Customer Care Team

Amalia Alvarez Customer Care & Inside Sales Director, LATAM

Jojo Grant Customer Care Manager

Bettye Grant Vice President

Shannon Harmeling Customer Care Representative

Sander Puerto Technical Account Manager

The Data Infrastructure Software Company

QUESTIONS?

©2016 DataCore Software Corporation All rights reserved.

DataCore, the DataCore logo and SANsymphony are trademarks or registered trademarks of DataCore Software Corporation. All other

products, services and company names mentioned herein may be trademarks of their respective owners.

www.datacore.com

http://www.datacore.com/