EMEA Distributor of the Year Arrow ECS GmbH - Germany

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1 EMEA Distributor of the Year Arrow ECS GmbH - Germany

2 Arrow Arrow ECS GmbH in Germany is characterized as global, highly qualified and Future-orientied IT Value Added Distributor with lots of leading and global hardware and software vendors in its product portfolio. In addition to that Arrow offers a broad range of Professional Services & Training. NetApp is the primary Storage line in Germany of Arrow and of increase revenue and quality from year over year with a new and well-known resellers base. The NetApp team within the german organisation works hand in hand together with NetApp`s team in Germany, as well as the EMEA Arrow NetApp team. Arrow works continously close together with its EMEA colleagues on new NetApp partner programs and share their experiences EMEA wide. However, we work close together and coordinated with our reseller base day by day. We are assured that the Business is made within people. It s our understanding of a strong and successful partnership. Due to our innovative and successfuly driven business we apply to be the right candidate as NetApp EMEA Distributor of the year. Arrow Germany - quick facts: > 91% revenue growth CY12 vs CY13 on NetApp > 63% growth in NetApp the strongest Enterprise Region in FY14 > Focus on Partner development: 24% more Silver & Gold Partners revenue in FY14 > 24 qualified new NetApp Silver Partners registered > First class in Clustered DataONTAP > Innovative Service Providers joint strategy with NetApp, ArrowSphere & xsp Central > Partner Programs: New FastSTEP partner program for E-Series and Velocity Partner Portal Endorsement CDM endorsement TPA/SE endorsement Distributor endorsement Customer endorsement Peter Wuest, Director Strategic Pathways / Uwe Jockel, Business Development (Hosting Team) / Willy Härdel, Business Development EMEA (E-Series) Nando Gorsat, Trainer & Roland Mildes, Director of NetApp- University / Rolf Schmiedel, Technical Partner Manager Karin Wolf, Manager Channel Distribution / Christian Brenner, Partner Manager / Anton Rinser, Manager Channel Sales Oliver Zimmer, Board of Management - Speicherwerke AG NetApp Revenue Development FY12 FY13 Plan FY14 FY14 From Zero to Platinum within one Year! Reference: Oliver Zimmer, Board of Directors Speicherwerke AG about the partnership with Arrow Germany: Arrow is a very trustful, flexible and high professional partner of Speicherwerke AG. With Arrow`s support and expertise we build our NetApp business successfully to one of the leading Platinum NetApp partners within one year. Within 11 months only, Speicherwerke AG developed from its company foundation to the Platinum Partner Level of NetApp with more than 4 Million Euro revenue together with Arrow.

3 2014 Arrow Electronics, Inc. Arrow and the Arrow logo are registered trademarks of Arrow Electronics, Inc. Other trademarks and product information are the property of their respective owners. Organization Arrow a strong and motivated NetApp Distribution Partner: > Strong technical & solution sales expertise > Driving innovations like Cloud & Clustered Data ONTAP forward > Proactive end customer demand & lead generation for E-Series > Excellenct Channel Partner development program (STEP & Velocity Portal) > Exclusive NetApp NASPW & Sizing Workshops in Germany > Flexible & individual financial concepts > Participation on local and global conferences, events & fairs to increase the image & awareness of Arrow & NetApp Arrow Storage Team & Know how Arrow Germany built up a strong NetApp Team (included 10 specialists in their fields) and business within the last two years. Our business is built on the best technical & sales know how combined with solution concept selling based on virtualisation & WAN optimized infrastructures (VMware, Citrix & Riverbed) as well as backup and recovery solutions with Catalogics & Symantec. Cloud Solutions & new target groups (Service Providers & Hosters) In addition we drive innovative hosting / service provider business forward with a joint longterm strategy. We analyse and build up a Service Provider channel business together with NetApp s hosting Team. Our key benefits are Cloud Solutions like ArrowSphere a cloud reselling & service platform and xsp central a reporting & licence management tool which supports Service Providers to manage their services much easier. ArrowSphere & xsp central are developed by Arrow and fits perfect to the NetApp Service Provider strategy. FastSTEP Programm FastSTEP Programm: Mit dem FastSTEP E-Series Partner Programm von durch OEM etablierte, kostengünstige und sehr performante SAN-Storage Familie von NetApp. FastSTEP Arrow möchten wir Ihnen den Einstieg in die NetApp Partnerschaft zum Vertrieb von E-Series Produkten beschreibt Ihnen in kurzen Schritten den Einstieg zum vereinfachen. FastSTEP lehnt sich am Arrow STEP NetApp Silver (E-Series) Partnerstatus, welche Anforderungen sowie Prozesse es gibt, damit Sie Ihr Ge- Storage Executive Partner Programm für die klassische FAS-Serie an; ist allerdings an die Marktbedürfnisse schäft gemeinsam mit der Nr. 1 der Speichersysteme der E-Series angepasst. Die E-Series ist eine bereits in Deutschland mit NetApp gewinnen können. FastSTEPs: Aktionsplanung und Marketingunterstützung > Registrierung zum NetApp E-Series Silver Gerne unterstützen wir Sie bei Ihrer Aktionsplanung Partner durch Arrow ECS wie Endkunden Lead-Generierung und Veranstaltungen, um Ihr E-Series Geschäft gemeinsam mit > Aktionsplanung und Marketingunterstützung NetApp zu unterstützen. > E-Series System Bundles ohne Projektmeldung > Deal Registrierung bei Projekten größer Bei rechtzeitiger Planung mit NetApp und Arrow 35k oder bei abweichenden System- besteht die Möglichkeit mit Marketingfunds die Konfigurationen Aktionen zu unterstützen. > Bestellprozess & Anforderungen > Ausbildung zum NetApp E-Series Partner > Kostenlose Demosysteme Registrierung zum NetApp E-Series Silver Partner Grundvoraussetzung zur Partnerschaft mit NetApp ist ein gültiger Partnerstatus. Hierfür benötigen Sie zum Einstieg den E-Series Silver Partnerstatus. Gerne helfen wir Ihnen bei der Registrierung und führen die Anlage direkt Online durch. Im Anschluß müssen Sie noch die AGBs bestätigen und werden von NetApp freigegeben. > Online Registrierung durch Arrow ECS GmbH > Bestätigung der AGBs durch den Partner und Freigabe durch den NetApp Channel Sales Manager Ihrer Region > Anlage im NetApp Partner Portal erfolgt automatisch SANtricity Remote Mirroring, SANtricity Volume Copy, SANtricity Snapshot, DDP Dynamic Disk Pools, Dynamic Volume Expansion Dynamische Kapazitätserweiterung, Dynamische RAID-Level INNOVATIONEN Migration, Dynamische DER Segmentgrößen-Migration, SANtricity SSD Cache Programm von Arrow ECS GmbH SANtricity Thin Provisioning, SANtricity Data Assurance (T10-P1) ZUKUNFT - ARROW Optional: Der einfache Einstieg in die NetApp E-Series Partnerschaft Extended-Value Software, SANtricity Verschlüsselungsservices (vollständige Festplattenverschlüsselung) E-Series Learning Path E-Series System Bundles verkaufen schnell gemacht Damit Sie direkt mit dem Vertrieb der E-Series Storage Systeme von NetApp beginnen können, bekommen Sie für vorgegebene System-Konfigurationen unsere E-Series Bundle-Preisliste. Für die hier aufgeführten Produkte ist vorab keine Projektmeldung notwendig. Die aktuellen Preise erhalten Sie bei Ihrem Arrow ECS Ansprechpartner. FastSTEP - NetApp E-Series Partner Arrow E-Series Bootcamp Kostenlose Demo-Systeme Gerne bieten wir Ihnen eine individuelle Schulung Gerne bieten wir Ihnen unsere kostenlosen Demomit Live Demo für Ihr Team kostenfrei an. Bei Bedarf unterstützen wir Sie auch bei PreSales Gesprä- Performance der E-Series Systeme von NetApp Systeme an, damit Sie sich von der Qualität und chen mit dem Endkunden* und auf Wunsch gerne selbst überzeugen können. Aufgrund der großen auch beim Endkunden vor Ort. (*Dieser Service Nachfrage, können wir die Systeme nicht länger als kann nicht kostenfrei angeboten werden). maximal 14 Tage verleihen. Bei Bedarf können wir Ihnen auch eine Kurzeinweisung Remote anbieten. E-Series Systembundles Software/Betriebssystem: SANtricity ist bereits im Lieferumfang enthalten Funktionen beinhalten: FastSTEP Programm Deal Registrierung: Für Projekte außerhalb der E-Series System Bundles gibt es die Möglichkeit einer Projektregistrierung. Der Vorteil liegt in der persönlichen Zusammenarbeit mit Ihrem NetApp Vertriebsansprechpartner und für Arrow ECS GmbH Ihr Projekt maßgeschneiderte Projektkonditionen. Ab Enterprise Computing Solutions Industriestraße 10a einem Umsatzvolumen von können Sie über Fürstenfeldbruck Arrow die Registrierung anfragen. Benötigte Angaben zur Deal Registrierung: > Endkundendaten, Adresse und Kontaktdaten > Angaben zu den Projektanforderungen, Einsatzgebiet und Sizing > Schlussdatum voraussichtliches Entscheidungs- bzw. Umsetzungsdatum Bestellprozess & Anforderungen Damit Ihre Bestellung reibungslos bearbeitet werden kann, benötigen wir diese von Ihnen in Schriftform mit den genauen Endkundendaten, Adresse und Kontaktdaten sowie den gewünschten Liefertermin. Ausbildungspfad zum NetApp E-Series Partner > NetApp University > Arrow E-Series Bootcamp & TechDemo Die NetApp University bietet eine Vielzahl an Online Trainings die es Ihnen ermöglichen sowohl für Ihren Vertrieb aber auch für Ihre Technikabteilung. Ansprechpartner Technical Ronald Kuffer Teamleader Technical Consultant Telefon + 49 (0) ronald.kuffer@ Ansprechpartner Sales Markus Bauer Business Development Manager Storage Telefon + 49 (0) markus.bauer@ Ansprechpartner Vertriebsinnendienst Telefon + 49 (0) storage-sales@ Online Specific Campaigns & Lead generation Arrow drives a very proactive demand generation business model and we create an enormous number of end customer Reads out of SUN down compaign an E-Series tech refresh campaign for SUN Storage installed base. In addition to that we here created more than hundred leads for cdot/flexpod, E-Series & Flash at CeBIT. First results of Sun down campaign step one: Out of ~200 addresses we created 22 A-Leads with Installed Base of SUN Storage 17 are accepted opportunities with a project volume for E-Series of about 450k/. Partnerships & Trainings Our partnership to our Channel resellers is key and we work out development plans for Channel Partners on their specific needs. Our STEP program and Storage Executive Club is a well accepted institution for our NetApp partners. With FastSTEP we build an specific Partner Program for E-Series resellers, which describes the fastest way to sell E-Series solutions easily. As exclusive Distributor in FY14 we provide NetApp Accredited Sales Professional Workshops (NASPW) and Sizing Workshops in Germany. Arrow has trained & certified more than 250 students out of NetApp`s Reseller base in behalf of NetApp University. Special Deals with strong financial programs Due to the financial strength & professional financial management of Arrow we were able to win a 4 million Euro business in the puplic sector with Fraunhofer Institut together with NetApp. Arrow provides a special financial program to support Fraunhofer to get a yearly or quarterly payment for service maintenances for up to five years. The benefit for NetApp is that Arrow will pay NetApp the complete maintenance upfront and fullfill the demand of several public research and development institutes.

4 Arrow Partner Marketing and Enablement Programs 1. Managed Service Provider (MSP) Stack with xsp Central, E-Series & Supermicro Arrow creates a special promotion with a specific broschure to show service providers and their end customer s new business opportunities. Within the promotion Arrow provides Managed Service Providers different options for growth from an enty, medium through enterprise business. The solution was created infront of the World Hostings Days 2014 and was launched at this Event Arrow s MSP stack provides a solution with Arrow s xsp central cloud reporting tool which helps to manage, report sales Software licenses easily. It s powered by Supermicro special designed high efficiency Servers which meets exactly the Service Providers requirements. Finally, the data is stored on NetApp powerful E-Series solution and scales up to high availability Clustered Data ONTAP environment with NetApps new FAS80xx Series. NetApp and Arrow will bring additional service values through NetApp Channel Partners. For that reason Arrow will be the first Distributor in Germany who will be SSC Partner from NetApp. This underlines the technical expertise and strength from Arrow Launch of Velocity Partner Portal in Germany The Velocity Partner Portal in Germany is a special Arrow partner portal for NetApp resellers from Arrow ECS GmbH. It is an area-wide portal which is adapted to all EMEA-Arrow-countries. The portal summarizes special reseller programms, promotions, incentives, trainings and other partner specific programs to deliver a good value to resellers, which helps to increase their NetApp business. 3. Partner Communication: Providing of target group optimized newsletters and mailings including specific NetApp news and newest NetApp cooperation with technology partners for converged solutions, promotions, incentives and product launches. 4. Strong Partner Enablement and Enhancement: Arrange, put and organizing regular webinars and partner training for Arrow reseller to push the know-how in NetApp products and their tools. Velocity Partner Portal in Germany

5 Arrow Partner Marketing and Enablement Programs 5. Arrow powered NetApp Storage Solutions at top class events & fairs > CeBIT (Hannover, ): At the CeBIT 2014 we have presented NetApp with two workstations at the Virtualisation & Storage Forum during the CeBIT in Hannover. We focused on cdot, E-Series, Flash & FlexPod. The target was demand generation to support Arrow Reseller (Leads: 63 Leads / 22 C-Leads). This absolutely professionally organized event increases Arrow s and NetApps awareness and image massively. > World Hosting Days (Rust, ): The World Hosting Days 2014 in Rust is the significant Hosting Event in Europe. Arrow organized a joint both as partner and platinum sponsor together with NetApp. Due to the right keynote story and innovative cloud solutions, we won the top keynote slot directly after the welcome-speach slot (decided by WHD committee). The keynote was presented by Peter Wuest (Director Strategic Pathways NetApp) and Steave Pierce (VP Innovations Arrow ECS). Demand generation for our joint cloud and hosting solutions were a key (Leads: 37 A-Leads, 29 B/C-Leads) as well as the increase of our image and awareness european wide. > Arrow University (Munich, ; Düsseldorf, ): For resellers and their end customers we ve organized a workshop and inhouse fair called Arrow University at two locations (Munich & Düsseldorf). The Arrow University (previously Computerlinks University) was launched after the merger of Computerlinks by Arrow. All resellers and customers had the possibility to get informed about the new, strong and optimized product portfolio, solutions and leading industrial vendors presented by workstations and keynotes. We have welcomed approximately 400 Arrow partners at the two locations.

6 Arrow Partner Marketing and Enablement Programs 6. Arrow s converged solutions to Resellers NetApp has a many numbers of alliance partnerships, which can be fullfilled by Arrow`s product portfolio. Resellers have the possibility to take the advantage to use the whole vendor solutions of Arrow to create converged solutions for their individual end customer needs. To offer new concepts and deliver integrated or converged solutions, which are closed to the market Arrow created some solution broschures which show these converged stacks. Some of these converged solutions are listed below: > NetApp & Catalogic: Catalogic NetApp SnapVault Integrated Backup A easy to use, integrated and established solution for data protection and restore within minutes in virtual enviroments > NetApp & Riverbed: New IT infrastructures for the future Clustered Data ONTAP and Riverbed s Steelhead EX + Granite Appliances to optimize branch offices storages and bandwidth with an easy management over the central datacenter based on NetApp cdot solutions. > NetApp & VMware: : Clustered Data ONTAP in virtual infrastrutures including VMware vcloud Suite (NetApp s Cloud-Infrastructure Solution) and Horizon Suite (NetApp s Mobile Cloud Solution) > NetApp & Cisco & VMware: FlexPod DataCenter & Express Server-Virtualization of the midsize business and it s Value Proposition > NetApp & Symantec: New business opportunities in BigData for Backup, Recovery and Archiving Solutions > NetApp & Citrix: NetApp storage solution of Citrix ShareFile and Citrix XenDesktop Catalogic NetApp SnapVault Integrated Backup Eine einfache, integrierte und bewährte Datensicherungs-Lösung Neue IT-Infrastrukturen der Zukunft Future prospects & Strategy FY15 In the near future, Arrow Germany will further push and strengthen their NetApp acitivities to further increase the NetApp business and will close the gap to the competitors in that field. > Service Support Consulting (SSC) Partnership Arrow Germany will launch in Q the SSC Partnership together with NetApp and will bring additional service values through NetApp Channel Partners. Arrow will be the first Distributor in Germany who will be SSC Partner from NetApp. This underlines the technical expertise and strength from Arrow. The offerings contain first and second level support and also Hardware replacement within 4hours all over Germany and if needed EMEA wide. > 7-mode migration through Clustered Data ONTAP Arrow will focus with their strong knowledge & experiences to support with own services & a special build cdot migration kit to get the 7mode installed base upgrade to NetApp future cdot solutions. With workshops, trainings and a specific migration guide we will help NetApp to work on this strategic transition hand in hand with our partners. Neue BigData-Ansätze in Backup-, Recovery- und Archivierungslösungen Flexible Technologie-Kombinationen aus NetApp Storage Systemen und Citrix Produkten

7 Arrow Germany NetApp-Team Our qualified, balanced and strong Storage Team by Arrow ECS GmbH in Germany is ready for the next challenges and projects within the NetApp business. Each of the team members are specialists in there field. We think, Business is made with people. That s our understanding of a close partnership! Distribution Partner Business Unit Manager Andreas Schlemmer Manager Business Unit Storage T +49 (0)8141/ M +49 (0)175/ M andreas.schlemmer@ Business Development Markus Bauer Business Development Manager T +49 (0)8141/ M +49 (0)175/ M markus.bauer@ Thorsten Kaisen Business Development Manager Technical Sales T +49 (0)8141/ M +49 (0)175/ M thorsten.kaisen@ Inside Sales Mario Ivanda Account Manager Inside Sales T +49 (0)8141/ M mario.ivanda@ Emanuel Himjak Account Manager Inside Sales T +49 (0)8141/ M emanuel.himjak@ Consulting Ronald Kuffer Teamleader Technical Sales Consultant T +49 (0)8141/ M +49 (0)175/ M ronald.kuffer@ Martin Hofmann Technical Consultant Team Süd T +49 (0)8141/ M +49 (0)175/ M martin.hofmann@ Ronny Lehmann Technical Consultant Team Nord/Mitte T +49 (0)8141/ M +49 (0)175/ M ronny.lehmann@ Marketing Kristina Seel Marketing Specialist T +49 (0)8141/ M kristina.seel@ Operations Alexandra Sedlmeier Operations Manager T +49 (0)8141/ M alexandra.sedlmeier@ Sebastian Buchwald Account Manager Inside Sales T +49 (0)8141/ M sebastian.buchwald@

8 Arrow Germany the perfect candidate for the EMEA Distributor of the year! Contact person for the proposal Arrow ECS GmbH Enterprise Computing Solutions Industriestraße 10a Fürstenfeldbruck Andreas Schlemmer Business Manager Storage Telefon + 49 (0) andreas.schlemmer@ Online 2014 Arrow Electronics, Inc. Arrow and the Arrow logo are registered trademarks of Arrow Electronics, Inc. Other trademarks and product information are the property of their respective owners