Why Brocade
Tech Data Public Sector Conference
Mike Newcomb – Director, Americas Channels
Joe Muscarella – Director, Federal Channels

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. CONFIDENTIAL—FOR INTERNAL USE ONLY 2

Brocade at a Glance
• 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
Annual Revenue
(Billions)
$2.09
$1.95
$2.15
$2.24
$1.24
$1.47
© 2014 Brocade Communications Systems, Inc. Company Proprietary Information

• 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
‒ […]
©

6

Security
Wireless
100 Gb
Distance Learning
10 Gb
40 Gb e-Rate
Common Core
Cloud 1 Gb
Software

Lengthy, Unpredictable Processes that Require Term Commitments
Accrued Savings Bond Initiatives
Multi-Year Lease E-Rate

Open, Scalable, Upgradable, OpEx
LEGACY ACQUISITION
Purchase or Lease
Forecasted
Demand/Depreciation
In-depth Analysis &Justification
Planned Obsolescence
High CapEx Investment
Tactical Commitment
NETWORK SUBSCRIPTION
Consumption-Based Costs
Unlimited Upgradability
On-Demand Scalability
Evolving Useful Life
OpEx Agility
Financial Dexterity

Leverage 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

Ready 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 1 st

Customize to Fit Budget Cycles
Monthly Quarterly 10 Month Annual
Select a Plan That Works..
Or Design Your Own!

End-to-End Wired and Wireless Solution
BNS Lease
Eligible
Amount
Up to 25% of the total amount
Any amount

Shorten Deployment Time & Increase Customer Satisfaction
Term
BNS
Payable over 12 months
Eligible
Amount
Pre-approval required
Lease
Payable over term of contract
Up to 25% of the total amount

Option to Redeploy, Remarket or Recycle
Manage complexity of asset disposition
Capitalize on value recovery
Data Protection
Certified
Destruction Services
• ISO 9001, ISO 14001, and
OHSAS 18001 compliant
• Full packaging and shipping services
• On-site data destruction services available
• FMV trade in value
• Direct payment, consignment, or hybrid options
• Includes verification and reporting
• DoD 5220.22-M, NIST SP
800-88
• R2 Responsible Recycling

~14,300 Students & Faculty, 19 Schools & Administrative Locations
Former Annual Maintenance Fees
BNS Annual Payment
$ 211,751*
$ 456,660
* Legacy support cost equivalent to 46% of the BNS plan
Equipment Value $1.35M
Included an end-to-end network refresh for all schools and district facilities, including lifetime support services

Unified Testing and Support
End-to-End Network
Solution
24x7 Support
As-a-Service
Acquisition

Networks to Meet PARCC Testing
“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

Wired and Wireless, Cost-Effective Solution
“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

For Updates Contact: SLEDTeam@Brocade.com
• 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.org
Available 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

Technical and Financial Dexterity for Industry Leading Solutions
Financial Agility Technical Agility Industry Leadership
• 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

WANTED!
Air Force Meetings at these locations
Diego Garcia
Holloman AFB, NM
Grissom ARB, IN
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
Arnold AFB, TN
LA AFB, CA
Pope Field, NC
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 24

WANTED!
Army & COCOMS Meetings at these locations
• CID
• AMC
• CECOM
• Signal Commands
‒ 7 th CONUS
‒ 5 th Europe
‒ 311 th Pacific
‒ 335 th - SWA
SMDC
RDECOM
AMCOM
DISA
DHA
HRC
PENTAGON
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 25

WANTED!
INTEL Meetings at these locations
• CIA
• NGA
• DIA
• MI
© 2011 Brocade Communications Systems, Inc. CONFIDENTIAL—For Internal Use Only 26

Inside Sales: Q&A
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