MS Word Template 102504 s1

Solution Incentive Program

Cisco Solution Incentive Program: Go-to-Market Template for Solution Partner Program SPP Solution APPROVED for SIP

This template is designed to help channel partners minimize the risk and learning curve associated with building a solutions practice by linking them directly with a global community of ecosystem partners from the Solution Partner Program. This go-to-market template outlines the required information to enable Cisco to assess whether your business solution meets the requirements of the Cisco® Solution Incentive Program (SIP).

Instructions to Cisco Solution Partner Program - Partner Note –Solution Partner, please complete the sections highlighted in grey starting on page 2.

Pre-requisite for submitting your solution for SIP approval:

 Solution Partner Program solution (Name and specific release/version number if applicable) must have passed IVT on a current Cisco product and you are eligible to use the Cisco Compatible logo

 Solution Partner Program solution must be published on the Cisco Marketplace with your Compatible logo (Solution product name in application must be identical to Solution product name in Marketplace)

Once your section is complete, please submit it to [email protected] Please submit the document in WORD format (not PDF format) to enable the SIP team to apply the “SIP Approved” label if approved. Applications are solution specific – please do not submit multiple solutions on one application.

The review process is conducted on a quarterly basis. SIP applications will be evaluated and approved based on various criteria including the strategic demand from the Cisco sales ecosystem. The SIP team will notify all Solution Partner Program applicants of the outcome once the review has been completed. If approved, the SIP team will apply a “SIP Approved” label on your Cisco Marketplace solution page under the Compatible tab and post this document for partner access.

Please make sure your solution “storefront” on the Cisco Marketplace site is complete and provides the type of detail that will inform the Cisco partners of your solution value proposition, support model and other compelling data that promotes your offering such as product demonstrations and customer testimonials.

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For CDN and Channel Partner use only. Page 1 of 18 Instructions to Cisco Partner Note – Cisco Partner, please complete the remainder of the template highlighted in green starting on page 7.

Once your section is complete, enroll in SIP through the Partner Program Enrollment (PPE). Once your solution enrollment has been approved, you must register each individual opportunity, using the Cisco Commerce Workspace Tool. Once the registration has been approved, the deal protection and special pricing can be applied.

For more information about SIP, go to http://www.cisco.com/go/sip.

Solution Partner Program: Solution Partner section to be completed (page 2 to 6)

Solution Partner Program Primary Contact Information: Solution Partner Program Company Name: __SimpliVity Corporation______

Contact Name, Title: ____Rob Hazen, Strategic Alliance Manager______

E-mail address, Telephone: [email protected] 855-788-4636__

I. Executive Summary (Please be sure to complete this section) Summarize the potential business opportunity for your business solution. Describe the business problem that customers need to solve and how your combined solution with Cisco technology will create a compelling sale. Summarize the opportunity, market, differentiation, solutions, and strategy. ______

SimpliVity's revolutionary Data Virtualization Platform delivered on hyperconverged infrastructure is the first and only technology that comprehensively—and simply—addresses the performance and capacity challenges in today’s virtualized data centers. Ensuring performance, capacity, mobility, manageability, and protection of data without driving up CAPEX and OPEX requires a new data architecture delivered on x86 building blocks.

Launched in 2013, SimpliVity is used by hundreds of enterprises and service providers worldwide, including MLB Network, T-Systems, Waypoint Capital, University of Alberta School of Business, and Wausau Coated.

Headquartered in Massachusetts, SimpliVity's business model is 100% indirect, and its solutions and professional services are available through its network of worldwide resellers and distributors.

SimpliVity’s mission is to simplify IT by providing the best of both worlds: cloud economics with enterprise capabilities. With the new solution from SimpliVity and Cisco, SimpliVity is expanding on that mission. SimpliVity OmniStack integrates with Cisco Unified Computing System (UCS) C240 M4 Series Rack-Mount Servers to provide OmniStack-powered hyperconverged infrastructure. Designed from the ground up to

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 2 of 18 support IT environments of all sizes at a global level, OmniStack is ideal for IT organizations and service providers developing private and public clouds. SimpliVity’s OmniStack technology—including OmniStack software and its revolutionary Accelerator Card—is driving hyperconvergence and the software-defined data center. SimpliVity is a software-defined infrastructure solution providing abstraction, pooling and automation of resources and services. SimpliVity runs on x86 industrystandard servers, delivering a hyperconverged infrastructure solution. Clustering multiple OmniStack-powered hyperconverged infrastructure units forms a shared resource pool and delivers high availability and efficient scaling of performance and capacity. Instances of SimpliVity-powered hyperconverged infrastructure within and across data centers form a federation that can be globally managed from a single interface.

Together, SimpliVity and Cisco offer a unique architecture that unifies data efficiency, policy-based native data protection, and global unified management.

II. Solution Content Provide the solution details requested below, including a detailed description of the solution, the unique value to the end customer, and the end-customer business problem addressed.

At the root of today’s infrastructure complexity problem is an antiquated data architecture that is not suited for today’s virtualized and cloud-integrated applications. OmniStack solves the data problem with its Data Virtualization Platform.

OmniStack incorporates three breakthrough innovations:

1. Hyperconvergence: A single software stack that combines multiple traditional IT infrastructure functions in a single shared x86 resource pool.

2. Data Virtualization Platform: The core technology that performs inline data deduplication, compression and optimization on all data at inception, enabling data granularity of just 4KB-8KB blocks. The Data Virtualization Platform is powered by the SimpliVity PCIe Accelerator card that offloads compute-intensive tasks to deliver enterprise-class performance.

3. Global Unified Management: The collective OmniStack with Cisco UCS C-Series Systems form an intelligent network of collaborative systems managing billions of fine-grained data elements. It enables data movement and sharing in multi-node and multi-site environments, as well as global VM-centric management. A single administrator manages the entire global infrastructure through a single pane of glass.

By replacing the cluttered infrastructure stack, OmniStack with Cisco UCS delivers the performance, reliability, availability, security, data protection, and disaster recovery that enterprises rely on without the hassle of third-party vendors. The solution takes it a step further by consolidating these benefits in one hyperconverged device resulting in up to 3x TCO savings.

The OmniStack Integrated Solution with Cisco Unified Computing System solution consists of a Cisco UCS server, and the SimpliVity OmniStack software and Accelerator Card. Clustering multiple OmniStack- powered hyperconverged infrastructure units forms a shared resource pool and delivers high availability and efficient scaling of performance and capacity. Instances of OmniStack-powered hyperconverged infrastructure within and across data centers form a federation that can be globally managed from a single interface via vCenter (UCS Director Plug-in available by Q4 2015).

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 3 of 18 SimpliVity’s Data Virtualization Platform enables hyper efficiency as it deduplicates, compresses, and optimizes all data, inline, at inception, once and forever, across the entire data lifecycle.

SimpliVity customers realize an average of 40:1 Data efficiency, with many experiencing 100:1 data efficiency.

A. Solution Details 1. Name of solution (Name and specific release/version number)___OmniStack UCSC240 M4____ 2. Interoperability Verification Testing (IVT) completion date ______5/27/15______3. Cisco product name and release/version number used in IRack Mounts (C-series) - UCSM 2.2.1 4. Cisco Marketplace solution website:_ https://marketplace.cisco.com/catalog/products/2143 5. Is the solution proprietary? Yes, offered by SimpliVity only_____ 6. Describe the function of the solution, why it is business-relevant, and how it helps create a solution that solves a business problem (rather than a technical problem)_OmniStack is a 3.0 Hyperconverged solution that significantly simplifies customers’ IT infrastructure and delivers an average 39:1 storage efficiency. Typical Use Cases: 1. Remote Office/Branch Office and Multi-Site Central Management Projects – Enable unified Remote Office Management projects by providing data mobility services and the ability to manage remote OmniStack Integrated Solutions from one location and interface. 2. Data Center Consolidation – Completely consolidate IT across two or more sites—all managed from a single pane of glass, where all applications run on OmniStack with Cisco Unified Computing. 3. All-in-one IT modernization projects for broad sets of applications, including mission-critical applications. 4. Backup, disaster recovery, and business continuity projects 5. Data migration, as well as merger and acquisition projects 6. Development, test, and QA projects 7. Technology refresh projects

B. Business Solution Sales Engagement Model 1. Describe your solution sales engagement model.___ SimpliVity's business model is 100% indirect, and its solutions and professional services are available through the Cisco network of worldwide resellers and distributors. 2. Describe your current installed base, including the number of end customers using this solution, industry coverage, and examples of end customers, etc______Install base: 400 units at 58 customers

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 4 of 18 across the world (Americas, EMEA, APJ), across the Commercial and Enterprise markets. Representative customers: a. NBC Universal, USA b. IDFC, India c. Land ‘O Lakes, USA d. Ville Issy les Moulineaux, France e. Coors Distributing Company, USA f. MIRO Mineraloelraffinerie Oberrhein GmbH & Co., Germany g. Florida Power and Light, USA

3. Are any competitive Cisco technologies included in your solution? If so, please describe. ______NO ______4. Describe your company’s support model for this solution. Specifically, the planning, design, implementation, and support services needed____ SimpliVity Support directly oversees the planning and design through qualified Cisco partners, and direct manages the design, implementation, and support for all customer deployments.__

OmniStack UCS C240 M4 is also supported by Cisco Solutions Support team in RTP.

6 . Support Model Direct to customer

7 24x7 Standard business hours, with after hours pager . Support Coverage Hours support

8 . TAC Hotline 1-508-536-4151

9 . TAC Support Alias [email protected]

1 0 TAC URL https://www.simplivity.com/company/support/ .

III. Business Relevance to Cisco

1. Does your solution require any unique integration with Cisco products? Does it work equivalently on networking equipment from a vendor other than Cisco? ______OmniStack UCS C240M4 integrates into the UCS Manager environment (UCS Director plug-in available Q415). OmniStack uses the UCS C-Series C240 class x86 based servers, and is also offered to the market as OmniCube on a Dell 730 server platform__

2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires:

X Cisco Technology X Cisco Technology

Application Visibility and Control Mobile Internet

Automation Solutions Network Security

Cloud Intelligent Network Network Software and Systems

Cloud and Systems Management Physical Security

Collaboration Software Defined Network (SDN)

Connected Grid Smart Solutions

Connected Platform Switching

Contact Center Applications TelePresence

x Data Center x Unified Computing

EnergyWise Universal Power Over Ethernet (UPOE)

Integrated Services Routers Videoscape

Medianet Wireless/Mobility

IV. Solution Positioning and Strategy Provide an overview of the applicable markets, sales strategy, project management process, messaging, and positioning of the business solution by answering the following questions.

1. What segment(s) does this business solution target? (Put a X next to all that apply) __x_ Enterprise (1,500+ employees) __x_ Midsize (250–1,500 employees) __x_ Small/medium-sized business (fewer than 250 employees) __x_ Local Government or Education business _x__ Federal Sector business

2. Are you currently a Cisco certified partner? _x_Yes __No

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 6 of 18 3. Do you currently resell your products through Cisco certified partners? _x_Yes __No

4. Do you also sell direct? __Yes _x_No Will you continue to sell direct as well as through Cisco partners? Do not sell direct.

5. Are you interested in working with Cisco certified partners to reach your target customers? _x_Yes __No If yes, describe the ideal Cisco partner characteristics that would successfully market, sell and support your solution. ______We are already well engaged with Cisco partners across ww theaters

6. Do competitors of Cisco currently resell your solution? __Yes _x_No

7. How are your sales and deployment projects managed? Specify the roles involved, key milestones, metrics for success, escalation paths, etc. ______Sales is managed by Cisco Channel Partners. SimpliVity has a partner management team that supports Cisco Partners. Deployments and support are managed by SimpliVity directly. SimpliVity support escalates UCS C240 issues directly to Cisco TAC when necessary. _

8. What are the job titles of the end-customer contacts you typically target for your solution sale? ______CIO, VP IT, Director Infrastructure, Storage, Server, IT apps administrators___

9. Identify and estimate the timing of each stage of the sales cycle. ______Validation, Qualifying, Positioning, Closing. Cycle takes 30-60 days.______

10. Which vertical market do you sell into with this solution? (If more than 1 vertical is selected, please identify in order of preference.) - No preference at this point – we are a general IT solution __x_ Financial services ___ Transportation __x_ Healthcare __x_ Wholesale/distribution __x_ Government __x_ Energy/utilities __x_ Education (public/private) ___ Professional services __x_ Service provider ___ Technical services __x_ Manufacturing __x_ Media/entertainment __x_ Retail ___ Other______Hospitality/hotels and leisure

11. What do you hope to gain by participating in SIP? ______Make it easier for Cisco Partners to profitably sell OmniStack UCS C240M4 systems.

12. Is your solution applicable globally? _x_Yes __No Identify the primary office in each theater geography where your company has a presence.

Theater Countries The Americas Americas

Westborough, MA

+1 855-788-4636 [email protected] 8 Technology Drive

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 7 of 18 Westborough, MA 01581 United States Research Triangle, NC +1 855-788-4636 [email protected] 2530 Meridian Parkway 2nd & 3rd Floors Durham, NC 27713

Europe, the Middle East, Africa, and Europe Russia (EMEAR) Austria +43 664 81 12 666 [email protected] Belgium +32 495 58 23 14 [email protected] Bulgaria +48 602 217 676 [email protected] Croatia +48 602 217 678 [email protected] Czech Republic +48 602 217 672 [email protected] Denmark +45 31 14 41 15 [email protected] Finland +358-400-432806 [email protected] France +33 625 55 94 12 [email protected] 1 rue des Ecoles Colombes (92700) Germany

+49 171 478 2224 [email protected] Parkstadt Schwabing, 1st floor Marcel - Breuer - Str. 15 80807 Munich Hungary +48 602 217 674 [email protected] Ireland +44 207 643 2819 [email protected] City Gate Building 1000 Units 1201 & 1202 Cork, Ireland Italy

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 8 of 18 +39 349 567 5008 [email protected] Luxemburg +32 495 58 23 14 Netherlands +31 6 10 24 63 10 [email protected] Norway +46 72 206 18 58 [email protected] Poland +48 602 217 671 [email protected] Romania +48 602 217 675 [email protected] Slovakia +48 602 217 673 [email protected] Slovenia +48 602 217 677 [email protected] Spain +34 618 337 817 [email protected] Sweden +46 722 06 18 58 [email protected] Switzerland

+41 79 417 82 10 [email protected] United Kingdom (UK)

+44 207 643 2819 [email protected] No.1 Poultry London EC2R 8JR Africa

+27 83 445 0120 [email protected] Middle East

Israel

+972 52 607 6464 [email protected] Saudi Arabia +971556291949 [email protected] Turkey

+90 532 474 21 93 [email protected]

+971556291949 [email protected]

Asia Pacific, Japan, Asia Pacific and Greater China (APJC) Australia

+02 8986 3227 [email protected] New Zealand

+61 401 890 293 newzealand @simplivity.com

V. Management, Sales, and Marketing Team List company contacts, including the executive, sales, and marketing teams.

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 10 of 18 A. Company Information Full corporate name:______SimpliVity Corporation______

SIP contact name, job title:_____ Rob Hazen, Strategic Alliance Manager ____

SIP contact phone, e-mail:[email protected] 855-788-4636______

SIP contact address:______8 Technology Drive

SIP contact city, state, zip code:____ Westborough, MA 01581

Company Website:_____www.simpliVity.com______

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 11 of 18 Executive Team:______Shown above______

Sales Team:______Shown above ______

Marketing Team:______Shown above ______

VI. Reference Architecture Attach a reference network diagram that shows a high level overview of the complete solution and/or sample solution components.

Online: http://demand.simplivity.com/reference-architecture-omnistack-with-cisco-ucs-c240-M4SX

(Also avail on Cisco.com)

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 12 of 18 © 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 13 of 18 Partner section to be completed (page 7 to 11)

Partner Primary Contact Company name: ______

Contact name: ______

Email address: ______

Telephone: ______

Cisco Partner Account Manager (PAM) Name: ______

Email address: ______

Telephone: ______

I. Executive Summary Summarize the potential business opportunity for your business solution. Below you will be asked to describe the details of the solution, including solution description, partner strategy, relevant technology, and solution opportunity.

A. Business Solution Details 1. Solution name: ______2. Solution description (in business terms): ______3. Solution website (if applicable):______4. Describe the unique value your company delivers with this solution: ______5. What customer problem does your business solution address? (in business terms) ______

6. Describe your current installed base, including the number of end customers using this solution, industry coverage, and examples of end customers, etc. ______

7. Describe the function of the proprietary or third-party applications, why they are business-relevant, and how they create a solution that solves a business problem (rather than a technical problem). ______

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 14 of 18 B. Business Solution Components 1. List all components and services included in the business solution and the percentage of revenue apportioned in a typical deal (ensure that the Cisco portion does not exceed 80 percent of the total solution revenue). ___% Application/software (list details for each) ______% Proprietary components ______% Network ______% Services/support/maintenance ______% Professional services ______% Other ______100% TOTAL

2. What is the average total revenue per solution sale, and the Cisco revenue portion?______

3. Are any competitive Cisco technologies included in your business solution? If so, please describe.______

II. Business Relevance to Cisco 1. Does your solution require any unique integration with Cisco products? Does it work in an equivalent manner on networking equipment from a vendor other than Cisco? ______

2. Identify (Place X in the box) the Cisco product families by technology that the business solution requires. X Cisco Technology X Cisco Technology

Application Visibility and Control Mobile Internet

Automation Solutions Network Security

Cloud Intelligent Network Network Software and Systems

Cloud and Systems Management Physical Security

Collaboration Software Defined Network (SDN)

Connected Grid Smart Solutions

Connected Platform Switching

Contact Center Applications TelePresence

Data Center Unified Computing

EnergyWise Universal Power Over Ethernet (UPOE)

Integrated Services Routers Videoscape

III. Solution Positioning and Strategy Provide an overview of the applicable markets, sales strategy, project management process, messaging, and positioning of the business solution by answering the following questions.

1. What segment(s) does this business solution target? ___ Enterprise (1500+ employees) ___ Midsize (250 to 1500 employees) ___ Small and medium-sized business (fewer than 250 employees) ___ Local Government or Education business ___ Federal Sector business

2. Do you hold the required specialization/authorization to resell and support this solution? ______

3. Describe your business solution sales strategy ______

4. Describe your joint lifecycle services methodology for this solution. Specifically, describe the planning, design, implementation, and operation support services that will be provided, and by whom, for both the business application and networking components of the business solution, including end-customer support model, support options, process, escalation path, and resources allocated. Attach supporting documentation if available.______

Service Support Phase Business Application Network Planning Design Implementation Operations

5. Which industry do you sell into with this business solution? (If you select more than one, please identify an order of preference.) ___ Financial services ___ Transportation ___ Healthcare ___ Wholesale/distribution ___ Government ___ Energy/utilities ___ Education (public/private) ___ Professional services ___ Service provider ___ Technical services

© 2012 Cisco and/or its affiliates. All rights reserved. This completed document is Cisco Confidential. For Solution Partner and Channel Partner use only. Page 16 of 18 ___ Manufacturing ___ Media/entertainment ___ Retail ___ Other

___ Hospitality/hotels and leisure

6. What do you hope to gain by participating in SIP? ______7. Identify the primary office in each geography where your company has a presence and is planning to sell this solution.

Theater Countries

The Americas Europe, the Middle East, Africa, and Russia (EMEAR) Asia Pacific, Japan, and Greater China (APJC)

IV. Solution Objectives and Forecast Provide a one-year forecast for your target markets, sales goals, and networking, beginning with the submission date of your SIP business plan. Assume calendar year quarters. You may modify the “Calendar Year” row to reflect the date you are submitting your business plan.

Provide your forecast for Cisco networking products and services sold with this solution for one year.

Calendar Year Q1 Q2 Q3 Q4 Cisco Product Cisco Services CDN/3rd Party

V. Management, Sales, and Marketing Team List company contacts, including the executive, sales, and marketing teams.

Partner Information

Partner full corporate name: ______

Partner SIP contact name, job title: ______

Partner SIP contact number: ______

Partner SIP contact address: ______

Partner SIP contact city, state, zip code: ______

Partner Website: ______

Partner Cisco SE: ______

VI. Reference Architecture Attach a reference network diagram that shows a high level overview of the complete solution and/or a sample Bill Of Materials. ______

Printed in USA C96-699710-00 02/12