1. The Journey Towards the New IT
Hyperconverged and Software Defined Storage Imperative
IT decisions for the first time in our industry match that of a
normal everyday buying decision.
Jeffrey Laird, Business Development, ISV-SI Team

2. 2
At the end of this presentation, you should:
•Reaffirm that Enterprise IT is becoming consumable and the model is changing
whether Lenovo is with it or not, sellers must change to succeed.
•Understand the practical impact of the Hyperconverged market shift and the
opportunity for Lenovo
•Understand the use cases and potential questions and risks with a
Hyperconverged opportunity

3. 3
Enterprise IT Customers Are Demanding IT Now
User Community
• Cloud delivered services when I need it
Lenovo : Red Hat, Cloudforms and
Openstack
• Immediate Low Cost Storage available
they way “I” want it.
Lenovo : Hyperconverged
• Understanding Data to solve a
problem or exploit an opportunity
•Lenovo : Big Data

4. 4
Definitions for the Storage Market
Storage was created to hold data which wasn’t being used in that
nanosecond for a processor to complete a specific request.
•Hard Drives appeared all over the enterprise with the shift to X86 servers. Just like server
sprawl or VM sprawl of today, it was wicked hard to manage all of the hard drives and
capacity was wasted in each server.
•Storage Area Networks (Data) and Network Area Storage (Files) were invented to pool
capacity, ease management and increase agility.
•Google invented a way to remove this framework storage dependency and created
massive scale and induced a market change… and the hyperconveraged market was born.
• Companies like Nutanix, DataCore, Simplivity, and StorMagic Etc. have added to the
value proposition of hyperconveraged and are now taking to the mass market.
Capacity: 1 Phone Pic

5. 5
The Slide with the Charts
1 2 3 4 7 12 19
30
48
77
2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023
Storage
Capacity
In TB
62%
CAGR
IT
Budget
2%
CAGR
Data growth makes today’s storage
solutions unsustainable
$40 Billion Market Shift; 2015-2020
Lenovo is committed to addressing both the growing storage market and
the shift in storage architecture.
Lenovo sales professional driving this change will earn more than their
internal peers and competitor’s burdened with traditional storage quota.

6. 6
Historical Customer Request for Storage
• What a Storage Request from a few years ago sounded like this:
I need two hard drives for mirroring the operating system. Two dual ported 16GB hard drives on
a dedicated SCSI path, with a mirror raid setting. The raid card needs to have battery back up
and write back cache. The I will need dedicated access to 350k I/Ops of FC storage spread
across LUNS which matches the limitation of my OS service patch. I may change the operating
system in a couple of years, but I hope not… the application company is saying it may be a
future requirement. Total capacity should be 500GB with ideally 32GB drives, but what are the
price alternatives of both larger and smaller drives? You figure out the back up needs, I don’t
want to pay for anything but I expect the data to always be available. Since its my data I want to
be the only one to be able to access the storage

7. 7
Historical Customer Request for Storage
• What a Storage Cost Structure from a few years ago looked like this:
• Improved Storage Quality had disproportionate increase in cost
• Component and system redundancy
• Specialized people assigned for support
• Significant planning and limiting procedures
• For 20+ years it was widely accepted as the
cost of doing business in IT
• Windows, Virtualization, Linux, Hyperconveraged
and other technologies all represent technologies
Which have and will “smooth out” the cost curve.
Quality
$

8. 8
Historical Storage Request in the New IT Cafe
The Storage Salad Bar
HD Capacities
HD size
HD Speed
RAID Card
Card Slots
Cache
LUN Options
Switching Options
Switching Speeds
Storage Mgmt
Switch Mgmt
Software RAID
Back Up
DC location
UPS
Policies
Security
Compliance
Governance
Product Support
Maintenance
Etc.
“ I am hungry for a Salad”
Who is being served the salad?
What is the ambiance you expect with the experience?
How fresh should the ingredients be?
How quickly does the salad need to be delivered?
Is there any allergic reactions to particular ingredient?
How will determine what you will be willing to pay for the right salad?
Who or what is consuming the data?
What are the operational requirements for storing or consuming the data ?
How quickly does the data need to accessed? How long retained?
How quickly does the storage need to be available? Stay available?
What are attributes you don’t want in a storage request?
What is your funding approach and preferred consumption model for storage?
“ I am hungry for Storage”

9. 9
the New IT Café for Storage Requirements
“ I am hungry for a Salad”
Easy
Cheap
Fast
Durable
Risky
Easy
Cheap
Fast
Available
Functional
Easy
Cheap
Available
Pleasant
Filling
Diverse
Costly
Available
Pleasing
Fresh
Innovative
Expensive
Unique
Experience
Fresh
Storage”
Capacity: 1 Phone Pic
Hyperconverged and Software Defined Storage
Low Cost Low Cost

10. 10
Enterprise IT shifting to a Consumption Model
Hardware
Service Catalog aka (Web Portal)
Software
Corporate
Policy/Process
Security
Standards
Server
Storage
Network
DC
Application
ERP
OS etc.
Data
Protection
Tech
Support
Governance
User Community
Technical
Expertise
Enterprise IT is combination of
hardware, software along with
Corporate policies and
procedures.
Even the best traditional IT shops
deliver what they think users needs.
Sometimes these efforts take 36
months to deliver.
Business
Analysts
Cloud
Workflows
New IT requires IT to understand
the End User and their business
goals. Business Speed within IT is
now expected. The term Agility
symbolizes the IT shift towards .
CIOs have shift there resources to
better understand their user’s
needs and replaced legacy think
with consumption based IT
offerings, like Cloud.

11. 11
The Operational Impact of Hyperconverged
Hardware
Service Catalog aka (Web Portal)
Software
Corporate
Policy/Process
Security
Network
DC
Application
ERP
OS etc.
Data
Protection
Tech
Support
Governance
User Community
Technical
Expertise
Enterprise IT is
combination of hardware,
software along with
Corporate policies and
procedures.
Storage offerings must be agile
but sturdy and rigid enough to
handle heavy application work
loads. The cloud marketplace
has set a new price expectation,
previously unattainable by
traditional storage solutions.
Business
Analysts
Cloud
Workflows
Standards
Hyper Converged
StandardsStorage
Server
Network OS/HV
Cloud
Workflows

12. 12
Recipes for success
Scenario #1
Marketing Centric
Mention Nutanix as a brand
and seek customers view
Customer intonation changes,
near immediate curiosity. Likely
becomes coy on why the
interest or a defined project
Customer is showing you their
awareness that change is in
the air. The New IT could
impact their storage
consumption. Change is scary
for tactical IT professionals.
Your goal should be to listen
and write stuff down--- and get
the 2nd Meeting
Scenario #2
Strategy Centric
“ What new storage strategies
are you considering in 2016?
What type of data is growing the
most in your environment?”
Customer could bring up
Hyperconverge or Applications
which would benefit for HC
Customer is showing you a more
grounded approach to what the
future might bring. They are
thinking application first, which
points to the New IT. They see
HC as an enabler.
Your goal should be to listen and
write stuff down--- and get the
2nd Meeting
Scenario #3
Humility Centric
“I keep hearing about the
notion of Hyperconverge as
new approach to storage.
What is your take Ms
Customer?”
Customer will give her personal
point of view or opinion.
Alternately they may point you
to another contact.
Customer is showing you their
awareness that change is in
the air. They may be scared
they may be excited
.
Your goal should be to listen
and write stuff down--- and get
the 2nd Meeting
There is only one goal for a sales professional on a first meeting.
To get a second a meeting
Those who listen, ask good questions and seek out mutual
success win the race

13. 13
The Importance of a 2nd meeting
• The 2nd meeting maybe the most important meeting in a sales pursuit
• Did Lenovo listen to what I said?
• Will Lenovo have the right subject matter expert there?
• Will they come professional and prepared?
• Are they looking to hand me a brochure or solve my problem?
• Can I trust a sales person from Lenovo?
•The 2nd meeting is the first meeting for a Subject Matter Expert to prove their
value, in the questions they ask:
What interests you about Hyperconverged?
What workloads would be impacted by Hyperconverged?
What problems would Hyperconverged solve for you?
How would you assess the right HC solution for your needs?
What impact would Hyperconverged in environment today?

14. 14
Lenovo’s Hyperconverged / SDS Strategy
In any direction Lenovo is disrupting the status quo
Broadest Partnership
Quickest Time To Value
Comprehensive Admin. Mgmt.
Customer
Needs
Best for Remote/Small Offices
Lowest Entry Price Point
Fewest Servers Needed
Fastest Performance
Integrates Existing Storage
Flexible Server Hardware Required
High Performance Offering
Strong Data Protection
Shifting from Cisco to Lenovo Servers

15. 15
So what’s next? How do I get my Chef on?
You adapt and learn
You have your Channel
Partners learn the New IT
You devise a calling campaign
You ask New IT questions
You listen, restate and ask for
The 2nd meeting
Pass on the mustache (really)
You become Fearless You stay Fearful

16. 16
So What’s Next in the New IT Café?
Well, orders are being placed based on need, but now its time to package it up
and enjoy… Its about the Container and packaging up the order just right