Cisco Alliance Guide A Partner Playbook for Selling

Cisco Alliance Guide A Partner Playbook for Selling Veeam + Cisco Current version: EMEA Q 2 -2017 Release Date : 11042017

Joint Value Proposition Vertical Markets Solutions Elevator Pitch Cisco UCS + Veeam® enables Availability for the Always-On Enterprise™ with Cisco solutions by providing the data management solutions required for 24/7 application Availability.  y combining Cisco Data Center products including UCS and Veeam solutions, customers eliminate data loss and deliver fast data recovery, helping them minimize risk, decrease downtime and easily adapt to business changes to meet the most stringent recovery time and point objectives, or RTPO™. Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Veeam's value to Cisco's value to Veeam Call Scripts Veeam helps the Cisco channel sell more data center solutions by expanding the conversation to enterprise-wide Availability solutions. As a result, Cisco can sell additional data center solutions like storage, server and hyperconverged to existing customers and larger solutions to potential customers. Our joint channel partners can offer Veeam Availability solutions, powered by the Veeam/Cisco validated infrastructure, to quickly add value and utility to a customer's Cisco investment. Veeam’s brand strength is a strong benefit to Cisco and complements Cisco’s market leadership in data center and service provider markets. Going to market with Veeam opens up new marketing, partner and growth opportunities. Also, Veeam’s channel-driven sales model is well aligned with Cisco’s markets aligned go-to-market efforts.   Veeam is the only vendor to have native snapshot integration with Cisco Hyper. Flex providing 2 X faster backups with no impact on production dramatically lowering RPOs Cisco UCS is a $3. 5 billion product line, growing at 22% y/y, and Cisco needs partners, like Veeam, to show value for their new server, storage and hyperconverged products. Aligning with Cisco creates opportunities in Veeam's target commercial and enterprise markets and in the cloud service provider segment. Joint go-tomarket initiatives with Cisco helps Veeam reach customers, partners and integrators we could not on our own. As Cisco drives adoption of these new offerings, Veeam can attach to large deals by demonstrating how Cisco sales and partners will sell more Cisco solutions with Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Veeam can leverage Cisco’s reseller channel to get into new accounts by enhancing Cisco’s UCS and Hyper. Flex environments with Veeam’s agile Availability and data protection solution. Veeam can differentiate in the Hyper-converged space with verified recoverability, faster restores and agentless file level restore capabilities.

Joint Value Proposition Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Vertical Markets Availability is at the forefront of digital transformation IT must deliver Availability 24. 7. 365 for a demanding enterprise. Data loss, long recovery times, unreliable data protection and a lack of visibility into the IT environment are slowing enterprise organizations down. This is why organizations are transforming their business and now investing in virtualization, the latest cutting-edge storage technologies and the cloud — opening up the opportunity to sell a solution that delivers Availability for the Always-On Enterprise™. Healthcare Retail Financial services Higher education Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts When lives are at stake, downtime is NOT an option: High-speed recovery and testing changes and updates in a production-like environment before deployment are critical. Data privacy is imperative: Security plans with encryption and access rights, as well as roll back points are also important to help secure sensitive data. Remaining compliant: Data recovery tests with built-in reporting should be performed consistently and in short timeframes to meet strict industry regulations. Properly manage and recover data without compromising security: Today, there is zero tolerance for downtime. Confidential customer data exposure can result in business - crippling fines and a disastrous impact to the brand. Manage remote store locations: Remote office/branch office (ROBO) centralization consumes significant bandwidth and resources for every retailer. Simplify and automate with built-in disaster recovery: Consistently executing annual DR testing is expensive and laborintensive. Complete visibility and guaranteed recovery: Aggressive retention standards, growing customer demands and increasing ITinfrastructure complexity make it a challenge to safeguard the growing amount of sensitive data. Remaining Always-On™: Fast recovery times and recovery point objectives (RTPO™) for ALL applications and data is critical to avoid catastrophic financial data loss. Managing ROBOs: ROBO centralization consumes significant bandwidth and resources for every organization. Compliance = Funding: Proof of proper management, protection and storage of research data is a significant piece of compliance required by grant recipients. Bring Your Own Device: Educational institutions must remain flexible, secure and Always-On to support the unique demands of students, faculty, visitors and staff who bring their own devices and require a varying degree of access to sensitive data. Exponential data growth and demand of businesscritical applications: Faculty, students and employees alike are storing more data, and file sizes are growing, causing a significant increase in demand for business critical applications.

Joint Value Proposition Vertical Markets Solutions Veeam® enables the Always-On Business™ and complements Cisco by providing the data protection solutions required for 24/7 application availability. Veeam is the only vendor to offer integration with Hyper. Flex to offer faster backups with no impact on production greatly reducing the RPO's for Hyper. Flex environments Cisco Flex. Pod + Veeam By combining Cisco UCS® and Veeam solutions, customers eliminate data loss and slow data recovery, helping to minimize risk, decrease downtime and easily adapt to business changes to meet the most stringent recovery time and point objectives (RTPO™). When modernizing data centers with hyper-converged infrastructures, legacy solutions can’t deliver their data protection needs. Modernize data protection when you modernize infrastructures. Sales Tools Veeam and Cisco combine to deliver: Call Scripts Cisco UCS + Veeam Cisco UCS storage server combined with Veeam solutions deliver a highly scalable data management and protection for Availability for the Always-On Enterprise™. Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Cisco UCS S 3260 and C 240 + Veeam Pre-validated, easy-to-deploy Veeam high-speed recovery solutions offering unmatched price and performance. Cisco Hyper. Flex + Veeam offers unique native snapshot integration to Cisco Hyper. Flex which combines compute, storage, networking and virtualization into a simplified, easy-to-use system that brings new levels of speed and efficiency to IT and combined with Veeam delivers agile data management and protection for the Availability for the Always-On Enterprise. Net. App Flex. Pod, VCE Vblock, Nimble Smart. Stack + Veeam Converged infrastructures that combine storages with Cisco UCS and networking benefit from Veeam to easily scale up and out to meet growing business needs and provide agile data protection. Useful links “How Veeam can protect your business from Ransomware”

Joint Value Proposition Cisco UCS + Veeam Vertical Markets Solution overview Customer benefits Cisco UCS + Veeam and Cisco UCS bring together high-performance Availability and reliable data protection to modernize your data protection strategy. This high-scalable combination is designed to meet the ever increasing demands placed on today's modern data center and staff. Cisco UCS offers high performance and disk density which complements Veeam Availability solutions. Cisco UCS storage servers is easy to manage and scale. High-Speed Recovery: The record-breaking I/O speed of the UCS architecture coupled with Veeam Instant VM Recovery gives organizations near-continuous data protection and the ability to meet the stringent RTPO demanded by Tier-1 applications. Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Veeam Availability Suite™ delivers Availability for the Always. On Enterprise™, leveraging IT investments in virtualization, modern storage and the cloud, so customers can meet recovery time and point objectives, or RTPO™, of < 15 minutes for all applications and data. Veeam’s agentless design, simple deployment and low management make it a perfect match for Cisco UCS. Short Backup Windows: Veeam’s built-in deduplication, WAN acceleration and enterprise design combined with the UCS platform means customers can reduce their backup windows by up to 95% to support aggressive recovery point objectives. Technology Alignment: Veeam Availability Suite™ is Ciscocompatible and UCS platform-ready. Veeam is a Preferred Solution Partner in Cisco’s ecosystem and is included in the Cisco Solutions Catalog. Success Stories Popular links Partner Benefits Veeam & Cisco Solutions Page Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts ESG Video Brief: Veeam Availability with Cisco UCS Cisco and Veeam solution brief Building Scalable Data Centers with Cisco and Veeam Cisco Marketplace - Veeam

Joint Value Proposition Cisco S 3260 or C 240 + Veeam Vertical Markets Solution overview Service provider benefits Cisco UCS + Veeam Together, Veeam with Cisco S 3260 & C 240 high-density UCS storage servers combine to create the perfect backup and recovery platform. They offer the right combination of performance, flexibility, scalability and reliability — providing an impressive, modern disaster recovery solution for your VMware v. Sphere or Hyper-V environment. Veeam with Cisco UCS storage servers offer customer unmatched price and performance. • Confidence in your Services based on a validated architecture • Contain Operational Costs with Cisco UCS management • Easily Scale as your Veeam business grows Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Customer benefits • • Granular recovery of VMs and files, application items Self-service recovery Instant VM Recovery™ in less than 2 minutes Automatic verification of every backup, every VM, and every replica — every time Popular links Veeam Deployment Guide for Cisco UCS ESG Lab Validation: Veeam Availability Suite and Cisco UCS

Joint Value Proposition Cisco Hyper. Flex + Veeam Vertical Markets Solution overview Customer benefits Cisco UCS + Veeam complements Cisco Hyper. Flex, to deliver data Availability, protection and disaster recovery (DR) for virtualized environments. Hyper. Flex provides high availability for the cluster by mirroring data within the cluster, and proactively selfhealing in case of hardware failure. Cisco Hyper. Flex combines compute, storage, networking and virtualization into a simplified, easy-to-use system that brings new levels of speed and agility to IT. Cisco Hyper. Flex includes an integrated network fabric, powerful data optimization and unified management to deliver the full potential of hyperconvergence for a wider range of workloads and use cases. • High availability hyperconverged infrastructure giving organizations near-continuous data protection and the ability to meet the most stringent RTPOs. • Instant VM Recovery in less than 2 minutes • Automatic verification of every backup, every VM, and every replica — every time • Veeam Explorers for Instant Single-Item recovery of Exchange, SQL, Oracle, AD, Sharepoint, Windows and Linux files Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Veeam is the only vendor to offer native snapshot integration with Cisco Hyper. Flex doubling the backup speed without impacting production systems dramatically lowering RPOs. Veeam can assure even higher data availability with Hyper. Flex by providing replication to another infrastructure, site or to the cloud. Veeam delivers granular recovery, instant VM recovery and offers verifiable data protection to dramatically lower the recovery time objective (RTO) and recovery point objective (RPO), for RTPO™ of <15 minutes for ALL applications and data. Veeam and Cisco UCS bring together high-performance Availability and reliable data protection to modernize your data protection strategy. This high-scalable combination is designed to meet the ever increasing demands placed on today's modern data center and staff. Popular links Webinar: Veeam and Hyper. Flex Blog post: Veeam ‘Hyper. Flexes’ its hyperconverged muscles with Cisco Blog post: Veeam and Cisco deliver hyper-Availability Veeam is the only vendor to have native snapshot integration with Cisco Hyper. Flex providing 2 X faster backups with no impact on production dramatically lowering RPOs

Joint Value Proposition Cisco Flex. Pod + Veeam Vertical Markets Solution overview Popular links Cisco UCS + Veeam’s integration with Flex. Pod enables agentless, easy-tomanage solutions with application-consistent snapshots leveraging Net. App snapshot technology. Veeam backup and recovery, powered by Flex. Pod achieves unprecedented levels of data protection at a price point that’s practical for all applications. With Veeam, Flex. Pod customers meet their most stringent recovery time and point objectives, or RTPO(TM), of Tier-1 applications. Solution Brief Flex. Pod and Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Customer benefits • High-speed recovery of entire VMs or individual items from Net. App Snapshot, Snap. Mirror and Snap. Vault • Granular recovery for Microsoft Exchange, Active Directory, Share. Point, SQL Server and Oracle • Fast, application-consistent recovery points by orchestrating Net. App Data ONTAP to create snapshot-only backups • Reduced risk of data loss and primary storage impacts by automating backups secondary from Net. App Snap. Mirror and Snap. Vault • Verified recoverability with automated testing of backups in the background to guarantee the recoverability of every file, application and VM • A cloud-ready platform that enhances data Availability by providing an efficient way to get backups off site to a service provider Veeam Deployment Guide for Flex. Pod Webinar Veeam and Flex. Pod

Joint Value Proposition Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Veeam offers you pre-built, joint Campaign in-a-Box marketing activities. These tools and resources help you promote your company, services and relationship with Veeam—all in one place! Now you can simply grab the tools you need and build your very own customized Veeam campaigns. Your success is our mission Campaign in-a-Box Each campaign offers a resources toolkit to help you run your own Veeam campaigns. These tools are a perfect way to help you better understand pitch these campaigns to your customers. Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Online tools Veeam’s Internet Marketing team will help you set up a co-branded Veeam landing page, email marketing campaigns, co-branded Veeam banner advertising, social media campaign or other lead generation campaign. Co-op/Marketing funding With the Veeam Pro. Partner Marketing Program, Veeam Software will co-fund activities and programs such as advertising, direct marketing, trade shows, seminars, training, promotional literature and more!

Joint Value Proposition Call Scripts Vertical Markets Solutions Veeam + Cisco UCS Call Script Veeam + Hyper. Flex Call Script Cisco UCS + Veeam What to look for: Cisco S 3260 or C 240 + Veeam What to look for: Cisco UCS customers with VMware v. Sphere or Microsoft Hyper-V environments who don’t meet their application Availability SLAs or those who are dissatisfied with the cost and operational overhead of their existing traditional backup solution. Who to call: Customers that are considering converged infrastructure or hyper converged infrastructure. Customers looking for IT agility, lower costs and application availability. Customers with VMware v. Sphere or Microsoft Hyper-V environments who don’t meet their application Availability SLAs or those who are dissatisfied with the cost and operational overhead of their existing traditional backup solution. IT managers and decision makers responsible for application and data Availability or backup and recovery management. Questions to ask: Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Questions to ask: • What percentage of your environment is virtualized? Do you see this percentage growing or changing? • Do you need to reduce your data protection costs as your virtual systems grow? • Do backup and recovery challenges exist in your current environment? Are you meeting your SLAs? • What specific challenges are you are facing with your current backup approach? • How are you currently backing up virtual machines? • Are you looking for faster backup times and the fastest recoveries? • How do you get backups off site? • What hypervisors are deployed? • Are you presently adopting or considering converged or hyperconverged infrastructure? • Do backup and recovery challenges exist in your current environment? Are you meeting your SLAs? • What specific challenges are you are facing with your current backup approach? • How are you currently backing up virtual machines? • How much of your current infrastructure is virtualized? • What business factors are driving your need for virtualization or hyperconverged? • Are you planning to store any data in the cloud?

Joint Value Proposition Call Scripts Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Veeam + Flex. Pod , Vblock, or Smart. Stack Call Script Questions to ask: • How much of your current infrastructure is virtualized or are you planning to virtualize on Converged Infrastructure? • What virtualization technology are you using or planning to use with your Converged Infrastructure environment? • What business factors are driving your need for virtualization? • What applications have you virtualized? • Are you using VMware v. Sphere, Microsoft Hyper-V or a combination of both? • How are you planning to scale your backup environment for growth? • Are you planning to store any data in the cloud? Things to listen for: • “Wow, that was a late night last night…just in time for batch processing. ” • “I wanted to have my backup guys in this meeting, but they are busy pulling backup reports together to see what failed last night. ” • “Since we aren’t backing up our data often enough and our recovery process is slow, we will lose a ton of data, and it will take forever to recover when we have a system failure. ” • “I don’t know whether my backups are recoverable. ” • “Recovering Exchange email items is too much effort and takes too long. ” • “I am migrating to Office 365” • “I’m not sure whether I could recover if I had to. I don’t trust my current solution. ” Objection Handling “My backup environment is good enough and not a priority. ” What happens to your business if you have data corruption and need to restore? How much data loss will your company allow? And how quickly would the company expect the restore to happen? “My team just handles the problems when they arise. ” What other projects do these problems take the team away from? How does that affect the business? “Modernizing a data center can be complex to build and run”. The Cisco-validated design provides customers with a pretested and certified configuration that significantly reduces configuration and implementation times. “We’re already leveraging virtualization and have no plans to move to the cloud any time soon. ” Many organizations are in your position, which is why Veeam is designed to easily accommodate a move to the cloud when your organization is ready. Continued on next page

Joint Value Proposition Call Scripts Continued Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts NOTE: Here are suggestions for asking some of these questions with a bit more enterprise focus. • • • What are your SLAs for critical applications? What roadblocks keep you from meet SLAs? How are you backing up remote and branch offices? How is Cisco UCS deployed and managed today? What storage strategies are you investing in to control expenses? • How are you scaling your backup and recovery service portfolio?

Joint Value Proposition Cheat Sheets Vertical Markets Solutions Veeam + Cisco UCS Cheat Sheet Veeam + Hyper. Flex Cheat Sheet Cisco UCS + Veeam Organizations are making significant investments to modernize their data centers by standardizing on server virtualization, modern storage, and cloud-based services with the goal of building an agile IT infrastructure capable of meeting business requirements quickly. But with this modernization comes new demands from end users, who require access to data and applications 24 hours a day, every day. The world is now “Availability" and technology must evolve to address this new demand to meet application availability servicelevel agreements (SLAs). Veeam with Cisco Hyper. Flex hyperconverged solutions provide a combined hardware and software high availability solution allowing IT managers to achieve unprecedented levels of IT agility & application availability at a price point that’s practical for all applications. In turn, customers are able to meet the most stringent RTPO™ for Tier-1 applications. ” Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts The problem with traditional backup tools (customer pain points): • • RTOs and RPOs of hours and days Less than 6%of backups are tested quarterly Failure to recover with more than 16% of backups No visibility to detect issues before they have an impact on business operations Reliable, scalable Veeam Availability solutions powered by Cisco UCS • High-speed recovery with RTPO™ of < 15 minutes for ALL applications and data • Data-loss avoidance with streamlined disaster recovery • Verified recoverability with automated testing • Leveraged data to put backups to work for testing labs • Low-risk deployment of Cisco UCS storage • Complete visibility and management Customer pain points • Downtime costs users, customers and partners and negatively impacts productivity • Even with hyperconverged solutions, recovery takes too long and is not reliable • Modernizing the data center doesn’t modernize data protection • Inability to meet compliance requirements for backup or recovery • Loss of IT productivity due to management challenges • Can't scale to keep up with growing virtual workloads Where to look for sales opportunities • • Find opportunities when customer have: Legacy backup or VTL solutions. High cost and complexity with their current backup solution Growth issues with backups that do not scale or are not secure Compliance or regulation requirements that are not met Issues with full system restores that take too long An inability to recover granular objects from Microsoft Exchange, Share. Point, Active Directory, SQL Server or Oracle • Low confidence in recovery success

Joint Value Proposition Cheat Sheets Continued Vertical Markets Solutions Veeam + Flex. Pod Cheat Sheet Where to look for sales opportunities Cisco UCS + Veeam Cisco Flex. Pod + Veeam’s integration with Flex. Pod enables agentless, applicationconsistent snapshots that leverage Net. App Snapshot technology, allowing IT managers to achieve unprecedented levels of data protection at a price point that’s practical for all applications. In turn, Flex. Pod customers are able to meet the most stringent RTPO™ for Tier-1 applications. ” Sales Tools Customer pain points: • • Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts • Downtime costs users, customers and partners and negatively impacts productivity • Recovery takes too long and is not reliable • High cost and complexity of secondary storage and backup data management • Inability to meet compliance requirements for backup or recovery • Loss of IT productivity due to management challenges • Can't scale to keep up with growing virtual workloads • Difficulty in attaining low RPO demands while keeping storage impact at a minimum — even while performing multiple backups a day • VM monitoring that is incomplete or inaccurate Find opportunities when customer have: Legacy backup or VTL solutions. High cost and complexity with their current backup solution Growth issues with backups that do not scale or are not secure Compliance or regulation requirements that are not met Issues with full system restores that take too long An inability to recover granular objects from Microsoft Exchange, Share. Point, Active Directory, SQL Server or Oracle • Low confidence in recovery success

Joint Value Proposition Success Stories Vertical Markets Solutions Cisco UCS + Veeam + iland Cisco S 3260 or C 240 + Veeam + University College Sjælland Veeam + Uptime Group Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack “We pride ourselves in working with each customer to understand solve their unique challenges as quickly as possible; it’s what we are known for. To continue that level of service throughout our global expansion, we needed an infrastructure that supported automated deployment and provisioning as well as scalable performance. Cisco UCS and Veeam help us do that. ” “Our job is to adopt systems and processes that allow us to serve students and faculty to the best of our ability and with the greatest flexibility, Søjberg said. Veeam and Cisco UCS S 3260 support this by simplifying backup, recovery and storage, giving us 99. 9% uptime and very happy users. We can tell university management with absolutely certainty that business continuity is guaranteed” Pro. Partner Benefits – Justin Giardina CTO iland Collateral Link to the full Success Story — Steffen Bendix Søjberg IT Operations Manager University College Sjælland Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Contacts Link to the full Success Story “We recommend Cisco UCS Flex. Pod to our customers with on-premises VMs because we know from experience that Cisco’s blade systems are easy to scale and that centralised management saves time. About half of our customers with on-premises VMs use Flex. Pod, and they use Veeam to back up, replicate and restore from Net. App snapshots, which is amazing integration. ” — Erlend Schenkels Managing Partner Arxus, an Uptime Group company Link to the full Success Story

Joint Value Proposition Partner Benefits Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts To address the challenge of Availability for the Always-On Enterprise™, the Veeam® Pro. Partner program is an effective working platform for permanent dialog between Veeam Pro. Partners and Veeam. The program is aimed to develop Veeam solution expertise for reselling companies, and to reward Veeam Pro. Partners for quick results selling of Veeam’s industry-leading products. Get always on the edge of technology with: • Veeam Availability Suite™, industry leading backup, restore and replication capabilities of Veeam Backup & Replication™ with the advanced monitoring, reporting and capacity planning functionality of Veeam ONE™ • VMCE Certification to underscore your level of expertise to correctly architect, implement and configure your customers Veeam environment • Veeam University , an online, self-paced sales and technical training center that offers various modules focused on core Veeam products and technologies • Dream Team of professionals – Veeam Sales, Pre-Sales Engineers, Solution Architects, Support, and Marketing - eager to help you any time.

Pro. Partner benefits Joint Value Proposition Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Marketing Tools The Veeam Marketing Menu is a set of tools and detailed recipes for generating more leads, growing your marketing pipeline and enhancing your business with Veeam Marketing. Connect and attract new leads through various digital channels by placing prebuilt content about Veeam on your website and sending custom email marketing campaigns. Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Connect and attract Attract, engage and convert leads into opportunities Interact Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Email-in-a-box (Veeam Market. Reach) Web-in-a-box (Veeam Content Syndication) Veeam + Flex. Pod Webinar-in-a-box Seminar-in-a-box Call out-in-a-box Success story-in-a-box Campaign-in-a-box Success Stories Partner Benefits Marketing Tools Pro. Partner Program Pro. Partner Benefits Collateral Contacts Banner and LP generator Marketing Tools

Pro. Partner benefits Joint Value Proposition Pro. Partner Program Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam® provides Availability for the Modern Enterprise™ by leveraging virtualization, storage, and cloud technologies to deliver recovery time and point objectives (RTPO™) of less than 15 minutes for all data and applications. With more than 216, 500 customers worldwide, Veeam’s solutions enable the Always-On Enterprise™ with high speed recovery, data loss avoidance, verified protection, leveraged data and complete visibility. Veeam sees partners as an extension of its own sales team and realizes that the investments in building it’s channel are just as important as the investments in building a superior product. Program Benefits Include: The Veeam Pro. Partner Program affirms Veeam’s commitment to it’s partners to help expand their reach in the market by giving access to the tools and resources necessary to differentiate their business so they may become more profitable. • Direct access to customer care and support for technical inquiries. Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Base discount 4% 4% 0% Marketing Tools Opportunity on Veeam Availability Suite 4% 3% 2% Opportunity with customer Net. New to Veeam 6% 5% 4% Pro. Partner Benefits Collateral Contacts • Veeam Pro. Partner Portal – a dedicated partner resource website that includes sales tools and other information to help you qualify and drive business. • Marketing support from Veeam, including funds for joint activities. • Ability to increase margins based on participation in the Deal Registration Program Requirements Benefits Partner Benefits Pro. Partner Program • Veeam-delivered technical and sales enablement training, including accreditations through Veeam University and the Veeam Certified Engineer (VMCE) certification. For more information about the benefits and requirements of being a Veeam Pro. Partner, please review the Pro. Partner Program Guide. Your success in Veeam’s Pro. Partner Program will be based on achieving an annual revenue target, earning Veeam certifications and more.

Pro. Partner benefits Joint Value Proposition Partner Benefits Silver Vertical Markets Gold Platinum Registered Solutions Cisco UCS + Veeam Access to Pro. Partner portal Cisco S 3260 or C 240 + Veeam Pro. Partner logo V V V Cisco Flex. Pod + Veeam Inclusion on Veeam Pro. Partner Finder at veeam. com V V V Sales Tools NFR keys V V V Call Scripts IUL V V V Cisco Hyper. Flex + Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod V V V Marketing Menu Limited V V V Deal Registration program Collateral Contacts V Limited Partner Benefits Pro. Partner Benefits V Access to promotions and incentives Success Stories Pro. Partner Program V Assigned Veeam manager Partner Marketing Development Funds Marketing Tools Limited V V Quarterly Rewards program V Recognition as a Veeam expert V *To find out more about Deal Registration benefits and requirements please visit Pro. Partner page. Veeam divides EMEA in three zones (A , B and C) based on market size. To understand the program requirements applicable to your country/territory specifically — please visit the Pro. Partner Portal section “Programs” Partner level Enrolment Criteria Requirements (for zone A)* • • • By invitation • • • Meet the requirements To apply to Gold, meet quarterly requirements during 2 consecutive quarters • • Meet the requirements To apply to Silver, meet quarterly requirements during 2 consecutive quarters • • • Min. 1 VMCE-Advanced certified engineer Min. 2 VMCE certified engineers Min. 4 VMSP certified sales manager Min. 4 VMTSP certified engineer Min. 750 000 USD MSRP* annual revenue Completed and regularly updated Company Profile at Veeam Pro. Partner portal Syndicated or regularly updated information about Veeam at Reseller’s website Dedicated Veeam Pro. Partner manager Min. 1 VMCE certified engineer 1 VMCE-Advanced certified engineer recommended Min. 2 VMSP certified sales manager Min. 2 VMTSP certified engineer Min. 50 000 USD MSRP* revenue each quarter or 32 000 USD MSRP* revenue via 10 or more deals each quarter Completed and regularly updated Company Profile at Veeam Pro. Partner portal Veeam branding and description on partner website Dedicated Veeam Pro. Partner manager Min. 1 VMSP certified sales manager Min. 1 VMTSP certified engineer Min. 1 deal on Veeam products each quarter Completed and regularly updated Company Profile at Veeam Pro. Partner portal Veeam branding and description on partner website Dedicated Veeam Pro. Partner manager

Joint Value Proposition Collateral Vertical Markets Solutions Cisco UCS + Veeam Cisco S 3260 or C 240 + Veeam Cisco Hyper. Flex + Veeam Cisco Flex. Pod + Veeam Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod Success Stories Success stories USA USA Netherlands USA USA South Africa Belgium Denmark Australia Appleton Area School District Civista Bank Drake Enterprises Ltd. Fundaments BV Helen of Troy iland Mac. Lean-Fogg Co. Price. Waterhouse. Coopers Uptime Group University College Sjælland Western Health Configuration guides Veeam on Cisco UCS 3260 Configuration Guide Flex. Pod + Veeam Install Guide ESG Lab Validation: Veeam Availability Suite and Cisco UCS Partner Benefits Videos Marketing Tools Veeam Availability Solution for Cisco UCS ESG Video Brief: Veeam Availability with Cisco UCS Availability for Cisco UCS & Cisco Hyper. Flex Availability powered by Veeam: What you need to know How to Survive in the Century of Data Growth? Pro. Partner Program Pro. Partner Benefits Collateral Contacts Solution briefs Veeam Availability Solution for Cisco UCS Veeam + Flex. Pod Veeam and Cisco Hyper. Flex Cheat sheets Veeam and Flex. Pod Veeam + Cisco UCS Cisco Reference Card Whitepapers Why Cisco UCS and Veeam and Flex. Pod Availability for the Modern Data Center Leverage Your Investment in Convergence by Modernizing Availability

Joint Value Proposition Contacts Vertical Markets Solutions Country Contact E-Mail Cisco UCS + Veeam Austria Michael Abert Michael. Abert@Veeam. com Cisco S 3260 or C 240 + Veeam Be. Lux Lodewijk van Klaveren Lodevijk. vanklaveren@Veeam. com CZ, SK and HU Ondrej Vlach Ondrej. Vlach@veeam. com Cisco Hyper. Flex + Veeam Denmark Claus Jensen Claus. Jensen@veeam. com Cisco Flex. Pod + Veeam Finland Per Granlof Per. Granlof@Veeam. com France Laurent Dumortier Philippe. de. Trogoff@Veeam. com Germany Herbert Bild Herbert. Bild@Veeam. com Iberia Alvaro Jerez Alvaro. Jerez@Veeam. com India Kumar Sunil Kumar. Sunil@Veeam. com EMEA Italy Lara del Pin Lara. delpin@Veeam. com Mediterranean Vered Liberman Vered. Liberman@Veeam. com Veeam + Cisco UCS Veeam + Hyper. Flex MEA Omar Akhtar Omar. Akhtar@Veeam. com Simon Stokes Cisco Alliance Manager EMEA Simon. Stokes@veeam. com Netherlands Lodewijk van Klaveren Lodevijk. vanklaveren@Veeam. com Veeam + Flex. Pod Norway Claus Jensen Claus. Jensen@veeam. com Poland, Baltics Wojciech Cegliński Wojciech. Ceglinski@veeam. com Partner Benefits Russia & CIS Anna Ponomarenko Anna. Ponomarenko@veeam. com Marketing Tools South Africa Lisa Strydom Lisa. Strydom@Veeam. com Sales Tools Call Scripts Veeam + Cisco UCS Veeam + Hyper. Flex Veeam + Flex. Pod, Vblock, or Smart. Stack Cheat Sheets Success Stories Pro. Partner Program Pro. Partner Benefits Collateral Contacts South Eastern Europe Boris Denisov Boris. Denisov@veeam. com Sweden Per Granlof Per. Granlof@Veeam. com Switzerland Giuseppe Gallo Giuseppe. Gallo@veeam. com Turkey Nurper Rodoplu Nurper. Rodoplu@Veeam. com UK&I Mark Murrin Mark. murrin@Veeam. com Contacts Global Cynthia Bogolub Director, Cisco Global Alliance Cynthia. Bogolub@veeam. com Andrea Acosta Senior Manager, Cisco Global Alliance Andrea. Acosta@veeam. com Irina Byrsan Sr. Programs & Alliances manager Irina. Byrsan@veeam. com Stefan Renner Cisco Alliance Systems Engineer Stefan. Renner@veeam. com