Group 4: Amit Sarda|Esha Sharma|Meeta Arya|Swati Sachdeva

High

Better Mousetrap Marketing

High-tech Marketing Silkworm Multiproto col Router

Market Uncertainty Not knowing what the customer wants from the new technology

Low

Silkworm 12000 Low-Tech Marketing Silkworm 3900, 3800 Silkworm 3200 Low Market Uncertainty

Highfashion Marketing High

Technological Uncertainty Not knowing whether the technology or the company can deliver on its promise to meet needs.

*SMR Silkworm Multiprotocol

Size: $111mn Growth>100% <5% SAN penetration Brocade market share:80% Benefits sought: High Availability, Easy expandability, Efficient backup Buy from: OEMs

Size: $500 mn CAGR=1% Brocade market share:67% Constantly expand and refine existing SAN Price decline offset volume increase Early adopters

Size: $811 mn CAGR=18% Brocade market share:27% Build large storage area network with directors

Target

Enterprise Growing market Large segment size Long-term relationship Open to exploring innovative products to increase efficiency

Brocade as a brand promoted though Brocade User Group, Brocade Connect etc. Intelligent Switches and SAN management software under the SilkWorm brand name

Direct-attached Storage(DAS)

Network attached storage(NAS)

Storage Area Network(SAN)