CP Ilt Nasp Rev05 Studentguide

NetApp Accredited Sales
Professional Workshop
Student Guide
Content Version 3
NETAPP UNIVERSITY
NetApp Accredited Sales Professional Workshop
Student Guide
Course ID: CP-ILT-NASP-REV05
Catalog Number: CP-ILT-NASP-REV05-SG
NetApp University - Do Not Distribute

ATTENTION
The information contained in this course is intended only for training. This course contains information and activities that, while beneficial
for the purposes of training in a closed, non-production environment, can result in downtime or other severe consequences in a production
environment. This course material is not a technical reference and should not, under any circumstances, be used in production
environments. To obtain reference materials, refer to the NetApp product documentation that is located at http://mysupport.netapp.com/.
COPYRIGHT
© 2018 NetApp, Inc. All rights reserved. Printed in the U.S.A. Specifications subject to change without notice.
No part of this document covered by copyright may be reproduced in any form or by any means—graphic, electronic, or mechanical,
including photocopying, recording, taping, or storage in an electronic retrieval system—without prior written permission of NetApp, Inc.
U.S. GOVERNMENT RIGHTS

Commercial Computer Software. Government users are subject to the NetApp, Inc. standard license agreement and applicable provisions
of the FAR and its supplements.
TRADEMARK INFORMATION
NETAPP, the NETAPP logo, and the marks listed at http://www.netapp.com/TM are trademarks of NetApp, Inc. Other company and
product names may be trademarks of their respective owners.
2 NetApp Accredited Sales Professional Workshop
© 2018 NetApp, Inc. This material is intended only for training. Reproduction is not authorized.

TABLE OF CONTENTS
WELCOME............................................................................................................................................................................ 1
MODULE 1: MARKET PRESSURES AND TECHNOLOGY TRENDS ............................................................................... 4
MODULE 2: THE NETAPP STRATEGY ............................................................................................................................ 19
MODULE 3: SOLUTIONS UNITED BY NETAPP DATA FABRIC IMPERATIVE #1: INSPIRE ....................................... 29
MODULE 4: SOLUTIONS UNITED BY NETAPP DATA FABRIC IMPERATIVE #2: BUILD ........................................... 47
MODULE 5: SOLUTIONS UNITED BY NETAPP DATA FABRIC IMPERATIVE #3: MODERNIZE ................................ 73
MODULE 6: ASCEND TOOL OVERVIEW ....................................................................................................................... 130
MODULE 7: NETAPP RESOURCES ............................................................................................................................... 133

NetApp Accredited Sales Professional
Workshop
Course ID: CP-ILT-NASP-REV05
© 2018 NetApp, Inc. All rights reserved. Provided by NetApp University Legal Notices
NARRATION
Welcome to the NetApp Accredited Sales Professional 102 course.

This course focuses on enabling you to do the following:
 Articulate market pressures and technology trends that
are influencing your customers
 Explain how the NetApp strategy helps your customers
 Describe the products and solutions in the NetApp
About product portfolio
This  Pass the NetApp Accredited Sales Professional
Course (NASP) exam
Provided by NetApp University
This course focuses on enabling you to [1] articulate how market pressures and technology trends are influencing your
customers today. [2] You learn how the NetApp product portfolio, aligned with the NetApp strategy, helps your
customers. [3] This course provides the knowledge that you need to pass the NetApp Accredited Sales Professional, or
NASP, exam.

1. Market Pressures and Technology Trends
2. The NetApp Strategy
3. Solutions United by NetApp Data Fabric Imperative

#1: Inspire
4. Solutions United by NetApp Data Fabric Imperative

#2: Build
Course
Modules 5. Solutions United by NetApp Data Fabric Imperative
#3: Modernize
6. Ascend Tool Overview
7. NetApp Resources
This course consists of seven modules. [1] The first module provides a context about market pressures and technology
trends. [2] The second module presents the NetApp strategy, and three IT imperatives—inspire, build, and modernize—
that are united by the NetApp Data Fabric. [3] The third, fourth, and fifth modules present solutions in the NetApp
product portfolio that address the three IT imperatives.
[4] The sixth module introduces the Ascend tool, and [5] the final module reviews key resources to help you to work
successfully with NetApp.

Module 1
Market Pressures and Technology Trends
The digital world is changing, and so are your customers’ IT environments. In this module, you learn about changes
caused by digital transformation that are influencing your customers’ purchase decisions.

About This Module
This module focuses on enabling you to do the following:
 Explain changes in business that are being stimulated by technology innovation
 Describe trends that are stimulating cloud adoption
 Recall how IT is transforming to meet needs of digital business
This module focuses on enabling you to [1] explain changes in business that are being stimulated by technology
innovation. You learn to [2] describe trends that are stimulating cloud adoption, and you [3] recall how IT is transforming
to meet needs of digital business.

Market Pressures
Digital technologies are transforming businesses in new ways
Speed of change Loss of market Competitive

share efficiency
 Are your competitors for customers moving faster to capture market opportunities?
 Are customers shifting to those competitors who can capture their attention in a way that you cannot?
 Is digital transformation stimulating your competitors to exceed your capabilities?
Your customers experience a broad and ongoing range of market pressures; for example, how their competitors are
managing digital transformation. [1] Are competitors progressing more quickly than your customer? [2] If so, is that faster
progress causing a loss of market share for your customer? [3] Perhaps your customer’s manufacturing simply cannot
keep up with the competition. Maybe the customer IT organization is too focused on internal operations to transform
digitally. This focus might cause your customers to lag behind the competition. To help your customers, you need to ask
how market pressures are influencing your customers.

Digital Transformation Is Motivating Your Customers
Third Third
Party Party
Distributed Dynamic Diverse

Data is transforming your customers’ business and is becoming critical to their success. To stay competitive, customers
need to succeed in the digital transformation of their data centers. Why? Because data has become distributed, dynamic,
and diverse. [1] Data is often stored in multiple locations, such as on-premises and in multiple cloud locations. [2] A
constant influx of changing data requires IT staff to know where data is at any time. [3] Data has become diverse: types of
data can include, for example, structured and unstructured, streaming, and machine generated. These diverse types of data,
generated both inside and outside of the organization, create challenges for IT.

Key Trends That Are Stimulating Cloud Adoption
How customers are addressing external pressures
HARNESS Firms that are aggressively using data to disrupt new

DATA FOR markets are seeing 2X top-line revenue growth and
customer satisfaction as their less-able peers.
INNOVATION
IDC Data Thriver Research 2017
PLACE Moving processing and content collection and delivery
COMPUTE closer to the sources and consumers of information
AND DATA offers significant benefits and creates new business
NEAR USERS models.
Gartner strategic trends for 2018
Created by joni
from the Noun Project
OPTIMIZE THE Transition from protecting the business to enabling the

business by delivering the right infrastructure, at the
IT BUSINESS right time, from the right provider, ideally at the right
MODEL cost.
Gartner 2018 CIO Survey for I&O Leaders

The market pressures and digital transformation are driving your customers toward cloud adoption.
[1] One trend involves businesses’ desire to harness data for innovation. Businesses that are aggressively using data to
disrupt new markets are seeing two times the top-line revenue growth and customer satisfaction as their less-able peers.
[2] Another trend involves placing compute and data near users. Moving processing and content collection and delivery
closer to the sources and consumers of information enables businesses to see the changes that data reveals. The data can
show businesses how to enter markets, how to grow their different products, and which markets they should exit.
[3] A third trend that is stimulating cloud adoption involves optimizing the IT business model. This trend represents a
transition from protecting the business to enabling the business by delivering the right infrastructure, at the right time,
from the right provider, ideally at the right cost.

IT Is Transforming to Meet the Needs of Digital Business
Business imperatives
Stimulate growth Move with Reduce the cost
and new revenue speed and scale of taking risks
Dramatically Delivers Radically changes

simplifies the performance to all the economics
environment environments of the data center
Value of flash for IT
IT is being asked to help set the business apart in a global, digital, and mobile world. A set of business imperatives is
creating new opportunities for IT. Although these imperatives are not new, the digital revolution has heightened their
speed and necessity. Everything must be faster and more transparent.
[1] First, in the current macro environment, your customers say that stimulating new revenue and growth is priority
number one. For IT, this priority means that the opportunity is to focus on creating transformation initiatives that advance
the goals of the business.
[2] Second, businesses are changing the speed at which they deliver products and services. For our IT customers, time is
critical: time to market of a new product, time to value against a business goal, time to insight with faster access to data on
which the business can act.
[3] Third, every business is navigating a rapid pace of change. Your customers are shifting from balancing cost and risk to
reducing the cost of taking risks. For IT, the cloud gives them a system for supporting new ideas and opportunities in
ways that they never could before.
[4] Every IT organization is trying to determine how it can move quickly and confidently to a future in which the cloud is
core to the organization’s strategy.

IT Challenges Posed by Digital Transformation
Security Efficiency Future-Proof Freedom of Choice
IT is challenged by digital transformation to ensure that data is secure, efficient, and adaptable and offers freedom of
choice.
[1] Security is necessary because the customer’s organization depends on data and must ensure that data is protected at all
times and in all locations.
[2] Efficiency creates simplicity, so that the organization can focus on its core business.
[3] Future-proofing ensured by adaptability is necessary so that the organization can protect current investments yet still
take advantage of tomorrow’s possibilities.
[4] Freedom of choice enables the organization to use the best resources for its business and adjust over time.

Your Customer’s Goals for Digital Transformation
 Modernize the infrastructure without creating silos
 Eliminate performance obstacles
 Deploy emerging applications through enterprise-grade
data services
 Radically change the economics of the data center
 Rapidly integrate new technologies
 Freely move data to where it runs optimally
 Use one set of tools to manage and protect data where
it resides
IT trends and innovations in technology enable you to give customers what they need to achieve their transformative
goals, many of which are listed here.

Knowledge Check
Knowledge Check

Knowledge Check: Question
1. Which two of the following are business imperatives that are
stimulating new opportunities for IT organizations? (Choose two.)
a. move with speed and scale
b. reduce the cost of taking risks
c. simplify and integrate data management
d. eliminate performance obstacles

2. What is at the center of the digital transformation?
a. data
b. the cloud
c. new sales opportunities
d. emerging applications

3. Which three of the following are opportunities for customers
to grow their business with cloud adoption? (Choose three.)
a. harness data for innovation
b. place compute and data near users
c. optimize the IT business model
d. stimulate growth and new revenue
e. rapidly integrate new technologies

Module 2
The NetApp Strategy
As the digital world continues to evolve, NetApp offers strategies to help your customers succeed. In this module, you
learn how the NetApp strategy can help you to position NetApp solutions to meet the needs of new and existing buyers.

About This Module
This module focuses on enabling you to do the following:
 Explain how the NetApp Data Fabric can help your customers
 Describe the three IT imperatives that are stimulated by digital transformation
This module focuses on enabling you to [1] explain how the NetApp Data Fabric can help your customers and [2] the
three IT imperatives that are stimulated by digital transformation.

How Does NetApp Help Your Customers?
 The NetApp Data Fabric facilitates
and accelerates digital transformation.
 What is the NetApp Data Fabric?

 Includes a combination of products,
solutions, and partnerships
 Works across customer data center locations
and a choice of public clouds
 Simplifies and integrates data management
 Delivers consistent and integrated data
management services and applications
NetApp helps customers to unleash the full potential of their data.

NetApp developed its Data Fabric for customers who aspire to harvest data for innovation. [1] The NetApp Data Fabric
facilitates and accelerates digital transformation. [2] The Data Fabric is a combination of products, solutions, and
partnerships. [3] It provides customers a way to manage data across a choice of locations spanning their own private data
centers and public clouds. The NetApp Data Fabric enables customers to easily move their data across locations as they
need to, even between different providers, such as Amazon and Microsoft. [4] The Data Fabric simplifies and integrates
data management across cloud and on-premises locations to accelerate digital transformation. [5] It delivers consistent and
integrated data management services and applications. The NetApp Data Fabric provides data visibility and insights, data
access and control, and data protection and security.
[6] NetApp helps customers to understand where their data is, how to keep it safe, and how best to use it, so that they can
unleash its potential.

The NetApp Data Fabric
INSPIRE innovation
MULTI- with clouds
CLOUD
PUBLIC
CLOUD
BUILD clouds to
accelerate new
NETAPP services
DATA
FABRIC
NEXT-
GENERATION
MODERNIZE IT
ENTERPRISE architecture with
IT DATA CENTER
cloud-connected
flash
Previously, you learned about key business trends that are stimulating adoption of the cloud. The NetApp Data Fabric
addresses three IT imperatives that are stimulated by those same business trends.
[1] The first imperative is to INSPIRE innovation with clouds. The Data Fabric gives organizations a way to integrate,
protect, and optimize their data wherever they place it. This data can be in their own data centers or among the largest
cloud providers, such as Amazon Web Services (or AWS) and Microsoft Azure. NetApp also makes it easier to move data
among these locations and back to on-premises locations as needed.
[2] The second imperative is to BUILD clouds to accelerate new services. NetApp helps organizations to simplify,
automate, and scale their data center. NetApp helps them to manage data and services as one integrated resource that is
supporting both public and private clouds. By adopting emerging, cloud-architected infrastructure, customers can process
larger amounts of data in automated, more scalable, and less costly data centers.
[3] The third imperative is to MODERNIZE IT architecture with cloud-connected flash. NetApp provides solutions that
increase data center performance, intelligence, and protection and increase cloud connectivity. These solutions enable
customers to maximize the data productivity on their existing investments as they create an architecture to serve them in
the future.

Digital Transformation Is Stimulating New IT Imperatives
Industry-leading portfolio unified by the NetApp Data Fabric
INSPIRE BUILD MODERNIZE

innovation with clouds to accelerate IT architecture with
the cloud new services cloud-connected flash
The three modules that follow, about NetApp products and solutions, discuss these three IT imperatives: (1) inspiring
innovation with the cloud, (2) building private clouds to accelerate new services, and (3) modernizing the legacy IT
architecture with cloud-connected flash to do more for the business. The Data Fabric unifies the portfolio by providing
cloud-connected capabilities to seamlessly integrate customers’ on-premises and cloud environments. This strategy
enables data integration and unifies data management services across a hybrid cloud environment with solutions to
address all IT imperatives.
To remind you of the initiative, you notice these inspire, build, and modernize icons located in the upper-right corner of
each slide in the modules that follow.

Value for Our Partners
Accelerate profitable growth by winning with the IT imperatives
Inspire innovation with the cloud

 Hyperscaler partnership
 Cloud Volumes for AWS update
 New NetApp Cloud Insights
Build clouds to accelerate new services

 New object storage capabilities to address compliance and data governance
 HCI customer momentum
Modernize IT architecture with cloud-connected flash

 First cloud-integrated, end-to-end NVMe, AI-ready all-flash array
 Seamless data pipeline from edge to core to cloud
Winning with the three IT imperatives helps to accelerate profitable growth for you, our partner. Here is how our NetApp
strategy can help.
 [1] For Inspire, we announced our [2] Google Cloud partnership and availability of Cloud Volumes, in preview with
Google.
 [3] Cloud Volumes for AWS, is now available for a customer’s production workloads after completing the preview
process.
 [4] For NetApp Cloud Insights, we are pleased to announce Hybrid Cloud ITIM (IT Infrastructure Monitoring)
delivered by SaaS.
 [5] For Build, our NetApp StorageGRID software, [6] the number one data management solution for distributed
organizations, now automates tamper proof retention of critical financial and personal data.
 [7] NetApp HCI is seeing great success and changing the marketplace by helping our customers to build zero-touch
clouds.
 [8] For Modernize, the [9] first cloud-integrated, end-to-end NVMe, AI-ready all-flash array enables customers [10]
to create a seamless data pipeline from edge to core to cloud.

NetApp is the data authority in hybrid cloud.
Summarizing everything that was presented about the NetApp Data Fabric and IT imperatives, you can relate to your
customers that NetApp is the data authority in hybrid cloud.

Knowledge Check
Knowledge Check

1. Which three IT imperatives are enabled by the NetApp Data Fabric?
(Choose three.)
a. inspire innovation with the cloud
b. build clouds to accelerate new services
c. modernize IT architecture with cloud-connected flash
d. enable data integration
e. simplify and integrate data management

2. Which of the following best describes the NetApp strategy?
a. the data authority for the hybrid cloud
b. the leading flash vendor
c. the hybrid cloud vendor of choice
d. the storage infrastructure authority

Module 3
Solutions United by NetApp Data Fabric
Imperative #1: Inspire
In this module, you learn about NetApp products and solutions that are united with the NetApp Data Fabric that enable the
IT imperative “Inspire.”

About This Module
This module focuses on enabling you to do the following: INSPIRE
innovation with
 Recall the layers of the Cloud Data Services strategy stack the cloud
 Describe features, benefits, and use cases for NetApp Cloud Volumes
 Describe features of NetApp Cloud Insights
 Describe the features, capabilities, and use cases for NetApp Cloud
Volumes ONTAP
This module focuses on enabling you to [1] recall the layers of the Cloud Data Services strategy stack. You learn to [2]
describe features, benefits, and use cases for NetApp Cloud Volumes and to [3] describe features of NetApp Cloud
Insights. You also learn to describe the [4] features, capabilities, and use cases for NetApp Cloud Volumes ONTAP.

Current IT Cannot Support Digital Services Inspire
OPERATIONAL BACKBONE DIGITAL SERVICES PLATFORM
Management Objective Business efficiency and technology reliability Business agility and innovativeness
Funding Major project and program investments Continuous funding by business owner
Delivery Method Fast waterfall Agile and DevOps constant enhancements
Architectural Principles End-to-end business process Plug-and-play components
Key Roles Process and data owners Product or services owners
Cross-functional development and

Key Processes Roadmaps and architectural reviews
user-centered design
Data Single source of truth for operating data Repositories of high-volume data
Current IT cannot support digital services resulting from digital transformation. This situation exists because operational
backbones cannot support digital services. The IT goals of reliability and efficiency do not equal the speed and flexibility
that are required to enable digital services. IT must become and stay agile.

NetApp Cloud Data Services Architecture Inspire
A full cloud-based data services stack
Cloud Insights
Performance Management and Cost Optimization
SaaS Backup
Data, Compute, Element, and Application Services
Cloud Data Services

Syncs, Backups, Clones, Snapshot Copies, Replication,
and Tiering
On- Cloud Cloud SaaS

Premises Volumes Storage Applications
This NetApp Cloud Data Services strategy architecture is directional, starting from the bottom up. The bottom layer is
based on NetApp storage and is the NetApp core competency, its main strength. This layer includes on-premises
offerings, cloud volumes, cloud storage, and software as a service (SaaS) applications.
[1] One layer up—whether NetApp storage is being used or not—NetApp provides a layer of advanced data management.
That management includes services to manage data on-premises and in the public cloud or private cloud. It also includes
offerings that help customers to manage the underlying infrastructure and the data on that infrastructure, for example, to
protect, secure, and optimize their storage.
[2] Looking up one more layer, when the customer has established the relationship between storage data and the service,
NetApp connects the data to compute. This layer is where you can inspire developers to include NetApp services in their
containers. You can show how you can map those data services and provide things like analytics or machine learning or
data lakes. NetApp calls those things cloud controls, and this layer includes tools that tell the services how to manage the
data that resides in this layer.
[3] The top layer is related to cloud insights. This layer is based on our super-differentiated OnCommand Insight
technology. NetApp believes that customers need a tool to look over their entire hybrid infrastructure, making sure that
the infrastructure is doing what the customer intended. Think about this layer in terms of cost controls, chargebacks, and
analytics that help to determine which workloads should be where and why.

NetApp Cloud Volumes Inspire
Get workloads to the cloud months or even years sooner
Finally, send any workload to the cloud—even legacy applications—for

maximum agility
Go from zero to 100TB deployed in seconds and fully automated
Use the pay-as-you-go model to shift expense from capex to opex
Secure and protect data, without effect on application performance
Cloud-Native File Clone DevOps workspaces instantly for faster releases
Services with Extreme

Integrate with the biggest cloud providers to work the way that
Performance users want
NetApp Cloud Volumes is cloud-native file services with extreme performance. NetApp Cloud Volumes [1] enables
customers to get their workloads that have been trapped on-premises for a decade or more up into the cloud. They can
start to use more production data insights and analytics and stimulate business results. [2] They can go from zero to
provisioning a hundred terabytes, deployed in seconds, and fully automated. [3] The pay-as-you-go model helps to shift
capital expenses to operational expenses for customers that are talking about shutting down their data centers or standing
up a disaster recovery site. [4] Instead of doing these tasks on-premises, they want to do them in the cloud. It is not about
disaster recovery anymore. It is about production sets for customers. [5] Developers now have a way to set up and clone
workspaces instantly so that they can collaborate with their peers and get to those faster release cycles and faster build
cycles. [6] NetApp is integrated with the biggest cloud providers on the planet to work in the way that users want to work.

Key Trends Driving Cloud Volumes Adoption Inspire
Harnessing Data Address the Cloud Optimize the IT

for Innovation Mandate Business Model
Three key trends are driving Cloud Volumes Adoption.

[1] The first trend is harnessing data for innovation. Firms that use data to innovate outperform less able peers by as much
as 18% in gross revenue.
[2] A second trend is addressing the cloud mandate: Data centers built out over the past 20 years are not agile enough to
keep up with digital business demands.
[3] A third trend is optimizing the IT business model: Paradoxically firms want to reduce IT costs while delivering new
services to market which is disrupting historic IT business models.

Use Cases Inspire
Hybrid cloud, cloud, and multicloud data services
File Analytics and DevOps Production

Services Data Lakes Application Workloads
Development
Disaster Backup and SaaS

Recovery Archive Applications
Now NetApp Cloud Volumes makes use cases easy to position. Cloud Volumes has the capabilities, the performance, and
the simplicity to tackle every use case. NetApp is focusing on file services and analytics, and later this year, NetApp will
focus on data lakes, DevOps, and production workloads.

NetApp Cloud Insights Inspire
Software as a service
 Improve Customer Satisfaction

 Ensure that you meet your SLAs by proactive monitoring
of your complete environment
 Visualize your topology with automated, agentless
discovery to see end-to-end service paths
 Proactively Prevent Failures

 Find problems 90% faster
MONITOR  Immediately see how infrastructure resources are
affecting overall performance
OPTIMIZE
All Your Infrastructure  Optimize to Reduce Costs
 Identify abandoned and unused resources
 Run applications on the right-sized performance tier
NetApp Cloud Insights is an infrastructure monitoring and optimization tool designed specifically for today’s cloud-based
infrastructure and deployment technologies. Cloud Insights provides real-time data visualization of the topology,
availability, performance, [1]and use of all of your customer’s infrastructure, [2] including both cloud and on-premises
multi-vendor resources. It also includes support for NetApp Cloud Volumes, NetApp HCI, and AFF.

Cloud Volumes ONTAP Inspire
Enables enterprise data management through cloud economics
 Software-defined storage solution in the cloud,

based on ONTAP
 Pay-as-you-use flexible cost structure
 Support for solid-state drive (SSD)-based and HDD-based
storage services
 High-availability (HA) option: NetApp Cloud Volumes for AWS
 New ways to use the cloud
 Enhances cloud storage with NAS, Snapshot copies, clones,
and so on
 Minimizes the cloud footprint by using advanced data
reduction methods
 Enables easy data movement between on-premises and
cloud locations
 Is ideal for DevOps and cloud disaster recovery
The Cloud Volumes ONTAP solution offers software-designed storage in the cloud and enables enterprise data
management with cloud economics. [1] Cloud Volumes ONTAP is a software-only storage subscription for AWS and
Microsoft Azure that runs ONTAP software. It offers your customers control of their cloud data and the power of an
enterprise storage software solution.
[2] Cloud Volumes ONTAP software offers a pay-as-you-use flexible cost structure, [3] support for SSD-based and HDD-
based storage services, and a [4] high-availability, or HA, option for NetApp Cloud Volumes for AWS. [5] Cloud
Volumes ONTAP enables your customers to use the cloud in new ways by [6] enhancing data protection, [7] minimizing
the cloud footprint, and [8] enabling easy data movement. [9] Cloud Volumes ONTAP is ideal for DevOps and cloud
disaster-recovery situations.

NetApp Cloud Backup (aka NetApp AltaVault) Inspire
NetApp Cloud Backup storage enables customers to securely back up data to any
cloud at up to 90% lower cost, compared with on-premises solutions. NetApp Cloud
Backup enables customers to use cloud economics to preserve investments in the
existing backup infrastructure and to meet backup and recovery SLAs.
NetApp Cloud Backup storage (formerly known as AltaVault) is available in physical, virtual, and cloud-based form
factors.
 NetApp Cloud Backup physical appliances are among the industry’s most scalable cloud-integrated storage
appliances, with capacities ranging from 32 to 384 terabytes of usable local cache. NetApp Cloud Backup physical
appliances are often deployed in the data center to protect large volumes of data. These datasets typically require the
highest levels of performance and scalability that are available.
 NetApp Cloud Backup virtual appliances are ideal solutions for medium-sized businesses that want to move to the
cloud for the first time. NetApp Cloud Backup virtual appliances are also ideal for enterprises that want their branch
offices and remote offices to have the same level of protection as the data center.
 NetApp Cloud Backup cloud-based appliances for AWS and Microsoft Azure are ideal for organizations that do not
have a secondary disaster recovery location or that need extra protection for a low-cost tertiary site. The cloud-based
NetApp Cloud Backup appliances on AWS and Microsoft Azure are effective for cloud-based recovery. By using on-
premises NetApp Cloud Backup physical or virtual appliances, customer data is seamlessly and securely backed up to
the cloud.

The NetApp Backup and Archive Solution Inspire
Simple Efficient Open Secure

Enables NetApp Deduplicates, Works with all Reduces security
Cloud Backup compresses, and leading backup and compliance
setup and encrypts before software and risks in the cloud
operation in less rapidly streaming cloud storage and eliminates
providers tape transport
than 30 minutes data to the cloud
The NetApp backup and archive solution offers four main benefits to your customers.
[1] NetApp Cloud Backup setup is simple. Only three steps are required to start sending data to the cloud.
[2] NetApp Cloud Backup is efficient. Features like inline deduplication and compression can result in up to 30-to-1 data
reduction ratios. Customers can store less data in the cloud and can stream data to the cloud more quickly.
[3] NetApp Cloud Backup is an open solution. Your customers can choose the offering that is right for them: physical,
virtual, or cloud-based storage in the AWS or Azure clouds.
[4] Finally, NetApp Cloud Backup is secure. Data is encrypted and secure at all times, in flight and at rest, through the use
of AES 256-bit encryption.

Data Fabric Solution for Cloud Backup Inspire
Situation
Customer relies on tape backup for NAS
data, which is costly to operate and maintain.
Goal SnapMirror
Customer wants to enhance primary NAS file

services and replace tape backup with a AFF or FAS Cloud Backup
modern cloud backup solution. SnapCenter

NetApp Solution
The Data Fabric Solution for Cloud Backup
offers end-to-end cloud backup of NAS File
Services from flash to disk to cloud.
NetApp offers an integrated cloud backup solution for ONTAP primary and secondary storage with Cloud Backup. [1] In
this situation, customer reliance on tape backup for NAS data proves costly to operate and maintain. [2] Customers want
to enhance their primary NAS file services and replace tape backup with a modern cloud backup solution. [3] The Data
Fabric Solution for Cloud Backup offers end-to-end cloud backup of NAS File Services, from flash to disk to cloud.

Proven Use Cases for Cloud Volumes ONTAP Inspire
Easy
Migration of Cloud DevOps: Running
Disaster Data and Application Enterprise
File Sharing Development
Recovery Workloads Workloads in
to the Public & Test the Cloud
Cloud
Cloud Volumes ONTAP has many use cases, including [1] disaster recovery, [2] easy migration of data and workloads to
the cloud, [3] file sharing, [4] cloud DevOps application development & test, and [5] running enterprise workloads in the
cloud.

Qualifying Questions for Cloud Volumes ONTAP Inspire
Does your organization have a cloud initiative?
Are you looking for high availability in the cloud?
Would you like to manage your cloud-resident data with

the same features that you expect in the enterprise?
Do you need to move an application from an on-
premises deployment to run on AWS or Azure?
Do you want to deploy CIFS or NFS workloads in
the cloud?
Are you moving your development and test to
AWS or Azure?
Are you in need of a disaster-recovery site in the cloud?

To determine whether Cloud Volumes ONTAP is the right solution for your customer, ask these questions:
 [1] Does your organization have a cloud initiative?
 [2] Are you looking for high availability in the cloud?
 [3] Would you like to manage your cloud-resident data with the same features that you expect in the enterprise?
 [4] Do you need to move an application from an on-premises deployment to run on AWS or Azure?
 [5] Do you want to deploy CIFS or NFS workloads in the cloud?
 [6] Are you moving your development and test to AWS or Azure?
 [7] Are you in need of a disaster-recovery site in the cloud?

Knowledge Check

1. Which layer in the Cloud Data Services stack provides performance
management and cost optimization?
a. Cloud Insights
b. Cloud Volumes
c. Cloud Controls
d. Cloud Storage

2. Cloud Volumes is cloud-native file services with
extreme performance.
a. true
b. false

3. Which is true about Cloud Volumes ONTAP?
a. offers software-designed storage in the cloud
b. is a software-only storage subscription for Google Cloud
c. runs Microsoft Office software
d. has an annual subscription cost structure

Module 4
Imperative #2: Build
In this module, you learn about NetApp products and solutions that are united with the NetApp Data Fabric and that
enable the IT imperative “Build”.

About This Module
This module focuses on enabling you to do the following: BUILD
clouds to
 Explain the enterprise-scale NetApp HCI and the superior accelerate new
services
value that it provides
 Describe the features and benefits of storage arrays
 Describe the features and capabilities of StorageGRID
This module focuses on enabling you to [1] explain the enterprise-scale NetApp HCI and the superior value that it
provides. You also learn to [2] describe the features and benefits of storage arrays and [3] describe the features and
capabilities of StorageGRID.

Spectrum of Consumption Models Build
Maximize the value of your data by

consuming infrastructure in the way that makes sense for you.
PURPOSE-BUILT SOFTWARE
AS A SERVICE CONVERGED
SYSTEMS DEFINED
Our customers tell us that they are looking for a set of robust data services across an entire spectrum of consumption
models.
[1] In the middle of the spectrum are solutions such as converged and hyperconverged infrastructures (or HCIs) that
provide prepackaged on-premises configurations. These configurations can be used as building blocks for an organization.
This module focuses on the converged and hyperconverged infrastructure solutions.

How the Hyperconverged Infrastructure Works Build
Software that joins components together

to provide resiliency
Virtualized servers, storage, and

networking
Granular, platform-based storage

management
Single infrastructure stack that runs on an

efficient, elastic pool of x86 resources
The hyperconverged infrastructure relies on the [1] software that joins components together to provide resiliency.
Hyperconverged solutions are fully [2] virtualized across servers, storage, and networking. As a result, resources are
managed from the top down. Storage management is [3] granular and platform-based and uses the tools and technologies
of the virtualization platform. Hyperconvergence consolidates all required resources into a [4] single infrastructure stack
that runs on an efficient, elastic pool of x86 resources.

Lesson 1: NetApp HCI
This lesson discusses the technology behind NetApp HCI and describes specific features of the NetApp HCI product.

IT Challenges Associated with Digital Transformation Build
Managing and consuming resources in a public cloud-like way
Deliver applications Operate like the Provide predictable

faster public cloud performance
“I need to reduce time to “I’m looking for a solution that “We need to consolidate
delivery and increase is easy to scale and manage multiple applications without
developer effectiveness to get without specialized worrying about interference.”
new applications to market.” knowledge.”
IT organizations typically encounter technical challenges that are associated with digital transformation. For example, [1]
your customer might be unable to deliver new applications fast enough to keep up with changes in consumer preferences.
[2] Customers might want to manage and consume resources in a public cloud-like way and reduce the time that is
required to manage the environment. [3] Customers might want to reduce provisioning time so that developers can get the
assets that they need to push out applications. IT might need to provide predictable performance and consolidate silos. IT
wants a simple environment but needs to ensure that all the workloads that are on the system do not interfere with one
another.
The NetApp cloud infrastructure portfolio addresses these challenges.

Cloud Infrastructure Portfolio Build
NetApp is uniquely positioned to combine strengths in HCI, converged infrastructure, object, and analytics into one
business unit and, through the NetApp Data Fabric, provide an easy path to the cloud.
The NetApp cloud infrastructure portfolio is composed of four main products. [1] NetApp HCI is the primary product.
[2] FlexPod is in the converged infrastructure space. The [3] StorageGRID object-based storage solution provides
platform object storage for unstructured data, both on-premises and in the cloud. And [4] NetApp Active IQ gives
customers analytics about their data, to provide visibility across all platforms.

What Is NetApp HCI? Build
Enterprise-scale hyperconverged infrastructure solution
B Compute Node Compute Node D
A Storage Node Storage Node C

NetApp HCI is an enterprise-scale HCI that delivers compute and storage in an agile, scalable, easy-to-manage, 2-RU, 4-
node building block.
NetApp HCI is designed in building blocks, either at the chassis or node level. Each chassis can hold four nodes that are
composed of storage or compute nodes or both. Nodes are inserted and removed from the back of the chassis and solid-
state drives (SSDs) for storage nodes that are populated in the front. The minimum configuration is two chassis with six
nodes, four storage, and two compute. Two additional blank spots can be used for expansion. Compute and storage nodes
can be mixed and matched, as long as best practices are adhered to.

Enterprise-Scale NetApp HCI Solution Build
Integrated Data Services Data Fabric Services Third-Party Services
NetApp Deployment Engine

High Replication Data Data File Object Backup & Replication Data Backup Orchestration Disaster
Availability Assurance Reduction Services Services Recovery Protection & Recovery
Recovery
VMware vCenter
NetApp Element Software VMware ESXi

mNode
Storage Nodes Compute Node
NetApp SolidFire All-Flash Storage NetApp Designed and Built
NetApp HCI is built with “best-in-class” components from VMware and NetApp. [1] vSphere provides the hypervisor
layer, and [2] NetApp Element software provides the storage layer. [3] The vCenter plug-in provides the management
layer to enable customers to easily manage their day-to-day tasks.
Robust integrations provide additional data services natively or through the Data Fabric and third parties.
 [4] File services are delivered through NetApp ONTAP Select software.
 [5] Object services are delivered through the StorageGRID solution.
 [6] Backup and recovery are delivered through the NetApp Cloud Backup appliance or Commvault or Veeam.
 [7] Orchestration and disaster recovery are delivered through VMware vRealize and VMware Site Recovery Manager.
 [8] Replication is delivered with SnapMirror software.
Finally, the [9] NetApp Deployment Engine, or NDE, orchestrates the initial deployment and configuration of the HCI
components. The NDE is responsible for collecting all user inputs that are required to completely install and configure the
system.

SolidFire Arrays and Element Build
Guaranteed
Scale-Out Automation Self -Healing Global Ef f iciency
Perf ormance
A SolidFire array is a software-defined all-flash storage array that does not require RAID and is ideal for emerging data
centers. SolidFire arrays provide cloud storage similar to Amazon Web Services (or AWS). Like AWS, the SolidFire “as-
a-service” experience is on-premises for enterprise customers and service providers. SolidFire Element is the operating
system for all SolidFire arrays. SolidFire arrays automate all storage administration and management tasks. Virtualization
teams, server teams, and end users can provision storage easily and quickly, without affecting other teams and users, by
automating tasks.

NetApp HCI Delivers Superior Value Build
Flexible
Predictable Simple
NetApp
NetApp
HCI NetApp
Data Data
Fabric Fabric
NetApp HCI delivers three primary values: [1] predictability, [2] flexibility, and [3] simplicity. [4] NetApp HCI with the
Data Fabric is a unique solution in the growing HCI market. NetApp HCI can help your customers to address both
external pressures and internal challenges.

Why NetApp HCI Wins Build
Delivering enterprise HCI capabilities to customers
The right HCI for enterprise

 Thousands of nodes installed at enterprise-scale
NetApp®
 Developed for cloud service providers from the start
HCI
 Simplified operations
 Enterprise capabilities
 Large, global ecosystem of go-to-market partners
 Global services and support
 Data Fabric integration
Only NetApp offers public cloud architecture for the private cloud.
The HCI market is still evolving. We see [1] enterprises that are looking for HCI that enables them to run private clouds
and operate just like a hyperscaler. NetApp HCI is right for the enterprise for all of the reasons listed here. [2] Only
NetApp offers public cloud architecture for the private cloud.

Complementary Capabilities for Enterprise Customers Build
Converged infrastructure and HCI provide unique advantages, and enterprises deploy both
Multiple infrastructure Single buyer or consumer

buyers Cloud and virtualization mindset
Infrastructure mindset, Mixed and unpredictable
storage-driven workloads
Core enterprise and Scaling and operation like
industry-specific apps a hyperscaler
NetApp HCI and converged infrastructure solutions are complementary and additive.
[1] Customers might ask whether the FlexPod converged infrastructure competes with NetApp HCI. The buyer type for
each option is different, yet 80% of our customers deploy both solutions. The FlexPod converged infrastructure buyer is
sophisticated and knows how to operate a server, networking, and storage. This customer is focused on infrastructure and
getting the best performance from key industry-specific or core applications.
[2] The HCI buyer is a consumer who is focused on virtualization. This buyer wants the ability to put numerous
workloads on a solution that does not require expertise in storage, networking, or compute. The HCI buyer wants the
ability to scale and an environment that operates like a hyperscaler.
During conversations with your customers, remember that the customer environment is likely to include both buyer types.

Knowledge Check

1. Which technology automates all storage administration and
management tasks?
a. SolidFire Arrays
b. AFF
c. FAS
d. E-Series

2. Which is the operating system for all SolidFire arrays?
a. SolidFire OS
b. SolidFire Element
c. Windows
d. VMware ESXi

3. NetApp HCI delivers compute and storage in an agile, scalable,
easy-to-manage building block.
a. true
b. false

Lesson 2: NetApp StorageGRID
This lesson focuses on the NetApp StorageGRID solution.

What Is Object Storage? Build
Different ways to address data
Block File Object
Specific location on Specific folder in fixed Flexible

disks and memory logical order container size
Tracks File path Data and metadata
Sectors File name Unique ID
Date
Object storage is a type of storage architecture. In object storage, data is stored as objects in logical containers and not in a
file system hierarchy or as blocks of data on hard drive sectors or magnetic tape tracks.

Why Does Object Storage Matter? Build
Unstructured data continues Highly cost sensitive

to grow petabyte scale repositories
Millions of files were not bad, Storage economics change at
billions are scary, and trillions petabytes and decades…
are terrifying…
Data access is changing Storage being managed

in a cloud ecosystem
I want applications that can I need it in my data center
access my data wherever today and in the cloud
it lives… next year…
Object storage is a flexible and useful technology, but near the year 2000, growth of web-based information increased the
demand of object storage. It became viewed as an inefficient use of resources. Customers began demanding object storage
that manages the value of unstructured data. [1] They demanded object storage that is open for innovation and AWS
integrated, distributed, dynamic, diverse. [2] They wanted object storage that is efficiently able to optimize the value of
data throughout its entire lifecycle and [3] portable in a hybrid cloud environment.

NetApp StorageGRID Build
Your unstructured data at scale
Open Optimized Extensible

Future-proof Deliver differentiated Bridge hybrid cloud
investments service levels workflows
MULTI-
NETAPP NETAPP CLOUD
DATA DATA PUBLIC
ENTERPRISE
FABRIC FABRIC
IT CLOUD
StorageGRID addresses the compromises of current object storage with four capabilities:
 [1] The open S3 API offers the most deployment flexibility.
 [2] Optimized, integrated lifecycle management policies optimize operational efficiency throughout the data lifecycle.
 [3] The extensible bridge for hybrid cloud workflows fits your customer’s business needs.
 [4] Integrations into the NetApp Data Fabric provide the opportunity to dynamically flex data as its value changes
over time.

StorageGRID Features Build
Your data at scale
 Cloud integrated: mirroring, New

notification, search Applications Compliant Data
Data Fabric
 Software-defined object storage
Los Angeles
Archive
 Geographically redundant
Rich Media
and multi-site
StorageGRID
 Policy-based to simplify Sydney New York
management at scale
 S3, Swift, NFS, and
CIFS access
 Durable, low-cost cloud storage Tape Public
Appliance Bare Metal SolidFire,
for active archive ONTAP, E-Series, Clouds
Provided by NetApp University Third Party
StorageGRID has several significant features your customers will want to know.
 [1] It is cloud integrated: mirroring, notification, and search.
 [2] It provides software-defined object storage.
 [3] It is geographically redundant and multi-site.
 [4] It is policy-based to simplify management at scale.
 [5] It provides S3, Swift, NFS, and CIFS access.
 [6] It provides durable, low-cost cloud storage for active archive.

Positioning StorageGRID
Primary Secondary
 Rich content services  Backup repository and secure archive
 Video, images, PDFs, sensor data,  Capacity-optimized and latency-
decentralized data, billions of tolerant, with low transaction loads
objects, new applications (such as and long retention periods
Amazon S3), streaming data access,  Criteria: High efficiency, durable,
large throughput rates automated tiering as value of data
 Criteria: Scalability and multisite, changes
multiapp, automated data distribution
StorageGRID might be a good fit for your customers who provide rich content services to their customers, or customers
who have a lot of data objects, are using new apps, and have large throughput rates in their primary environments.
StorageGRID is ideal for customers that need scalability and need support for multi-site, multi-app, automated data
distribution. [1] StorageGRID is also a viable solution for secondary environments that need secure archiving, low
transition loads, and automated tiering as the value of the data changes.

Knowledge Check

1. StorageGRID addresses the compromises of current object storage
with which two capabilities? (Choose two.)
a. optimized
b. closed
c. extensible
d. integrated

2. Unlike current object storage, StorageGRID does not integrate into
the NetApp Data Fabric.
a. true
b. false

Module 5
Imperative #3: Modernize
In this module, you learn about NetApp products and solutions that are united with the NetApp Data Fabric that enable the
IT imperative “Modernize”.

About This Module
This module focused on enabling you to do the following:
MODERNIZE
IT architecture
 Describe capabilities of ONTAP 9 software to modernize with cloud-
data management connected flash
 Explain ONTAP Select software capabilities and benefits

 Describe products in the AFF portfolio
 Describe E-Series and EF-Series features
 Describe NetApp SANtricity OS capabilities
 Describe FlexPod capabilities and benefits
This module focuses on enabling you to [1] describe capabilities of ONTAP 9 software to modernize data management.
You learn to [2] explain ONTAP Select software capabilities and benefits. You learn to [3] describe products in the AFF
portfolio and to [4]describe E-Series and EF-Series features. You also learn to [5] describe NetApp SANtricity OS
capabilities and to [6] describe FlexPod capabilities and benefits.

Modernizing IT to Address Infrastructure Challenges Modernize
Integrating Supporting the newest Meeting budget and

the cloud enterprise applications security requirements
Your customers’ IT organizations face challenges related to internal impediments to adopting a cloud-first
mandate.[1]They might be unsure about how to manage and integrate current infrastructure with the cloud. [2]They might
also be struggling to meet performance and reliability SLAs or might expect to struggle after a planned deployment of
applications. [3] Many customers struggle with the high cost of specialized skills, software license maintenance, and
infrastructure support for their SAN environments.

Lesson 1:
ONTAP 9 Software
In this lesson, you learn about the features and benefits of ONTAP 9 software, the system that enables your customers to
manage their data both on-premises and off-premises.

ONTAP 9 Software Modernize
Using the power of the hybrid cloud
Future-proof the data

Simplify data Accelerate and protect
infrastructure and
management for any data across the
scale environments to
application, anywhere hybrid cloud
future needs
The amounts of data that your customers must manage is growing exponentially. Today, data is dynamic, diverse, and
distributed.
ONTAP software helps your customers to [1] simplify data management for their current and emerging applications, both
on-premises and off-premises. [2] ONTAP software can help improve access to and protection of your customers’ data.
[3] ONTAP 9 software enables customers to future-proof their infrastructure and scale their environments to
accommodate future needs.

Data Management for Any Application, Anywhere Modernize
Simplify storage management by standardizing data
ONTAP 9 Software
Storage Array Converged Heterogeneous SDS Near-Cloud Cloud
Shared Data Management

SDS = software-defined storage
 Across architectures: Blocks or files on flash, disk, or cloud
 Across deployment models: From engineered storage arrays to commodity servers
 Across applications: From enterprise to emerging applications
One feature of ONTAP software is the capability to manage data for any application, anywhere. ONTAP software
simplifies storage environments by standardizing data management across architectures, blocks, or files, on flash, disk, or
cloud. ONTAP software standardizes data across deployment models, from engineered storage arrays to commodity
servers, and across applications, from enterprise to emerging applications.

ONTAP Select Software Modernize
Optimizes remote offices
90-day evaluations
 SDS with ONTAP software on commodity servers are available.
 Is an SDS architecture that is built with ONTAP software
 Deploys in the data center and in the remote office
 Offers a flexible capacity-based license
 Supports multiple configurations, up to 4-node high availability
 Enterprise NAS and block services for

direct-attached storage (DAS)
 Leverages software-defined storage economics
 Does not compromise enterprise-grade features
 Provides efficient data protection from core to edge ONTAP Select software:
vNAS solution and
2-node support
NetApp ONTAP Select software is a software-defined storage solution that is designed for data center or remote offices
that require enterprise-grade storage features on their commodity servers. Configurations of 1-node, 2-nodes, and 4-nodes
are supported. [1] 90-day evaluations are available. [2] ONTAP software is optimized for remote offices, such as virtual
NAS capabilities and deployment with lower-priced VMware licenses. ONTAP Select software is designed for mobile
deployments that require enterprise storage services that are aligned with the ONTAP-based systems at their data center
location.

ONTAP Efficiency Capabilities Modernize
Delivers leading storage efficiency
Inline Data Reduction Thin Provisioning Snapshot Technologies
The proven efficiency capabilities of ONTAP software can help your customers to reduce capital expenditures and
operational expenditures. ONTAP software uses [1]inline data reduction technologies such as deduplication, compression,
and compaction, which can significantly increase storage efficiency and reduce storage purchases. Using these
technologies reduces the amount of data that travels over the network. Data reduction techniques can result in better
overall performance. The NetApp unified architectural approach enables your customers to use their current assets for
additional SAN or NAS workloads in the future, instead of building new stranded-asset silos. [2] Thin provisioning
technology also helps optimize the use of existing storage. [3] ONTAP 9 software uses Snapshot technology to enable
fewer full copies of data, which reduces storage requirements and infrastructure costs.

Expanded Inline Deduplication Modernize
Increase storage efficiency and shrink the storage footprint
 Adds inline aggregate deduplication, which

complements existing deduplication,
compression, and compaction
 Delivers up to 30% more efficiency
 Is supported on AFF systems
 Targets these opportunities:
 Database copies
Deduplicate multiple volumes
 Multiple virtual machines across volumes
across an aggregate
ONTAP 9.2 software adds the expanded inline deduplication feature. This technology expands the inline efficiency
portfolio by enabling deduplication across multiple volumes in an aggregate, [1]delivering up to 30% more efficiency and
shrinking the storage footprint. [2] This feature is available on all AFF systems [3]and is ideal for [4] database copies
[5]and multiple virtual machines across volumes.

FabricPool Technology Modernize
FabricPool: Automatic cloud tiering of cold data
Primary
 New tiering options with ONTAP FabricPool:
Hot  To Azure, in addition to AWS and StorageGRID
data
 From active primary storage: decrease storage
Cold more than 50%
data
 With AFF and FAS systems, Cloud Volumes ONTAP,
and now ONTAP Select software
 Simple to set up and manage

Public Cloud Private Cloud
AWS, Azure StorageGRID
Available with ONTAP 9.4 software

ONTAP 9.4 includes FabricPool technology. Your customers can use this feature to build an even more efficient storage
environment by automatically tiering cold data to the cloud. To tier, customers use FabricPool technology to connect to
[1]the AWS public cloud or the StorageGRID on-premises, private cloud storage solution. With FabricPool technology,
your customers can [2]reduce storage costs up to 40% without increasing their administrative overhead. Inactive data can
be tiered from primary Snapshot copies and secondary systems. [3] FabricPool technology is supported on AFF and all
SSD FAS aggregates.

NetApp ONTAP FlexGroup Volumes Modernize
Builds massively scalable high-performance data containers
 Deliver storage for today’s high-tech

industry applications
 Support computation-intensive workloads
and massive data repositories
 Deliver linear scale for performance
and capacity Single Namespace
 Simplify operations by using one mount point
with automated load and space distribution FlexGroup volumes support applications for
electronic design automation (EDA), high-tech,
 Offer consistently high performance and
oil and gas, and media and entertainment.
predictable, consistent low latency
 Enable resiliency using ONTAP
nondisruptive operations
ONTAP FlexGroup volumes create a massively scalable, high-performance NAS container, which enables your customers
to [1] provide storage for today’s high-tech industry applications.
FlexGroup volumes [2] support computation-intensive workloads and data repositories that require a massive NAS
container with high performance and resiliency. This capability is important for enterprises such as oil and gas, media and
entertainment, electronic design automation, or EDA, and high-tech.
FlexGroup volumes offer [3] linear scale for performance and capacity (up to 20 petabytes and 400 billion files).
To support [4] operational simplicity, FlexGroup volumes create one mount point with automated load and space
distribution.
FlexGroup volumes deliver [5] high performance and predictable, consistently low latency.
FlexGroup volumes also [6] provide the resiliency of FAS clusters through ONTAP nondisruptive operations.

QoS Minimum and Balanced Placement Modernize
Simplifies performance controls for shared environments
Quality-of-service (QoS) minimum: Protect the

performance of business-critical workloads
 Sets minimum resource levels
 Enables service classes
 Is supported for SAN on AFF systems
Balanced placement: Simplify the loading of

new workloads on clusters
 Automates provisioning of LUNs
 Balances use across a cluster
ONTAP software provides quality-of-service (or QoS) minimum and balanced placement. Both features enable your
customers to simplify performance controls for shared environments. QoS minimum can protect the performance of
business-critical workloads by [1]setting minimum resource levels [2]and enabling service classes. [3] This feature is
supported for SAN on AFF systems.
[4] Balanced placement helps customers to simplify the task of loading new workloads on clusters [5]by automating the
provisioning of LUNs [6]and placing the workload on the node with the optimal available performance.
Both of these features are ideal for shared application and service provider environments.

Integrated Data Protection and Availability Modernize
Provides continuous operations
 Use nondisruptive data movement to eliminate

planned downtime
 Maintain operations during system interruptions
with zero data loss
 Cost-effectively protect against regional disasters
 Secure data with software-based, data-at-rest
encryption on any volume and any disk
 Receive instant, built-in backup and recovery
 Protect data against multiple disk failures
 Data protection between on-prem-to-cloud and
cloud-to-cloud
ONTAP 9 software enables integrated data protection, security, and availability to provide continuous operations. ONTAP
9 software can help your customers to use [1] nondisruptive data movement to eliminate planned downtime. [2] They can
maintain operations during system interruptions with zero data loss. [3] Your customers can cost-effectively protect
against regional disasters and [4] secure data with software-based, data-at-rest encryption on any volume and any disk.
[5]Your customers receive instant, built-in backup and recovery. [6] They can protect data against multiple disk failures
and [7] between on-prem-to-cloud and cloud-to-cloud.

ONTAP Software Extends to New Enterprise Apps Modernize
The ONTAP infrastructure extends your customers’ emerging applications by offering integration and support through
features like [1] OpenStack integration, [2]Connector for Hadoop, [3]Connector for Docker, and [4]certification for
MongoDB. ONTAP software provides enterprise-grade data services and a shared infrastructure for existing and new
applications.

ONTAP 9 Benefits for Customers Modernize
What ONTAP 9 software enables customers to do
 Simplify the transition to a cloud-ready data center

 Modernize infrastructure with flash and cloud,
without creating silos
 Deploy emerging applications with enterprise-grade
data services
 Radically change the economics of their data center
 Freely move data to where it runs optimally: flash,
disk, and the cloud
 Manage and protect data with one set of tools,
wherever the data resides
With ONTAP 9, your customers can[1] simplify their transition to a cloud-ready data center and [2]modernize their
infrastructure with flash and cloud, without creating silos. Your customers can [3]deploy emerging applications with
enterprise-grade data services and[4] radically change the economics of their data center. They can [5]freely move data to
where it runs optimally: flash, disk, and the cloud. They can also [6] manage and protect data with one set of tools,
wherever the data resides.

Positioning ONTAP Select Software Modernize
 ONTAP Select software increases business agility,

enterprise availability, and data protection for
software-defined storage architecture.
 ONTAP Select software uses the existing

server infrastructure.
 Use cases include tier 2 and tier 3 workloads, private

cloud storage services, and disaster recovery.
For customers that want to increase business agility, enterprise availability, and data protection, position the software-
defined storage architecture of ONTAP Select software. [1] ONTAP Select software uses the existing server
infrastructure, so that customers can deploy ONTAP Select software on their choice of commodity servers and
hypervisors. [2] Use cases include primary storage for tier 2 and tier 3 workloads, private cloud storage services, and
disaster recovery.

Target Opportunities for ONTAP Modernize
FAS and ONTAP ONTAP Select Cloud Volumes ONTAP

Performance-driven environments
Want to leverage commodity
Cloud-ready enterprises
server hardware
Application acceleration
Consolidated workloads in shared Want a low-risk method for testing Hybrid cloud environments with on-
environments ONTAP software premises and hyperscale storage
Cloud-ready enterprises
Ready to modernize and reduce costs

with compact form factor models
Massive NAS demand
Need for flexible, cost-effective

security
Look for these target opportunities for All Flash FAS and FAS, ONTAP Select, and Cloud Volumes ONTAP flash
systems.
All Flash FAS and FAS systems are great for [1] performance-driven environments, [2] customers who want to accelerate
enterprise applications, and [3] customers who want to consolidate workloads in a shared environment. You can position
these systems with customers who are planning to [4] leverage cloud storage, [5] customers who want to modernize their
data center and reduce data center TCO with flash, as well as customers who need [6] massive scale-out NAS and
customers who [7] need flexible and cost-effective security encryption solutions.
Position ONTAP Select with customers who [8] want to leverage commodity server hardware or [9] who need a low-risk
method for testing ONTAP with their storage strategy.
[10] Cloud Volumes ONTAP solutions are great for customers who are planning to leverage cloud storage and for
customers who have a [11] hybrid cloud strategy that includes on-premises and hyperscale storage components.

Qualifying Questions Modernize
 Is your current environment too complex to manage and integrate different

parts of your storage solutions?
 Can you respond quickly to business changes on-premises or in the cloud?
 Do your enterprise applications need high performance and rich
data management?
 Do your all-flash solutions create silos?
 Can your storage infrastructure incorporate future flash and
storage technology?
 How might your business benefit if all your workloads were always accessible?
 Have you incorporated cloud, or do you plan to incorporate cloud?
Use these questions to begin your conversation with your customers:

[1] Is your current environment too complex to manage and integrate different parts of your storage solutions?
[2] Can you respond quickly to business changes on-premises or in the cloud?
[3] Do your enterprise applications need high performance and rich data management?
[4] Do your all-flash solutions create silos?
[5] Can your storage infrastructure incorporate future flash and storage technology?
[6] How might your business benefit if all your workloads were always accessible?
[7] Have you incorporated cloud, or do you plan to incorporate cloud?

Knowledge Check
Knowledge Check

1. ONTAP software can manage data for any application, anywhere.
a. true
b. false

2. Which two technologies are included with ONTAP 9
software? (Choose two.)
a. OpenStack integration
b. FlexGroup
c. FlexPod
d. FabricPool

3. ONTAP software enables deduplication across multiple volumes in
an aggregate.
a. true
b. false

Lesson 2:
AFF Systems
In this section, you learn about AFF Systems.

AFF A800 Capabilities Modernize
End-to-end NVMe-based enterprise all-flash system
 Power the most demanding applications

 Scale performance as demands grow
 Promote a broad spectrum of AI workloads
 Experience the world’s fastest all-flash performance
One of the key elements of modern SAN is the all-new AFF A800 system. [1]The AFF A800 system can power the most
demanding applications. [2]It scales performance as demands grow, because you can cluster AFF A800 systems as you
would with any ONTAP system. [3]The AFF A800 system promotes a broad spectrum of AI workloads and applications.
The AFF A800 system has the throughput and scale for large image and video data, as well as the IOPS and latency for
small images and time-series data. [4] The AFF A800 system delivers the world’s fastest all-flash performance.

AFF A-Series: The Rest of the Portfolio Modernize
From enterprise to mid-size business
Most Flexible: External SSDs Most Space Efficient: Internal SSDs
High-end
AFF A700 AFF A700s

Modular design Compact design
Midrange
AFF A300
Entry-level New
AFF A220
30% more performance
NetApp offers the fastest unified all-flash array and provides leading density with compact form factors. AFF runs on
ONTAP 9 software. Within the AFF series, your customers can use a range of offerings:
 [1] The AFF A700 is a high-performance, expandable, high-end system that boasts leading performance and is
capacity dense.
 [2] The AFF A700s system delivers breakthrough performance that modernizes IT for demanding enterprise
applications, analytic workloads, and cloud integration.
 [3] The AFF A300 is a powerful system with a small footprint that targets midrange configurations.
 [4] The AFF A220 is a 2U chassis with an internal SSD shelf. It provides 30% more performance than its predecessor
of A200.

Knowledge Check
Knowledge Check

1. Which hardware solution runs on ONTAP software?
a. E-Series
b. SolidFire
c. AFF
d. NetApp Cloud Backup (formerly NetApp AltaVault)

2. Which in the AFF series is a powerful system with a small footprint
that targets midrange configurations?
a. AFF A700s
b. AFF A300
c. AFF A220
d. AFF A800

Lesson 3:
E-Series and EF-Series Solutions
In this lesson, you learn how the E-Series and EF-Series solutions can help your customers.

IT Challenges
Enterprise servers hold pent-up performance.

 Systems that are out of balance, where storage performance is the bottleneck
 Opportunity to drive higher CPU use, improve efficiency
New databases demand new levels of storage performance.

 SQL Server 2014 “Hekaton” (SQL 2005 EOL)
 Oracle and SAP upgrades that are performance-sensitive
The third platform is driving faster analytics.

rd  Commodity servers with internal storage that cannot keep up with requirements
3  Need for consistent low-latency performance as scale increases
Your customers are being driven by the demand for faster, more affordable storage performance, for example, servers
with more cores and processing capabilities, new databases, and the need for faster data analytics. They need the high
performance of the NetApp E-Series and EF-Series storage systems so that they can use these improvements in IT
infrastructure.

E-Series and EF-Series Workload and
Application Areas Modernize
Backup and Video Technical Big Data

Recovery Surveillance Computing Analytics
Systems Systems Systems Systems
E2800, E5700 E2800, E5700 E2800, E5700, EF280, E2800, EF5700,
Market Market EF570 EF280, EF570
US $7.1 B, 5.6% US $8 B, 17% CAGR Market
CAGR US $5.6 B, 9.4% CAGR Market
(HPC) US $13 B, 24% CAGR
US $7.2 B, 14.4%
CAGR (M&E)
Aligned with E-Series and EF-Series core strengths

Performance, value, reliability, and simplicity
CAGR: compounded annual growth rate
B: billion Provided by NetApp University
The E-Series and EF-Series systems specifically fit three use cases: accelerate workloads and analytics, optimize
unstructured data, and protect and secure data. From these three general use cases, there are four specific application and
workload areas that match the core strengths of the E-Series and EF-Series systems. The reliability and simplicity of the
system make it ideal for both[1] backup and video surveillance. The system’s unrivaled combination of performance and
value make it the perfect choice for [2] technical computing and [3] big data analytics environments. [4] These four
application areas are where selling E-Series and EF-Series should be a first choice.

E-Series and EF-Series Core Values Modernize
Fast Simple Reliable

Leading Price and Optimized for Leading Durability
Performance Integrated Solutions and Reliability
 Promoting business value  Best-in-class solutions for  Enterprise Reliability,

and reducing cost integrated systems Availability, and Serviceability
 Top performance in Storage  Plug-ins, APIs, and (RAS) for third-platform
Performance Council 1 (SPC-1) integrated solutions applications
and SPC-2  1 million units shipped,
Same 99.999%+ reliability
system
E-Series and EF-Series = Enterprise-Grade Building Block

E-Series and EF-Series systems provide three core values: [1] fast, [2] simple, [3] and reliable. E-Series systems are built
for speed and efficiency. [4] No matter your customer’s specific application, if the application uses block-level storage, an
E-Series or EF-Series system can provide the absolute best performance possible. [5] E-Series and EF-Series systems can
step into both second-platform and third-platform environments. [6] The proven reliability of E-Series and EF-Series
systems means that your customers can focus their time and attention on other areas.

NetApp E-Series Storage Systems Modernize
Midrange Hybrid
(E5000 Series)
Entry Hybrid All-Flash Array
(E2000 Series) (EF500 Series)
E2800 System E5700 System EF570 System

 180 drives  480 drives  120 drives
 FC, SAS, iSCSI  FC, SAS, iSCSI, InfiniBand  FC, SAS, iSCSI, IB,
 300,000 IOPs (reads) (IB), NVMe over Fabric NVMe-oF
 10 GBps (reads) (NVMe-oF)  200,000 SPC-1 IOPS
 1 million IOPS (reads) @ <100µS latency
 2U12, 2U24, and
4U60 shelves  21 GBps (reads)  2U24 shelf
 NetApp SANtricity OS  2U24 and 4U60 shelves  SANtricity 11.40
11.40  SANtricity 11.40
GBps: gigabytes per second

The standard E-Series systems that are available today include the E2800, the E5700, and the EF570. [1] The E2800 is the
entry-level system, offering the famed E-Series reliability and solid performance for the lowest price. [2] The E5700 is a
newer and more robust choice, with support for the newest interfaces and larger installations. [3] The EF570 is the
performance king, maintaining ultra-low latency in the most demanding environments.

NetApp E2800 Series Hybrid-Flash Storage Array Modernize
E2812 and E2824 systems

 Flexible system for various mixed workloads
 Cost-effective entry storage system
 SANtricity System Manager E2860 system
Modern, embedded, and browser-based
“NetApp has been a huge money saver for us.

The E-Series building blocks are much more
flexible, more modular, and more financially
viable than anything else we’ve seen.”
Pat Devlin
Post-Production Supervisor, Evergreen Films
The E2800 is targeted toward a broad range of end users. [1]These users include small to midsized businesses to local and
state governments to Enterprise 1000 (E1000) departmental and remote office or branch office (ROBO) users. Most of
these users either outsource their IT needs completely to value-added resellers (VARs) or, at best, rely on in-house IT,
frequently referred to as IT generalists. [2] Few entry-segment end users have dedicated storage administrators, so the
E2800 Series system’s ease of use is especially valuable.

NetApp E5700 Series Hybrid-Flash Array Modernize
E5724 system
 Unmatched value
 Flexible performance
 Proven simplicity E5760 system
 Modern, on-box, browser-based UI
 Full suite of APIs and orchestration tools
 Fourth-generation, hybrid-flash-optimized system
“Our customers want to know that consumers

are receiving the highest-quality media
experience. The NetApp E-Series array is
helping us provide this assurance.”
Michael Kadenacy
Founder and CEO, My Eye Media
The E5700 Series systems take the features that are offered on the E2800 to the next level. Although still using the latest
SAS technology on the available drive shelves, the E5700 controller provides [1] unmatched performance for its price
range. It also supports a 100-Gb NVMe interface for even more responsiveness. The E5700 can scale to a greater extent
than the E2800 and [2] generate higher performance. [3] Both the E2800 and E5700 systems use a modern UI that does
not require a host application install.

NetApp EF570 and EF280 All-Flash Array Benefits Modernize
EF570 EF280
Extreme performance Affordable performance
Unmatched value Enterprise value
Proven simplicity Proven simplicity
The midrange NetApp EF570 all-flash array is an all-SSD storage system that can turbocharge access to your data and
increase its value. EF570 enables you to make decisions faster, more actionable, and secure. Requiring just 2U of rack
space, the EF570 all-flash array combines extreme IOPS, sub-100 microsecond response times, and up to 21GBps of
bandwidth with leading, enterprise-proven availability features. Its key benefits are [1] extreme performance, [2]
unmatched value, and [3] proven simplicity.
The entry-level NetApp EF280 all-flash array is an all-SSD storage system that can increase access to your data and
increase its value. EF280 enables you to process more data faster for more insightful decisions. Requiring just 2U of rack
space, the EF280 all-flash array combines affordable IOPS, microsecond response times, and up to 10GBps of bandwidth
with leading, enterprise-proven availability features. Its key benefits are [4] affordable performance, [5] enterprise value,
and [6] proven simplicity.

Knowledge Check
Knowledge Check

1. What type of workload is an ideal opportunity for E-Series systems?
a. big data analytics
b. hybrid cloud data protection
c. server virtualization
d. private cloud data management

Lesson 4: SANtricity Software
In this lesson, you learn how SANtricity software can help your customers.

E-Series and EF-Series SANtricity OS and UI Modernize
 SANtricity operating system

 Performance-optimized data path through the
controller in only 38 microseconds
 Complete set of data management features:
Snapshot copies, mirroring, replication, encryption
 Minimal impact on resources
 Ease of providing storage volumes
 SANtricity Storage Manager

 Intuitive UI that simplifies administration
”The SANtricity user interface is probably
 SANtricity System Manager the cleanest, most intuitive interface
 Browser-based UI I’ve ever seen.”
E-Series Customer
 Streamlined interface on the E2800 with SANtricity
version 11.30
All of the E-Series and EF-Series systems use the [1]SANtricity operating system to manage operations. SANtricity offers
a robust set of data management features but still has little impact on resources. The relatively simple and clean interface
enables administrators to provide [2]storage volumes with minimal effort. [3] An improved, even more streamlined
management interface is available with the E2800 platform.

SANtricity System Manager Modernize
 Manages your NetApp E2800 or EF570

and E5700 systems anytime, anywhere
 Has an easy-to-use, on-box,
web-based interface
 Has automated workflows and intelligent
provisioning defaults
 Has enhanced performance monitoring
and tuning actions
 Manages role-based access control,
audit log, and other security features
SANtricity System Manager is an intuitive, easy-to-use interface to manage E-Series and EF-Series arrays. It is array-
based and[1] accessed by a web browser. It features [2] automated workflows and drill-downs for [3] enhanced
performance monitoring and system tuning. [4] The same interface is used on all E-Series (entry and midrange) and EF-
Series products.

SANtricity Cloud Connector
 Flexible and cost-effective backup and
recovery to the hybrid cloud from an
E-Series or EF-Series system
 Data Fabric integrated
 Ideal for customers who do not
have an investment in sophisticated
backup and disaster recovery
infrastructure and need simple
cloud backup
 Amazon Simple Storage Service
(Amazon S3), StorageGRID, and
NetApp Cloud Backup support
Another option with E-Series and EF-Series systems is SANtricity Cloud Connector software. [1]This software gives
users the flexibility to use the cloud in concert with any E-Series or EF-Series storage configuration and [2] integrates
with the Data Fabric. [3] Although most potential E-Series customers do not look for a cloud-based solution, knowing that
this option exists gives them peace of mind. They are comfortable to know that their data will not be “stuck” on the
storage system if future requirements involve the cloud. This option also does not require any additional hardware or
complicated management.

Customer Conversations
 The cost per gigabyte of storage is no
longer the best way to choose the
solution that is right for you.
 What are your IOPS per
TB requirements?
 What does consistent latency mean to
your business?
 How rapidly is your data changing?
 What are your SLAs?
 Where do you want to spend
your money?
Consider these questions for potential customers. [1]Remember that choosing the right storage involves more than simply
analyzing dollars per gigabyte of capacity. For potential E-Series and EF-Series customers, look for answers that [2]focus
on a need for low latency and a solid history of reliability. In particular, look for customers who want to [3] avoid
investing a lot of money in storage IT. These customers just want a solution that works. E-Series is that system.

Knowledge Check
Knowledge Check

1. The same interface for SANtricity System Manager is used on all
E-Series and EF-Series products.
a. true
b. false

Lesson 5: FlexPod Solution
In this lesson, you learn about the FlexPod portfolio of converged infrastructure solutions.

IT Challenges
IT must be able to IT must establish a cloud Legacy infrastructures A business needs

deliver high levels of strategy to meet were not designed to technology solutions
service and provide business demands, handle the unique that simplify and
apps to meet the without adding cost and needs of today’s automate processes to
needs of the business. complexity. applications, the hybrid improve efficiency and
cloud, or big data. reduce capex and
opex.
Your customers must deliver high levels of service, [1] establish and use a cloud strategy without adding cost or
complexity, [2] manage legacy infrastructures that were not designed to handle today’s emerging applications, [3] and
simplify and automate processes to improve efficiency and reduce costs.

The FlexPod Portfolio Modernize
The FlexPod portfolio offers three solutions that target all your major enterprise
workloads, with shared components that can be used across the FlexPod family:
FlexPod Express FlexPod Datacenter FlexPod Select

Remote office or branch Enterprise apps, unified Big data and analytics
office, retail, small and infrastructure, and
midsized business, virtualization
and edge
The FlexPod portfolio offers three solutions that target all major enterprise workloads, with shared components that can
be used across the FlexPod family:
 [1] FlexPod Express is a compact, cost-effective solution. Remote offices and small to medium enterprises can
consolidate their entire IT infrastructure on a single, easy-to-manage platform. This solution saves money, simplifies
management, and enhances data protection.
 [2] FlexPod Datacenter is the classic FlexPod system. It is designed as a massively scalable shared virtual
infrastructure solution for medium and large customers, including service providers. ONTAP software unifies storage
silos by using one set of storage software from flash to disk to cloud. FlexPod solutions also unify SAN and NAS
infrastructure with the only natively multiprotocol storage platform in a converged infrastructure.
 [3] FlexPod Select is a platform and architecture designed and optimized for dedicated workloads with special
requirements, such as extreme performance or capacity. It can be configured with any combination of NetApp FAS
and E-Series systems.
All FlexPod models include the Cooperative Support program.

What Is the FlexPod Solution? Modernize
A pre-validated, flexible platform
Cisco Unified Computing NetApp Storage

System
 Unified storage with NetApp
 Unified management ONTAP software
 Programmable infrastructure  Agile, automated next-
generation data center storage
Cisco Nexus Switches
with NetApp SolidFire
technology
 Unified fabric
 Innovative performance
Centralized Management
with cloud scale with Automation
 Cisco UCS Director and

orchestration support
 Open APIs
The FlexPod solution is the converged infrastructure solution from NetApp and Cisco. It simplifies and modernizes IT
with continuous innovation. It delivers superior application performance and has broad support for any cloud strategy. It
offers improved operational efficiency to accelerate data center transformation and business evolution.
[1] The FlexPod solution includes Cisco Unified Computing System (Cisco UCS) servers, which provide programmable,
virtualized compute with an open API and support for orchestration tools. [2] The FlexPod solution features NetApp AFF,
along with ONTAP data management software. With the FlexPod solution, unified storage that can be virtualized into
pools and be nondisruptively managed. The FlexPod solution also uses NetApp OnCommand storage software, which
delivers the built-in storage efficiencies of ONTAP software, integrated data protection, and intelligent management and
automation.

Benefits of the All-Flash FlexPod Solution Modernize
Cost Efficiency Operational Simplicity Proven Scalability

 Leverage existing  A best-in-class,  Simplified management
investment and reduce preconfigured, integrated and rapid provisioning
capital expenditures solution services delivery
 Lower operating costs by  Less time required for IT  Support for 60% more
20% compared administrators to virtual desktops
to competitors configure systems
 Reduce storage costs
When you add flash to FlexPod solutions, you can offer your customers even more benefits.
FlexPod solutions reduce costs. [1]IT can leverage existing investments and reduce capital expenditures (or capex) by
using compute and storage resources more efficiently through optimization and virtualization. FlexPod solutions [2] lower
operating expenses by 20% compared to competitors, because the simpler FlexPod infrastructure uses fewer components.
Operational simplicity is important to your customers. The FlexPod portfolio is a [3] best-in-class, preconfigured,
integrated solution that takes the guesswork out of designing and implementing a desktop virtualization infrastructure.
With FlexPod solutions, [4]IT administrators spend less time configuring systems, and centralized management tools free
them from mundane maintenance tasks.
Growing businesses need scalability. FlexPod solutions provide [5] simplified management through industry-leading
tools. Centralized desktop management and rapid provisioning enables IT administrators to accelerate IT service delivery.

Choose from More Than 160 Validated Designs Modernize
Superior set of validated workloads from a market proven leader in converged infrastructure
Infrastructure Designs Application Workload Designs Validated designs provide

detailed best practices
 Baseline FlexPod system  Built on FlexPod infrastructures from the experts at Cisco
 Any hypervisor or bare metal  Provides application and NetApp.
 Robust, fully redundant design deployment best practices
 Management software installed  Includes application backup
and recovery
 Ready-to-install application
FlexPod accelerates the delivery of applications by providing end-to-end validated design and deployment guides, which
simplify many of the challenges involved in bringing new services to market quickly. These designs are the result of joint
engineering, investment, and testing. The designs and deployment guides are provided for frequently seen workloads and
deliver step-by-step instructions for repeatable high-quality deployments. These tools result in more service-level
consistency and standardization. Designs are provided for platform infrastructure and for application workloads to deliver
a broad set of best practices and templates for FlexPod systems.

Support from Top Companies Modernize
The Support Ecosystem FlexPod Cooperative Support

Applications  Direct Access
Citrix VMware Direct support between
Hypervisor/OS customers and the experts that
they need
VMware Citrix
 Coordinated Support
Formal communications, training,
and escalation processes across
SAP Microsoft
vendors and partners
Microsoft Red Hat
 FlexPod Expertise
A multivendor support lab to
Oracle simulate and pre-test
support solutions
The FlexPod Cooperative Support Model represents a multivendor engagement that includes not only NetApp and Cisco,
but also an ecosystem of technology partners such as [1] Citrix, [2] Microsoft, [3] and VMware. [4] The customer’s IT
staff chooses which vendor to call on based on their initial assessment of the problem’s origin. [5] With support staff who
are cross-trained to identify frequently seen FlexPod issues and to use formal collaboration processes, [6] when cross-
vendor escalations are necessary, they are quickly and seamlessly resolved.

Qualifying Customers for FlexPod Solutions Modernize
An
acquisition
or other
An LOB manager business
with a new expansion
A software
business problem A large-scale
upgrade or
infrastructure change
technology
refresh
IT or LOB
leadership
changes
LOB: line of business

When you speak to prospects, pay attention to signs that give you reasons to talk about the FlexPod solution portfolio.
[1] Listen for a line-of-business manager with a new business problem. The solution might require storage and benefit
from a converged infrastructure. [2] Listen for a customer that is undergoing an acquisition or business expansion or [3] is
running a large-scale infrastructure change. [4] An IT or line-of-business leadership change offers the chance to influence
some new influencers who want to prove their value to the business. [5] Any software upgrade or technology refresh,
voluntary or involuntary, provides a good opportunity to position the benefits of the FlexPod solution portfolio.

Knowledge Check
Knowledge Check

1. Which two are benefits of all-flash FlexPod? (Choose two.)
a. operational simplicity
b. enterprise value
c. dynamic disk pools
d. proven scalability

2. Which three are part of the FlexPod portfolio? (Choose three.)
a. FlexPod SolidFire
b. FlexPod Express
c. FlexPod Select
d. FlexPod Datacenter
e. FlexPod Enterprise

3. The FlexPod solution is the converged infrastructure solution from
NetApp and Brocade.
a. true
b. false

Module 6
Ascend Tool Overview
This module introduces the Ascend Tool, which you will use for deal registration and managing your opportunities.

What Is Ascend?
Deal Pricing / PVR

Opportunities Quotes Order
Registration
QuoteEdge
PVR: policy-variance request Provided by NetApp University
Ascend is aligned with the typical workflow for sales and enables partners and NetApp sales personnel to [1] register
deals and manage opportunities, accounts, leads, and quotes. It also helps to generate quotes, configure solutions, and
view reports.

Why Ascend?
Ascend improves the overall sales
process for NetApp and our partners:
 Streamlines user experience
 Increases productivity
 Simplifies data entry and
data requirements
 Standardizes workflow for all users
 Enables consistent reporting
Ascend improves the overall sales process for NetApp and our partners. Ascend provides a [1] streamlined user
experience and [2] increases productivity with [3] simplified data entry and data requirements. Ascend also offers a more
[4] standardized workflow for all users and [5] enables consistent reporting.

Module 7
NetApp Resources
This module notes some resources that can help you to continue your learning journey and successfully sell NetApp
products.

Partner Enablement Guide
The Partner Enablement Guide provides role-based training recommendations that are connected to web-based lecture or
instructor-led training options about the NetApp University products and solutions that were presented in this course.

Continued Education: Partner Hub
Product and solution training
Visit the Partner Hub to continue your education about NetApp products and solutions. You have access to many free
web-based courses that provide a deeper dive into the NetApp products and solutions. You also find recommendations by
role, which include onboarding and specialist training, continuous education, and other resources.

Resources Available to YOU!
CLOUD VOLUMES
May 2018 Partner Launch Collection  Cloud Volumes FP Collection

 Hybrid Cloud Partner Enablement and
NetApp University Education
NetApp Partner Enablement Guide MODERNIZING IT

Partner Academy
Unified Partner Program  All Flash FAS (AFF) FP Collection
 ONTAP 9 FP Collection
Value Selling Partner Sales Tools  Flash Partner Enablement and
Education
Competitive Offerings
CLOUD INFRASTRUCTURE
 NetApp HCI Field Portal Collection

 StorageGRID Field Portal Collection
 NetApp HCI
 Partner Enablement and Education
You will find these links to resources helpful also.

Course Highlights
 Your customers face the difficult challenge of managing large
amounts of data with limited time, skills, and budget.
 The NetApp Data Fabric approach helps your customers to
manage and protect their data in private cloud, public cloud,
and hybrid cloud environments.
 The solutions in the NetApp product portfolio offer value to both
existing and new buyers by enabling them to successfully meet
their challenges and business objectives.
 The NetApp strategy is to enable you to become the data authority
for the hybrid cloud.
From this course, you have learned these key points:

[1] Your customers face the difficult challenge of managing large amounts of data with limited time, skills, and budget.
[2] The NetApp Data Fabric approach helps your customers to manage and protect their data in private cloud, public
cloud, and hybrid cloud environments. [3] The solutions in the NetApp product portfolio enable both existing and new
buyers to successfully meet their challenges and business objectives. [4] The NetApp strategy is to enable you to become
the data authority for the hybrid cloud.

Thank You
© 2018 NetApp, Inc. All rights reserved. Provided by NetApp University Legal Notices
Thank You

CP Ilt Nasp Rev05 Studentguide

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

CP Ilt Nasp Rev05 Studentguide

Uploaded by

Copyright:

Available Formats

NetApp Accredited Sales

NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

U.S. GOVERNMENT RIGHTS

2 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

3 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

4 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

5 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

2. The NetApp Strategy

3. Solutions United by NetApp Data Fabric Imperative

4. Solutions United by NetApp Data Fabric Imperative

6. Ascend Tool Overview

Provided by NetApp University

6 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

7 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

8 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Speed of change Loss of market Competitive

Provided by NetApp University

9 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Distributed Dynamic Diverse

10 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

HARNESS Firms that are aggressively using data to disrupt new

Gartner strategic trends for 2018

OPTIMIZE THE Transition from protecting the business to enabling the

Gartner 2018 CIO Survey for I&O Leaders

11 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Dramatically Delivers Radically changes

Provided by NetApp University

12 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Security Efficiency Future-Proof Freedom of Choice

Provided by NetApp University

13 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

14 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

15 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

16 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

17 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

18 NetApp Accredited Sales Professional Workshop

NetApp University - Do Not Distribute

Provided by NetApp University

19 NetApp Accredited Sales Professional Workshop