© 2012 Pure Storage, Inc.

Love Your Storage GuaranteeMarch 21st, 2013

CONFIDENTIAL INTERNAL PARTNER SALES TRAINING

DO NOT FORWARD

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Flash is new to customers.Pure Storage is new to customers.Data reduction is inherently variable.

How do we give customers confidence in deciding to go all-flash?

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Data Reduction Can Be VariableDatabase & Analytics VDIServer Virtualization

Typical Reduction: 4-8xTypical Reduction: 2-5x Typical Reduction: 5-10x

10.2-to-1Large InternationalPharma Company13.2-to-1

9.7-to-1 8.8-to-1

5.9-to-1

5.8-to-1

5.1-to-1

3.5-to-1

4.2-to-12.6-to-1

LocalCollege 5.4-to-1Top 5

Software ISV 5.1-to-1

How do we give customers confidence in their potential data reduction results?

Current data as of 3/6/2013.

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Existing Storage Guarantees Are Complex and Designed Never to be Exercised• Require complex up-front

analysis on current capacity• Require use of vendor “best

practices” for deployment• Require sign-on from both

customer and vendor• Only guarantee one aspect

of the ownership experience (typically capacity)

• Pages and pages of legal terms and rules...

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Introducing the Love Your Storage™ Guarantee

If you don’t love it, we’ll fix it or take it

back.

Dedupe? Guaranteed.Performance? Guaranteed.Resilience? Guaranteed.Simplicity? Guaranteed.Support? Guaranteed.

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Love Your Storage™ is Simple• Pure Storage FlashArray purchases come with a

30-day unconditional guarantee:• Try Pure Storage in your environment at no risk• If you are not completely satisfied, let us know• We will work diligently to make you happy, up to and potentially:

Providing additional storage if promised data reduction is not met Providing free assistance to optimize environment Resolving any support issues experienced

• If you are still not happy, return the FlashArray for a full refund

The Fine Print:• There basically is no fine print. All program terms are in our standard EULA.• New array purchases only, guarantee in effect 30 days from the time of arrival at customer site• Customer must perform a good-faith installation with phone-home enabled• Array must be returned in like-new condition, else customer pays reconditioning costs• Remedies other than full refund are at the sole discretion of Pure Storage

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How to Sell Love Your Storage™• Find: Use the guarantee as a door-opener

• Ideal ISR / meeting qualification tool: “Have you heard about our guarantee program?”

• Qualify: Ensure customer is a good fit for Pure Storage as normal• Intro call with customer to understand their environment, budget, etc.• Use existing tools (Pure Size, performance specs, per-application reduction rates) to ensure that the

workload is a good fit for Pure Storage• DO NOT use the guarantee as a tool to “test” environments that you aren’t sure are a good fit for

Pure Storage

• Offer: Propose the guarantee as an alternative to a PoC• PoCs are difficult for customers, the channel, and Pure to manage• Testing the FlashArray in real workloads is important to validate data reduction and performance• Propose the guarantee as an alternative to doing a PoC: “try it in your environment and if there are

any issues you can return it for a full refund”• Note: the guarantee is NOT offered at the conclusion of a PoC, a full PoC is in lieu of the guarantee.

The PoC eval agreement contains language that waives the guarantee terms in the master EULA.

• Transact: Deal closes just like any other Pure Storage transaction• All language for the Guarantee already embedded in the Pure Storage EULA• Customer generates a standard PO• Pure Storage bills reseller/customer just as today• Customer pays at the completion of the guarantee period

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How to Resolve Issues with Love Your Storage™My customer wants to return the FlashArray under the program. Now what?• Acknowledge & Alert Pure Storage

• Inform them that their request has been received, there is no need to immediately stop using or return the storage

• Tell them that you will be back in touch with next steps in the next 24 hours• Alert your Pure Storage account manager of the return request

• Create Action Plan• Pure Storage will work with you to devise an action plan for the customer• Action plan may include (at Pure’s discretion) a variety of solutions, including extending the guarantee to work

through issues, providing onsite consulting and/or additional hardware to the customer

• Propose Action Plan to Customer• Set a meeting with Pure and customer to provide action plan• Make clear to the customer that their guarantee is extended through the duration of the action plan

• Execute & Close Action Plan• Complete action plan• Get official statement from customer at conclusion of the Action Plan that customer has been satisfied and

releases the guarantee, or that the customer wishes to proceed with a return

• Process Return if Necessary• Contact Pure Storage Support to schedule a return. If original shipping boxes are unavailable Pure Storage will

provide new ones.• If customer/partner has already paid, Pure Storage will schedule a reimbursement• If customer/partner has not paid, Pure Storage will cancel invoice• Pure Storage will inspect return and bill partner/customer for any reconditioning fees incurred to return array to

resellable state

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How to Get Started Love Your Storage

•Review the LYS Flyer• Identify target list of prospects

•Send co-brandable LYS eDM or Flyer out to targets

•Run a call blitz against list (MDF available for SPIFFS) Just Insert

Your Logo!

© 2013 Pure Storage, Inc.

Thank You