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2. ISV image delivery Presenters Name February 6, 2012

3. Customer-proof demos, POCs, and implementations boost software wins

4. Introductions: Customer-proof software • AppZero – application virtualization software vendor • Server applications (Linux, Windows, Solaris) and Windows desktop • Patented and field-proven software since 2001 • Valerie O’Connell – VP Business Development • Greg O’Connor – CEO; serial innovator and long life as an ISV • Customer-proof your software with technology a VP of sales can love • Enough description of our technology to understand the business case • AppZero in the ISV sales cycle with real world examples • Technical, business, and financial impact • Q&A

5. Housekeeping • Please Participate • Use the GoToWebinar controls to ask questions • We’ll take most questions at the end

6. Complex enterprise app movement • Zero Lock-In • Migrate cross clouds, cross hypervisor • Dissolve packaging to run natively • Zero Install • App images run in snap • Zero Conflicts • Apps resilient to changes • AppZero encapsulates enterprise-class applications into a package called a Virtual Application Appliance (VAA) that can be copied and run instantly without installation. • Applications may be easily moved among machines (physical or virtual), including those in a cloud, providing OS-free instant provisioning.

7. Primary use cases On boarding Migrate existing applications to cloud Fastest, most cost effective, systematic way to get on a cloud Hybrid/Federated Continuous and incremental “On boarding” Cloud bursting No lock-in Cloud protection: instance, region, vendor Enterprise App Store Dynamic catalog image assembly Linear vs. exponential image management ISV distribution Pre-installed, pre-configured software distribution Fastest time to deployment Reusable demo/poc, pre-configured implementations

8. ISV Distribution Pre-installed, pre-configured software distribution Simplified app delivery Streamline demos, POCs, trials improves win rate Over comes licensing challenges

9. Your application as an Image Do more/better/faster (win more business) Run it everywhere – package once Run it instantly – zero install/copy and run Run it error free – and free up SE time

10. Burning ISV sales issues The sales “pain” -- a little like a bad sun burn • How do we increase our win rate? Easier test drives, POC win rate, smoother trials • Why does it take so long to set up and demo our solution? Sending people onsite drives increased costs and lowers customer sat • Can we compress the sales process? Shorten rollout time, faster time to PO • Sales does not understand what we are up against You just can’t provision an enterprise app like a phone app • How can we reduce risk of errors and provide better support? Can I close this faster and create time for other priorities, like the beach?

11. Burning ISV technical field issues What technical field engineers & solution architects say • Installation and configuration is very time consuming, painful, and doesn’t always work This is the worst part of my job • Why can’t I just give them my VM image? Microsoft licensing is also a pain • How can we fit into the prospect’s environment? Hardware, OS, Hypervisor, data center, cloud • I hate when customers change their mind So now you want it in the cloud and not on premises?

12. Lessons from the field New business is the major factordetermining growth in the company Tons of energy went into finding/engaging in non-competitive sales cycles but… POC, Trail, Evaluation: Thumbnail • 5 day evaluation period • 1 day set up, install & configure • 3 days to do what the customer requested • 1 day show the results POC win rate • External groups validated correlation between how vendor did and who won the deal

13. Winning more POCs = faster growth Images help you win more deals by shrinking the install, set up and configuration time to ZERO POC, Trial, Evaluation: Thumbnail with image delivery • 5 day evaluation period • 10 minute set up, install & configure • 4 days to do what the customer requested • 1 day show the results 1 extra day is 33% more time to do what the customer wants 33% more time then your competitor will get, unless…. Other benefits: free up valuable SE resources, reuse, risk reduction

14. Winning more POCs = faster growth Images help you win more deals by shrinking the install, set up and configuration time to ZERO Implications: “Gold”Images – reduce risk Images can be reused, shared – right demo, right time, fast Scarce technical resources are freed up – do more with less Opportunity engagement is faster – agile sales Customer changes their mind – flexibility, no lost time or deals POC to deployment time is compressed – faster time to money Better tech support – customer Images (application) can be moved to the support center for closer examination

15. Where are you asked to “fit” in ? Shared Control Provider Control Enterprise Controlled

16. Customers have a broad spectrum of operations stacks Customer wants? Shared Control Provider Control Enterprise Controlled

17. When Image size matters – Time counts Why not just use a VM? VMs are huge – Why move the OS around? VMs that contain OS cannot be distributed to customers Managed Provider will only use their “certified” OS

18. When you sell software …. You spend a lot of time, effort, talent, and money on POCs A good POC doesn’t always win business – but a bad POC loses business You are guilty until proven innocent – installation impacts implementation Update and distribution is an on-going customer satisfaction and revenue activity

19. Image delivery impact on ISV business Increased revenue • Win more PoCs • Accelerate sales cycle/time to revenue Decreased costs • Lower cost of sales • Decrease cost of acquiring customer Maximize resource and process effectiveness • Support your application, not the underlying OS • Run your app in any provider’s cloud – no change or lock-in Non-intrusive • No change to technology of choice • No disruption to established business processes