Winning With

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Objectives

Youre going to be able to explain to your customer why hp-ux is the best Unix OS in the world...

Youre going to be able to categorize the the target customers and the approach to selling HP-UX 11i to them.

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Duane

Scott

Mark Hudson

Ram Appalaraju

Mike WardleyHP-UX 11i Marketing Manager408 Tn: 447 1169408 621 6031

CarlyWho am IRam Appalaraju

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The world is changing - Why do I care$Per Server Revenue

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Time Allocated: 30 Minutes, Slide Count Allocated: 20 Slides- Best Enterprise OS- IPF Story- Roadmap- Platform of Choice- Competitive Positioning

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hp-ux investment profile

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For PA-RISCThe best os for the new enterprise

scalabilityup to 64 cpussingle system hadynamic kernel tuningol* pci i/oiCOD utility computingmanageabilityhard partitionsVxVM volume managementvirtual partitionssecurityintrusion detectionbuffer overflow - ipfilterlinux affinity

networkingperformanceipv4, ipv6, mobile ipv4/ipv6operating environmentsease of installation and administrationover 27,600 copies shipped

The best OS for the new enterprise

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no. 1 service provider in the U.S. no. 1 software database no. 1 retailno. 1 online retailno. 1 home improvementno. 1 internet networkingno. 1 cable operator in the U.S.no. 3 consumer foodsno. 3 automotiveno. 6 financial services- IBM

- Sun

Powers the leaders

Pick the top companies in the world, who are they depending on...Dope !Nope !Its hp and hp-uxBut hey !!

dont believe me take a look at the list for yourself !!!

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ISV success storyWant to know what operating system has more ISVs certified on it than Solaris 8...hp-ux 11iBinary compatibilitywith 11.0 is the secret of our of success

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Size of Application Portfolioas of 7/01Gartner Commercial ISV Support Profile

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Delivering exceptional scalability Delivering near linear scalabilityLook at the nice performance improvementHey, does that line look linear to you ?

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Chart SuperDome & V2600 to 32w

2357.5252416002.125

4437.254662.7520279.75

7238.58520.2523613

10564.514603.7526393.2

122992301228822.2

29010

32258.4

&L&D&RCurt Thiem

V2600 11.0 r11ros 4/3/00

V2600 11i "LR" (5/23/00)

SuperDome 11i LR

# of processors

SDET throughput, scripts/hr

HP-UX Scalability ImprovementsV2600 11.0, V2600 11iLR, & SuperDome 11iLRSDET

Chart SD, V2600 scaling Public

2357.52524

4437.254662.75

7238.58520.25

10564.514603.75

1229923012

&L&D&RCurt Thiem

V2600 on HP-UX 11.0

V2600 on HP-UX 11i

V2600 11.0 r11ros 4/3/00

V2600 11i "LR" (5/23/00)

Number of processors

SDET throughput, scripts/hr

Chart SD, V scaling Internal

909.09090909092357.52524236132452.923044.0824234.74

17004437.254662.7526393.24402.82526038.6427667.14

31627238.58520.2528822.28230.3528430.3630332.58

555710564.514603.752901014566.52530043.3831536.32

6313122992301232258.424476.7533715.5635447.58

392427078.236778.1239343.48

750638774.4642166.52

659639352.0644056.66

6262.438231.445413.46

5489.234065.3648687.46

4767.422731.1449896.98

4294.829330.1851312.7

&L&D&RCurt Thiem

V2500 990P IB6 3/99

V2600 11.0 r11ros 4/3/00

V2600 11i "LR" (5/23/00)

SuperDome 11i LR

V2600 i80 4/5/01

SuperDome "i80 4/1/01"

SuperDome pdg2 4/17/01

# of processors

SDET throughput, scripts/hr

HP-UX Scalability Improvements990P 32-way through latest 64-way experimentalSDET

Chart SD 11iLR

2294123800238552378223687

2595127046262952696625708

2844428906289282864729186

2875829885294582940927540

3126932865327373172532696

1205132620307803025529685

72527233834372797423

64407284658163486327

56485560556555508989

54895525547854805474

48834753474747334721

43264280430243004266

195 Users

390 Users

585 Users

780 Users

975 Users

# of processors

SDET throughput, scripts/hr

SuperDome Scalability - 11i LR

Chart SD i80 040101

22257.523214.323286.223198.923263.523044.08

25044.626292.125815.226395.926645.426038.64

27146.228519.228715.628936.528834.328430.36

29987.229853.330358.93006129956.530043.38

33191.533839.533771.634148.133627.133715.56

35205.635499.436979.837828.438377.436778.12

370843748037654.240802.14085238774.46

35981.539130.439901.54081440932.939352.06

34394.937172.437959.640258.14137238231.4

32666.433823.23392434658.135255.134065.36

29695.430245.631260.212445.710008.822731.14

29225.628882.928980.329869.229692.929330.18

195 Users

390 Users

585 Users

780 Users

975 Users

Average

# of processors

SDET throughput, scripts/hr

SuperDome Scalability - "i80 040101" kernel

Data SuperDome

Superdome: 11i LR

11i LR

CPUs195 Users390 Users585 Users780 Users975 UsersAverage

20229412380023855237822368723613

24259512704626295269662570826393

28284442890628928286472918628822

32287582988529458294092754029010

36312693286532737317253269632258

40120513262030780302552968527078

44725272338343727974237506

48644072846581634863276596

52564855605565555089896262

56548955255478548054745489

60488347534747473347214767

64432642804302430042664295

"i80 4/1/01"(JAGad42090.K plistlock +Bsema 16384, >>5, .s +mmap_file_pieces, ~3/15/01)

CPUs195 Users390 Users585 Users780 Users975 UsersAverage

20222582321423286231992326423044

24250452629225815263962664526039

28271462851928716289372883428430

32299872985330359300612995730043

36331923384033772341483362733716

40352063549936980378283837736778

44370843748037654408024085238774

48359823913039902408144093339352

52343953717237960402584137238231

56326663382333924346583525534065

60296953024631260124461000922731

64292262888328980298692969329330

pvl 11iLR "baseline"pvl "baseline" from "anomaly.xls"

cpus100200300400500600700800Average

12154971592216247163151616216051159661585716002

16190372025320602207222044020468203882032820280

20210772312823255238762397723854237822332723285

24250002611526792269362714526993270612678826604

28266272678528769289622882329118291062924428429

32302013031525574210521704715373139851308220829

36315783246131377339223475534726338893423233368

40340903552034231331873367032876317223226533445

44338983257932181316833139130534302192971831525

48320573195730517308022958527003236302074328287

52336763191430577301632900828712285421368628285

56119083076930269127851226512149119651210616777

60124691173511558117281133711423115201145811654

64106821056018483114831397413241121461029312608

pdg/dvl root vfs lock split into two locks and rw spinlock used for the list lock 041401

CPU195390585780975AverageUsers

2023796.624880.424791.124631.624215.224463

2427188.227945.927853.528054.827983.727805

2829695.430363.330530.630571.630622.930357

3231593.232209.23250032231.431871.432081

363518835643.636111.136864.936562.536074

4038827.43713340585.94014340615.639461

4441124.841076.742476.843501.243093.942255

4842442.642558.445604.246002.645738.944469

5244486.747480.64770148682.447898.547250

5645762.749628.84906849022.350380.448772

6046706.649194.152479.451951.951383.450343

6446675.55330319523.513792.41097728854Anomaly

6447885.451731.852427.253834.453367.8518491st Run (4/13/01)

pdg2 4/17/014/17/01

CPU195390585780975Average

2023252.724173.624556.924796.924393.624235

2427262.126968.928192.828136.327775.627667

282953330376.530107.230745.630900.630333

3231297.431930.931075.731883.731493.931536

3634361.234942.836461.23534336129.735448

4038318.838989.239445.639711.540252.339343

4441440.443001.542229.841692.742468.242167

4842365.743575.444411.645268.444662.244057

5241415.945599.245952.447787.646312.245413

5644150.949822.649136.750869.649457.548687

6046551.748631.850370.75277251158.749897

6447177.451128.951808.152951.253497.951313

SuperDome

CPUs11i LR"i80 4/1/01"pvl 11iLR "baseline"pdg/dvl 4/13pdg/dvl 4/14pdg2 4/17/01

121600216002

162028020280

202361323044232852446324235

242639326039266042780527667

282882228430284293035730333

322901030043208293208131536

363225833716333683607435448

402707836778334453946139343

44750638774315254225542167

48659639352282874446944057

52626238231282854725045413

56548934065167774877248687

60476722731116545034349897

6442952933012608518492885451313

Chart V2600

2357.525242452.9

4437.254662.754402.825

7238.58520.258230.35

10564.514603.7514566.525

122992301224476.75

V2600 11.0 r11ros 4/3/00

V2600 11i "LR" (5/23/00)

V2600 i80 4/5/01

# of processors

SDET throughput, scripts/hr

HP-UX Scalability ImprovementsV2600 SDET - 11.0, 11.11LR vs. i80 040501

Data V2600

V2600 11.0 r11ros 4/3/00V2600: 11.0 (average over three runs)

CPU110330660990Average

224512437232822142358

445304557442142414437

875507296722468847239

16114681064710327981610565

321372112534119081103312299

V2600 11i "LR" (5/23/00)V2600: 11i LR -- This is REALLY just i80 Top of Branch for 5/17/2000

CPU330550770990Average

225872535250024742524

447524660465045894663

886368609839584418520

161492414757144281430614604

322352422977229032264423012

V2600 i80 4/5/01V2600: i80 -- CUPI80_BL2001_405

CPU372558744930Average

22483.12450.324482430.22453

44450.24440.24391.24329.74403

88314.48300.58187.88118.78230

1614742.414558.614595.414369.714567

322493924951237912422624477

V2500 990P IB6 3/99

1909

21700

43162

85557

166313

323924

Sheet2

Sheet3

Single System High AvailabilityWhy do customers want SSHA.

1. Reduce unplanned down time2. Reduce planned down time3. Eliminate disruptive failureshp-ux 11i does it allmore uptimeLess maintenancemore uptimemore uptimeFaster reboots

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HPplatform of choicepositioningPartitioningHP-UX partitioning component are all integrated

They have been designed to complement each other to provide greater flexibility.

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HP-UX Virtual Partitions(vPars) multiple applications on the same server with software and resource isolationincreased system utilizationupto 90% since additional partitions can utilize unused resources.partitioning a single physical server or hard partition into multiple virtual partitions for rp5400 (L), rp7400 / N class and Superdomeincreased flexibilitymultiple independent instances of HP-UX dynamic CPU migration across virtual partitionsincreased isolationapplication (including name space) isolation across virtual partitionsOS (kernel) isolationindividual reconfiguration and reboot

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WLMWLM Rules SetsHP-UX vPars and WLM integration

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Note: The MCSG Backup Server could be deployed using utility pricing to further reduce costHP-UX vPars, WLM and MCSG

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Virtual Partitions (vPars) Status and Schedulesrp5470 (L) and rp7400 / N ClassSR: 11/16/2001

Want to know more ? Superdome then rp8400 (Keystone)Q2 CY2002EAP: 2/2002 - Talk to Laurie Robell Tn: 447 0865

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Virtual Partitions (vPars) Competitive PositionNeither Solaris 8 or AIX 5.1L have vPars-like capabilityGranular, flexible, Dynamic, mission critical, secureSolaris 8 does not support dynamic re-configurationTargeted Q2 02100,000 line patch to Solaris 8Quite likely to be in Solaris 9OS upgrade for Serengeti systems within 9 months!!!Minimum granularity 2 or 4 CPUs - system dependentAIX 5L LPARsNo hard partition solutionNo CPU migration or re-configurationNot clear if HACMP will be supported in LPARsPrimarily positioning Linux in LPARs

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Cyber Crime: Is an international security threat

Stands out for including real-time host-based intrusion detection with highest possible rating in all other network security categoriesDHBrown, March 2001 I am more afraid of Sun Solaris than any other terrorist weapon.

Shawn Henny, Special Agent - FBI at SANS 2001.Security advantageTen most exploited internet security flaws:

www.sans.org/topten.htm

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The most secure UNIX operating environment

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Compatibility StoryHP-UX 11i offers the most compatibility in term of previous releases and other OS...- hp-ux 11.0 source code- hp-ux 11.0 binary code- PA- RISC on IPFboth source and binary- Linux source code- Linux binary code

Compatibility - OK, we got - backwards right !!

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Linux affinity PA-RISC and IPF

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SunOSIBM AIXHP-UX 11i(pa-risc)HP-UX 11i(ipf)Linux(ipf)SunOSIBM AIXHP-UX 11i(pa-risc)HP-UX 11i(ipf)Linux(ipf)developmentPlatformsdeploymentPlatformsBinary Code CompatibleLinux(ia-32)Linux(ia-32)Source Code Compatible

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Networking scope and performance Near link speed performance !Wireless communication based on - IPv4/IPv4 mobile- IPv6 and IPv6 mobile(Q102)

Support for Nokia Activ Wireless Server

Backward compatible dual stack implementation

Secure and authenticated end-to-end transactions

Secure networking with IPSEC, includes IKE support hp-ux 11i IP Networking:

- Any device

- Any place

- Any where

- Any time

HP DNS 8.1.2 twice the performance of Suns offering

NFS/TCP for WAN connectivity

Optimized NFS 3.0 Performance

Fastest Gigabit Ethernet

Auto-port aggregation for performance and high availability

Dynamic DNS

SCSI on TCP for storage

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DHBrown OS Ranking

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Quality advantageBased on First 7 months of shipments HP has 1/3 the defects & 1/2 the patchesWhen compared to Solaris 8

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The Best Quality HP-UX Version Ever...Typical defectrates

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For IPFIf you want IPF...

Its got to be...

The only UNIX operating system for IPFConsistent OS functionality across both architectures: pa-risc and ipfProven reliability, more functionality, predictability, future proofBroad range of developer- friendly functionalitySecond releasedue early 02Released May 01

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2. Developer support Native compilers for C, C++, Fortran3. Linux AffinityLinux API supportLinux ABI supportFor IPF10 good reasons to offer your customer hp-ux 11i on the IPF platform...

1. Binary compatible with PA-RISC4. Java Virtual Machine SupportVersion 1.35. Performance and Scalability- supporting 16-cpu today- architected to scale to 64-cpus

6. Comprehensive manageability - Servicecontrol- OpenView enterprise management- Veritas on-line JFS and VxVM- support for hard partitions in rx9600 (16-cpu) system

7. Security- 128-bit RSA encryption, optimized for performance- built-in SSL acceleration at no extra cost- IPSec support for VPNs

8. 2 TB file system support

9. Single system HA - dynamic kernel tunables

10. Broad range of networking options with near link speed throughput Not withstanding Sun or IBM dont offer IPF

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Roadmap

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hp-ux 11.0hp-ux 11ihp-ux 11iversion 1.5hp-ux 11iversion 2hp-ux 11iversion 3hp-ux 11iversion 4PA-RISC ONLYIPF ONLYPA-RISC and IPFreleases timelineshp-ux 11iversion 1.6One major release every 18 24 months19992001200320052007NowShipping

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Evolutionary Software ModelQuarterly Collective SW/HW enablement Releasesreleases versionsand highlights

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hpserversonitaniumprocessorfamilyhp-9000netserversappliancespastfuturehp 9000Committed roadmap, planned transition, proven OS compatibilityhp single server product line:

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Operating EnvironmentsAre the single largest innovation to hp-ux in the last 10 yearshp-ux 11i Operating Environments are integrated delivery vehicles for the hp-ux operating system and its associated system software i.e. Operating Environment

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HP responded by developing HP-UX 11i Operating EnvironmentsEvery year customers spend million of dollars testing and integrating various software products into something they can deploy - a golden image- they need a general purpose solution- they need an enterprise solution- and they need a mission critical solution.

Operating Environments are: pre-integrated and tested so customers can deploy them out of the box or use them to build a more integrated and reliable golden image

Operating Environments

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Not all OEs are the same, not all OEs give -...fast deployment with minimum of fuss...Note: HP delivers three enterprise OEs and two technical OEsNote: Data based on ETesting study

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Time Allocated: 10 Minutes, Slide Count Allocated: 5 Slides

- Tier- PPL- iCOD- UtilityPricing Models

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definition of licensing models

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per-processor licensing benefitsCustomers pay for exactly what they useTakes software licensing to a higher level of granularitySimple to manage software assets in a rapidly changing environmentLower entry cost for systems, pay for what youneed, upgrade later - more competitiveEncourages upgrading later, instead of over-specing the initial system

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Superdome partitions and PPL licensingEach partition has its own:ProcessorsRAMI/OOperating system imageEach partition runs an operating environmentOperating environments can be easily mixed and matched in a superdome complexPartition 14 CPUsPartition 24 CPUsPartition 34 CPUsPartition 4 4 CPUsOE BaseOE EnterpriseOE EnterpriseOE Mission Critical The customer would need:

- for partition 1 - 4xOE Base

- for partition 2 - 4xOE Enterprise

- for partition 3 - 4xOE Enterprise

- for partition 4 - 4xOE Mission Critical

The customer would need to purchase: 4 OE Basezero cost8 OE Enterprise$6777 x 8 = $54,2164 OE Mission Critical$11884 x 4 = $47,536

Total Software$101,752

Note: If the customer reconfigures the server to use more than 8 OE enterprise or 4 OE Mission Critical, additional licenses must be purchased.

Note : The above prices do not include any discounts

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General PPL licensingOE Base4 CPUsOE Enterprise8 CPUsEach server would need the following - 4 OE Basezero cost

8 OE Enterprise$6777 x 8 = $54,216Typical Config: 65% x 6777 x 4 = $9,487

16 OE Enterprise$11884 x 16 = $190,144Typical Config: 65% x 11884 x 7 = $29,115Note : The above prices do not include any discountsOE Mission Critical16 CPUs

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iCOD and UtilityMost of HPs larger system come fully populated in terms of CPUs, no matter what the customer has bought. iCOD allows customers to instantly purchase additional CPU capacity by enabling these iCOD CPUs.

Customer that have variable work loads have to spec their systems to cope with the maximum work load expected.Utility is a facility that allows customers obtain and use a server where their usage of the server metered. The more of the server they use the more they pay.iCOD:Utility:

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Time Allocated: 5 Minutes, Slide Count Allocated: 3 Slides

- Tools- Geography based- Division Based

Information Resources

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Tools.All of the HP-UX Collateral set is contained on the ESP index page detailed above. If its collateral produced by HP-UX product marketing, this is where youll find it.

So what does it look like.HP-UX Index PageESP keyword: hpuxindex

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Tools.The best place to obtain up to date competitive information regarding hp-ux or specific information on how to compete with our competitors offering can be obtained from the competitiveweb site at: http://esp.mayfield.hp.com:2000/nav24/ext/esycomp/esycomp/index.htmHP-UX Server Competitive PageESP keyword: hpcompetition

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Presentation Owner: Mike Wardleyhp confidentialSlide Owner: Mike WardleySlide Objective: Presentation objectives

Speaker Notes:hp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardley

Some of the current highlights for hp-ux 11i on PA-RISC as brief discussion points.hp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Jon Davishp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Laurie Robellhp confidentialSlide Owner: Laurie Robellhp confidentialSlide Owner: Laurie Robell

The base product will allow for one vPar to be created. Should be used only as a test of concept and is not intended for production use.hp confidentialSlide Owner: Laurie Robell

The base product will allow for one vPar to be created. Should be used only as a test of concept and is not intended for production use.hp confidentialSlide Owner: Laurie Robellhp confidentialSlide Owner: Laurie Robellhp confidentialSlide Owner: Walter Schrammhp confidentialSlide Owner: Walter Schrammhp confidentialSlide Owner: Akila Kumar

Key points on slide:hp confidentialSlide Owner: Mary Kwanhp confidentialSlide Owner: Stasia Hurleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Jon Davishp confidentialSlide Owner: Jon Davishp confidentialSlide Owner:Stasia Hurley

hp confidentialSlide Owner: Stasia Hurleyhp confidentialSlide Owner: Stasia Hurleyhp confidentialSlide Owner: Ram Appalarajuhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Joe Grimhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialSlide Owner: Mike Wardleyhp confidentialhp confidential