The challenge
EMC’s refresh playbook is often used to swamp NetApp deals thought to be in hand at the last minute, or to prevent new NetApp deployments in the first place by EMC’s leveraging of prohibitively high-priced maintenance costs at one end of the deal or the other. A new approach was needed: one that would mitigate EMC’s last-minute and aggressively priced proposal to either refresh with EMC or pay a budget-busting maintenance price tag for the legacy systems that NetApp sought to replace.
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