Speaker: Irina Popova

1. Seagate Confidential
Business Operations – Customer Business Capabilities, Seagate Technology
Irina Popova
Digital Customer Experience Excellence , Amsterdam
Seagate Direct , Customer Portal Case Study

2. 2
SEAGATE combines
INNOVATIVE TECHNOLOGIES in
new ways to SOLVE customer data
storage CHALLENGES.

3. Seagate Confidential 3
40,7%
21.9%
37,4%
Q4 FY16
All form factors
Total HDD Market Share
98.6M Units
STX TOSH WDC
Source: Seagate Shipments, Worldwide Finance; Competition Shipments, Strategic Marketing & Research

4. Seagate Confidential 4
The Seagate Advantage
Enabling people and businesses to create, share
and preserve their most important memories and
business insights
Supplier to largest cloud providers worldwide
Technology leader with 9000+ patents
First and only company to ship over 2
billion drives
BRANDED
SYSTEMS
SILICON
HDD / FLASH

5. Seagate Confidential 5Source: IDC – WW PC Tracker, March 2016; Gartner – WW PC Forecast September 4Q2015; Forward Insights – NAND Insights, 4Q15 (Tablets & Mobile Phones)
Where Compute Takes Place Now
2,0
2,0
2,0
2,1
2,1
2,1
2,1
2,1
2,2
100
150
200
250
300
350
400
450
CY13 CY14 CY15 CY16 CY17 CY18
Smartphones&TabletsinBillions
DevicesinMillions
Ultramobile Basic
Ultramobile Utility Tablet
Ultraslim Notebook PC
Convertible Notebook PC
Chromebook
Mini Notebook PC
Traditional Notebook PC
Smartphones & Tablets
Today, EIGHT OF TEN compute devices are TABLETS and SMARTPHONES and
SEVEN OF TEN Notebooks have slimmer form factors for increased mobility

6. Seagate Confidential 6
Source: KPCB, Gartner, Bain & Company, CCS Insight.
Factors Driving Growth
MOBILE DEVICE
PENETRATION
2 billion PC/mobile devices
will be shipped in 2015
PERSONAL DATA
CREATION
1.8 billion photos are uploaded
and shared per day
BIG DATA
Using Big Data analytics 2×
more likely to produce
top-quartile performance

7. Seagate Confidential 7
Location of exabytes shipped
Source: Strategic Marketing & Research End of Quarter Database, Product
Portfolio TAM Publication (Rev 62)
This Move Toward Mobility Is Shifting the Location
of Data
In 2010, more than half of
the storage was shipped
into the PC market…
105 Exabytes
65%
35%
0%
PC Storage Non-PC Storage

8. Seagate Confidential 8
Location of exabytes shipped
Source: Strategic Marketing & Research End of Quarter Database, Product
Portfolio TAM Publication (Rev 62)
This Move Toward Mobility Is Shifting the Location of Data
20%
69%
11%
PC Storage Non-PC Storage Tablet and Smartphone storage
6
%
65%
35%
907
Exabytes
…By 2020, that
predominance will
dramatically shift
to non-PC Storage

9. Seagate Confidential 9
Intel is investing $250 million to make self-driving cars a reality
Intel just announced it will invest more than $250 million to make autonomous driving a reality. Intel CEO Brian
Krzanich said at the Los Angeles Auto Show on Tuesday that the company will target over $250 million in
investments to advance the development of self-driving car tech. Intel wrote in a press release that the investment
will be geared toward advancing tech related to connectivity, communication, deep learning, and cybersecurity for
cars. Krzanich said at the LA event that the industry will need to prepare for a data deluge where a single car uses
more than 4,000 GB of data each day as it relies on self-driving tech like sensors, cameras, and
lidar.http://uk.businessinsider.com/intel-250-million-investment-autonomous-driving-2016-11
Fleet of driverless Baidu cars takes to the road in Wuzhen
Baidu Inc, the Chinese internet search giant, has been showing off its new driverless cars, during a trial run in
Wuzhen in Zhejiang province, the eastern river township which is hosting this week’s World Internet
Conference. Without drivers, a fleet of 18 autonomous vehicles drove along the city’s Ziye Road, as a
demonstration for the technology gurus arriving from around the globe for the three-day event, which started on
Wednesday. The cars will be available for delegates to try out throughout the week. The company is partnering
with German car maker BMW in building the cars. It hopes to have a small number of the vehicles being used for
commercial purposes within three years and for it to be in large-scale production within
five.http://www.scmp.com/business/article/2046590/fleet-driverless-baidu-cars-takes-road-wuzhen
Driverless Cars will use >4000GB of data daily

10. Business Operations
Customer Business Capabilities

11. Seagate Confidential
The focus today is on the Seagate Direct Portal.
Seagate Direct Portal – Module Content
Seagate.com
Seagate Direct
Direct Customers
Secure and entitled access to
B2B applications, product and
policy announcements,
application training and support.
EVault Portal
Evault Partners
Evault portal is focused on the Cloud connected
partners, service providers and resellers
SPP Portal
Channel Partners
Exclusive member access to tools and
services: Resellers, system builders,
integrators, direct marketers, value-added
resellers (VAR) or channel OEM
Supplier Portal
Suppliers
Applications and access to Seagate systems
for vendors/suppliers

12. 12
Seagate Direct Portal
1
2
3
Best in Class Portal
Self Service
Applications
Excellent
Support
Direct customers engage with Seagate B2B
• Improved efficiency
• Enable ease of doing business
Interface with Seagate applications
• ordering,
• returns,
• pricing,
• marketing,
• billing,
• claims,
• etc.
Priority Support, application training and user guides

13. Seagate Confidential
Self-service Direct customer portal
Seagate Direct Portal
Significant business benefit for customers and Seagate
• Reducing costs, delays and risks tied to manual processes
• Improve Ease-of-doing-Business
Secure access by application and entitled by customer
number based on unique user role and responsibilities
Used by more than 95% of direct customers
More than 100,000 unique visits by 1,000 users per quarter
Customers can access
B2B tools used to
manage their Seagate
business

14. Seagate Confidential 14
FY’15 usability survey of Seagate Direct – Positive feedback from customers
Seagate Direct Portal – Usability survey results

15. Seagate Confidential 15
Application drawers expand to display
application links.
Selecting the application drawer, and
clicking on the link, the user will be taken
to the application in either a new browser
window or a new tab.
Seagate Direct Portal
Access taylored to customer type and user needs
Tabs are pages that provide visibility to a summary of content from the application.
Depending on the access approved for each user,
various Application and Tabs will be available.

16. Seagate Confidential
Seagate Direct
Direct customer portal self-service B2B tools used to manage Seagate business
➢ SOLO (Simple Online Ordering)
➢ SPA
➢ Price Lists and POS Rebates
➢ Price Protection Claim Form
➢ RealTime Distribution Metrics
➢ Target Tracker
➢ Billing Status (invoices and
credit memos)
➢ eReturns
➢ Marketing Funds Automation
➢ Channel Communication:
Product announcements,
programs, policies

17. Seagate Confidential 17

18. Seagate Confidential 18

19. Seagate Confidential 19

20. Seagate Confidential 20

21. Seagate Confidential 21

22. Seagate Confidential 22

23. Seagate Confidential 23

24. Seagate Confidential 24
SOLO – On line ordering
SOLO
•Buyer enters purchase order into the SOLO application on Seagate Direct
•Two way communication SOLO   Oracle
•Order viewing, status, reporting available online and on demand
•Up front validation of product authorization and MOQ to eliminate errors
ALL orders are visible in SOLO, regardless how they were entered (EDI,
manual, etc.)
• SOLO enables Seagate to achieve a high % of orders submitted
electronically.
• SOLO provides an option to our customers to place orders with
Seagate.
• Many customers use EDI, but for customers that do not have the
infrastructure for EDI, they can enter orders in SOLO

25. Seagate Confidential 25
SOLO supports consistent Supply Chain process with customer buyers who enter POs directly into SOLO  Oracle
Speed & Accuracy
✓ Clear, electronic, repeatable process. Reduces inquiries
“Did you receive my order?”
Simplicity
✓ One point of access through Seagate Direct. Customer can access
their order status, create orders, inquiry, reporting 24/7 (reducing
inquiries to Seagate team)
Access
✓ Audit trail available to support reconciliation
Security
✓ SOLO orders load within minutes to Oracle
✓ Customer creates their PO, putting them in the ‘author’
mode of ordering Part Number & Customer data pre-mapped,
less room for error
SOLO
SOLO Features
✓ PO Entry
✓ PO Changes (Request Date, Quantities, Add, Cancel, etc.)
✓ Order detail view and options entitled by role (create, view only)
customer number and profile
✓ Order by Seagate or customer product number
✓ View or Download order history, backlog reports to Excel
✓ On-Demand custom self serve reporting / queries (by product
or customer, date range, etc.)
✓ Customized email reporting and alerts
✓ Query shipment status, tracking information
✓ Available 24/7

26. Seagate Confidential 26
Other applications are used by channel customers to support the business … and visible to internal Sales
▪Price Lists and POS Rebates
• Customers and Seagate sales can both create Debit and Invoice SPAs
• A Debit SPA is used to support a lower price for a specific high-volume sale by distributor to an indirect (essentially a POS rebate)
• Blanket Debit SPAs can be used to set special pricing by product to a distributor or retailer, or to a designated indirect retailer
▪SPA
• Customers may submit a Price Protection claim for eligible product following a price drop
• Target Tracker provides channel customers with visibility to where they stand in regard to meeting quarterly targets
• RTDM provides customers a view to their reported Sales In, Sales Out, Backlog and WOH by Product, Country and Segment
▪Price Protection Claim Form, Target Tracker, RealTime Distribution Metrics
• Customer Contacts receive Product, Program and Policy announcements by email or can download from the Communication Tab on the Seagate Direct Portal
▪Channel Communication
• A Price List is a group of common products that is assigned a CPT code, which in turn is aligned with a customer bill-to number to authorize product for
purchase
• More than one CPT code and Price List can be assigned to the same customer bill-to number
• A customer who is entitled to a bill-to will have visibility to all Price Lists assigned with price drop history visibility as well.
•Distributors Visit the Price List & POS Rebate application every Monday morning to find out if any prices have changed.
Price Lists, SPA and other Sales Features

27. Seagate Confidential 27
Customers have immediate access to view Invoices and Credit Memos, or check warranty and create RMAs
▪Billing Status
✓ Users represent more than half of Seagate Direct accounts and visits
✓ Target audience may include third-parties who manage returns for direct customers
✓ Price-masking and View-Only roles available
✓ Users approved and entitled by Seagate CSO team
✓ Only tool that uses ship-to number for entitlement
▪eReturns
✓ Users may view or download Open and Overdue Invoices, Payments and Credit Memos by bill-to number
✓ Target audience includes customer Finance team and users supporting product returns that qualify for credit
✓ Application offers Invoice-Only role
✓ Users approved and entitled by Seagate Finance team
Billing Status and eReturns

28. Seagate Confidential 28
Self Service User Guides
Application overviews available in PDF and accessible on the
Business Center Tab
User Training
Regional eDeploy leads are availble to assist with training of new
Seagate Direct users on the various applications.
Training
Partner Application Support (PAS)
A team of individuals that help with user password issues,
assistance with the addition of BILLTOs, and provide support for
application issues.
Support Hotline
Email support
Support options and resources
Seagate Direct

29. Seagate Confidential 29
▪Registration requirements
✓ Only one sales rep can be assigned registration approval for Sales Features (SOLO) so is important that user is entitled to all bill-tos needed to
trigger and support automated downstream actions (Contacts, SFDC, MFA, etc.)
✓ If a bill-to is missed at the time of initial account approval it can only be added manually by Partner Application Support, but this will not trigger
automated downstream actions
✓ Seagate is creating new bill-tos and ship-tos daily, many for existing customers, to support business change, requiring an awareness and follow-up
by sales and account management to review and update active user accounts when needed
✓ A complete redesign of the BPAS registration platform is underway
✓ User Entitlement reports are available to review user account status by customer, application or profile
▪Customer account lifecycle
✓ User must select their Customer Type and enter a valid Seagate bill-to number to access registration pages
✓ User must sign T&Cs at time of registration and should not share their userID or password
✓ When registration request is received it must be approved by eDeploy, then forwarded to sales rep assigned to customer bill-to in
Seagate Customer Master for final approval and bill-to entitlement
Customer user registration and training

30. Seagate Confidential 30