Powering the Future of Data

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1 Powering the Future of Modernize your enterprise data warehouse with Hortonworks and Dell EMC December 8, 2016 Hellmar Becker Solutions Engineer, EMEA

2 Hortonworks Company Profile ONLY 100 open source ApacheHadoop data platform % Founded in ST HADOOP provider to go public IPO 4Q14 (NASDAQ: HDP) 12mth Value based renewal model Laser focused on success Support subscription Operating billings growth 1 (year-over-year in 2Q16) 65% ~1,100 employees across 16 countries 1 Operating billings is an operating measure defined as the aggregate value of all invoices sent to our customers in a given period Page Hortonworks 2 Hortonworks Inc Inc All Rights All Reserved Rights Reserved

3 Significant Operating Billings 1 Growth and Momentum ($mil) Annual Operating Billings Quarterly Operating Billings Total Billings (Prior to segment disclosure) Services Billings 2Q16 / 2Q15 Support Subscription Operating Billings: 65% $ 62.2 Subscription Billings $ $ 52.1 $ 53.7 $ 13.1 $ 41.2 $ 41.8 $ 43.8 $ 10.7 $ 11.8 $ 9.2 $ 37.3 $ 87.1 $ 28.4 $ 58.7 $ $ 5.5 $ 9.6 $ 9.3 $ 12.9 $ 14.1 $ 5.5 $ 8.7 $ 19.6 $ 21.5 $ 6.1 $ 13.5 $ 6.4 $ 15.1 $ 31.9 $ 28.1 $ 10.5 $ 21.4 $ 9.2 $ 18.9 $ 12.1 $ 29.7 $ 34.6 $ 41.4 $ 41.9 $ Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q Operating billings is an operating measure defined as the aggregate value of all invoices sent to our customers in a given period

4 Hortonworks Customer Momentum Spans Industries Financial Services 55% of the U.S. F100 Retail 75% of the U.S. F100 Earnings Call Highlights Telecommunications 8 of the top 9 in North America Automotive 8 of the global top 20 Learn more at hortonworks.com/customers

6 Innovation happens best not in isolation but in collaboration OPEN COMMUNITY THE INNOVATION ADVANTAGE PROPRIETARY APPROACH TIME MAXIMUM COMMUNITY INNOVATION INNOVATION Customers Win With Open Source Maximum Choice & Minimum Lock-in Open community produces widely used, longer lived technology Faster Pace of Innovation Hundreds of developers across hundreds of companies, including users and vendors Easier Adoption Unfettered access to downloads and code Focus on Partnering and Collaboration Ability to influence enterprise-focused roadmap paired with code transparency enables co-engineering partnerships and deeply integrated solutions that deliver maximum business value Aligned Incentives Drive Mutual Success Customer success not license sales drives revenue

7 AGE OF DATA INTERNET OF ANYTHING Open source is the norm, and Apache is the center of gravity Founded: 1999

8 The Shift to the Connected Architecture Digital Transformation fueled by Big Analytics and IoT ACTIONABLE INTELLIGENCE Cloud and Center IDMS Relational base in Motion at Rest Powered by Open Source System-centric Mainframe Client / Server Web and SaaS Modern Applications Connected Architecture User-centric Transformational Use-Cases Predictive Retail Factory Automation Connected Cars Predictive Analytics Artificial Intelligence

9 Key Drivers Accelerating Shift Ã Billions of connected devices Ã Massive amounts of diverse data Ã Consumers access everythinginstantly Ã is moving throughthe Cloud Enterprises must change business models or become irrelevant

11 EXPLOR E Payment Tracking I N N O VAT E D ATA D I SC OVE R Y Call Analysis Machine Product Design T R ANSFOR M Sentiment Analysis Due Diligence Customer Support SI NGL E VI EW Social Mapping Factory Yields R E N O VAT E OPTI MI Z E Ad Placement Basket Analysis Optimize Inventories Segments Next Product Recs P RED I C TI V E ANALY TI C S Proactive Repair Disaster Mitigation M & A Defect Detecting CrossSell Supply Chain Customer Retention Vendor Scorecards Inventory Predictions Risk Modeling Device Ingest OPEX Reduction AC TI VE ARC H I V E Historical Records Mainframe Offloads Hortonworks Inc Hortonworks Inc All Rights Reserved All Rights Reserved Cyber Security Investment Planning Ad Placement as a Service ETL ONBOA RD Rapid Digital Reporting Protection D ATA ENRI C H M E N T Public Capture Fraud Prevention

12 EXPLOR E Payment Tracking I N N O VAT E D ATA D I SC OVE R Y Call Analysis Machine Due Diligence Product Design Customer Support SI NGL E VI EW Ad Placement Basket Analysis Optimize Inventories Segments Next Product Recs P RED I C TI V E ANALY TI C S Proactive Repair Disaster Mitigation CrossSell Supply Chain Customer Retention Vendor Scorecards Inventory Predictions Risk Modeling Device Ingest AC TI VE Hortonworks Inc Hortonworks Inc All Rights Reserved All Rights Reserved Investment Planning Ad Placement as a Service ETL D ATA MUST DO to make modern data applications possible ARC H I V E ONBOA RD ENRI C H M E N T Mainframe Offloads Cyber Security M & A Defect Detecting OPEX Reduction Historical Records T R ANSFOR M Sentiment Analysis Social Mapping Factory Yields R E N O VAT E OPTI MI Z E Rapid Digital Reporting Protection Public Capture Fraud Prevention

13 EXPLOR E OPTI MI Z E Payment Tracking I N N O VAT E D ATA D I SC OVE R Y Call Analysis Defect Detecting Ad Placement Basket Analysis CrossSell Supply Chain Optimize Inventories Segments Customer Retention Vendor Scorecards Next Product Recs P RED I C TI V E ANALY TI C S Proactive Repair AC TI VE Inventory Predictions Risk Modeling Hortonworks Inc Hortonworks Inc All Rights Reserved All Rights Reserved Investment Planning Ad Placement as a Service ETL D ATA MUST DO to make modern data applications possible ARC H I V E ONBOA RD ENRI C H M E N T Mainframe Offloads Cyber Security Disaster Mitigation Device Ingest OPEX Reduction Historical Records Customer Support SI NGL E VI EW Social Factory Yields R E N O VAT E Sentiment Analysis Due Diligence Mapping Powerful means to OPTIMISE current Product Machine M & A Design business T R ANSFOR M Rapid Digital Reporting Protection Public Capture Fraud Prevention

14 EXPLOR E OPTI MI Z E Payment Tracking I N N O VAT E D ATA D I SC OVE R Y Call Analysis Defect Detecting Ad Placement Basket Analysis CrossSell Supply Chain Pathway to TRANSFORM Optimize for strategic advantage Next Cyber P RED I C TI V E Inventories Product Recs Security ANALY TI C S and new revenue streams Segments Customer Retention Vendor Scorecards Proactive Repair Inventory Predictions Disaster Mitigation Risk Modeling Device Ingest OPEX Reduction Historical Records Customer Support SI NGL E VI EW Social Factory Yields R E N O VAT E Sentiment Analysis Due Diligence Mapping Powerful means to OPTIMISE current Product Machine M & A Design business T R ANSFOR M AC TI VE ARC H I V E Hortonworks Inc Hortonworks Inc All Rights Reserved All Rights Reserved Ad Placement as a Service ETL ONBOA RD D ATA ENRI C H M E N T MUST DO to make modern data applications possible Mainframe Offloads Investment Planning Rapid Digital Reporting Protection Public Capture Fraud Prevention

EMC and Hortonworks Joint Solution Legend EXISTING SOURCES ERP CRM Clickstream 2 3 HORTONWORKS DATA PLATFORM OPERATIONAL SERVICES OFFLOAD HADOOP CORE DATA SERVICES 1 Business Analytics Visualization

15 EMC and Hortonworks Joint Solution Legend EXISTING SOURCES ERP CRM Clickstream 2 3 HORTONWORKS DATA PLATFORM OPERATIONAL SERVICES OFFLOAD HADOOP CORE DATA SERVICES 1 Business Analytics Visualization & Dashboards 1 2 Current Flow New Flow ACTIVE ARCHIVE ETL/ELT OFFLOAD NEW SOURCES Web & Social Geolocation COMPUTE 4 Marts Management 3 4 SEMI/UNSTRUCTURED DATA ANALYTICS ENTERPRISE-GRADE DATA MANAGEMENT Sensor & Machine Server Logs ISILON NFS, SMB, HTTP, Swift 5 IT Applications 5 MULTI-PROTOCOL ACCESS

Architecture Optimization Benefits 1. Active Archive Optimise Enterprise Warehouse storage by archiving cold data and still analyze it as needed 2.

16 Architecture Optimization Benefits 1. Active Archive Optimise Enterprise Warehouse storage by archiving cold data and still analyze it as needed 2. ETL Offload Improve EDW performance by offloading ETL processing to Hadoop 3. Semi/Unstructured Analytics Increase confidence in business decisions with new data sources 4. Multi-protocol Access Enable applications to access/update Hadoop data using NFS, SMB, HTTP, Swift and other file/object based access methods 5. Management Enterprise-grade data management at Hadoop economics Unique to Isilon

Current Isilon Customers Leveraging existing

Clickstream Web & Social Geolocation Sensor &

Enable HDFS interface on existing Isilon 2.

Hadoop 3 ETL/ELT/BI Over Hadoop Commodity Compute

new use cases Home Dir File Share 1 HDFS 5.

17 Current Isilon Customers Leveraging existing Isilon investments for Architecture Optimization Clickstream Web & Social Geolocation Sensor & Machine 4 Visualization & Analytics 1. Enable HDFS interface on existing Isilon 2. Carve out access zone(s) on Isilon. Reuse existing Isilon capacity 3. Offload ETL/ELT/BI workloads over to Isilon + Hadoop 3 ETL/ELT/BI Over Hadoop Commodity Compute 4. Ingest and process new data types driven by new use cases Home Dir File Share 1 HDFS 5. Expand Isilon capacity to meet throughput requirements in production 66. Continue using existing data management tools and practices for Hadoop data Management 6 Existing Access Zones Isilon 5 2 New Access Zone

18 HDP on Isilon vs. Enterprise Warehouse Feature Maturity and Capability Comparison Using right platform for the right data requirements FEATURE EDW HDP HDP w/ Isilon FUNCTIONAL DATA MAANGEMENT Diverse Sources Multiple language support SQL, Python, R, etc. model and Schema flexibility Analytical App Development flexibility Multi-protocol access : NFS, SBM, HTTP, Swift etc. Multiple authentication schemes and role-based access control Row and column level encryption of data-at-rest High Availability of protection and Disaster Recovery snap-shoting and incremental backup Audit and lineage tracking Automated workload management and performance tuning Most Mature Least Mature

19 HDP with Isilon Reference Architecture Compute Node 1 HDP Compute Cluster Compute Node N Ambari UI Ambari Engine OneFS View Manage HDP HDFS API HTTPS/RPC Future integration Ranger plugin (future) Isilon ambari agent Hadoop Cluster Isilon Storage in/out of HDFS outside Hadoop NFS/SMB Node = Name Node OneFS file system OneFS Admin Console HORTONWORKS CONFIDENTIAL & PROPRIETARY INFORMATION

Telco Industry Use Case Maturity Roadmap No Use Case Name 1 Customer Sentiment & Churn Customer Experience 4 5 Marketing and Advertising 8 Network Ops Peer Competitive Scale Standard among peer group

20 Telco Industry Use Case Maturity Roadmap No Use Case Name 1 Customer Sentiment & Churn Customer Experience 4 5 Marketing and Advertising 8 Network Ops Peer Competitive Scale Standard among peer group Common among peer group Strategic among peer group New Innovations 2 Customer 360 Household View 3 Dynamic Customer Profile 4 Next Best Action 5 Location & Context based CEM 6 Target Audience Profile 7 Context Aware Target Marketing 8 Location & Context Aware Promotions --- Maturity Stages à Awareness Exploration Optimization 22 Carrier Ops Transformation Product Go-to-Market IT Ops 9 Set top box customer Behavior 10 Next Best Network Investment 11 Equipment Predictive Maintenance 12 Network Decommissioning 13 Dynamic Network Provisioning 14 Customer Aware Network Prov (NFV) 15 Cyber Security 16 Real-time Fraud 17 Network Event Aggregation 18 Security as a service 19 Fraud as a service 20 Hadoop as a service 21 IOT/M2M - IOT Marketplace 22 Industry Brokerage 23 Personal Intelligence 24 EDW Offload 25 Storage Backup --- Maturity Stages à

Use Cases are available at different levels of maturity --- Maturity Stages à Marketing 1a 3 5 9 2 6 13 16 11 4 Digital 15 10 14 7 8 Store Operations 12 1b Merchandising 17 IT Ops Purchasing &

21 Use Cases are available at different levels of maturity --- Maturity Stages à Marketing 1a Digital Store Operations 12 1b Merchandising 17 IT Ops Purchasing & Logistics Peer Competitive Scale Standard among peer group Common among peer group Strategic among peer group New Innovations No Use Case Name 1a Single View of Customer 1b Single View of Customer 2 Basket Analysis 3 Social Listening 4 Enriched Basket Analysis 5 Clickstream Analysis 6 Recommendation Engine 7 Price Optimization Beacon/Sensor Monitoring 8 and Ingest 9 Store Communications 10 Management 11 EDW Enhancement 12 Inventory Optimization 13 Path to Purchase 14 Supply Chain Telemetry 15 Customer Service Analysis 16 Preventative Maintenance 17 Machine Learning / AI Awareness Exploration Optimization --- Maturity Stages à Transformation

22 General (P&C) Insurance Industry Use Case Maturity Roadmap 1 Marketing Strategy 4a Product Management 3 7 Marketing & Sales/Distribution 8a Underwriting & Loss Control Peer Competitive Scale Standard among peer group Common among peer group Strategic among peer group New Innovations No Use Case Name 1 Operational Risk Modeling Environmental/Market/Customer 2 Segmentation 3 Usage/Behavior Based Insurance 4a 4b Prevention Services Prevention Services --- Maturity Stages à Awareness Exploration b Optimization 8b Policy Management Claims Transformation Corporate & IT Functions 5 Personalization / Next Best Action 6 Customer Propensity to buy 8a 8b Lead generation / Needs analysis Lead generation / Needs analysis 9 Propensity to buy 10 Risk / Underwriting Profile Analysis 11 Premium Leakage Analysis 12 Propensity to renew 13 Customer Retention Models 14 Claim Leakage: Claim anomaly / Fraud Detection / Subrogation 15 Claim Frequency/Severity 16 Risk Solvency 17 EDW Management --- Maturity Stages à

23 Life Insurance Industry Use Case Maturity Roadmap Distribution Management 5 Sales & Marketing Underwriting & Pricing Peer Competitive Scale Standard among peer group Common among peer group Strategic among peer group New Innovations No Use Case Name 1 Agent Recruiting 2 Agent/Distributor Productivity 3 Lead matching 4 Lead generation / Needs analysis --- Maturity Stages à Claims Inforce Management Corporate & IT Functions 5 Propensity to buy 6 Retention of customers 7 Enhanced risk selection 8 Insight (data)-driven underwriting 9 Biometric risk pricing 10 Health claims management 11 Fraud /anomaly detection 12 Claims severity management 13 Lapse management 14 Enrollment/Renewal Needs analysis 15 Risk Solvency 16 EDW Management Awareness Exploration Optimization --- Maturity Stages à Transformation

Reinsurance Industry Use Case Maturity Roadmap --- Maturity Stages à Market Research & Strategy 1 5a 2 Placement 5b 4a 7 Underwriting & Risk Exposure Reporting 6 3 4b 4c Claims & Settlement 5c

24 Reinsurance Industry Use Case Maturity Roadmap --- Maturity Stages à Market Research & Strategy 1 5a 2 Placement 5b 4a 7 Underwriting & Risk Exposure Reporting 6 3 4b 4c Claims & Settlement 5c Catastrophe Modeling Peer Competitive Scale Standard among peer group Common among peer group Strategic among peer group New Innovations No Use Case Name 1 Real-time exposure monitoring 2 Market Risk Analysis 3 Geospatial Analytics 4 Drone & Satellite Telemetry Real-time geopolitical data 5 feeds 6 Real-time seismic monitoring 7 Application submission triage 8 Cyber risk analysis Real-time Solvency and 9 liquidity calculations 10 EDW Optimization 8 Corporate / Enterprise Risk Management 10 9 Awareness Exploration Optimization --- Maturity Stages à Transformation

26 Start Your Journey with Hortonworks in 6 Easy Steps 1. Schedule a use case workshop with the Hortonworks team 2. Review the EDW Offload calculator with YOUR data specific to YOUR environment 3. Learn more about Hortonworks & EMC Partnership hortonworks.com/partner/emc 4. Try Hortonworks Sandbox hortonworks.com/sandbox 5. Join Hortonworks Community Connection hortonworks.com/community/ 6. Follow the Hortonworks blog hortonworks.com/blog/