2H 2009 NA Velocity 2 Program & Operational Enhancements

1. 2H 2009 NA Velocity2 Program & Operational Enhancements Pete Koliopoulos VP Global Channel Communications and Alliances EMC Corp. July 7, 2009

2. NA Velocity2 Program Updates: Agenda Topics Registration Programs Velocity Incentive Program (VIP) Velocity Demo Program Velocity ASN Updates EMC Software Pricing Alignment Global Financial Services Offerings

3. EMC NA Velocity2 Solution Provider Model Performance Based Rebates = 2% Performance Based Rebates = 1.5% Performance Based Rebates = 1% Co-op = 2% Co-op = 1.5% Co-op = 1% Deal Registration Velocity Incentive Program Deal Registration Velocity Incentive Program Deal Registration Velocity Incentive Program Deal Registration Velocity Incentive Program Requirements: Revenue Up to $499,999 2 each Proven Professional Accredited Sales and SEs 2 Operational Practices Requirements: Revenue of $500,000 - $4,999,999 3 each Proven Professional Accredited Sales and SEs 3 Operational Practices Requirements: Revenue of $5,000,000 - $9,999,999 4 each Proven Professional Accredited Sales and SEs 4 Operational Practices Requirements: Revenue of $10,000,000+ 8 each Proven Professional Accredited Sales and SEs 8 Operational Practices *Partners who are non-compliant are not eligible for co-op, rebates and the velocity incentive program

4. NA Velocity Registration Programs: RECAP EMC Offers All NA Velocity Partners Opportunity Registration Programs: Incremental Deal Registration – Traditional Program Partners register incremental deals (net new opportunities to EMC) – same rules apply Helps eliminate conflict, supports forecast, aligns support of EMC to help you win deal Once approved, you receive an additional 5% discount off of list price You are the partner of record, entitled to price relief if needed Prime Registration – New Program Launched Q2 this Year EMC District Managers nominate a specific partner for non-incremental opportunities (already on EMC forecast) - providing you significant revenue opportunities Aligns with EMCTA Pre-sales Certification Program – qualified partners who make investment in sales / tech resources are well positioned; leveraged early in sales opportunities Ensures prospective customers benefit from the most competent, qualified partners You are the partner of record, entitled to price relief if needed Registration provides Partners and EMC mutual benefits and is critical in ensuring alignment, support and trust

5. EMCTA – Steps to Success Specialist Associate EMCTA: EMC Technical Architect -Become a trusted technology advisor

6. New: Registration Incentives Further Align to Partner Value and Investment Effective July 1, 2009: Additional 10% off List Price for Registration (Incremental or Prime) that includes a Local EMCTA! Prime Reg Only Incremental Reg Only Prime Reg with Local EMCTA Incremental Reg with Local EMCTA Deal Registration Opportunities (5%) Prime Registration Opportunities Local EMCTA (10%) • *Automated discounts drastically reduce the need for reliance on the cost relief process 0% 5% 10% 15%

7. Registration Programs as of July 2009: With the New EMCTA Discount Opportunity • * Local EMCTA – in U.S. local is defined as a driving distance of less than 150 miles East of the Mississippi or less than 300 miles West of the Mississippi • ** SourceOne Incremental deal registrations will receive the normal 5% and an additional 5% deal registration discount off of list price. • This is in effect from July 1, 2009 thru December 31, 2009.

8. Registration Enhancements: Key Take-Aways Have your teams complete the EMCTA No EMCTA discounts can be earned unless your deals are registered Reset your expectation on deals requiring price relief For ANY registration (deal or prime) get an ADDITIONAL 10% up front discount off of list price for local EMCTA identified on the opportunity! Registration: Aligned to Significantly Support You in Winning the Deal

9. Velocity2 Incentive Program (VIP)

10. Announcing NA Velocity2 Incentive Program (VIP) VIP: Rebates, Individual rewards and contest effective July 1– Dec. 31, 2009 • Velocity Incentive Program (VIP) replaces Journey to the Top (JTTT) • Drive Global Consistency • Tightly align incentives to Velocity Program and brand • Multi-Business Unit and Strategic Alliance Participation • Simplifies and Aligns Rebates and Incentive Structures • Designed to reward your company and employees for winning the deal • Eligible incentives are for registered, incremental deals only • New Velocity Incentive Program (VIP) includes the following: • Company Level Rebates • Individual Sales and SE Incentives • Sales Contest

11. NA Velocity Incentive Program: Corporate Level Rebates • Company rebates apply to only closed Incremental registered deals • Target product initiative rebates apply to product-specific revenue only • Paid $1 with no minimum thresholds • Rebates are stackable!

12. How Program Works How incentives/SPIFFs are paid • $$$$ Are Awarded for Each Level • $$$$ Awarded On Card That Can Be Redeemed for Cash/Merchandise • Additional stackable bonuses available for: • Cisco, Brocade, Emulex, Qlogic, and Quantum • Tracking • WWW.EMCVIPREWARDS.COM Live July 17th

13. Velocity Incentive Program:Sales Contest • Win a trip for two to the 2010 Winter Olympics in Vancouver BC! • Top 10 Partner companies who close the largest amount of Total Revenue associated with Incremental Registrations win. • 10 Trips Available • February 12-28, 2010 • Tracking • WWW.EMCVIPREWARDS.COM Live July 17th

14. EMC Velocity2 Demo Program

15. Updated Velocity2 Demo Program: At - A- Glance *Notes: All Demos are dependent on approvals from EMC Partner Manager & PSL, PTC, or ASPM

16. Velocity2 ASN Update

17. 2H09 NA Velocity2 ASN Program Update Requirements Implementation Engineer (IE) Requirement at Specialist Level for Advantage Tiers and Above Integrated training plan may identify need for Expert level certification Certification track & level based on partner go-to-market strategy and the EMC product portfolio 1 IE for each EMC platform or software title Separate Technology Architect (TA) Requirement of 1 Specialist for Advantage Tiers and Above Clarifies resources and skill level requirements for TA versus IE A single resource may hold both a TA and IE certification Velocity2 TA requirement counts towards Velocity2 ASN requirement Integrated Training/Services Plans & Reviews Outline required training and certifications to ensure continuous improvement and benefits for you Review period varies by Velocity2 tier Benefits Education Services Virtual Lab (ESVL) Available for Advantage Tiers and Above Self-paced, hands-on, virtual experience with actual equipment Convenience and flexibility; access labs remotely anywhere, anytime Builds customer credibility, and improves personal development Velocity2 ASN partners can include installation with their own unique and differentiated professional services for a complete offering Increase visibility of business opportunities to address additional customer pain points Further strengthens customer confidence and increases ownership of the entire customer experience Available on CLARiiON and NAS platforms Goal: Provide consistent and realistic expectations of achieving and maintaining program compliance in-line with EMC’s required level of service delivery expertise and quality

18. NA Velocity2 ASN Program Requirements and Benefits

19. Summary: Velocity2 ASN Key Take-Aways Improve Ease of Doing Business Minimum IE certification requirement now at Specialist level Clarification of IE & TA resource requirements Integrated Training/Services Plan developed with EMC now required for all Velocity tiers Drive Partner Profitability Opportunity for installation services on NAS and CLARiiON platforms EMC Education Services Virtual Lab (ESVL) now available for Advantage tiers and above Action -Become familiar with requirements and benefits, contact Velocity ASN Partner Manager for review of changes and development of integrated training/services plan Business Drivers for Updating Requirements and Benefits

20. EMC Global Financial Services Offerings: July ’09 Update

21. Global Financial Services: Continued Q2 Offerings and New to Q3

22. Global Financial Services: Details on New Offerings for Q309 Technology Refresh Promotions • DMX4 Trade-In Program • Disk Library Trade-In Program with Avamar Product Promotions • Cisco Director Registration