Dell Financial Services

1. Dell Financial Services DFS Payment Solutions for Flexible Consumption

2. Agenda • What is flexible consumption (FCM) • DFS Payment Solutions for FCM ecosystem • Growth Solutions • Variable Usage • Software financing solutions * Terms subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS. Dell Financial Services

3. Flexible Consumption (FCM)Portfolio Transform How Your Customers Pay • Consumption-based financial solutions are specifically engineered to more closely align technology expenses with actual usage. • Customers simply pay for what they need, when they need it—with little to no obligation. Enable Customers to Adapt to Change Their Way • Flexible consumption models offer greater predictability as their organization undergoes transformation. • Dell EMC and DFS offer a broad range of financial solutions to address their specific requirements as needs evolve. Provision and Pay Your Customers Can Adopt a Better Solution Today Adapt to Change • Solutions for flexible consumption help reduce the financial risk associated with new technology adoption. • Deploying a better long-term business solution today can reduce potential costs in the future. Ready Capacity Flexible Leasing

4. DFS Payment Solutions for Flexible Consumption Portfolio Pay as you Grow Variable Usage Growth Solutions Software Solutions Flexible Leasing Software installment payments Flex On Demand Transformational License Agreements (TLAs) Cloud Flex for HCI Provision and Pay Ready Capacity

5. Open Scale Payment Solutions from Dell Financial Services - Ecosystem Consumption Influencers Capex or Opex | Product or Service | Committed Payment or Measured Usage | On Premise or Off Premise Workload Characteristics Predictable / Forecastable Volatile / Burst Capacity Commitment – No $ charge per unit consumed Capacity Commitment – Yes $ charge per unit consumed Committed Payment Stream Metered Usage Payment PAY AS YOU GROW FMV LEASE FINANCE LEASE PROVISION AND PAY READY CAPACITY Off Premise FLEX ON DEMAND On Premise CLOUD FLEX Dell Financial Services

6. DFS Payment Solutions for Flexible Consumption Portfolio LEASING & FINANCING Acquire the technology now and pay for it over time, either returning or owning the equipment at the end of the term. Pay as you Grow Growth Solutions Flexible Leasing Provision and Pay Ready Capacity

7. Flexible Leasing Rotation Ownership • Fair Market Value Lease facilitates regular technology refresh Finance Lease (or $1out) allows customers to make payments over time for ownership **Payment solutions provided and serviced by Dell Financial Services L.L.C. or its affiliate or designee (“DFS”) to qualified customers. Offers may not be available or may vary in certain countries. Where available, offers may be changed without notice and are subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS, and may be subject to minimum transaction size. Offers not available for personal, family or household use. Dell EMC and the Dell EMC logo are trademarks of Dell Inc. Restrictions and additional requirements may apply to transactions with governmental or public entities. FINANCE LEASE: At the end of the initial Finance Lease term, lessee may 1) purchase the equipment for $1 or 2) return the equipment to DFS. FAIR MARKET VALUE (“FMV”) LEASE: At the end of the initial FMV Lease term, lessee may 1) purchase the equipment for the then FMV, 2) renew the lease or 3) return the equipment to DFS.

8. Flexible Leasing - VDI Complete Build or Buy a Highly Customizable VDI Complete Solution

9. DFS Payment Solutions for Flexible Consumption Portfolio PAY AS YOU GROW Acquire all assets up front with payments that scale to match forecasted business growth. Pay as you Grow Growth Solutions Flexible Leasing Provision and Pay Ready Capacity

10. Acquire the entire solution with Pay As You Grow $$$ $$ $ 100% business increase 50% business increase 20% business increase Lowest payments in year one Payments match your growth Payments increase per defined schedule

11. Pay As You Grow Example: Adding 50 new 14G servers Equipment is delivered up front, allowing your customer to deploy it as needed. Payments increase based on a defined schedule, regardless of utilization.

12. DFS Payment Solutions for Flexible Consumption Portfolio PROVISION AND PAY Acquire technology over time with recurring plan, deploy, pay cycles. Pay as you Grow Growth Solutions Flexible Leasing Provision and Pay Ready Capacity

13. Grow technology over time with Provision and Pay Plan Deploy Pay The process can be adjusted to fit their schedule, whether monthly or quarterly. $ DFS works with your customer to forecast equipment needs. They order based on those projections. Billing for the equipment begins after deployment. Equipment is delivered. Your customer can install and deploy work-loads as needed.

14. Provision and Pay Example: Adding 5 new 14G servers per quarter for three quarters

15. DFS Payment Solutions for Flexible Consumption Portfolio Pay as you Grow READY CAPACITY Acquire base and buffer capacity now while deferring buffer capacity payments until it is activated or nine months have elapsed. Growth Solutions Flexible Leasing Provision and Pay Ready Capacity

16. Increase storage on demand with Ready Capacity 10 – 12 months 6 – 9 months 0 – 3 months Baseline and buffer capacity is delivered on day one. Payments begin for baseline capacity. Once buffer usage is maximized, additional capacity is added. Payments now include baseline, buffer and incremental buffer capacity. As usage increases, buffer capacity is activated. Payments include both baseline and buffer capacity.

17. Ready Capacity Example: Matching payments to storage utilization • Initial need: 1300TB • Payments • Months 0 – 3: Baseline capacity only • Months 6 – 9: Baseline and buffer capacity, 100TB at a time • Incremental need: 200TB • Payments • Months 10 – 18: Baseline, buffer and incremental buffer capacity

18. DFS Payment Solutions for Flexible Consumption Portfolio FLEX ON DEMAND Acquire base and buffer capacity now. Make a set minimum payment for base capacity, and pay for buffer as you use it. Variable Usage Flex On Demand Cloud Flex for HCI

19. Pay based on usage with Flex On DemandHow it works for the customer • Available on all Dell EMC core storage products • Customer establishes projected baseline capacity and the buffer needed to cover peak use • Payments include fixed cost of committed capacity plus the variable cost of buffer capacity • If usage drops, they no longer have to pay for that buffer amount • If usage consistently consumes the majority of buffer capacity, the customer can receive additional buffer capacity

20. Flex on DemandHow it works for the partner • Receive 100% tier credit • Paid an upfront % of as sold margin based on table • Earn 125% margin when the customer reaches 90% usage • Receive LOB incumbency

21. DFS Payment Solutions for Flexible Consumption Portfolio Variable Usage CLOUD FLEX Evaluate the feasibility of an on-premises hybrid cloud or hyper-converged product. Flex On Demand Cloud Flex for HCI

22. Cloud Flex for Hyper-converged (HCI) Deploy Evaluate Scale $$$ $ Currently available on VxRail $0 Pay nothing upfront on the hyper-converged product. Monthly rates drop up to 30% each year. Return product at any time after the first 12 months, with no termination fee.

23. Cloud Flex for HCI- Declining Cost StructureHow it works for the customer Example: $250k solution deal Customer Payments • Can return at any time, with no termination fee after the first 12 months • $0 product cash upfront • Monthly rates drop up to 30% each year Uncommitted Committed ~$8k ~$6k ~$5k ~$3k ~$3k Monthly payment Y1 Y2 Y3 Y4 Y5 Cumulative payment $165k $260k $300k $100k $225k PO issuance will only include the $100K Yr 1 commitment

24. Cloud Flex for HCIHow it works for the partner At 48 months, paid 25% of margin, for total earnings of 125% original agreed margin • Receive margin annuity with 50% paid upfront • 100% tier credit • Ability to earn up to 125% of original margin • Receive LOB incumbency (2H) At 24 months, paid 15% of margin At 36 months, paid 15% of margin At 18 months, paid 20% of margin Paid 50% of margin at time of installation Monthly payment Y5 Y4 Y3 Y2 Y1 Uncommitted Committed

25. DFS Payment Solutions for Flexible Consumption Portfolio SOFTWARE INSTALLMENT PAYMENTS Acquire the software needed today and plan for the future by taking advantage of multi-year maintenance discounts and meeting budgetary needs with installment payments. Software Solutions Software installment payments Transformational License Agreements (TLAs)

26. Software Installment Payments In addition to financing hardware, services and peripherals, DFS can also fund 100% software transactions, including service and maintenance fees. This is done through Purchase Plan Agreements, which are designed to meet budgetary needs. DFS offers flexible solutions to accommodate software acquisition, including deferred and annual payments. Lock in Costs Preserve Cash Beat Budget Constraints Accelerate ROI Increase Efficiency Take advantage of publishers’ pre-paid, multi-year maintenance discounts and get the budgeting certainty your customer needs Unlock the power of IT while retaining cash for investing in the business Drive value in the organization by aligning multi-year license and maintenance costs to available budgets Reduce complexity and risk while phasing project payments to match benefits Effectively scale the organization with flexible upgrades

27. DFS Payment Solutions for Flexible Consumption Portfolio TRANSFORMATIONAL LICENSE AGREEMENT (TLA) Enable your IT transformation through a single, simple software agreement for license and maintenance that provides maximum flexibility for future IT needs. Software Solutions Software installment payments Transformational License Agreements (TLAs)

28. Transformational License Agreement (TLA) A Transformational License Agreement (TLA) is a highly customized software contract that offers unprecedented flexibility in the way software titles are consumed and maintained, especially as requirements change over time. Agility Simplification Value • Unlocks software-tied-to-hardware • Maximizes value & agility with license substitution and T-Credits • Agreements can be site-specific or global in nature • Economies of scale and scope • Opex/Capex savings • Predictable TCO & price protection • Single software contract • Consolidation of license and maintenance billing • Ease of SW deployment & control

29. HOW THE TLA WORKS • Transformational License Agreement (TLA)- How it Works Establish a pool of license entitlements with single maintenance bill: Ability to bring in and retain current install base Purchase licenses to refresh or transform environment Deploy SW as needed Pool shrinks as SW is deployed NEW software can be added with no additional fee Titles in the pool can be swapped on $ for $ basis as needed Software Software Software Software Software Software Software Software Software Software NEW Software Software Software Software Software Software Software Software Software Add new software Substitution

30. Learn More Flexible Consumption https://www.emc.com/en/us/flexibleconsumption/index.htm DFS http://www.dell.com/learn/us/en/04/by-service-type-financing-leasing DFS on the Partner Portal https://partner.dell.com/en-us/partner/auth/purchasing-and-business-management/dell-finance-options.htm * Terms subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS. Dell Financial Services