1EMC CONFIDENTIAL—INTERNAL USE ONLY

EMC Velocity2 Program

Jack Salerno,Senior Director Channel Marketing

September 22, 2008

2EMC CONFIDENTIAL—INTERNAL USE ONLY

Accelerate Profitability with Velocity2

Earn progressive rewards for your incremental revenue attainment, investment, and loyalty to EMC

Gain access to the broadest portfolio of industry-leading storage hardware, software, and services

Increase your market reach and opportunity development with EMC’s market leadership

Velocity2 makes it easy to do business with EMC by providing a robust infrastructure and defined rules of engagement

The Velocity2 Partner Program is designed to set expectations and provide partners with a predictable set of rewards

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EMC Velocity2 Solution Provider Model

Revenue Up to $499,999 2 each Proven Professional

Accredited Sales and System Engineers

Revenue of $500,000 - $4,999,999

3 each Proven ProfessionalAccredited Sales and

System Engineers

Revenue of $5,000,000 - $9,999,999

4 each Proven ProfessionalAccredited Sales and

System Engineers

Revenue of $10,000,000+

8 each Proven Professional

Accredited Sales and

System Engineers

Deal Registration

Journey to the Top Rewards

Deal Registration

Journey to the Top Rewards

Deal Registration

Journey to the Top Rewards

Deal Registration

Journey to the Top Rewards

Co-op = 1% Co-op = 1.5%

Co-op = 2%

Performance Based

Rebates = 1%

Performance Based

Rebates = 1.5%

Performance Based

Rebates = 2%

Built to provide progressive rewards for a partner’s increased revenue attainment and training investment.

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EMC Channel EvolutionV

alu

e

2006 2007 2008 2011

2008 Velocity2 Solution Provider Program enhancements to enable services and solutions development

Product Centric• Market centers on products• Partner selling volume

oriented• Velocity2 Partner Program

rewards hardware sales through rebates and co-op

Services Centric• Market centers on products

and services • Partner selling value oriented• Velocity2 Partner Program

rewards hardware and software sales through rebates and co-op

• ASN becomes an area of acceleration

Solutions Centric• Market centers on solutions

and value add services • Velocity2 Partner Program

rewards hardware and software sales through rebates, co-op and MDF

• Velocity2 Pre-sales Readiness Program introduced with Advanced Accreditations and new EMCTA track

• ASN Specialty introduced to further differentiate Velocity2 ASN partners

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World-Class Support for Velocity2 Partners

Presales support– EMC Partner Support Center (PSC)

Deal registration, special pricing requests– EMC Technology Solutions Support Office (TSSO)– Channel Xpress – online tools and services

Training and development– EMC Proven Professional accreditation and certification– Velocity2 Partner workshops and web casts– Video-on-demand

Velocity2 ASN support– Partner Implementation Support Team (IST)

Information – EMC Velocity2 Partner Program Kits– Powerlink Partner Portal

Programs, products, services, and training information

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World-Class Support for Velocity2 Partners

Finance and incentives– Performance-Based Rebates– Exclusive “Journey to the Top” rewards– Deal Registration– Value-Based Pricing– Not-for-Resale Software– Velocity2 Finance

Marketing and branding– Co-op/MDF for joint EMC/partner marketing– EMC Showcase syndicated web content– EMC Campaign Builder for co-branded demand

generation

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Velocity2 Partner Program Summary

Focused on developing mutually rewarding partnerships through:

– Opportunity development and incentives– Ease of doing business– Access to the greatest portfolio– Rewarding partner loyalty

Evolving to enable partner growth and differentiation– New Velocity2 Pre-sales Readiness Program to enable pre-sales– New EMC Technology Architect - Commercial – New Velocity2 ASN Specialty designations– New Velocity2 Proven Professional Advanced Accreditations

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Journey to the Top SPIFFS

Solution Providers 2H 2008 Reward Opportunities(All stackable)

Activity AwardFSA, ESA, EBA = Sales Rep ,Sales Engineer $250, $250

Close an eligible deal with a New Name AccountAX4 new account•All other deals ≥ $30k EMC product revenue = Sales Rep ,Sales Engineer

$300, $200$1000, $500

Include any EMC training solution $100Include a specific Brocade switch $50-$125Include a specific Cisco switch

EMC Presales TA SPIFF (ASN partners only)

$350-$550

$500

Journey to the Top - Rebates 3C’s Hardware Rebate

BURA Software Rebate

2% (>$210K Tier 2, >$1,150K Tier 1)

5% (> $20K Tier 2, >$50K Tier 1)

New Account Program 5% Hardware

10% Software

Base Velocity Program Benefits

Deal Registration 5% discount for incremental opportunities

Base Performance Rebates

Accelerator

Presales TA bonus

Associate (0%) Advantage (1%), Premier (1.5%), Signature (2%) for goal achievement

Over 130% achievement, Associate (0%) Advantage (+1%), Premier (+1.25%), Signature (+1.5%)

+1% rebate, +1% co-op

Journey To the Top Eligible Products

Hardware:Any CLARiiON,

Centera, Celerra, Disk Library Platform

Software:Networker

Replication ManagerEmailXtenderDiskXtenderRecoverPoint

AvamarReplistor

HomebaseBackup Advisor

Alphastor

2X rebates

when selling

EMC and

VMware

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Example A: Velocity2 Premier Partner

$200k List Price Deal– $200,000 List Price– $134,200 Sell Price– ($120,000) Cost– $14,200 Gross Profit = 10.28%

– Front End Margin Enhancements– $10,000 Deal Registration– ($110,000) Net Cost

– Back End Margin Enhancements– $1,650 Velocity Rebate– $1,100 Pre-sales Rebate– $3,190 JTTT Rebates– $3,190 Add VMware– $7,150 New Account Rebate– $16,280 Total Rebates

– $40,480 Total Gross Profit = 30.16%

Potential Profit Example: Stack New Name Account Rebate

Assumptions"New Name" is defined as a new account to EMC that is not currently in EMC's customer master file.

– This does not include a new address for an existing account name.

Hardware Breakdown – $140,000 List (70% of $200k)– $ 7,000 HW Deal Registration Discount– $ 84,000 Hardware Cost (40% off $140k)– $ 77,000 Net Cost of Hardware– $ 3,850 New Name HW rebate (5% of Net)

Software Breakdown – $60,000 List (30% of $200k)– $ 3,000 SW Deal Registration Discount– $36,000 Software Cost (40$ off $60k)– $33,000 Net Cost of Software– $ 3,300 New Name SW rebate (10% of Net)

Total New Name Rebate – $3,850 + $3,300 = $7,150

Total Gross Profit = Sell – Net Cost +Total Rebates

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Summary

Maximize your profit potential by taking advantage of all the incentives offered by EMC Velocity2

Register your Deals – every incremental deal should be registered or you will leave money on the table!

Register for Journey to the Top – rebates cannot be awarded unless you are registered!

Stack as many incentives and rebates as possible!

Become an ASN partner and sell your own services!

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Thank You

For more information on the EMC Velocity2 Partner Program, go to www.EMC.com/Velocity