1EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Proven InfrastructureOverview

2EMC CONFIDENTIAL—INTERNAL USE ONLY

Three Paths To The Private CloudBuild Your Own

Best Of BreedComponents

VSPEX

Proven Infrastructure

Vblock

Converged Infrastructure

3EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX is… A channel-led program for building, and

delivering pre-validated, application-based solutions to partners

An EMC brand encompassing the solutions delivered to our channel

A partner EMC Lab for certification of solution built on VSPEX by the channel

An operational framework for transacting VSPEX solutions

– Managed through EMC Velocity– Deal registration, and pricing incentives – Incentives from key alliance partners

4EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Proven Infrastructure

Powered By A Rich Ecosystem Of Leading Technology Vendors.

Validated For Predictable Service Levels. Provides Choice Without Complexity. Fits Your Customers’ IT Infrastructure.

5EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Proven Infrastructures At Launch

End-User Computing

250 - 2000 Virtual Desktops

End-User Computing

250 - 2000 Virtual Desktops

Private Cloud50 - 100 Virtual

Machines

Private Cloud50 – 100 and

125 - 250 Virtual Machines

6EMC CONFIDENTIAL—INTERNAL USE ONLY

Based on RA Based on RA, Partner Chooses Brand

Storage & Data Protection

Networking

Server

Hypervisor/VDI

Applications Partner Deployed Supported by EMC Collateral

VSPEX – A Bigger Sale

7EMC CONFIDENTIAL—INTERNAL USE ONLY

EfficientIncreased Storage UtilizationHigher Application AvailabilityImprove People Productivity

Speed Your Backups

FlexibleFlexible Architectures

Scale As You Grow

SimpleFaster Deployment

Simplified ManagementSimplified Backup and Recovery

Simplified Provisioning

8EMC CONFIDENTIAL—INTERNAL USE ONLY

EMC VSPEXThe Channel Program

9EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Redefines Partner Enablement

To A Complete Program

EnablementEnd-To-End

Choice Built-InVSPEX Labs & vLab

BrandingCo-Logo The Box

Brand Your SolutionEMC Air Cover

More RevenueHigher Attach Rate

Higher MarginsFaster Sales Cycle And Deployment

Leverage Your Line Card

10EMC CONFIDENTIAL—INTERNAL USE ONLY

Consistent & RepeatableVSPEX Technical Enablement

Reference Architectures– Pre-sales tool for describing

the solution directed at the partner community

Sizing Guides– Determine the

specific configuration of a VSPEX solution given the customer's needs.

Deployment Guides– A how-to for building and

configuring a solution stack

11EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Labs Partner Accessible Leverage Our Significant

Investment Validate Your Custom

VSPEX Infrastructures vLab For Customer Demos

12EMC CONFIDENTIAL—INTERNAL USE ONLY

Consistent and RepeatableVSPEX Sales Enablement

Program Overview Whiteboard Videos Selling Guides Call Guides

13EMC CONFIDENTIAL—INTERNAL USE ONLY

Your Logo

Coming 2H 2012

14EMC CONFIDENTIAL—INTERNAL USE ONLY

Partner-Led Demand GenIntroducing VSPEX

– Landing Page– Online Banner– Emails– Postcard– Poster– Social Video

Solution Packages (End User Computing and MS Apps)

– Email Copy Docs– Landing Page Copy Docs– Top Reasons– Solution Overviews– Whiteboard Videos

15EMC CONFIDENTIAL—INTERNAL USE ONLY

Kit Materials Intro kit brochure VSPEX logo on iPad case, iPhone 4

cases & [M/L] T-Shirts IPAD Folio App – to include Sales and Technical Materials Custom USB Distribution upon enablement

EMC

16EMC CONFIDENTIAL—INTERNAL USE ONLY

www.EMCeasystreet.com 4/12 EMEA/AmericasVSPEX for Partners EMC Easy Street

17EMC CONFIDENTIAL—INTERNAL USE ONLY

Incentives Front End Incremental Discounts From

EMC. Ecosystem Partners Offer Similar

Upfront Discounting. Rebates From Ecosystem Partners

Based On Existing Programs. Velocity Financing Available To

Customers

$

18EMC CONFIDENTIAL—INTERNAL USE ONLY

Calls to Action Secure executive sponsorship to participate Work with your PDM/PTC to select solutions and

develop GTM plan Complete the VSPEX Partner Nomination form to

enroll in the program and schedule follow up training

Work with EMC and other VSPEX alliance partners to craft a joint GTM effort

19EMC CONFIDENTIAL—INTERNAL USE ONLY

VSPEX Services and Support Services delivered by the channel

– Differentiation– Partner profitability

Customer support offered by partner subject to certification EMC Cooperative Support Agreements (CSA) available between

ecosystem partners for issues where the problem is not easily identifiable

Global Services exploring opportunities to further enable partners’ scale and support