Lenovo Services DCG Lifecycle Solutions Eric Bohannon, Sr. Mgr, NA DCG Services Marketing 2016 Lenovo Internal. All rights reserved.

What’s New? New Service Provider Old Service Provider IBM is the Service Provider Available in both US and CA (NA) Supports all DCG Product Platforms Limited to DCG Coverage Area Pre-negotiated Hourly Rate for custom SOW & last minute requests New Service Provider Non-IBM Vendor (Essintial) is the Service Provider Available in both US and CA (NA) Supports all DCG Product Platforms No Predefined Coverage Area Hourly Rates available to manage last minute customer requests / custom SOW 2016 Lenovo Internal. All rights reserved.

Verification Test of Hardware Basic Hardware Installation Value Proposition: Accelerate time to value to quickly install hardware Improve operational efficiencies Reduce costs and risk during installation Unpack and Install Update Firmware Verification Test of Hardware Mention that we have brand new part numbers with a new delivery partner coming in early October to provide much more competitive pricing? Basic Hardware Installation – Lenovo Provides a Regional Project Manager Provides Pre-Installation Checklist to customer Schedules the installation appointment Follow up with customer ensuring installation completion Lenovo Technician arrives on site to perform installation Arrives onsite and removes product from box Visually inspects for damage Installs the product Physically connects equipment Powers on racks and towers Updates firmware and BIOS Cleans up packaging materials Installs customer-supplied rack Installs one or more supported devices into the rack Verifies operation How to Order? Part number 3 2016 Lenovo Internal. All rights reserved.

How to Purchase Installation Services Fix Scope Offerings Pre-Negotiated Hourly Rate Usually sold at time of product sale Part Number – ease of ordering Ordered through the same tools as HDW Configured with the HDW for easy attach Invoiced with same payment terms as HDW Scope of service predefined and not negotiable Paired with Project Manager for Complete Solution On-site last-minute request Limited by technician's availability Work Authorization Form Services available within technician’s skill set Flexible to meet customer requirements Competitive rates and custom scope 2016 Lenovo Internal. All rights reserved.

Lenovo Sellers’ and ASP Responsibilities Lenovo Sellers are Lenovo Sales Representatives and Authorized Lenovo Business Partners. Select the appropriate service to match customer’s needs Provide and explain the Pre-Installation Checklist to the customer Connect the customer with the Regional Project Manager for assistance with the checklist and scheduling the installation appointment Provide the Customer with the Pre-Installation Checklist via either of the following methods: Email the actual checklist directly to the end user customer Email the website link where the checklist is located to the end user customer Advise the customer they will need to contact the Regional Project Manager to complete the Pre-Installation Checklist 2016 Lenovo Internal. All rights reserved.

Collateral Information Internal Sales Presentation Customer Facing Presentation Customer Facing Data Sheet (2 page) Customer Facing Sales Brochure (1 page) 2016 Lenovo Internal. All rights reserved.

Basic Hardware Installation Offering Is/Is Not Fixed Scope Offering IS: Regional Project Manager Lenovo consistent delivery model and engagement Schedules the installation appointment Follow up with customer ensuring installation completion Technician Arrives onsite and removes product from box Visually inspects for damage Installs the product Physically connects equipment Powers on racks and towers Updates firmware and BIOS Installs Operating System (OS) when purchased Installs customer-supplied rack Installs one or more supported devices into the rack Verifies operation Cleans up packaging materials Fixed Scope Offering IS NOT: WAN/LAN trouble shooting Installation of client data and/or programs Removal/transfer of data and/or programs Connection of internet service Training . 2016 Lenovo Internal. All rights reserved.

Pre-Negotiated Hourly Rate Is/Is Not Hourly Rate Offering IS: Within the Service Provider defined skill set of the Installation Technical On-site service delivery Flexible hours of service: Lenovo Business Hours Off Shift Hours Installation Planning and Site Readiness Feature Upgrades and Configuration Changes Multiple machine installation in a single location Custom solutions with flexible statement of work* * Within the defined Installer’s skill sets and approved by the Service Provider Hourly Rate Offering IS NOT: Hardware break/fix services Not intended for standard fix offerings Professional Services ITS Services Global Services Not available without the Service Provider’s written agreement to deliver services at a set rate within a defined timeframe 2016 LENOVO INTERNAL USE ONLY