Growing Dell Business with Windows Server ROK (EC) Marketing overview

Reseller Option Kit (ROK) Defined Same MDF payouts as Preinstall Same pricing as preinstall Covered under Server License Agreement Dell sets the Channel price Software distribution method designed for OEMs that ship Microsoft software and branded servers through the channel Enables Fulfillment partners to minimize SKU creation by stocking software separate from servers (separate part numbers) Provides customers with a simple way to buy an OEM branded server with a Windows Server operating system at a great price

ROK versus OEM pre-install? Both ROK and OEM pre-install are OEM delivery mechanisms Key OEM tenets apply: COA must be affixed to hw OS installed prior to end-customer receipt OEM provides end-user support Same end-user license agreement for both ROK images must be BIOS-locked ROK and OEM qualify for same MDF rebate levels ROK OS pricing may be disclosed

Align License Types with Sales Motions Preinstall Drop In Box Reseller Option Kit (ROK) Use for solutions that require OS partitioning and application configuration Reduce preinstall costs Dell “Mid Tier Centers” Maintain Preinstall as preferred attach method for Build To Order and Standard Configurations Set OS price point so balanced with channel Use for bare bones and partially configured servers Dell part number sold through Fulfillment Agencies Provides inventory flexibility

Current Channel Ecosystem (EC) What are the reseller options for purchasing hardware + Windows Server (WS) OEM? Tier 1 Reseller 1 With OS at POS Dell HW + Dell WS OS (OEM preinstalled) DELL ! 2 Without OS at POS Customer Dell HW only ! Dell Server preinstalled & COA affixed Dell HW only Tier 2 Reseller WS OS COEM Distributor Via distribution partner 3 Dell HW only

Dell Indirect Opportunities 1 To Tier 1 with OS HW HW + OEM pre-install 2 To Tier 1 w/o OS Microsoft AR Order Dell ROK post HW Reseller Customer Dell ROK kit ODM Dell Server preinstalled & COA affixed Partially configured servers Distributor HW stock Dell ROK kit stock 3 Tier 2 via distribution partner Order HW, memory, and Dell ROK, etc.

How ROK Works – Stocking the Kits 1 2 3 Fulfillment Agent OEM VAR/Reseller Authorized Replicator 1 OEM contracts with Authorized Replicator to produce ROK kits Fulfillment Agent places orders to OEM, order can be in any quantity, order process is the same as any other “OEM Option.” Order fulfilled to Fulfillment Agent by Authorized Replicator Fulfillment Agent stocks ROK Kits , inventory management and fulfillment to VARs is the same as any other “OEM Option”. 2 3

How ROK Works – How it is Sold 2 1 Fulfillment Agent OR Customer Places Order Customer VAR/Reseller 3 OEM Partner 1 Customer places order to VAR for server with Microsoft operating system. VAR places order to Fulfillment Agent or Regional Commercial partner. They can be purchased together or separately. The Fulfillment Agent ships the OEM branded ROK kit and server to the reseller (the Fulfillment Agent or Regional Commercial Partner can install the software for a fee). The reseller installs the operating system and the Windows Certificate of Authenticity (COA) before delivering the new server to the end user. 2 3

Critical success factors Product Marketing Creation of Dell BIOS-locked image Licensing & SKU setup Manufacturing readiness & prioritization Reseller awareness programs Dell reseller marketing kits Channel Sales Distribution Establish relationships Agreements in place with regional distributors APOS SKU creation & fulfillment Ensure equitable pricing across channels (minimize channel conflict & cannibalization) Provide distribution/reseller incentives

Definition of terms ROK - reseller option kit Direct channel – hw & sw sales directly to a end-customer Indirect channel – hw & sw sales to a reseller via Partner Direct or a distribution partner WS OS – Windows Server Operating System BIOS lock – an anti-piracy technology where the OS image is designed to only operate on a specific OEM hardware platform COA – certificate of authenticity EULA – end user license agreement

Reseller Option Kit Contents Documentation Distribution Agreement Break the seal label (outlining returns, warranty terms, etc) OEM Branded Windows CD 9/17/2018

Reseller Option Kit Contents 9/17/2018 Documentation Distribution Agreement Break the seal label (outlining returns, warranty terms, etc) COA Label Dell template

Additional product information Growing Dell Business with Windows Server ROK (EC) Additional product information

SYSPREP required by VAR Prior to receiving a Dell Server with a Microsoft ROK OS installed, the VAR or distributor must run SYSPREP on the server SYSPREP configures the system to initiate the system at the Windows Welcome for customer delivery. SYSPREP instructions and technical documentation are found at: http://technet.microsoft.com/en-us/library/cc721940(WS.10).aspx

Validated OS/server configurations ROK kits can only be installed on new Dell Servers Dell will only support OS/Server combinations that are Dell Validated. A complete list of Dell Validated OS/server combinations can be found at: dell.com/ossupport

Tech Sheet location Dell has spent thousands of hours testing and validating Microsoft operating systems on our server products. Important information about implementing Microsoft operating systems on Dell servers can be found at: http://support.dell.com/support/edocs/SOFTWARE/winrok/

Available ROK sku’s Windows Server 2008 SP2 Windows Server 2008 R2   English French Spanish German Turkish Windows Server 2008 SP2 Windows Server 2008 SP2 Standard Edition, x86/64bit, Includes 5 CALs 638-10002 638-10021 638-10022 638-10018 Windows Server 2008 SP2 Enterprise Edition, x86/64bit, Includes 10 CALs 638-10012 638-10001 638-10019 638-10013 Microsoft SBS 2008 SP2, Premium Edition, 64bit 638-10008 Microsoft SBS 2008 SP2, Standard Edition, 64bit 638-10017 Windows Server 2008 R2 Windows Server 2008 R2 Foundation Edition, 64bit 638-10020 638-10000 638-10011 638-10016 638-10014 Windows Server 2008 R2 Standard Edition, 64bit, Includes 5 CALs 638-10003 638-10007 638-10015 638-10010 Windows Server 2008 R2 Enterprise Edition, 64bit, Includes 5 CALs 638-10009 638-10006 638-10004 638-10005 Check language packs for additional language coverage (slide 19)

SBUU and USC facilitated installation Dell provides utilities to assist with installing server operating systems The Unified Server Configurator, contained on the embedded Lifecycle Controller in each server, facilitates the OS installation process by providing current drivers and firmware for the server hardware. USC information can be found at: http://www.dell.com/downloads/global/solutions/unified_server_overview.pdf Alternately, the Dell System Build and Update Utility (SBUU) disk is provided with every Dell server and contains the latest drivers and firmware for that server. Insert the SBUU disk to begin the OS installation. SBUU information can be found at: http://support.dell.com/support/edocs/systems/peR410/en/Whitepaper/Deployt.pdf

Language Packs for OS localization Language Packs provide a localized user interface in most major languages Server 2008 SP2 language packs can be downloaded from: http://www.microsoft.com/DOWNLOADS/details.aspx?familyid=3A7FB7A2-3519-495B-9BC5-2007082CA9A6&displaylang=en Server 2008 R2 language packs can be downloaded from: http://www.microsoft.com/downloads/details.aspx?FamilyID=03831393-EEF7-48A5-A69F-0CE72B883DF2&displaylang=en

Replacement Media Value-Add Resellers are responsible for fulfilling end user requests for replacement media.