Dell EMC Distribution Coverage Strategy for Storage SEPTEMBER 2017 © Copyright 2017 Dell Inc. All Rights Reserved.

DISTRIBUTION COVERAGE FOR STORAGE What is a Preferred Distributor? The Distributor that is aligned to an indirect Solution Provider (buys through Distribution) to purchase Storage solutions. The intent is to foster long-lasting relationships and protect our Distributors’ investments in their partners. EMEA & APJ: Open distribution model where the Solution Provider may purchase storage from any Authorized Distributor, though it is strongly encouraged they purchase through their Preferred Distributor © Copyright 2017 Dell Inc. All Rights Reserved.

Open vs. Preferred Distribution Model CLIENT, SERVER, Networking, dell storage* Emc STORAGE Benefits neutral to purchasing path, though Preferred Distribution is strongly encouraged Direct Solution Providers encouraged to purchase from Dell EMC The Distributor in Deal Registration/quoting tools will default to a Solution Providers’ named Preferred Distributor (though can be changed to another Authorized Distributor) Benefits neutral to purchasing path Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor Solution Providers who procure through Distribution can purchase through any Authorized Distributor *Dell Storage includes: PowerVault, EqualLogic, Compellent, XC © Copyright 2017 Dell Inc. All Rights Reserved.

What Does Preferred Distribution Mean? EMEA, APJ Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools Sets expectations that distributor should own training and support for all storage needs Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers Global Relationship / Alignment Expectations The Preferred Distributor will be the default option the Solution Provider sees when registering a storage opportunity, but partners do have the option to override and select any other authorized storage distributor Deal Registration Special pricing offered through whichever Distributor is selected for the approved Deal Registration Special Pricing All Distributors will earn eligible rebates on storage solutions sold, regardless of the Preferred Relationship Distributor Incentives / Rebates Solution providers will earn rebate credit for storage opportunities purchased through any Authorized Distributor, regardless of Preferred relationship Solution Provider Incentives / Rebates

Preferred Distributor Switching Timelines All Solution Providers will align to a Preferred Distributor for a minimum of 2 years. After 2 years, starting FY’19, there will be one switching window per year. Partners can either: Recommit to your existing Preferred Distributor for another 2 years Switch to a new Preferred Distributor for 2 years Take no action; meaning you will stay with your currently elected Preferred Distributor for 1 year* Switching Period: June 1 – June 30 Transition to new preferred Distributor to take effect the first day of Q3 (in August) *Note, commit requirements may vary by country based on local laws Please work with your Preferred Distributor if you have any questions on this process © Copyright 2017 Dell Inc. All Rights Reserved.

FY’19 Eligibility Rules for Partners Solution Provider Disti Coverage Status Eligibility Any heritage EMC Solution Provider that had a relationship in place prior to February 2017 Eligible to move in Q3 FY’19 (June window) Any Solution Provider that has joined the Dell EMC Partner Program since February 2017 Not eligible to move as still within 2-year commitment window Any Solution Provider that moved to a new Distributor (or recommitted to an existing Distributor) during FY’18 Not eligible to move as they are within 2-year commitment window © Copyright 2017 Dell Inc. All Rights Reserved.

Requesting a Change in Distributor When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal. The link will be located in the left navigation panel, as shown to the right. John Smith Distributor A © Copyright 2017 Dell Inc. All Rights Reserved.

Requesting a Change in Distributor Solution Providers with Access to Deal Registration: When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal. The link will be located in the left navigation panel, as shown to the right. John Smith Solution Providers without Access to Deal Registration: These requests will need to be re-routed to the Dell EMC onboarding team through the following mailboxes.    EMEA: EMEA.DellEMC.PartnerOnboarding@Dell.com APJ: APJ.IND.DellEMC.Partner_Onboarding@Dell.com Distributor A © Copyright 2017 Dell Inc. All Rights Reserved.

Support Details Onboarding: EMEA: EMEA.DellEMC.PartnerOnboarding@Dell.com APJ: APJ.DellEMC.PartnerOnboarding@Dell.com PXC: http://emc.force.com/createPSCcase Deal Registration: Europe, Middle East, Africa:   EMEA.DellEMC.DealRegistration@Dell.com China:   China_DealRegistration_Desk@Dell.com Hong Kong / Taiwan:  HKTW_DealRegistration_Desk@dell.com India:  INDIA_Deal_Registration@Dell.com Japan:  JPPartnerDeal@Dell.com Korea:  KR_Deal_Registration@Dell.com Australia & New Zealand:  ANZ_Deal_Registration@dell.com South Asia:  SAT_Deal_Registration@Dell.com © Copyright 2017 Dell Inc. All Rights Reserved.

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