Partnering with Dell EMC Services Update Marcin Płoszczyński Marcin.Ploszczynski@dell.com +48 600 25 45 65 Partnering with Dell EMC Services Update 17.10.2017                  Internal Use - Confidential

Customers assert the importance of services In general, what do you consider to be the most important criteria to your organization when it comes to selecting a data center infrastructure provider? © 2016 by The Enterprise Strategy Group, Inc., InstaPoll Research

1 2 3 Winning together Attach Complement Accelerate Leverage Dell EMC Services to meet customer outcomes with our combined capabilities 1 2 3 Attach Complement Accelerate Resell Dell EMC services, renew expiring contracts, and sell the services aligned with customer outcomes. Complement your services capabilities with Dell EMC Services. Accelerate sales and delivery engagements with our expertise, best practices, resources and advanced services. Hit rebate targets Drive tier attainment Increase deal size Grow profitability Co-delivery opportunities Collaborate around engagements Deliver solutions Build delivery efficiency Close more deals 14

Services revenue targets for Partners Each metal level Partners have Services Revenue Target included in Total Revenue Target Targets levels for specified Partner Tier: Gold: 60k $ Platinum: 240k $ Titanium: 720 k $ Call to action: Setup a meeting/call ASAP Review actuals Agree plan how to reach targets together End of H1 data We can help each other – this is win-win story!!!

Earn rebates reselling Services How it works Gold, Platinum, and Titanium partners will be assigned two Services pen rate gates. Once you achieve the 1st pen rate gate you qualify for the Services rebate.* How the Services pen rate calculated Total Services revenue divided by the total Dell EMC revenue Point of sale (POS) and after point of sale (APOS) purchases direct from Dell EMC and through distribution are included in the pen rate calculation.* How the rebate payout calculated The rebate payout % is paid on total Dell EMC revenue.* The Services rebate payout % is based on the final gate achieved. MAX PAYOUT Payout % of total revenue Services Penetration Rate Gate #1 Services Penetration Rate Gate #2 Total Services Revenue Total Dell Revenue Pen rate Base Rebates Base Rebates Base Rebates % Services Penetration Rate *Targets and achievements are calculated separately for client and enterprise. Competency requirements must be met to be eligible for rebate payouts. Services vary by region. After point of sale (APOS) includes services upsell, renewals, and extensions. Excludes renewal on legacy EMC products. The Titanium Black tier will have unique Services revenue target. Only transactions with a valid service tag are applicable to the calculation of the Services Pen Rate or Services Rebate. See the Partner Program terms and conditions at partner.dell.com for more details. 3

Services rebates for Partners Each metal level Partners have opportunity to reach backed Rebates for each LOB End of H1 data

What is Dell PC as a Service? Dell PC as a Service combines hardware, software, lifecycle services and financing into one all-encompassing solution providing for a single, predictable price per seat per month + + + + $ Hardware/Software Deployment Services Support Services Asset Recovery 3 or 4 Year Term

Services sales and marketing resources Consulting – Overall consulting landing page on Service Enablement Center Big Data – Collateral for services related to Big Data Business Resiliency – Collateral for services related to data protection and business resiliency Cloud – Collateral for services related to cloud Consulting ProDeploy for Client – Collateral for ProDeploy for Client ProDeploy for Enterprise – Collateral for ProDeploy for Enterprise Legacy EMC Deployment Services – Collateral for product specific deployment services Residency – all residency collateral on the Service Enablement Center Deployment ProSupport for Client – Collateral for ProSupport for Client ProSupport for Enterprise – Collateral for Dell ProSupport for Enterprise Legacy EMC Support Services – Collateral for Premium and Enhanced support Personalized Support Services – Collateral for Technical Account Managers, etc. Support Training Dell EMC Education Services – Details all the customer training available

Essential partner information Services Partner Helpdesk (SPH) assists with all services program inquiries. Open a case via the “Cases” tab from Salesforce.com or via the webform Services Partner Helpdesk Dell EMC Portal Services page – landing page for services on the partner portal Partnering with Services deck – overview of the services opportunities for partners MDF guidelines – link to the partner program MDF information Benefits and requirements - link regional B&R documentation Program Information Rebate decks – Partner facing rebate slides for Solution Providers and Distributors Sales performance via BMS Rebate Information Dell EMC Partner Academy – Services sales and delivery competency training Services delivery enablement matrix – See what products can partners get Services Services Delivery & Sales Training

Backup slides

Dell EMC Services for client CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES Modernization and optimization of Microsoft technologies ProDeploy Client Suite Configuration Logistics Asset Resale & Recycling ProSupport Client Suite Accidental Damage Keep Your Hard Drive Client Support and Troubleshooting PC as a Service LATITUDE PRECISION XPS CHROMEBOOK OPTIPLEX VOSTRO 15

Essential services for client products Supporting individual client devices, enterprise deployments, and global recycling ProSupport Client Suite ProDeploy Client Suite PC as a Service KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience From factory to desktop Reduce deployment cost Accelerate time to value Process control via TechDirect Predictable budget planning Efficient PC lifecycle management Accelerate hardware refresh Improve endpoint security CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Standard engagement process Minimize project time Bundled solution with PC DFS offers financing solutions direct to end user PARTNER VALUE All count towards rebate & tier attainment

Dell EMC Services for servers CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES Multi-cloud implementation and operating model ProDeploy Enterprise Suite Enterprise Configuration Rack Integration Data Migration Residency ProSupport Enterprise Suite Warranty renewals PowerEdge Essentials POWEREDGE R Series C Series T Series 17

ProSupport Enterprise Hybrid Cloud Deployment Essential services for server products End-to-end services to optimize server performance ProSupport Enterprise ProDeploy Enterprise Hybrid Cloud Deployment KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience Reduce deployment cost Accelerate time to value Proven cloud expertise Rapid cloud deployment Improve performance of essential workloads CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Standard engagement process Minimize project time Deliver cloud solutions Increase business value PARTNER VALUE All count towards rebate & tier attainment

Dell EMC Services for networking CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES Multi-cloud implementation and operating model ProDeploy Enterprise Suite Enterprise Configuration Rack Integration Data Migration ProSupport Enterprise Suite Networking Essentials Networking Installation and Configuration Networking Planning N1500 N2000 N3000 N3132/N2128 N4000 X SERIES 19

ProSupport Enterprise Essential services for networking products Ensuring networks address changing business needs ProSupport Enterprise ProDeploy Enterprise Network Assessments KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience Reduce deployment cost Accelerate time to value Align business and IT goals Build strategic roadmap Identify challenges and opportunities CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Standardized processes Minimize engagement time and errors Identify new business opportunities Expert execution PARTNER VALUE All count towards rebate & tier attainment

Dell EMC Services for storage CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES IT Transformation Hybrid Cloud Deployment ProDeploy Enterprise Suite Enterprise Configuration Rack Integration Data Migration Residency ProSupport Enterprise Suite Storage Essentials PS or SC Series Installation and Configuration PS or SC Series Planning PS or SC Series Storage Administration and Management COMPELLENT EQUALLOGIC POWERVAULT 21

Dell EMC Services for storage CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES IT Transformation Hybrid Cloud Deployment Planning & Design Deploy, Installation & Configuration Data Migration Integration Intelligent Data Mobility Residency Premium Support Enhanced Support Personalized Support Services Storage Essentials (Product) Fundamentals Learning Center Performance Workshops CONNECTRIX ISILON SCALEIO DSSD ECS VMAX VNX UNITY XTREMIO ViPR 15

All count towards rebate & tier attainment Essential services for storage products Accelerating time to value on storage-centric solutions ProSupport Enterprise Enhanced/Premium Support ProDeploy Enterprise Design, Install, Implement Residency Intelligent Data Mobility KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience Accelerate new technology adoption Overcome resource issues Proven expertise Lower cost of migration Migration factory Reduce migration time 35% CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Expand services portfolio Increase bench strength Augment internal skills Deliver more value Deliver faster migrations Expand migration capacity Accelerate opportunities PARTNER VALUE All count towards rebate & tier attainment

Dell EMC Services for converged infrastructure CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES IT Transformation Hybrid Cloud Deployment Planning & Design Deploy, Installation & Configuration Data Migration Integration VCE Core, Plus, & Premier Personalized Support Services VCE CI Solutions Foundations Vblock System Administration and Management Advanced Performance and Troubleshoot VCE Appliance Technical Overview XC SERIES VxRACK VxRail VBLOCK 24

All count towards rebate & tier attainment Essential services for converged infrastructure Building the foundation for hybrid cloud Core/Plus/Premier Support Install, Implement, Configure Residency Hybrid Cloud deployment KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience Accelerate new technology adoption Overcome resource issues Proven expertise Proven cloud expertise Rapid cloud deployment Improve performance of essential workloads CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Expand services portfolio Increase bench strength Augment internal skills Deliver more value Deliver cloud solutions Increase business value PARTNER VALUE All count towards rebate & tier attainment

Dell EMC Services for data protection CONSULTING SERVICES DEPLOYMENT SERVICES SUPPORT SERVICES TRAINING SERVICES Isolated Recovery Blueprint For Backup Architecture Continuous Availability Advisory Planning & Design Deploy, Installation & Configuration Data Migration Integration Intelligent Data Mobility Residency Premium Support Enhanced Support Personalized Support Services (Product) Fundamentals (Product) ValuePak (Product) Integration AVAMAR NETWORKER PROTECTPOINT DATA DOMAIN VPLEX SOURCEONE RECOVERPOINT CLOUDBOOST 15

Essential services for data protection products Optimizing the efficiency of data protection and disaster recovery Enhanced/Premium Support Install, Implement, Configure Blueprint for Backup Recovery KEY OFFERS Global coverage 24x7 access to experts Comprehensive proactive support experience Accelerate adoption of new technology Protect the data center Reduce downtime Meet DR SLAs Comprehensive backup and recovery plan Improve efficiency of Disaster Recovery CUSTOMER VALUE Minimize post-engagement support 94%+ customer satisfaction Proven expertise and process Address a growing market Deliver more value Expand capabilities Deliver more value PARTNER VALUE All count towards rebate & tier attainment