SC Series Services opportunities for Partners Dell EMC Services SC Series Services opportunities for Partners Today we will discuss the services revenue opportunities available to partners when you sell SC Series products.

Dell EMC has the solutions to midrange IT challenges Partners with Dell EMC Services Competencies are trained to resolve these issues Customer challenges Pressure to do more with less Budget shifts Managing IT infrastructure Increasing pace of business growth Managing excessive data growth Affordable cloud adoption Dependency on External Resources Need qualified, trusted partner Minimize risk and downtime Storage lifecycle complexity Acquisition, Configuration, Management and Support Dell EMC solutions Cost effective For any budget or situation Empower IT personas Future proof Any workload (file/block) Any protocol, network Uniquely qualified #1 leader with full hardware/software portfolio Lifecycle Quality Easy web ordering All-inclusive software options Any deployment strategy Any protection strategy Customers face a number of Midrange IT challenges. There is mounting pressure on IT departments to do more with less. They’re also required to ensure that the IT infrastructure keeps up with business growth and manage storage lifecycle complexities. This often means depending on external resources with the expertise and experience to address these challenges. Partners with Services Competencies for Dell EMC mid-range storage products are in a perfect position to provide these services to their customers on their own or in collaboration with Dell EMC Services. Dell EMC Services Competencies provide great benefits to partners that invest in developing their own services capabilities. There are Services Competencies available for most of the Dell EMC product portfolio, including the midrange storage family of products. Self-optimizing architecture Self-service and support 2 © Copyright 2018 Dell Inc.

The SC Series product family Market leading customer solutions for midrange storage needs SCv3000/3020 SC5020 SC7020 SC9000 SC Series Hybrid SC5020F SC7020F SC Series All-Flash Dell EMC SC Series Dell EMC has a great portfolio of offerings in the midrange market, including the Dell EMC Unity and SC Series products. All-Flash: End-to-end flash helps you do things you thought were impossible, taking your business to new levels of productivity. SC All-Flash’s active/active, performance-centric design keeps IOPS and throughput high as you scale up and out. Hybrid Flash: Advanced automated tiered storage design, plus intelligent deduplication and compression on both SSDs and HDDs makes great performance affordable for organizations of all sizes.

Services drives business growth Selling Services equals higher bookings, faster close rates and higher CSAT Total hardware sales Deals with Services: ENTERPRISE 80% Close ratio 1.8X Without Services With 80% increase in Enterprise hardware sales 30% higher Net Promoter Score (NPS) Up to 2X higher order close rate You know that adding services increases revenue and profitability – but we wanted to quantify for you exactly how attaching Dell EMC Services increases your bottom line. Through careful analysis we determined that selling premium Services like ProSupport Plus or Configuration Services increased the Services revenue per unit 3.7 times. In addition to significantly increasing your revenue per unit – it also drives up customer satisfaction through a 30% higher NPS score. Data source: Dell EMC Internal Analysis, conducted March 2017. Based on global SFDC (SalesForce.com) services and hardware data from Q1FY2016 through Q4FY2017. © Copyright 2018 Dell Inc.

Dell EMC Services benefit you and your customers Accelerate customer technology adoption, time-to-value, ROI Competitive advantage Deliver solutions Increase revenue Margin & profitability Customer satisfaction Loyal customers Align business and IT outcomes Accelerate return on technology investments Achieve peak performance and efficiency Maximize availability Optimize staff skills Dell EMC Services accelerate the adoption of technology and therefore the ROI of the solution. As our partner you get distinct benefits: Adding services not only increases the deal size, it increases the overall value of the customer to your business. The result is increased rebates and more rapid tier attainment Dell EMC offers industry-leading rebates to boost your profitability. Reselling services counts towards services rebate goals. Delivering services provides you higher margins….together you drive overall profitability Dell EMC Services has a Customer Satisfaction rate of 94%. You can be sure that we will take excellent care of your customers Customers that buy services have higher NPS scores than those that just buy technology. Loyal customers drive annuity revenue Offering services (reselling or your own) gives you an advantage over competing products and other resellers. We help you provide expertise, knowledge and greater value The addition of services is at the heart of delivering solutions to customers that drive business outcomes. For your customers: Services enable you to align business and IT outcomes by delivering solutions, not just individual technology Our experts know our products better than anyone, and can deploy them faster, which get them delivering value sooner. We also understand how to best deploy the solution into the customer’s unique environment so they are always running at top performance Our proactive approach to support increases the uptime of the technology so the systems are available then they are needed We can develop your people to become experts in Dell EMC products so your staff is fully versed in the latest methods and approaches.

Resell our services, delivery your own or do a combination of the two choices Customer Engagement Dell EMC Partner Customer Satisfaction #1 Expand your services capabilities by obtaining Services Competencies RESELL SERVICES PARTNER DELIVERED Resell Dell EMC Services to enhance value and earn rebates DELL EMC SERVICES Driving the rapid adoption and the optimization of technology EDUCATION CONSULTING SUPPORT DEPLOYMENT MANAGED SERVICES We’ve heard that Services is important to your business, as it drives profitability. In our efforts to give you EXTRAORDINARY, we are giving you the best of all worlds. You have the choice on how you include services and deliver more value to your customers – Resell Dell EMC services, or take the same training as our services professionals and develop delivery capabilities around Consulting, Support, and Deploy services. When you resell our broad portfolio of services, you can earn lucrative rebates on purchases direct from Dell EMC and through distribution. Often, partners will resell services until such time as the volume of business warrants investing in services competency training. Reselling services is an ideal option if you want to sell solutions while minimizing your total investments. You still own the customer relationship up to delivery, and then Dell EMC Services will interact with the customer directly after that. You can increase profitability by providing customers with quality services options, and progressively add services to your own portfolio as demand for solutions increases. The most profitable path for partners is to become authorized to deliver services themselves, or co-deliver with Dell EMC. This allows you to establish yourself as a trusted advisor to customers, invest in building your own technical expertise for deployment and support services by obtaining Services Competencies. Once enabled to deliver services, you will have access to proven methodologies, robust tools, and Dell EMC’s global support team to provide assistance if needed. This offers the highest margin opportunity possible and you own the entire customer relationship. Enablement requirements vary based on the complexity of the product. 9 © Copyright 2018 Dell Inc.

Earn rebates reselling Dell EMC Services The more you sell, the more you earn Services rebate opportunities Attach ProSupport or ProSupport Plus to any eligible Client, Server or Networking product to earn rebates based on total revenue.* Sell other eligible Dell EMC Services offerings, including Deployment, Consulting, Residency, Service Cards and more to earn rebates based on total services revenue.** Program highlights No Services gates or targets Robust Services offerings complete customer solutions Upfront visibility into rebate estimates Earn Services Rebates starting at Dollar 1 “The more you sell, the more you earn. Starting at dollar 1.”   The Dell EMC Services rebate program expands on our ongoing objective to provide partners with a simple, predictable and profitable channel program. The rebate opportunities for SC Series are based on total services revenue from selling Dell EMC deployment products, which we will discuss on the next slide. ______________________________________________________________________________________ Rebate side information: Simple: Streamlines the rebate program and payout percentages Eliminates services targets to simplify the rebate program structure Predictable: Upfront visibility into how much can be earned per deal for better planning Profitable: Improves the base rebate plan to foster financial success Earn rebates starting at $1 with percentage incentives for attached and other eligible services. *Rebate payout percentages may vary in different regions. Please contact your account manager for more information. **Excludes EMC renewals. Please refer to the Dell EMC Partner Program Benefits and Requirements document in your region for additional information. © Copyright 2018 Dell Inc.

Rebate example: other services Rebate payout percentages Consulting Solution Provider 3.5% Deployment of Services Revenue Education Plus many other Services offerings SC Series services rebate opportunities: Sell other eligible Dell EMC Services offerings, including Deployment, Consulting, Residency, Service Cards and more to earn rebates based on total services revenue. Dell EMC tiered partners can earn 3.5% of services revenue. This means you can earn the base rebate percentage for SC Series and then earn an additional 3.5% for adding deployment services and other services offerings. Example only – North American region zone 1. Base Payout amounts differ by region and hardware product type. Total revenue equals product plus services. See regional Benefits and Requirements document for more information. Solution Providers are paid on sell in and sell through with valid service tags. © Copyright 2018 Dell Inc.

Steps to service delivery enablement Services is simplifying the steps to obtain Services Competencies, streamlining the training, and putting in predictable measures to help partners maintain your services delivery credentials. Our goal is to measure and reward partners for the value delivered to customers and help increase partner differentiation in markets served. TRAIN ENABLE MAINTAIN Review SC Series training path on the Services Delivery Enablement Matrix Take training based on service type (deployment or support) Achieve minimum # of certifications* and resources and pass certification exams Monitor certification achievements in Program Tracker Monitor performance via Service Delivery Performance Scorecard Achieve or exceed metric baselines to retain delivery enablement status Follow these steps to earn services competencies and start delivering your own services. Train: Utilize our comprehensive technical training and certification to prepare delivery resources. Enable: Use the Dell EMC partner services scorecard to monitor your company’s certification achievements. Maintain: Achieve or exceed Dell EMC performance metrics by staying current with delivery performance requirements All of these efforts will help you enhance your value to customers by aligning technology strategy to business need and directly managing the end to end solution delivery. You will also be able to differentiate your organization by being authorized by Dell EMC to deliver services associated with our products. Obtaining Services Competencies provide partners the ability to deliver services under their own brand. Services competencies are available for tiered partners (gold and above). Deployment Competencies focus on installation, configuration, and implementing technology. Support Competencies are available to select partners that have help desk and onsite break fix capabilities. The competency matrix outlines the training path required and the number of resources required to maintain a Services Competency. Please note the difference between individual certifications and partner company Service Competencies *A certification is achieved by an individual resource at a partner company by passing prerequisites and a proctored exam. A Services Competency is a credential achieved by a partner company for meeting the Dell EMC competency requirements, including the required number of certified individuals. This number varies slightly by partner tier level and region. © Copyright 2018 Dell Inc.

SC Series Certification learning path Dell EMC SC Series Storage Recommended Training Prerequisite for certification Required certification Services Competency for Deployment SC Series: Planning Training Installation and Configuration Training Associate - Information Storage and Management Specialist - IE, SC Series Exam [DES-1721] Expert, SC Series Exam* [DEE-1721] Storage – SC Series *Associate is a prerequisite for Certified Associate and Specialist is a prerequisite for Certified Specialist. Expert is not a prerequisite to earn a Services Competency Follow the certification learning path to start earning a Storage Services Competency for SC Series. Please visit the Dell EMC Partner Academy, Services Delivery Enablement Matrix or contact the Services Partner Helpdesk for more information.

Winning together with SC Series Increase revenue and value by including these services Minimum Services to attach Recommended Services Key Additional Services Partners without a Services Competency for SC Series (Resell Dell EMC Services) 3-year ProSupport for Enterprise with NBD* ProDeploy for Enterprise 3-year ProSupport Plus for Enterprise with NBD ProDeploy Plus for Enterprise Migration (IDM) Residency Optimize for Storage Partners with a Services Competency for SC Series* (Suggested Dell EMC Services) ProSupport for Enterprise with Next Business Day Basic Deployment Services Competencies are earned at the product level. See the Service Delivery Enablement Matrix for more information.. Partners without a Services Competency for SC Series: Resell the minimum, recommended or key additional Dell EMC Services that can be attached to your SC Series sales to provide your customers with the valuable services they need for a complete and comprehensive midrange storage solution. The more services you attach, the higher the revenue potential. Partners with a Services Competency for SC Series: We’ve provided some Dell EMC Services suggestions if you are choose to resell our services. However, with a Storage Services Competency for SC Series, you can increase your profitability by delivering your own services to your customers or complementing our services with your services. [Define the different minimum, recommended and key additional services (e.g., ProSupport) if not familiar to the partner audience.] *NBD = Next Business Day/Non-CRU (Customer Replaceable Units) only **Partners with a Services Competency for SC Series can choose to resell the suggested Dell EMC Services, provide their own services or complement our services with their services.

Additional Dell EMC Service Offerings Overview Information Intelligent Data Mobility Intelligent Data Mobility (IDM) is a migration service available across all Dell EMC Storage products. It uses a proven methodology utilizing a factory and blueprint approach to move data quickly and securely. IDM is at the heart of how Dell EMC is able to help customers achieve faster time to value, at a lower cost. Residency Services Residency Services provide technology experts to optimize configurations, processes and procedures, and share knowledge with IT staff. Residents help customers transition to new Dell EMC technologies and optimize data center operations. Optimize for Storage Optimize for Storage* provides in-depth analysis and strategic guidance from a designated Enterprise System Analyst (ESA) to keep your customers’ Dell EMC storage systems optimized and configured for year-round peak performance. *Available for Dell EMC Unity and SC Series storage products. Let’s discuss the additional Dell EMC Services in more detail.

Additional Dell EMC Service Offerings Customer and Partner Benefits Intelligent Data Mobility Residency Services Optimize for Storage Customer Benefits Move data with minimal disruption, time and cost Accelerate time to value on newly purchased equipment Leverage the expertise and industry- leading best practices of Dell EMC Customer Benefits Increase staff expertise with knowledge sharing and best practices Accelerate technology adoption and maximize infrastructure capabilities Optimize the operation and management of your data center Customer Benefits Improve ROI and day-to-day operations Ongoing best practice advice, technical guidance and knowledge transfer, plus assistance with critical support issue A comprehensive planning session for the year ahead: addresses goals, strategies and expectations Partner Benefits Faster migrations – more time for additional sales opportunities Certified resources spend less time on each migration Utilize Dell EMC proven methodology, best practices and tools Partner Benefits Additional support services to provide customers with a complete technology solution on their time table Utilize Dell EMC Services resources and expertise while your resources continue to focus on business growth Excellent opportunity to earn additional services rebates Partner Benefits Opportunity to provide customers with a valuable , long-term support service Ongoing and increased account value Improved customer-support-sales relationship services rebates Here are the customer and partner benefits of those additional Dell EMC service offerings. .

Next steps for success Follow these steps to increase customer satisfaction and revenue opportunities 1 2 3 Complete the Services Competency training for SC Series Review the SC Series Services Opportunities Engage with the Dell EMC Services channel sales team* and utilize our extensive sales resources and incentive programs for ultimate success Attach Dell EMC Services Complement your services capabilities with Dell EMC Services or provide your own services Accelerate sales and delivery engagements with our key additional services Let’s review the next steps for success with a complete review of the SC Series services opportunities available to you. To summarize what we covered in this presentation: Why SC Series is a leading midrange storage solution and a great product to include in your portfolio. The many benefits of attaching services to product sales. The process for completing the Services Competency training for SC Series. The specific services to include to increase your revenue potential. The next steps to take to achieve services success with SC Series. A complete list of Dell EMC partner resources are available on the next slide. *Contact your Dell EMC Services sales representative to find out about any incentive programs.

Services sales and marketing resources ProDeploy for Enterprise – Collateral for ProDeploy for Enterprise Residency – Collateral for Residency Services Deployment – Services Delivery Enablement overview information Intelligent Data Mobility - Partner Sales Card Deployment ProSupport for Enterprise – Collateral for ProSupport for Enterprise Optimize for Storage* – Overview Presentation and FAQ Support – Services Delivery Enablement overview information Support Product Services and Helpdesk Information SC Series Information Page and Reference Guide The Services Partner Helpdesk (SPH) assists with all services program inquiries. Open a case via the “Cases” tab from Salesforce.com or via the webform Partner Incentive Information Please be sure to utilize all of the services sales and marketing resources we have available. Rebate overview – Partner-facing rebate sales overview Incentives information – scroll down to the tools and resources section/incentives to MDF and spiffs (i.e., MyRewards) Firefox or Google Chrome are best for viewing the links *Available for the Dell EMC Unity and SC Series products at this time.