EMC CONFIDENTIAL—INTERNAL USE ONLY1 BACKUP RECOVERY SYSTEMS DIVISION: SALES & TECHNICAL ENABLEMENT WORKSHOP Richard Bowen Sr System Engineering Manager, UKI Welcome

EMC CONFIDENTIAL—INTERNAL USE ONLY2 Today  Today is about Enabling our Partners to sell like EMC BRS Sales Reps  Today is about sharing EMC Pre Sales Best Practice and Experiences  Today is about networking and building closer links with EMC BRS Sales and Pre Sales  Today is about New Ideas and Feedback

EMC CONFIDENTIAL—INTERNAL USE ONLY3 Poised for another blockbuster year Backup Recovery Systems Leadership Leading in combined software and storage Leading in the fastest growing segments Leading in solutions for key use cases Leading in product innovation Leading in people and services

EMC CONFIDENTIAL—INTERNAL USE ONLY4 EMEA BRS Channel Revenue Notes: Product Only;

EMC CONFIDENTIAL—INTERNAL USE ONLY5 Software and Storage Working Together Source: IDC, Worldwide Purpose-Built Backup Appliance 2012–2016 Forecast and 2011 Vendor Shares, Doc #234489, Apr 2012, IDC, Worldwide Storage Software Qview, March 2012 $ Millions

EMC CONFIDENTIAL—INTERNAL USE ONLY6 The fastest growing market segment in backup EMC Is The Market Leader in PBBA Source: IDC, % 9.2% 8.9% 4.5% 3.7% 7X MARKETSHARE COMPETITOR OF THE NEAREST

EMC CONFIDENTIAL—INTERNAL USE ONLY7 Taking Share Through Key Use Cases

EMC CONFIDENTIAL—INTERNAL USE ONLY8 Agenda 2013 Partner Kick Off - EMC Backup and Archive Solutions AllStartEndSubjectSpeaker 9:3010:00Arrivals & Coffee 10:0010:10Introduction & WelcomeRichard Bowen 10:1011:00Keynote Address: Industry Analyst Simon Robinson, Research Vice President, Storage and Information Management, the 451 Group 11:0011:30EMC Backup, Recovery and Archive Vision and StrategyMark Galpin 11:3012:00Overview of iomart's Cloud Offering Based on AvamarBill Strain, CTO iomart 12:0013:00Lunch Pre-Sales13:0013:30Overview of EMC's Backup and Archive Use CasesRichard Bowen 13:3014:15Use Case Deep Dive: DatabaseSteve Busby 14:1514:30Break 14:1515:00Use Case Deep Dive: VirtualisationAlliston Hyde 15:1516:00Use Case Deep Dive: ArchiveKhalid Shauq 16:0016:15Break 16:1516:45Overview of EMC Assessment ToolsChris Strong 16:4517:15Introduction to MozyKris Meulemans Sales13:0013:30Overview of EMC's Backup and Archive Use CasesVitor Baptista 13:3014:00Why Purpose-Built Backup Appliances?Mark Galpin 14:0014:30Use Case Deep Dive: DatabaseVitor Baptista 14:3014:45Break 14:4515:30Use Case Deep Dive: VirtualisationVitor Baptista 15:3016:00Use Case Deep Dive: ArchiveTim Howard 16:0016:15Break 16:1516:45Presenting the EMC Backup and Recovery WhiteboardVitor Baptista 16:4517:15Introduction to MozyDaragh Donohoe All17:1517:30Summary & Call to ActionRichard Bowen 17:3019:00Drinks Reception and Canapés

EMC CONFIDENTIAL—INTERNAL USE ONLY9 BACKUP RECOVERY SYSTEMS DIVISION: SALES & TECHNICAL ENABLEMENT WORKSHOP Richard Bowen Sr System Engineering Manager, UKI Thank You

EMC CONFIDENTIAL—INTERNAL USE ONLY10 Call to Action Sales Utilise the Use Cases in the field with your customers Target > 3 new / existing accounts to identify pursue new opportunity Engage your EMC PDM’s and BRS Reps for support Technical – Systems Engineering Utilise the Use Cases in the field with your customers Run the BRS Assessments to gain a competitive advantage and customer knowledge Become EMC PROVEN – Associate, Specialist, Expert