Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business V2 Grow Your Information Management and Storage Business with EMC Insignia Partner with EMC

2 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Agenda  SMB Market Opportunity  EMC: Positioned for Success  Introducing EMC Insignia  EMC Velocity 2 SMB Partner Program  Building Excellence Together

3 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business  65 million businesses worldwide 1–999 employees  Market is historically underserved by product and service providers  SMBs look for brands with name recognition and quality reputation - even over price  SMB market characteristics  Loyal -- both to the EMC brand and the reseller  >7 year working relationship with their reseller  Buy from who they know and trust -- it’s a relationship sale Capturing a Growing Market Opportunity

4 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Capturing a Growing Market Opportunity  IDC: “Storage opportunity within SMB of particular interest”  Fast growing market -- <$15K price point fastest growing  WW storage opportunity for 2008 estimated at $25.6B  $4B in < $50K price point  WW storage software market - $13.6 by $700M in SMB  SMBs spend more on IT than enterprise businesses!  Customers trust the EMC 2 brand *All market data source: IDC

5 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business “Larger companies’ solutions are of increasing interest to SMBs, with market share increasing in next 12 months.” IDC, 2006

6 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business EMC: Positioned for Success in SMB  Leadership and experience in SMB  EMC’s information management and storage expertise  Resources and momentum  Executive commitment and support  With revenues of $9.66B in 2005, EMC is the 7 th largest software company in the world. RankCompany Market Cap ($B) 2005 Revenues Est Rev Growth Est EPS Growth 9EMC 2 34$9.66B17%47% EMC is Valued Among the World’s Top IT Companies Ranked by Market Cap (as of close of market March 01, 2006)

7 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Introducing…EMC Insignia  Built upon EMC’s leadership and expertise, EMC Insignia is a line of hardware and software products that enable SMBs to store manage, protect and share vital business information.  EMC Insignia products can be used individually, together as a turnkey solution, and with third-party software and hardware.  EMC Insignia products & solutions are available only through EMC Velocity 2 SMB Channel Partners at competitive discounts – our partners do not compete with a direct team.*  EMC Insignia award-winning products & solutions were designed specifically for the SMB market and offer you a shorter sales cycle by meeting key SMB market drivers:  Consolidating storage used by multiple servers/apps  Increasing data availability and reducing downtime  Enhancing backup operations and data protection capabilities * EMC Insignia products are available online, but are sold at MSRP

8 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business “For smaller firms, comprehensive but flexible technology approaches, like those offered by EMC through its recently announced Insignia line, will be effective.” SMB Storage IDC

9 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Store Manage Protect Share EMC VisualSRM ™ SMB Edition Automate storage management and reclaim wasted space EMC CLARiiON® AX Series Disk Array Centralize and allocate RAID storage for servers EMC RepliStor ® SMB Edition Replicate data between local or remote servers EMC Retrospect ® Back up and recover your servers, desktops, and notebooks EMC eRoom ™ SMB Edition Collaborate in secure Web-based workspaces

10 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business EMC Insignia enables SMB customers and their VARs to confidently and profitably shift their storage investment to a market leader they can trust.

11 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business

12 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business The EMC Velocity 2 SMB Partner Program is designed to set expectations and provide you with a predictable set of rewards Guiding principles of the EMC Velocity 2 SMB Partner Program:  Flexible framework that can align EMC Insignia with partner strategies and investments  World-class level of “ease of doing business”  Aggressive return on investment  Greater rewards for increased partner investment and competence  Create market opportunities Purpose and Guiding Principles 12

13 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Empower Support Reward Equip partners for success Sales and technical training, sales tools, NFR software Ongoing partnership Marketing activities, sales and technical support, leads, and collaborative programs -- no channel conflict with direct sales Generous benefits for partners Solution incentives, MDF funds, service revenues

14 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business SupportReward Equip for success Empower Ongoing partnership Generous benefits  Appropriate products and prices for SMBs  EMC Insignia sales and technical training  EMC Velocity 2 SMB Logo  Sales tools  NFR software for internal use  Complements larger EMC Velocity 2 program  Requirements designed for SMB Solution Providers and DMRs  Streamlined business processes  Partner owns the customer  Dedicated sales support  Priority technical support  Marketing activities  High quality leads  Performance-based rebates  Co-op funds  Technical support incidents  EMC conference discounts  Software for personal use  Build service revenues  Grow SMB business  No channel conflict--products sell through partners only EMC Velocity 2 SMB is a worldwide channel program that empowers, supports, and rewards partners selling EMC Insignia products and solutions.

15 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business  Benefits equip and empower partners for mutual success  Programs built to accelerate momentum in creating demand generation  Sales and marketing tools to build sales pipeline in the growing SMB market  Joint go-to-market business planning supporting partner sales efforts  No channel conflict – not sold through EMC’s direct sales force EMC Velocity 2 SMB Partner Program SupportRewardEmpower

16 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Partner Benefits Relationship Marketing Business Development Support Account management Authorized to resell EMC Insignia products & solutions Channel commitment - Attractive margins Marketing funds Increase company visibility EMC Insignia Web site Sales and marketing tools - Access into Partner Center (secure portal) - EMC Velocity 2 SMB Partner logo usage Demand generation tools Access to promotional offerings Demo program Not-for-Resale (NFR) software Pre-sales assistance Priority technical support Online partner training Free!

17 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Partnership Marketing Business Development Signed Authorized Partner Agreement Minimum 25% of partner business from SMB market Account review Revenue requirement Marketing program with focus on EMC Insignia - Minimum of 2 programs per year with distributor EMC Insignia partnership displayed on partner website Joint business planning Training requirements - Sales and technical - Solution training Partner Requirements

18 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Building Excellence Together Next Steps Go to to begin an easy three-step sign-up process: 1.Set `up a purchasing relationship with an EMC Velocity 2 SMB Distributor 2.Complete EMC partner profile form 3.Complete EMC Insignia Reseller Agreement and fax back to EMC

19 Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business Realizing the Opportunity

Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business V2 Thank you! Gaining velocity through partnering with EMC!