© Copyright Dynix Technologies Confidential & Proprietary Additional Revenue Programs from Sun  Target Account Rebate Program (TARP)  Vertical Solutions Rebate Program (VSRP)  Knock Out (CXO)  Influence Commitment Agreement (ICA) –Influence base –Resell

© Copyright Dynix Technologies Confidential & Proprietary Target Account Rebate Program (TARP)  10% rebate on list price  200 accounts listed on the program –Major companies that Sun rewards partners that penetrate these accounts  Register up to 5 opportunities at one time –60 days period to close, drop or re-register –File claim when deal is closed –Paid upon PSR reported

© Copyright Dynix Technologies Confidential & Proprietary Vertical Solutions Rebate Program  10% rebate on list price  Vertical markets Life sciencesHealthcare BankingRetail Banking EnergyManufacturing  Qualifications –Account has done less that $100K avg business with Sun in last 3 years –Deal is registered on the Putting Partner First program VSRP registration website –Account fall within the six vertical markets  Register up to 10 deals –Submit claim when deal is closed –Paid upon PSR reported

© Copyright Dynix Technologies Confidential & Proprietary Competitive Knock-out Program (CXO)  10% net of discounts and allowances  Deal replacing any competitor's equipment  Register up to 20 deals –Submit claim after deal is closed –Paid upon PSR reported

© Copyright Dynix Technologies Confidential & Proprietary Program Architecture Scenario 1 End Customer Dynix iForce Application Provider Local Sun Team Sun Microsystems Sun Product delivery Dynix Product delivery 2% to 5% $ Influence fee ICA (Teaming Agreement) Up to 9% $ Influence resell fees & rebates

© Copyright Dynix Technologies Confidential & Proprietary Program Architecture Scenario 2 End Customer Dynix iForce Application Provider Master CDP (MOCA) Sun Microsystems Sun Product delivery Dynix Product Delivery 3% Strategic Investment Fund Rebate* $ Margins from CDP *must sell the hardware; take the order from the end user, 3% Strategic Investment Fund Rebate* 1% accrued SunFunds

© Copyright Dynix Technologies Confidential & Proprietary Influence Commitment Agreements (ICA)  Two types of ICA's –Influence fee –Resell  Influence –5% fee paid on influence –2% if customer has a VAR relationship –Partner does not receive SunFunds (1%) and strategic rebate (3%) –Paid upon filing claim after deal is closed.  Resell –Usually used in large account where the customer has VEU contract with Sun but doesn't care who provides hardware as long as they get their discount rate. –Partner is approved to receive customer's discount level plus 5% for profit; SunFunds (1%) and srategic level rebate (3%).

© Copyright Dynix Technologies Confidential & Proprietary Influence Commitment Agreement (cont'd.) ICA Process  Start early, ICA's are not approved after the deal is closed  Contact Sun account team and let them know about the opportunity  Initiate an ICA and forward electronic copy to Sun account team once approved an approval # is issued. –Resell ICA's need to be approved by Sun sales area management, their area finance manager and Sun legal. –Influence ICA's need to be approved by the Sun sales area management and their area finance manager.  How to get paid –Influence ICA's are paid when a sale is completed and a claim is filed. –Resell ICA's are paid as any direct sale the ICA approval number must be on the PO to CDP and is paid upon PSR reported.

© Copyright Dynix Technologies Confidential & Proprietary FAQs  How do I engage with the Sun account team? –Area iForce sales teams can help you connect to the Sun account teams. –Your Partner Development Rep (PDR), can also help you connect with local sales teams.  What are the keys to successfully involve the Sun sales team to approve ICAs? –Connect with the Sun sales team as early as possible. –Get the ICAs approved before the deal is completed.  Can we do an ICA after the deal is completed? –Sun area esales controllers are reluctant to approve after-the- fact deals, team with the Sun account team early. So, the answer is “maybe” but involves some work with no guarantee of approval.

© Copyright Dynix Technologies Confidential & Proprietary FAQs  Where can I find more information; registration sites; and claim forms? –Go to website: policies/partnerfirst/programdetails.html

© Copyright Dynix Technologies Confidential & Proprietary Sun Contact For questions and assistance contact your Sun National Partner Development Representative: Evelyn Roberts Phone: (650) Mobile: (408)