Build Customer Loyalty & Incremental Revenue Title Month Year Build Customer Loyalty & Incremental Revenue EMC Customer Education Sales Training #1 IT company

Agenda Value of EMC Education – Partner and Customer Benefits Title Month Year Agenda Value of EMC Education – Partner and Customer Benefits Customer Purchasing Options Qualifying the Opportunity Positioning the Offering Customer Objections Resources Frequently Asked Questions

Value of EMC Customer Education Title Month Year Value of EMC Customer Education Key Partner Benefits Increase incremental revenue, improve gross margin Faster Implementations resulting in accelerated future sales cycles Reduce post sales customer issues, mitigate competitive threats Develop champions, strengthen your trusted advisor status Average Impact % respondents agreeing to the impact Source: 60/120 day post-class EMC Student Surveys as of March 2008 36% 38% 33% 31% 63% 74% 80% 84% 94% Faster implementation Improved problem resolution Improved storage operations More in-depth conversations Increased productivity Top 5 Customer reported impacts

Customer Purchasing Options ValuePaks Bundles of multiple eLearning titles and one to three ILTs Video ValuePaks Bundles of multiple eLearning titles and one to three Video-ILTs Individual Subscriptions Access to any scheduled or self paced courses Training Units Currency shared by multiple students within a company site Custom Onsite Courses Instructor-led training delivered to eight or more students onsite or at the closest EMC facility Available in Channel Xpress ILT Video ILT eLearning Online ILT

Qualifying the Sales Opportunities Title Month Year Qualifying the Sales Opportunities Simple Qualifying Questions 1. Who will be implementing and managing the EMC solution? Mike, John or… 2. Have they been trained on the EMC solution? Yes | Maybe | No 3. I’ll add training to your configuration and send you a copy of the datasheet. It will ensure you get the most out of your investment.

Positioning Recommended ValuePaks Title Month Year Positioning Recommended ValuePaks Optimum packages are already selected in the configurator for you. (a.k.a. defaults) CE-VALPAKCBC CLARiiON Business Continuity ValuePak CE-VIDVPKCBC CLARiiON Business Continuity Video ValuePak You can choose a ValuePak, Video ValuePak or both. The ValuePak has Instructor Led courses and e-Learning Courses while the Video ValuePak has Video Instructor Led courses and e-Learning courses You I prefer classroom training and would like the Video for my reference library so I’ll take both. I can travel and prefer classroom training. I choose ValuePak Customers I can not travel but I prefer near-classroom experience. I choose Video ValuePak

Customer Objections “I don’t have budget” “Training is too expensive” Title Month Year Customer Objections “I don’t have budget” Training is typically less than 5% of the total solution cost and is integral in performance and productivity. Does HR have budget? “Training is too expensive” Training is a relatively small investment to insure optimal performance decreased downtime and man hours spent on placing support calls “I’ll consider it later” Most problems occur within the first 60-90 days after product implementation. Training significantly reduces this exposure and builds best practices. “I can’t take time out of the office” That’s no problem. We have a variety of Video and Web based offerings that will suit your requirement “I already understand the product” Have you considered taking the advanced courses? Do you have contingency resource plan? Should other people in your organization have similar knowledge and skills?

Datasheets, Course Schedule and Sales Tools Title Month Year Datasheets, Course Schedule and Sales Tools  Access http://education.EMC.com/CustEd Download Datasheets (PDF) and send with Quote Check course schedule Find additional sales tools and resources Datasheet Or call 1-888-EMC-TRNG (362-8764)

Frequently Asked Questions Title Month Year Frequently Asked Questions When is the best time to purchase training? Though training can be purchased separately, the best time to buy training is at the time of the EMC technology purchase. That’s why I’m including training on the quote. Now that I placed the order, where do I go to access my e-Learning? Check out the tutorial PDF and the Demo video I just sent you over the e-mail. can also visit http://education.EMC.com/ for further assistances. Does the purchased training package prepare me for certification? Upper right hand portion of the datasheet shows you the certification alignment Visit http://education.EMC.com/certification and you’ll find more details. Who’s going to explain the next steps to my customers? Send these resources to your customers You

End-to-End Sales Cycle Title Month Year End-to-End Sales Cycle 2. Quote and Propose 1. Qualify & Position Early in Sales Cycle Have you been trained on EMC Solutions? Let me quote EMC Customer Education and provide datasheets! No, we are not trained on EMC solutions. I need to maximize return on my EMC investments… Partner Account Manager (you) CLARiiON ValuePak or VideoValuePak? Your Customer 3. Ask for the Business – Close the Deal! 4. Build CHAMPIONS in your accounts!  http://education.EMC.com/ I used the tutorials and now I have immediate access to my training! Also, I’m looking into certification! Thanks for your help! I can’t travel so I will order CLARiiON Business Continuity Video ValuePak. Thanks for the datasheet! 1 2 *EMC list prices are shown