1. DELL Software Group makes the difference Sarah Trunk Regional Director DACH, DELL SonicWALL Confidential 1

2. DELL SonicWALL – stärker als je zuvor Confidential 2

3. Software Solutions Group DELL SonicWALL – stärker als je zuvor Etablierte Verkaufskanäle bleiben bestehen Die gleichen Ansprechpartner stehen zur Verfügung Das Team wurde ausgebaut Wir sind Channel ausgerichtet Engineering Team von DELL SonicWALL wurde erweitert Technischer Support von DELL SonicWALL bleibt bestehen

4. Software Solutions Group DELL SonicWALL – stärker als je zuvor Bekannte Portale und Benefits bleiben erhalten –MySonicWALL Account –NFR Integration in die DELL Portale –Partnerprogramm –Deal Registration Opportunity und Lead Entwicklung wird gepusht Security Opportunities innerhalb DELL owned by DELL SonicWALL Team

5. DSG – The Power to do more Confidential 5

6. 6 Software Confidential Security and risk of the surveyed companies experienced some type of significant security incident within the past year that resulted in financial and/or reputational impact 79% of businesses said their organizations will use cloud tools moderately to extensively in the next 3 years. 85% Cloud Mobility Mobility source shifts from 62%/38% corporate/personal owned to 37% corporate owned and 63% personal owned 5X Big Data By 2020 volume of data stored will reach 35 Zettabytes 35

7. 7 Software Mega trends bring huge potential and risk Big data Mobility Cloud Security and risk mitigation

8. 8 Software Dell Software solutions capabilities Data center & cloud management Endpoint management Performance management Virtualization & cloud mgmt Windows server mgmt Application enablement/delivery Desktop virtualization Mobile device mgmt Mobile security Information management Application & data integration Big data analytics Business intelligence/analytics Database management Mobile workforce management Email security Endpoint security Identity & access management Network security SecurityData protection Application protection Disaster recovery Enterprise backup/recovery Virtual protection

9. DELL Partner Direct Confidential 9

10. 10 Software Enhanced PartnerDirect Program Objective: –Provide a single partner program offering choice, flexibility and simplicity, speeding Partner time-to- profitability by enabling the sale of end to end and point solutions through one simple program. Software Integration Program Goals: –Provide Partners an unmatched experience with multiple paths and profit opportunities for both hardware and software Partners –Launch four software-oriented Competencies : –Security –Identity & access management; network security; endpoint security; email security –Systems Management –Client management; performance monitoring; Windows Server management; virtualization and cloud –Data Protection (New) –Enterprise backup/recovery; virtual protection; application protection; disaster recovery –Information Management (New) –Database management; business intelligence/analytics; applications & data integration; big data analytics –Introduce a strategic program for Service Provider Partners suited for their unique business model Confidential 10

11. 11 Software PartnerDirect program structure: Now including software Confidential 11 Registered Partner Advanced CompetencyMultiple Competencies Depth of Technical Skills Breadth of Competencies (HW/SW, multi-HW or multi-SW) Premier Partner Advanced Competency or 2+ Competencies, Elective Solution Courses + Premier Revenue Target + **Required Headcount Service Provider Program Preferred Partner 1+ Competency, Preferred Revenue Target + **Required Headcount ServerSecurity Desktop Virtualization Solutions Systems Management NetworkingStorage Cloud Services & Solutions Data Protection Information Management **2 Sales & 2 Technical Headcount per Competency at Preferred and 4 & 4 at Premier

12. 12 Software Preferred & Premier requirements snapshot Preferred: –Must meet requirements of one or more Competency –Generate a minimum of $50k annually with products in that Competency Premier: –Required to achieve two or more software Competencies –Generate a minimum of $50k software revenue for at least two Software Competencies held and a total of $250k annual revenue in the products covered under any PartnerDirect Competency –Software revenue will also be counted towards the $1M Premier Partner revenue requirement for Partners holding a mix of Hardware and Software Competencies or Hardware only Competencies –Rebates are earned according to achievement of assigned revenue targets within specific Competencies Confidential 12

13. 13 Software DELL Partner Direct – Deal Reg Portal Jeder grössere Deal (ab $ 10000, Listpreis) muss über das DELL Deal Reg Portal registriert werden – gilt für Neugeschäft Für Renewals von Enterprise Produkte (E-Class, Aventail SRA etc.) bitte dem Distiributor melden. Alle Partnerstufen können Deals registrieren.

14. 14 SonicWALL Confidential Open discussion