Dell Financial Services DFS Payment Solutions for Flexible

Dell Financial Services DFS Payment Solutions for Flexible Consumption Dell Financial Services

Agenda • What is flexible consumption (FCM) • DFS Payment Solutions for FCM ecosystem • Growth Solutions • Variable Usage • Software financing solutions * Terms subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS. Dell Financial Services

Flexible Consumption (FCM)Portfolio Transform How Your Customers Pay • Consumption-based financial solutions are specifically engineered to more closely align technology expenses with actual usage. • Customers simply pay for what they need, when they need it—with little to no obligation. Enable Customers to Adapt to Change Their Way • Flexible consumption models offer greater predictability as their organization undergoes transformation. • Dell EMC and DFS offer a broad range of financial solutions to address their specific requirements as needs evolve. Provision and Pay Your Customers Can Adopt a Better Solution Today Ready Adapt to Capacity Change • Solutions for flexible consumption help reduce the financial risk associated with new technology adoption. • Flexible Leasing Deploying a better long-term business solution today can reduce potential costs in the future. Dell Financial Services

DFS Payment Solutions for Flexible Consumption Portfolio Growth Solutions Variable Usage Software Solutions Flexible Leasing Pay as you Grow Flex On Demand Cloud Flex for HCI Software installment payments Provision and Pay Ready Capacity Dell Financial Services Transformational License Agreements (TLAs)

Open Scale Payment Solutions from Dell Financial Services - Ecosystem Consumption Influencers Capex or Opex | Product or Service | Committed Payment or Measured Usage | On Premise or Off Premise Workload Characteristics Predictable / Forecastable Capacity Commitment – No $ charge per unit consumed Capacity Commitment – Yes $ charge per unit consumed Committed Payment Stream FMV LEASE FINANCE LEASE Volatile / Burst PAY AS YOU GROW PROVISION AND PAY Metered Usage Payment READY CAPACITY Off Premise FLEX ON DEMAND CLOUD FLEX Dell Financial Services On Premise

DFS Payment Solutions for Flexible Consumption Portfolio Growth Solutions Flexible Leasing Pay as you Grow Provision and Pay Ready Capacity Dell Financial Services LEASING & FINANCING Acquire the technology now and pay for it over time, either returning or owning the equipment at the end of the term.

Flexible Leasing Rotation Ownership Fair Market Value Lease facilitates regular technology refresh Finance Lease (or $1 out) allows customers to make payments over time for ownership **Payment solutions provided and serviced by Dell Financial Services L. L. C. or its affiliate or designee (“DFS”) to qualified customers. Offers may not be available or may vary in certain countries. Where available, offers may be changed without notice and are subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS, and may be subject to minimum transaction size. Offers not available for personal, family or household use. Dell EMC and the Dell EMC logo are trademarks of Dell Inc. Restrictions and additional requirements may apply to transactions with governmental or public entities. FINANCE LEASE: At the end of the initial Finance Lease term, lessee may 1) purchase the equipment for $1 or 2) return the equipment to DFS. FAIR MARKET VALUE (“FMV”) LEASE: At the end of the initial FMV Lease term, lessee may 1) purchase the equipment for then FMV, 2) renew the lease or 3) return the equipment to DFS. Dell Financial Services

Flexible Leasing - VDI Complete Build or Buy a Highly Customizable VDI Complete Solution Dell Financial Services

DFS Payment Solutions for Flexible Consumption Portfolio Growth Solutions Flexible Leasing Pay as you Grow Provision and Pay Ready Capacity Dell Financial Services PAY AS YOU GROW Acquire all assets up front with payments that scale to match forecasted business growth.

Acquire the entire solution with Pay As You Grow $$ $ 20% business increase Lowest payments in year one Dell Financial Services 50% business increase Payments increase per defined schedule 100% business increase Payments match your growth

Pay As You Grow Example: Adding 50 new 14 G servers Equipment is delivered up front, allowing your customer to deploy it as needed. Payments increase based on a defined schedule, regardless of utilization. Dell Financial Services

DFS Payment Solutions for Flexible Consumption Portfolio Growth Solutions Flexible Leasing Pay as you Grow Provision and Pay Ready Capacity Dell Financial Services PROVISION AND PAY Acquire technology over time with recurring plan, deploy, pay cycles.

Grow technology over time with Provision and Pay Plan Deploy Pay $ DFS works with your customer to forecast equipment needs. They order based on those projections. Dell Financial Services Equipment is delivered. Your customer can install and deploy work-loads as needed. Billing for the equipment begins after deployment. The process can be adjusted to fit their schedule, whether monthly or quarterly.

Provision and Pay Example: Adding 5 new 14 G servers per quarter for three quarters Dell Financial Services

DFS Payment Solutions for Flexible Consumption Portfolio Growth Solutions Flexible Leasing Pay as you Grow Provision and Pay Ready Capacity Dell Financial Services READY CAPACITY Acquire base and buffer capacity now while deferring buffer capacity payments until it is activated or nine months have elapsed.

Increase storage on demand with Ready Capacity 10 – 12 months 0 – 3 months 6 – 9 months Baseline and buffer capacity is delivered on day one. As usage increases, buffer capacity is activated. Once buffer usage is maximized, additional capacity is added. Payments begin for baseline capacity. Payments include both baseline and buffer capacity. Payments now include baseline, buffer and incremental buffer capacity. Dell Financial Services

Ready Capacity Example: Matching payments to storage utilization Initial need: 1300 TB Payments • Months 0 – 3: Baseline capacity only • Months 6 – 9: Baseline and buffer capacity, 100 TB at a time Incremental need: 200 TB Payments • Months 10 – 18: Baseline, buffer and incremental buffer capacity Dell Financial Services

DFS Payment Solutions for Flexible Consumption Portfolio Variable Usage Flex On Demand Cloud Flex for HCI Dell Financial Services FLEX ON DEMAND Acquire base and buffer capacity now. Make a set minimum payment for base capacity, and pay for buffer as you use it.

Pay based on usage with Flex On Demand How it works for the customer • • • Dell Financial Services Available on all Dell EMC core storage products Customer establishes projected baseline capacity and the buffer needed to cover peak use Payments include fixed cost of committed capacity plus the variable cost of buffer capacity If usage drops, they no longer have to pay for that buffer amount If usage consistently consumes the majority of buffer capacity, the customer can receive additional buffer capacity

Flex on Demand How it works for the partner Dell Financial Services • Receive 100% tier credit • Paid an upfront % of as sold margin based on table • Earn 125% margin when the customer reaches 90% usage • Receive LOB incumbency

DFS Payment Solutions for Flexible Consumption Portfolio Variable Usage Flex On Demand Cloud Flex for HCI Dell Financial Services CLOUD FLEX Evaluate the feasibility of an on-premises hybrid cloud or hyper-converged product.

Cloud Flex for Hyper-converged (HCI) Deploy Evaluate $0 Pay nothing upfront on the hyper-converged product. Dell Financial Services Scale $$$ $ Return product at any time after the first 12 months, with no termination fee. Monthly rates drop up to 30% each year. Currently available on Vx. Rail

Cloud Flex for HCI- Declining Cost Structure How it works for the customer Example: $250 k solution deal • $0 product cash upfront Customer Payments ~$8 k • • Can return at any time, with no termination fee after the first 12 months Monthly rates drop up to 30% each year ~$6 k Uncommitted ~$5 k Monthly payment Cumulative payment ~$3 k Y 1 Y 2 Y 3 Y 4 Y 5 $100 k $165 k $225 k $260 k $300 k PO issuance will only include the $100 K Yr 1 commitment Dell Financial Services Committed

Cloud Flex for HCI How it works for the partner • Receive margin annuity with 50% paid upfront • 100% tier credit • Ability to earn up to 125% of original margin • Receive LOB incumbency (2 H) Dell Financial Services At 18 months, paid 20% of margin Paid 50% of margin at time of installation Monthly payment Y 1 Uncommitted At 24 months, paid 15% of margin Y 2 Committed Y 3 At 36 months, paid 15% of margin Y 4 At 48 months, paid 25% of margin, for total earnings of 125% original agreed margin Y 5

DFS Payment Solutions for Flexible Consumption Portfolio Software Solutions Software installment payments Transformational License Agreements (TLAs) Dell Financial Services SOFTWARE INSTALLMENT PAYMENTS Acquire the software needed today and plan for the future by taking advantage of multi-year maintenance discounts and meeting budgetary needs with installment payments.

Software Installment Payments In addition to financing hardware, services and peripherals, DFS can also fund 100% software transactions, including service and maintenance fees. This is done through Purchase Plan Agreements, which are designed to meet budgetary needs. DFS offers flexible solutions to accommodate software acquisition, including deferred annual payments. Lock in Costs Preserve Cash Take advantage of publishers’ pre-paid, multi-year maintenance discounts and get the budgeting certainty your customer needs Unlock the power of IT while retaining cash for investing in the business Dell Financial Services Beat Budget Constraints Drive value in the organization by aligning multi-year license and maintenance costs to available budgets Accelerate ROI Reduce complexity and risk while phasing project payments to match benefits Increase Efficiency Effectively scale the organization with flexible upgrades

DFS Payment Solutions for Flexible Consumption Portfolio Software Solutions Software installment payments Transformational License Agreements (TLAs) Dell Financial Services TRANSFORMATIONAL LICENSE AGREEMENT (TLA) Enable your IT transformation through a single, simple software agreement for license and maintenance that provides maximum flexibility for future IT needs.

Transformational License Agreement (TLA) A Transformational License Agreement (TLA) is a highly customized software contract that offers unprecedented flexibility in the way software titles are consumed and maintained, especially as requirements change over time. Agility • Unlocks software-tied-tohardware • Maximizes value & agility with license substitution and TCredits • Agreements can be site-specific or global in nature Dell Financial Services Simplification Value • Single software contract • Economies of scale and scope • Consolidation of license and maintenance billing • Opex/Capex savings • Ease of SW deployment & control • Predictable TCO & price protection

Transformational License Agreement (TLA)How. WORKS it Works HOW THE TLA Establish a pool of license entitlements with single maintenance bill: Ability to bring in and retain current install base Purchase licenses to refresh or transform environment Software Software Software Software Software Add. Substitution new software Deploy SW as needed Pool shrinks as SW is deployed NEW software can be added with no additional fee Titles in the pool can be swapped on $ for $ basis as needed

Learn More Flexible Consumption https: //www. emc. com/en/us/flexibleconsumption/index. htm DFS http: //www. dell. com/learn/us/en/04/by-service-type-financing-leasing DFS on the Partner Portal https: //partner. dell. com/en-us/partner/auth/purchasing-and-businessmanagement/dell-finance-options. htm * Terms subject to product availability, credit approval, execution of documentation provided by and acceptable to DFS. Dell Financial Services