EMC Velocity 2 Program Jack Salerno Senior Director

EMC Velocity 2 Program Jack Salerno, Senior Director Channel Marketing September 22, 2008 EMC CONFIDENTIAL—INTERNAL USE ONLY 1

Accelerate Profitability with Velocity 2 The Velocity 2 Partner Program is designed to set expectations and provide partners with a predictable set of rewards Earn progressive rewards for your incremental revenue attainment, investment, and loyalty to EMC Gain access to the broadest portfolio of industry-leading storage hardware, software, and services Increase your market reach and opportunity development with EMC’s market leadership Velocity 2 makes it easy to do business with EMC by providing a robust infrastructure and defined rules of engagement EMC CONFIDENTIAL—INTERNAL USE ONLY 2

EMC Velocity 2 Solution Provider Model Built to provide progressive rewards for a partner’s increased revenue attainment and training investment. Performance Based Rebates = 2% Performance Based Rebates = 1. 5% Performance Based Rebates = 1% Co-op = 1. 5% Co-op = 2% Deal Registration Journey to the Top Rewards Revenue Up to $499, 999 2 each Proven Professional Accredited Sales and System Engineers Revenue of $500, 000 - $4, 999 3 each Proven Professional Accredited Sales and System Engineers Revenue of $5, 000 - $9, 999 4 each Proven Professional Accredited Sales and System Engineers Revenue of $10, 000+ EMC CONFIDENTIAL—INTERNAL USE ONLY 8 each Proven Professional Accredited Sales and System Engineers 3

EMC Channel Evolution 2008 Velocity 2 Solution Provider Program enhancements to enable services and solutions development Solutions Centric Value Services Centric Product Centric • Market centers on products • Partner selling volume oriented • Velocity 2 Partner Program rewards hardware sales through rebates and co-op 2006 EMC CONFIDENTIAL—INTERNAL USE ONLY • Market centers on products and services • Partner selling value oriented • Velocity 2 Partner Program rewards hardware and software sales through rebates and co-op • ASN becomes an area of acceleration 2007 • Market centers on solutions and value add services • Velocity 2 Partner Program rewards hardware and software sales through rebates, co-op and MDF • Velocity 2 Pre-sales Readiness Program introduced with Advanced Accreditations and new EMCTA track • ASN Specialty introduced to further differentiate Velocity 2 ASN partners 2008 2011 4

World-Class Support for Velocity 2 Partners Presales support – EMC Partner Support Center (PSC) § Deal registration, special pricing requests – EMC Technology Solutions Support Office (TSSO) – Channel Xpress – online tools and services Training and development – EMC Proven Professional accreditation and certification – Velocity 2 Partner workshops and web casts – Video-on-demand Velocity 2 ASN support – Partner Implementation Support Team (IST) Information – EMC Velocity 2 Partner Program Kits – Powerlink Partner Portal § Programs, products, services, and training information EMC CONFIDENTIAL—INTERNAL USE ONLY 5 5

World-Class Support for Velocity 2 Partners Finance and incentives – – – Performance-Based Rebates Exclusive “Journey to the Top” rewards Deal Registration Value-Based Pricing Not-for-Resale Software Velocity 2 Finance Marketing and branding – Co-op/MDF for joint EMC/partner marketing – EMC Showcase syndicated web content – EMC Campaign Builder for co-branded demand generation EMC CONFIDENTIAL—INTERNAL USE ONLY 6 6

Velocity 2 Partner Program Summary Focused on developing mutually rewarding partnerships through: – – Opportunity development and incentives Ease of doing business Access to the greatest portfolio Rewarding partner loyalty Evolving to enable partner growth and differentiation – – New Velocity 2 Pre-sales Readiness Program to enable pre-sales New EMC Technology Architect - Commercial New Velocity 2 ASN Specialty designations New Velocity 2 Proven Professional Advanced Accreditations EMC CONFIDENTIAL—INTERNAL USE ONLY 7

Solution Providers 2 H 2008 Reward Opportunities (All stackable) Journey to the Top - Rebates 3 C’s Hardware Rebate 2% (>$210 K Tier 2, >$1, 150 K Tier 1) BURA Software Rebate 5% (> $20 K Tier 2, >$50 K Tier 1) New Account Program 5% Hardware tes 2 X reba g ellin when s VMware d n EMC a 10% Software Journey to the Top SPIFFS Activity FSA, EBA = Sales Rep , Sales Engineer Award $250, $250 Close an eligible deal with a New Name Account AX 4 new account • All other deals ≥ $30 k EMC product revenue = Sales Rep , Sales Engineer $300, $200 $1000, $500 Include any EMC training solution Include a specific Brocade switch Include a specific Cisco switch EMC Presales TA SPIFF (ASN partners only) $100 $50 -$125 $350 -$550 Journey To the Top Eligible Products Hardware: Any CLARii. ON, Centera, Celerra, Disk Library Platform Software: Networker Replication Manager Email. Xtender Disk. Xtender Recover. Point Avamar Replistor Homebase Backup Advisor Alphastor $500 Base Velocity Program Benefits Deal Registration 5% discount for incremental opportunities Base Performance Rebates Associate (0%) Advantage (1%), Premier (1. 5%), Signature (2%) for goal achievement Accelerator Over 130% achievement, Associate (0%) Advantage (+1%), Premier (+1. 25%), Signature (+1. 5%) Presales TA bonus +1% rebate, +1% co-op EMC CONFIDENTIAL—INTERNAL USE ONLY 8

Potential Profit Example: Stack New Name Account Rebate Assumptions "New Name" is defined as a new account to EMC that is not currently in EMC's customer master file. Example A: Velocity 2 Premier Partner – This does not include a new address for an existing account name. Hardware Breakdown – – – $140, 000 List (70% of $200 k) $ 7, 000 HW Deal Registration Discount $ 84, 000 Hardware Cost (40% off $140 k) $ 77, 000 Net Cost of Hardware $ 3, 850 New Name HW rebate (5% of Net) Software Breakdown – – – $60, 000 List (30% of $200 k) $ 3, 000 SW Deal Registration Discount $36, 000 Software Cost (40$ off $60 k) $33, 000 Net Cost of Software $ 3, 300 New Name SW rebate (10% of Net) Total New Name Rebate – $3, 850 + $3, 300 = $7, 150 Total Gross Profit = Sell – Net Cost +Total Rebates EMC CONFIDENTIAL—INTERNAL USE ONLY $200 k List Price Deal – $200, 000 List Price – $134, 200 Sell Price – ($120, 000) Cost – $14, 200 Gross Profit = 10. 28% – Front End Margin Enhancements – $10, 000 Deal Registration – ($110, 000) Net Cost – – – – Back End Margin Enhancements $1, 650 Velocity Rebate $1, 100 Pre-sales Rebate $3, 190 JTTT Rebates $3, 190 Add VMware $7, 150 New Account Rebate $16, 280 Total Rebates – $40, 480 Total Gross Profit = 30. 16% 9

Summary Maximize your profit potential by taking advantage of all the incentives offered by EMC Velocity 2 Register your Deals – every incremental deal should be registered or you will leave money on the table! Register for Journey to the Top – rebates cannot be awarded unless you are registered! Stack as many incentives and rebates as possible! Become an ASN partner and sell your own services! EMC CONFIDENTIAL—INTERNAL USE ONLY 10

For more information on the EMC Velocity 2 Partner Program, go to www. EMC. com/Velocity Thank You EMC CONFIDENTIAL—INTERNAL USE ONLY 11