HYPERCONVERGED INFRASTRUCTURE HCI CUSTOMER DEMAND CUSTOMER PULL CUSTOMER

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HYPER-CONVERGED INFRASTRUCTURE (HCI) CUSTOMER DEMAND, CUSTOMER PULL, CUSTOMER INTEREST! Worldwide Hyperconverged Systems Revenue %

HYPER-CONVERGED INFRASTRUCTURE (HCI) CUSTOMER DEMAND, CUSTOMER PULL, CUSTOMER INTEREST! Worldwide Hyperconverged Systems Revenue % 60 GR CA “By 2017 one-third of organizations will deploy Virtual SAN for at least 30% of their total storage capacity. . . ” $3. 9 B $3. 2 B $2. 4 B “ 94% of enterprise respondents are interested, planning or already implementing hyperconvergence in their data centers. . . ” $1. 6 B $. 8 B 2015 2016 2017 2018 2019 Source: IDC Hyperconverged Systems 2015 -2019 Forecast © Copyright 2016 EMC Corporation. All rights reserved. 2

WHY ARE CUSTOMERS INTERESTED IN HCI? DIFFERENT CUSTOMER – DIFFERENT DRIVERS ENTERPRISE MIDMARKET •

WHY ARE CUSTOMERS INTERESTED IN HCI? DIFFERENT CUSTOMER – DIFFERENT DRIVERS ENTERPRISE MIDMARKET • Extend VMware SDDC experience to their distributed edge without compromise • Specific point workloads • Stop making continuous IT decisions • Creation of silos is a concern • • General purpose workloads Rapid time to value Spend less time planning growth Starting small and growing over time (or not) • Predictability in price, M&O, performance, troubleshooting, and expansion © Copyright 2016 EMC Corporation. All rights reserved. 3

DON’T BUILD WHAT YOU CAN BUY OUR COMPLETE SOLUTION 3 3 Ways to Buy:

DON’T BUILD WHAT YOU CAN BUY OUR COMPLETE SOLUTION 3 3 Ways to Buy: § On/Off Premises § You/We Run § CAPEX/OPEX Solutions Stacks: § Enterprise Hybrid Cloud § Native Hybrid Cloud § Business Data Lake 3 2 Types of Infrastructure: § Blocks § Racks § Appliances Infrastructure Layers: § Network Fabric for scaling § Management Layer © Copyright 2016 EMC Corporation. All rights reserved. 4

EMC CONVERGED INFRASTRUCTURE STRATEGY BLOCKS RACKS © Copyright 2016 EMC Corporation. All rights reserved.

EMC CONVERGED INFRASTRUCTURE STRATEGY BLOCKS RACKS © Copyright 2016 EMC Corporation. All rights reserved. APPLIANCES 5

CI PLATFORM FOR DISTRIBUTED ENTERPRISE AVAILABLE ONLY FROM VCE Data Center Alternate Data Center

CI PLATFORM FOR DISTRIBUTED ENTERPRISE AVAILABLE ONLY FROM VCE Data Center Alternate Data Center Regional Office Remote Office Regional Office © Copyright 2016 EMC Corporation. All rights reserved. Regional Office 6

VCE VXRAIL™ HYPER-CONVERGED APPLIANCE EXCLUSIVE PARTNERSHIP BETWEEN EMC AND VMWARE VIRTUAL DESKTOPS Deploy hundreds

VCE VXRAIL™ HYPER-CONVERGED APPLIANCE EXCLUSIVE PARTNERSHIP BETWEEN EMC AND VMWARE VIRTUAL DESKTOPS Deploy hundreds of desktops in minutes on one appliance SERVER WORKLOADS Standardize and consolidate infrastructure for all remote/departmental workloads MULTIPLE CONFIGS AND SCALE POINTS NON-DISRUPTIVE SDDC SCALE OUT HYBRID CLOUD Seamless backup and replication to the cloud DISTRIBUTED ENTERPRISE Manage and Orchestrate across locations with no downtime DATA SERVICES FOR EFFICIENCY © Copyright 2016 EMC Corporation. All rights reserved. INTEGRATED REPLICATION 7

PURPOSE-BUILT VMWARE SOLUTION DESIGNED AS ONE WITH EMC|VCE AND VMWARE HYPER-CONVERGED SOFTWARE STORAGE IN

PURPOSE-BUILT VMWARE SOLUTION DESIGNED AS ONE WITH EMC|VCE AND VMWARE HYPER-CONVERGED SOFTWARE STORAGE IN FRONT MANAGED THROUGH THE FAMILIAR VMWARE VCENTER INTERFACE SOFTWARE INSIDE PLUGS INTO EXISTING VMWARE M&O TOOLS: VCOPS, VREALIZE PLATFORM FOR THE NEWEST VMWARE SDDC TECHNOLOGY COMPUTE IN BACK © Copyright 2016 EMC Corporation. All rights reserved. 8

VXRAIL 4 -NODE APPLIANCE NODE 1 NODE 2 NODE 3 NODE 4 Minimum 4

VXRAIL 4 -NODE APPLIANCE NODE 1 NODE 2 NODE 3 NODE 4 Minimum 4 node starting point © Copyright 2016 EMC Corporation. All rights reserved. 9

VXRAIL 4 -NODE APPLIANCE NODE 3 NODE 4 NODE 1 NODE 2 REAR NODE

VXRAIL 4 -NODE APPLIANCE NODE 3 NODE 4 NODE 1 NODE 2 REAR NODE ACCESS © Copyright 2016 EMC Corporation. All rights reserved. 10

CONFIGURATIONS TO MATCH ANY USE CASE MAX PERFORMANCE AND SCALE BLEND PERFORMANCE AND COST

CONFIGURATIONS TO MATCH ANY USE CASE MAX PERFORMANCE AND SCALE BLEND PERFORMANCE AND COST APPS THAT DEMAND LOW LATENCY LOW COST ENTRY CONFIGURATIONS ALL FLASH NODES HYBRID NODES 12 7. 6 TB 16 20 24 256 GB 512 GB 11. 4 TB 15. 2 TB Copper Optical 28 Cores Memory 19 TB Storage 6 16 20 64 GB 128 GB 192 GB 256 GB 512 GB 3. 6 TB 4. 8 TB 6 TB 8 TB 10 TB Network Nodes are homogenous within an appliance; appliances can be mixed in a cluster 12 Copper Optical Nodes are homogenous within an appliance; appliances can be mixed in a cluster © Copyright 2016 EMC Corporation. All rights reserved. 11

VXRAIL CONFIGURATIONS: Q 2 2016 Vx. Rail 60 COMPUTE/ PROCESSOR 6 Cores Per Node

VXRAIL CONFIGURATIONS: Q 2 2016 Vx. Rail 60 COMPUTE/ PROCESSOR 6 Cores Per Node Vx. Rail 120 12 Cores Per Node Vx. Rail 160 16 Cores Per Node Vx. Rail 200 20 Cores Per Node Dual Intel Xeon E 5 -2620 v 3 2. 4 GHz Dual Intel Xeon E 5 -2630 v 3 2. 4 GHz Dual Intel Xeon E 5 -2660 v 3 2. 6 GHz 64 GB 128 GB or 192 GB or 256 GB or 512 GB (4 x 16 GB) (8 x 16 GB) or (12 x 16 GB) or (16 x 32 GB) STORAGE RAW / HDD 3. 6 - 10 TB 4. 8 - 10 TB NETWORK CONNECTION 4 Port 1 G RJ 45 Dual Port 10 G SFP+ or RJ 45 nodes per cluster MINIMUM MAXIMUM INCREMENTS 4 Nodes 64 Nodes 1 Node Per node Intel Xeon E 5 -2603 v 3 1. 6 GHz MEMORY/ RAM (16 x 16 GB) or (16 x 32 GB) *Additional 200 GB (Vx. Rail 60) or 400 GB-800 GB cache SSD per node also included © Copyright 2016 EMC Corporation. All rights reserved. 12

VXRAIL ALL FLASH: Q 2 2016 Vx. Rail 120 F Per node COMPUTE/ PROCESSOR

VXRAIL ALL FLASH: Q 2 2016 Vx. Rail 120 F Per node COMPUTE/ PROCESSOR MEMORY/ RAM Vx. Rail 160 F Vx. Rail 200 F Vx. Rail 240 F Vx. Rail 280 F 12 Cores Per Node 16 Cores Per Node 20 Cores Per Node 24 Cores Per Node 28 Cores Per Node Dual Intel Xeon E 5 -2620 v 3 2. 4 GHz / 15 M Cache 256 GB Dual Intel Xeon E 5 -2630 v 3 2. 4 GHz / 20 M Cache 256 GB or 512 GB Dual Intel Xeon E 5 -2660 v 3 2. 6 GHz / 25 M Cache 256 GB or 512 GB Dual Intel Xeon E 5 -2680 v 3 2. 5 GHz / 30 M Cache 256 GB or 512 GB Dual Intel Xeon E 5 -2683 v 3 2. 00 GHz / 35 M Cache 256 GB or 512 GB (16 x 16 GB) or (16 x 32 GB) (16 x 16 GB) or (16 x 32 GB) STORAGE RAW / HDD 7. 6 - 19 TB* NETWORK CONNECTION Dual Port 10 G SFP+ or RJ 45 Dual Port 10 G SFP+ or RJ 45 4 Nodes 64 Nodes 1 Node 4 Nodes 64 Nodes 1 Node nodes per cluster MINIMUM MAXIMUM INCREMENTS *Additional 400 GB-800 GB cache SSD per node also included © Copyright 2016 EMC Corporation. All rights reserved. 13

MORE FLASH, MORE POWER 76 TB RAW FLASH OPTIMIZED - DEDUPE & COMPRESSION -

MORE FLASH, MORE POWER 76 TB RAW FLASH OPTIMIZED - DEDUPE & COMPRESSION - ERASURE CODING 112 CPU CORES 2 RACK UNITS © Copyright 2016 EMC Corporation. All rights reserved. 14

START SMALL – SCALE ON DEMAND Strongly consider Vx. Rack™ System if this is

START SMALL – SCALE ON DEMAND Strongly consider Vx. Rack™ System if this is your destination 3, 200 VMs 1, 600 VMs 800 VMs Up to 200 VMs 400 VMs Initial order of more than 32 nodes requires an RPQ © Copyright 2016 EMC Corporation. All rights reserved. 15

VXRAIL APPLIANCE IS NOT VSPEX BLUE 2. 0 Vx. Rail VSPEX BLUE Available Direct

VXRAIL APPLIANCE IS NOT VSPEX BLUE 2. 0 Vx. Rail VSPEX BLUE Available Direct or Channel Only EMC & VMware Exclusive Multiple Similar OEM Offerings Competitively Priced High Price No Special Pricing Process Complex Special Pricing Config to Order Only Two Configs Increased Capacity Limited Capacity All Flash & Hybrid Only Rich Data Services Limited Data Services Full Value Compensation Software Only Comp © Copyright 2016 EMC Corporation. All rights reserved. 16

FULLY LOADED – EVERYTHING INCLUDED …AND MANAGED THROUGH EXISTING TOOLS REPLICATION BACKUP CLOUD MARKET

FULLY LOADED – EVERYTHING INCLUDED …AND MANAGED THROUGH EXISTING TOOLS REPLICATION BACKUP CLOUD MARKET © Copyright 2016 EMC Corporation. All rights reserved. 17

RECOVERPOINT Provides DVR-like, ANY point-in-time access to data Minimize RPO and RTO 8 AM

RECOVERPOINT Provides DVR-like, ANY point-in-time access to data Minimize RPO and RTO 8 AM 10 AM 12 PM 3: 27 PM 2 PM 4 PM CONTINUOUS 8 PM 10 PM 12 AM 1 Min 1 PM 8 AM SNAPSHOTS 12 AM BACKUP 6 PM 2+ Hrs 6 PM 12+ Hrs 11 PM 12 AM DATA CORRUPTION OCCURS AT 3: 28 pm © Copyright 2016 EMC Corporation. All rights reserved. 18

Recover. Point: How It Works Fail-Back Host Splitter Local Protection Recover. Point Appliance (RPA)

Recover. Point: How It Works Fail-Back Host Splitter Local Protection Recover. Point Appliance (RPA) cluster Fail-Over WAN Sync / Async IP or FC Remote Protection RPAs (cluster) Local Copy Journal Host r. A r. B r. C © Copyright 2016 EMC Corporation. All rights reserved. Splitter Remote Copy Journal r. A r. B r. C 19

PROTECT WITH BACKUP AND RECOVERY Familiar v. Center web client and powered by EMC

PROTECT WITH BACKUP AND RECOVERY Familiar v. Center web client and powered by EMC Avamar Easily protect every application or VM VMWARE DATA PROTECTION INCLUDED One-step recovery with verification Enterprise deduplication • • • Shrinks backup windows by 90% Less backup storage by up to 30 x Reduces network bandwidth by 95% Faster recovery by 30% from disk © Copyright 2016 EMC Corporation. All rights reserved. 20

INTEGRATED BACKUP AND RECOVERY (VDP) OVERVIEW • Integrated backup and restore capability managed within

INTEGRATED BACKUP AND RECOVERY (VDP) OVERVIEW • Integrated backup and restore capability managed within v. Center • Encrypted and compressed replications for offsite backup • VM, Application and File Level Restore BENEFITS • Backup and recovery of VM’s is point and click using existing tools • Seamlessly move backups offsite for retention • Application aware • Easily restore VMs or even individual files © Copyright 2016 EMC Corporation. All rights reserved. 21

EXTEND TO THE CLOUDS EMC CLOUDARRAY INCLUDED CLOUD READY INCREASE MANAGED CAPACITY COST-EFFICIENT COLD

EXTEND TO THE CLOUDS EMC CLOUDARRAY INCLUDED CLOUD READY INCREASE MANAGED CAPACITY COST-EFFICIENT COLD STORAGE ACCESSIBLE ONLINE ARCHIVE © Copyright 2016 EMC Corporation. All rights reserved. 22

ACTIVE-ACTIVE STRETCHED CLUSTERS witness Q 2 OVERVIEW 100 Mbps 200 ms RTT L 3

ACTIVE-ACTIVE STRETCHED CLUSTERS witness Q 2 OVERVIEW 100 Mbps 200 ms RTT L 3 • Site level protection with zero data loss and near instantaneous recovery • Automated failover in case of site failures • Witness VM resides in the cloud – – 3 rd data center, v. Cloud Air or COLO Contains only metadata and runs no VMs BENEFITS 5 ms VMware v. Sphere & Virtual SAN • Disaster avoidance • Planned maintenance 5 ms RTT, 10 Gb. E • Zero RPO © Copyright 2016 EMC Corporation. All rights reserved. 23

VDS AND NSX FOR NETWORK VIRTUALIZATION OVERVIEW • HCIA default deployment uses v. Sphere

VDS AND NSX FOR NETWORK VIRTUALIZATION OVERVIEW • HCIA default deployment uses v. Sphere Distributed Switch • Provides core elements for v. Sphere Network I/O Control (NIOC) • Maintains network runtime state for VMs as they move across hosts • Enables inline monitoring and centralized firewall services • Ready for NSX integration BENEFITS • Workload isolation • Multi-tenant workloads • Advanced network services © Copyright 2016 EMC Corporation. All rights reserved. 24

CREATE CERTAINTY IN KEY USE CASES Server Workloads VDI Distributed Enterprise • Easily scale

CREATE CERTAINTY IN KEY USE CASES Server Workloads VDI Distributed Enterprise • Easily scale up to 16 appliances – 1280 cores & 384 TB • Deploy hundreds of VDTs in minutes, up to 600 per appliance* • Tailor compute & capacity deployment for each remote location • Qo. S eliminates noisy neighbors! • Easily handles peak performance requirements (boot, login, read/write storms) • Simple, standard set up reduces IT staff need • Guarantee uptime with industry leading DP & HA from EMC & VMware • Building block for the SDDC • Predictably expand with non-disruptive upgrades • Quickly migrate applications with Recover. Point for VMs • Single management solution for all appliances Virtual Private Cloud • Fully integrated with VMware v. Realize for automation and self service • Predictable pay-as-yougrow deployment • Auto load balancing ensures consistent performance • Flexible endpoint solution * Number of VDI’s varies based on sizing and hardware specifications © Copyright 2016 EMC Corporation. All rights reserved. 25

VXRAIL PRELIM SIZING: Q 1 2016 Vx. Rail 60 Per node COMPUTE/ PROCESSOR MEMORY/

VXRAIL PRELIM SIZING: Q 1 2016 Vx. Rail 60 Per node COMPUTE/ PROCESSOR MEMORY/ RAM STORAGE RAW / HDD # of VMs (per appliance) nodes per cluster MINIMUM MAXIMUM INCREMENTS 6 Cores Single Intel Xeon E 5 -2603 v 3 1. 6 GHz Vx. Rail 120 12 Cores Dual Intel Xeon E 5 -2620 v 3 2. 4 GHz Vx. Rail 160 Vx. Rail 200 16 Cores 20 Cores Dual Intel Xeon E 5 -2630 v 3 Dual Intel Xeon E 5 -2660 v 3 2. 4 GHz 2. 6 GHz 64 GB 192 GB 512 GB (8 x 8 GB) (12 x 16 GB) (16 x 32 GB) 6 TB 6 TB 40 85 115 140 4 Nodes Assumes a VM is (2 v. CPU, 4 GB RAM, 60 GB VMDK, 4 v. CPU/core) © Copyright 2016 EMC Corporation. All rights reserved. 26

VXRAIL PRELIM SIZING: Q 1 2016 Vx. Rail 60 Per node COMPUTE/ PROCESSOR MEMORY/

VXRAIL PRELIM SIZING: Q 1 2016 Vx. Rail 60 Per node COMPUTE/ PROCESSOR MEMORY/ RAM STORAGE RAW / HDD # of VDIs (per appliance) nodes per cluster MINIMUM MAXIMUM INCREMENTS 6 Cores Single Intel Xeon E 5 -2603 v 3 1. 6 GHz Vx. Rail 120 12 Cores Dual Intel Xeon E 5 -2620 v 3 2. 4 GHz Vx. Rail 160 Vx. Rail 200 16 Cores 20 Cores Dual Intel Xeon E 5 -2630 v 3 Dual Intel Xeon E 5 -2660 v 3 2. 4 GHz 2. 6 GHz 64 GB 192 GB 512 GB (8 x 8 GB) (12 x 16 GB) (16 x 32 GB) 6 TB 6 TB 115 259 345 432 4 Nodes Assumes a VDI is: (Task-based Worker: linked-clone 24 GB OS master, 5 GB user data, 1 v. CPU, 2 GB RAM, 6 v. CPU/core) Assumes Horizon View and Active Directory deployed external to Vx. Rail cluster © Copyright 2016 EMC Corporation. All rights reserved. 27

QUALIFYING THE OPPORTUNITY • Is it a pro-VMware shop? – If yes, full speed

QUALIFYING THE OPPORTUNITY • Is it a pro-VMware shop? – If yes, full speed ahead – If no, this isn’t the answer unless you can change their mind. Consider bringing in VMware Team • Do they have a VMware ELA for v. Sphere? – Remember the appliance pricing is lower for v. Sphere ELA customers • Are there other HCIA vendors being evaluated? Are they installed? Will they be following you? – Have your battle card handy (available on Enablement Center) – Leave a few traps behind for them • Remember VMware account teams are paid and retire quota on YOUR Vx. Rail Appliance sale so reach out for help, we are together in this! © Copyright 2016 EMC Corporation. All rights reserved. 28

FIELD BEST PRACTICES Schedule a Demo Seeing is believing. Demonstrate an appliance in action

FIELD BEST PRACTICES Schedule a Demo Seeing is believing. Demonstrate an appliance in action Proof of Concept Let the customer test drive the appliance with an evaluation in their own environment © Copyright 2016 EMC Corporation. All rights reserved. Start small to grow the deal in volume Often wins start small with 1 -4 appliances before expanded deployment 29

KEY COMPETITIVE POINTS TO REMEMBER No integration with the hardware and VMware software stack

KEY COMPETITIVE POINTS TO REMEMBER No integration with the hardware and VMware software stack No integration w/ VCE Vision™ software and VMware M&O stack Performance inhibiting VSA architecture Requires more nodes to get to same result Vx. Rail Appliance data services are as good or better Proprietary, closed data protection Split support model Elevate conversation to business outcomes Avoid very small ROBO opportunities Vx. Rail Appliance list prices are ~25% below Nutanix Cisco partnership unwinding – Spring. Path Dell Nutanix future is doubtful EMC CONFIDENTIAL—INTERNAL USE ONLY 30

AGGRESSIVELY PRICED TO TAKE SHARE Q 2 Enterprise Edge Attack Platforms Average 26% Discount

AGGRESSIVELY PRICED TO TAKE SHARE Q 2 Enterprise Edge Attack Platforms Average 26% Discount to Nutanix based on June 2015 Price List VX 60 VX 120 Nutanix 1000 Series VX 160 VX 200 Nutanix 3000 Series Vx. Rack List Incl 3 Yrs PPM Nutanix List incl 3 Yrs PPM EMC CONFIDENTIAL—INTERNAL USE ONLY 31

VXRAIL APPLIANCE SERVICES RAPID DEPLOYMENTS DEPLOY Expert Installation and Implementation • Fixed Price, Fixed

VXRAIL APPLIANCE SERVICES RAPID DEPLOYMENTS DEPLOY Expert Installation and Implementation • Fixed Price, Fixed Scope Simplicity when applicable • Custom Scope to meet specific customer requirements CROSS PRODUCT INTEGRATION EXTEND Vx. Rail Appliance Capabilities • Implementation for Recover. Point for Virtual Machines • Implementation For v. Sphere Data Protection TRUSTED SUPPORT ONE CALL 24 X 7 GLOBAL SUPPORT • Remote Monitoring, Diagnostics and Repair with EMC Secure Remote Services (ESRS) • EMC Parts Retention • Implementation For Cloud. Array © Copyright 2016 EMC Corporation. All rights reserved. 32

VXRAIL PARTNER SERVICES ENABLEMENT Training Course Target Audience Modality Availability Time Pre Ga All

VXRAIL PARTNER SERVICES ENABLEMENT Training Course Target Audience Modality Availability Time Pre Ga All Audiences e. Learning https: //education. emc. com/inde x_login. htm? id=803875922 1 hr Vx. Rail 3. 0 Solution Design Delivery Enabled e. Learning Q 2 2016 Vx. Rail 3. 0 Deployment and Implementation Delivery Enabled e. Learning Q 2 2016 Vx. Rail 3. 0 Administration and Management Delivery Enabled e. Learning Q 2 2016 Vx. Rail 3. 0 Technology Overview Implementation test Q 2 2016 Implement Enabled Vx. Rail 3. 0 Component Replacement + Test Support Enabled e. Learning ~1. 5 days @ cost of $1000. 00 Q 1 2016 • Enablement Paths will be available in Q 2 2016 when training is available to Authorized and Implement partners § Vx. Rail Appliance Deployment Enablement will require the following: § § Complete all Delivery Enablement modules § Successful completion of Vx. Rail Appliance Product Test Partner Recognition in Partner Finder Same enablement path with VCE & EMC Extend Services Available to Implement Partners Partner Support Enablement • Out Of Radius support at GA • BPP Support Enablement planned for 2 H 2016 © Copyright 2016 EMC Corporation. All rights reserved. 33

IMPLEMENT SUPPORTING TECHNOLOGIES FIXED PRICE/SCOPE SERVICES – SIMPLE POSITIONING, PRICING, BOOKING Implementation for Recover.

IMPLEMENT SUPPORTING TECHNOLOGIES FIXED PRICE/SCOPE SERVICES – SIMPLE POSITIONING, PRICING, BOOKING Implementation for Recover. Point Virtual Machines • Implements EMC Recover. Point solution for Vx. Rail Appliance environments • Enables point-in-time recovery of Vx. Rail Appliance • Replicates VMs for automated Disaster recovery orchestration Implementation For v. DPA • Implements v. Sphere Data Protection backup and recovery solution § Deduplication § Application-aware backups • Minimizes backup storage requirements by up to 75% Implementation For Cloud. Array • Scale Vx. Rail Appliance to the cloud with Cloud. Array public and private cloud capabilities • 1 TB local, 10 TB cloud capacity § Scale up as needed • Service results in operational EMC Cloud. Array for Vx. Rail Appliance Contact the Partner Support Center for custom services to meet specific requirements © Copyright 2016 EMC Corporation. All rights reserved. 34

VXRAIL APPLIANCE SUPPORT: MAJOR DIFFERENTIATOR 1 2 3 SINGLE POINT OF SUPPORT FOR HARDWARE

VXRAIL APPLIANCE SUPPORT: MAJOR DIFFERENTIATOR 1 2 3 SINGLE POINT OF SUPPORT FOR HARDWARE & SOFTWARE DIAL HOME TWO-WAY SECURE REMOTE CONNECTION CHAT & WEB-BASED SERVICE OPTIONS Customer Environment ESRS © Copyright 2016 EMC Corporation. All rights reserved. EMC Global Support 35

VXRAIL APPLIANCE SUPPORT OPTIONS ENHANCED PREMIUM 24 x 7 Support for Production Environments Mission

VXRAIL APPLIANCE SUPPORT OPTIONS ENHANCED PREMIUM 24 x 7 Support for Production Environments Mission Critical Support for Fastest Resolution On-site response with parts installation NBD* 24 x 7 x 4** Replacement parts delivery NBD 24 x 7 x 4** Global technical support*** 24 x 7 Installation of operating environment updates 24 x 7 remote monitoring and repair Rights to new releases of software 24 x 7 access to online support tools * Non-CRU (customer replaceable units) only ** Severity 1 issues (sev 2 = same day, sev 3/4 = NBD – next business day) © Copyright 2016 EMC Corporation. All rights reserved. 36

WHAT TO DO • • Position the portfolio – Lead Rack and Rails –

WHAT TO DO • • Position the portfolio – Lead Rack and Rails – Lead with Rack and Rails – Fall back to Block if that’s clearly play – Fall to Block if that’s clearlythe thecorrect play • the value, not a price point • Sell the value, not a price point – – • OPEX savings through set up and upgrade – OPEX savings through set up and upgrade Uses existing M&O tools NOT a Silo – Uses existing M&O tools NOT a Silo Config flexibility – Config Flashflexibility more Flash – Flash more Flash Remember data protection – • Snaps/Replicas/Backup/Archiving/Cloud VXRAIL FOR THE WIN – Best portfolio the market and NOT proprietary (no silos) – Snaps/Replicas/Backup/Archiving/Cloud • Don’t go negative – Best portfolio the market and NOT proprietary (no silos) But doubt is OK • –Don’t go negative – But doubt is OK © Copyright 2016 EMC Corporation. All rights reserved. 37

WHAT NOT TO DO • Price compare to bare metal servers – Position value

WHAT NOT TO DO • Price compare to bare metal servers – Position value not a price point – Don’t invite a “sum of the parts” discussion • Small Retail <$30 K – Target distribution centers, but not individual retail stores • GPU-heavy VDI – Vx. Rail is not designed for high graphics processing capabilities (yet) • Multi-hypervisor environments – For Multi-Hypervisor sell Vx. Rack – Or engage VMware sales to to help and be prepared for a VERY heavy lift and long fight © Copyright 2016 EMC Corporation. All rights reserved. 38

WHAT NOT TO DO • Don’t chase high capacity low compute requirements with scale

WHAT NOT TO DO • Don’t chase high capacity low compute requirements with scale out – A customer needs 20 cores and 300 TB of usable capacity? Think about adding an array • How much capacity do I get REALLY? – Understand VSAN Usable Capacity – For a hybrid config. with FTT=1 usable is closer to 50% of RAW, use the sizing tool, don’t set someone up for disappointment – Flash capacity is MUCH higher and has data reduction as well • Dollars per VM or Desktop is only relevant when you are doing an all in TCO © Copyright 2016 EMC Corporation. All rights reserved. 39

Summary • • 1 2 3 Huge Market Opportunity Increased Profitability Best of Breed

Summary • • 1 2 3 Huge Market Opportunity Increased Profitability Best of Breed Portfolio Customer demand, pull & interest 80% of your customers rely & build on VMware • • • YOU set the margin in channel only segment Leverage our salesforces Repeat business & services opportunity • • • Seamlessly integrated with CI Fully integrated, fully supported solution Taking proven solutions to mid-market Contact your local Partner Sales Manager or v. Architect or Ask. Channels@VCE. com © Copyright 2016 EMC Corporation. All rights reserved. 40