1 © Copyright 2012 EMC Corporation. All rights reserved.

ACCELERATE THE JOURNEY TO YOUR

CLOUD

IT BEGINS WITH V AND ENDS WITH X APRIL 12TH. IT’S COMING!

#VSPEX

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Waves Of Change

Cloud Computing

Minicomputer

Mainframe

PC/ Microprocessor

Networked/ Distributed Computing

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Cloud – A New Architecture

Dedicated, Vertical Stacks

Old World – Physical New World – Virtual

Dynamic Pools Of Compute & Storage

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EMC’s Mission To Lead Customers And Partners

On Their Journey To

Hybrid Cloud Computing

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“Will You Pursue A Private Cloud Strategy By 2014 ?”

Private Cloud Is A Top Priority for IT

78% Yes

5% No 17%

Maybe

Source: Gartner, "Top Five Trends for Private Cloud Computing,” February, 2012

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ACCELERATE THE JOURNEY TO YOUR

CLOUD

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HOW DO YOU BUILD A PRIVATE CLOUD?

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Build Your Own. Using Best Of Breed Components.

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#1 In Storage Market Share For 2011.

EMC Is Best Of Breed.

Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012

25%

20%

15%

10%

5%

30%

35%

10.7% 12.4%

13.5%

28.5%

8.8%

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And Growing Fastest.

EMC Is Best Of Breed.

+1%

0%

-1%

+2%

+3%

-0.3%

+1.3%

+3.0%

+0.6%

-0.3%

Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012

12 © Copyright 2012 EMC Corporation. All rights reserved.

Build Your Own.

Flexibility ✓ Simplicity ✗

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Converged Infrastructure. Single Product. Single Point Of Management. Single Point Of Support.

Vblock

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“Which Vendor Would You Perceive To Be The Most Competent To Deliver On A Fabric Based Strategy For Your Enterprise ?”

Source: Gartner Data Center Conference Audience Poll, 2011

25%

20%

15%

10%

5%

20%

8% 7%

23%

0%

20%

9%

15 © Copyright 2012 EMC Corporation. All rights reserved.

The Market Leader. $800M Annualized Run Rate.

Vblock

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Two Great Options. Are We Done ?

Simplicity Flexibility

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Is There Room For Something In The Middle ?

Simplicity Flexibility

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Is There Room For Something In The Middle ?

Flexibility Simplicity

Efficiency

Introducing EMC VSPEX

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EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.

PROVEN. BY EMC.

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EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.

PACKAGED. BY PARTNERS.

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Rich Ecosystem Of Technology Partners

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Three Paths To Private Cloud

Best Of Breed Infrastructure Components

Converged Infrastructure

Proven Infrastructure

EMC VSPEX VCE VBLOCK

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EMC Uniquely Offers All Three

EMC VSPEX VCE VBLOCK

Simpler, Faster, Lower TCO

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BRINGING VSPEX TO LIFE Prasad Rampalli SVP, EMC Solutions Group

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EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.

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Storage

Network

x86 Server

Hypervisor

Application

EMC VSPEX

EMC Proven Infrastructure For Data Center

Accelerate Private Cloud Adoption With Best Of Breed

SIMPLE. EFFICIENT. FLEXIBLE.

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EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.

Modular & Reusable, De-Risked

Agile, Low Cost

Leverage Investment,

Choice, Extensible

EMC VSPEX DESIGN PILLARS

Storage

Network

x86 Server

Hypervisor

Application

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RICH ECOSYSTEM OF PARTNERS

EMC VSPEX

Storage

Network

x86 Server

Hypervisor

Application

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EMC VSPEX Launch Solutions

Private Cloud

VMware Private Cloud

50, 100, 125, 250 Virtual Machines

Microsoft Private Cloud

50 & 100 Virtual Machines

VMware View*

250, 500, 1000, 2000 Users

Citrix XenDesktop

250, 500, 1000, 2000 Users

End User Computing

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HOW DID WE MAKE IT HAPPEN?

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EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 50 Users

1 2

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 100 Users

3

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 125 Users

4

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 250 Users

5

EMC VSPEX

Proven Infrastructure

Private Cloud

Hyper-V 50 Users

6

EMC VSPEX

Proven Infrastructure

Private Cloud

Hyper-V 100 Users

7

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

250 Users

8

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

500 Users

9

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

1000 Users

10

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

2000 Users

11

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

250 Users

12

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

500 Users

13

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

1000 Users

14

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

2000 Users

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EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 50 Users

1 2

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 100 Users

3

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 125 Users

4

EMC VSPEX

Proven Infrastructure

Private Cloud

Vmware 250 Users

5

EMC VSPEX

Proven Infrastructure

Private Cloud

Hyper-V 50 Users

6

EMC VSPEX

Proven Infrastructure

Private Cloud

Hyper-V 100 Users

7

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

250 Users

8

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

500Users

9

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

1000Users

10

EMC VSPEX

Proven Infrastructure

End User Computing

VMWare View

2000Users

11

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

250 Users

12

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

500 Users

13

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

1000 Users

14

EMC VSPEX

Proven Infrastructure

End User Computing

Citrix

2000 Users

600 Engineers 9000 Years Of

Experience

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EMC E-Lab Backend The Industry's Most Comprehensive Interoperability Lab

$3 Billion Investment

650 Cooperative Support Agreements

Access To 150+ More Through TSANet

Over 15 Years Experience

100+ Engineers

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Reinventing Solution Delivery

VSPEX Labs

Validations Best Practices

Demonstrations

Partner Accessible Certification

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VSPEX Labs

Partner Accessible Remote Access Lab

24x7x365 Accessibility

Self-Service, On-Demand Live Labs

Validate New VSPEX Infrastructures

Cloud Based Customer Demos

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Simplifying Solution Support

Cooperative Support Agreements

Consistent Process for – Customer Engagement and Escalations

– Resolution and Communication

Some Partners Offer First Line Support

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EMC VSPEX SIMPLE. EFFICIENT. FLEXIBLE.

EMC Proven Infrastructure For Data Center

Accelerate Private Cloud Adoption With Best Of Breed

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ACCELERATE THE JOURNEY TO YOUR

CLOUD

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VSPEX & THE CHANNEL Gregg Ambulos Senior Vice President Global Channel Sales, EMC Corporation

40 © Copyright 2012 EMC Corporation. All rights reserved.

2011 – A Record Breaking Year

Exceeded All Revenue Objectives

Recruited 5,000+ New Partners

1,700 Partners Selling For The First Time

30% Increase In New Accounts

40% Increase In Technical Certifications

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Channel Recognition & Leadership

Gregg Ambulos Leonard Iventosch

Fred Kohout

Linda Connly

ADVANCED COMPUTING AWARD

2011

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Analyst Commentary

“We believe EMC is taking share from NTAP... In addition, we believe expansion in the channel, which is NTAP’s strength, is hurting NTAP’s

low end.”

“We think the company can sustain this leverage momentum as the channel penetration efforts are likely to bear more fruit.”

“…many of the VARs we surveyed also highlighted vast improvements EMC has made around its channel program in recent quarters.”

43 © Copyright 2012 EMC Corporation. All rights reserved.

EMC 2012 Financial Objectives $22.0B

2011 2012

$20.0B 10% Revenue Growth

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Create One Global Storage Channel

45 © Copyright 2012 EMC Corporation. All rights reserved.

Our First Channel Only Products

Take More Share!

DATA DOMAIN DD160 VNXe

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…To Channel Only Solutions

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Choice

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VSPEX Partner Benefits

• Channel Only!

• Market Expansion Opportunity

• Aligns With Partner Solution Based Selling Motion

• Increased Relevance

• Enhanced Margins

• Faster Sales Cycle & Deployment

• EMC And Channel Partner Co-Branding

49 © Copyright 2012 EMC Corporation. All rights reserved.

VSPEX Partner Experience

Proven Reference

Architectures

Enablement Via GTM Collateral

VSPEX Lab For Testing, Validation &

Demo’s

Leverage EMC Branding & Marketing Campaigns

Flexible Procurement

With EMC Financing

1 3 4 2 5

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Available Through Distribution Worldwide

Partner On-boarding

Knowledge Transfer

Pre-Sales & Technical Support

Integration Services

Demand Generation

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The Channel & EMC VSPEX

2012 Is EMC’s “Year Of The Channel” – More Investment, Leverage & Engagement

EMC VSPEX Represents A Huge Opportunity – Proven Infrastructure To GTM To Financing

– Accelerate The Journey To Cloud Computing

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Jason Nolet VP, Data Center & Enterprise Networking

Cynthia Gallant VP, Channel Strategy & Development

Don Hoppock Director, Advanced Computing & Storage

Mike Schultz GM, Windows Server & Virtualization Marketing

Scott Look VP & GM, Technology Infrastructure Solutions

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Jim Blakely IA Systems Integration Division Marketing

Brandon Sweeney VP, Americas Channels

Rich Pereira VP, US Sales Major & National Accts

Wendy Bahr SVP, Global & Strategic Partners

Pete Koliopoulos VP, NA Marketing, Enterprise Computing Solns

57 © Copyright 2012 EMC Corporation. All rights reserved.

ACCELERATE THE JOURNEY TO YOUR

CLOUD

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ACCELERATE THE JOURNEY TO YOUR

CLOUD