Copyright 2013 EMC Corporation. All rights reserved. GPS EMC Internal & Partners Only.

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2 THRIVING AMIDST DIVERSITY & CHANGE APJ Global Partner Summit Break Out David Webster President, APJ 2

3 EMC Market Share Momentum Worldwide External Storage Revenue Share #1 LOSING 30% % 2010 GAINING Source: IDC, March

4 THANK YOU FOR

5 THE CHANGING LANDSCAPE 5

6 BILLIONS OF USERS MILLIONS OF APPS Mobile Cloud Big Data Social Mobile Devices HUNDREDS OF MILLIONS OF USERS TENS OF THOUSANDS OF APPS LAN/Internet PC Client/Server MILLIONS OF USERS THOUSANDS OF APPS Source: IDC, 2012 Mainframe, Mini Computer Terminals 6

7 Disruptive / Opportunistic IT Trends Mobile Cloud Big Data Social T R U S T 7

8 Our Sweet Spot! Mobile Cloud Big Data Social T R U S T 8

9 WHAT CUSTOMERS WANT/NEED Increase Revenue Lower Operational Costs Reduce Risk 9

10 IT SPENDING PRIORITIES 10

11 The Complete Portfolio End User Computing Next Generation Cloud & Big Content, / Fast Data Process Apps & Collaboration Apps The Software-Defined Data Center Information Infrastructure 11

12 OUR PORTFOLIO HAS NEVER BEEN STRONGER Best-Of-Breed Information Storage & Protection The only vendor to offer a complete portfolio of flash storage options. #1, 16% SHARE MID TIER STORAGE #1 IN STORAGE 66.6% SHARE PURPOSE BUILT BACKUP APPLIANCES EMC VSPEX FASTEST GROWING REFERENCE ARCHITECTURE 12

13 EMC: BEST POSITIONED EMC is uniquely positioned to gain share and deliver above-market growth. EMC has one of the best portfolios in the industry, which should translate into further share gains. EMC continues to be the best positioned amongst all large system vendors to participate in the enterprise s embrace of cloud computing and big data and hence continue gaining share in the enterprise market in the future. EMC will benefit from having built a strong portfolio of assets in key areas of future industry growth. We remain bullish on EMC. The company boasts a broad and deep product portfolio in secular growth markets, strong execution, and consistent financial performance. EMC is capitalizing on past investments (R&D and SG&A investment - greater international reach and channel expansion) and these investments should bear fruit in

14 EMC: MOST ADMIRED Fortune s Most Admired Computer Companies 1. Apple 2. EMC The company seems poised to benefit thanks to a variety of hardware and software storage systems and cloudbased solutions that help clients manage massive amounts of data Source: Fortune Magazine,

15 CHANGE : OPPORTUNITY FOR GROWTH Change In Global Economic Landscape The rise of APJ as No.1 economic region Change In Core Technologies Centre & Edge & Network & Applications Change In IT Industry Vendor and Channel Change In IT Consumption Model Cloud 15

16 APJ FOUNDATION PRIORITIES - TIMELESS People and Teams EMC Ecosystem Building The Pipeline Execution - Achieving Our Goals 16

17 No matter who you are, most of the smartest people work for someone else Bill Joy 17

18 STRENGTHEN OUR EMC ECOSYSTEM LINKAGE AND LEVERAGE CUSTOMERS Global EMC People PARTNERS Software, ISV s Hardware, VCE Enterprise Mid Market SMB Acquisition Teams APJ EMC USA, EMEA Service Providers Velocity Resellers Distribution Alliances, S.I s Consultants 18

19 2013 PARTNERING FOR SUCCESS What You Can Expect From EMC 1. SIMPLE Scalable Solutions, Simplified Partner Program 2. PREDICTABLE Channel Rewards Program, Common GTM Strategy, ROE 3. PROFITABLE Incremental, Collaborative AND Stand Alone activity to build Quality Pipeline 19

20 2013 PARTNERING FOR SUCCESS What We Expect From You Two Prong Strategy Collaborate with EMC Incremental to EMC Partner Early, Grow Coverage Invest in Complementary Skill Sets to EMC and Serve Customer Needs Always Give us Feedback 20

21 TOGETHER in THRIVING AMIDST DIVERSITY & CHANGE 21

22 THANK YOU 22

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24 Joergen Jakobsen VP & GM Channel Sales EMC Asia Pacific & Japan 24

25 Agenda Channel Status Market Opportunity Voice of The Partner Channel Strategy Conclusion 25

26 Winning with EMC Quick Facts about APJ: #1 Storage and Backup Vendor and gaining market share Most of Product Sales via Channel and gaining internal share 26

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28 APJ Channel Landscape Increasing Number of Active Resellers Strong Focused Resellers Distribution Leverage 28

29 Creating Channel Leverage EMC Sales Force Extension: Significant portion of Channel Revenue is Incremental 298Hundreds of Net New Customer Accounts Note: Q1 / 2013 Data 29

30 EMC and Partner Leverage Global PROSPECT SALES CYCLE ORDER FULFILLMENT Enterprise Mid-Market Extend Partner Scale and Reach SMB 30

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32 APJ Market Opportunity Global EMC Led Thousands of Customers in APJ Enterprise EMC Led A few Hundred Global and Enterprise Named Accounts Mid-Market Channel only Channel only EMC is Channel Only outside Global / Enterprise Named Accounts EMC is #1, but with huge opportunity for growth SMB 32

33 THOUSANDS of CUSTOMERS Double Digit B$ TAM APJ MARKET OPPORTUNITY Partnering For Success Global LARGE ADDRESSABLE MARKET Enterprise EMC OPPORTUNITY to Gain More Share EMC SHARE OPPORTUNITY Mid-Market SMB Large MID MARKET Most Customers BEST ADDRESSED THROUGH CHANNEL PARTNERS 33

34 EMC PRODUCT OPPORTUNITY Partnering For Success BLOCK STORAGE VMAX UNIFIED STORAGE VNX / VNXe BACKUP & RECOVERY DATA DOMAIN AVAMAR NETWORKER Lowest GROWTH IN HIGH END Medium GROWTH IN MID TIER Highest GROWTH IN BACKUP 1.5X M I D T I E R GROWTH RATE OF HIGH END STORAGE 1.8X GROWTH RATE OF TOTAL STORAGE S T O R A G E LARGEST EMC OPPORTUNITY B A C K U P & R E C O V E R Y FASTET GROWING EMC OPPORTUNITY 34

35 BILLIONS OF USERS MILLIONS OF APPS Mobile Cloud Big Data Social Mobile Devices HUNDREDS OF MILLIONS OF USERS TENS OF THOUSANDS OF APPS LAN/Internet PC Client/Server MILLIONS OF USERS THOUSANDS OF APPS Mainframe, Mini Computer Terminals Source: IDC,

36 The Bigger Picture Opportunity MOBILE CLOUD BIG DATA SOCIAL T R U S T 36

37 APJ Voice of the Partners Global Partner Survey: 511 Individual Responses 311 Different Partners All APJ Countries Field Work: 8 Feb to 1 Mar

38 Stated Importance by APJ Partners Very High High Medium 38

39 EMC Stated Importance, Satisfaction 39

40 Summary of APJ Progress NPS: Promoters (Score 9-10) Detractors (Score 0-6) on a 0-10 Point Scale 40

41 APJ Partner Advisory Board Partner Profitability Mid Tier / S100 Product Opportunity Bill Scannell Executive Round Table 41

42 Strategy & Directions 42

43 2012 THE YEAR OF THE CHANNEL 43

44 2013 THE DECADE OF THE CHANNEL 44

45 Simple Predictable Profitable 45

46 Prioritizing Channel Channel only Segments: e.g. Enterprise Select, Mid-Market Channel only Products: e.g. VNXe, DD160 Channel only Solutions: e.g. VSPEX 46

47 Channel Investment Free Training Days Programs / Rebates Thousands of marketing leads and highly qualified opportunities Hundreds of People in Channel focused roles in EMC APJ 47

48 EMC Channel Program The BIG 6 Lead Flow Converged Infrastructure Focus Partner Program Mid Tier / S100 Products Enterprise Select Rules of Engagement 48

49 Conclusion EMC is Committed to Lead the Transformation EMC Continues to Invest in Channel as a key growth engine EMC is Committed to Continuous Improvement in Channel Programs 49

50 What We Need from You: Continue to Work with EMC Bring more Opportunities and Accounts to EMC Invest in Skill Sets to Complement EMC and Solve Customer Issues Always give us feedback 50

51 Joergen Jakobsen, EMC Tel:

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53 SERVICE PROVIDERS Asia Pacific The All-in-One Theatre Rohan Cook Director, Service Provider & Cloud 53

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55 AWS 6 Main Benefit of Cloud Variable Expense vs Capital Economy to Scale Don t need to Guess about Capacity Increase Speed and Agility No more spending money on Heavy Lifting Global in minutes Source: Jeff Bezos Speech

56 Amazon Web Services Announces Rapid Growth in the Public Sector More Than 300 Government Agencies and 1,500 Education Institutions Now Using AWS 10/10/2012 Amazon Web Services and the US National Institutes of Health Announce the Largest Catalog of Human Genetics is Now Available in the Cloud 3/29/2012 We are now announcing the most comprehensive Cloud on the planet Earth Oracle is the only vendor that offers a complete suite of modern, socially-enabled applications, all based on a standards-based platform. 6/6/2012 Google Mimics Amazon Cloud With Google Compute Engine Wired, 6/28/2012 HP Today Announced HP Service Anywhere, a Software-as-a-Service (SaaS) IT Service Management (ITSM) Solution 10/22/2012 AWS and SAP Announce Certification of AWS Infrastructure for SAP Business All-in-One Solutions Research Study Shows Infrastructure Cost Savings of up to 69% when Running SAP Solutions on AWS 5/11/2012 Citrix & NetApp Collaborate to Simplify Cloud Storage Joint Integration Drives Storage Optimization for Citrix CloudPlatform and Apache CloudStack Marketwire, 10/17/2012 Red Hat Introduces Comprehensive Open Hybrid Cloud Solutions Portfolio Business IBM is Expected Wire, 6/27/2012 to Announce That it will Ramp Up Efforts to Sell Cloud Computing Services to Midsize Businesses The Time of India, 9/26/

57 APJ Cloud Market CLOUD MATURITY INDEX MATURITY AS A PERCENTAGE JAPAN AUSTRALLIA KOREA SINGAPORE MALAYSIA INDIA INDONESIA CHINA THALIAND VIETNAM SOURCE: BSA GLOBAL CLOUD SCORECARD

58 Workloads Will Migrate To Private Clouds Performance Hybrid Cloud Enterprise SaaS Basic Data Management Private Cloud Virtual Private Cloud Advanced Data Management Private Cloud Virtual Private Cloud Capacity 58

59 Workloads Will Grow In Public Clouds Performance Hybrid Cloud Enterprise SaaS Basic Data Management Private Cloud Virtual Private Cloud Advanced Data Management Public Cloud Storage As-A-Service Online Archive Web Content Capacity 59

60 Velocity Service Provider Program Purpose Statements 1. To enable a select group of service providers to successfully deliver cloud services to our customers thru: GTM Leverage Operating Leverage (through advantaged technology / services) 2. To attract and reward a broader group of service providers globally who have proven capabilities. 60

61 Capturing Cloud Opportunities Build and Join Connect and Resell 61

62 Next Steps. Additional Business Development Resources Co-Marketing & Co-Selling Actions Technology Use Case Service Creation Monetization Value-Netting BYO, Resell and/or White Label?? Accommodating Cloud Brokerage If you plan to be a Service Provider TALK TO EMC If you plan to Re-Sell Cloud Services from Service Providers CONTACT EMC TO LEVERAGE AN EMC SERVICE PROVIDER Continue to provide FEEDBACK to EMC, to help us evolve our Service Provider Program 62

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64 Growing with EMC Channel Services David Wirt VP, Global Services 64

65 Services Channel Drive growth, profitability and market share with our partners through services programs, services knowledge transfer and a partner-focused go-to-market strategy EMC Delivered Services Products Growth Ice excelllnce TCE Partner Enablement Jointly Delivered Services Partner Delivered Services Services Growth 65

66 Changes to the services strategy for partners Partner Services Professional Services Support Services FY12 focus Mostly on Implementation services Enablement FY13 leverage full portfolio Partner Services plus EMC Professional Services Customer Support Services Targeted EMC PS Offering Targeted EMC Implementation Services Targeted Break/fix Services With Partner 66

67 Partner profit Growth core and partnered services Other vars vendors TPM Sell & Deliver EMC services Sell EMC Services Services volume Partner Own Brand Co-Op services 67

68 EMC Cooperative Services Roadmap, much more to come Direction of program largely based on partner feedback In Development Guidance services Design and implementation review DBClassify DB tuning, optimization and backend storage layout recommendations Definition Phase Migrations: Assess, plan, test, execute EMC platform data P-V, V-V Mailbox VSPEX VSI 68

69 EMC Presales - Partner Systems Engineers We know the technical capabilities of our partners are critical to drive maximum value for our joint customers - as well as to help differentiate our partner s offerings and maximize their profitability. Our PSEs are actively enabling your presales resources in growth sectors such as: Cloud, Big Data, Trust Software Defined Data Centers Converged Infrastructure Application Infrastructures such as SAP and Oracle 69

70 PSE - Partner Enablement Activities In Presales, success is securing the technical win In EMC, the Presales DNA has 3 vital parts: 1. Whiteboard 2. Demo 3. Design To establish a suitable value proposition and competitively differentiate the solution Our focus in 2013 and beyond is sharing that DNA with your Presales resources 70

71 Partner Engagement Model Partner SE Enablement Training and Certification EMC DNA Whiteboard Demo Design Mentoring and Development going from training to showing our partners how to position, sell, and compete 71

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