Benefits & Requirements

Solution Provider FY2018 Track Benefits & Requirements North America – Canada

The information contained in this presentation is proprietary and considered Dell EMC Confidential information. THIS INFORMATION IS BEING PRESENTED FOR INFORMATIONAL PURPOSES ONLY AND ADDITIONAL TERMS AND CONDITIONS APPLY TO YOUR PARTICIPATION IN ANY OF THE PROGRAMS PRESENTED HEREIN. Dell EMC reserves the right to modify the terms of the Program and/or eligibility requirements applicable to the Program at any time or to terminate the Program at any time at its sole discretion. THESE MATERIALS MAY CONTAIN TYPOGRAPHICAL ERRORS AND TECHNICAL INACCURACIES. THE CONTENT IS PROVIDED AS IS, WITHOUT EXPRESS OR IMPLIED WARRANTIES OR GAURANTEES OF ANY KIND.

Introduction

The Requirements and Benefits document provides Solution Providers a framework for understanding the rebates and tier requirements of the Dell EMC Partner Program. The program’s financial framework ensures a predictable and profitable experience so you can focus on driving richer and deeper engagements with your customers.

Partner Program Regional Segmentation To best serve local markets, program requirements & benefits are based on four geographic regions.

North America ZONE 1 ZONE 2 North America EMEA • USA • Canada This guide is focused on North America Zone 2

EMEA ZONE 1 ZONE 2 APJ • France • Rest of EMEA • UK • Germany

Latin America ZONE 1 ZONE 2 • Brazil • Rest of LatAm

APJ ZONE 1 ZONE 2 LatAm • Japan • Rest of APJ • ANZ (excluding China, Hong Kong and Taiwan)

Benefits and Eligibility at-a-Glance

The Dell EMC Partner Program is structured to maximize our partners’ profitability as they further their investment in Dell EMC products and solutions. As partners grow their Dell EMC Revenue and complete Training Competencies, not only will their Tiers progress, but they will also be eligible for additional rebates. Simple. Predictable. Profitable.TM

Tier Eligibility TIERS TITANIUM

Revenue Requirement + Training Requirement = PLATINUM

GOLD

Rebate Eligibility Once Partners achieve a Tier, Base and Growth rebate eligibility begins based on Portfolio Competencies. For Services rebates, REBATES partner must be eligible to receive base rebate for respective eligible LOB. NBI does not require Portfolio Competencies. Base + Growth Product Revenue + Respective Portfolio Competency(s) = + Services + New Business

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 3 Benefits As a Dell EMC Partner, you have greater profit potential, choice, and flexibility to grow your business. A powerful feature of the Dell EMC Partner Program is its comprehensive set of financial incentives, beginning at the first dollar of sales. With stackable rewards specific to various lines of business, Tiered Solution Providers have the opportunity to benefit financially with Dell EMC.

Base Growth Services Rebates New Business Incentives

Base rebates reward sales on eligible Growth rebates reward successfully By attaching services to opportunities, Additional incentives are awarded for lines of business and are paid back to growing your respective Dell EMC lines partners can earn additional rebates on bringing new customers to Dell EMC, dollar one with no caps. of business over time. top of the base rebates. and for expanding into new lines of business.

FY18 Benefits Grid (Certain exclusions apply)

· Paid from $1. · Differs by Partner Tier. Base · Rebate percentages vary by Tier and product. · Partners must hold the portfolio competency within the respective product category. · Includes attached legacy Dell Services & excludes all legacy EMC Services. + · Paid on incremental growth only. · Growth by LOB and varies by product. Growth · Two growth gate thresholds – 100% and 120% – applied for all LOBs. >100% or > 120% · Partners must hold the portfolio competency within the respective product category. · Includes attached legacy Dell Services & excludes all legacy EMC Services. + · Paid from $1. · Based on Services Goals (Penetration Rate = total services revenue/(total Dell EMC Revenue + Services Rev). Services · Service Goals vary by region and Tier. · Two gates: Gate 1 earns 0.5%, Gate 2 earns 1.0% of the total eligible Dell EMC product plus eligible services revenue (excluding EMC renewals). + · Paid on new customer/new LOB revenue only with an approved deal registration. · New Business is defined as partner sales to end customers who purchased below $10K in a given LOB over the past 24 months New Business for ISG or 12 months for CSG. · Same rebate percentage irrespective of type of New Business (new customer or new LOB). · NBI purchases qualify for 6 months from the initial transaction.

MDF · Based on Tier. Titanium and Platinum eligible for earned MDF. Gold, Platinum and Titanium eligible for Proposal MDF.

CSG ISG

Client Solutions Server Storage REQUIREMENT NW EI Certain exclusions apply A B C A B A B

l TITANIUM 1.50% 0.75% 0.50% 4.00% 2.00% 4.00% 0.30% 4.00% 0.50% Base l PLATINUM 1.00% 0.50% 0.25% 3.00% 1.50% 3.00% 0.25% 3.00% 0.50% ($1) l GOLD 0.50% 0.50% - 2.00% 1.00% 2.00% 0.20% 2.00% 0.50% l TITANIUM 6.00% 6.00% 1.00% Gate 1: >100% l PLATINUM 0.50% 0.50% - 1.00% 2.00% 4.00% 4.00% Growth l GOLD - (on revenue above target) l TITANIUM 6.00% 6.00% Gate 2: >120%* 1.00% l PLATINUM 1.00% 1.00% - 1.50% 3.00% (500% cap) 4.00% 4.00% l GOLD -

Services Penetration Gate 1 0.50% 0.50% 0.50% 0.50% - ALL TIERS ($1) Rate Target Gate 2 1.00% 1.00% 1.00% 1.00% -

New Business l TITANIUM (New Logo / l PLATINUM 4.00% 4.00% 4.00% 8.00% 8.00% 8.00% 15.00% - LOB) l GOLD Vblock/Vxblock/VxRail/VxRack paid at Category A Storage rebate rates and are only eligible to partners authorized to resell Vblock/Vxblock/VxRail/VxRack (excludes NBI). Cloud Partner Connect (including Virtustream) paid at Category A Storage Base rebate rate. Virtustream paid on billings (quarterly in arrears). Virtustream Enterprise Cloud rebates are only paid to partners authorized to sell Virtustream Enterprise Cloud. Enterprise License Agreement/Transformational License Agreement (ELA/TLA) rebate rate is paid at the same rate as the EMC product it is sold with.

*Growth Gates are not cumulative. Partner earns growth rebate at the highest achieved gate. (i.e. for Storage growth, Titanium partners earn 6% max.)

FY18 Earned MDF Global Accrual Rates

EARNED MDF PROPOSAL MDF Partner Type/Tier ISG Rate CSG Rate

TITANIUM SOLUTION PROVIDER .95% .50% Reward qualified partners with earned and Discretionary fund PLATINUM SOLUTION PROVIDER .70% .50% predictable funding while intended to drive demand What is the intent of ensuring spend is aligned and awareness of Dell the fund? tightly to strategy and EMC products with demand (prescriptive strategic partners Eligible Products spend strategy) ISG: Titanium and Platinum partners will earn MDF on all ISG Product Who is eligible? Titanium, Platinum Titanium, Platinum, Gold purchases – excluding Services, VMware/Cisco components of Rack or Block and third-party products. Investments in partners Accrued based on What determines decided by Dell EMC product revenue/rates CSG: Titanium and Platinum partners will earn MDF on all CSG Product partner funds? teams based on based on type & tier proposals (including attached services) purchases.

Proposals/Projects are Proposals approved approved only if aligned according to sales/ How are decisions to spend policy, quarterly marketing plans/partner made? sales goals and marketing growth opportunity and plans past performance Dell EMC reserves the right to not pay Incentives in certain circumstances, including, without limitation, where (a) Partner is merely acting as an agent, order fulfiller, or 90 days after the deposit fulfillment vehicle for another entity or (b) Partner has purchased products from 180 days after the is made (long term Dell EMC at pricing or discounts that are below Dell EMC’s standard pricing or (c) When do funds deposit is made (deposits planning based on annual Partner has purchased pursuant to special contract pricing between Partner and expire? are made in the quarter budget but quarterly Dell EMC. Note: Additional terms and conditions apply to the Dell EMC Earned MDF after they are earned) timeframes to drive spend Program. Please contact your account team with any questions or for the current aligned to priorities) program terms and conditions.

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 6 Storage Deal Rebate Example Incremental storage deal (category A) example of an acquisition end customer demonstrating the rebate potential for each partner tier.

End User is an Acquisition Growth Accelerator Competency Requirement Services Rebate account thus NBI eligible Already hit 100% of their growth target Obtained their Storage Portfolio Already hit Gate 2 of Services Rebate for the quarter Competency to be rebate eligible

(thus growth rebate applies to total deal revenue)

Services Rebate New Business Total incentive % on Base Payout + Storage Growth + + + MDF = Gate 2 Incentive incremental deal

TITANIUM 4% + 6% + 1% + 8% + .95% = 19.95%

PLATINUM 3% + 4% + 1% + 8% + .70% = 16.70%

GOLD 2% + 4% + 1% + 8% + - = 15%

MDF is a separate incentive to rebates and will be reimbursed to partners who drive marketing activities in alignment with the Dell EMC MDF Policy

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 7 Training and Competencies Dell EMC offers distinct, company-level competencies, which are comprised of individual certifications and credentials, with the flexibility to specialize in certain Dell EMC solution areas. Spanning sales, technical, services, and marketing, these competencies ensure each partner has the appropriate knowledge and skillset to meet their customers’ needs.

By completing competencies partners can benefit from increased sales due to greater expertise with Dell EMC products and solutions. Additionally, as partners complete more certifications, they rise through the Program Tiers, receiving greater rewards along the way.

Service Delivery Competencies provide partners the ability to deliver services under their own brand, or co-deliver with Dell EMC. Tiered partners are eligible to obtain Service Delivery Competencies upon completing the specific requirements outlined in the enablement matrix.

Portfolio Solutions Service Delivery Competencies Competencies Competencies*

Core Client Client Workstations Client Services Solutions Cloud Client-Computing Client Data Security

Storage Services Storage Data Protection Services Data Protection Converged Infrastructure Services Converged Infrastructure Hybrid Cloud Platform Services

Infrastructure IT Transformation Digital Transformation Solutions Server Server Services

Networking Networking Services

*Services Competencies are required to deliver services on selected products but are not a requirement for Tier compliance.

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 8 FY18 Rebate Competency Relationships Portfolio Competencies are required to be eligible for rebates on those respective lines of business. This chart outlines the relationship between these Competencies and Rebates.

Portfolio Competencies Rebate Eligibility Policy

Core Client Client A Workstation Any one Portfolio competency will qualify for rebate in Client Category A for respective Partner Tier Cloud Client-Computing

Client Client B Core Client Core Client Portfolio competency will qualify for rebate in Client Category B for respective Partner Tier Solutions

Client C Core Client Core Client Portfolio competency will qualify for rebate in Client Category C for respective Partner Tier

Storage Storage A+B Data Protection Any one Portfolio competency will qualify for rebates in Storage LOB for respective Partner Tier Converged Infrastructure

Infrastructure Server and/or Storage Portfolio competency will qualify for rebate in Server LOB for respective Server A+B Server and/or Storage Solutions Partner Tier

Networking Networking Networking Portfolio competency will qualify for rebate in Networking LOB for respective Partner Tier

NBI payouts are based on program Tier and not based on competency completions.. EI do not require portfolio competency to be rebate eligible.

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 9 Requirements To become a Tiered Solution Provider in the Dell EMC Partner Program partners must meet Training requirements by December 31, 2017 and Revenue requirements by February 2, 2018. There are two paths available to Solution Providers to fulfill these requirements as to best cater to each company’s unique business needs. Based on each Solution Provider’s attainment levels, they are then placed into a specific Tier for the Dell EMC Partner Program.

PATH 1 PATH 2 LOB Req

Revenue Range* $25M-$50M $15-25M

Minimum Services Revenue $4M $3M (of total revenue)

TITANIUM Option 1 for Partner focused on ISG or multiple lines of business: 3 Competencies: Any 1 Portfolio, AND 1 Converged Infrastructure AND Minimum Training 1 Solutions Competency 1 Portfolio Competency Requirements OR Option 2 for CSG only focused Partners: 2 Client Portfolio Competencies

Revenue Range* $15-25M $10-15M Min 2 LOBs (min Minimum Services Revenue $2M $750K of 10% (of total revenue) of the Revenue PLATINUM Option 1 for Partner focused on ISG or multiple lines of business: Range* 3 Competencies: Any 1 Portfolio, AND 1 Converged Infrastructure AND required per LOB) Minimum Training 1 Solutions Competency 1 Portfolio Competency Requirements OR Option 2 for CSG only focused Partners: 2 Client Portfolio Competencies

Revenue Range* $5-10M $500K-$2M

Minimum Services Revenue $500K $75k GOLD (of total revenue)

Minimum Training 1 Portfolio Competency 1 Portfolio Competency Requirements

*Final Revenue threshold will be announced in the 3rd quarter © Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 10 Tier Resource Requirements

Each row shows number and roles of individuals required for a partner at a given Tier to earn a Competency.5

Company Competency Competency Requirements Company awarded recognition for having a defined number of individual Credentials and/or GOLD PLATINUM TITANIUM

COMPANY Certifications. S SE TA M4 S SE TA M4 S SE TA M4

Server 1 - 1 - 3 -

Networking 1 - 1 - 3 - 15 1 3

Individual Individual ISG Data Protection 1 1 3

Credential Certification Competencies Portfolio Storage 1 - 1 1 3 2 Individually awarded Individually awarded Converged Infrastructure 1 1 1 1 3 3 recognition for having recognition for Core Client Solutions 1 1 -1 1 1 -1 3 3 - 1 completed a series having completed a of web-based exams Proctored exam(s) Workstations 1 1 - 1 1 - 3 3 - INDIVIDUAL aligned to Dell EMC aligned to Dell EMC CSG Cloud Client-Computing 1 1 - 1 1 - 3 3 -

training for Sales, training for Services Competencies Portfolio Technical (Systems (Implementation Client Data Security 1 1 - 1 1 - 3 3 - Engineer) and Marketing Engineer – IE) and IT Transformation2 1 1 3 3 roles. Technical (Technical 13 13 2 Solutions Architect – TA) roles. Competencies Digital Transformation 1 1 3 3

S = Sales SE = Systems Engineer TA = Technical Architect M = Marketing

1 S and SE within competency have to be Unique individuals. However, between the competencies and for M and TA roles partner can use the same individuals that earned S or SE. 2 Solution Credential requires the same individual to hold a Converged Infrastructure Credential (for both S and SE). 3 Cloud Architect Expert level. 4 Marketing Credential Training to be available in May 2017. 5 Merged cells mean that those Credentials or Certifications earned can count towards the Sales, Technical Architect and Marketing requirement for multiple competencies.

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 11 3 Steps for Program Training Compliance Platinum Tier Path 2 focusing on ISG Example (Ticket to Tier Eligibility Unlocks Rebate Rewards)

1 Pick the Tier and Path you want to achieve 2 Pick the competencies you want to focus on

GOLD PLATINUM TITANIUM PORTFOLIO SOLUTIONS Server Core Client IT Transformation PATH 2 Networking Workstation Digital Transformation Data Protection Cloud Client- ISG and Cross Dell Storage Computing Minimum revenue: $10M-$15M Converged Client Data Security Any 1 Portolio Competency, AND 1 Converged Infrastructure Infrastructure AND 1 Solutions Competency

PLATINUM S SE TA M

Server - 1 -

Find your competencies on the grid 3 Networking 1 1 - to identify how many people/ Total requirement:

ISG Data Protection - 1 - credentials you need for your Tier 3 Sales Credentials and each of your competencies Competencies Portfolio Storage - 1 - Converged Infrastructure 1 1 1 3 System Engineer Credentials

Core Client 1 1 - 1 2 Technical Architect Certifications Workstation 1 1 -

CSG Cloud Client-Computing 1 1 - 1 Marketing Credential Portfolio Competencies Portfolio S = Sales TA = Technical Architect Client Data Security 1 1 - SE = Systems Engineer M = Marketing IT Transformation 1 1 1 Solutions Competencies Digital Transformation 1 1 -

Month NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP OCT NOV DEC JAN FEB MAR APR

Dell EMC FY FY17 Q4 FY18 Q1 FY18 Q2 FY18 Q3 FY18 Q4 FY19 Q1

1 Sep, Competency cutoff for Financial Year H2 Rebates Commencement, New Tier Placement FY18 Financial Year Commencement Notification and Rebate Eligibility

4 Feb 2017 – 2 Feb 2018 FY19 Revenue Completion Window (for FY19 Tier Placement prerequisite)

31 Dec, partners must meet Training requirements

Partner must accept Rebate Ts&Cs online within first 30 Days after availability within the rebate tool each quarter

Promotions and Demotions to Tiers will be on annual basis only. New or additional competencies will be awarded semiannually; deadline is September 1, 2017 for 2H FY18 (August) rebate eligibility and Dec 31, 2017 for 1H FY19 (Feb) rebate eligibility. Competencies earned after the annual audit period will only be considered for Tier status during the following annual audit. All legacy Dell Partners will retain Compliant & Active PartnerDirect Competencies after Feb 2017 (FY18) audit. Legacy EMC partners will be assigned Storage, Data Protection, and/or CI Competencies.

© Copyright 2017 Dell Inc. or its subsidiaries. All rights reserved. Strictly Confidential – Not for Distribution 13 All In Program Where available, we will offer the “All in Program” – right now this is in North America and LATAM only. This Program allows partners, who exclusively sell Dell EMC ISG (for 100% of their end customer opportunities), to accelerate their Program Tier Attainment by: - Increasing ISG revenue recognized in Program Tier Revenue calculations (1.25 multiplier). - Offering free training that can be leveraged towards Competency training requirements or for additional trainings relevant to their business. For these Partners, the “All In Program” can assist in pushing them into a higher Tier allocation and consequently higher rebate entitlements and eligibility. REWARDING LOYALTY

IF YOU SELL SERVER STORAGE NETWORKING

Server Storage Networking 1.25 Only exclusive exclusive exclusive ISG revenue multiplier and ISG Free Training

Exclusive partners will receive a 1.25 multiplier And Server N/A Both exclusive Server exclusive towards ISG tier revenue attainment and ISG

And Storage Both exclusive N/A Storage exclusive Training Free of Charge

Storage And Networking Server exclusive N/A exclusive

If partners sell Servers and Networking, they must be If partner sells Servers and Storage, they must be 100% 100% 100% exclusive in Dell EMC Servers. 100% exclusive in Dell EMC Servers and Storage.

Subject to certification by the partner and audit by Dell EMC

Business Unit (BU) and authorization to deliver consulting, Services Rebate (Target & Payout) Infrastructure Solutions Group (ISG), deployment, or support services on specific Dell EMC will pay partners a services rebate Client Solutions Group (CSG) Dell Technologies products. during a quarter based on the invoiced amount Client Solutions Group (CSG) from when the products and configurations Cloud Partner Connect were originally purchased from Dell EMC. In With award-winning desktops, laptops, 2-in- An initiative assisting Solution Provider partners order to receive the Services Rebate, partners 1s and thin clients, powerful workstations in creating profitable business relationships with must be eligible to receive Base Rebates in and rugged devices made for specialized Cloud Service Provider (CSP) partners. the applicable Eligible Product LOB (excluding environments, monitors, endpoint security EMC renewals) and provide a valid service Solution Providers are eligible for rebates and solutions and services tier credit by reselling Dell EMC Powered tag submitted by the partner directly or via a Cloud Services from our participating CSP Infrastructure Solutions Group preferred distributor in the Dell EMC provided partners. (ISG) format. World’s leading data center innovation engine Attached Services = Services sold at point Competency with cutting edge enterprise infrastructure in of sale on same order number for Eligible Company-awarded recognition for having the most demanding environments. Products. a defined number of individual Credentials and/or Certifications, resulting in company LOB Zone differentiation. There are three types of Client, Server, Storage, Networking (aligns to A country or group of countries who are Competencies: LOB for growth gates, LOBI, and the NBI LOBs) bucketized based on their market type. Portfolio – foundational multi-product Product Zone 1 = mature markets focused, across defined lines of business Client A, Client B, Client C, Server A, Server B, Solution – cross lines of business focused, to Storage A, Storage B, Networking, Enterprise Zone 2 = emerging and/or smaller markets enable IT & Digital Transformation . Infrastructure (EI) Services –recognition of a partner’s capability

Storage Category A / B certain exclusions apply

Category A Category B

Data Domain Atmos PowerVault (MD, Tape, NX) Data Protection Suite Avamar Protectpoint Family Elastic Cloud Storage Celerra PS Series (EquaLogic)* Isilon Centera Recoverpoint Family SC Series (Compellent)* Clarion Rubicon ScaleIO Nodes Cloudlink SourceOne ScaleIO SW Data Protection Advisor Spanning Unity AFA DCA Storage Resource Management Unity Hybrid DLM Storage SW Virtustream Enterprise Cloud DSSD Storage Virtualization Virtustream Storage Cloud EDL Symmetrix VMAX AFA Maginatics Unified VXRail / VXRack Mozy VIPR Controller XtremIO Network Monitoring Suite VNX Networker XC Nutanix* Neutrino The storage value of VBLOCK will be based on Category A product definitions The storage value of Cloud Partner Connect will be based on Category A product definitions. The value of the ELA/TLA rebate will be based on the EMC product it is sold with. Notes: * Legacy Dell products

Server Category A / B certain exclusions apply

Category A Category B

12G/13G PowerEdge 1-Socket Blades (FC, FM, and M Servers) 12G/13G PowerEdge 1-Socket Rack Servers 12G/13G PowerEdge 2-Socket Blades (FC, FM, and M Servers) 12G/13G PowerEdge 2-Socket Rack Servers 12G/13G PowerEdge 4-Socket Blades (FC, FM, and M Servers) 12G/13G PowerEdge 1-Socket Tower Servers Blade Chassis 12G/13G PowerEdge 2-Socket Tower Servers FX Chassis PowerEdge C PowerEdge 4-Socket Rack Servers VRTX Chassis

Networking products Dell Force10 PowerConnect

Enterprise Infrastructure (EI) Qualified, genuine Dell Parts (Storage, Memory, Racks, etc) for Dell servers and datacenters. Dell Parts ensure continuity of Dell server warranty and Dell support for the end-user.

Client Category A / B / C certain exclusions apply

Category A Category B Category C

Latitude 6 series Latitude 3 series Chrome Latitude 7 series Latitude 5 series Tablets OptiPlex 7 series OptiPlex 3 series Vostro OptiPlex 9 series OptiPlex 5 series Precision XPS Rugged Wyse/CCC

CP&D is run in regions as in legacy Dell program.

Client Data Security Dell Data Protection Encryption (DDPE) – can be attached to Client products above.