PROGRAM / PROCESS GUIDE MAY 2017 Dell EMC Distribution Coverage for Storage & Solution Provider Onboarding Distributor PROGRAM / PROCESS GUIDE MAY 2017 © Copyright 2017 Dell Inc. All Rights Reserved.

Net New Solution Providers Existing Dell Solution Providers 112_84 Purpose of this Guide Net New Solution Providers All net new Solution providers to the Dell EMC Partner Program will be on-boarded by one of Dell EMC’s Authorized Distributors, and will procure through Distribution.* This guide outlines the process for these Solution Providers to select the ‘Sponsoring’ Distributor who will onboard them into the program. Existing Dell Solution Providers Existing Dell Solution Providers now have the opportunity to resell EMC Storage solutions. In order to do so, they must be enabled in EMC’s systems and also select a Preferred Distributor for Storage. This guide outlines these processes. *Unless exception is granted

SOLUTION PROVIDER ONBOARDING © Copyright 2017 Dell Inc. All Rights Reserved.

Process for Net New Solution Providers to the Dell EMC Partner Program Selecting a Sponsoring Distributor Sponsoring Distributor – Distributor that is responsible for handling the risk assessment and onboarding of a new Solution Provider to the Dell EMC Partner Program, with the intent that this will help foster more long-term, strategic relationships between a Solution Provider and their chosen Distributor. This does not dictate purchasing requirements, paths, or eligible discounts, but is simply aligned to onboarding a new Solution Provider to the Partner Program.

New Solution Provider Onboarding Process DISTRIBUTOR INITIATED DELL EMC / SOLUTION PROVIDER INITIATED Distributor identifies & recruits prospective Solution Provider Solution Provider submits application on Dell EMC Partner Portal Disti Risk Assess / Vets Solution Provider Dell EMC Channel Ops completes initial review to verify partner validity (Existing status, Etc.) Disti Onboards as Partner (Credit, Training, Etc.) Dell EMC Channel Ops sends application to “Sponsoring” distributor selected Disti Submits Solution Provider for Dell EMC Partner Onboarding (Authorized Dell EMC Solution Provider) Dell EMC Channel Ops Approves Disti Submitted Solution Provider Application list and creates Authorized Dell EMC Partner Profile for Partner

Solution Provider Onboarding – Expectations Available Resources Solution Provider Onboarding – Expectations SPONSORING DISTRIBUTOR / APPLICATION VETTING PROCESS SOLUTION PROVIDER ONBOARDING All Distributors listed in Dell EMC Partner Portal (by country/ solutions able to transact) New Solution Providers to select Sponsoring Distributor Dell EMC to email selected Sponsored Distributor Distributor will risk-assess partner and onboard Distributor to send Dell EMC an Accept or Decline notice within 48 hours Distributor to ensure the Solution Provider signs the appropriate agreements Distributor provides required details to Dell EMC for portal account creation © Copyright 2017 Dell Inc. All Rights Reserved.

Completing the Partner Application Access the On-boarding section using the “Become A Partner” button on: https://partner.dell.com/en-us/partner/partner.htm

Completing the Partner Application (ctd.) Fill out the drop-downs verifying the applicant’s Country, Business Relationship (should be Solution Provider), and Sponsoring Distributor Solution Providers will be required to select a Sponsoring Distributor of their choice from a drop down menu within the Partner Application Selected Distributors will have 48 hours to confirm acceptance of the Solution Provider and proceed with the onboarding process

DISTRIBUTION COVERAGE MODEL FOR STORAGE © Copyright 2017 Dell Inc. All Rights Reserved.

Dell EMC Storage Purchasing Model Matrix AMERICAS REST OF WORLD Direct (T1) Heritage Dell (PowerVault, EqualLogic, Compellent, XC) Purchase direct from Dell EMC or through any Authorized Distributor Heritage EMC Must purchase direct from Dell EMC* Indirect (T2) Heritage Dell (PowerVault, EqualLogic, Compellent, XC) Direct Purchase Dell Tier Can purchase direct or through Preferred Storage Distributor Direct Purchase Dell Tier Can purchase direct or through any Distributor Indirect Purchase Dell Tier Must purchase through Preferred Storage Distributor Indirect Purchase Dell Tier): Can purchase through any Distributor Storage Buying Model Heritage EMC Must purchase through Preferred Storage Distributor Encouraged to purchase from Storage Preferred Distributor** Blank Heritage Dell (PowerVault, EqualLogic, Compellent, XC) Direct Purchase Dell Tier: Option to purchase direct from Dell EMC, or through any Distributor Indirect Purchase Dell Tier: Purchase through any Distributor Heritage EMC Partner must complete New Storage Preferred Distributor process before submitting first Storage deal * EMEA and APJ partners can purchase through distribution if Tier 1 (direct), but sales motions drive towards direct purchase ** EMEA and APJ partners can purchase through any Storage Authorized Distributor, but will be directed to purchase from their Preferred Distributor

Process for Legacy Dell Solution Providers Seeking to Resell EMC Storage Selecting a Preferred Distributor for Storage Preferred Distributor – The Distributor that is aligned to an indirect Solution Provider (buys through Distribution) to purchase Storage solutions. The intent is to foster long-lasting relationships and protect our Distributors’ investments in onboarding, training, and supporting their partners. In some regions, financial incentives within the Dell EMC Partner Program, such as rebates and special pricing, are tied to the Solution Provider purchasing through this identified Preferred Distributor. US, Canada, LatAm: Model whereby the Solution Provider must purchase storage from its elected Preferred Distributor Rest of World: Preferred distribution model © Copyright 2017 Dell Inc. All Rights Reserved.

Open vs. Preferred Distribution Model EMEA & APJ CLIENT, SERVER, Networking, dell storage Emc STORAGE Benefits neutral to purchasing path, though Preferred Distribution is strongly encouraged Direct Solution Providers encouraged to purchase from Dell EMC The Distributor in Deal Registration/quoting tools will default to a Solution Providers’ named Preferred Distributor (though can be changed to another Authorized Distributor) Benefits neutral to purchasing path Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor Solution Providers who procure through Distribution can purchase through any Authorized Distributor © Copyright 2017 Dell Inc. All Rights Reserved.

Open vs. Preferred Distribution Model North America & Latin America CLIENT, SERVER, Networking, dell storage Emc STORAGE Benefits neutral to purchasing path Direct Solution Providers can purchase either from Dell EMC or an Authorized Distributor Solution Providers who procure through Distribution can purchase through any Authorized Distributor Procurement tied to financial incentives Direct Solution Providers must purchase from Dell EMC Solution Providers who procure through Distribution must purchase EMC storage through their named Preferred Distributor (see slide 5) Dell – Internal Use - Confidential

Preferred Distribution Objectives Protect our Distributors’ Investments in… Recruiting new Solution Providers Training Solution Providers in Storage Investing in Marketing Activities to Drive Storage Demand Offering Technical and Operational Support © Copyright 2017 Dell Inc. All Rights Reserved.

What Does Preferred Distribution Mean? Note: the U.S. Federal Program will have its own program / process North America, Latin America Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools Sets expectations that distributor should own training and support for all storage needs Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers Global Relationship / Alignment Expectations The Preferred Distributor will be the only option the Solution Provider sees when registering storage opportunities Deal Registration Special pricing only offered on opportunity through Preferred Distributor on a Solution Provider’s approved Deal Registration Special Pricing Only the Preferred Distributor will earn rebates on opportunities transacted between the Preferred Distributor and the associated Solution Provider Distributor Incentives / Rebates Solution providers will earn rebate credit for storage opportunities purchased through any authorized distributor, regardless of Preferred relationship Solution Provider Incentives / Rebates

What Does Preferred Distribution Mean? EMEA, APJ Formally aligns Solution Providers to a specific distributor, including automation in Dell EMC quoting tools Sets expectations that distributor should own training and support for all storage needs Creates alignment for a 2 year period to promote relationship building, and provides incentive and protection on investment for responsibilities we expect of the distributor supporting/growing the Solution Providers Global Relationship / Alignment Expectations The Preferred Distributor will be the default option the Solution Provider sees when registering a storage opportunity, but partners do have the option to override and select any other authorized storage distributor Deal Registration Special pricing offered through whichever Distributor is selected for the approved Deal Registration Special Pricing All Distributors will earn eligible rebates on storage solutions sold, regardless of the Preferred Relationship Distributor Incentives / Rebates Solution providers will earn rebate credit for storage opportunities purchased through any Authorized Distributor, regardless of Preferred relationship Solution Provider Incentives / Rebates

Preferred Distributor Switching Timelines First switch (for FY’18 only) to occur June 19, 2017 – July 31, 2017 Preferred Distributor Switching Timelines All Solution Providers will align to a Preferred Distributor for a minimum of 2 years. After 2 years, there are semi-annual periods to request a switch of a Preferred Distributor: Fiscal Q1 Period: February 1 – February 28 First annual window to request to switch Distributor Weekly reviews/approvals Transition to new preferred Distributor to take effect Mar 1 – Mar 31 (~30 days from submit/approval) Fiscal Q3 Period: August 1 – August 31 Second annual window to request to switch Distributor Transition to new preferred Distributor to take effect Sep 1 – Sep 30 (~30 days from submit/approval) Exception / Review Process in place to allow for consideration outside of approval process (approval Requires Regional and Global VP alignment) The U.S. Federal Program will have its own Switching Timelines © Copyright 2017 Dell Inc. All Rights Reserved.

Requesting a Change in Distributor Solution Providers with Access to Deal Registration: When a switching period window is active, Solution Providers can request a change in their Preferred Distributor within the Deal Registration Portal. The link will be located in the left navigation panel (shown to the right). Solution Providers without Access to Deal Registration: These requests will need to be re-routed to the Dell EMC onboarding team through the following mailboxes.    North America (Canada & US): NA_DellEMC_PartnerOnboarding@Dell.com Latin America: LATAM.DellEMC.PartnerOnboarding@Dell.com EMEA: EMEA.DellEMC.PartnerOnboarding@Dell.com APJ: APJ.IND.DellEMC.Partner_Onboarding@Dell.com John Smith Distributor A © Copyright 2017 Dell Inc. All Rights Reserved.

Download the Preferred Distributor Switching Process Legal Document Here © Copyright 2017 Dell Inc. All Rights Reserved.

Support Details Onboarding: EMEA: EMEA.DellEMC.PartnerOnboarding@Dell.com APJ: APJ.DellEMC.PartnerOnboarding@Dell.com NA: NA.DellEMC.PartnerOnboarding@dell.com LatAm: Latam_DellEMC_PartnerOnboarding@dell.com PXC: http://emc.force.com/createPSCcase Deal Registration: United States & Canada:  NA_Deal_Registration@Dell.com Europe, Middle East, Africa:   EMEA.DellEMC.DealRegistration@Dell.com Latin / South America:  LATAM_Deal_Registration@dell.com China:   China_DealRegistration_Desk@Dell.com Hong Kong / Taiwan:  HKTW_DealRegistration_Desk@dell.com India:  INDIA_Deal_Registration@Dell.com Japan:  JPPartnerDeal@Dell.com Korea:  KR_Deal_Registration@Dell.com Australia & New Zealand:  ANZ_Deal_Registration@dell.com South Asia:  SAT_Deal_Registration@Dell.com © Copyright 2017 Dell Inc. All Rights Reserved.

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