GTM Integration Update

Today’s Enterprise GTM discussion What we will share today GTM overview Key GTM changes and coverage for February Critical milestones and next steps

Enterprise segment overview Global Enterprise sales powerhouse for the full Dell EMC portfolio Top 3,000 largest customers globally $18B in total revenue Leading infrastructure expertise Comprised of legacy EMC Enterprise/Global and legacy Dell LI & G500 Single account owner and ASE for each account covering the full Dell EMC portfolio $9B of legacy Dell client, server, storage, and networking product revenue $9B of legacy EMC product revenue Houses specialist resources for Primary Storage, Data Protection, Isilon, SDS, and legacy Dell storage Houses Alliances (SPs, SIs, OS, Vertical SMEs) and OEM teams

Commercial segment overview Public and Commercial sales powerhouse for the full Dell EMC portfolio 500K accounts globally ~$40B in total revenue Leading Commercial expertise Comprised of legacy Dell and EMC Public Sector & Commercial accounts Single account owner for named accounts (40K) with an efficient inside sales motion for each account covering the full Dell EMC portfolio $34B of legacy Dell client, server, storage, and networking product revenue $5B of legacy EMC product revenue Houses specialist resources for Servers, Client, and Networking Houses Channel (excluding SPs, GSIs, and OEM teams)

GTM Model 2 BU’s ISG/CSG Enterprise Commercial Housed in Ent. Housed in Comm. Housed in CSG (Clarke) GTM Model 2 BU’s ISG/CSG Support Enterprise & Commercial Support Enterprise Infrastructure Solutions Specialists: Primary Storage, DPS, Isilon, SDS (Crowe) VCE Specialists (Barker) Virtustream (McNabb) Compute & Networking Sales (Parker) Client Specialists (Schmoock) Dell Tech Select(50) Global Presales (Choi) Client & Compute Sales Executives (Dufresne) Global Accounts SPs Enterprise Support Commercial Global Presales (Bhargava) Data Center Sales Executives (AMER: Hanlon, EMEA & APJ TBD) Commercial Federal / Public Sector

Enterprise segment overview Existing New Enterprise segment overview Generalists Existing Model February Model Global Enterprise MM / Fed DT50 Global Other Enterprise Global Account Mgr. + Global Architect (Zugelder) Client Executive + Solutions Architect (Casale) Global Account Mgr. + Global Architect (Zugelder) Account Executive (Scannell/Webster/McDonald) Account Executive (Riley/Webster/McDonald) SA/ISR support (Connly) Account System Engineer (Choi) Account System Engineer (Choi) Client and Compute Sales Executives (Dufresne) Key Changes Legacy Dell AEs Legacy Dell ISRs DT50 have Client Exec./Solutions Arch. MM/Fed move to Commercial ($5B) Dell G500 and Enterprise accounts move to Enterprise ($9B) Single Account Owner chosen between legacy Dell/EMC reps EMC MM ISRs become specialty housed function New Client and Compute Sales Execs. supporting Enterprise

Commercial segment overview Existing New Commercial segment overview Generalists Existing Model February Model G500 LI Federal Commercial Federal Global Account Mgr. (Dufresne) Account Executive (Dufresne) Account Executive (Rodrigues/Majdalani/Midha/Hegarty) Account Executive (Rodrigues/Majdalani/Midha/Hegarty/Huang) Account ISR (Dufresne) Account ISR (Rodrigues/Majdalani/Midha/Hegarty) Account ISR (Rodrigues/Majdalani/Midha/Hegarty/Huang) Data Center Sales Executives (AMER: Hanlon, EMEA & APJ TBD) Key Changes Single Account Owner chosen between legacy Dell / EMC Reps Single Fed business EMC MM to Commercial into single hosted Data Center Sales Executive organization for each region Dell G500 and Enterprise accounts move to Enterprise as Dell legacy sales force (~$9.5B) Account System Engineer (Bhargava)

Specialists Existing Model February Model Key Changes Housed in Enterprise Housed in Commercial Housed in CSG Specialists Existing Model February Model Global Enterprise MM / Fed DT50 Global Other Enterprise Commercial / Fed EMC II Specialists (Crowe) Specialists Primary Data Protection Isilon Other (DSSD, etc.) SDS Primary (+Dell storage) Data Protection Isilon SDS Other (DSSD, etc.) Compute Specialist NW Specialists TSR’s VCE Specialists (Barker) VCE Specialists (Barker) Renewals Sales (Connly; part of ISR org) Storage/Infrastructure ISR specialists (Romsey) Legacy EMC MM ISRs Legacy EMC Renewals Client Specialists (Schmoock) Key Changes New Dell legacy product specialists supporting Enterprise ISG Specialists, VCE Specialists and Storage/Infrastructure ISRs support both Commercial and Enterprise Server and Networking Specialists housed in Commercial supporting both segments

Partners Existing Model February Model Key Changes Housed in Enterprise Housed in Commercial Partners Existing Model February Model Global Enterprise MM / Fed DT50 Global Other Enterprise Commercial / Fed Alliances Alliances (Snyder) GSIs SOs OEM SP GSIs SOs SPs OEM (Mullen) Channel (Ambulos) Channel (Byrne) Key Changes Alliances support both segments Channel housed in Commercial supporting both Segments OEM as separate Enterprise team Expanded SP program

Operations Existing Model February Model Key Changes Housed in Enterprise Housed in Commercial Operations Existing Model February Model Global Enterprise MM / Fed DT50 Global Other Enterprise Commercial / Fed Business Operations (Walsh) Business Operations (Walsh) Business Operations (Jothee) Key Changes Ops and tools changes as necessary to enable changes

Account System Engineer Housed in Enterprise Housed in Commercial Housed in CSG Enterprise GTM Roles & Responsibilities ENTERPRISE Account Owner: Generates demand and coordinates opportunities across all products Drives sales in Primary Storage and Infrastructure Client & Compute Sales Executives: Generates demand and drives sales of Client and Compute Presales: Solutioning and presales engineering for Infrastructure products Specialists: Sales and presales for specific product / solution areas Account Executive Account System Engineer Storage Client & Compute CI Networking Virtustream Legacy EMC Specialists (Crowe) ISR* (Romsey) VCE Specialists (Barker) Client & Compute Sales Execs. (Dufresne) Networking Sales (Parker) Virtustream Sales (McNabb) Client (Schmoock) Compute (Parker) *Coverage TBD

Commercial GTM (Outside-led) Housed in Enterprise Housed in Commercial Housed in CSG Roles & Responsibilities COMMERCIAL Account Owner: Generates demand and coordinates opportunities across all products Drives sales in Client and Compute Data Center Sales Executives: Generates demand and drives sales of Storage and CI Presales: Solutioning and presales engineering for Infrastructure Specialists: Sales and presales for specific product / solution areas Account Executive Inside Sales Rep Data Center Sales Execs*. (Hanlon Amer; EMEA/APJ TBD) Storage and CI Compute Networking Sales (Parker) Networking Compute (Parker) ASE (Bhargava) Client (Schmoock) Client Legacy EMC Specialists (Crowe) VCE Specialists (Barker) Virtustream Sales (McNabb) ISR* (Romsey) *Coverage TBD

FY’18 GTM territory alignment approach ACCOUNTS COUNTRY ORGANIZE RESOURCES TERRITORY GOAL ~3,000 Named Enterprise Companies Includes: Dell G500 Large EMC Enterprise Large SP’s All related sites/subs * All other accounts default to Commercial Segmented Countries w/ Enterprise & Commercial Coverage: In process: Baseline OPEX targets Establish productivity/ span of controls Publish country / divisional advice packs In process: Field review to finalize segmentation Identify reps for account alignment In process: Develop updated sales territories Align specialties and Presales In process: Define FY18 business plan Define FY18 comp plan Deploy goal to field U.S. Canada Brazil Mexico UK/I France Germany Switzerland Benelux Italy Nordics Iberia Greater China ANZ India Japan South Korea Singapore May June Jul-Aug Sept-Oct Oct-Nov Dec-Jan