Q3/Q4 Update and Go-to-Market Message John Hanlon November 2016

GOALS FOR THE NEXT TWO DAYS Understand… The Opportunity Our Message Selling Motion (TCO)

“Cloud is an operating model for IT, not a place.” - Michael Dell

Digital transformation requires transforming three key areas Workforce Security So digital transformation is not trivial, but it is essential. The opportunity for business is to transform their industry and gain competitive advantage. But IT has to behave fundamentally different. In order to become a digital business, IT must look at transformation in three distinct areas. These are: IT transformation, where IT organizations create a modern infrastructure to enable digital transformation, Workforce transformation, where IT creates a truly digital work environment for employees, and Security transformation is needed to create a new kind of security strategy for IT, the workforce, and the entire organization.

UNDERSTAND THE OPPORTUNITY

SPENDING SHIFT TO NEWER SEGMENTS WW External Storage Systems HW Market Forecast (US$B)

MARKET SIZE – CONVERGED SYSTEMS While Integrated Infrastructure will remain the largest addressable market segment, Hyperconverged Systems will emerge as the growth driver WW CPSD TAM – Converged Systems ($B) CAGR 2015-2019 9.6% 1.0% 5.4% 52.0% Total Addressable Market ($B) Traditional Converged Infra. (CI) Hyper Converged Infra. (HCI)* Sources: IDC Worldwide Black Book; IDC Worldwide Converged Systems Forecast, 2016–2019 (Feb 2016); EMC TAM 2015; CPSD 2015-2019 TAM

CONVERGED SYSTEMS COMPTETITIVE LANDSCAPE Dell EMC is #1 player in overall Converged Systems market as well as in Integrated Infrastructure Segment while Nutanix leads Hyperconverged Systems Segment Converged Systems Market Segments (2015) HPE Others Oracle EMC Integrated Platforms Integrated Infrastructure Dell HPE IBM Hitachi Lenovo Others Dell Hitachi Hyper-converged Systems EMC Nutanix Integrated Reference Systems Others NetApp Source: IDC Quarterly Converged Systems Tracker, Q1 2016

KEY ADOPTION DRIVERS OF CI/HCI CI significantly reduces time to market as it only takes days (7 for HCI, 45 for CI) from order to deployment whereas DIY takes 6-9 months CI makes environment much faster to react to by treating infra. as pool of resources which can be easily commissioned or decommissioned to or from apps as required SIMPLER OPERATIONS REDUCTION RISK TCO AGILITY KEY DRIVERS CI simplifies infra. acquisition, management & upgrading, thereby, freeing up IT resources to focus on innovation & more value-added, strategic activities rather than on racking and stacking With CI 41% less IT time is spent on keeping the lights on CI needs 36% lesser personnel as it simplifies infra. mgt. & upgrades CI reduces the need to buy new infra. with growing workloads by improving asset utilization CI lowers operational footprint as it needs 52% lesser real estate & 26% lesser power With HCI, organizations can incrementally buy small sized appliances as needed CI provides infrastructure resiliency & High Availability, thereby, reducing business risk & minimizing disruptions to users & customers CI reduces downtime by 96% & time to resolve them by 61% as it is engineered, managed & upgraded as a system Sources: Gartner Data Center, Infrastructure & Operations Management Conference, Dec 2015 Gartner Market Trends: Hyperconverged Integrated Systems Will Be Key to Enter Emerging Markets, Jul 2015 Keystone Strategy Research – CPSD CI Growth Diagnostics Study, Mar 2016 SDx Central – The Future Of Converged Data Center, 2016 IDC Whitepaper: The Business Value of CPSD Vblock Systems: Leveraging Convergence to Drive Business Agility, May 2015 IDC Converged Systems End-User Survey, Aug 2015

OUR MESSAGE

4 COMMON THEMES 3 Common Challenges Budgets for infrastructure and people are flat or down, business demands higher SLAs. IT must generate revenue but spending 75% of budget keeping the lights on. Cloud has become a reality for many workloads, IT needs to embrace & provide viable alternatives. Data Center is going through a transformation

41% 4.6x 96% 4.4x VBlock, VxRack, VxRail MODERN DATA CENTER Faster Time To Market For New Services 41% Less Keeping The Lights On 4.6x More Applications Deployed 96% Reduction in Down Time 4.4x Budgets are flat, business demanding higher SLAs IT Must Generate Revenue 75% Spent on “Lights” Cloud is providing customers w/ choice Infrastructure-as-a-Service Platform-as-a-Service Data Fabric-as-a-Service On Prem or Off Prem Capex or Opex You Run It or We Run It Engineered Manufactured Managed Sustained Supported As ONE Solution Change the 75/25% Paradigm ModernizeAutomateTransform Converged Virtualization Server Network Storage Backup Disaster Recovery As ONE Solution Business Projects Business Applications Feature Releases Touch Points Markets/Locations Reporting IT Projects Migrations Tech Refresh Capacity Upgrades App Decomm Consolidation D.C. Moves VBlock, VxRack, VxRail ALL FLASH SCALE OUT SW Defined Cloud Enabled TRUSTED Outages Product Outages User Errors Vendor Errors Environmental Issues Maintenance SW/Firmware Current Patches / Hot Fixes Field Change Orders (FCO’s) MODERN DATA CENTER

Scale Why Now? Relevance Portfolio So digital transformation is not trivial, but it is essential. The opportunity for business is to transform their industry and gain competitive advantage. But IT has to behave fundamentally different. In order to become a digital business, IT must look at transformation in three distinct areas. These are: IT transformation, where IT organizations create a modern infrastructure to enable digital transformation, Workforce transformation, where IT creates a truly digital work environment for employees, and Security transformation is needed to create a new kind of security strategy for IT, the workforce, and the entire organization.

HISTORICAL PRODUCT REVENUE 1800 Inside & 1000 Field Sellers 20k+ accounts w/o Legacy EMC *Forecast

CREATING A MARKET

RELEVANCE Largest IT Provider in the industry, CIO’s want to hear from you Supply chain will give us a cost advantage Portfolio, Strategy, & Message has never been more aligned to market

TODAY’S DATA CENTER Data Warehouse / Splunk Test Dev SQL VMWare HP HP Compute HP Compute ED-DCX-4S-B ED-DCX-4S-B ED-DCX-4S-B ED-DCX-4S-B Vblock 540 HP DAS 3 Vblock Systems 15 VNX Arrays HP 3PAR

Data Center Evolution Data Warehouse / Test Dev SQL Splunk/Analytics VMWare HP Compute HP Compute ED-DCX-4S-B ED-DCX-4S-B ED-DCX-4S-B ED-DCX-4S-B Vblock 540 HP DAS 3 Vblock Systems 15 VNX Arrays HP 3PAR

FUTURE DATA CENTER Splunk / Analytics Data Warehouse / Test Dev SQL VMWare

“Hyper Converged + Hyper Consolidation = Simplicity”