1EMC CONFIDENTIAL—INTERNAL USE ONLY Kevin Flanagan Senior Director – Inside Sales EMEA

2EMC CONFIDENTIAL—INTERNAL USE ONLY Agenda  Introduction  Sales Inside Sales –The “What” - Is Inside Sales –The “Why” - Inside Sales –The “How” - Inside Sales works  The EMC Inside Sales Journey  Q&A

3EMC CONFIDENTIAL—INTERNAL USE ONLY Kevin Flanagan – My background Finance & Operations Sales & Marketing Inside Sales Consulting Sales Inside Sales

4EMC CONFIDENTIAL—INTERNAL USE ONLY The What?

5EMC CONFIDENTIAL—INTERNAL USE ONLY What is Inside Sales ?  Inside sales is “remote sales”  It is NOT telemarketing  It is NOT customer service  Inside Sales is professional sales done remotely

6EMC CONFIDENTIAL—INTERNAL USE ONLY Inside Sales & Telemarketing TelemarketingInside Sales Sales Quota €NoYes € VolumeNone/SmallMed / Large Demand GenerationYes ScriptedYesNo # of CallsSingleMultiple B2B / B2CB2CB2C / B2B

7EMC CONFIDENTIAL—INTERNAL USE ONLY Inside Sales as a “new” concept?

8EMC CONFIDENTIAL—INTERNAL USE ONLY Inside Sales Industry Growth Source: BLS & 2013 Market size Study

9EMC CONFIDENTIAL—INTERNAL USE ONLY Inside Sales by Selected Vertical

10EMC CONFIDENTIAL—INTERNAL USE ONLY Sales Team Composition Source: BLS & 2013 Market size Study

11EMC CONFIDENTIAL—INTERNAL USE ONLY Business Awareness - Media Use Source: BLS & 2013 Market size Study High Low

12EMC CONFIDENTIAL—INTERNAL USE ONLY The Why?

13EMC CONFIDENTIAL—INTERNAL USE ONLY Why? The new empowered buyer

14EMC CONFIDENTIAL—INTERNAL USE ONLY

15EMC CONFIDENTIAL—INTERNAL USE ONLY Why? An Internal Perspective ProductivityInside Sales as a measureable and effective route to market, ability to drive consistency and higher ROI CoverageInside Sales will cover a significantly higher amount of accounts and revenue opportunities than the field organisations CostInside Sales costs are far lower than the cost of deploying a field sales resource ModerniseInside sales can be the leading technology users within an organisation – implementing social media and sales process tools is comparatively easier to introduce TalentInside Sales allows an organisation to grow its people from within and provide very concise career paths

16EMC CONFIDENTIAL—INTERNAL USE ONLY Why Inside Sales for EMC ? EMC Led Datacenter Application-Led Dept. / ROBO Channel Led Hosted Global Accounts Enterprise Mid-Market SMB Enterprise Select Inside Sales

17EMC CONFIDENTIAL—INTERNAL USE ONLY The How?

18EMC CONFIDENTIAL—INTERNAL USE ONLY The role of Inside Sales in the Sales Cycle Revenue Generation Lead & Opportunity Generation

19EMC CONFIDENTIAL—INTERNAL USE ONLY The Era of the Empowered Seller………….

20EMC CONFIDENTIAL—INTERNAL USE ONLY GTM Analytics 1,0002,0003,0004,0005,0006,0007,0005,00010,00015,00020,00025,00030,00035,0000 HIGH-LIKELIHOOD TO PURCHASE LOW-LIKELIHOOD TO PURCHASE

21EMC CONFIDENTIAL—INTERNAL USE ONLY Tools Used by Inside Sales

22EMC CONFIDENTIAL—INTERNAL USE ONLY EMC – Our Inside Sales Journey

23EMC CONFIDENTIAL—INTERNAL USE ONLY Many possibilities....but what makes most sense for You?

24EMC CONFIDENTIAL—INTERNAL USE ONLY The Key Considerations & Questions for EMC Considerations 1.How strong is our Brand in the target segments? 2.How strong is our Channel? 3.How technically complex are our products/ is the Sales Cycle? 2.The Questions 1.What is the role & charter of Inside Sales in EMEA ? 2.What segments will we support? 3.What is the Location strategy? 4.What is the engagement model with field and channel sales ? 5.How do we measure for success (KPIs)? 6.Which countries will we cover? 7.What is the Funding model?

25EMC CONFIDENTIAL—INTERNAL USE ONLY Graduate Talent Strategy Grad Rec Campus Relations Co-op Rec Grad Ire & AHECS Inside Sales EMEA Modernise the Selling Process – Operational Excellence Pre-Sales Support Marketing Sales Operations Our Charter...

26EMC CONFIDENTIAL—INTERNAL USE ONLY EMC Going Social

27EMC CONFIDENTIAL—INTERNAL USE ONLY Modernize our Selling Process 1.Conduct rich, digital dialogues with a ‘concierge’ approach to service 2.Guide customers in their buying process 3.Leverage multimedia to improve our interpersonal connection with customers 4.Take a data-driven approach for a more robust understanding of our customers 5.Leverage analytics to determine buying patterns and build future pipeline

28EMC CONFIDENTIAL—INTERNAL USE ONLY Global Inside “Virtual” Sales Modernized Sales Force Better Serving the New Empowered Buyer

29EMC CONFIDENTIAL—INTERNAL USE ONLY. Clearly define the role you want IS to play to support your GTM Ensure you have clear alignment with Key stakeholders Define “what good looks like” Identify the critical success factors for your IS function Set and track KPIs Drive for operational excellence Understand how your customers want to buy Get the right people and invest relentlessly in their development

30EMC CONFIDENTIAL—INTERNAL USE ONLY THANK YOU