1. GTM Integration Update

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

3. 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

4. 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)

5. 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

6. 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

7. 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)

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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