Accelerating partner profitability throughadvanced solution proficiency

EMC Velocity2

Partner ProgramSpecialties

2

EMC Velocity2 Partner Program Specialties

The EMC® Velocity2 Partner Program is designed to make your partnership with EMC as productive–and profitable–as possible.

We know that our Velocity2 Partners play a critically important role in satisfying our customers’ needs, and we are deeply committed to their success. Our Velocity2 Partner Program provides all the tools, training, support, and resources that you need to increase your profitability and advance your business. And the program offers a rich system of incentives that rewards your loyalty as you continue to invest in our relationship.

A key commitment of the EMC Velocity2 Program is a roadmap of progression for our Partner Community. In addition to the Velocity2 Partner Tier progression of Affiliate > Premier > Signature, through the Velocity2 Program, we have introduced an advanced level of Partner Specialties for EMC Velocity² Signature Solution Center Partners, Premier Solution Partners and Value-Add Distributor.

Introducing EMC Velocity2 Partner Program SpecialtiesThe Velocity2 Partner Specialties exist in four solution areas - Consolidate, Backup, Archive and Security – and will help EMC partners further differentiate their solutions offerings and bring additional value to customers by delivering complete end-to-end EMC solutions combining hardware, software and services skills.

A Velocity² Partner’s Specialty will be an indication of their having achieved advanced proficiency in marketing, selling and delivering solutions to their customers. Through the Specialty model, customers purchasing from a Velocity2 Partner will receive the highest level of support in ensuring the success of their EMC solution.

3

Achieving EMC Velocity2 Specialty StatusEMC Velocity2 Premier Solution Partners and Value-Add Distributors are required to choose one Specialty area as a minimum requirement. Velocity2 Signature Solution Center Partners are required to specialize in Consolidate as a minimum requirement. Partners can also progress through the Specialty model and acquire additional Specialties to compliment their business strategy and skill set.

EMC Velocity2 Specialty Certification and Accreditation RequirementsThe Velocity2 Specialty model enables Velocity2 Partners to conduct more productive and meaningful consultative conversations with their customers. Acting as a trusted adviser Velocity2 Partners are able to recommend the correct EMC infrastructure for their customer’s business challenges and implement an entire end-to-end EMC solution combining hardware, software and services skills. Therefore, to achieve Velocity2 Specialty status a Velocity2 Partner is required to achieve a combination of EMC Proven Professional Certification and Accreditation.

Strategy and Solution AccreditationEMC Proven Professional - Strategy and Solution Accreditation for Sales and System Engineers (SE) is a base-line requirement before achieving Velocity2 Partner Specialty status.

Advanced Sales AccreditationTo compliment the Specialty model EMC has introduced an Advanced Sales Accreditation program. Advanced Sales Accreditation is designed to enhance your knowledge through true-to-life case study exercises for Expanding Your Base, Cross-Selling & Up-Selling plus Identifying Adjacent Opportunities.

The 2010 Sales & SE Accreditation Program incorporates a blend of messaging, product introduction, strategies and solutions across four tracks: Consolidation, Backup, Archive, and Security. Within each track you will learn how to identify customer challenges, propose meaningful solutions, and become successful in executing Sales and/or Technical campaigns.

Page 2 of 5

EMC Proven™ Professional Accreditation Enabling EMC Velocity² Partners with the skills necessary to succeed

EMC Proven Professional Accreditation Enabling EMC Velocity2 Partners with the skills necessary to succeed

Sales Accreditation: Add new value via the consultative process Accreditation is designed to help you conduct productive and meaningful consultative conversations with your clients. You’ll learn how to prospect, qualify, propose, and close incremental or expanded opportunities. If new to the program, plan on spending approximately 8 hours (e-Learning) for a given track or accreditation. If desired, students can earn multiple accreditations by completing multiple tracks.

System Engineer Accreditation: Solving customer challenges

The SE Accreditation curriculum is designed to help you better position, qualify, architect, and configure solutions for your clients. For those who are new to Accreditation, plan to spend approximately 12 hours completing the courseware and tests via online training for a given track. If you prefer to earn your accreditation status through instructor-led delivery, contact your EMC partner account manager or distributor to sponsor a local workshop.

Sample: SE Accreditation Tracks

Introducing Advanced Sales Accreditation:

New in 2010, you will have the opportunity to participate in an Advanced Sales Accreditation program. Advanced Accreditation is designed to enhance your knowledge through true-to-life case study exercises. Within the program, you will learn from traditional and non-traditional approaches. We’ll discuss physical and virtual environments and how to discover enhanced opportunities. The Advanced program picks-up where the core accreditation program concludes. Advanced development is offered in either the Backup & Recovery or Consolidation tracks. This program is only offered in a live instructor led format and runs for 1.5 days.

To learn more or to participate in an upcoming class, further information can be found on Powerlink (Training>Sales Accreditation) or contact your local EMC Partner Account Manager.

CONSOLIDATE BACKUP

ARCHIVE SECURITY

CONSOLIDATE . BACKUP . ARCHIVE

Page 1 of 5

EMC Proven™ Professional Accreditation Enabling EMC Velocity² Partners with the skills necessary to succeed

EMC Proven Professional Accreditation Enabling EMC Velocity2 Partners with the skills necessary to succeed

EMC Proven™ Professional is a world-class exam-based training, accreditation, and certification program that develops and validates the skills of EMC employees, partners, and customers. EMC Proven Professionals are recognized as elite individuals within the Information Infrastructure industry. EMC Proven Professional Accreditation training is provided for partner sales people and pre-sales technical resources. The program is designed to accelerate a partner’s learning and development cycles for solving customer information infrastructure challenges and delivering value within a consultative approach.

2010 Partner Sales & SE Accreditation The 2010 Sales & SE Accreditation Program incorporates a blend of messaging, product introduction, strategies and solutions across four tracks: Consolidation, Backup, Archive and Security. Within each track you will learn how to identify customer challenges, propose meaningful solutions, and become successful in executing Sales and/or Technical campaigns. How do I become accredited?

To become Sales or SE accredited, first select the track you would like to become accredited in. Then, consume the courseware and pass the associated tests within your selected track, with a score of 80 percent or higher. The Sales role starts with Foundations followed by Essentials, then Strategy concluding with Solutions, four tests in total. For partner SEs we start with Operational Practices, then Foundations, Essentials, Strategies and Solutions with a total of five tests.

Sample: Sales Accreditation Tracks

What if I earned an Accreditation in 2009? For those who earned an accreditation in 2009, there is a single maintenance track per role (Sales or SE) for 2010. The track begins with an update on recently released products followed by the latest in EMC messaging. There are two tests to complete with a score of 80% or greater.

Learn More about the 2010 Program: Home > Training > Tools, Launches, & Live Training > Productivity Tools > Did You Know Contact EdServices@emc.com for support or with questions

4

EMC Specialty Services Partner Program The existing Services Partner Program- based on the Specialty framework - enables EMC’s Partners to architect solutions and deliver implementation services in the areas where they are specialized. EMC Proven Professional Certifications are grouped around a set of hardware, software and services related to each Speciality. Specialty compliancy is part of the Velocity2 Partner Program requirements for SCP, PSP and VAD partners.

Compliant Individuals Required to Achieve Specialty StatusTo achieve Velocity2 Specialty status, EMC Velocity2 Signature Solution Center Partners (SCP), Premier Solution Partners (PSP) and Value-Add Distributor (VAD) Partners are required to certify the following personnel:

Sales and SE (System Engineer) Accreditation Training

Minimum Based Sales Accredited Resources per Specialty per Country 2 2 4

Minimum SE Accredited Resources per Specialty per Country 1 1 3

Implement Services Enablement (Specialty areas) Required Required Required

Implement Services Agreement signed Required Required Required

Minimum Certified Technical Resources per Specialty 2 2 2

Minimum Certified Technical Certifications: IE (Implementation Engineer) * 1 - IE Specialist 1 - IE Specialist 2 - IE Specialist

Minimum Quickstart Certifications 1 (Consolidate only) 1 (Consolidate only) Not Required

Minimum Certified Technical Certifications: TA (Technology Architect) 1 - TA Specialist 1 - TA Specialist 1 - TA Specialist

Mentoring Completed * Required Required Required

*Implementation services can only be performed by mentored consultants who hold valid EMC Proven Professional Certifications in the corresponding technologies – failure to comply may result in loss of certain Velocity benefits.

5

Velocity² Program - RequirementsGeneral Only nominated partnersMinimum Revenue Attainment* $50,000 $500,000 $5,000,000Solution Center for Demonstrating EMC Solutions Not Required Not Required RequiredMinimum Dedicated Solution Center Resources** Not Required Not Required 2Online Velocity² Application and Marketing SupportAgreement forms signed Required Required RequiredEMC VAR Agreement signed Not Required Not Required RequiredMinimum number of Specialties *** Not Eligible 1 1 (Consolidate)Accredited Alliance Manager to Interface with EMC Not Required Required RequiredJoint Business Planning and Review Not Required Through Distributor RequiredParticipation in EMC’s Annual Partner Executive interview Not Required Required RequiredMinimum co-branded demand generation campaign Not Required 1 per Quarter 2 per QuarterMonthly forecast Not Required Required RequiredSales and SE (System Engineer) Accreditation TrainingMinimum Based Sales Accredited Resourcesper Specialty per Country Not Required 2 4Minimum SE Accredited Resourcesper Specialty per Country Not Required 1 3Implement Services Enablement (Specialty areas) Not Eligible Required RequiredImplement Services Agreement signed Not Eligible Required RequiredMinimum Certified Technical Resources per Specialty Not Eligible 2 2Minimum Certified Technical Certifications:IE (Implementation Engineer) **** Not Eligible 1 - IE Specialist 2 - IE SpecialistMinimum Quickstart Certifications Not Required 1 (Consolidate only) Not RequiredMinimum Certified Technical Certifications:TA (Technology Architect) Not Eligible 1 - TA Specialist 1 - TA SpecialistMentoring Completed **** Not Eligible Required RequiredQuality assurance program Not Eligible Through Distributor RequiredCustomer Help Desk Facility Not Eligible Not Required Required

* Revenue for Non-Platform software will be calculated with a multiplier of five ** Skills to be approved by EMC *** Specialties : Consolidate, Backup, Archive and Security

**** Implementation services can only be performed by mentored consultants who hold valid EMC Proven Professional Certifications in the corresponding technologies –failure to comply may result in loss of certain Velocity benefits

Effective December 1, 2009. Formore information, please contact your EMCpartner accountmanager.

EMC2, EMC, Powerlink, and where information lives are registered trademarks and EMC Proven is a trademark of EMC Corporation. All other trademarks used herein are the property oftheir respective owners. © Copyright 2008 EMC Corporation. All rights reserved. Published in the USA. 12/09 H1546.9

PSP/VAD CertificationsSpecialties

Consolidate Backup Archive Security

2 2 2

TBD

3 2 2

OR OR OR

CLARiiON Celerra Networker Avamar EDL Data Domain Centera SourceOne Email

1 CX IE 1 NS IE 1 BUR NW IE 1 AVA IE• 1 EDL IE• 1 DD IE• 1 CAS IE 1 SourceOne IE•

1 NSQuickstart

1 CXQuickstart

1 CX TA 1 NS TA 1 BUR Sol. TA 1 BUR Sol.

TA1 BUR Sol.

TA1 BUR Sol.

TA1 CAS TA

1 COM TA or CX TAor NS TA or CAS TA

EMC Proven Professional minimum requirements

Required Resources

Number of certifications

Certification level Specialist

SCP CertificationsSpecialties

Consolidate† Backup Archive Security

2 2 2

TBD

3 2 2

OR OR OR

CLARiiON Celerra Networker Avamar EDL Data Domain Centera SourceOne Email

1 CX IE Spec 1 NS IE Spec 1 BUR IE 1 AVA IE• 1 EDL IE• 1 DD IE• 1 CAS IE 1 SourceOne IE•

1 NS IE Spec 1 CX IE Spec

1 CX TA Spec 1 NS TA Spec 1 BUR Sol. TA 1 BUR Sol.

TA1 BUR Sol.

TA1 BUR Sol.

TA1 CAS TA

1 COM TA or CX TAor NS TA or CAS TA

EMC Proven Professional minimum requirements

Required Resources

Number of certifications

Certification level Specialist

• IE - Implementation Engineer is part of the Product/Technology learning paths for Avamar, SourceOne, Disk Library and later Data Domain

† Consolidate is the minimum requirement for Solution Center • IE - Implementation Engineer is part of the Product/Technology learning paths for Avamar, SourceOne, Disk Library and later Data Domain

H1546.9_EMEA_SolProv_V2.qxd:H1493.6_Vel_SolProvRB_IS.qxd 7/5/10 17:41 Page 2

Benefits and Requirements Further benefits and requirements for EMC Velocity2 Signature, Premier and Value-Add Distributor Partners are outlined in the Velocity2 Partner Program Benefits and Requirements Matrix for Resellers and for Distributors.

EMC Velocity2 Specialty logoThe EMC Velocity2 Specialty logo will enable Customers and EMC Account Managers to identify certified solution experts in their region. The Partner Locator Directory on emc.com will also allow customers to view and select EMC Velocity2 Partners by Specialty.

CONSOLIDATE

Velocity² Program - RequirementsGeneral Only nominated partnersMinimum Revenue Attainment* $50,000 $500,000 $5,000,000Solution Center for Demonstrating EMC Solutions Not Required Not Required RequiredMinimum Dedicated Solution Center Resources** Not Required Not Required 2Online Velocity² Application and Marketing SupportAgreement forms signed Required Required RequiredEMC VAR Agreement signed Not Required Not Required RequiredMinimum number of Specialties *** Not Eligible 1 1 (Consolidate)Accredited Alliance Manager to Interface with EMC Not Required Required RequiredJoint Business Planning and Review Not Required Through Distributor RequiredParticipation in EMC’s Annual Partner Executive interview Not Required Required RequiredMinimum co-branded demand generation campaign Not Required 1 per Quarter 2 per QuarterMonthly forecast Not Required Required RequiredSales and SE (System Engineer) Accreditation TrainingMinimum Based Sales Accredited Resourcesper Specialty per Country Not Required 2 4Minimum SE Accredited Resourcesper Specialty per Country Not Required 1 3Implement Services Enablement (Specialty areas) Not Eligible Required RequiredImplement Services Agreement signed Not Eligible Required RequiredMinimum Certified Technical Resources per Specialty Not Eligible 2 2Minimum Certified Technical Certifications:IE (Implementation Engineer) **** Not Eligible 1 - IE Specialist 2 - IE SpecialistMinimum Quickstart Certifications Not Required 1 (Consolidate only) Not RequiredMinimum Certified Technical Certifications:TA (Technology Architect) Not Eligible 1 - TA Specialist 1 - TA SpecialistMentoring Completed **** Not Eligible Required RequiredQuality assurance program Not Eligible Through Distributor RequiredCustomer Help Desk Facility Not Eligible Not Required Required

* Revenue for Non-Platform software will be calculated with a multiplier of five ** Skills to be approved by EMC *** Specialties : Consolidate, Backup, Archive and Security

**** Implementation services can only be performed by mentored consultants who hold valid EMC Proven Professional Certifications in the corresponding technologies –failure to comply may result in loss of certain Velocity benefits

Effective December 1, 2009. Formore information, please contact your EMCpartner accountmanager.

EMC2, EMC, Powerlink, and where information lives are registered trademarks and EMC Proven is a trademark of EMC Corporation. All other trademarks used herein are the property oftheir respective owners. © Copyright 2008 EMC Corporation. All rights reserved. Published in the USA. 12/09 H1546.9

PSP/VAD CertificationsSpecialties

Consolidate Backup Archive Security

2 2 2

TBD

3 2 2

OR OR OR

CLARiiON Celerra Networker Avamar EDL Data Domain Centera SourceOne Email

1 CX IE 1 NS IE 1 BUR NW IE 1 AVA IE• 1 EDL IE• 1 DD IE• 1 CAS IE 1 SourceOne IE•

1 NSQuickstart

1 CXQuickstart

1 CX TA 1 NS TA 1 BUR Sol. TA 1 BUR Sol.

TA1 BUR Sol.

TA1 BUR Sol.

TA1 CAS TA

1 COM TA or CX TAor NS TA or CAS TA

EMC Proven Professional minimum requirements

Required Resources

Number of certifications

Certification level Specialist

SCP CertificationsSpecialties

Consolidate† Backup Archive Security

2 2 2

TBD

3 2 2

OR OR OR

CLARiiON Celerra Networker Avamar EDL Data Domain Centera SourceOne Email

1 CX IE Spec 1 NS IE Spec 1 BUR IE 1 AVA IE• 1 EDL IE• 1 DD IE• 1 CAS IE 1 SourceOne IE•

1 NS IE Spec 1 CX IE Spec

1 CX TA Spec 1 NS TA Spec 1 BUR Sol. TA 1 BUR Sol.

TA1 BUR Sol.

TA1 BUR Sol.

TA1 CAS TA

1 COM TA or CX TAor NS TA or CAS TA

EMC Proven Professional minimum requirements

Required Resources

Number of certifications

Certification level Specialist

• IE - Implementation Engineer is part of the Product/Technology learning paths for Avamar, SourceOne, Disk Library and later Data Domain

† Consolidate is the minimum requirement for Solution Center • IE - Implementation Engineer is part of the Product/Technology learning paths for Avamar, SourceOne, Disk Library and later Data Domain

H1546.9_EMEA_SolProv_V2.qxd:H1493.6_Vel_SolProvRB_IS.qxd 7/5/10 17:41 Page 2

EMC CorporationHopkintonMassachusetts01748-91031-508-435-1000In North America 1-866-464-7381www.EMC.com

Take the next stepFor more information on the EMC Velocity Partner Program in EMEA, visit us online at www.EMC.co.uk/Velocity.

The information provided is intended to serve only as a guide. All options and terms described herein are subject to credit approval and conditions may change without notice. EMC2, EMC, and where information lives are registered trademarks or trademarks of EMC Corporation in the United States and other countries. All other trademarks used herein are the property of their respective owners. © Copyright 2010 EMC Corporation. All rights reserved. Published in the USA. 01/10 Brochure emea