Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business 7420000806V2 Grow

Products for Small and MediumBusiness

© Copyright 2006 EMC Corporation. All rights reserved.


7420000806V2

Grow Your Information Management and Storage Business with EMC Insignia

Partner with EMC

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Agenda

SMB Market Opportunity

EMC: Positioned for Success

Introducing EMC Insignia

EMC Velocity2 SMB Partner Program

Building Excellence Together

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65 million businesses worldwide 1–999 employees

Market is historically underserved by product and service providers

SMBs look for brands with name recognition and quality reputation - even over price

SMB market characteristics Loyal -- both to the EMC brand and the reseller >7 year working relationship with their reseller Buy from who they know and trust -- it’s a relationship sale

Capturing a Growing Market Opportunity

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Capturing a Growing Market Opportunity

IDC: “Storage opportunity within SMB of particular interest”

Fast growing market -- <$15K price point fastest growing

WW storage opportunity for 2008 estimated at $25.6B $4B in < $50K price point

WW storage software market - $13.6 by 2009 -- $700M in SMB

SMBs spend more on IT than enterprise businesses!

Customers trust the EMC2 brand

*All market data source: IDC

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“Larger companies’ solutions are of increasing interest to SMBs, with market share increasing in next 12 months.”

IDC, 2006

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EMC: Positioned for Success in SMB

Leadership and experience in SMB

EMC’s information management and storage expertise

Resources and momentum

Executive commitment and support

With revenues of $9.66B in 2005, EMC is the 7th largest software company in the world.

RankCompan

yMarket Cap

($B)2005

RevenuesEst Rev Growth

Est EPS Growth

9 EMC2 34 $9.66B 17% 47%

EMC is Valued Among the World’s Top IT Companies

Ranked by Market Cap (as of close of market March 01, 2006)

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Introducing…EMC Insignia

Built upon EMC’s leadership and expertise, EMC Insignia is a line of hardware and software products that enable SMBs to store manage, protect and share vital business information.

EMC Insignia products can be used individually, together as a turnkey solution, and with third-party software and hardware.

EMC Insignia products & solutions are available only through EMC Velocity2 SMB Channel Partners at competitive discounts – our partners do not compete with a direct team.*

EMC Insignia award-winning products & solutions were designed specifically for the SMB market and offer you a shorter sales cycle by meeting key SMB market drivers:

Consolidating storage used by multiple servers/apps Increasing data availability and reducing downtime Enhancing backup operations and data protection capabilities

* EMC Insignia products are available online, but are sold at MSRP

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“For smaller firms, comprehensive but flexible technology approaches, like those offered by EMC through its recently announced Insignia line, will be effective.”

SMB Storage 2006 - IDC

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Store

Manage

Protect

Share

EMC VisualSRM™

SMB Edition Automate storage management and reclaim wasted space

EMC CLARiiON® AX Series Disk Array Centralize and allocate RAID storage for servers

EMC RepliStor®

SMB Edition Replicate data between local or remote servers

EMC Retrospect®

Back up and recover your servers, desktops, and notebooks

EMC eRoom™

SMB EditionCollaborate in secure Web-based workspaces

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EMC Insignia enables SMB customers and their VARs to confidently and profitably shift their storage investment to a market leader they can trust.

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• The EMC Velocity2 SMB Partner Program is designed to set expectations and provide you with a predictable set of rewards

• Guiding principles of the EMC Velocity2 SMB Partner Program:

Flexible framework that can align EMC Insignia with partner strategies and investments

World-class level of “ease of doing business” Aggressive return on investment Greater rewards for increased partner

investment and competence Create market opportunities

Purpose and Guiding Principles

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Empower

Support

Reward

Equip partners for success Sales and technical training, sales tools, NFR software

Ongoing partnershipMarketing activities, sales and technical support, leads, and collaborative programs -- no channel conflict with direct sales

Generous benefits for partners Solution incentives, MDF funds, service revenues

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Support Reward

Equip forsuccess

Empower

Ongoingpartnership

Generousbenefits

Appropriate products and prices for SMBs

EMC Insignia sales and technical training

EMC Velocity2 SMB Logo

Sales tools

NFR software for internal use

Complements larger EMC Velocity2 program

Requirements designed for SMB Solution Providers and DMRs

Streamlined business processes

Partner owns the customer

Dedicated sales support

Priority technical support

Marketing activities

High quality leads

Performance-based rebates

Co-op funds

Technical support incidents

EMC conference discounts

Software for personal use

Build service revenues

Grow SMB business

No channel conflict--products sell through partners only

EMC Velocity2 SMB is a worldwide channel program that empowers, supports, and rewards partners selling EMC Insignia products and solutions.

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Benefits equip and empower partners for mutual success Programs built to accelerate momentum in creating

demand generation Sales and marketing tools to build sales pipeline in the

growing SMB market Joint go-to-market business planning supporting partner

sales efforts No channel conflict – not sold through EMC’s direct sales

force

EMC Velocity2 SMB Partner Program

Support RewardEmpower

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Partner Benefits

Relationship

Marketing

BusinessDevelopmentSupport

Account management Authorized to resell EMC Insignia products & solutionsChannel commitment - Attractive margins

Marketing fundsIncrease company visibility EMC Insignia Web siteSales and marketing tools

- Access into Partner Center (secure portal)- EMC Velocity2 SMB Partner logo usage

Demand generation toolsAccess to promotional offeringsDemo programNot-for-Resale (NFR) software

Pre-sales assistancePriority technical supportOnline partner training Free!

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Partnership

Marketing

BusinessDevelopment

Signed Authorized Partner AgreementMinimum 25% of partner business from SMB marketAccount reviewRevenue requirement

Marketing program with focus on EMC Insignia

- Minimum of 2 programs per year with distributorEMC Insignia partnership displayed on partner website

Joint business planningTraining requirements

- Sales and technical

- Solution training

Partner Requirements

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Building Excellence Together

Next StepsGo to http://www.emcinsignia.com/partners to begin aneasy three-step sign-up process:

1. Set `up a purchasing relationship with an EMC Velocity2 SMB Distributor

2. Complete EMC partner profile form

3. Complete EMC Insignia Reseller Agreement and fax back to EMC

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Realizing the Realizing the OpportunityOpportunity




7420000806V2

Thank you!

Gaining velocity through partneringwith EMC!

Documents

Products for Small and Medium Business © Copyright 2006 EMC Corporation. All rights reserved. Products for Small and Medium Business 7420000806V2 Grow