EMC Solution CentersChanging the Virtualization Landscape

The Big Picture

In 2006, 173 billion Gigabytesof information was created annually

By 2011, 1,773 billion Gigabyteswill be created annually

IDC White Paper – “The Diverse and Exploding Digital Universe”, March 2008 – Sponsored by EMC

Information is expanding rapidlyInformation is expanding rapidly

Managing growth Managing risk

Managing effectiveness Creating new value

Dramatic growth of information Increased infrastructure complexity

Reducing capital and operational costs Improving flexibility and responsiveness Delivering better service levels

Protecting against information loss Securing against unauthorized access Complying with legal / corporate mandates

Leveraging information in new ways Using infrastructure to drive the business

Bringing new information Bringing new information challengeschallenges

Creating a shift in responsibilityCreating a shift in responsibility

70%of the world’s information will be createdby individuals

85%will be the responsibilityof organizationsto ensure security, privacy,reliability, andcompliance

Source: IDC White Paper, "The Diverse and Exploding Digital Universe," Sponsored by EMC, March 2008

EMC has the answersEMC has the answers

EMC is the world’s leading provider of information infrastructure technologies and solutions.

We help organizations and individuals avoid the risks and reduce the costs associated with managing information, while fully exploiting its value for competitive advantage.

We release the power of information.

We’re a fast-growing, global We’re a fast-growing, global technology company technology company

Revenues (2007): $13.2 billion

Net Income (2007) $ 1.7 billion

Employees (end Q1 ‘08 worldwide): >38,000

Countries with EMC operations: >60

R&D Investment (estimated 2008): ≈ $1.8 billion

Total Cash and Investments (end Q1): $ 7.9 billion

Free Cash Flow (Q1 08) $ 717 million

Market Capitalization: (June 18) ≈ $34 billion

Founded: 1979

With 5 years of consistent With 5 years of consistent growth growth

The next challenge: Virtualization

Virtualization is a Virtualization is a transformational changetransformational change

Delivering huge consolidation Delivering huge consolidation advantagesadvantages

Before VMwareBefore VMwareServers 1,000Storage Direct AttachNetwork (Cables/Ports) 3,000Facilities (Racks) 200Power Whips 400

After VMwareServers 80Storage Tiered SAN/NASNetwork (Cables/Ports) 400Facilities (Racks) 10Power Whips 20

Solving a range of issuesSolving a range of issues

Data growthDifficult to extract business valueNot controlledUnstructured

Financial PressuresBudgets squeezedNew business challengesPeople costs

Organizational CostsPower cooling spaceBusiness continuity 24/7 availability

ComplexityRegulatory requirement Multi-vendor environmentIT manageability

Increased simplicityMore for less

More services

Improved SLAs

Yet raising customer expectationsYet raising customer expectations

Only EMC has a solution for all of themOnly EMC has a solution for all of them

Providing many virtualization Providing many virtualization opportunitiesopportunities

Putting EMC on the virtualization map

• They have access to key prospects

• They are dedicated to providing technology solutions and services

• Given the right support, they will become EMC advocates

• They are keen to meet their own sales targets in a business environment that is becoming more and more competitive

• They want – and need – something unique they can promote, sell and profit from

Channel Partner are the keyChannel Partner are the key

A 5-Tier channel environment

Over 300 direct tier Partners

Little or no cross-selling

Limited growth paths for Partners

• Too complicated with no dedicated sales links• Too many hurdles for partner to jump

• No differentiation between Partners• Logistical issues communicating with Partners

• A hardware focus on Symmetrix• Software seen as a discountable extra

• No sense of where EMC wanted to take Partners in the future

EMC Channel Partners EMEA - EMC Channel Partners EMEA - 20062006

EMC Channel Partners EMEA – 2007EMC Channel Partners EMEA – 2007

The EMC Velocity2 Partner Program delivers tiered benefits and rewards based on revenue and accreditation achievements.

Solution CentersPartners with expertise in Microsoft, Oracle, SAP, or Cisco, operating an EMC Velocity2 Signature Solutions Center, and Authorized Services Network members

Affiliate PartnersPartners who sell Velocity2 products and access the program through the EMC distribution network

Solution PartnersPartners accredited in EMC’s Proven Professional Program with (Consolidate, Backup, Archive, and Protect) solutions expertise

EMC Signature Solution Centers have been opening rapidly across EMEA

13 opened in the first half of 2008

By the end of 2008, there will be 24

EMC Solution Centers EMEA - 2008EMC Solution Centers EMEA - 2008

What are EMC Solution Centers?What are EMC Solution Centers?

A Partner and EMC showcase for Proven Solutions based on an application running on EMC hardware and software and Partner services, offering:

•Complete integration– hardware, softwareand services

•Solutions and productdemonstrations

•BU, Recovery andArchiving solutions

•Virtualization solutions•Application testing•Application migrations•Seminars

Total Virtualized Solutions

•The market is full of opportunities for virtualization new business. TVS is a platform for an 18-month demand generation campaign that will deliver brand synergy and continuity

•The Solution Centers need to be recognized as a unique opportunity for prospects to test their virtualization options

•There is an opportunity to demonstrate to prospects that EMC and Solution Centers have the perfect virtualization solution for them, with a focus on VMware and other virtualization solutions:

• File Virtualization – IP/NAS consolidation• SAN Virtualization – consolidation and redundancy• De-duplication – full integration with VMware through EMC

Avamar

EMC Solution Center Focus - 2008EMC Solution Center Focus - 2008

THANK YOU.