1© Copyright 2012 EMC Corporation. All rights reserved.

Competitive Swap Promotion

All values must be registered and approved through PSC

Promotion Rules:• Swap value is calculated on the returning hardware, and capped at 25% of the new deal value (HW only)• All swap values will be passed on via discounting to the transfer price• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by

December 31, 2012• New EMC storage sold must have at least twice the capacity of the swapped-out competitive storage

Swap Equipment Swap Values Rules

Hitachi - VSP; Tagmastore(USP Models Only) $400/TBRegistration Only

20TB CAP

IBM - DS8000 SeriesNetApp - FAS Series

$300/TBRegistration only

20TB CAP

Dell - Compellent; Equallogic; DX $250/TBRegistration only

20TB CAP

HP - EVA; LeftHand; 3PARIBM - DS4000; DS5000; XIVHitachi - AMS

$200/TBRegistration only

20TB CAP

2© Copyright 2012 EMC Corporation. All rights reserved.

Tech Refresh PromotionDMX, CX, and NS Trade-In Program

All values must be registered and approved through PSCPromotion Rules:• Trade-In must be customer owned asset• Trade-In value will be passed on via discounting to the transfer price• Detailed RMA for returning system must be associated to new deal SO number• Trade-In value capped at 25% of the transfer price on the new deal value (HW only)• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by

December 31, 2012

Trade-In Sell Get

Symmetrix DMX3, DMX4Any VMAX

Symmetrix DMX4VNX

$300/TB Trade-In Value

CLARiiON CX4NS Models (NS120, NS480,

NS960)

VNXAtmos

$300/TB Trade-In Value

CLARiiON CX3CX300, CX500, or CX700

NS Models (NS20, NS40, NS80)

VNXAtmos

$200/TB Trade-In Value

3© Copyright 2012 EMC Corporation. All rights reserved.

Swap & Trade Terms and ConditionsCompetitive Swap Promotion Rules

• New EMC storage sold must have at least twice the capacity of the swapped-out competitive storage (except BRS)

• Example: Must sell 2 TB of EMC for every 1 TB of competitive storage replaced

• Deals booked and billed between April 1, 2012 and June 30, 2012-equipment must be returned by December 31, 2012

• Swap value is calculated on the returning hardware, and capped at 25% of the new deal value. Some deal caps include only hardware while others include hardware and software

• Minimum eligible replacement = 1 TB of competitive storage

• All non-disk storage will be priced to market value by Global Financial Services

• All swap values will be passed on via discounting to the transfer price

All Programs subject to change or cancellation

Technology Refresh Promotions

• Trade-in value is passed on via discounting to the transfer price

• VNXe is excluded and will be looked at on an exception basis only

• Trade value is calculated on the returning hardware, and capped at 25% of the new deal value. Some deal caps include only hardware while others include hardware and software

• Trade-In must be customer owned asset• RMA for returning system must be associated to new

deal SO number• Deals booked and billed between April 1, 2012 and

June 30, 2012-equipment must be returned by December 31, 2012

Reminder:

Sales Promotions are subject to change. Ensure you are using the most up-to-date version on Powerlink.

4© Copyright 2012 EMC Corporation. All rights reserved.

Try & Buy Process FlowUnified or Data Domain opportunity

Distributor/Reseller submits request through Channel Xpress with customer qualification questionnaire form attached

PSC approves quote with T&Cs attached

Distributor/Reseller accept T&Cs by placing approved quote to order

Product ships to prospect

5© Copyright 2012 EMC Corporation. All rights reserved.

60-day clock starts day of shipment

Reseller follows up with prospect at day 21 to check on installation and implementation

15-day reminder email at day 45 to distributor/reseller from EMC Try & Buy contact

Customer keeps unit; distributor/reseller invoiced for order

Customer is happy; warranty extended 60-days

Try & Buy Process Flow contd.