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REDEFININGENTRY-LEVEL

STORAGE and DATA PROTECTION

Sales Enablement

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Objective• Redefine: Enterprise Functionality At Entry-Level Prices • Take Share in Growing Markets

– Entry Level Storage Market – Data Protection Market

• Focus on High Growth Sales Plays– Private Cloud & Virtualization– Applications & Databases– Transactional and Shared Files

• Redefine the EMC Partner Experience

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Meet EMC’s Newest ProductsRedefining Entry-Level Storage and Data Protection

PRIVATE CLOUDS APPLICATIONS FILESSIMPLE

EFFICIENT

PROTECTED

Integrates directly into your customers’ application and virtualization environments

Stores and protects customer data while lowering costs in terms of $/IOPS and $/GB

Delivers industry-leading application protection and data integrity

VNXe3200 UNIFIED HYBRID STORAGE

DATA DOMAIN DD2200, PROTECTION STORAGE

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VNXe3200 Unified Hybrid ArraySetup NAS or SAN

in under 15 minutes

VMware Ready:VAAI, VASA

vCenter Plug-in

Windows Ready: SMB3, ODX, SMI-S

NPIV, MMC, PowerShell

UnifiedFibre Channel (new) iSCSI,

NFS, CIFS, SMB3

FASTFAST-VP SSD autotiering

and FAST Cache

Unified Snapshots Built-in: for file/block

Unified

SIMPLE. EFFICIENT. PROTECTED.

ENTERPRISE FEATURESENTRY-LEVEL PACKAGE

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Optio

nsBu

ndle

s Storage Analytics*vCenter Operations Manager, EMC Adapter for VNXe

VNXe Software Choices

FAST Suite*FAST VP, FAST Cache

Base VNXe Base Software

OE, Protocols, Unisphere, Unisphere Central, M&R, Unified Snapshots, Integrated Support/Dial-Home ServicesFile Deduplication & Compression, Thin Provisioning, Event Enabler (common Anti-Virus), File Level Retention

PowerPath*Intelligent load balancing and multi-pathing

Free EMC Storage Integrator for WindowsProvision Microsoft storage 3 times faster.

Free Virtual Storage Integrator (VSI)Manage VNXe from vCenter

VPLEX/VE Standard Edition*Create stretched clusters and multi-site VMotion

Syncplicity*Create your own private dropbox

Data Protection Suite*Powerful EMC Backup and Archive software

* Requires separate license

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EMC VNXe3200 Battle Card• Change Customer

Behavior: Currently, many customers buy storage on back end of a server purchase from competitors.

• Increase Awareness: Gain greater consideration in the SMB and Mid- markets.

Objective1. How are you managing growth and

application complexity?2. Are you planning to deploy server,

storage and/or application virtualization? 3. Do you have budget constraints? 4. What IT skill sets do you have in-house?

Ask Qualifying Questions• Efficiency: Challenged by shrinking budgets,

overextended staff, and the need to do more with less.

• Complexity: Silos of storage spread across multiple physical and virtual servers which demand time and attention for each island of storage. Also facing increasing complexity in their Windows, VMware, or server virtualization environments.

• Cost: Budget constraints require affordable enterprise class core capabilities at entry level prices

• Technology Growth: SMBs are not exempt from continuing rapid data growth nor the efforts of ever deeper adoption of server virtualization.

Identify ChallengesSales and Lead Generation

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Deliver PitchKey Selling Points1. Simple • Integrates directly into application and

virtualization environments• Set up NAS or SAN in 15 minutes• Deploy applications faster and manage

them easier than ever with great VMware and Microsoft integration

2. Efficient• FAST Suite lowers $/IOPS & $/GB

automatically with minimal SSDs• Advanced features reduce capacity

requirements by up to 50%• MCx multicore optimized 2.2 Ghz

processors deliver 3X the performance and a price/perf ratio with up to 125 VMs and 500 desktops in a 4U footprint

3. Protected• Industry-leading application protection

& data integrity• Expanded RAID options, dynamic hot

sparing, drive mobility & Unified Snapshots

• First array to support VPLEX Virtual Edition

VNXe3200:• Easy unified storage

deployment• Expanded Connectivity:

iSCSI and Fibre Channel SAN at the low end

• Optimized for performance and capacity with FAST VP and FAST Cache

• Snapshots for block and file

• Compact 2U form factor enables you to store more in less space

Low End Block: HP MSA, DELL MD, and IBM V3700• Position Low-End “Price Fighters”

VNX5100 (Block FC) VNXe3150 (iSCSI)

Unified: NetApp FAS2240 and FAS2220• Primary Position: VNXe3200

Performs like FAS2240 Priced under NetApp FAS2220

• Secondary Position: VNX5200 VNX Family Remote replication

Hybrid Block: DELL EqualLogic and Nimble CS Series• Primary Position: VNX5200

Nimble Express Configurations Block/File Dedupe Remote replication

• Secondary Position: VNXe3200 Priced 20-30% below Dell, Nimble VNXe3200 adds Unified Application/Hypervisor Replication

Competitive PositioningEMC VNXe3200 Battle Card

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EMC Data Domain Systems Battle CardSales and Lead Generation• Change Customer

Behavior: Currently, many customers use traditional backup and archive methods such as tape or primary disk, which results in higher costs and complexity and does not ensure reliable recovery.

Objective1.How much data do you need to protect?2.Do you use tape or disk to backup and/or

archive your data?3.How much disk and tape is required to

protect your environment today?4.What backup and/or archiving software

do you currently use?5.Are you meeting your backup and

recovery objectives/service level agreements?

6.Are you satisfied with the cost and reliability or your current disaster recovery solution?

Ask Qualifying Questions• Complexity: Traditional backup with tape

requires management overhead. Larger environments with multiple vendors become difficult to optimize.

• Cost: Tape management makes tape expensive for backup and DR. Disk without deduplication requires 10 to 30x more storage.

• Reliability: Traditional tape or disk solutions are not built as a storage of last resort and can be unreliable for backup and DR.

• Scalability: Data growth is driving an increase in backup and archive storage requirements.

Identify Challenges

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EMC Data Domain Systems Battle CardDeliver PitchKey Selling Points

EMC Data Domain systems 1.Reliability – The Data Domain Data

Invulnerability Architecture ensures recovery and access to data through inline write and read verification, continuous fault detection, and self-healing, providing the industry’s best defense against data integrity issues.

2.High-Speed Deduplication – Complete more backups sooner and dramatically reduce storage requirements through variable-length deduplication.

3.Seamless Integration – Integrate easily into existing infrastructures with leading backup, archiving, and enterprise applications.

4.Network-Efficient Replication – Replicate only deduplicated and compressed data across the network, reducing bandwidth requirements.

5.Cloud Readiness - Gain data isolation for private or public cloud deployment with secure multi-tenancy.

Data Domain:• High-speed, scalable and cost-

effective protection storage for backup, archive and disaster recovery. Industry-leading speed and efficiency through variable-length deduplication enables data to be stored onsite for immediate restores and longer-term retention on disk. The deduplicated data can also be replicated over the WAN to a remote site for disaster recovery operations, eliminating the need for tape-based backups.

Symantec, CommVault Backup Software• Must pay large licensing fees per client on per up

front TB• Software only solution

IBM, HP, Symantec Backup Appliances• No advanced application integration (slower, less

efficient backup)• Minimal data integrity protection built-in to ensure

reliable recovery• Complex (IBM) or limited (Symantec) scalability

reduces deduplication benefit• Maximum marketed performance requires

multiple systems (HP)Standard Disk/Tape• Does not deliver storage reduction benefits of

deduplication (reduce data protection storage required by 10 to 30x)

• No built-in data integrity to ensure that data can be recovered reliably

• Slow, expensive and unreliable disaster recovery

Competitive Positioning

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Sales Opportunities1. STORAGE/PROTECTION

WITHOUT SERVERS/NETWORKING

Applications | Virtualization

Express Solutions VSPEX Proven Infrastructures

2. CONVERGED ARCHITECTUREINCLUDING STORAGE, SERVERS, NETWORK

ExpressSolutions

GURU Live Deployment MigrationCross Product

Solutions

3. STORAGE/PROTECTION SERVICES DELIVER ADDITIONAL CUSTOMER VALUE, MAKE MORE $

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Meet Your Needs: Capacity, Consolidation, Performance 7 VNXe3200 Express Solution Bundles

1 ENTRY LEVEL$11,500 LIST

3.6 TB 10K SAS

2 BASECAPACITY

36 TB NL-SAS

3 ENHANCED CAPACITY

48 TB NL-SAS

4 BASECONSOLIDATION28 TB SAS/NL-SAS

5 ENHANCED CONSOLIDATION53 TB 3 TIER FAST*

6 BASEPERFORMANCE

11 TB 2 TIER FAST*

7 FLASH CONFIGURATION7 TB SAS/SSD

CONFIGURE AND QUOTEIN CHANNEL EXPRESS

General Purpose Storage Highest IOPSMixed, VirtualizedAll-purpose file/block consolidation VMware or Hyper-V environments VDI or demanding databases

* Includes FAST Suite

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Meet Your Data Protection Needs 5 Data Domain Express Solution Bundles

1 DATA PROTECTION FOR 500 GB

1.6 TB DD REPL.

2 DATA PROTECTION FOR 1 – 2 TB

3.98 TB DD REPL.

3 DATA PROTECTION FOR 3 – 4 TB

7.5 TB SW OPT.

4 DATA PROTECTION FOR 5 – 10 TB

17.2 TB SW OPT. 5 DATA PROTECTION FOR 11 – 12 TB

25.8 TB SW OPT.

CONFIGURE AND QUOTEIN CHANNEL EXPRESS

DD160 DD2500DD2200Starting Price: $10K Increased Performance and Scale Scalability for High Growth

PICK YOUR CAPACITY

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VSPEX Proven Infrastructures

DatabasesVirtual

DesktopsApplicationsPrivate Cloud

PRIMARY STORAGEPROTECTION STORAGE AND SOFTWARE

THE

SIZER

125 VMs 500 Desktops

See VSPEX sizer for detailed configuration

guidance

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Redefining Services For The Entry-Level

Expert Deployment Assistance

EMC GURU LIVEFixed Price, Fixed Scope Simplicity

DEPLOYMENT SERVICES

MIGRATION SERVICES

CROSS PRODUCT INTEGRATION

Joint Delivery of File & Block Migrations

PARTNER DELIVERED VALUE

EMC Data Protection Family

Proven Scalable Offerings