The document introduces EMC's VSPEX solution for building private clouds. VSPEX offers a simple, efficient and flexible approach using EMC's proven infrastructure components. It is positioned between fully custom "best of breed" solutions and converged infrastructure appliances. VSPEX solutions are delivered through EMC's large ecosystem of partners and include options for various virtualization and cloud workloads. The document discusses how EMC has enabled partners to deliver VSPEX through tools like the VSPEX Labs and cooperative support.

1. ACCELERATE
THE JOURNEY TO YOUR
CLOUD
© Copyright 2012 EMC Corporation. All rights reserved. 1

2. IT BEGINS WITH V
AND ENDS WITH X
APRIL 12TH. IT’S COMING!
#VSPEX

3. Waves Of Change
Cloud
Networked/ Computing
PC/ Distributed
Microprocessor Computing
Minicomputer
Mainframe
© Copyright 2012 EMC Corporation. All rights reserved. 3

4. Cloud – A New Architecture
Old World – Physical New World – Virtual
Dedicated, Vertical Stacks Dynamic Pools Of
Compute & Storage
© Copyright 2012 EMC Corporation. All rights reserved. 4

5. EMC’s Mission
To Lead Customers And Partners
On Their Journey To
Hybrid Cloud Computing
© Copyright 2012 EMC Corporation. All rights reserved. 5

6. Private Cloud Is A Top Priority for IT
“Will You Pursue A Private Cloud Strategy By 2014 ?”
5%
17% No
Maybe
78%
Yes
Source: Gartner, "Top Five Trends for Private Cloud Computing,” February, 2012
© Copyright 2012 EMC Corporation. All rights reserved. 6

7. ACCELERATE
THE JOURNEY TO YOUR
CLOUD
© Copyright 2012 EMC Corporation. All rights reserved. 7

8. HOW DO YOU BUILD A
PRIVATE CLOUD?
© Copyright 2012 EMC Corporation. All rights reserved. 8

9. Build Your Own.
Using Best Of Breed Components.
© Copyright 2012 EMC Corporation. All rights reserved. 9

10. EMC Is Best Of Breed.
#1 In Storage Market Share For 2011.
35%
30% 28.5%
25%
20%
15% 13.5%
12.4%
10.7%
10% 8.8%
5%
Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012
© Copyright 2012 EMC Corporation. All rights reserved. 10

11. EMC Is Best Of Breed.
And Growing Fastest.
+3.0%
+3%
+2%
+1.3%
+1%
+0.6%
0%
-0.3% -0.3%
-1%
Source: IDC Worldwide Disk Storage Systems Quarterly Tracker, March 1, 2012
© Copyright 2012 EMC Corporation. All rights reserved. 11

12. Build Your Own.
✓Flexibility
✗ Simplicity
© Copyright 2012 EMC Corporation. All rights reserved. 12

13. Vblock
Converged Infrastructure.
Single Product.
Single Point Of Management.
Single Point Of Support.
© Copyright 2012 EMC Corporation. All rights reserved. 13

14. “Which Vendor Would You Perceive To Be The Most Competent
To Deliver On A Fabric Based Strategy For Your Enterprise ?”
25% 23%
20% 20%
20%
15%
9%
10% 8%
7%
5%
0%
Source: Gartner Data Center Conference Audience Poll, 2011
© Copyright 2012 EMC Corporation. All rights reserved. 14

15. Vblock
The Market Leader.
$800M Annualized Run Rate.
© Copyright 2012 EMC Corporation. All rights reserved. 15

16. Two Great Options. Are We Done ?
Flexibility Simplicity
© Copyright 2012 EMC Corporation. All rights reserved. 16

17. Is There Room For Something In The Middle ?
Flexibility Simplicity
© Copyright 2012 EMC Corporation. All rights reserved. 17

18. Introducing EMC Something In The Middle ?
Is There Room For VSPEX
Efficiency
Flexibility Simplicity
© Copyright 2012 EMC Corporation. All rights reserved. 18

19. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
PROVEN. BY EMC.
© Copyright 2012 EMC Corporation. All rights reserved. 19

20. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
PACKAGED. BY PARTNERS.
© Copyright 2012 EMC Corporation. All rights reserved. 20

21. Rich Ecosystem Of Technology Partners
© Copyright 2012 EMC Corporation. All rights reserved. 21

22. Three Paths To Private Cloud
EMC VSPEX VCE VBLOCK
Best Of Breed Proven Converged
Infrastructure Components Infrastructure Infrastructure
© Copyright 2012 EMC Corporation. All rights reserved. 22

23. EMC Uniquely Offers All Three
EMC VSPEX VCE VBLOCK
Simpler, Faster, Lower TCO
© Copyright 2012 EMC Corporation. All rights reserved. 23

24. BRINGING
VSPEX TO LIFE
Prasad Rampalli
SVP, EMC Solutions Group
© Copyright 2012 EMC Corporation. All rights reserved. 24

25. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
© Copyright 2012 EMC Corporation. All rights reserved. 25

26. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
Application
EMC Proven Infrastructure
Hypervisor
For Data Center
x86 Server
Accelerate Private Cloud
Network Adoption With Best Of Breed
Storage
© Copyright 2012 EMC Corporation. All rights reserved. 26

27. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
Application
Leverage
Modular &
Agile, Investment,
Hypervisor Reusable,
Low Cost Choice,
De-Risked
x86 Server
Extensible
Network
Storage
EMC VSPEX DESIGN PILLARS
© Copyright 2012 EMC Corporation. All rights reserved. 27

28. EMC VSPEX
RICH ECOSYSTEM OF PARTNERS
Application
Hypervisor
x86 Server
Network
Storage
© Copyright 2012 EMC Corporation. All rights reserved. 28

29. EMC VSPEX Launch Solutions
VMware View*
End User Computing
250, 500, 1000, 2000 Users
Citrix XenDesktop
250, 500, 1000, 2000 Users
VMware Private Cloud
50, 100, 125, 250 Virtual Machines
Private Cloud
Microsoft Private Cloud
50 & 100 Virtual Machines
© Copyright 2012 EMC Corporation. All rights reserved. 29

30. HOW DID WE
MAKE IT HAPPEN?
© Copyright 2012 EMC Corporation. All rights reserved. 30

31. EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX
Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure
Private Cloud Private Cloud Private Cloud Private Cloud Private Cloud Private Cloud End User Computing
Vmware 50 Users Vmware 100 Users Vmware 125 Users Vmware 250 Users Hyper-V 50 Users Hyper-V 100 Users VMWare View
250 Users
1 2 3 4 5 6 7
EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX
Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure
End User Computing End User Computing End User Computing End User Computing End User Computing End User Computing End User Computing
VMWare View VMWare View VMWare View Citrix Citrix Citrix Citrix
500 Users 1000 Users 2000 Users 250 Users 500 Users 1000 Users 2000 Users
8 9 10 11 12 13 14
© Copyright 2012 EMC Corporation. All rights reserved. 31

32. EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX
Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure
Private Cloud Private Cloud Private Cloud Private Cloud Private Cloud Private Cloud End User Computing
Vmware 50 Users Vmware 100 Users Vmware 125 Users Vmware 250 Users Hyper-V 50 Users Hyper-V 100 Users VMWare View
250 Users
1 2 3 4 5 6 7
EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX EMC VSPEX
Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure Proven Infrastructure
End User Computing End User Computing End User Computing End User Computing End User Computing End User Computing End User Computing
VMWare View VMWare View VMWare View Citrix Citrix Citrix Citrix
500Users 1000Users 2000Users 250 Users 500 Users 1000 Users 2000 Users
9000 Years Of
600 Engineers
Experience
8 9 10 11 12 13 14
© Copyright 2012 EMC Corporation. All rights reserved. 32

33. EMC E-Lab Backend
The Industry's Most Comprehensive Interoperability Lab
$3 Billion Investment
650 Cooperative Support Agreements
Access To 150+ More Through TSANet
Over 15 Years Experience
100+ Engineers
© Copyright 2012 EMC Corporation. All rights reserved. 33

34. Reinventing Solution Delivery
VSPEX Labs
Validations
Best Practices Partner
Certification Demonstrations Accessible
© Copyright 2012 EMC Corporation. All rights reserved. 34

35. VSPEX Labs
 Partner Accessible Remote Access Lab
 24x7x365 Accessibility
 Self-Service, On-Demand Live Labs
 Validate New VSPEX Infrastructures
 Cloud Based Customer Demos
© Copyright 2012 EMC Corporation. All rights reserved. 35

36. Simplifying Solution Support
 Cooperative Support Agreements
 Consistent Process for
– Customer Engagement and Escalations
– Resolution and Communication
 Some Partners Offer First Line Support
© Copyright 2012 EMC Corporation. All rights reserved. 36

37. EMC VSPEX
SIMPLE. EFFICIENT. FLEXIBLE.
EMC Proven Infrastructure
For Data Center
Accelerate Private Cloud
Adoption With Best Of Breed
© Copyright 2012 EMC Corporation. All rights reserved. 37

38. ACCELERATE
THE JOURNEY TO YOUR
CLOUD
© Copyright 2012 EMC Corporation. All rights reserved. 38

39. VSPEX
& THE CHANNEL
Gregg Ambulos
Senior Vice President
Global Channel Sales, EMC Corporation
© Copyright 2012 EMC Corporation. All rights reserved. 39

40. 2011 – A Record Breaking Year
 Exceeded All Revenue Objectives
 Recruited 5,000+ New Partners
 1,700 Partners Selling For The First Time
 30% Increase In New Accounts
 40% Increase In Technical Certifications
© Copyright 2012 EMC Corporation. All rights reserved. 40

41. Channel Recognition & Leadership
Gregg Ambulos
Leonard Iventosch Linda Connly
Fred Kohout
ADVANCED
COMPUTING AWARD
2011
© Copyright 2012 EMC Corporation. All rights reserved. 41

42. Analyst Commentary
“…many of the VARs we surveyed also highlighted vast improvements
EMC has made around its channel program in recent quarters.”
“We believe EMC is taking share from NTAP... In addition, we believe
expansion in the channel, which is NTAP’s strength, is hurting NTAP’s
low end.”
“We think the company can sustain this leverage momentum as the
channel penetration efforts are likely to bear more fruit.”
© Copyright 2012 EMC Corporation. All rights reserved. 42

43. EMC 2012 Financial Objectives
$22.0B
$20.0B 10% Revenue Growth
2011 2012
© Copyright 2012 EMC Corporation. All rights reserved. 43

44. Create One Global Storage Channel
© Copyright 2012 EMC Corporation. All rights reserved. 44

45. Take More Share!
Our First Channel Only Products
VNXe DATA DOMAIN DD160
© Copyright 2012 EMC Corporation. All rights reserved. 45

46. …To Channel Only Solutions
© Copyright 2012 EMC Corporation. All rights reserved. 46

47. Choice
© Copyright 2012 EMC Corporation. All rights reserved. 47

48. VSPEX Partner Benefits
• Channel Only!
• Market Expansion Opportunity
• Aligns With Partner Solution Based Selling Motion
• Increased Relevance
• Enhanced Margins
• Faster Sales Cycle & Deployment
• EMC And Channel Partner Co-Branding
© Copyright 2012 EMC Corporation. All rights reserved. 48

49. VSPEX Partner Experience
1 2 3 4 5
VSPEX Lab Leverage Flexible
Proven Enablement
For Testing, EMC Branding Procurement
Reference Via GTM
Validation & & Marketing With EMC
Architectures Collateral
Demo’s Campaigns Financing
© Copyright 2012 EMC Corporation. All rights reserved. 49

50. Available Through Distribution Worldwide
Partner On-boarding
Knowledge Transfer
Pre-Sales & Technical Support
Integration Services
Demand Generation
© Copyright 2012 EMC Corporation. All rights reserved. 50

51. The Channel & EMC VSPEX
 2012 Is EMC’s “Year Of The Channel”
– More Investment, Leverage & Engagement
 EMC VSPEX Represents A Huge Opportunity
– Proven Infrastructure To GTM To Financing
– Accelerate The Journey To Cloud Computing
© Copyright 2012 EMC Corporation. All rights reserved. 51

53. Scott Look
VP & GM, Technology Infrastructure Solutions
Mike Schultz
GM, Windows Server & Virtualization Marketing
Jason Nolet
VP, Data Center & Enterprise Networking
Cynthia Gallant
VP, Channel Strategy & Development
Don Hoppock
Director, Advanced Computing & Storage
© Copyright 2012 EMC Corporation. All rights reserved. 53

55. Pete Koliopoulos
VP, NA Marketing, Enterprise Computing Solns
Wendy Bahr
SVP, Global & Strategic Partners
Jim Blakely
IA Systems Integration Division Marketing
Brandon Sweeney
VP, Americas Channels
Rich Pereira
VP, US Sales Major & National Accts
© Copyright 2012 EMC Corporation. All rights reserved. 55

57. ACCELERATE
THE JOURNEY TO YOUR
CLOUD
© Copyright 2012 EMC Corporation. All rights reserved. 57

58. ACCELERATE
THE JOURNEY TO YOUR
CLOUD
© Copyright 2012 EMC Corporation. All rights reserved. 58