Compellent Elite Partner Program

South Asia

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Compellent Elite Partner Program Mission Statement

“Redefining the Economics of Enterprise Storage” Grow Compellent footprint with Certified partners

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Program Objectives

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• Dell

•Partner of Dell •Best Practice ROE

•Target non-overlapping business

•$130M worth NAS and SAN market per quarter and growing

•Dell

•Partner

•Long term program

•Products with USP such as Compellent

•Improve Partner Capacity and Capability

Competitive Advantage

Revenue & Profit

Growth

Trust Market

Opportunity

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CEPP Accelerated Compellent

Rebates

Compellent Silver Bullet

Program

Dell Partner Architect Program

Partner Technology

Summit

Deal Registration (ROE)

Partner Marketing &

Events

Storage Certification

Alignment of Program Elements

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Requirements:

• Partner commits to a Dell Compellent target

– Minimum usd 50k target per quarter

– Targets will be assigned by Dell based on storage history and capability

• Nominates min 1 architect for Dell Partner Architect Program

• Regular Funnel Review with Dell Team (weekly/biweekly)

• Nominates a marketing lead

• Prior to invitation, the partner must:

a) achieve Dell storage certification

› 2 x sales (~2 days each)

› 2 x technical (~3 days each)

› Online, modular self-paced, & no-charge

b) Purchase a demonstration Compellent array within 3 months of receiving acceptance in to Compellent Elite Partner Program

› Dell will make special demo price bundle available to partners that have complete the storage training requirements

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Category Rebate

Dell ST certified rebate (hit Enterprise target)

1.75% - 5.25%

Dell CEPP rebate (based on Compellent quota min usd 50k)

3,5%

Storage Rebates:

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Compellent Silver Bullet Program

• Targeted at customer that have not purchased Dell storage in the previous 3 years

• Customer must agree to be Dell reference • Must be in the $50 – 150K as an CML opportunity • Cannot be used for deal already in funnel • One silver bullet per Select partner

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Following configuration example • Bundle 1 for

– 2 redundant SC8000 Controllers(32G Cache) – 12x600GB 15K, 12x3T 7.2K (43.2 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support

• Bundle 2 – Half all flash – 2 redundant SC8000 Controllers(128G Cache) – 6x400G WI SSD and 6x1.6T RI SSD(12 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support

• Bundle 3 – Full all flash – 2 redundant SC8000 Controllers(128G Cache) – 12x400G WI SSD and 12x1.6T RI SSD(24 TB Raw) – Data Progression, 2 hosts Install & 3Y Copilot Support

• 3 Upsell Items: – 2x 2 port 8GB FC I/O Card

– SC200+ 12x3T 7.2K w/ data progress – SC280+42x4T 7.2K w/ data progress

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Compellent Demo Unit Spec and Price

• Compellent SC8000, with 64GB Memory • 1TB, SAS, 2.5" 6Gb, 7K HDD x7 • 300GB, SAS, 6Gb, 15K HDD x6 • Data progression included

• Elite Partner price: USD 19,700

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• CML demo unit T&C

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Dell Partner Architect Program

• Partner principle nominates a presales resource to participate in the program

• In addition to accelerated rebates, Dell will provide:

– Compellent Master class Training @ DSG SG for selected partners only

– Invitation to Partner Summit

– Join End User workshop with Dell for demand Gen after attending Compellent MasterClass

› Focus on: flash storage at the price of disk

– Compellent Technology update. (local workshop or Webinars )

– Buddy relationship to a Dell Solutions Consultant. (POC with customers)

• Governance

– It will be mandatory and a condition of storage rebate entitlement that the nominated

individual(s)

a) Attends DPA program scheduled events

b) Completes the Dell storage technical training modules as per the partner certification program

– Dell will withhold rebates and may remove partners from the Compellent Elite Partner Program

for non-compliance of these conditions

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Questions?

Back Up

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The opportunity

• Total external NAS and SAN market in SA was $130M in Q3FY13 and forecasted to grow 5% YoY.

• Significant opportunity for solution from 25K~50K and 50K ~ 100K price Band

• Dell is #1 server vendor in Q2FY13. That gives us opportunity to cross sell Dell Storage.

– Better together

• Compellent Data Progression across WI SSD, RI SSD and SAS disk technology is ahead from competition

and gives unbeatable value.

– Performance Optimized,

– Price / Performance

– Cost Optimized

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Customer Revenue (USM$) Period

Storage Priceband 2013Q1 2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4

Band 2 $5k-$9.99k $5 $3 $3 $3 $3 $3 $3 $3

Band 3 $10k-$14.99k $7 $6 $7 $7 $7 $6 $7 $7

Band 4 $15k-$24.99k $8 $9 $5 $6 $7 $7 $7 $7

Band 5 $25k-$49.99k $15 $14 $16 $19 $16 $16 $14 $20

Band 6 $50k-$99.99k $16 $20 $15 $13 $15 $15 $16 $17

Band 7 $100k-$149.99k $5 $4 $2 $3 $3 $2 $3 $4

Band 8 $150k-$249.99k $2 $3 $4 $3 $3 $3 $4 $3

Band 9 $250k-$499.99k $5 $10 $11 $12 $13 $13 $13 $15

Country 2013Q1 2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4

Indones ia $9 $13 $9 $11 $9 $9 $10 $14

Malays ia $13 $12 $13 $15 $13 $12 $13 $14

Phi l ippines $4 $4 $5 $6 $5 $5 $5 $7

Rest of As ia/Paci fic $2 $3 $3 $2 $2 $3 $2 $3

Singapore $21 $25 $21 $22 $24 $24 $24 $24

Thai land $10 $10 $8 $7 $9 $9 $10 $10

Vietnam $5 $4 $4 $4 $4 $3 $4 $4

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Delivering state of the art storage technologies with unbeatable value

What it means

Performance Optimized

• Flash at the price of disk • CML flash optimized • EQL hybrid arrays

Hot data moving to flash-based systems

Price / Performance

• EQL peer scaling • Simplified management • Application integration

Traditional focus of balancing features and cost

Cost Optimized

• Direct-attach storage • High density enclosures • Software defined storage

Cold data moving to cheap and deep systems

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Storage technology market

I/O intensive (flash)

Cost optimized

Price/Performance

How we deliver

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Dell innovation redefines storage economics