EMC BRS DART Sales Process

1. EMC BRSDART Sales Process Demo Assessment ReferenceCustomer TCO Analysis

2. EMC BRS “DART” Sales Process

3. Demo BRS product offering Demo BRS product offering EMC BRS Demo Options • BRS Weekly Webcast Demos • BRS vLab • Videos • Partner Technology Demo Centers

4. Demo BRS product offering

5. Demo BRS product offering The EMC vLab - (formerly known as the EMC Demo Cloud) is a self-service environment for accessing EMC product and solution demonstrations • Start from EMC vLab Portal at https://vlab.demoemc.com Use “Don’t have an Account?” link to register for a vLab account • vLab - Overview and Best Practices https://community.emc.com/docs/DOC-18544 Orchestration Storage Compute Firewall Internet

6. Demo BRS product offering Demo BRS product offering EMC BRS Recorded Demos Networker: http://www.youtube.com/user/EMCNetWorker Data Domain and other http://www.youtube.com/user/EMCBackupRecovery Avamar 6.1: http://www.youtube.com/watch?v=3xAAC5fGy0k

7. Assess & Share Results • Assess & Share Results Process Workflow • Step 1 • Collect the data • Step 2 • Understand the report • Finding the key facts • Step 3 • Internal Review • Formalize the presentation • Sizing • Step 4 • Present to the customer with recommendations • Only use what you think is important

8. BRS Assessment Tools Overview • Exchange & SharePoint • Assessment • In-depth analysis of Exch/Shpt Data • Collects statistics on size of data • store, user detail, etc. • Data Collection in 2-3 Hours • Targeted at archiving • opportunities • File System Assessment • In-depth analysis of File Systems • Collects statistics on size of file • system, file type, age, etc. • Shows growth of file system • Data Collection in 20Min/TB • Targeted at archiving • opportunities • Data DeDuplication • Assessments • Complete report on the rate of • deduplication of one or more • systems. • Conveys time for backup using dedup • and expected dedup ratios • Run over time and Run-once options • Targeted at new NGDP backup opportunities • Quick Scripts Backup • Assessment • Utilizes existing Backup SW • APIto extract valuable reporting • Provides in depth view of backup • environment (stats on backup, client • data, performance, health, licensing, etc • Data collection in about an hour • Target for any refresh or replacement opportunity

9. Next Generation Data Protection Assessments

10. Process Script Based – No Installation Needed Metadata Only – No Actual Data Accessed Takes Less Than One Hour Can Be Performed Remotely Deliverable Detailed Information About Each Server, Volume, And File In Heterogeneous Storage Networks Identifies Capacity Utilization, File Age Distribution, Space Consumption By File Types, Last Access, And Modification Time. Full Report Debrief With Suggested Backup Environment Improvements • Assess & Share Results Backup Assessment Mitrend: https://emc.mitrend.com and search Powerlink-> Workbench

11. BRS YouTube Channel: Customer Testimonials http://www.youtube.com/user/EMCBackupRecovery?feature=watch Powerlink: Customer Reference Recordings http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=default&internalId=0b014066802c7b73&_irrt=true Live customer references available through EMC BRS Sales and through Channel Managers • Reference Customers

12. The Key Metrics • Costs • Costs for Power , Floor Space, Salaries, TB etc. are uploaded and can be modified • Cost of Capital (for NPV calculation) • The percentage required return necessary to make a capital budgeting project, such as building a new factory, worthwhile. • Total cost of ownership (TCO) • How much will it cost to own the system for a duration of time • Return on Investment (ROI) • How much return in % on the investment • Internal Rate of Return • The percent EMC benefit above an alternative, similar IT investment • Payback period • The amount of time is takes the benefits to equal the initial cost (break even/payback months) • Net Present Value (NPV) • The value of all the years’ of savings as if is was a lump sum today • Cash flow • All expected expenses, current vs proposed and savings, throughout the TCO period • TCO / ROI Analysis

13. BRS TCO Tools – How do I get access? • Partners: Powerlink Velocity Partners view • Then: Tools Resources / Other Tools Kits / ROI-TCO Tools • Directly access the tool - https://roianalyst.alinean.com/emc/BRS • Partners that are not approved must simply request access by emailing TCO4U@EMC.com • TCO / ROI Analysis

14. Other Valuable Links • Tool Shed – Partner accessible tools • https://community.emc.com/docs/DOC-11497#BRSTools • The Tool Shed is a central location for the functional tools we provide, free-of-charge, to our Velocity Services Partners. These tools have been developed for products that you as a Velocity Partner, are enabled to resell and implement.  • The creation of tools within EMC is an ongoing effort by various cross-functional groups including: Engineering, Product Marketing, and Global Services. These utilities are typically created to help support Sales, Implementation, and Support of both EMC products and solutions.

15. BRS FastPass The FastPass is a one stop shop for important links to documents and tools Link: http://powerlink.emc.com/km/live1/en_US/Communications/Newsletter_Magazine/brs-partnerfastpass.pdf?mtcs=ZXZlbnRUeXBlPUttQ2xpY2tDb250ZW50RXZlbnQsZG9jdW1lbnRJZD0wOTAxNDA2NjgwNmI4MmE5LGRvY3VtZW50VHlwZT1wZGYsbmF2ZU5vZGU9MGIwMTQwNjY4MDI3MjcyNF9Hcmlk

16. Partner Call to Action Powerlink External: Home > Training > Productivity Tools > The BRS Wheel Direct link below: http://powerlink.emc.com/km/appmanager/km/secureDesktop?_nfpb=true&_pageLabel=freeform&internalId=0b014066802e6171&_irrt=true Backup Wheel

17. Ask the Right Questions:The “BRS 5” These few simple questions will direct you and your customer in the right direction. Based on your customer’s answers to these, you should have a sense of what solutions we will put together. 1. What are your top 3 challenges with Data Protection today? Customer challenges help identify where the $$$ are. Typical answers include: High Data Growth, Backup Window too short, Business initiatives around Risk Management (DR, HA, Offsite, Tape exposure), Vmware recovery, Complexity, Reporting/Management, Too much People Time. 2. Are you satisfied with your current backup application? How long have you had it? What features do you like or dislike? Many EMC NGDP solutions (Data Domain) are backup application complements. Others, (Avamar, Networker) are replacements. Understand your customer’s willingness to replace or complement existing technologies. 3. What is your current DR strategy? 90% of customers will answer this as “tape”. Is there interest in replication? EMC’s NGDP solutions have better TCO’s when replication is the play. 4. What is your retention policy? Explore how the customer handles “operational” backups (i.e. data restore) from “archive” backup (i.e. governance.) Are we complementing or replacing tape? What are the requirements for maintaining tape? 5. How much of your backup is Files, Email, Databases, ROBO and/or Vmware? Understating the data type mix will help you know which EMC NDGP solution will provide your Customer the greatest value based on where the greatest pain is.

18. BRS Sales Cycle/Steps • Identify/Qualify (Register the Opportunity) • Pain Points • Issues • Educate • Assess • Current Backup Environment • Measure and Report on De-DeDup Impact • Architect for Solution – • DD • Avamar • Quote • Close

19. BRS Resources • EMC BRS Team (Field / Channel) • Powerlink • BRS Wheel / Use Cases – Streaming Version • BRS Fast Pass: • ..\BRS\BRS Partners\BRS Sales Tool Kit & Training Agenda Resources\brs-partner-fastpass Q4 2011 Update 010312.pdf • BRS Sales Guide • ..\BRS\BRS Partners\BRS Sales Tool Kit & Training Agenda Resources\Quick Selling Guide vFinal.pptx • Weekly Web Cast • ..\BRS\BRS 2012 Webcast Schedule\BRS Webcasts (eastern) - effective 1 January 2012.pdf • EBC (Executive Briefing Center – Hopkinton)