TITLE 44 POINT VERDANA ALL CAPS - Dell EMC Germany · EMC IBM NetApp HP HDS Dell Source: ... Cloud computing architectures will overtake traditional IT architectures within the next

1 EMC CONFIDENTIAL—INTERNAL USE ONLY

Philippe Fossé Vice President Channel EMEA, EMC


A Look Back At 2012…


*Estimate deviated more than 1% from forecast. Source: Consensus Economics, December 2011 and December 2012

2012 Global Forecast: GDP Growth 2.7%

Developed Economies

United States

United Kingdom

Japan

Germany

Italy

France

Canada

Spain

2012 Actual

Estimate

2.2%

-0.1%

1.8%

0.8%

-2.2%

0.1%

2.0%

-1.4%

2012 Forecast

2.1%

0.7%

2.0%

0.5%

-1.0%

0.1%

2.0%

-0.2% *

*

Rapid Growth / Emerging

China

India

Brazil

Mexico

Poland

Russia

Turkey

Argentina

8.3%

7.5%

3.2%

3.1%

2.4%

3.5%

1.7%

3.5%

2012 Forecast

7.7%

5.5%

1.1%

3.9%

2.2%

3.6%

2.8%

1.5%

2012 Actual

Estimate

*

*

*

✗ 2.5% Actual


2012 Global IT Spending Growth: ~1.7%

North America

4.7% Japan

0.8%

Asia Pacific

7.6%

Source: Gartner, 2012

Latin America

1.0%

West Europe

-5.9%

Middle East & Africa

2.6%

Central/East Europe

-1.0%


11

Non-GAAP EPS

Revenue

2012: How Did We Do?

Free Cash Flow

FY 2012

$1.70

$21.7B

$5.0B

Growth Y/Y

9%

13%

14%

Over half of EMC storage revenues go through the channel


Partners Enable EMC to Take More Share

0%

5%

10%

15%

20%

25%

30%

35%

EMC IBM NetApp HP HDS Dell Source: IDC Q1 2013 Worldwide Disk Storage Systems Tracker Mrz 2013

External Disk Storage Systems Market Share 2011-2012 Y/Y CHANGE

2011 2012


EMC Channel by the Numbers 2012 Stats

Net new accounts

New partners producing

% of EMC storage revenue came through the channel

Faster revenue growth than EMC direct sales

7,500+

1,843

>50

>2X

Global

4652

365

59%

>2X

EMEA


EMC’s Award-Winning

Channel

Gregg Ambulos

Leonard Iventosch Fred Kohout

Jeff Taylor Daniel Coetsier

Linda Connly Julie Christiansen

Kara Myers Maureen Perrelli Anne Wimmer

Christine Bufalini Kate Roe-Semyon

6 Years in a Row!


THANK

YOU


Massive Market Opportunity Looking Ahead - 2013


$23.5B Revenue

8% Growth

Y/Y

$1.92 EPS

13.6% Y-Y Growth >$5B

FCF

Our Goals For 2013

$1.85 EPS

9% Growth

Y/Y

TBD


Source: Consensus Economics, December 2012

Developed Economies Rapid Growth / Emerging

United States

United Kingdom

Japan

Germany

Italy

France

Canada

Spain

China 7.7%

India 5.5%

Brazil 1.1%

Mexico 3.9%

Poland 2.2%

Russia 3.6%

Turkey 2.8%

Argentina 1.5%

2013 Global Forecast: Real GDP Growth 2.6%

2012 Actual

Estimate

2.2%

-0.1%

1.8%

0.8%

-2.2%

0.1%

2.0%

-1.4%

2012 Actual

Estimate

1.9%

1.1%

0.6%

0.7%

-0.9%

0.1%

1.8%

-1.6%

2013 Forecast

8.1%

6.5%

3.4%

3.5%

1.6%

3.4%

3.9%

3.1%

2013 Forecast


Offshoring Labor / Labor Optimization

Cloud Computing

Security

Big Data Problems

0 5% 15% 20% 25%

Source: Barclays CIO Survey, October 2012

Windows Upgrade Cycles

Desktop Virtualization

Storage Virtualization

Green Computing (Saving Power)

Server Virtualization

10%

% Respondents

Windows Upgrade Cycles

Desktop Virtualization

Storage Virtualization

Green Computing (Saving Power)

Server Virtualization

2013 IT Spending Priorities Favor EMC


How is the Perception in the German Market ? Customer Feedback from the EMC Forum 2012 in Frankfurt


Plan to consider

new analytics tools

over the next

12 months

Begun to consider

big data analytics tools

to assist with managing

large data sets and files …

Already deployed

big data analytics tools.

Are organisations considering or deploying big data analytics tools? Attitudes towards big data analytics tools

Have not considered or deployed new analytics tools and have no plans to do so

56%

13%

6%

25%


Advancing cloud architectures Cloud computing architectures will overtake traditional IT

architectures within the next three years

Strongly disagree

More than four in

ten (43%)

respondents

strongly agree

(17%) or agree

(26%) that cloud

computing

architectures will

overtake traditional

IT architectures in

their organisation,

within the next

three years.

2%

15%

17%

26%

40%


More than three

quarters (76%) of

respondents

that data security and

governance is a major

concern for their

organisation.

Data security and governance as a major concern

Data security and governance is a major concern for organisations

36%

40%

22%

Strongly agree

Agree

Neither agree Nor disagree

1% Strongly disagree

1% disagree


Channel Is Ready! State of the Channel


VALUE = Global Channel Engine X Sales Engagement

Profitable

Predictable

Simple

VISION

Partner More Effectively

Achieve Financial Plan

Take More Share

Create One Global Storage Channel

Improve the Partner Experience

Expand, Develop World Class Team

1

2

3

4

5

6

STRATEGIC PRIORITIES INITIATIVES

• Sub-$100K Price Band

• Enterprise Select

• ROE Enforcement

• Focus Program Build-out

• Converged Infrastructure

• Distribution Value

• Strategic PDM

• Virtual DM


Partner More Effectively 2

Global

Enterprise

Mid-Market

SMB

SALES CYCLE

PROSPECT… …ORDER FULFILLMENT

Extend Scale and Reach

Extending Our Partners’ Engagement


Take More Share 3

… in the largest, fastest growing market segment!

$0-100K $100-250K $250K+ Total

Total

Enterprise

Mid-Market

SMB

19.0

1.7

0.5

9.6

3.4

2.2

12.7

14.3

11.1

74.2 38.1 15.1 21.1

41.2

19.3

13.8

Hardware $0-100K $100-250K $250K+ Total

Total

Enterprise

Mid-Market

SMB

$17.7

$1.5

$0.4

$8.4

$2.9

$1.9

$10.5

$12.3

$9.7

$65.4 $32.5 $13.2 $19.6

$36.6

$16.8

$12.0

CAGR

6.3%

5.5 %

6.3%

7.6%

-0.1 %

-1.1 %

-1.3%

-4.8 %

-7.1 %

2.5%

3.3%

4.3%

6.0% 4.3% -1.8% 3.0%

$Billions US

• New Target Products Rebate

• Major refresh of mid-range, low-end products

• Dedicated marketing funds & campaigns

• VSPEX Meet in the Channel


VSPEX – A Clear Winner!

• 1,318 deals (April-Dec. 2012)

• 1,243 Partners signed up to sell

• 70% of deals are Mid-Market & SMB

• 77% are incremental sales

• 38% are net new accounts

“What the reseller really likes is that they can build their own VSPEX solutions based on their own product portfolio. That’s fantastic!”

Lars Zinglersen, CEO SEC Data Com A/S

Take More Share 3


Easy to Participate in Velocity

• Removed services requirement

• Removed revenue requirement for Premier and Signature

• Streamlined MDF policy, guidelines, proposal process

Improve the Partner Experience 5


2013 EMEA Business Plan to Grow 3X Market

230M$ And 40M$ for Germany


OUR OPPORTUNITY IS

IMMENSE


THANK

YOU

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TITLE 44 POINT VERDANA ALL CAPS - Dell EMC Germany · EMC IBM NetApp HP HDS Dell Source: ... Cloud computing architectures will overtake traditional IT architectures within the next