Compellent Elite Partner Program South Asia

Compellent Elite Partner Program Mission Statement

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

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Program Objectives
Products with USP such as Compellent Improve Partner Capacity and Capability Dell Partner Long term program

Competitive Advantage

Revenue & Profit Growth

Market Opportunity
Target nonoverlapping business $130M worth NAS and SAN market per quarter and growing

Trust

Dell Partner of Dell Best Practice ROE

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Alignment of Program Elements

Dell Partner Architect Program

Partner Technology Summit Deal Registration (ROE)

Compellent Silver Bullet Program

Partner Marketing & Events

Accelerated Compellent Rebates

CEPP

Storage Certification

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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

Storage Rebates:
Category Rebate

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

Dell ST certified rebate (hit Enterprise target)

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

1.75% - 5.25%

3,5%

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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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
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 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) b) Attends DPA program scheduled events 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

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
Country Indones i a Mal ays i a Phi l i ppi nes Res t of As i a/Paci fi c Si ngapore Thai l and Vi etnam
Period 2013Q1 $5 $7 $8 $15 $16 $5 $2 $5

2013Q1 $9 $13 $4 $2 $21 $10 $5

2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4 $13 $9 $11 $9 $9 $10 $14 $12 $13 $15 $13 $12 $13 $14 $4 $5 $6 $5 $5 $5 $7 $3 $3 $2 $2 $3 $2 $3 $25 $21 $22 $24 $24 $24 $24 $10 $8 $7 $9 $9 $10 $10 $4 $4 $4 $4 $3 $4 $4

Customer Revenue (USM$) Storage Priceband Ba nd 2 $5k-$9.99k Ba nd 3 $10k-$14.99k Ba nd 4 $15k-$24.99k Ba nd 5 $25k-$49.99k Ba nd 6 $50k-$99.99k Ba nd 7 $100k-$149.99k Ba nd 8 $150k-$249.99k Ba nd 9 $250k-$499.99k

2013Q2 2013Q3 2013Q4 2014Q1 2014Q2 2014Q3 2014Q4 $3 $3 $3 $3 $3 $3 $3 $6 $7 $7 $7 $6 $7 $7 $9 $5 $6 $7 $7 $7 $7 $14 $16 $19 $16 $16 $14 $20 $20 $15 $13 $15 $15 $16 $17 $4 $2 $3 $3 $2 $3 $4 $3 $4 $3 $3 $3 $4 $3 $10 $11 $12 $13 $13 $13 $15

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Delivering state of the art storage technologies with unbeatable value

Storage technology market
$45 $40 $35 $30 $25 $20 $15 $10 $5 $0 2011 2012 2013 2014 2015 2016 I/O intensive (flash) Price/Performance Cost optimized

What it means

How we deliver
Flash at the price of disk CML flash optimized EQL hybrid arrays

Performance Optimized

Hot data moving to flash-based systems

Price / Performance

Traditional focus of balancing features and cost

EQL peer scaling Simplified management Application integration

Cost Optimized

Cold data moving to cheap and deep systems

Direct-attach storage High density enclosures Software defined storage

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Dell innovation redefines storage economics

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