DELL EMC VXRAIL™ APPLIANCE

GENERAL FAQ

Table of Contents

VXRAIL IN Q4 2016 2  

VXRAIL 101 2  

ORDERING 3  

VXRAIL TECHNOLOGY 101 3  

MANAGEMENT 5  

VMWARE AND VIRTUALIZATION 5  

SALES 7  

PARTNERS 8  

PRICING 8  

POSITIONING AND COMPETITION 9  

HYPER-CONVERGED INFRASTRUCTURE MARKET 10  

SUPPORT 10  

© 2016 DELL EMC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL

VXRAIL Q4 2016 NEWS
Q: What is new with VxRail in Q4?
A: VxRail has several new hardware and ordering options in Q4:
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• The entire portfolio has been refreshed with Intel 5 generation Broadwell processors. This delivers greater customer value via increased
performance at similar prices.
• To continue to make VxRail more accessible, customers can start with three nodes in a cluster instead of the previous four. Three-node entry
brings an even lower price and scale point for distributed environments.
• Introduces Dell PowerEdge Servers to expand the portfolio to support more use cases, including graphics intensive VDI, applications that
require dense storage, high performance applications, and remote and entry-level deployments. With the new platforms, we have introduced a
new naming convention. See the next FAQ entry for details.

Q: What are the new models?

A: The current form factor, now called the G Series is refreshed with Broadwell processors. New models, called V, S, P, and E Series, are based on
the Dell EMC PowerEdge R630 and R730 series servers. The Broadwell-based PowerEdge portfolio, combined with VMware Virtual SAN and the
rest of the VxRail stack, enables you to address even more of your customer’s IT challenges and use cases. These are highly configurable models
that deliver GPU-specific hardware, high-density storage capacity, high performance nodes, and entry-level nodes. Here is an overview of the new
appliances...

• G Series – General purpose 2U/4Node chassis refreshed from the current VxRail platform. The G Series is best suited for a broad range of
hyper-converged use cases and continues to be available in all-flash and hybrid configurations.

• V Series – VDI-optimized 2U/1Node appliance with GPU hardware for graphics-intensive desktop deployments. If your customer may want
GPU acceleration in the future, order a V Series now and they can add GPU cards later.

• S Series – Storage dense 2U/1Node appliance for demanding applications such as virtualized Microsoft SharePoint, Microsoft Exchange, big
data, and analytics.

• P Series – Performance intensive 2U/1Node appliances optimized for heavy workloads such as databases.

• E Series – Low profile, cost-effective 1U/1Node offering for small and remote deployments.

Q: When will DELL EMC VxRail Appliances be orderable and generally available?
A: G Series VxRail Appliances will be orderable in MyQuotes on October 15, 2016 with General Availability in December. P, S, V, and E Series VxRail
Appliances will be available to order in November. GA and these model will be in December for 14 countries: Austria, Belgium, France, Germany,
Italy, Spain, Sweden, United Kingdom, Australia, Japan, New Zealand, the United States, Canada, and Mexico. Availability for the rest of world will
be rolled out in phases throughout 2017.

VXRAIL 101
Q: What are DELL EMC VxRail Appliances?
A: VxRail Appliances are a family of a hyper-converged appliances exclusively from DELL EMC and VMware, and are the easiest and fastest way to
stand up and extend a fully virtualized VMware SDDC environment.

Q: What are the benefits of VxRail Appliances?

A: VxRail Appliances provide a simple, cost-effective hyper-converged solution for a wide variety of applications and workloads. With VxRail
Appliances, IT organizations can start small and easily scale capacity and performance by non-disruptively adding appliances to the cluster without
the investment or up-front planning required with traditional infrastructure. VxRail Appliances seamlessly integrate into customers’ existing VMware
data centers, workflows, and tools.

Q: How are VxRail Appliances exclusive to VMware and DELL EMC?

A: VxRail Appliances are jointly developed by DELL EMC and VMware. They leverage VMware hyper-converged software and include propriety
automation and DELL EMC software not available from other vendors.

Q: Is there a demo available for VxRail Appliances?

A: Yes, see the VxRail enablement center for an interactive demo of VxRail. (http://bit.ly/SellVxRail)

Q: Where do I go for additional resources and questions?

A: Selling resources are on the VxRail Appliance enablement center (http://bit.ly/SellVxRail). For other information and questions see the VxRail
Appliance InsideEMC community (http://bit.ly/EverythingVxRail).

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 2

ORDERING
Q: When will VxRail 4.0 be orderable? And when will it be generally available in my country?
A: G Series VxRail Appliances will be orderable in MyQuotes on October 15, 2016 with General Availability in December. P, S, V, and E Series VxRail
Appliances will be available to order in November. GA and these model will be in December for 14 countries: Austria, Belgium, France, Germany,
Italy, Spain, Sweden, United Kingdom, Australia, Japan, New Zealand, the United States, Canada, and Mexico. Availability for the rest of world will
be rolled out in phases throughout 2017.

Q: Is there a sizing tool available for VxRail Appliances?

A: Yes, see the VxRail enablement center for a sizing tool for Virtual Machines and Virtual Desktops; it will be updated in early November to support
the new models. (http://bit.ly/SellVxRail)

Q: When should I upgrade capacity with additional drives versus adding additional nodes?
A: Hyper-converged appliances scale best when adding compute and storage together and this should be the primary way of scaling VxRail
Appliances as they add both storage capability and the ability to support additional workloads. Capacity-only upgrades on hybrid configurations can
be used to add capacity when there is no need to support additional or expanded working sets.

Q: Is there a best practice for ordering an appliance when the customer plans to later add additional drives?
A: Yes, configure the appliance with maximum capacity in the cache tier if you plan on upgrading capacity later. This allows you to support expanded
or additional working sets as needed.

Q: Can I order VxRail Appliances without Maintenance?

A: No, at least one year of maintenance is required when you purchase a VxRail appliance.

Q: Are vRealize Automation, vRealize Operations, the EMC Data Protection Suite for VMware or Data Domain Virtual Edition included with
VxRail?
A: No, these qualified solutions are sold separately from VxRail and customers looking to use them must order them in addition to VxRail Appliances.
See the Ordering and Configuration Guide on the enablement center for details.

Q: What is RecoverPoint for Virtual Machines and how do I learn more about it?
A: RecoverPoint for Virtual Machines (or RP4VM) delivers best-in-class local and remote hypervisor-based replication, continuous data protection for
per-VM recovery to any point in time, and built-in automated disaster recovery orchestration. It replicates VMs (VMDK and RDM) to any type of
storage supported by VMware (i.e., FC, FCoE, iSCSI, NAS, and DAS) referenced in the VMware Hardware Compatibility List. For more information
see http://www.emc.com/storage/recoverpoint/recoverpoint-for-virtual-machines.htm

Q: How many RecoverPoint for VM licenses are included with VxRail

A: VxRail Appliances with single node form factors (V, S, P, and E Series) ship with 5 RP4VM licenses per node. 2U4N VxRail Appliances (G Series)
ship with 15 licenses per chassis.

Q: How do I order additional RecoverPoint for VM or CloudArray licenses?

A: Order additional licenses from the standard ordering paths for those products.

Q: How much CloudArray capacity is included? What cloud providers are supported with CloudArray? How do I find out more about
CloudArray?
A: All VxRail Appliances ship with a 1 TB cache and a 10 TB cloud storage license per chassis. This is consistent across 1U1N, 2U1N, and 2U4N
chassis. The support matrix for Cloud Providers can be found at http://www.emc.com/collateral/technical-documentation/h14387-emc-cloudarray-
support-matrix.pdf. More information on CloudArray can be found here - http://www.emc.com/storage/cloudarray/index.htm.

Q: Where do I get the NVIDIA or AMD software license for the GPU cards that are supported in the VxRail V-Series Appliances?
A: You need to purchase the license from an NVIDIA or AMD partner. Locate and engage one at: Virtualization Partners | NVIDIA GRID | NVIDIA

Q: How do I get additional information about the VxRail Appliance configurations?

A: See the VxRail Appliance Ordering and Licensing Guide in the VxRail Appliance Enablement Center (http://bit.ly/SellVxRail) for details.

VXRAIL TECHNOLOGY 101

Q: How do VxRail Appliances scale?
A: VxRail Appliances scale linearly from 3 to 64 nodes. Each appliance adds compute, storage, virtualization, and management resources. An
appliance can be joined to a cluster with just one click—and the appliance automatically rebalances resources and workloads across the cluster,
creating a single pool of resources.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 3

Q: What is the minimum initial scale point and scaling increments?
A: The minimum initial VxRail configuration is 3-nodes. VxRail Appliance and customers can order and scale their VxRail Appliances in single-node
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increments up to 64 nodes once the 3-node minimum is met. Note: the configuration of the 4 node must match the first three.

Q: Can I sell a 3-node G Series? And then can I add a node to it?
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A: Yes. G Series appliances with 3 nodes will ship with an unpopulated slot. The configuration of the 4 node must match the first three.

Q: What are the pros and cons to a 3-node cluster?

A: While there is a lower cost of entry, a three-node VSAN cluster configuration had only three physical hosts, and the data and witness components
are distributed across all hosts. Because of this, VxRail will not be able to automatically recover from a single component failure automatically until
the failed component is replaced because there isn’t a fourth available host to rebuild from. The cluster will still be resilient enough to withstand a
single component failure and continue to operate without data loss but will be running in a “degraded” state and will be open to a possible second
component failure that would then cause an outage if the failed component isn’t replaced in time.

If a customer desires the highest levels of resiliency that supports automatic self-healing from a component failure, then a four-node minimum is
recommended. This configuration can support a number of failures to tolerate (FTT) = 1 with RAID-1 and RAID-5 configurations. This configuration
allows VSAN to self-heal in the event of a single component failure, when RAID-1 is used ONLY. If RAID-5 is used, VSAN self-heal is not
supported. A five-node minimum is required to support self-healing using RAID-5. This is because a RAID-5 (3+1) parity stripe size is used which
requires a four-node minimum to operate but a five-node minimum for self-healing capability. RAID-6 is not supported on a three-node and four-
node configuration. Refer to the VxRail Technical Presentation for further details on failure scenarios

Q: Can I sell a 2-node VxRail?

A: No. Currently VxRail deployments require a minimum of three nodes.

Q: Is an RPQ required for a deployment with more than 32 nodes?

A: Yes, you must submit an RPQ through standard processes to scale beyond 32 nodes so that VxRail Appliance engineering can validate the
configuration. This gives us the ability to inspect whether or not VxRack™ Systems might be a better fit.

Q: Can I mix VxRail Appliance models in a cluster?

A: Yes, customers can mix different VxRail Series Appliances within a cluster, except where doing so would create highly unbalanced performance.
All-Flash and Hybrid nodes cannot be mixed in the same cluster. VxRail nodes with 1 GbE Ethernet connections cannot be mixed in clusters with
other VxRail nodes with 10GbE connections. Also, the first four nodes in a cluster must be of the same series type and configuration before being
able to mix other series node types in the same cluster.

Q: Can I mix VSPEX BLUE appliances and VxRail Appliances in a cluster?

A: Yes, previous generation VSPEX BLUE and VxRail Appliances can be part of a VxRail 4.0 Appliance cluster. To do so they must be upgraded to
the same code level as the VxRail 4.0 Appliance. For VSPEX BLUE and VxRail 3.0 customers, an upgrade to VxRail 3.5 software that must be
performed by Dell EMC professional services is required prior to upgrading to VxRail 4.0 software. Additionally, Enhanced vMotion Compatibility
must be manually set to align with the Gen 1 and Gen 2 appliances for the whole cluster prior to mixing the new 4.0 Appliances..

Q: Can I mix node types in a VxRail G Series Appliance?

A: No, all of the nodes in the G-Series Appliance (in the same chassis) must be of the same VxRail node type/configuration.

Q: What hardware can I upgrade in a VxRail Appliance?

A: You can upgrade or add DIMMs and NIC cards in single node chassis models. Cache SSD, and capacity drives are upgradable in all models.

Q: Can a customer purchase an appliance and add a GPU to it at a later time?

A: You can add GPU cards to the VxRail V Series models as they are the only VxRail appliances designed to support GPUs. Other models cannot be
upgraded with GPU cards. Also note that GPU support is only available with vSphere Enterprise +.

Q: How do I upgrade VxRail Appliance software?

A: The VxRail Manager software provides one-click, non-disruptive patches and upgrades. For customers who are using vSphere Enterprise Plus
licensing, who are at a starting version of VxRail 3.5, and have Internet access, this upgrade can be performed by the customer themselves. If a
customer is running any other version of vSphere licensing (i.e. Standard as an example) or they are on a previous version of VxRail other than 3.5
or they do not have internet access from their VxRail, customers are required to contact Dell EMC support to schedule Dell EMC or certified Dell
EMC Partner professional services to perform the upgrade to 4.0.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 4

Q: Is an RPQ required to implement Stretched Clusters with VxRail?
A: Yes, RPQs are required until we have enough data for validate how the solution works in different environments.

Q: Do VxRail Appliances offer data reduction capabilities?

A: Yes, VxRail Appliance all-flash configurations offer a full complement of data efficiency services, including deduplication, compression, and erasure
coding.

MANAGEMENT
Q: How do VxRail Appliances simplify deployment and configuration?
A: VxRail’s automated deployment and configuration accelerates the time from power-on to provisioning virtual machines by eliminating more than
200 manual configuration tasks and workflows, and reducing operator errors.

Q: How are the VxRail Appliances managed?

A: VxRail Appliances are managed using VxRail Manager software for hardware and appliance maintenance tasks. VxRail Manager incorporates Log
Insight functionality, ESRS and other serviceability capabilities. Additionally, VxRail Appliances are discoverable and visible in Dell EMC Vision™
Intelligent Operations.

For day-to-day VM management, customers can manage the VMware stack on VxRail directly from the vSphere Web Client.

Q: Will there be a management interface that ties in all VMware and storage management into one portal across all VxRail Appliance
clusters a customer might have?
A: An external vCenter allows customers to manage multiple VxRail clusters from within the familiar vCenter interface. Optionally, vRealize
Automation allows for management and orchestration of workloads across VxRail clusters. It also provides a unified service catalog that gives
consumers an App Store ordering experience to make requests from a personalized collection of application and infrastructure services. All
physical appliance management still requires the use on an individual VxRail Manager.

VMWARE AND VIRTUALIZATION

Q: What VMware software is included in the VxRail Appliance?
A: VxRail always includes Virtual SAN, vRealize Log Insight, and vCenter Server. We understand that many customers have their own vSphere
licenses, so VxRail utilizes a bring-your-own vSphere license model. This is designed to allow the customer to determine the flexibility of their
license functionality as well as lower the total capital cost. Consult the VMware vSphere Licensing FAQ for VxRail for more details.

Q: What version of Virtual SAN ships with VxRail Appliances?

A: All VxRail models today will ship with Virtual SAN 6.2.

Q: Does VxRail include a vSphere license?

A: No. VxRail is sold with a vSphere license independent model where customers can bring any eligible vSphere license. This “bring your own” model
allows VxRail to satisfy customer requests to leverage a variety of vSphere licenses they may have already purchased through an ELA or other
method. If you need to order vSphere licenses please do so through the customer’s preferred VMware channel partner, from VMware directly or
from Dell EMC. See the VMware Licensing FAQ for VxRail on the enablement center (http://bit.ly/SellVxRail) for additional details.

Q: Which vSphere licenses are supported with VxRail 4.0?

A: Several vSphere editions are supported by VxRail 4.0, including Enterprise Plus, Enterprise, Standard, ROBO Standard and ROBO Advanced.
Also supported are vSphere licenses that are part of VMware packages, including vCloud Suite, VSOM Enterprise Plus and Horizon. Horizon add-
on SKU’s can be purchased when the appliance is dedicated to VDI. Use of any license type save vSphere Enterprise Plus requires at least VxRail
3.5, that became available in June, 2016

Q: Does EMC sell vSphere licenses for use with VxRail?

A: Yes. EMC is an authorized vSphere reseller and licenses are available in the MyQuotes ordering path. See the VxRail Ordering and Configuration
Guide in the enablement center for details.

Q: Can I use VMware Horizon licenses with VxRail?

A: Yes. As long as the appliances are dedicated to VDI.

Q: Which vSphere license type is recommended? How does the VxRail functionality change based on which vSphere license is applied?
A: vSphere Enterprise Plus is recommended for VxRail as it dramatically increases administrator productivity with storage automation and
optimization, intelligent resource allocation and automation of maintenance procedures. While vSphere Standard lowers up front licensing costs, it

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 5

 requires more manual administration, user-driven performance tuning and manual planning and rebalancing for maintenance. vSphere Enterprise
Plus is also required to support GPU cards in the VxRail V Series appliances.

Q: Can customers use existing VMware vSphere licenses with the VxRail Appliance?
A: Yes, customers can bring their own eligible VMware vSphere licenses to VxRail Appliances. Eligible customers can reduce VxRail Appliance cost
and leverage existing VMware investments.

Q: How many vSphere licenses does the customer need to provide for every VxRail Appliance?
A: The number of vSphere CPU licenses required for each VxRail Appliance depends on the number of physical CPUs in the committed VxRail.

Q: How do I find out more information about the VMware vSphere Licensing for VxRail?
A: See the VMware Licensing FAQ for full details on the terms and conditions, as well as how to manage vSphere license keys:
https://www.vmware.com/files/pdf/products/evorail/vmware-evorail-vsphere-loyalty-prog-faqs.pdf.

Q: Can I use licenses from the VMware Service Provider Cloud Licensing Program with VxRail?
A: No, the VMware Service Provider Cloud Licensing Program cannot currently be used with VxRail.

Q: Can customers add VxRail Appliances to an existing vCenter cluster?

A: Yes, the VxRail Appliance can be configured at installation to be managed by another customer vCenter instance.

Q: Can I change the vCenter deployment type after initial install (or during upgrade)?
A: vCenter deployment type is a decision made at deployment time, and you cannot not change it. You cannot upgrade from existing VxRail
deployment based on internal vCenter (i.e. a vCenter deployed and sustained by VxRail Manager) to a VxRail external vCenter (i.e. customer
supplied/deployed/sustained) configuration. Additionally, external vCenter needs to be at the version level that can support the vSphere version
shipped with VxRail.

If a customer still wants to make a change it would require a factory reset and all data would need to be wiped from the appliance. .

Q: Can customers use tools, such as vCenter or PowerCLI to manage the VxRail Appliance?
A: Yes, one of the core values of VxRail Appliances is that customers can manage a cluster using the VxRail Manager or using all the tools in
vSphere. We give the customer the choice. However, the initial appliance build, scale-out for additional appliances, and software upgrades must be
done through the VxRail Manager user interface.

Q: Can I use vRealize or vRealize OPS with VxRail Appliances?

A: Yes, the appliance integrates into any VMware environment, including those managed by vRealize and vROPS. vRealize and vROPS are not
included in the VxRail Appliance software suite, but can be purchased separately.

Q: Do VxRail Appliances support Microsoft Hyper-V or KVM?

A: The VxRail Appliance and VMware software are optimized and deeply integrated to make it more efficient and easier to deploy, configure, and
manage in a VMware environment. Other hypervisors are not supported, but the VxRail Appliance supports customer-deployed Microsoft
applications, such as Office, Exchange, etc.

Q: Do VxRail Appliances support Citrix XenDesktop?

A: Yes, VxRail Appliances supports Citrix End-User Computing just as it does any other application running in a virtualized VMware-enabled
environment.

Q: What is the difference between the VxRail Appliance and Virtual SAN Ready Node?
A: The VMware HCI strategy consists of delivering the best Hyper-Converged Software (HCS) on the broadest set of consumption options. The tightly
integrated HCS software stack includes VMware vSphere, the market-leading hypervisor; Virtual SAN, radically simple, enterprise-class native
storage; and Dell vCenter Server, a unified and extensible management solution.

At a very simple level the difference is buy vs. build. VxRail Appliance’s "best and most complete” experience covers the gamut of the “buy”
experience - single ordering, purpose-built design, unified support, preconfigured software stack, and automated updates of the VMware HCS
components. These make VxRail Appliances the best and fastest consumption option for Virtual SAN.

The Virtual SAN Ready Node program is reference architecture program that offers more choice in hardware configurations, but requires the
solution to be configured on site and can involve multiple points of support. VSAN is well suited for customers who need to buy server hardware
from other vendors or want configurations above and beyond what VxRail offers.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 6

SALES
Q: Can heritage EMC and heritage DELL direct sales teams sell VxRail Appliances? Can VMware teams sell VxRail Appliances?
A: Yes, all these sellers are compensated on selling VxRail, however only heritage EMC direct sales can transact orders for VxRail Appliances. VCE
sales and heritage Dell sales must work with their heritage EMC reps to transact the VxRail orders.

Q: If I am a heritage EMC sales rep, why do I need to co-sell the S, E, V and P series with a heritage Dell representative?
A: Because hardware service for these models will be provided by heritage Dell support, heritage EMC reps will need to co-sell with heritage Dell
reps, so that the latter can also assign their own customer numbers. This requirement will be in place for Q4 and into Q1 2017

Q: Who is the target customer?

A: The target enterprise customer profile includes line of business/department owners, application owners, IT directors/generalists, remote office/branch
offices as well as test and development teams. In mid-market and small enterprise accounts, the VxRail Appliance can be deployed as a core data
center infrastructure.

Q: What are the use cases for DELL EMC VxRail Appliances?
A: The VxRail addresses a wide range of use cases. The addition of the PowerEdge portfolio fills some key gaps, including GPU support, high-density
storage needs, and lower cost of entry that competitors have used to their advantage. The VxRail Appliances are ideal for General Purpose IT
applications, Enterprise Edge, standard and graphics-intensive VDI, Virtual Environments, Test/Dev, Business Applications (i.e. databases) and
departmental workloads.

Q: What training is available?

A: Sales, Presales, and Competitive training are available on the Education and Development portal (Sales). Other regional training events are
ongoing.

Q: How will I be compensated for VxRail Appliance sales?

A: Heritage EMC sales will receive full compensation and quota retirement on the full value of the appliance – the hardware and the software. See the
compensation guide on the Sales Resource Center for additional details. VMware reps also receive compensation and quota retirement as well as
a significant accelerator on the software portion of the Appliances so leverage your VMware counterparts to help sell VxRail Appliances. Heritage
Dell sales also receive compensation and quota retirement on VxRail – see details at:
http://intranet.dell.com/dept/hr/Global/Compensation/SalesCompensation/Pages/EnterpriseSolutionsPlans.aspx

Q: Do I need to do a proof-of-concept or evaluation with a customer?

A: Sometimes for large deals, yes. Hyper-converged is a new concept to many customers and they may want to kick the tires with the product in their
labs. Successful sales are very dependent on proof of concepts where the customers test-drive the appliance in their own environment. Clear
success criteria should be agreed with the customer upfront to ensure a good engagement.

Q: How do I arrange for a customer proof-of-concept or evaluation?

A: Follow standard POC orders or Customer Evaluation processes when entering customer evaluation orders in MyQuotes. However the order must
be flagged as “EVAL.” As with normal revenue orders, license activation emails are sent to the end user. Follow the instructions in the Evaluation
best practices guide, including making sure that licenses are NOT ACTIVATED until the system is purchased. If the license is activated, the
customer will get invoiced for the amount of the quote. Proof of Concept orders must include Professional Services unless the partner is
Deployment and Implementation certified.

Q: How can I demonstrate VxRail Appliances to customers?

A: DELL EMC believe that a hands-on demonstration of a VxRail Appliance is a very powerful sales tool to let our customers understand the level of
simplicity and TCO benefit. Use the Video Demos on the Selling Channel, the full-featured Interactive Demo and VLABs to let customers
experience the VxRail Appliance.

Q: How do I transact a VxRail Appliance deal?

A: VxRail Appliance deals must be transacted through EMC legacy systems (EMC’s SFDC and MyQuotes). Because Dell PowerEdge-based models
will be serviced out of Dell depots, heritage EMC reps will need to co-sell with “legacy” Dell reps, so that the latter can also assign their own
customer numbers. This requirement will be in place for Q4 and into Q1 2017.

Q: Will VMware help me with my deal?

A: Yes, VMware OEM teams, account teams, and partner managers are paid on this business and are incentivized to help sell the VxRail Appliance.

Q: What sales scenarios should you avoid?

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 7

A: The Q4 release closes some of the gaps, including GPU support, high-density storage needs, and lower cost of entry that competitors have used to
their advantage. If the customer does not use VMware, engage VMware reps to demonstrate the value of vCenter and VSAN. If the customer is
adamant about using other hypervisors, sell other Dell EMC solutions such as Dell XC Series for Hyper-V or KVM opportunities.

PARTNERS
Q: How do I register opportunities?
A: Partners must register opportunities with legacy EMC systems to receive a valid registration. Heritage Dell partners must join the Dell EMC partner
program in order to sell VxRail.

Q: Are VxRail Appliances eligible for Deal Registration?

A: Yes, the partner should immediately register the deal. A VxRail Appliance can be registered just like any other product via EMC Partner Central in
the initial selling phase to enjoy registration benefits. Deal registration for VxRail Appliances uses the same forms and processes as any other deal
registration at EMC.

Q: What are the approval criteria for VxRail Appliance Deal Registration requests?
A: The EMC Partner Support Center (PSC) handles deal registration requests on a first-come-first-serve basis and inspects each to ensure that

The VxRail Appliance is selected in the Registration Products.

Another channel partner has not already registered the opportunity.

If the request passes all three checkpoints, partners will receive a front-end registration discount list prices. VxRail Appliance deals are not
stackable with any other registration discounts (e.g., Incremental, New Account, Tech Refresh).

Q: What is the SLA for deal registration requests?

A: The Partner Support Center will respond to deal registration requests within one to two business days, depending on the customer market
segment.

Q: How long are registrations and extension requests valid?

A: Approved registrations will be valid for 120 days. One extension request may be granted for an additional 60 days. This provides Channel Partners
180 days to close a deal.

Q: Who can submit VxRail Appliance registration requests?

A: The registering partner can be the VxRail Appliance Distributor or the VAR.

Q: I have a deal in the public sector where deal registration is not allowed. How do I handle this?
A: For public tender deals, deal registration is not a requirement. The distributor just needs to state that this is a public tender deal in the pricing
justification section as the reason for not linking to a deal registration. In EMEA, if the deal starts as a normal opportunity and evolves into a public
tender deal, the EMEA PSC will void the registration to ensure that all competing partners have the same pricing for the public tender opportunity.

Q: Will Dell EMC Inside Sales Representatives (ISRs) be qualifying VxRail Appliance opportunities and sharing them with partners?
A: Yes, Inside Sales is prepared to support VxRail Appliance opportunities and share them with channel partners.

Q: Will there be presales support available for VxRail Appliances?

A: Yes, DELL EMC employee and channel partner presales resources have access to VxRail Appliance training. The VxRail Appliance enablement
team has already created DELL EMC Sales and Presales accreditation modules.

Q: Should partners transact VxRail Appliance deals through DELL EMC Systems?
A: All partner VxRail Appliance deals must be transacted through legacy EMC Systems (EMC’s SFDC and MyQuotes).

PRICING
Q: How are VxRail Appliances priced?
A: VxRail Appliances are aggressively priced, lower than competitive offerings with a like-for-like configuration.

Q: Is there a price difference when ordering one VxRail Series model versus another?
A: No like-for-like node configurations are priced similarly regardless of the form factor with differences amounting for single digit percentages that are
negligible in small deals.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 8

Q: How is a drive upgrade priced?
A: A drive upgrade is priced at a small premium to the equivalent capacity purchased as part of an initial sale.

Q: How is VxRail Series relative to other Dell EMC offerings?

A: VxRail is the lowest cost HCIA from Dell EMC. It is priced to take share from other ‘buy’ options, and priced at a slight premium vs. ‘build’ options.
With the ability to start with 3 nodes, VxRail 4.0 introduces an even lower entry price of approximately $45K. Additionally, new Broadwell
processors deliver more value at the same price point as VxRail 3.5.

Q: Is there special pricing available for VxRail Appliances?

A: Special Pricing on a case-by-case basis is always available. However, VxRail Appliance Special Pricing requests should be EXTREMELY rare and
will be HIGHLY governed, given that the VxRail Appliance is aggressively priced compared to the competition.

Q: What kinds of discounts can I expect on VxRail Appliances?

A: The VxRail Appliance is in discount class J and the same program rules apply (approval thresholds, partner program discounts, etc.) to the VxRail
Appliance as other class J products.

POSITIONING AND COMPETITION

Q: What is DELL EMC’s Appliances, Racks, and Blocks Strategy?
A: Converged solutions are proven to significantly speed deployments, make infrastructure more agile, and simplify operations. DELL EMC converged
products fall into one of three distinct segments: Blocks, Racks, and Appliances.

Blocks are traditional converged infrastructure, which is an engineered system that leverages enterprise storage arrays, traditional storage area
networks (SANs), and typically blade-based compute systems—all manufactured into a single product. DELL EMC Block family includes Vblock
Systems and VxBlock Systems.

Racks represent a new category of hyper-converged infrastructure. Racks offer an architecture that is not based on a traditional, physical SAN and
they do not include enterprise storage arrays. Instead, they are built using industry-standard server platforms running what is called software-
defined storage. Because there is no physical SAN and no storage array, these engineered systems enable customers to grow to data-center scale
in flexible discrete increments. These self-contained units of servers, networking, and management software are well suited for the rapid growth in
next-generation applications—allowing customers to support a growing number of use cases with built-in resiliency and less stringent availability
and performance requirements on infrastructure. DELL EMC VxRack System 1000 series offers two software-defined storage technologies, a
choice of hypervisors, and bare-metal workloads.

VxRail Appliances are purpose built for departmental and edge applications as well as small enterprise and mid-market data centers. Like VxRack
Systems they do not contain a storage array, but instead run a software-defined storage environment on the appliance. They are built using
industry-standard x86 hardware, and tend to focus on ease of use and use case specific features. VxRail Appliances scale from 3 to 64 nodes.

Q: When do I position a VxRail Appliance, and when do I position a VxRack System?

A: VxRail Appliances are purpose built for departmental and edge applications as well as small enterprise and mid-market data centers. Ease of
deployment and management are foundational elements for the VxRail Appliance. This simplicity enables you to position it in organizations that
may not have deep storage administration expertise but rely more on IT generalists. The VxRail Appliance is built on Virtual SAN software and is
the simplest product to deploy for vSphere environments.

Position a VxRack System in the large enterprise data center where a customer wants extreme scalability and flexibility. If a customer is looking for
more than 32 nodes to start, then lead with VxRack Systems. A VxRack is an engineered system that enables customers to grow to data-center
scale in flexible discrete increments. It is well suited for the rapid growth in next-generation applications and mixed workloads—allowing customers
to support a growing number of use cases with built-in resiliency and less stringent availability and performance requirements on infrastructure.
VxRack Systems come in two versions: VxRack System 1000 FLEX is built on EMC ScaleIO, and VxRack System 1000 SDDC is built on
VMware’s EVO SDDC.

Q: When should I sell VxRail and when should I sell Dell XC Series appliances?
A: Lead with Dell Technologies IP such as VxRail and VMware unless you cannot convince customer of benefits of VMware and there is a unique use
case requiring an alternative. For non-VMware environments engage VMware sales to help convince customers of the benefits of VMware. If you
are unable to do so, then sell Dell XC Series for Hyper-V and KVM and for larger multi-hypervisor environments that may require larger scale, sell
VxRack.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 9

 If Dell or a Dell partner registers a deal with an XC Series solution continue with that solution. After registering an XC Series deal with Nutanix - if
we find the need to subsequently introduce VxRail or another alternative, we need to release the registration

A: See the VxRail Appliance battle cards and compete deck for Nutanix NX, SimpliVity, HP, and Cisco in the VxRail Enablement Center
(http://bit.ly/SellVxRail).

Q: How do I get additional information about positioning VxRail Appliance against the competition?
A: See the VxRail Appliance battle cards and compete deck for Nutanix NX, SimpliVity, HP, and Cisco in the VxRail Enablement Center
(http://bit.ly/SellVxRail).

Q: How are VxRail Appliances priced when compared to Nutanix?

A: For a like-for-like configuration, VxRail Appliance list price is priced significantly lower than Nutanix.

Q: Do VxRail Appliances work with EHC?

A: There is an opportunity to position VxRail Appliances in hybrid-cloud deployments. Simplicity and consistent platforms deliver successful
deployments across sites and improve service level availability. Some examples include: registering edge infrastructure into a centralized self-
service console, extend cloud management by provisioning IaaS and/or applications to your edge locations, just as an additional vCenter endpoint,
or storage and backup solution services not available at ROBO locations.

HYPER-CONVERGED INFRASTRUCTURE MARKET

Q: How are Converged and Hyper-Converged different?
A: Traditional converged infrastructure is an information technology system that packages multiple components into a single optimized IT solution. It
typically brings together blade-system servers, enterprise storage arrays, storage area networks, IP networking, virtualization, and management
software into a single product. Vblock Systems are an example of traditional converged infrastructure.

Hyper-converged infrastructure is a software-defined architecture with integrated compute, software-defined storage, networking, and virtualization.
It enables compute, storage, and networking functions to be decoupled from the underlying infrastructure and run on a common set of physical
resources that are based on industry-standard x86 components.

Q: What is the opportunity for hyper-converged systems?

A: Hyper-converged systems are expected to be the fastest growing segment of CI, representing 24% of the overall market and having a CAGR of
68% by 2019.

Q: Why are customers interested in hyper-converged infrastructure?

A: Many customers feel it represents a new type of IT infrastructure based on smaller, commodity building-block servers that scale out. Hyper-
converged infrastructure uses local direct-attached storage (DAS) instead of shared storage, which provides a simpler, scalable foundation that
leverages software-defined compute and software-defined storage. Other factors include a lower total cost of operation than alternative forms of
infrastructure, as well as increased agility since customers can easily add storage and compute resources as needed to meet business demands.

SUPPORT
Q: Who provides support for VxRail Appliances?
A: Customers who purchase the VxRail Appliance will be supported by Dell EMC Support (EMC Maintenance contract). Maintenance options are
offered (premium and enhanced, not basic). Support Delivery remains the same.

Q: Will there be a VxRail Appliance Release Certification Matrix?

A: DELL EMC will not provide a VxRail Appliance Release Certification Matrix. The purpose of RCM is to streamline and de-risk upgrades, which is
significant for integrated systems (Vblock Systems) with separate components. With appliances, all components are certified together as part of the
development process. Software updates include all the components of the appliance and are delivered by DELL EMC. This is a significant benefit
of hyper-converged infrastructure – they can be applied automatically and non-disruptively. Customers will be instructed to refer to the EMC Simple
Support Matrix on the Dell EMC Support portal via their services agreement (https://elabnavigator.emc.com/eln/elnhome).

Q: Will VxRail Appliance customers receive support via the DELL EMC Support portal?
A: Yes, all VxRail Appliance customers will be directed to the Dell EMC Support portal (https://support.emc.com/).

Q: If the product has both EMC and VMware technology, who is responsible for customer support?

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 10

A: The VMware components in the product are embedded through an OEM agreement and Dell EMC is responsible for support of all components. For
level three support for VMware components, Dell EMC will escalate to VMware but retain ownership of the support relationship.

Q: My customer would rather go directly to VMware for support on their components. Can they do this?
A: No, the customer is not entitled to support from VMware. They must contact Dell EMC for customer support.

EMC2 , EMC, the EMC logo, and VxRail are registered trademarks or trademarks of EMC Corporation in the United States and other
countries. All other trademarks used herein are the property of their respective owners. © Copyright 2016 EMC Corporation. All
rights reserved. Published in the USA. 10/16
EMC believes the information in this document is accurate as of its publication date. The information is subject to change without
notice.
EMC is now part of the Dell group of companies.

© 2016 DELL, INC. ALL RIGHTS RESERVED. DELL EMC CONFIDENTIAL 02042016 11