allied telesis: meeting your federal internetworking needs terry wrobel, channel manager gov/ed
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Allied Telesis: Meeting Your Federal Internetworking Needs Terry Wrobel, Channel Manager Gov/ED August 2008. Allied Telesis Presentation Agenda. Why Allied? Federal Market Company Goals Partner Portal Lack of direct sales force Products in Federal Space Core-to-edge Solutions - PowerPoint PPT PresentationTRANSCRIPT
Allied Telesis: Meeting Your Federal Internetworking Needs
Terry Wrobel, Channel Manager Gov/EDAugust 2008
Allied Telesis Presentation Agenda
Why Allied?
» Federal Market
» Company Goals
» PartnerPortal
» Lack of direct sales force
» Products in Federal Space
» Core-to-edge Solutions
» Partner Support Programs
» New Rebates
» Promotions
» Wrap Up
Federal Market Drivers
• Information Technology (IT) contract spending by the U.S. federal government will grow 4.1% annually, from $71.9 billion in 2008 to $87.8 billion by 2013, according to INPUT’s five-year Federal IT Market Forecast.
• As complexity increases in the federal government, and the government is looking more towards solutions-buying, we see professional services growing at a very high rate. And then, somewhat surprisingly, outsourcing is growing,” Colven said. “So that shows that federal agencies are doing one of two things: that they are hiring vendors to provide complete solutions, or they are outsourcing the capability altogether.” Richard Colven, who is vice president of industry analysis at INPUT.
• Information sharing, the need for better IT management techniques and relatively flat employment levels are major drivers affecting federal IT spending. For cost savings, agencies will move forward with IT infrastructure optimization and virtualization in addition to consolidation, Input said.
Report on Information Technology (IT) Spending for the Federal Government For Fiscal Years 2007, 2008, and 2009(dollars shown in millions)
$33,032$32,082$34,384TotalsDepartment of Defense
$11,256$10,368$10,326Department of Defense Agencies
$7,028$7,080$7,768Department of the Navy
$7,744$7,771$9,468Department of the Army
$7,004$6,863$6,822Department of the Air Force
Department of Defense
FY2009FY2008FY2007Agency
Request Enacted Final
$70,716$68,121$68,160 Total IT Investments for the Federal Government
$37,684$36,039$33,777TotalsCivilian Agencies
Allied Goals
• Increase awareness and run rate of our new products» New secure NIC AT-2750
» New E-Xpress AT-2711
» New POE media converter AT-PC232/POE
• Grow Channel Revenue 35 – 40% Year over Year
• Increase average sales per partner
• Set up Government sales channel – no Allied GSA
• Ease of selling process for » products to earn plenty of profit
» Net.Cover maintenance process
• Build our Reseller Loyalty Program» Partner Portal
» Rebates
» Project Registration
PartnerPortal
• We communicate with our partner network through monthly news letters.
» EOL Notifications
» Project Registration
» Current Promotions
» Spiffs & Rebates
» Demo Program
Allied Telesis Sales Force
Meet the Allied Telesis Sales Rep
Now let’s review his territory.
ANY QUESTIONS???
EastManuel N. Melchor Jr.Inside SalesDirect – (408) 519-8755 Fax – (408) 519-8653 3200 North First Street San Jose, CA 95134 [email protected] ID: manyouall
NA Channel Inside Sales Team August 2008
WestSamuel Simmons Inside SalesDirect – (408) 519-8719Fax- (409) 519-86533200 North First Street San Jose, CA [email protected] ID: simmons_samuel
EastBen Neranartkomol Inside Sales Direct – (408) 519-8050Fax – (408) 519-8653 3200 North First StreetSan Jose, CA 95134 [email protected] ID: ben_nkomol07
CentralJay Valdez Inside SalesDirect – (408) 519-8770Fax- (408) 519-86533200 North First Street San Jose, CA [email protected] ID: jvaldez37
WestVince Maldonado Inside SalesDirect – (408) 519-8767Fax- (408) 519-86533200 North First Street San Jose, CA [email protected] ID: vinnym33
CA
TX
OR
WA
MT
ID
NV
AZ NM
UTCO
KS
OK
WY
ND
SD
NE
MN
IA
MO
AR
LA
MS AL GA
FL
SC
NC
VA
TN
KY
OHIN
IL
WIMI
WV
PA
ME
VT
NY MA
HI
AK
DE
NJ
CT
NH
Old ATI Sales versus the New ATI Sales
Old Road Warrior
New Inside Sales Support
+
Allied Telesis Sales Team Vision
End User Customer/Prime
Allied TelesisInside Sales
Regional Reseller
DistributionRegional Reseller
Distribution
Allied TelesisCAM
Regional Reseller
Distribution
Lance Herring – Business Development Rep - Allied Telesis800-237-8931 x [email protected]
ATI - FEDERAL CUSTOMERS
Homeland Security/NSASPAWARNUWCDODPentagonAir ForceArmyNavyMarinesDISANational Labs – LLNL, LANL, SandiaBoeingLockheed Martin
RaytheonGeneral DynamicsNorthrop GrummanDOEDOTFBIIRSOffice of Secretary of Defense
Our products are found within every branch of the DOD and most civilian agencies
Allied Telesis Product Positioning
Tomahawk cruise missile launch systems run on ATI Layer 3 switches
US Navy NAVSSI navigation systems run on ATI Layer 3 switches
NASA Uses ATI Switchesand Media Converts
Nuclear Subs use ATI SwitchesMedia Converters and Fiber NICS
Air Force usesATI switches, Media Converters and Fiber NICS
US Army bases useSwitches, Media ConvertersCWDM and Fiber NICS
Allied Products Sold to the Federal Space
- Fiber Media Conversion
- Fiber NIC Cards for secure networks
- Fiber switching for secure networks
- Fiber switching for legacy 100Mbps solutions for distance
- Fiber solutions within integrated sub systems (example – Tomahawk launch system, NAVSSI Navigation System, Aircraft Carrier Arresting System, etc)
NIC Cards
Single port Copper Gigabit Ethernet Adapter32- bit PCI, Full Duplex
Gigabit Ethernet Adapter for Copper, 1000-Base-T, 64-bit PCI, Full Duplex
Gigabit Ethernet Fiber Adapter Card
Network Adapters
Allied Telesyn offers a complete range of Ethernet, Fast Ethernet and Gigabit Ethernet adapter cards. Allied Telesyn is a market leader worldwide for Ethernet and Fast Ethernet fiber adapters.
AT-2931SX/SC-001
AT-2916T-001
Allied Telesyn is the leading supplier of Fiber NIC’s to the Government
Allied Telesyn ships 100,000+ Fiber NIC Cards per year
1000T to 1000SX/SC AT-MC1004-10
1000Mb/s, GBIC optical fiber slot AT-MC1008/GB-10
1000Mb/s, SFP optical fiber slot AT-MC1008/SP-10
100TX (RJ-45) to 100FX (ST) Fast Ethernet AT-MC101XL-10
100TX (RJ-45) to 100FX (SC) Fast Ethernet AT-MC102XL-10
100TX (RJ-45) to 100FX single-mode fiber (SC) AT-MC103XL-10
Media Converters
• Extend the distance of an existing network• Extend the distance between two like devices• Extend the lifespan of existing non-fiber based equipment
AT-8624POE
POE - Switches
- 8 Port L2 Unmanaged POE Switch (80 watts)Uses PD Power Management for Max Power on all 8 ports
- 8 Port L2 Managed POE Switch (94 watts)1 Combo Copper Gigabit Port/ SFP Slot Uses PD Power Management for Max Power on all 8 ports
- 24 port L2+ Stackable Switch400 watt total POE with 2 Expansion Bays Full Power 16 Watts on all ports
- 24 port L3+ Stackable Switch400 watt total POE with 2 Expansion Bays Full Power 16 Watts on all ports
All switches support IEEE 802.3af for SAFE power
FS-708/POE
FS-AT8000/8POE
AT-8524POE Chip Set
Focus on Building a Network
CORE DISTRIBUTION ACCESS
10 G
igab
it1 G
igab
it100 M
egab
it
XEM-1XP
XEM-12S
XEM-12T
x900-24XS
x900-24XT
Cost effective 10/100 Layer 2 Plus Fixed
Configuration Stackable Platform
Cost effective 10/100 Layer 2 Plus Fixed
Configuration Stackable Platform
Cost effective Gig Layer 2 Plus Fixed
Configuration Stackable Platform
Cost effective Gig Layer 2 Plus Fixed
Configuration Stackable Platform
Highly Flexible Advanced Layer 3 Modular Stackable
Platform
Highly Flexible Advanced Layer 3 Modular Stackable
Platform
Highly Flexible Advanced Layer 3
Medium Density Modular Stackable
Platform
Highly Flexible Advanced Layer 3
Medium Density Modular Stackable
Platform
AT-8000GS
AT-8000S
SwitchBlade x908
Layer 3 Layer 2
x900-12XT/S
Partner Support Programs
Allied Telesis offers a complete online support service, designed to help you access all product collateral and answer any queries you have quickly and clearly.
» DealMaker
» DesignCenter
» Product Selector
» Legacy Product Replacements
» Special Pricing
» Promotions
» VAR Demo Program
» VAR L3 Product Training
Start date: September 1, 2008End date: October 31, 2008
The WebSmart Instant Rebate
Fall Savings from Allied Telesis.
Instant Rebate up to $10 on our
WebSmart Switches
LANCE HERRINGBusiness Development Rep
Direct - (800) 237-8931 ext: 66594 [email protected]
TERRY WROBELChannel Manager
Government/Education SalesDirect - (919) 645-5561
*Terms and conditions apply. Contact your Allied Telesis sales rep for more information.
ATI Model # TD SKU # Product Description
Instant Rebate
AT-FS750/16 00916B 16 port FE WebSmart switch with 2 SFP/Tri Speed Copper Combo ports $6.00
AT-FS750/24 00917B 24 port FE WebSmart switch with 2 SFP/Tri Speed Copper Combo ports $8.00
AT-FS750/24POE 59081E 24 port FE Websmart Switch (12 POE capable) + 2 SFP/Tri Speed Copper Combo ports $8.00
AT-FS750/48 59082E 48 port FE WebSmart switch with 2 SFP + 2 Tri-Speed Copper Ports $10.00
AT-GS950/8 67941D 8 port Gig WebSmart switch with 2 SFP $4.00
AT-GS950/16 00918B 16 port Gig WebSmart switch with 2 SFP $6.00
AT-GS950/24 00919B 24 port Gig WebSmart switch with 2 SFP $8.00
AT-GS950/48 59085E 48 port Gig WebSmart switch with 4 SFP $10.00
Start date: September 1, 2008End date: December 31, 2008
ATI Part # TD SKU # Product DescriptionInstant Rebate
AT-8000/8POE 14760B 8port 10/100TX POE managed switch with 1 combo 10/100/1000Base-T port or 1 SFP slot (unpopulated)
$10
AT-8000S/16 67953D 16-port managed 10/100TX Switch with one SFP expansion bay $10
AT-8000S/24 67954D 24-port managed stackable 10/100TX switch with two combo SFP slots and two stacking ports
$15
AT-8000S/24POE 67955D 24-port managed PoE stackable 10/100TX switch with two combo SFP slots and two stacking ports
$20
AT-8000S/48 67956D 48-port managed stackable 10/100TX switch with two combo SFP slots and two stacking ports
$25
AT-8000S/48POE 67957D 48-port managed PoE stackable 10/100TX switch with two combo SFP slots and two stacking ports
$30
The 8000S Stackables Instant Rebate
Fall for Allied Telesis 8000S Series SwitchesLANCE HERRING
Business Development RepDirect - (800) 237-8931 ext: 66594
TERRY WROBELChannel Manager
Government/Education SalesDirect - (919) 645-5561
*Terms and conditions apply. Contact your Allied Telesis sales rep for more information.
Instant Rebate up to $30*
VAR Demo Program
The Wrap Up
What’s in it for you?
• Partner strength via Tech Data – leveraged resources
• Allied Telesis – the 21year brand in Gov/Ed Networking Expertise
• Cashing in with Allied’s new Sales & support teams
• Ease of doing business together
• Increasing your overall (margin & profitability) wallet share
• Cashing in on our new programs & promotions
• A trusted source for all your core-to-edge Networking needs» Tech Data & Allied – your one-stop Networking experience
Thank you!