Overview

Best Practices for Growing Your Federal Services Revenue

David Ambrose

Government Business Manager

Overview

Welcome - Today's agenda

4:00 – 4:15 PM Comstor Overview – David Ambrose

4:15 – 5:00 PM Greg Peters, Comstor SmartNet for Resellers

5:00 – 5:30 PM Allen McGee, Cisco Systems – Federal Services Best Practices

5:30 – 7:00 PM Reception and Networking

Overview

– World’s largest “convergence networking only” channel provider– Vendor-focused distribution strategy

– Industry leader of branded, value-added services and support programs

– Comstor locations in Chantilly, Va and Broomfield, Co. – Presence on every continent with 1,200 people strong

Corporate Overview

Overview

Complementary Products

Security

e-Watch

Enterasys

netForensics

Radware

RSA Security

Tripwire

Wireless

Enterasys

LightPointe

Motorola

Proxim

SpectraLink

Storage

LeftHand Networks

Network Support

ADTRAN

APC

Avaya

Enterasys

NSI Software

Packeteer

PowerDsine

Symbol

Tripp Lite

IP Telephony

3Com

ADTech

Avaya

GN NetCom

SpectraLink

Overview

Business Intelligence and Support

– Vertical MarketsProfit-producing vertical market support in government, education and healthcare

– Marketing ServicesCustomer marketing services for awareness and lead generation

– TrainingBranded, vital training programs in more formats than any other distributor

Overview

Customer Marketing Services

• Full-service production and consulting capabilities that can augment customer’s services, or serve as primary support. We can be involved as little or as much as they like - the choice is theirs!– New technologies:

• web site design• banner advertising• mini-web promotions• online lead generation and survey forms

– Traditional media:• direct mail• print advertising• corporate literature

– Additional services:• teleconferences• telemarketing and more...

• multi-media promotions and displays

• email messaging

• presentation templates

• promotional and corporate

merchandise

• public relations

Overview

Comstor’s Sales OrganizationComstor’s Sales Organization

• Professional sales team• Organization exclusively focus is on Cisco

and Cisco complementary vendors• Organizational structure maps to Cisco’s

channel teams• Comstor sales and sales support reps hold

the following:– Cisco Product Solutions Essentials

Certification (CSE)– Enterprise Sales Expert Certification– AVVID Sales Expert Certification– Security Sales Expert Certification– Cisco Service Expert Program

• No Requirement for a 1-800 Tech Support Number!

Overview

Logistical Strengths

– Staging

• Same day integration, testing and shipping

• Identifies problems and reduces RMA’s

• Saves on shipping costs

– Inventory Management

• Project-oriented, guaranteed inventory availability

• Build and hold - Provides complete integration and immediate availability

• Reseller-owned inventory stocking, tracking and handling

– Private Labeling

• Asset Tagging

• Reseller’s logo on packing slips/blind drop-shipments

– Custom Bundling Solutions

• Bundling multiple products and services under a single SKU

• Streamlines ordering and fulfillment process

Overview

The purpose of The Government Edge program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and services that they need to be successful in this growing $111 Billion IT marketplace!

The Government Edge Program

Overview

Consulting and Strategic Planning:• Guidance into leading technology based market

opportunities that match your capabilities or strategic focus

• Government business planning sessions including business continuity solutions

• Manufacturer table top program• Linking and mapping to appropriate vendor end user

account managers

Training:• How to sell to the Government market• Manufacturer Government related programs and focus• Sales, technical and certification programs

Government Consulting and Training

Overview

• Lab usage for live test demos or proof of concept

• Qualification’s and past performance capabilities

• Professional Services technical responses• Certified personnel to ensure your

demonstration as a responsive and responsible bidder

• Financing Programs

Bid and Proposal Support

Overview

End User Contact Database:• Over 395,000 government decision-makers and key staff at the federal, state

and local levels

• Biographies of all executive and key level members of government, federal and state organization charts

• Organization charts cover more than 2,000 headquarters and command level DoD offices, with an emphasis on research and development areas and program management

• Approximately 80 defense companies, with their divisions and subsidiaries

• Government organization charts, which cover 21,000 civilian departments, bureaus and agencies

Leads:• Tracking of end user opportunities from inception

Contacts and Leads

Overview

We hold our own GSA schedule –

We are currently ranked 11th on the elite GSA Top 20 list

Participating manufacturers:Cisco Check Point RSA SecuritySymbol Nokia Blue CoatProxim Radware NSI SoftwarePowerDsine Enterasys FortinetAPC Comstor Professional Services

GSA Schedule Holder and Sponsor

Overview

• GSA Multiple awards are replacing full and open competitions• GSA constitutes over 33% of total IT spending• Benefits

– GWAC vehicle– Decreased procurement timelines– Fast implementation of tech solutions– We manage and administer– BPA and teaming opportunities– Cooperative Purchasing

• 50 states• 3,139 counties• 19,365 incorporated municipalities• 30,386 minor subdivisions• 3,200 public housing authorities• 14,178 school districts• 1,625 public educational institutions• 550 Indian tribal governments.

GSA Attractiveness

Overview

Thank You