Advanced Technology Opportunities in Government - Solutions for Your Federal Customers

CONFIDENTIAL: Not for distribution.CONFIDENTIAL: Not for distribution.

Advanced Technology Opportunities in Government - Solutions for Your Federal Customers

Advanced Technology Opportunities in Government - Solutions for Your Federal Customers

David Ambrose,

Government Market Manager, Comstor


Event Agenda Event Agenda

9:30 AM - 10:00 AM Registration/Breakfast

10:00 AM - 11:00 AM David Ambrose, Comstor 11:00 AM - 12:00 PM Guest Speaker Rishi Sood, Gartner

12:00 PM - 12:45 PM Lunch 12:45 PM - 1:45 PM Dawn Duross, Cisco Systems 1:45 PM Closing Remarks


World’s largest “convergence networking only” channel provider

Vendor-focused distribution strategy

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

Worldwide headquarters in Tarrytown, NY, U.S., Chantilly, Va is US headquarters

Presence on every continent with 1,200 people strong

Corporate OverviewCorporate Overview


Global ReachGlobal Reach

North America

UNITED STATES: New York, Nebraska, Virginia, ColoradoCANADA: Montreal, Toronto

South America

BRAZIL: Rio de Janeiro, Sao Paulo

Asia-Pacific

AUSTRALIA: Sydney

SINGAPORE

Europe

UNITED KINGDOM: London, Cirencester

GERMANY: Berlin, Düsseldorf

BELGIUM: Antwerp

IRELAND: Dublin

SPAIN: Madrid

AUSTRIA: Vienna

FRANCE: Paris

SWEDEN: Stockholm

DENMARK: Copenhagen

NORWAY: Oslo

NETHERLANDS: UtrechtAfrica/Middle East

SOUTH AFRICA: Cape Town, Johannesburg

UNITED ARAB EMIRATES: Dubai


SKU ProductAwareness

SKU ProductAwareness

Customer CallCustomer Call

Inventory AvailabilityInventory Availability

Order CompletedOrder Completed

ComstorBroadline Distribution

Vertical MarketSolutions

Solutions Sellingand Product Bundling

Sales and TechnicalTraining

Reseller DevelopmentReseller Development

LeadsLeads

ProductExpertiseProduct

Expertise

IncreasedProfitabilityIncreased

Profitability

Account Management and Relationship DevelopmentAccount Management and Relationship Development

Market Development

Market Development

TechnicalSupport

TechnicalSupport

Design SupportDesign Support


Security

e-Watch

RSA Security

Enterasys

netForensics

Radware

Tripwire

Wireless

Enterasys

LightPointe

Motorola

Proxim

ReefEdge

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

Complementary ProductsComplementary Products


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

Business Intelligence and SupportBusiness Intelligence and Support


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

Customer Marketing ServicesCustomer Marketing Services


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 DOD UID compliance

Custom Bundling Solutions Bundling multiple products and services under a single SKU Streamlines ordering and fulfillment process

Logistical StrengthsLogistical Strengths


Place and track orders on-line View product availability View pricing

Multiple price schedules allowed Customized by Account Manager Deal specific/competitive pricing available

Obtain proof of delivery information Obtain serial numbers Print detailed copies of their invoices On-line customer RMA requests Future enhancements

Automatic push info to customer (i.e. order notifications, B/O reports) Enhance user customization via “My profile”

State-of-the-Art E-CommerceState-of-the-Art E-Commerce


The purpose of the Comstor Government program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and liason to the end user opportunities that they need to be successful in this growing $107 Billion IT marketplace!

Comstor’s Gov – X ProgramComstor’s Gov – X Program


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

Linking and mapping to appropriate vendor personnel, channel and end user account managers

Training:How to successfully sell Cisco to the Federal

GovernmentManufacturer Government related programs and focusSales, technical and certification programs

Government Consulting & TrainingGovernment Consulting & Training


• Structure response to give you the best opportunity for a win!

• Lab and training facility usage for live test demos or proof of concept

• Qualifications and past performance

capabilities

• Professional Services technical responses

• Certified personnel to ensure your demonstration as a responsive and responsible bidder

• Financing Programs

Bid & Proposal SupportBid & Proposal Support


Contacts and LeadsContacts and Leads

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

agencies

End user opportunities:Notification of opportunities that match you technology focus and expertise:• Tracking of end user opportunities from inception


Hold our own GSA schedule – Moved up to number 11 on the elite GSA Top 20 list

Participating manufacturers:

Cisco Check Point Radware

Nokia RSA APC

Blue Coat Enterasys NSI SoftwareTripwire PowerDsine

Comstor Professional Services

GSA Schedule Holder & SponsorGSA Schedule Holder & Sponsor


• Cooperative Purchasing• Eligible organizations• All 50 states• 3,139 counties• 19,365 incorporated municipalities, cities, towns and

townships• 3,200 public housing authorities,• 14,178 school districts• 1,625 public colleges• 550 Indian Tribal Governments• (unless excluded by state or local law)

GSA AttractivenessGSA Attractiveness


GSA attractivenessGSA attractiveness

•GSA Multiple awards are replacing full and open competitions

•GSA constitutes 31% of total IT spending

•Benefits Decreased procurement timelines Fast implementation of tech solutions We manage and administer BPA and teaming opportunities Cooperative Purchasing


•The Government, and Prime contractors are challenged with meeting their diversity contract goals

•Comstor’s G2D program liasons End Users and Prime contractors to Certified and Specialized status resellers.

•Match is made on classification, geographic reach, past performance, specialization and certifications, or any combination of the above.

•Benefits End user – matches with technology compentent status resellers Status resellers – brings them to the opportunity at critical stage – bid Manufacturer – rewards status resellers that have made the investment in

certificastions and specializations

•Provide access to Comstor’s GSA Schedule and lead-generation sources

•Qualify financing options.

•The Government, and Prime contractors are challenged with meeting their diversity contract goals

•Comstor’s G2D program liasons End Users and Prime contractors to Certified and Specialized status resellers.

•Match is made on classification, geographic reach, past performance, specialization and certifications, or any combination of the above.

•Benefits End user – matches with technology compentent status resellers Status resellers – brings them to the opportunity at critical stage – bid Manufacturer – rewards status resellers that have made the investment in

certificastions and specializations

•Provide access to Comstor’s GSA Schedule and lead-generation sources

•Qualify financing options.

G2D – Government to Diversity ProgramG2D – Government to Diversity Program


Gov-x landing pageGov-x landing page


Comstor can support you in the generation and development of Government market opportunities, as well as the execution of your Government business.

Contact David Ambrose 800-955-9590 ext 5195, [email protected] for any and all questions.

Thank YouThank You

Date post:	07-Jan-2016
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Advanced Technology Opportunities in Government - Solutions for Your Federal Customers

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