advanced technology opportunities in government - solutions for your federal customers
DESCRIPTION
Advanced Technology Opportunities in Government - Solutions for Your Federal Customers. David Ambrose, Government Market Manager, Comstor. Event Agenda. 9:30 AM - 10:00 AM Registration/Breakfast 10:00 AM - 11:00 AM David Ambrose, Comstor - PowerPoint PPT PresentationTRANSCRIPT
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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
CONFIDENTIAL: Not for distribution.CONFIDENTIAL: Not for distribution.
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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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• 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
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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
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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
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• 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
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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
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•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
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Gov-x landing pageGov-x landing page
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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