david ambrose government market manager, comstor

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

David Ambrose

Government Market Manager, Comstor

Welcome to the “Take Advantage of the Federal Government

End-of-Year Spending Rush” Tele Track

hosted by: Comstor

For the audio portion of this event, please call: 1-877-522-7671

Welcome to the “Take Advantage of the Federal Government

End-of-Year Spending Rush” Tele Track

hosted by: Comstor

For the audio portion of this event, please call: 1-877-522-7671


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URL following the conference.


David Ambrose, Comstor Federal Business ManagerCorporate overview End user opportunitySupport capabilities

Mike Mankin, Federal Area Manager for Cisco Systems

Financing options for the Government’s end of year spending

AgendaAgenda


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

OverviewOverview


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


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


Over the next four years, it is anticipated that the Federal government will spend in excess of a quarter trillion dollars on IT. Highest growth out of the sectors.

FY2002 - $49 BFY2003 - $58 BFY2005 – $61 BFY2008 Estimate - $70 B

No shortage of potential customers 85,000 public purchasing authorities 17 million end users

Trends in Federal IT SpendingTrends in Federal IT Spending

Federal IT Budget OutlookFederal IT Budget Outlook

Federal IT Budget Outlook (con’t.)Federal IT Budget Outlook (con’t.)

IT Budget Trends, Top 10 AgenciesIT Budget Trends, Top 10 Agencies

Where Will Product Sales Grow?Where Will Product Sales Grow?

AgencyGFY2004

ActualGFY2005 Estimate

GFY2006 Estimate

CAGR 2004-2006

CAGR GFY2005-

2006Department of Defense--Military

$124.4B $105.5B $100.2B -10.3% -5.0%

Department of Veterans Affairs

$6.7B $7.3B $8.2B 10.6% 12.4%

Department of Agriculture $5.5B $7.6B $6.4B 7.8% -16.8%Department of Homeland Security

$3.2B $2.8B $2.7B -8.5% -4.0%

Department of Justice $1.6B $1.5B $1.7B 3.6% 12.6%Department of Health and Human Services

$1.1B $1.0B $1.1B 2.8% 15.2%

Department of Transportation

$0.8B $0.9B $1.0B 6.6% 0.8%

Department of Energy $0.8B $0.8B $0.7B -1.7% -11.6%Department of the Interior $0.6B $0.6B $0.6B -0.6% -2.5%National Aeronautics and Space Administration

$0.5B $0.6B $0.5B 0.1% -9.2%

AgencyGFY2004

ActualGFY2005 Estimate

GFY2006 Estimate

CAGR 2004-2006

CAGR GFY2005-

2006Department of Defense--Military

$124.4B $105.5B $100.2B -10.3% -5.0%

Department of Veterans Affairs

$6.7B $7.3B $8.2B 10.6% 12.4%

Department of Agriculture $5.5B $7.6B $6.4B 7.8% -16.8%Department of Homeland Security

$3.2B $2.8B $2.7B -8.5% -4.0%

Department of Justice $1.6B $1.5B $1.7B 3.6% 12.6%Department of Health and Human Services

$1.1B $1.0B $1.1B 2.8% 15.2%

Department of Transportation

$0.8B $0.9B $1.0B 6.6% 0.8%

Department of Energy $0.8B $0.8B $0.7B -1.7% -11.6%Department of the Interior $0.6B $0.6B $0.6B -0.6% -2.5%National Aeronautics and Space Administration

$0.5B $0.6B $0.5B 0.1% -9.2%

Source: FSI analysis GFY2006 President’s Budget; top 10 spenders on all products


Total IT Sales vs Target Sales FY05 (in Billions)

0

5

10

15

20

25

OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP

Target ITSales

Total ITSales

Linear(Total ITSales )

Government Yearly PatternGovernment Yearly Pattern


The purpose of the Comstor Government program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and liaison 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 andexpertise: Tracking of end user opportunities from inception


GSA Schedule Holder & SponsorGSA Schedule Holder & Sponsor

We hold our own GSA schedule –

Top 15 on the elite GSA Top 20 list

GDN “Top IT GSA schedule” award 2004, 2005, 2006

Manage/ administer for Cisco/ Reseller

Two models (Agent & Open-Fulfillment)

BPA’s and Teamings

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 Attractiveness - Cooperative PurchasingGSA Attractiveness - Cooperative Purchasing


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 liaisons 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 competent status

resellers Status resellers – brings them to the opportunity at critical

stage – bid Manufacturer – rewards status resellers that have made the

investment in certifications 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 liaisons 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 competent status

resellers Status resellers – brings them to the opportunity at critical

stage – bid Manufacturer – rewards status resellers that have made the

investment in certifications 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 Dave Ambrose - Business Development Manager, Federal

[email protected]

703-345-5195 with any and all questions.

Thank YouThank You

david ambrose government market manager, comstor

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