northeast intercollegiate sales competition...• close to run a free 30 day poc with their vp of...

©2017 Carousel Industries carouselindustries.com

CAROUSEL COMPANY OVERVIEWCarousel Industries consults, integrates and manages technology solutions that solve business problems and contributes to corporate growth. Carousel’s managed services, mobility, visual communications, A/V integration, virtualization, unified communications, and data infrastructure solutions leverage their consultative approach, deep technical expertise, and extensive industry partnerships. They are a certified reseller of more than 35 technology partners including: Cisco, Microsoft and Avaya. Since their founding in 1992 they’ve grown an average of 30% per year.

Today they have over 6,000 customers, including 35 of the Fortune 100. Carousel has been recognized by both VAR and CRN Magazines as one of the top technology integrators in the US and they’ve been listed in the Inc. 500/5000 seven times. Carousel was also listed on the 2017 Managed Service Provider (MSP) 500 list in the Elite 150 category. Carousel is headquartered in Exeter, RI with over 1,400 employees working in 27 locations across the US, including over 250 service technicians

Whether it is the communication technologies that connect employees to the world, the data network driving information or the infrastructure supporting it all, Carousel’s promise to their customers is that they will design, integrate, manage and support solutions that help maintain a competitive edge.

YOUR PROSPECT’S OVERVIEW: NEW DAY PHARMACEUTICALSNew Day Pharmaceuticals is headquartered in Cambridge, MA, with 15 offices located throughout New England. They are a healthcare leader, discovering, developing and distributing therapeutic solutions focused on patients’ needs. New Day Pharmaceuticals has three main business units: Diabetes, Cardiovascular and General Medicines. Their solutions save lives on a daily basis. New Day was founded in 2007 as a dedicated pharmaceutical corporation focused on helping nursing homes in the greater Boston area. Over the past five years, the company has continued to expand throughout New England and shows no signs of slowing down.

EXECUTIVE SUMMARY

Company: Carousel Industries

Type: Private

Industry: Information technology

Headquarters: Exeter, RI

Number of employees: 1,400

Website: carouselindustries.com

Northeast Intercollegiate Sales Competition

CLIENT CASE STUDY


SCENARIONew Day Pharmaceuticals currently uses Cisco ASA (Firewall) and Cisco ISE (Network Access Control) as their firewall to protect against viruses and unwanted traffic from hitting their network. The concern is, while the sales reps are traveling to different client sites and logging onto different WiFi networks. There are an overwhelming amount of malware hitting their firewall. Some of these attacks are getting through causing an increase in remediation.

On Friday, May 15, 2017 they were hit with The WannaCry/Nyetka ransomware which was a worldwide cyber attack that targeted computers running the Microsoft Windows operating systems by encrypting data and demanding ransom payments. This attack was reported to have infected more than 230,000 computers in over 150 countries. New Day was able to isolate and work around the damage with significant but workable impact on their systems. The incident caused a lot of discussion internally at New Day Pharmaceuticals as to whether they are truly protected for whatever the next attack might be. With their rapid growth and expansion to different sites, there’s concern for the protection of the thousands of files of personnel patient info they currently manage and the immanent growth they will see with information as they grow. New Day is questioning whether they built a security practice with the tools to handle current potential threats and whether that solution can grow as they continue to grow. They continuously update and upgrade their Kaspersky and Cisco services however New Day was still susceptible to The WannaCry. The fear of additional ransomware attacks has forced the organization to put a suspension on expansion of these new facilities. There’s also been a great deal of concern from the public regarding medical and private information as well as access to VPNs.

In attempt to solve this, New Day Pharmaceuticals has held several meetings to try and determine what options (if any) can help reduce their risk for these types of threats. During their most recent meeting, Bobby Harkins (Cambridge Office Manager) threw a business card on the table which belonged to an Account Executive from Carousel Industries. He happened to be standing behind him in the beer line at a Zac Brown Band concert at Fenway Park. He shared with the team how they discussed the most recent attack and how that’s impacted the organization and expansion goals. The Carousel Account Executive went on to say how as a company, Carousel has helped other Pharmaceutical Companies similar to New Day Pharmaceuticals against these types of threats using Cisco Umbrella which adds an extra layer of protection to identify threats before they hit the network. He recommended scheduling a client visit to go over the different options. Without saying another word, Matt Wariner (IT Director) encouraged they bring the AE in for a meeting. Bobby followed up with the Carousel Industries Sales Rep and confirmed a meeting the following Tuesday.

As an Account Executive, you have a great story to share how Carousel Industries has helped Millette-West Systems to achieve preventative and proactive protection.

POTENTIAL OBJECTIONS TO BE AWARE OF:

• What is this going to cost us?• We're expanding like crazy, are you sure Carousel can handle our reach across New England?• Will Carousel provide on-call support?• What other pharmaceutical companies are you working with and what results have they seen?• We JUST paid to renew Cisco ASA and Cisco ICE, will this work with our existing security?• How will this impact our IT department with implementation?

CHARACTERS:

• Sales Rep #1 for Carousel Industries• Matt Wariner – IT Director• Mike Reffitt – VP of Information Technology• Shery Rau – Chief Security Officer



ROUND 1, MEETING WITH Matt Wariner (IT DIRECTOR):The goal of this meeting is:

• To understand New Day Pharmaceuticals current business problems and the impact they are having on the company• To understand their ideal state and how we can help them• To explain what current Carousel Industries clients are experiencing for results and validate that similar results would be a win for

New Day Pharmaceuticals.• Close to run a free 30 day POC with their VP of IT, Mike Reffitt, to try Cisco Umbrella and analyze what viruses and threats are

getting through the firewall. The POC is used to differentiate Cisco Umbrella from what they’re currently using.



QUARTERFINALS, MEETING WITH Matt Wariner (IT DIRECTOR):The goal of this meeting is the same as Round 1. Do not assume that what was uncovered in Round 1 holds up in Quarterfinals.

• To understand New Day Pharmaceuticals current business problems and the impact they are having on the company.• To understand their ideal state and how Carousel can help them.• To explain what current Carousel Industries clients are experiencing for results and validate that similar results would be a win for

New Day Pharmaceuticals.• Close to run a free 30 day POC with their VP of IT, Mike Reffitt, to try Cisco Umbrella and analyze what viruses and threats are

getting through the firewall. The POC is used to differentiate Cisco Umbrella from what they’re currently using.



SEMIFINALS, MEETING WITH MIKE REFFITT (VP OF IT)

(Assume Mike had the free 30 day POC leading up to this meeting)

After uncovering multiple threats and viruses during the 30 day POC, the goal is now to:

• Validate the findings during the POC with Mike and answer any questions about it.• Confirm that Cisco Umbrella could solve New Day Pharmaceuticals current security issues through sharing past success stories of

other Carousel Industries clients.• Understand the impact this solution will have on their business from a revenue perspective.• Close for Mike to sponsor a meeting with the Chief Security Officer, Shery Rau.



FINALS, MEETING WITH Shery Rau (CSO – CHIEF SECURITY OFFICER)The goal of this meeting is:

• Validate the problems that Matt and Mike are experiencing have a huge impact on the business and that Shery is ultimately responsiblefor these issues.

• Explain what you’ve discussed with Matt and Mike to-date about Carousel Industries and its ability to solve these problems and theimpact it would have on New Day Pharmaceuticals.

• Close to move forward with a long term commitment: 3 year prepaid Cisco Umbrella subscription for $300K with IP addresses for$30K.


northeast intercollegiate sales competition...• close to run a free 30 day poc with their vp of...

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