overview welcome - today's agenda 11:00 am – 11:15 amcomstor overview – david ambrose 11:15...
TRANSCRIPT
Overview
Welcome - Today's agenda
11:00 AM – 11:15 AM Comstor Overview – David Ambrose
11:15 AM – 12:15 PM Guest SpeakerJohn Hertel President, Exceleration Business Performance
12:15 AM – 12:45 PM David Ambrose, Comstor
12:45 PM – 1:30 PM LunchRoom: Citrus Piazza
1:40 PM – 2:30 PM John Persico, RSA Security
2:30 PM – 3:00 PM Burns Cleland, e-Watch
3:00 PM – 3:15 PM Break
3:20 PM – 4:15 PM Rich Taylor, Cisco Systems
4:15 PM Rick Reid, Comstor IPD, Closing Remarks and Raffle
Overview
Layered Security Optimized • Training Program formulated around the LSO guide in
your information packet– Selling to the CxO– Vertical Messaging– The Business Value Model
• Communicating security to non-technical decision makers
– Competitive Messaging/Positioning– Building the Solution (The Products)
• Cisco Systems• RSA • EWatch
– Quantifying the value (ROI)
Overview
Layered Security Optimized
• What is Layered Security?– Layered Approach to selling complete security solutions
incorporating complementary products with Cisco security solutions.
– Ensuring that all exposed areas of the network are protected• Perimeter, Authentication, etc
• Comstor’s first launch of Layered Security – Product-focused – Technical training program and tools– One of the most successful program initiatives
• Now - Layered Security Optimized expands the program with a focus on the selling aspects of security to the CXO.
Overview
Layered Security Optimized Layered Security Optimized
• New tools for the Business Decision Maker• The Comstor Guide to Selling Layered Security Solutions• New Layered Security Model for Business Decision-makers • Secure Wireless ROI Calculators: • Smarter Edge Technology Calculator • Health Tech Edge Technology Calculator
The Comstor Sales Guide to Layered Security Solutions•Selling to the CXO•Quantify the ROI and sell Risk•Translate vertical trends into product messages•Sell horizontal security needs
The Comstor Sales Guide to Layered Security Solutions•Selling to the CXO•Quantify the ROI and sell Risk•Translate vertical trends into product messages•Sell horizontal security needs
www.comstor.com/layeredsecurity
Overview
Secure Wireless for Healthcare and EducationSecure Wireless for Healthcare and Education
• Interested in entering the these space’s?– White Paper
• Need tools to grow your existing Healthcare and Education practice?– ROI Tool– Resources– Comstor Website– Solution Demo
www.comstor.com/wireless
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
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
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
Enhancing Business with Professional Services
– Staging-Integration– Phone support– On-site/remote Installation– Install Guides– Contract support programs– Value-added services such as
automatic contract renewal services– Network design– Certification training and course development
Overview
Thank You