national sales meeting austin, texas january 20, 2003 services division we build things
TRANSCRIPT
National Sales MeetingAustin, Texas
January 20, 2003
Services DivisionServices Division
we build we build thingsthings
AgendaAgenda
Company OverviewServices DivisionLarge System ServicesSecurityIntegrated SystemsApplication DevelopmentWeb EnablementMarketing & Sales
Company OverviewCompany Overview
Cornerstone Mission
“To provide the highest quality service
and products in the industry to our clients
and partners”
Company OverviewCompany Overview
Company PrinciplesCompany Principles
Client SuccessThe success of our clients is our highest concern.Their success is our success.
Ethics AlwaysWe keep our promises.We never compromise ethics for profits.
Technical CompetenceWe hire, train and retain the best people. Period.
TeamworkWe don’t work for our clients. We work with them.
Company OverviewCompany Overview
Company FactsCompany Facts Established 1991
IBM Business Partner• Premier Partner since 1998• Exact Partner since 2002• Lotus Premier Partner
Premier Business Partner• Trend Micro• Symantec• Others
125 Employees• 40 Account Executives• 60 Engagement Consultants
Key offices in Irvine & Valencia, CA
Company OverviewCompany Overview
Where the heck is Valencia?Where the heck is Valencia?
XX
XX
IrvineIrvine
ValenciaValencia
N
Company OverviewCompany Overview
Reseller Division~ 80% of CSI
Reseller Division~ 80% of CSI
Services Division~ 20% of CSI
Services Division~ 20% of CSI
Services DivisionServices Division
Large System ServicesLarge System Services
SecuritySecurity
Integrated SystemsIntegrated Systems
Application DevelopmentApplication Development
Web EnablementWeb Enablement
Services DivisionServices Division
Do Services matter?Do Services matter?
Source: Gartner IT Spending & Demand Survey (North America) / October, 2002
Applications, Networking,
Security/Web
Applications, Networking,
Security/Web
60%60%
Systems & Storage
Systems & Storage
33%33%
OtherOther7%7%
Services DivisionServices Division
Large System ServicesLarge System Services
33%33%
SecuritySecurity
26%26% Application DevelopmentApplication Development
11%11%
Web EnablementWeb Enablement
4%4%
Integrated SystemsIntegrated Systems
26%26%
Large System ServicesLarge System Services
Key FactsKey Facts
33% of expected Services Division revenues
Headed by Dan Foulk & Dave Chittum• 45 Engagement Consultants• 15 Account Executives
Key analog to Reseller Division sales
14,000 years of combined experience• Dan Foulk alone – 10,000 years
Large System ServicesLarge System Services
Key OfferingsKey Offerings
TechCenterTM
• “Perform-based” (on Charter)• CSI’s premier services offering
TechBackupTM
• “Hours-based”• Use-it-or-lose-it
(2 months may be rolled forward)
Projects• Defined scope or Time-and-Materials
SecuritySecurity
Key FactsKey Facts
26% of expected Services Division revenues
Headed by Mark Shneour & Erik Freeland• 5 Engagement Consultants• 2 Account Executives
Greatest area of interest and growth in IT budgets
Build on proven sales experience with Trend Micro
SecuritySecurity
Key VendorsKey Vendors
Trend Micro
Symantec
Panda Software
IntruVert Networks
Blue Coat Systems
Okena
SecuritySecurity
Security AssessmentSecurity Assessment
Managed Security SolutionManaged Security Solution
IntrusionPreventi
on
IntrusionPreventi
on IntruVert
Symantec
Okena
ContentFilteringContentFiltering
Trend Micro
Symantec
Panda
Blue Coat
Integrated SystemsIntegrated Systems
Key FactsKey Facts
26% of expected Services Division revenues
Headed by “Sir” Len Diegel• 2 Engagement Consultants• 3 Account Executives
Great opportunity for retaining mainframe customers by providing cost-effective expansion capability
Proximity to Dallas Cowboys likely to help Bill Parcells with salary cap in 2003
Integrated SystemsIntegrated Systems
zFrame TM
FeatureszFrame
TM Features
Turn-key solution for VSE, VM, OS/390 or z/OS environment
Processing speeds available from 8-42 MIPS
All IBM, Intel-based hardware – integrated by CSI technicians
Application DevelopmentApplication Development
Key FactsKey Facts
11% of expected Services Division revenues
Headed by Mike Donovan• 15 Engagement Consultants• 5 Account Executives• 2 Goatees
Second greatest area of interest and growth in IT budgets
Extensive and varied experience base
Application DevelopmentApplication Development
Key ProjectsKey Projects Database Development
• Lotus Domino• Microsoft SQL• Oracle
Web Development• Java• XML• WebSphere
Migration & Administration• Lotus Domino• Microsoft Exchange
Web EnablementWeb Enablement
Key FactsKey Facts
4% of expected Services Division revenues
Headed by Mark Shneour & Dan Foulk• 45 Engagement Consultants• 2 Account Executives
Strong area of interest and growth in IT budgets
Build on traditional CSI mainframe expertise
Web EnablementWeb Enablement
HOSTBRIDGE TMHOSTBRIDGE
TM
Converts CICS data streams to XML documents
Installs natively within OS/390 and VSE environments
Provides universal integration between legacy mainframe and non-mainframe apps
Marketing & SalesMarketing & Sales
2003 Market Forecasts2003 Market Forecasts
Total IT budget expected to remain roughly the same as for 2002 ($23 B).• Needs and wants growing, creating customer
spending backlog• Most 2003 spending expected for replacement,
upgrading and extension of core systems
Most IT customers expect a modest economic recovery in 2003, and have a positive outlook on their company’s business prospects.
Security, Application Development, Web Enablement, System Integration and Storage are the top customer IT spending priorities for 2003.
Source: Gartner IT Spending & Demand Survey (North America) / October, 2002
Marketing & SalesMarketing & Sales
Key 2003 Marketing Initiatives
Key 2003 Marketing Initiatives
Trade Shows• Lotusphere 2003 (with Trend Micro)• IBM Technical Expo (with
Hostbridge)• SHARE Conference
Marketing Collateral• Updated CSI Brochures• “Sitting” Duck Campaign
Customer Relationship Management• Updated Lead Tracking Database• Mass E-Mail Capability
“SPIF” Referral Program
Marketing & SalesMarketing & Sales
Revised CSI Brochure
Marketing & SalesMarketing & Sales
“Sitting Duck” Campaign
Marketing & SalesMarketing & Sales
Updated Lead Tracking Database
Marketing & SalesMarketing & Sales
Proposed “SPIF” Referral Program
$ 5,000 - 10,000 = $ 500
$ 10,000 – 25,000 = $ 1,000
$ 25,000 – 50,000 = $ 1,500
$ 50,000 – 100,000
= $ 2,000
$ >100,000 = $ 2,500
$ 250,000 for year = Rub-down from Dave
Chittum