Sales 101: What you need to know!

January 2005

CCT110403RCP

22

Agenda

• Product Overview

• Value to Customers

• Selling on Value

• Target Customers

• Resources Available

• How to work with ClearCube

• Questions & Answers

33

Corporate Overview

Established in 1997 Headquartered in Austin, Texas Locations in London, New York,

Stuttgart, Singapore, Denver, Tampa, New Orleans, LA, San Francisco, Sydney

60 patents in software, signaling, and hardware technologies

Industry-leading customer base 700+ customers across many vertical

sectors

• General Computing

• Healthcare

• Government and Education

• Financial Services

• Manufacturing

44

MILLENIUMMILLENIUMPARTNERSPARTNERS

Companies That Have Switched to ClearCube

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…for the End User?

• It’s the fastest computer I can buy.

• It’s the most secure computer on the market.

• It always works.

• The help desk can instantly fix any problem I have.

• It runs every application I use today.

• It automatically backs itself up.

…and It’s not on my Desk!

What Is the Ideal Computer…

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…for the IT Manager?

With it, I can:

• Deliver 99.9% uptime to my users.

• Instantly get users back up and running… …without leaving my desk.

• Instantly move/add/change users.

• Fix problems when its convenient for me… …without leaving my desk.

• Lock it down to prevent theft & damage.

• Meet the regulations of my industry.

• Cut system TCO by 40% or more.

…and do it all in half the time!

What Is the Ideal Computer…

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User/Client

IT Manager

PC Blade - A rack-mounted, Intel-based computer that delivers computing to each desktop from a centralized location. Each user connects to a PC Blade with Intel’s latest P4 processors, memory, HD and power supply. The PC Blade can drive single and/or multi-monitors.

Cage - Houses up to eight PC Blades in a 3U high enclosure with integrated switching via the BackPack. Up to 112 PC Blades can be housed in a standard rack.

User Port - A small desktop device connects the keyboard, mouse, video, audio and USB devices on the desktop to the PC Blade via CAT-5 or Fiber network cable.

ClearCube Management Suite - Powerful software that enables complete system management for proactive alerting, hot sparing, and remote control.

The ClearCube Solution

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ClearCube Architecture

3

ClearCube Management Suite• Control Center

• Blade Manager

• Switch Manager

• Data Failover

• Grid Center

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PC Blade

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Cage (density)

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99

Industry Standard PC Blades

R1200 PC Blade• Latest Intel® Pentium 4 Processors

with HT up to 3.4GHz• Configure with up to 1GB DDR-400 • 845 Chipset with 800 MHz FSB• 8 to a Cage• Microsoft Windows XP, 2000

R2100 PC Blade• Latest Intel® Xeon Dual Processors

with HT• Configure with up to 4GB DDR• E7501 Chipset with 533 MHz FSB• 4 to a Cage• Microsoft Windows XP, 2000

           

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Infrastructure – User Port

• C/Port: connects directly to PC Blade via Category 5 cable

• Multi-Video eXpander (MVX): works with both C/Ports to support up to four monitor signals

• Fiber C/Port: connects PC Blade directly via fiber cabling

• I/Port: connects PC Blade via standard Ethernet networks

Several User Port options to meet specific needs:

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C/Port Switching

End User

Blade(Data Center)

1

End User is connected directly to their blade via Cat 5 cable.

1

Spare Blade(Data Center)

Switch Manager

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C/Port Switching

End User

Blade(Data Center)

1

End User is connected directly to their blade via Cat 5 cable.

1

Spare Blade(Data Center)

Switch Manager

2

If user has a problem, the administrator switches them to a new blade.

2

X

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C/Port Switching

End User

Blade(Data Center)

2

If user has a problem, the administrator switches them to a new blade.

2

After fixing the problem offline, the administrator switches the user back to the original machine.

3

3

1

End User is connected directly to their blade via Cat 5 cable.

1

Spare Blade(Data Center)

Switch Manager

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I/Port

I/Port

• Connects of standard TCP/IP

• Supports all desktop connections (KVM, USB)

• Unlimited distance between PC Blade and user

• Bandwidth requirements of a dial-up modem

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I/Port Management

Grid CenterAdmin Console

End User

Blade(Data Center)

1

I/Port Client launches and makes request to GC Console for Blade information.

1

2

GC Console populates appropriate Blade name to which I/Port will connect.

2

I/Port connects to Blade via RDP.

3

3

NETWORK

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I/Port Management

Grid CenterAdmin Console

End User

Blade(Data Center)

Using dedicated mappings, up to 4 I/Ports can connect to a specified blade. The I/Ports will connect to the same Blade each time the I/Port client is launched.

NETWORK

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I/Port Management

Grid CenterAdmin Console

End User

Blade(Data Center)

Using shared mappings, a group of I/Ports are mapped to a group of Blades. In this scenario the I/Port will connect to the least utilized Blade in the mapped Blade group.

NETWORK

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Control Center

Layer 3: System Management Software

ClearCube Management Suite (CMS) 4.0• Control Center / Blade Manager – comprehensive PC blade management• Switch Manager – Remote PC blade management, switching, and support• Data Failover – Desktop backup without separate storage• Grid Center – I/Port management and allocation

PC Blade

User Port Cage

Layer 1: Industry Standard Components

Layer 2: ClearCube Infrastructure

Layer 3: System Management Software

BackPack

ClearCube Management Suite

Blade ManagerSwitch Manager

Data FailoverGrid Center

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The Benefits of Centralized PCs

Increased Manageability Virtualized Moves, adds, changes

Remote Support/administration

Simplified Upgrades/support

High Availability99.9+% Uptime

5 Minute time to repair (vs. 4hr or next day)

Total Security and ControlAll hardware assets are locked down

No uploading Illegal software or viruses

100% real time asset tracking

Desktop EnvironmentLess desktop space required

Generates no heat and has no moving parts

Less susceptible to environmental damage

Lower Support Costs40% Reduction in Overall Desktop Cost

• Only peripherals (keyboard, monitor, mouse, USB)

• PC Hardware• PC Software• Servers• Networking Equipment

ClearCube Environment

2020

Benefits:Benefits:

• No onsite visit for adminNo onsite visit for admin

• Minimal user downtimeMinimal user downtime

• No pressure to fix system No pressure to fix system in “fire drill” modein “fire drill” mode

Benefits:Benefits:

• No onsite visit for adminNo onsite visit for admin

• Minimal user downtimeMinimal user downtime

• No pressure to fix system No pressure to fix system in “fire drill” modein “fire drill” mode

ClearCube for Availability

Q: How do I get >99.9% availability?A: Switching Users to new Blade PCs

A Far Better Service Model:

• User is switched from problem PC Blade to spare with three mouse clicks (C/Port)

• Assign user to new blade (I/Port)

• Fix system offline without leaving your desk

• Switch user back when complete

Customer Success Stories:• Morgan Stanley• SPAWAR (Cheyenne Mountain)

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ClearCube for Security

• Physical Security• PC is locked in the closet• Desktop device is useless without blade

Theft-proof

• Network Security• C/Port analog signal is “un-hackable”

no network packets• I/Port uses latest signal encryption

• Data Security• No information stored at the desktop• USB ports can be disabled at the desktop

(C/Port)

Q: How is ClearCube more secure than a PC?A: Physical, Network, and Data Security

Customer Success Stories:• Los Alamos National Labs• Edward Hospital

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ClearCube for Remote Manageability

Q: How can I improve desktop manageability?A: ClearCube Blades with Management Suite

• Complete control of blades • 1:1 and 1:Many Management

• Remote Power on/off/reboot• Remote switching of hardware!

(sparing)• Health: real-time status and proactive

alerts• HW & SW Inventory• Graphical Scripting

Benefits:Benefits:

• No trip to desktopNo trip to desktop

• Identify problems before Identify problems before they happenthey happen

• Make more informed Make more informed support decisionssupport decisions

Benefits:Benefits:

• No trip to desktopNo trip to desktop

• Identify problems before Identify problems before they happenthey happen

• Make more informed Make more informed support decisionssupport decisions

Customer Success Stories:• Northshore Asset Management• Northwestern Memorial

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ClearCube for Better Work Environment

Q: How can I improve the work environment?A: ClearCube User Ports

• Small form factor of C/Ports and I/Ports• No fan = no noise at the desk• Low heat creation at desk• Easy to deploy into environments with high density

of users• Prevents PC from being in hazardous environment• Reduces administrator visits to end user

Customer Success Stories:• Oklahoma Heart Hospital• Trane • Lehman Brothers

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ClearCube for Lower TCO

Q: How can I lower my total cost of ownership by 40%?A: ClearCube Blade PC solution

Customer Success Stories:• IDC White Paper – 17 customers

• User Downtime = Real Productivity• Wages for end user• Lost opportunity• Business continuity• Lower user satisfaction

• Reduced Support Time = Real Cost Savings• Better utilization of support resources• More time spent on strategic projects• Achieve higher SLAs without sacrificing costs• Do more with less

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How to Sell ClearCube

1. Listen first.2. Find two of five advantages relevant for buyer.3. Connect them back to business drivers.

• Manageability = tangible savings• Security = lower corporate risk of regulatory violation• Availability = lower cost • Ergonomics = higher productivity

4. Determine success criteria.• What would make them pay 3x for a PC?

5. Engage ClearCube for support, assistance in sales cycle.

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Operating Costs• Are you under pressure to reduce desktop support costs?

By how much?• Could your PC technicians be better allocated?• How do you track your desktop operating costs (e.g., trips to

the desktop, support calls, IT time spent on break/fix)?

Service Level

• Is tighter control over data and physical security a priority? • Do you have trouble tracking and controlling PC hardware?• Have you had problems with users uploading unauthorized software

or viruses from external sources?

PC Management

• How often do you move, add or change and employees?• Do you have a large campus or building and/or remote locations?• Do you have locations (e.g., OR/ERs, clean rooms, trading desks or

sterile locations) that are difficult to service?

Desktop Environment• Are there environmental issues that impact your PCs (e.g., dust, heat,

cleaners, space, getting kick or abused)?• Do you need higher uptime for your PCs?

Understanding Your Current Desktop Environment

User Uptime• Are you services being impacted by PC downtime?• How long do your users need to wait to get a response/fix from IT?

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Healthcare Applications

Application Driver Sample Clients

• Patient information security • Electronic Medical Records (EMR) in the

room• Limited space and noise issues

• Patient information security• Limited space • EMR and medication tracking

• High Availability• Control contaminates & protect from

environment• Limited space

• Overcoming remote management issues• Security without supervision• Consistent trips to support

• Medical Center of Central GA• Oklahoma Heart Hospital• Denkor Dental• Edward Hospital

Patient & Exam Rooms

Nursing Stations

Emergency & Operating Rooms

Remote Clinics

• Edward Hospital• Catholic Healthcare Systems• Missouri Veterans Home• Medical Center of Central GA

• Oklahoma Heart• Cambridge Health Alliance• Clark Memorial Hospital

• Northwestern Medical PG• Barton Healthcare

Systems• Healthcare Partners• Princeton Radiology

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Financial Services

Customer Quote “We believe that ClearCube is the first company to truly change the face of desktop computing. There is no other solution that provides the flexibility to move an employee without physically moving their PC, while bringing 99.9 percent availability to the desktop. We see this architecture significantly reducing our desktop operating costs.”

Adam Taubman,

Executive Director, Morgan Stanley

Other Customers

Deployment Types

Market Needs

- Reduce desktop operating costs

- High-availability computing

- Centralized management of dispersed locations/PCs

- Security of company and client data

MILLENIUMMILLENIUMPARTNERSPARTNERS

-Trading Floors

- Business Continuity

- Branch and Remote Locations

- Grid Computing/Dual Use

- Development Environments

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Government & Military

Other CustomersMarket Needs

“ClearCube installs 10 times faster than traditional desktops. The support costs are dramatically lower because support techs can remotely manage all users. Once they (ClearCube) are in, it’s hard to imagine ever going back to a standard PC infrastructure.”

Captain Timothy OhrenbergerCIO, Hill AFB Flight Command

- Support multiple secure networks from one box

- Reduce demand on constrained resources

- Centralized management of dispersed locations

- Secure desktop and government data and resources

Customer Quote

Deployment Types

- Command & Control

- Medical Command

- Flight Operations

- Training Facilities

- Gaming and Development Environments

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Manufacturing

Sample Customers

Customer Quote

“First of all, the hardware is reliable. We have a goal of very, very low loss time, and we’re making that easily (with ClearCube). Second, the fact that you can remove the whole PC (blade) in a matter of seconds without having the rack down.”

Jim Jenkins

IT manager

Market Needs

- Eliminate manufacturing downtime

- Reduce support headaches and need of on-site IT

- Secure computing resources- Harsh plant-floor environments

Deployment Types

- Clean Rooms

- Remote Facilities

- Manufacturing Floors

- Hazardous Environments

- Grid Computing

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Partner Portal

The ClearCube Partner Portal is our

central information and process

resource for our partners.

Elements of Partner Portal:

• Opportunity Registration

• Online Sales Training

• Online Technical Training

• Marketing Materials

• New information /

announcements

You do not get your full discount without registering your opportunity!

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Important: Do you have your login for the Partner Portal?

Thanks and Happy Selling!!!

Mike BradleyDirector - Channel Development(w) (512) 652-3264(m) (512) 203-4340mbradley@clearcube.com