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