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Welcome - Today's agenda

Welcome - Today's agenda. 11:00 AM – 11:15 AM Comstor Overview – David Ambrose 11:15 AM – 12:15 PM Guest Speaker John Hertel President, Exceleration Business Performance 12:15 AM – 12:45 PM David Ambrose, Comstor 12:45 PM – 1:30 PM Lunch Room: Citrus Piazza

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Welcome - Today's agenda

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  1. Welcome - Today's agenda 11:00 AM – 11:15 AM Comstor Overview – David Ambrose 11:15 AM – 12:15 PM Guest Speaker John Hertel President, Exceleration Business Performance 12:15 AM – 12:45 PM David Ambrose, Comstor 12:45 PM – 1:30 PM Lunch Room: 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

  2. 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)

  3. 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.

  4. 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 www.comstor.com/layeredsecurity

  5. Secure 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

  6. Corporate 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

  7. Complementary Products Network Support • ADTRAN • APC • Avaya • Enterasys • NSI Software • Packeteer • PowerDsine • Symbol • Tripp Lite Wireless • Enterasys • LightPointe • Motorola • Proxim • ReefEdge • SpectraLink • Security • e-Watch • Enterasys • netForensics • Radware • RSA Security • Tripwire • IP Telephony • 3Com • ADTech • Avaya • GN NetCom • SpectraLink Storage • LeftHand Networks

  8. Business Intelligence and Support • Vertical MarketsProfit-producing vertical market support in government, education and healthcare • TrainingBranded, vital training programs in more formats than any other distributor • Marketing ServicesCustomer marketing services for awareness and lead generation

  9. 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

  10. Comstor’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!

  11. 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

  12. 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

  13. Thank You

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