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David Ambrose Government Market Manager, Comstor

Welcome to the “Take Advantage of the Federal Government End-of-Year Spending Rush” Tele Track hosted by: Comstor For the audio portion of this event, please call : 1-877-522-7671. David Ambrose Government Market Manager, Comstor. Conference Features. Questions

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David Ambrose Government Market Manager, Comstor

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  1. Welcome to the “Take Advantage of the Federal Government End-of-Year Spending Rush” Tele Trackhosted by:Comstor For the audio portion of this event, please call: 1-877-522-7671 David Ambrose Government Market Manager, Comstor

  2. Conference Features • Questions • To send a text question to the presenter, type your question in the “To ask the presenter a question” field and click “Ask”. • Please hold all audio questions until the end. • All questions will be answered following our last presentation. • Downloading Presentations • During a featured presentation, you may obtain a PDF version by clicking “File” ￫ “Print to PDF” within Microsoft Live Meeting. • All presentations featured in this Tele Track will be available for download following the conclusion of today’s conference. • A recording of the conference will be available tomorrow morning. • An e-mail will be sent out to all participants with the presentation URL following the conference.

  3. Agenda • David Ambrose, Comstor Federal Business Manager Corporate overview End user opportunity Support capabilities • Mike Mankin, Federal Area Manager for Cisco Systems Financing options for the Government’s end of year spending

  4. Overview • World’s largest “convergence networking only” channel provider • Vendor-focused distribution strategy • Industry leader of branded, value-added services and support programs • Worldwide headquarters in Tarrytown, NY, U.S., Chantilly, Va is US headquarters • Presence on every continent with 1,200 people strong

  5. North America UNITED STATES: New York, Nebraska, Virginia, ColoradoCANADA: Montreal, Toronto Global Reach • Europe • UNITED KINGDOM: London, Cirencester • GERMANY: Berlin, Düsseldorf • BELGIUM: Antwerp • IRELAND: Dublin • SPAIN: Madrid • AUSTRIA: Vienna • FRANCE: Paris • SWEDEN: Stockholm • DENMARK: Copenhagen • NORWAY: Oslo • NETHERLANDS: Utrecht • South America • BRAZIL: Rio de Janeiro, Sao Paulo • Asia-Pacific • AUSTRALIA: Sydney • SINGAPORE • Africa/Middle East • SOUTH AFRICA: Cape Town, Johannesburg • UNITED ARAB EMIRATES: Dubai

  6. Increased Profitability Leads Technical Support Market Development Product Expertise Design Support Reseller Development Account Management and Relationship Development Broadline Distribution Comstor SKU Product Awareness Customer Call Inventory Availability Order Completed

  7. 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

  8. 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

  9. 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 • DOD UID compliance • Custom Bundling Solutions • Bundling multiple products and services under a single SKU • Streamlines ordering and fulfillment process

  10. State-of-the-Art E-Commerce • Place and track orders on-line • View product availability • View pricing • Multiple price schedules allowed • Customized by Account Manager • Deal specific/competitive pricing available • Obtain proof of delivery information • Obtain serial numbers • Print detailed copies of their invoices • On-line customer RMA requests • Future enhancements • Automatic push info to customer (i.e. order notifications, B/O reports) • Enhance user customization via “My profile”

  11. Trends in Federal IT Spending • Over the next four years, it is anticipated that the Federal government will spend in excess of a quarter trillion dollars on IT. Highest growth out of the sectors. • FY2002 - $49 B • FY2003 - $58 B • FY2005 – $61 B • FY2008 Estimate - $70 B • No shortage of potential customers • 85,000 public purchasing authorities • 17 million end users

  12. Federal IT Budget Outlook

  13. Federal IT Budget Outlook

  14. Federal IT Budget Outlook (con’t.)

  15. IT Budget Trends, Top 10 Agencies

  16. Where Will Product Sales Grow? Source: FSI analysis GFY2006 President’s Budget; top 10 spenders on all products

  17. Government Yearly Pattern

  18. Comstor’s Gov – X Program • The purpose of the Comstor Government program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and liaison to the end user opportunities that they need to be successful in this growing $107 Billion IT marketplace!

  19. Government Consulting & Training • Consulting and Strategic Planning: Guidance into leading technology based market opportunities that match your capabilities or strategic focus Government business planning sessions including business continuity solutions Linking and mapping to appropriate vendor personnel, channel and end user account managers • Training: How to successfully sell Cisco to the Federal Government Manufacturer Government related programs and focus Sales, technical and certification programs

  20. Bid & Proposal Support Structure response to give you the best opportunity for a win! Lab and training facility usage for live test demos or proof of concept Qualifications and past performance capabilities Professional Services technical responses Certified personnel to ensure your demonstration as a responsive and responsible bidder Financing Programs

  21. Contacts and Leads • End User Contact Database: • Over 395,000 government decision-makers and key staff at the federal, state and local levels • Biographies of all executive and key level members of government, federal and state organization charts • Organization charts cover more than 2,000 headquarters and command level DoD offices, with an emphasis on research and development areas and program management • Approximately 80 defense companies, with their divisions and subsidiaries • Federal organization charts, which cover 21,000 civilian departments, bureaus and agencies • End user opportunities: • Notification of opportunities that match you technology focus and • expertise: • Tracking of end user opportunities from inception

  22. GSA Schedule Holder & Sponsor • We hold our own GSA schedule – Top 15 on the elite GSA Top 20 list GDN “Top IT GSA schedule” award 2004, 2005, 2006 Manage/ administer for Cisco/ Reseller Two models (Agent & Open-Fulfillment) BPA’s and Teamings Cooperative Purchasing

  23. GSA Attractiveness - Cooperative Purchasing • Eligible organizations • All 50 states • 3,139 counties • 19,365 incorporated municipalities, cities, towns and townships • 3,200 public housing authorities, • 14,178 school districts • 1,625 public colleges • 550 Indian Tribal Governments • (unless excluded by state or local law)

  24. GSA attractiveness GSA Multiple awards are replacing full and open competitions GSA constitutes 31% of total IT spending Benefits: • Decreased procurement timelines • Fast implementation of tech solutions • We manage and administer • BPA and teaming opportunities • Cooperative Purchasing

  25. G2D – Government to Diversity Program The Government, and Prime contractors are challenged with meeting their diversity contract goals Comstor’s G2D program liaisons End Users and Prime contractors to Certified and Specialized status resellers. Match is made on classification, geographic reach, past performance, specialization and certifications, or any combination of the above. Benefits: • End user – matches with technology competent status resellers • Status resellers – brings them to the opportunity at critical stage – bid • Manufacturer – rewards status resellers that have made the investment in certifications and specializations Provide access to Comstor’s GSA Schedule and lead-generation sources Qualify financing options.

  26. Gov-x landing page

  27. Thank You • Comstor can support you in the generation and development of Government market opportunities, as well as the execution of your Government business. • Contact Dave Ambrose - Business Development Manager, Federal • dambrose@comstor.com • 703-345-5195 with any and all questions.

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