Pro Services Strategy

2. Pro Services Strategy • Package Service-based Products • Standard SKUs • Reduce Reseller Overhead • “Hard to Find” Technical Staff • Sophisticated and Scalable Integration Capabilities • Improve • Sales Support Process and Resources • Web Access to Trouble Tickets • Solution vs. Just Product Sale • Simplify Pricing and Packaging • i.e. One Price per Staging Class • Reduce • DOAs RMAs

3. Support Offerings • Design and Consultation - Expert advice • Staging and Integration - Three Levels • POINT Programs – Remote Installation Assistance • ON-SITE Installations - via Statement of Work • SHIELD Programs - Annual Maintenance • Private Label Services - Reseller extension • Training - Certification classes, custom

4. Design and Consultation You're presented an opportunity to design a fully redundant IP telephony and data network for a Fortune 500 company converging their existing systems. But you don't have the expertise on staff to handle it. Where do you turn? Westcon Pro Services. With The Westcon's certified engineers, high-level consulting and design projects can be part of your solution. By expanding into these complex technologies with Westcon’s Pro Services, your business becomes more profitable and gives you the competitive edge over the rest. Our engineering staff holds various Manufacturers certifications. Each engineer maintains at least one specialization and participates in Westcon’s continuing educations programs. Westcon's specializations include Advanced Routing, Voice, Wireless and Security.

5. Staging and Integration Level 1 - Installation of additional cards and memory Level 2 - IP addressing, port configuration, basic testing Level 3 - Load configuration and options as provided by customer, functionality benchtest “We have been able to deploy these boxes to the customers at a much faster pace, knowing that we will not have to worry whether the box is bad, missing parts, or having different items arrive at some unknown later time” - Quocdon Ly, Senior Engineer (SiteSmith/MFN)

6. Staging and Integration Reasons to Sell Staging and Installation* • Making Resellers ”Bigger…Better…Faster…” • Multi-site Installations* • Just in Time / Pre-Configured Drop Ship Capabilities • Increases Positive Exposure With Westcon Product Lines • Resellers Can Offer Product & Services Bundled Solutions • Increased Revenue Streams • Enables Resellers to Sell Services Into More Vertical Markets • Reduces Reseller Infrastructure Costs • Team with Westcon’s Technical Resources • Frees Engineers for Business Development Functions • *MFG Programs or Westcon Delivered

7. Basic Staging • New Standard Price! • Any Standard Box… $75** • SLA Improvement • In by **12:00pm Out by 5:30pm! (EST) • Standard Statement of Work (SOW) • The Customer Knows Exactly What They are Buying • Sell More… Plenty of Staging Capacity! • **Excludes Overnight Freight and BCX Routers and BCM

8. L2 Staging • New Standard Price! • Any Standard Box… $125** • SLA Improvement • In by **12:00pm Out by 5:30pm! (EST) • Standard Statement of Work (SOW) • The Customer Knows Exactly What They are Buying • Sell More… Plenty of Staging Capacity! • **Excludes Overnight Freight and BCX Routers and BCM

9. Staging and Integration Service Level Agreement • Project coordinator verifies component list and configuration • Project coordinator manages production schedules • Installation Technician unpacks, visually inspects and inventories all components • Installation Technician installs all memory modules and cards • Configuration Technician powers on unit and boots to ROM • Configuration Technician loads most recent software • Quality Technician verifies software Load and rechecks configuration against order • Quality Technician affixes customer supplied ASSET TRACKING label to the product/packaging • (The asset tag numbers are recorded on the order in the database and on a list sent to the customer either on a printed packing list or invoice). • Quality Technician consolidates and re-packs unit for shipment • Project Coordinator coordinates shipment logistics with distribution operations

10. Web Based Customer Access Contract holders can open and view trouble tickets on line

11. POINT Programs Installation Assistance Phone support is offered in 5 hour blocks (5x12 EST) or (7x24)* Case is closed when installation is complete Use this time for help with system policies or any other type of installation problems that need to be resolved quickly. *Requires minimum purchase of SS + AR

12. ON SITE Installations All On-site Installations are handled via detailed Statement of Work (SOW)* We will work with you and your customer to extract all information needed to perform the installation, present it to you in the SOW and perform the installation as a member of your staff! Sell with confidence! Our knowledge is your value add! You can sell your product with the confidence that you can support your customer. *Requires minimum purchase of SS + AR

13. Installation • Unpack and inventory equipment • Testing and verification of system • Operation of network interfaces • Establish network connectivity • Enable and configure software license features • Download software and firmware locations • Connect customer facilities • Connect console and cables • Position nodes • Rack-mount equipment • Project Management • Define project scope with client • Define network implementation plan • Ensure that project milestones are met • Provide a single point of contact for all support issues • Provide ongoing project status • Provide documentation ON SITE Installations What happens when Westcon Pro Services installs a product?

14. SHIELD Programs It's easy for you to maintain the investments you've made in advanced network solutions. Because with Westcon, you can choose from a variety of support contracts and a la carte service selections to meet your needs - whether reselling vendor programs or adding Westcon’s Pro Service components to augment your own. • Standard FeaturesThe Westcon Shield program provides a simple, cost-effective way to protect networking investments and reduces the cost of network operations. • Telephone and e-mail support which involves problem resolution, bug reporting, documentation clarification and technical guidance from 8am-8pm EST. • Response to all queries within four hours. • Access to Westcon’s online knowledge base containing support documents, FAQ’s, installation information, and documentation for download. • Premium FeaturesThe Premium program offers the same features as A-Plus Standard. Plus it offers: • 24 x 7 Telephone and e-mail support. • Access to Westcon’s online knowledge base containing support documents, FAQ’s, installation information, and documentation for download. • Dedicated on-call technician

15. SHIELD Programs Additional Benefits Lower Overhead • Augment existing technical support staff with Westcon Low Cost Training • After a few “supported” installations you will have an experienced technician on staff High Level of Experience • You have an entire team of highly trained engineers capable of performing the most difficult installations

16. SHIELD Programs Annual Maintenance Combination of Westcon Technical Phone Support and Nokia Essential Service

17. SHIELD Programs Features • Westcon will support the IPSO Operating System as well as the Check Point Software* • Unlike the Vendor, Westcon will field installation configuration questions. For in depth installation assistance or walkthroughs purchase Westcon’s Point offerings (blocks of time) • Westcon provides a total solution for your customer • Level one and two phone support as well as arranging the hardware advanced replacement or Nokia on-site support Your customer has one number to call for all issues! *Must purchase Check Point Software Subscription

18. SHIELD Programs (cont) Annual Maintenance Combination of Westcon Technical Phone Support and Check Point Software Subscription

19. Other Programs Licensing Service Westcon’s License Pro is designed to eliminate the administrative burden associated with licensing, registration, upgrading and renewing your products license or software subscription.

20. Private Label Services COMPLIMENTARY, NOT COMPETITIVE! We sell service to you, the VAR, only! Westcon’s On-Site Installations can be performed for YOUR customers under YOUR private label.

21. Add Value to the Products You Sell • As a Way to Get Your Customers Product Certified • As a Way to Educate Your Staff & Customers on Network Security, Multi-Vendor Product Configuration, Voice Over IP, & More • To Provide a “One-stop-shop” for Your Customers • To Raise Overall Margins!

22. Combine Offerings Purchase a Nokia IP440 and a Check Point FireWall-1 from Westcon: • Westcon Staging and Integration can install modules, activate and register the firewall and configure the ports with the customers IP addresses • Purchase Westcon Secure Point to protect against problems during onsite setup • Westcon can install it all on site • Purchase Westcon Secure Shield for annual maintenance and phone support. No one can support your equipment like the people who install it!

23. Thank You!