Transcript WESTCON GROUP

Best Practices for Growing Your
Federal Services Revenue
David Ambrose
Government Business Manager
Overview
Welcome - Today's agenda
4:00 – 4:15 PM
Comstor Overview – David Ambrose
4:15 – 5:00 PM
Greg Peters, Comstor SmartNet for
Resellers
Allen McGee, Cisco Systems – Federal
Services Best Practices
5:00 – 5:30 PM
5:30 – 7:00 PM
Overview
Reception and Networking
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
Overview
Complementary Products
Network Support
Wireless
Security
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ADTRAN
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Enterasys
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e-Watch
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APC
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LightPointe
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Enterasys
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Avaya
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Motorola
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netForensics
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Enterasys
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Proxim
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Radware
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NSI Software
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SpectraLink
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RSA Security
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Packeteer
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Tripwire
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PowerDsine
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Symbol
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3Com

Tripp Lite

ADTech

Avaya
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GN NetCom

SpectraLink
Overview
IP Telephony
Storage

LeftHand Networks
Business Intelligence and Support
– Vertical Markets
Profit-producing vertical market
support in government,
education and healthcare
– Training
Branded, vital training programs
in more formats than any other
distributor
– Marketing Services
Customer marketing services
for awareness and lead
generation
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:
• multi-media promotions and displays
• web site design
• email messaging
• banner advertising
• presentation templates
• mini-web promotions
• online lead generation and survey forms
– Traditional media:
• direct mail
• promotional and corporate
• print advertising
merchandise
• corporate literature
• public relations
– Additional services:
• teleconferences
• telemarketing and more...
Overview
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!
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
The Government Edge Program
The purpose of The
Government Edge program
is to provide our reseller
partners with the market
intelligence, guidance,
support, vehicles, products,
and services that they need
to be successful in this
growing $111 Billion IT
marketplace!
Overview
Government Consulting and 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
• Manufacturer table top program
• Linking and mapping to appropriate vendor end user
account managers
Training:
• How to sell to the Government market
• Manufacturer Government related programs and focus
• Sales, technical and certification programs
Overview
Bid and Proposal Support
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Lab usage for live test demos or proof of
concept
Qualification’s and past performance
capabilities
Professional Services technical responses
Certified personnel to ensure your
demonstration as a responsive and
responsible bidder
Financing Programs
Overview
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
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Organization charts cover more than 2,000 headquarters and command
level DoD offices, with an emphasis on research and development areas
and program management
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Approximately 80 defense companies, with their divisions and subsidiaries
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Government organization charts, which cover 21,000 civilian departments,
bureaus and agencies
Leads:
• Tracking of end user opportunities from inception
Overview
GSA Schedule Holder and Sponsor
We hold our own GSA schedule –
We are currently ranked
11th
on the elite GSA Top 20 list
Participating manufacturers:
Cisco
Check Point
RSA Security
Symbol
Nokia
Blue Coat
Proxim
Radware
NSI Software
PowerDsine
Enterasys
Fortinet
APC
Comstor Professional Services
Overview
GSA Attractiveness
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Overview
GSA Multiple awards are replacing full and open competitions
GSA constitutes over 33% of total IT spending
Benefits
– GWAC vehicle
– Decreased procurement timelines
– Fast implementation of tech solutions
– We manage and administer
– BPA and teaming opportunities
– Cooperative Purchasing
• 50 states
• 3,139 counties
• 19,365 incorporated municipalities
• 30,386 minor subdivisions
• 3,200 public housing authorities
• 14,178 school districts
• 1,625 public educational institutions
• 550 Indian tribal governments.
Thank You
Overview