Transcript Document

Welcome to the
“Federal Government – IT Security
Opportunities and Cisco Systems”
Tele Track
hosted by:
Comstor
For the audio portion of this event, please call:
1-877-522-7671
David Ambrose
Federal Business Manager, Comstor
CONFIDENTIAL: Not for distribution.
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Today’s Agenda
David Ambrose, Comstor Federal Business Manager
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Corporate overview
Market overview
Comstor’s support capabilities
Hardy Stanley, Cisco AT Security Channel Account Manager
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Cisco security addressable market
Cisco solutions and programs
Rick Reid, Comstor AT Security Product Manager
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Comstor security programs
CONFIDENTIAL: Not for distribution.
Overview
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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
CONFIDENTIAL: Not for distribution.
Complementary Products
Network Support
Wireless
IP Telephony
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ADTRAN
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Enterasys
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3Com
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APC
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LightPointe
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ADTech
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Avaya
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Motorola
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Avaya
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Enterasys
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Proxim
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GN Netcom
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NSI Software
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SpectraLink
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NICE Systems
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Packeteer
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SpectraLink
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PowerDsine
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Veramark
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Symbol
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Tripp Lite
Storage
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LeftHand Networks
CONFIDENTIAL: Not for distribution.
Security
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e-Watch
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Enterasys
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netForensics
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Radware
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RSA Security
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Tripwire
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!
CONFIDENTIAL: Not for distribution.
Business Intelligence and Support
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Vertical Markets
Profit-producing vertical market
support in government,
education and healthcare
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Training
Branded, vital training programs
in more formats than any other
distributor
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Marketing Services
Customer marketing services
for awareness and lead
generation
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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!
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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
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Traditional media:
 direct mail
 print advertising
 corporate literature
Additional services:
 teleconferences
 telemarketing and more...
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CONFIDENTIAL: Not for distribution.
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promotional and corporate
merchandise
public relations
Logistical Strengths
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Staging
 Same day integration, testing and shipping
 Identifies problems and reduces RMA’s
 Saves on shipping costs
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Inventory Management
 Project-oriented, guaranteed inventory availability
 Build and hold - Provides complete integration and immediate availability
 Reseller-owned inventory stocking, tracking and handling
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Private Labeling
 Asset Tagging – UID compliance
 Reseller’s logo on packing slips/blind drop-shipments
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Custom Bundling Solutions
 Bundling multiple products and services under a single SKU
 Streamlines ordering and fulfillment process
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State-of-the-art E-Commerce
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Place and track orders on-line
View product availability
View pricing
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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
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Automatic push info to customer
(i.e. order notifications, B/O reports)
Enhance user customization
via “My profile”
CONFIDENTIAL: Not for distribution.
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 – $62 B
FY2007 Estimate - $72 B
No shortage of potential customers
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85,000 public purchasing authorities
17 million end users
CONFIDENTIAL: Not for distribution.
Government Report Card
D+
House panel has given the government an overall “D+” mark for
lax protection of federal computer networks against hackers,
terrorists and others. “D+” grade increased from an “D-” grade
received last year and a F grade the year before that.
Agriculture, Commerce, Energy, Health and Human Services,
Housing and Urban Development and Veterans Affairs joined
DHS in receiving failing scores One Third of federal agenciesincluding the Departments of Energy, Justice, HHS, Interior,
State and Homeland Security flunked the latest government wide
computer security report card.
CONFIDENTIAL: Not for distribution.
Driving Opportunities
Federal Information Security Management Act (FISMA)
The head of each agency shall be responsible for providing
information security protections commensurate with the risk
and magnitude of the harm resulting from unauthorized
access, use, disclosure, disruption, modification, or
destruction of information collected or maintained by or on
behalf of the agency and information systems used or
operated by an agency or by a contractor of an agency or
other organization on behalf of an agency.
CONFIDENTIAL: Not for distribution.
Driving Opportunities
“Implementation of E-Government is important in making
Government more responsive and cost-effective.”
E-Government Act of 2002
• Strategy includes
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Improving cyber security: Desktop, data, applications,
networks, threat and vulnerability-focused, business continuity,
and privacy protection.
• Goals include
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Major IT systems are certified, accredited, or otherwise
authorized as being properly secured.
GAO – Major systems not secured, No funding
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Government Technology Requirements
Convergence
• $13 B in 2004 to $16.2 B in 2007
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68% Voice and data circuits
13% Professional services
12% Network services
6% Communication equipment
1% Wireless
Security
• $5.6 B in 2004 to $7.1 B in 2009
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Fueled by recent events
OMB
HLS
Wireless
$4 B in 2004 to $5.2 B in 2006
Data provided by FSI
CONFIDENTIAL: Not for distribution.
Comstor’s Federal Edge Program
The purpose of the Comstor
Federal program is to provide
our reseller partners with the
market intelligence, guidance,
training, support, vehicles,
products, and professional
services that they need to be
successful in this growing
$62 Billion IT marketplace!
CONFIDENTIAL: Not for distribution.
Federal Consulting and Training
Consulting and Strategic Planning:
• Guidance into leading technology based market
opportunities that match your capabilities or strategic
focus
• Federal 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 Federal market
• Manufacturer Federal related programs and focus
• Sales, technical and certification programs
CONFIDENTIAL: Not for distribution.
Bid & Proposal Support
• Lab usage for live test demos or proof
of concept
• Vendor demo programs
• Liaison to appropriate vendor
representative
• Letter of Supply
• Flow downs – where applicable
• Certified personnel to ensure your
demonstration as a responsive and
responsible bidder
• Qualification’s and past performance
• Capabilities
CONFIDENTIAL: Not for distribution.
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
Leads:
• Tracking of end user opportunities from inception
CONFIDENTIAL: Not for distribution.
SDB-8a Program
• Bringing the status resellers to the Governments Diversity
requirements.
• Providing the Government with not only status companies,
but with certified and specialized companies.
• For Prime Contractors, Comstor's Diversity program can
team you with SDB-8a partners by classification and or
technical focus to meet your small business plan
requirements
• Offer incentives to help with credit, pricing and marketing
efforts
• Augment your existing resources and capabilities
• Pursue new market opportunities
• Provide access to Comstor’s GSA Schedule and leadgeneration sources
CONFIDENTIAL: Not for distribution.
GSA Schedule Holder & Sponsor
We hold our own GSA schedule – Moved up to number 11 on the elite
GSA Top 20 list
Participating manufacturers:
Cisco
Check Point
Radware
Avaya
Nokia
RSA
Blue Coat
Enterasys
NSI Software
Tripwire
PowerDsine
APC
Proxim
Comstor Professional Services
CONFIDENTIAL: Not for distribution.
GSA Attractiveness
GSA Multiple awards are replacing full and open competitions
GSA constitutes 31% 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.
CONFIDENTIAL: Not for distribution.
Thank You
Comstor can support you in the generation and
development of Federal market opportunities, as well
as the execution of your Federal business.
Contact David Ambrose 800-955-9590 ext 5195,
[email protected] for any and all
questions
CONFIDENTIAL: Not for distribution.