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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

Welcome - Today's agenda

11:00 AM – 11:15 AMComstor Overview – David Ambrose

11:15 AM – 12:15 PMGuest Speaker

John Hertel

President, Exceleration Business Performance

12:15 AM – 12:45 PMDavid Ambrose, Comstor

12:45 PM – 1:30 PMLunch

Room: Citrus Piazza

1:40 PM – 2:30 PMJohn Persico, RSA Security

2:30 PM – 3:00 PMBurns Cleland, e-Watch

3:00 PM – 3:15 PMBreak

3:20 PM – 4:15 PMRich Taylor, Cisco Systems

4:15 PM Rick Reid, Comstor

IPD, Closing Remarks and Raffle


Layered security optimized

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)


Layered security optimized1

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.


Layered security optimized2

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


Secure wireless for healthcare and education

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


Corporate overview

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


Complementary products

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


Welcome today s agenda

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


Customer marketing services

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


Comstor s sales organization

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!


Logistical strengths

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


Enhancing business with professional services

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


Welcome today s agenda

Thank You


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