Welcome to the

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Welcome to the Introduction to Cisco SMB
Partner Easy Discount (SPED) and Ice Breaker
Programs Tele Trackhosted byComstorFor
the audio portion of this event, please
call1-877-522-7671

• Byron Mulhall
• Director, Cisco Product Management

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Conference Features

• Questions
• To send a text question to the presenter, please
  locate the Questions and Answers box located on
  the bottom right. Click inside the field
  beginning with , To ask the presenter(s) a
  question, type your question and click Ask.
  
• Please hold all audio questions until the end.
• All questions will be answered following our last
  presentation.
• Downloading Presentations
• All presentations featured in this Tele Track are
  available for download at www.comstor.com/ciscopr
  omos/presentations
• A recording of the conference will be available
  tomorrow at the same URL above.

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Corporate Mission

• Corporate Principles
• Make our customers more successful than their
  competitors
• Be a significant contributor to our vendors
  success
• Continuously evolve and improve our internal
  effectiveness and efficiency
• Profitability driven earnings first, revenue
  second
• Goals
• Deliver profitable solutions to the channel
• Align infrastructure to meet market conditions
• Evolve value-add business model to meet customer
  needs
• Maximize resources to gain efficiencies and
  increase productivity throughout supply chain
• Assure long-term viability of customers

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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

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Our Cisco Commitment

• Infrastructure investment built around supporting
  Ciscoour people, systems and processes.
• Org structure allows for flexible and responsive
  support to all Cisco field personnel--ICAMs,
  CAMs, AMs and MCOs.
• Regional training support that recognizes unique
  needs of local VAR community.
• Committed to focusing on Advanced Technologies,
  specifically convergence and security.
• Comstors investment in professional services
  which leads to increased product sales.

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SMARTnet Program

• SMARTnet is a strategic program within Comstor
• Comstor assisted in the development of the SMS
  tools, even to the detriment of short term
  revenue goals.
• Comstor has dedicated resources and talent in a
  comprehensive program which includes both
  marketing initiatives and support personnel to
  further Ciscos services business.
• Program Objectives
• Increase sales of SMARTnet from current dealers
• Increase attach rates from current base
• Promote Cisco SMS Investment use of IT Tools
• Attract new dealers to Comstor
• Marketing Objectives
• Build awareness and preference for purchasing
  SMARTnet via Comstor
• Position Comstor as the leader in and authority
  on Cisco SMARTnet services

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Program Objectives
engagement

• To maximize the SMB opportunity by building a
  reseller recruitment and sales engagement program
  based on focus, commitment and targeted end user
  sales actions.

value
opportunity
To create a platform to enhance and reinforce
the value of resellers in the SMB market,
efficiently helping them through the entire sales
cycle.
new markets
incremental
To drive incremental SMB sales by utilizing
think out-of-the-box concepts to uncover new
market opportunities Technology
Penetration Technology Migration New End
User (Logo) Capture
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Platform/ Infrastructure Tools
engagement

• 1/ Integrated SMB Business platform / SMBx
  Portals
• www.smb-x.us
• 2/ Lead Delivery/Opportunity Management
• LeadVision
• 3/ Reseller Sales Enablement tools/ Presentation
  Tool
• SalesVision
• 4/ Business Solution Configurator (FUTURE)
• 5/ Managed SMB Mall / Store Front (FUTURE)

opportunity
value

incremental

new markets
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Opportunity Development Process
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How to Enroll in SMBx

• Applications distributed at
• CBSW
• Gartner Small Business Vision
• Comstor Field Seminars
• Online at www.smb-x.us

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Comstor Value

• People
• Systems
• Operational/ Integration Capabilities
• Vertical Market Focus
• Financial Flexibility
• Marketing Training
• Commitment to Cisco (Directional Strategy)