WESTCON GROUP

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(No Transcript)
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Welcome - Today's agenda

• 1100 AM 1115 AM Comstor Overview David
  Ambrose
• 1115 AM 1215 PM Guest Speaker
• John Hertel
• President, Exceleration Business Performance
• 1215 AM 1245 PM David Ambrose, Comstor
• 1245 PM 130 PM Lunch
• Room Citrus Piazza
• 140 PM 230 PM John Persico, RSA Security
• 230 PM 300 PM Burns Cleland, e-Watch
• 300 PM 315 PM Break
• 320 PM 415 PM Rich Taylor, Cisco Systems

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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)

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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
• Comstors 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.

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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
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Secure Wireless for Healthcare and Education

• Interested in entering the these spaces?
• White Paper
• Need tools to grow your existing Healthcare and
  Education practice?
• ROI Tool
• Resources
• Comstor Website
• Solution Demo

www.comstor.com/wireless
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Corporate Overview

• Worlds 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

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Complementary Products

• Security
• e-Watch
• Enterasys
• netForensics
• Radware
• RSA Security
• Tripwire

• Wireless
• Enterasys
• LightPointe
• Motorola
• Proxim
• ReefEdge
• SpectraLink

• Network Support
• ADTRAN
• APC
• Avaya
• Enterasys
• NSI Software
• Packeteer
• PowerDsine
• Symbol
• Tripp Lite

• IP Telephony
• 3Com
• ADTech
• Avaya
• GN NetCom
• SpectraLink

• Storage
• LeftHand Networks

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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

• Marketing ServicesCustomer marketing services
  for awareness and lead generation

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Customer Marketing Services

• Full-service production and consulting
  capabilities that can augment customers
  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

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Comstors Sales Organization

• Professional sales team
• Organization exclusively focus is on Cisco and
  Cisco complementary vendors
• Organizational structure maps to Ciscos 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!

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Logistical Strengths

• Staging
• Same day integration, testing and shipping
• Identifies problems and reduces RMAs
• 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
• Resellers logo on packing slips/blind
  drop-shipments
• Custom Bundling Solutions
• Bundling multiple products and services under a
  single SKU
• Streamlines ordering and fulfillment process

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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

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Thank You