Welcome to the

1
Welcome to the Federal Government IT
Security Opportunities and Cisco Systems Tele
Trackhosted byComstorFor the audio portion
of this event, please call1-877-522-7671

• David Ambrose
• Federal Business Manager, Comstor

2
Conference Features

• Questions
• To send a text question to the presenter, type
  your question in the To ask the presenter a
  question field and click Ask.
• Please hold all audio questions until the end.
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  presentation.
• Downloading Presentations
• During a featured presentation, you may obtain a
  PDF version by clicking File ? Print to PDF
  within Microsoft Live Meeting.
• All presentations featured in this Tele Track
  will be available for download following the
  conclusion of todays conference.
• A recording of the conference will be available
  tomorrow morning.
• An e-mail will be sent out to all participants
  with the presentation URL following the
  conference.

3
Todays Agenda

• David Ambrose, Comstor Federal Business Manager
• Corporate overview
• Market overview
• Comstors support capabilities
• Hardy Stanley, Cisco AT Security Channel Account
  Manager
• Cisco security addressable market
• Cisco solutions and programs
• Rick Reid, Comstor AT Security Product Manager
• Comstor security programs

4
Overview

• Worlds 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

5
Complementary Products

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

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

• IP Telephony
• 3Com
• ADTech
• Avaya
• GN Netcom
• NICE Systems
• SpectraLink
• Veramark

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

• Storage
• LeftHand Networks

6
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!

7
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

8
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

9
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 UID compliance
• 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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State-of-the-art E-Commerce

• Place and track orders on-line
• View product availability
• View pricing
• 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
• Automatic push info to customer (i.e.
  order notifications, B/O reports)
• Enhance user customization via My
  profile

11
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
• 85,000 public purchasing authorities
• 17 million end users

12
D
Government Report Card

• 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 agencies-including
  the Departments of Energy, Justice, HHS,
  Interior, State and Homeland Security flunked the
  latest government wide computer security report
  card.

13
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.

14
Driving Opportunities
Implementation of E-Government is important in
making Government more responsive and
cost-effective.

• E-Government Act of 2002
• Strategy includes
• Improving cyber security Desktop, data,
  applications, networks, threat and
  vulnerability-focused, business continuity, and
  privacy protection.
• Goals include
• Major IT systems are certified, accredited, or
  otherwise authorized as being properly secured.
• GAO Major systems not secured, No funding

15
Government Technology Requirements

• Convergence
• 13 B in 2004 to 16.2 B in 2007
• 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
• Fueled by recent events
• OMB
• HLS
• Wireless
• 4 B in 2004 to 5.2 B in 2006

Data provided by FSI
16
Comstors 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!

17
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

18
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
• Qualifications and past performance
• Capabilities

19
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
•    

20
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 Comstors GSA Schedule and
  lead-generation sources

21
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 Pow
  erDsine APC
• Proxim Comstor Professional Services

22
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.

23
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,
  dambrose_at_westcongroup.com for any and all
  questions