David Ambrose Government Market Manager, Comstor
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Transcript of David Ambrose Government Market Manager, Comstor
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David Ambrose
Government Market Manager, Comstor
Welcome to the “Take Advantage of the Federal Government
End-of-Year Spending Rush” Tele Track
hosted by: Comstor
For the audio portion of this event, please call: 1-877-522-7671
Welcome to the “Take Advantage of the Federal Government
End-of-Year Spending Rush” Tele Track
hosted by: Comstor
For the audio portion of this event, please call: 1-877-522-7671
CONFIDENTIAL: Not for distribution.CONFIDENTIAL: Not for distribution.
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David Ambrose, Comstor Federal Business ManagerCorporate overview End user opportunitySupport capabilities
Mike Mankin, Federal Area Manager for Cisco Systems
Financing options for the Government’s end of year spending
AgendaAgenda
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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
OverviewOverview
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Global ReachGlobal Reach
North America
UNITED STATES: New York, Nebraska, Virginia, ColoradoCANADA: Montreal, Toronto
South America
BRAZIL: Rio de Janeiro, Sao Paulo
Asia-Pacific
AUSTRALIA: Sydney
SINGAPORE
Europe
UNITED KINGDOM: London, Cirencester
GERMANY: Berlin, Düsseldorf
BELGIUM: Antwerp
IRELAND: Dublin
SPAIN: Madrid
AUSTRIA: Vienna
FRANCE: Paris
SWEDEN: Stockholm
DENMARK: Copenhagen
NORWAY: Oslo
NETHERLANDS: UtrechtAfrica/Middle East
SOUTH AFRICA: Cape Town, Johannesburg
UNITED ARAB EMIRATES: Dubai
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SKU ProductAwareness
SKU ProductAwareness
Customer CallCustomer Call
Inventory AvailabilityInventory Availability
Order CompletedOrder Completed
ComstorBroadline Distribution
Vertical MarketSolutions
Solutions Sellingand Product Bundling
Sales and TechnicalTraining
Reseller DevelopmentReseller Development
LeadsLeads
ProductExpertiseProduct
Expertise
IncreasedProfitabilityIncreased
Profitability
Account Management and Relationship DevelopmentAccount Management and Relationship Development
Market Development
Market Development
TechnicalSupport
TechnicalSupport
Design SupportDesign Support
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Vertical MarketsProfit-producing vertical market support in government, education and healthcare
Marketing ServicesCustomer marketing services for awareness and lead generation
TrainingBranded, vital training programs in more formats than any other distributor
Business Intelligence and SupportBusiness Intelligence and Support
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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
Customer Marketing ServicesCustomer Marketing Services
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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 DOD UID compliance
Custom Bundling Solutions Bundling multiple products and services under a single SKU Streamlines ordering and fulfillment process
Logistical StrengthsLogistical Strengths
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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”
State-of-the-Art E-CommerceState-of-the-Art E-Commerce
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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 BFY2003 - $58 BFY2005 – $61 BFY2008 Estimate - $70 B
No shortage of potential customers 85,000 public purchasing authorities 17 million end users
Trends in Federal IT SpendingTrends in Federal IT Spending
Federal IT Budget OutlookFederal IT Budget Outlook
Federal IT Budget OutlookFederal IT Budget Outlook
Federal IT Budget Outlook (con’t.)Federal IT Budget Outlook (con’t.)
IT Budget Trends, Top 10 AgenciesIT Budget Trends, Top 10 Agencies
Where Will Product Sales Grow?Where Will Product Sales Grow?
AgencyGFY2004
ActualGFY2005 Estimate
GFY2006 Estimate
CAGR 2004-2006
CAGR GFY2005-
2006Department of Defense--Military
$124.4B $105.5B $100.2B -10.3% -5.0%
Department of Veterans Affairs
$6.7B $7.3B $8.2B 10.6% 12.4%
Department of Agriculture $5.5B $7.6B $6.4B 7.8% -16.8%Department of Homeland Security
$3.2B $2.8B $2.7B -8.5% -4.0%
Department of Justice $1.6B $1.5B $1.7B 3.6% 12.6%Department of Health and Human Services
$1.1B $1.0B $1.1B 2.8% 15.2%
Department of Transportation
$0.8B $0.9B $1.0B 6.6% 0.8%
Department of Energy $0.8B $0.8B $0.7B -1.7% -11.6%Department of the Interior $0.6B $0.6B $0.6B -0.6% -2.5%National Aeronautics and Space Administration
$0.5B $0.6B $0.5B 0.1% -9.2%
AgencyGFY2004
ActualGFY2005 Estimate
GFY2006 Estimate
CAGR 2004-2006
CAGR GFY2005-
2006Department of Defense--Military
$124.4B $105.5B $100.2B -10.3% -5.0%
Department of Veterans Affairs
$6.7B $7.3B $8.2B 10.6% 12.4%
Department of Agriculture $5.5B $7.6B $6.4B 7.8% -16.8%Department of Homeland Security
$3.2B $2.8B $2.7B -8.5% -4.0%
Department of Justice $1.6B $1.5B $1.7B 3.6% 12.6%Department of Health and Human Services
$1.1B $1.0B $1.1B 2.8% 15.2%
Department of Transportation
$0.8B $0.9B $1.0B 6.6% 0.8%
Department of Energy $0.8B $0.8B $0.7B -1.7% -11.6%Department of the Interior $0.6B $0.6B $0.6B -0.6% -2.5%National Aeronautics and Space Administration
$0.5B $0.6B $0.5B 0.1% -9.2%
Source: FSI analysis GFY2006 President’s Budget; top 10 spenders on all products
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Total IT Sales vs Target Sales FY05 (in Billions)
0
5
10
15
20
25
OCT NOV DEC JAN FEB MAR APR MAY JUN JUL AUG SEP
Target ITSales
Total ITSales
Linear(Total ITSales )
Government Yearly PatternGovernment Yearly Pattern
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The purpose of the Comstor Government program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and liaison to the end user opportunities that they need to be successful in this growing $107 Billion IT marketplace!
Comstor’s Gov – X ProgramComstor’s Gov – X Program
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Consulting and Strategic Planning:Guidance into leading technology based market
opportunities that match your capabilities or strategic focus
Government business planning sessions including business continuity solutions
Linking and mapping to appropriate vendor personnel, channel and end user account managers
Training:How to successfully sell Cisco to the Federal
GovernmentManufacturer Government related programs and focusSales, technical and certification programs
Government Consulting & TrainingGovernment Consulting & Training
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Structure response to give you the best opportunity for a win!
Lab and training facility usage for live test demos or proof of concept
Qualifications and past performance capabilities
Professional Services technical responses
Certified personnel to ensure your demonstration as a responsive and responsible bidder
Financing Programs
Bid & Proposal SupportBid & Proposal Support
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Contacts and LeadsContacts 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
End user opportunities:Notification of opportunities that match you technology focus andexpertise: Tracking of end user opportunities from inception
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GSA Schedule Holder & SponsorGSA Schedule Holder & Sponsor
We hold our own GSA schedule –
Top 15 on the elite GSA Top 20 list
GDN “Top IT GSA schedule” award 2004, 2005, 2006
Manage/ administer for Cisco/ Reseller
Two models (Agent & Open-Fulfillment)
BPA’s and Teamings
Cooperative Purchasing
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Eligible organizations All 50 states 3,139 counties 19,365 incorporated municipalities, cities, towns and townships 3,200 public housing authorities, 14,178 school districts 1,625 public colleges 550 Indian Tribal Governments (unless excluded by state or local law)
GSA Attractiveness - Cooperative PurchasingGSA Attractiveness - Cooperative Purchasing
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GSA attractivenessGSA attractiveness
GSA Multiple awards are replacing full and open competitions
GSA constitutes 31% of total IT spending
Benefits: Decreased procurement timelines Fast implementation of tech solutions We manage and administer BPA and teaming opportunities Cooperative Purchasing
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The Government, and Prime contractors are challenged with meeting their diversity contract goals
Comstor’s G2D program liaisons End Users and Prime contractors to Certified and Specialized status resellers.
Match is made on classification, geographic reach, past performance, specialization and certifications, or any combination of the above.
Benefits: End user – matches with technology competent status
resellers Status resellers – brings them to the opportunity at critical
stage – bid Manufacturer – rewards status resellers that have made the
investment in certifications and specializations
Provide access to Comstor’s GSA Schedule and lead-generation sources
Qualify financing options.
The Government, and Prime contractors are challenged with meeting their diversity contract goals
Comstor’s G2D program liaisons End Users and Prime contractors to Certified and Specialized status resellers.
Match is made on classification, geographic reach, past performance, specialization and certifications, or any combination of the above.
Benefits: End user – matches with technology competent status
resellers Status resellers – brings them to the opportunity at critical
stage – bid Manufacturer – rewards status resellers that have made the
investment in certifications and specializations
Provide access to Comstor’s GSA Schedule and lead-generation sources
Qualify financing options.
G2D – Government to Diversity ProgramG2D – Government to Diversity Program
Gov-x landing pageGov-x landing page
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Comstor can support you in the generation and development of Government market opportunities, as well as the execution of your Government business.
Contact Dave Ambrose - Business Development Manager, Federal
703-345-5195 with any and all questions.
Thank YouThank You