Advanced Technology Opportunities in Government - Solutions for Your Federal Customers

1. Advanced Technology Opportunities in Government - Solutions for Your Federal Customers David Ambrose, Government Market Manager, Comstor

2. Event Agenda • 9:30 AM - 10:00 AM Registration/Breakfast • 10:00 AM - 11:00 AM David Ambrose, Comstor • 11:00 AM - 12:00 PM Guest Speaker • Rishi Sood, Gartner • 12:00 PM - 12:45 PM Lunch • 12:45 PM - 1:45 PM Dawn Duross, Cisco Systems • 1:45 PM Closing Remarks

3. Corporate Overview • 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

4. North America UNITED STATES: New York, Nebraska, Virginia, ColoradoCANADA: Montreal, Toronto Global Reach • 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: Utrecht • South America • BRAZIL: Rio de Janeiro, Sao Paulo • Asia-Pacific • AUSTRALIA: Sydney • SINGAPORE • Africa/Middle East • SOUTH AFRICA: Cape Town, Johannesburg • UNITED ARAB EMIRATES: Dubai

5. Increased Profitability Leads Technical Support Market Development Product Expertise Design Support Reseller Development Account Management and Relationship Development Comstor Broadline Distribution SKU Product Awareness Customer Call Inventory Availability Order Completed

6. Complementary Products • Security • e-Watch • RSA Security • Enterasys • netForensics • Radware • Tripwire Network Support • ADTRAN • APC • Avaya • Enterasys • NSI Software • Packeteer • PowerDsine • Symbol • Tripp Lite Wireless • Enterasys • LightPointe • Motorola • Proxim • ReefEdge • SpectraLink • IP Telephony • 3Com • ADTech • Avaya • GN NetCom • SpectraLink Storage • LeftHand Networks

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 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

9. 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 • DOD UID compliance • Custom Bundling Solutions • Bundling multiple products and services under a single SKU • Streamlines ordering and fulfillment process

10. 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. Comstor’s Gov – X Program • The purpose of the Comstor Government program is to provide our reseller partners with the market intelligence, guidance, support, vehicles, products, and liason to the end user opportunities that they need to be successful in this growing $107 Billion IT marketplace!

12. Government Consulting & Training • 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 Government • Manufacturer Government related programs and focus • Sales, technical and certification programs

13. Bid & Proposal Support • 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

14. 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 • End user opportunities: • Notification of opportunities that match you technology focus and expertise: • Tracking of end user opportunities from inception

15. GSA Schedule Holder & Sponsor • Hold our own GSA schedule – Moved up to number 11 on the elite GSA Top 20 list • Participating manufacturers: • CiscoCheck Point Radware • Nokia RSA APC • Blue Coat Enterasys NSI Software Tripwire PowerDsine • Comstor Professional Services

16. GSA Attractiveness • Cooperative Purchasing • 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)

17. GSA 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

18. G2D – Government to Diversity Program • The Government, and Prime contractors are challenged with meeting their diversity contract goals • Comstor’s G2D program liasons 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 compentent status resellers • Status resellers – brings them to the opportunity at critical stage – bid • Manufacturer – rewards status resellers that have made the investment in certificastions and specializations • Provide access to Comstor’s GSA Schedule and lead-generation sources • Qualify financing options.

19. Gov-x landing page

20. Thank You • Comstor can support you in the generation and development of Government market opportunities, as well as the execution of your Government business. • Contact David Ambrose 800-955-9590 ext 5195, dambrose@westcongroup.com for any and all questions.