000000_1 ® ® 2003 VentureTech Network Winter Local Chapter Meeting Market Entry Analysis

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2003 VentureTech Network 2003 VentureTech Network Winter Local Chapter MeetingWinter Local Chapter Meeting2003 VentureTech Network 2003 VentureTech Network Winter Local Chapter MeetingWinter Local Chapter Meeting

Market Entry AnalysisMarket Entry AnalysisMarket Entry AnalysisMarket Entry Analysis

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®®AgendaAgenda AgendaAgenda

– Introduction – NetConnX TechnologiesIntroduction – NetConnX Technologies

– Competitive Landscape Competitive Landscape

– Sizing the Opportunity – Strategic Market FocusSizing the Opportunity – Strategic Market Focus

– State of TechnologyState of Technology

– Three Step GuideThree Step Guide

– Marketing EventsMarketing Events

– SummarySummary

– Q & AQ & A

– Introduction – NetConnX TechnologiesIntroduction – NetConnX Technologies

– Competitive Landscape Competitive Landscape

– Sizing the Opportunity – Strategic Market FocusSizing the Opportunity – Strategic Market Focus

– State of TechnologyState of Technology

– Three Step GuideThree Step Guide

– Marketing EventsMarketing Events

– SummarySummary

– Q & AQ & A

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®®Walk Away GoalsWalk Away Goals Walk Away GoalsWalk Away Goals

– Look a new ways to drive or lead business offeringsLook a new ways to drive or lead business offerings

– Commitment to change the sales processCommitment to change the sales process

– Maximize profitsMaximize profits

– Drive longer term engagement revenueDrive longer term engagement revenue

– Understand how to maintain account controlUnderstand how to maintain account control

– Leading product sales with one or more service offeringsLeading product sales with one or more service offerings

– Value of partnering, working with other VTN MembersValue of partnering, working with other VTN Members

– Specialize vs GeneralizeSpecialize vs Generalize

– Look a new ways to drive or lead business offeringsLook a new ways to drive or lead business offerings

– Commitment to change the sales processCommitment to change the sales process

– Maximize profitsMaximize profits

– Drive longer term engagement revenueDrive longer term engagement revenue

– Understand how to maintain account controlUnderstand how to maintain account control

– Leading product sales with one or more service offeringsLeading product sales with one or more service offerings

– Value of partnering, working with other VTN MembersValue of partnering, working with other VTN Members

– Specialize vs GeneralizeSpecialize vs Generalize

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Market Entry AnalysisMarket Entry AnalysisAbout NetConnX TechnologiesAbout NetConnX TechnologiesMarket Entry AnalysisMarket Entry AnalysisAbout NetConnX TechnologiesAbout NetConnX Technologies

Based in Southern California.Based in Southern California.

Six strategic channel centric business practices.Six strategic channel centric business practices.– Business Continuity Planning & Disaster RecoveryBusiness Continuity Planning & Disaster Recovery

– IT Security and Data ProtectionIT Security and Data Protection

– Identity Management – Directory Services - AAAIdentity Management – Directory Services - AAA

– Revenue Assurance – IP Billing Systems ExpertiseRevenue Assurance – IP Billing Systems Expertise

– Software Management – Large Scale Automated DeploymentSoftware Management – Large Scale Automated Deployment

– Large Scale Migrations – Systems ConsolidationsLarge Scale Migrations – Systems Consolidations

34 highly specialized engineers with 10 to 25 Years Experience.34 highly specialized engineers with 10 to 25 Years Experience.

Real-world experience managing a network of all over 15000 Real-world experience managing a network of all over 15000 servers, 33000 users, 8 global data centers, 26 world-wide servers, 33000 users, 8 global data centers, 26 world-wide offices.offices.

Client list that includes Sony, US Warburg, E-Trade, Wells Client list that includes Sony, US Warburg, E-Trade, Wells Fargo, American Express and Microsoft.Fargo, American Express and Microsoft.

Based in Southern California.Based in Southern California.

Six strategic channel centric business practices.Six strategic channel centric business practices.– Business Continuity Planning & Disaster RecoveryBusiness Continuity Planning & Disaster Recovery

– IT Security and Data ProtectionIT Security and Data Protection

– Identity Management – Directory Services - AAAIdentity Management – Directory Services - AAA

– Revenue Assurance – IP Billing Systems ExpertiseRevenue Assurance – IP Billing Systems Expertise

– Software Management – Large Scale Automated DeploymentSoftware Management – Large Scale Automated Deployment

– Large Scale Migrations – Systems ConsolidationsLarge Scale Migrations – Systems Consolidations

34 highly specialized engineers with 10 to 25 Years Experience.34 highly specialized engineers with 10 to 25 Years Experience.

Real-world experience managing a network of all over 15000 Real-world experience managing a network of all over 15000 servers, 33000 users, 8 global data centers, 26 world-wide servers, 33000 users, 8 global data centers, 26 world-wide offices.offices.

Client list that includes Sony, US Warburg, E-Trade, Wells Client list that includes Sony, US Warburg, E-Trade, Wells Fargo, American Express and Microsoft.Fargo, American Express and Microsoft.

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®®Competitive LandscapeCompetitive LandscapeCompetitive LandscapeCompetitive Landscape

More direct competition from manufacturers.More direct competition from manufacturers.

Decreasing IT budgets.Decreasing IT budgets.

Decreasing margins.Decreasing margins.

Increasing expenses.Increasing expenses.

Uncertain economic conditions.Uncertain economic conditions.

Projects today are business process based.Projects today are business process based.

Corporate accountability.Corporate accountability.

Increased specialization by Resellers.Increased specialization by Resellers.

More direct competition from manufacturers.More direct competition from manufacturers.

Decreasing IT budgets.Decreasing IT budgets.

Decreasing margins.Decreasing margins.

Increasing expenses.Increasing expenses.

Uncertain economic conditions.Uncertain economic conditions.

Projects today are business process based.Projects today are business process based.

Corporate accountability.Corporate accountability.

Increased specialization by Resellers.Increased specialization by Resellers.

Source: NetConnX Technologies, 2003Source: NetConnX Technologies, 2003

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Competitive LandscapeCompetitive LandscapeSignificant Shift Towards Product SalesSignificant Shift Towards Product SalesCompetitive LandscapeCompetitive LandscapeSignificant Shift Towards Product SalesSignificant Shift Towards Product Sales

Source: VAR Business State of Technology Study

23%23%SystemsSystems

13% 13% NetworkNetwork

HardwareHardware

23%23%SoftwareSoftware

33%33%Service-Service-

ConsultingConsulting

20022002

20012001

8%8%StorageStorage

18%18%SystemsSystems 11% 11%

NetworkNetworkHardwareHardware

19%19%SoftwareSoftware

47%47%Service-Service-

ConsultingConsulting

5%5%StorageStorage

Percentage of Gross ProfitsPercentage of Gross Profits

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NetworkingNetworkingFastest Growing TechnologiesFastest Growing TechnologiesNetworkingNetworkingFastest Growing TechnologiesFastest Growing Technologies

SecuritySecurity

NetworkingNetworking

Wireless DevicesWireless Devices

Wireless InfrastructureWireless Infrastructure

Web ServicesWeb Services

StorageStorage

Database DevelopmentDatabase Development

IP/TelephonyIP/Telephony

LinuxLinux

SystemsSystems

Server Platform Server Platform TechnologyTechnology

Server ConsolidationServer Consolidation

Printing & imagingPrinting & imaging

MonitorsMonitors

Source: VAR Business State of Market Study

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Sizing the OpportunitySizing the OpportunityStrategic MarketsStrategic MarketsSizing the OpportunitySizing the OpportunityStrategic MarketsStrategic Markets

Healthcare (HIPAA)Healthcare (HIPAA)– MedicalMedical

– HospitalsHospitals

– ClinicsClinics

– LaboratoriesLaboratories

– DentalDental

– OptometricOptometric

– Estimated @ 20 Billion in Estimated @ 20 Billion in 20032003

Financial (GLBA)Financial (GLBA)– Banks Banks

– Credit UnionsCredit Unions

– Mortgage CompaniesMortgage Companies

– Title CompaniesTitle Companies

– Est. 49 Billion in 2003Est. 49 Billion in 2003

Healthcare (HIPAA)Healthcare (HIPAA)– MedicalMedical

– HospitalsHospitals

– ClinicsClinics

– LaboratoriesLaboratories

– DentalDental

– OptometricOptometric

– Estimated @ 20 Billion in Estimated @ 20 Billion in 20032003

Financial (GLBA)Financial (GLBA)– Banks Banks

– Credit UnionsCredit Unions

– Mortgage CompaniesMortgage Companies

– Title CompaniesTitle Companies

– Est. 49 Billion in 2003Est. 49 Billion in 2003

Government Government – (GISRA)(GISRA)

– State & Federal State & Federal Government LegislationGovernment Legislation

OpportunitiesOpportunities– Strategic Technical & Strategic Technical &

Business ConsultingBusiness Consulting

– Strategic Business Strategic Business ConsultingConsulting

– Maximize IT ResourcesMaximize IT Resources

– Redeployment of Redeployment of ResourcesResources

Market Conditions Market Conditions – SMB vs. Fortune 2000 SMB vs. Fortune 2000

AccountsAccounts

Government Government – (GISRA)(GISRA)

– State & Federal State & Federal Government LegislationGovernment Legislation

OpportunitiesOpportunities– Strategic Technical & Strategic Technical &

Business ConsultingBusiness Consulting

– Strategic Business Strategic Business ConsultingConsulting

– Maximize IT ResourcesMaximize IT Resources

– Redeployment of Redeployment of ResourcesResources

Market Conditions Market Conditions – SMB vs. Fortune 2000 SMB vs. Fortune 2000

AccountsAccounts

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®®State of TechnologyState of TechnologyState of TechnologyState of Technology

Data SecurityData Security

WirelessWireless

Convergence (IP Telephony)Convergence (IP Telephony)

StorageStorage

Data SecurityData Security

WirelessWireless

Convergence (IP Telephony)Convergence (IP Telephony)

StorageStorage

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IT Security and Data ProtectionIT Security and Data ProtectionIT Security and Data ProtectionIT Security and Data Protection

We Shall Defend Our Island, Whatever the Cost May Be, We Shall Fight on the Beaches, We Shall Fight on the Landing Grounds, We Shall Fight in the Fields and in the Streets, We Shall Fight in the Hills; We Shall Never Surrender.

-Sir Winston Churchill

We Shall Defend Our Island, Whatever the Cost May Be, We Shall Fight on the Beaches, We Shall Fight on the Landing Grounds, We Shall Fight in the Fields and in the Streets, We Shall Fight in the Hills; We Shall Never Surrender.

-Sir Winston Churchill

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IT SecurityIT Security Trends For 2003 Trends For 2003IT SecurityIT Security Trends For 2003 Trends For 2003

Identity Theft Doubled in 2002.Identity Theft Doubled in 2002. New State & Federal Legislation Regarding Privacy.New State & Federal Legislation Regarding Privacy. Security Departments Continue To Be Understaffed. Security Departments Continue To Be Understaffed. Major Holes in Most “secure” Networks.Major Holes in Most “secure” Networks. Integrated Security Solution Push Into SMB.Integrated Security Solution Push Into SMB.

Identity Theft Doubled in 2002.Identity Theft Doubled in 2002. New State & Federal Legislation Regarding Privacy.New State & Federal Legislation Regarding Privacy. Security Departments Continue To Be Understaffed. Security Departments Continue To Be Understaffed. Major Holes in Most “secure” Networks.Major Holes in Most “secure” Networks. Integrated Security Solution Push Into SMB.Integrated Security Solution Push Into SMB.

Sources: CNN, FBI/CSI, NetConnX Technologies,Sources: CNN, FBI/CSI, NetConnX Technologies,

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IT SecurityIT SecurityGrowth FactorsGrowth FactorsIT SecurityIT SecurityGrowth FactorsGrowth Factors

A “Fire Wall Is No Longer Enough.”A “Fire Wall Is No Longer Enough.”

Several New Consumer Protection OrganizationsSeveral New Consumer Protection Organizations

Federally Mandated Programs of HIPAA & GLBA.Federally Mandated Programs of HIPAA & GLBA.

Your own resources are being used against you.Your own resources are being used against you.

Business continuity has increased focus – detection Business continuity has increased focus – detection and awareness are only step one.and awareness are only step one.

Multi-faceted security solutions are critical.Multi-faceted security solutions are critical.

A “Fire Wall Is No Longer Enough.”A “Fire Wall Is No Longer Enough.”

Several New Consumer Protection OrganizationsSeveral New Consumer Protection Organizations

Federally Mandated Programs of HIPAA & GLBA.Federally Mandated Programs of HIPAA & GLBA.

Your own resources are being used against you.Your own resources are being used against you.

Business continuity has increased focus – detection Business continuity has increased focus – detection and awareness are only step one.and awareness are only step one.

Multi-faceted security solutions are critical.Multi-faceted security solutions are critical.


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IT SecurityIT SecurityWhat’s the Impact of What’s the Impact of NotNot Properly Securing Your Properly Securing Your Network?Network?

IT SecurityIT SecurityWhat’s the Impact of What’s the Impact of NotNot Properly Securing Your Properly Securing Your Network?Network?

CostCost——directly affects bottom linedirectly affects bottom line–The average annual security related damage doubled in The average annual security related damage doubled in 2001 2001

CredibilityCredibility——end-user perceptionend-user perception–Can your end user trust your network?Can your end user trust your network?

ProductivityProductivity——ability to use your systemability to use your system–Downtime is lost time and revenueDowntime is lost time and revenue

ViabilityViability——can ultimately affect your businesscan ultimately affect your business–Where will your company be in 1 year… 5 years?Where will your company be in 1 year… 5 years?

Civil & Criminal LiabilityCivil & Criminal Liability——are you responsible?are you responsible?–If you don’t take actions to prevent attacks, you are If you don’t take actions to prevent attacks, you are liable for damages inflicted on others?liable for damages inflicted on others?

CostCost——directly affects bottom linedirectly affects bottom line–The average annual security related damage doubled in The average annual security related damage doubled in 2001 2001

CredibilityCredibility——end-user perceptionend-user perception–Can your end user trust your network?Can your end user trust your network?

ProductivityProductivity——ability to use your systemability to use your system–Downtime is lost time and revenueDowntime is lost time and revenue

ViabilityViability——can ultimately affect your businesscan ultimately affect your business–Where will your company be in 1 year… 5 years?Where will your company be in 1 year… 5 years?

Civil & Criminal LiabilityCivil & Criminal Liability——are you responsible?are you responsible?–If you don’t take actions to prevent attacks, you are If you don’t take actions to prevent attacks, you are liable for damages inflicted on others?liable for damages inflicted on others?

* FBI and Computer Security Institute(CSI)―2001

Each Dollar Spent, saves 100 dollars in future liability – (Gartner)Each Dollar Spent, saves 100 dollars in future liability – (Gartner)

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IT SecurityIT SecurityWhat Does It Look Like?What Does It Look Like?IT SecurityIT SecurityWhat Does It Look Like?What Does It Look Like?


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IT SecurityIT SecurityTechnology Barriers To EntryTechnology Barriers To EntryIT SecurityIT SecurityTechnology Barriers To EntryTechnology Barriers To Entry

People Sales/TechnicalPeople Sales/Technical HighHigh

ProcessProcess MediumMedium

ProductProduct MediumMedium

PromotionPromotion HighHigh

ROIROI HighHigh

CompetitionCompetition LowLow

Source: NetConnX TechnologiesSource: NetConnX Technologies

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IT SecurityIT SecurityPDIOO Barriers To EntryPDIOO Barriers To EntryIT SecurityIT SecurityPDIOO Barriers To EntryPDIOO Barriers To Entry

PlanPlan Low – MediumLow – Medium

DesignDesign Medium – HighMedium – High

ImplementImplement Medium – HighMedium – High

OperateOperate Medium – Very HighMedium – Very High

OptimizeOptimize Very HighVery High


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IT SecurityIT SecurityVendorsVendorsIT SecurityIT SecurityVendorsVendors

Key IT Security VendorsKey IT Security Vendors Symantec, CiscoSymantec, CiscoNetwork Associates Network Associates Computer AssociatesComputer Associates

Certifications - SymantecCertifications - Symantec ITA, ESM, ManhunterITA, ESM, Manhunter

Additional Industry TrainingAdditional Industry Training CISSP, SANS, GIACCISSP, SANS, GIAC

Additional RequirementsAdditional Requirements High End Color Laser PrinterHigh End Color Laser Printer

Binding MachineBinding Machine

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Market Entry Market Entry In-House IT Security PracticeIn-House IT Security Practice –Option #1 –Option #1Market Entry Market Entry In-House IT Security PracticeIn-House IT Security Practice –Option #1 –Option #1

Practice RequirementsPractice Requirements Required InvestmentRequired Investment

Security Assessment ToolsSecurity Assessment Tools $10,000$10,000

Plus annual software renewalsPlus annual software renewals

Experienced Security PersonnelExperienced Security Personnel $90,000$90,000

Certifications (per person)Certifications (per person)

SANS, CISSP, etc…SANS, CISSP, etc…

$10,000$10,000

EquipmentEquipment $10,000$10,000

Product Training (Sales and Product Training (Sales and Technical Personnel)Technical Personnel)

$5,000$5,000

Total Company InvestmentTotal Company Investment $125,000$125,000


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Market EntryMarket Entry

Out-Sourced IT Security PracticeOut-Sourced IT Security Practice –Option #2 –Option #2Market EntryMarket Entry

Out-Sourced IT Security PracticeOut-Sourced IT Security Practice –Option #2 –Option #2


Security Assessment ToolsSecurity Assessment Tools $0$0


Experienced Security Personnel Experienced Security Personnel (Burdened Rate) per person (Burdened Rate) per person

$0$0

$0$0



$0$0

EquipmentEquipment $0$0

(Sales and Technical Personnel)(Sales and Technical Personnel)

Proven Sales & Technical MethodologyProven Sales & Technical Methodology

$5,000 to 25,000$5,000 to 25,000

Total Company InvestmentTotal Company Investment $5,000 to 25,000$5,000 to 25,000


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Hybrid IT Security Practice –Option #3Hybrid IT Security Practice –Option #3Market EntryMarket Entry

Hybrid IT Security Practice –Option #3Hybrid IT Security Practice –Option #3


Security Assessment ToolsSecurity Assessment Tools $5,000$5,000


Experienced Security Personnel Experienced Security Personnel (Burdened Rate) per person(Burdened Rate) per person

$50,000$50,000



$6,000$6,000




$5,000 to 25,000$5,000 to 25,000



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ROI & Margin ROI & Margin IT SecurityIT Security Business Case StudyBusiness Case StudyROI & Margin ROI & Margin IT SecurityIT Security Business Case StudyBusiness Case Study

Client – Hospital with 600 Users.Client – Hospital with 600 Users. Step One – IT Security Assessment Step One – IT Security Assessment

$30,000 @ 30% Margins.$30,000 @ 30% Margins. Decision Maker – CIO.Decision Maker – CIO. Sales Cycle – 3 Weeks.Sales Cycle – 3 Weeks. Step Two – Delivery of Assessment Step Two – Delivery of Assessment

Results and Remediation Proposal.Results and Remediation Proposal. Step Three – Security Remediation Step Three – Security Remediation

$100,000 @ 30% Margins.$100,000 @ 30% Margins. Step Four – Security Network Step Four – Security Network

Upgrades and Software $88,000 @ Upgrades and Software $88,000 @ 30% Margins.30% Margins.

Step Five – Training $25,000 @ Step Five – Training $25,000 @ 30% Margins.30% Margins.

Additional IT Projects – Data Additional IT Projects – Data Center Move, Identity Management, Center Move, Identity Management, Server Consolidation.Server Consolidation.

Client – Hospital with 600 Users.Client – Hospital with 600 Users. Step One – IT Security Assessment Step One – IT Security Assessment

$30,000 @ 30% Margins.$30,000 @ 30% Margins. Decision Maker – CIO.Decision Maker – CIO. Sales Cycle – 3 Weeks.Sales Cycle – 3 Weeks. Step Two – Delivery of Assessment Step Two – Delivery of Assessment

Results and Remediation Proposal.Results and Remediation Proposal. Step Three – Security Remediation Step Three – Security Remediation

$100,000 @ 30% Margins.$100,000 @ 30% Margins. Step Four – Security Network Step Four – Security Network

Upgrades and Software $88,000 @ Upgrades and Software $88,000 @ 30% Margins.30% Margins.

Step Five – Training $25,000 @ Step Five – Training $25,000 @ 30% Margins.30% Margins.

Additional IT Projects – Data Additional IT Projects – Data Center Move, Identity Management, Center Move, Identity Management, Server Consolidation.Server Consolidation.

Overall Partner Impact.Overall Partner Impact.

– $243,000 in Gross Revenue.$243,000 in Gross Revenue.

– $72,000 In Gross Margins.$72,000 In Gross Margins.

18 Months of Continuing Consulting 18 Months of Continuing Consulting Projects.Projects.

Additional $1.5 Million In Total Gross Additional $1.5 Million In Total Gross Revenues.Revenues.

Enhanced Account Control.Enhanced Account Control.

Establishment of Reoccurring Revenue.Establishment of Reoccurring Revenue.




18 Months of Continuing Consulting 18 Months of Continuing Consulting Projects.Projects.

Additional $1.5 Million In Total Gross Additional $1.5 Million In Total Gross Revenues.Revenues.

Enhanced Account Control.Enhanced Account Control.

Establishment of Reoccurring Revenue.Establishment of Reoccurring Revenue.


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IT Security IT Security Emerging TechnologiesEmerging TechnologiesIT Security IT Security Emerging TechnologiesEmerging Technologies

Security Information ManagementSecurity Information Management

BiometricsBiometrics

Single Point Authentication, Secure-ID, ID-FobsSingle Point Authentication, Secure-ID, ID-Fobs

IP Video SurveillanceIP Video Surveillance

Security Information ManagementSecurity Information Management

BiometricsBiometrics

Single Point Authentication, Secure-ID, ID-FobsSingle Point Authentication, Secure-ID, ID-Fobs

IP Video SurveillanceIP Video Surveillance

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Wireless NetworkingWireless NetworkingWireless NetworkingWireless Networking

“Faith is taking the first step even when you don't see the whole staircase.”

-Martin Luther King, Jr.

“Faith is taking the first step even when you don't see the whole staircase.”

-Martin Luther King, Jr.

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Wireless NetworkingWireless NetworkingTrends For 2003Trends For 2003Wireless NetworkingWireless NetworkingTrends For 2003Trends For 2003

• Wireless LANs are an “addictive” technology

• Strong commitment to Wireless LANs by technology heavy-weights–Cisco, IBM, Intel, Microsoft and Toshiba

• Embedded market is growing–Laptop PC’s with “wireless inside”–PDA’s are next

• The Wireless market is expanding from Industry-Specific Applications, to Universities, Homes, & Offices

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Wireless NetworkingWireless NetworkingGrowth FactorsGrowth FactorsWireless NetworkingWireless NetworkingGrowth FactorsGrowth Factors

Ease Of DeploymentEase Of Deployment

Cost EffectiveCost Effective

Standards BasedStandards Based

Reduces Cost of Adds/Move’s & ChangesReduces Cost of Adds/Move’s & Changes

Very Strong ROIVery Strong ROI

Ease Of DeploymentEase Of Deployment

Cost EffectiveCost Effective

Standards BasedStandards Based

Reduces Cost of Adds/Move’s & ChangesReduces Cost of Adds/Move’s & Changes

Very Strong ROIVery Strong ROI

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Wireless NetworkingWireless NetworkingGrowth FactorsGrowth FactorsWireless NetworkingWireless NetworkingGrowth FactorsGrowth Factors

($ Billions)

Source: Synergy, Feb. 2002

802.11 Standard

Performance

Robustness

Low cost

Competition

Security

Ease of Deployment

Worldwide WLAN Market*includes clients & infrastructure equipment, business and consumer segments

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Wireless Networking Wireless Networking TechnologiesTechnologiesWireless Networking Wireless Networking TechnologiesTechnologies

PAN(Personal Area

Network)

LAN(Local Area Network)

WAN(Wide Area Network)

MAN(Metropolitan Area Network)

PANPAN LANLAN MANMAN WANWAN

StandardsStandards BluetoothBluetooth802.11802.11

HiperLAN2HiperLAN2802.11802.11

MMDS, LMDSMMDS, LMDSGSM, GPRS,GSM, GPRS,

CDMA, 2.5-3GCDMA, 2.5-3G

SpeedSpeed < 1Mbps< 1Mbps 11 to 54 Mbps11 to 54 Mbps 11 to 100+ Mbps11 to 100+ Mbps 10 to 384Kbps10 to 384Kbps

RangeRange ShortShort MediumMedium Medium-LongMedium-Long LongLong

ApplicationsApplicationsPeer-to-PeerPeer-to-Peer

Device-to-DeviceDevice-to-DeviceEnterprise networksEnterprise networks

T1 replacement, last T1 replacement, last mile accessmile access

Mobile Phones, Mobile Phones, cellular datacellular data

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Wireless NetworkingWireless NetworkingTechnology Barriers To EntryTechnology Barriers To EntryWireless NetworkingWireless NetworkingTechnology Barriers To EntryTechnology Barriers To Entry

People Sales/TechnicalPeople Sales/Technical Low - MediumLow - Medium

ProcessProcess LowLow

ProductProduct Low - MediumLow - Medium

PromotionPromotion MediumMedium

ROIROI HighHigh

CompetitionCompetition MediumMedium


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WirelessWirelessVendorsVendorsWirelessWirelessVendorsVendors

Key Wireless VendorsKey Wireless Vendors IBM, Toshiba, LinksysIBM, Toshiba, Linksys

CertificationsCertifications Most do not have a special Most do not have a special certification. certification.

TrainingTraining Use the equipment and Use the equipment and become familiar with it. become familiar with it. Install it in your own Install it in your own organization.organization.

Additional ToolsAdditional Tools NetStumbler or Boingo for NetStumbler or Boingo for locating signals.locating signals.


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Wireless NetworkingWireless NetworkingPDIOO Barriers To EntryPDIOO Barriers To EntryWireless NetworkingWireless NetworkingPDIOO Barriers To EntryPDIOO Barriers To Entry

PlanPlan LowLow

DesignDesign LowLow

ImplementImplement Low – HighLow – High

OperateOperate MediumMedium

OptimizeOptimize HighHigh


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Market Entry Market Entry Wireless NetworkingWireless NetworkingMarket Entry Market Entry Wireless NetworkingWireless Networking


Wireless ToolsWireless Tools $3,000$3,000

Experienced RF PersonnelExperienced RF Personnel $40,000$40,000

Certifications (per person)Certifications (per person) $0$0



$5,000$5,000



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ROI & MarginROI & MarginWireless Networking Wireless Networking Business Case StudyBusiness Case StudyROI & MarginROI & MarginWireless Networking Wireless Networking Business Case StudyBusiness Case Study

Client – Trucking Company.Client – Trucking Company.

Moved into New Offices.Moved into New Offices.

Decision Maker – Owner/President.Decision Maker – Owner/President.

Project Wireless Network Design.Project Wireless Network Design.

110 Users - We can use Wireless to network.110 Users - We can use Wireless to network.

Requirements.Requirements.– 2 Access Points.2 Access Points.

– 110 Wireless Network Cards.110 Wireless Network Cards.

– Router/Firewall.Router/Firewall.

Cost Savings To End User.Cost Savings To End User.– Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer

Over $4,000 in Installation.Over $4,000 in Installation.

Overall Partner Impact.Overall Partner Impact.– $10,000 in Gross Revenue.$10,000 in Gross Revenue.


On Going Consulting Projects.On Going Consulting Projects.– Security Assessment and other Professional ServicesSecurity Assessment and other Professional Services

Client – Trucking Company.Client – Trucking Company.

Moved into New Offices.Moved into New Offices.

Decision Maker – Owner/President.Decision Maker – Owner/President.

Project Wireless Network Design.Project Wireless Network Design.

110 Users - We can use Wireless to network.110 Users - We can use Wireless to network.

Requirements.Requirements.– 2 Access Points.2 Access Points.

– 110 Wireless Network Cards.110 Wireless Network Cards.

– Router/Firewall.Router/Firewall.

Cost Savings To End User.Cost Savings To End User.– Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer Using Wireless Vs. Traditional Cabling Costs, We Able to Save the Customer

Over $4,000 in Installation.Over $4,000 in Installation.

Overall Partner Impact.Overall Partner Impact.– $10,000 in Gross Revenue.$10,000 in Gross Revenue.


On Going Consulting Projects.On Going Consulting Projects.– Security Assessment and other Professional ServicesSecurity Assessment and other Professional Services Source: NetConnX Technologies, 2003Source: NetConnX Technologies, 2003

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Wireless Wireless Emerging TechnologiesEmerging TechnologiesWireless Wireless Emerging TechnologiesEmerging Technologies

Converged Wireless – Multiple Wireless SupportConverged Wireless – Multiple Wireless Support

Improved SecurityImproved Security

IP Voice over WirelessIP Voice over Wireless

Converged Wireless – Multiple Wireless SupportConverged Wireless – Multiple Wireless Support

Improved SecurityImproved Security

IP Voice over WirelessIP Voice over Wireless

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ConvergenceConvergenceConvergenceConvergence

““What one has not experienced, one will never understand in What one has not experienced, one will never understand in print.” print.”

-Isadora Duncan-Isadora Duncan

““What one has not experienced, one will never understand in What one has not experienced, one will never understand in print.” print.”

-Isadora Duncan-Isadora Duncan

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Convergence Convergence Trends For 2003Trends For 2003Convergence Convergence Trends For 2003Trends For 2003

Convergence pushing Into SMB

Everything rides the pipe, video, data, voice

Enterprise Application Integration

Harnessing Wireless as part of the pipe

Continued reduction in cost of gear

Convergence pushing Into SMB

Everything rides the pipe, video, data, voice

Enterprise Application Integration

Harnessing Wireless as part of the pipe

Continued reduction in cost of gear


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Convergence Convergence Growth FactorsGrowth FactorsConvergence Convergence Growth FactorsGrowth Factors

Reduced administration and hard communications costsReduced administration and hard communications costs

–No moves, adds, changes No moves, adds, changes

–Management of common infrastructureManagement of common infrastructure

–Single Point of User ManagementSingle Point of User Management

–Dramatic reduction in overhead costsDramatic reduction in overhead costs

Reduce cabling required under converged networkReduce cabling required under converged network

Common support teamCommon support team

Reduced long team upgradesReduced long team upgrades

Telco line access, usage, and management savingsTelco line access, usage, and management savings

Reduced System expansion costsReduced System expansion costs

Reduced costs for extending applications to Reduced costs for extending applications to additional/remote sitesadditional/remote sites

Improved Security by reducing com to one interfaceImproved Security by reducing com to one interface

Reduced administration and hard communications costsReduced administration and hard communications costs

–No moves, adds, changes No moves, adds, changes

–Management of common infrastructureManagement of common infrastructure

–Single Point of User ManagementSingle Point of User Management

–Dramatic reduction in overhead costsDramatic reduction in overhead costs

Reduce cabling required under converged networkReduce cabling required under converged network

Common support teamCommon support team

Reduced long team upgradesReduced long team upgrades

Telco line access, usage, and management savingsTelco line access, usage, and management savings

Reduced System expansion costsReduced System expansion costs

Reduced costs for extending applications to Reduced costs for extending applications to additional/remote sitesadditional/remote sites

Improved Security by reducing com to one interfaceImproved Security by reducing com to one interfaceSource: NetConnX Technologies, 2003Source: NetConnX Technologies, 2003

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ConvergenceConvergence

Traditional Approach to Business ChallengesTraditional Approach to Business ChallengesConvergenceConvergence

Traditional Approach to Business ChallengesTraditional Approach to Business Challenges

Vid

eoV

ideo

CONVERGENCE

CONVERGENCE

Vo

ice

Vo

ice

Dat

aD

ata


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ConvergenceConvergence

Strategic ApplicationsStrategic ApplicationsConvergenceConvergence

Strategic ApplicationsStrategic Applications

IP TelephonyIP Telephony

Unified MessagingUnified Messaging

Personal AssistantPersonal Assistant

CRM Interfacing & IntegrationCRM Interfacing & Integration

Centralized Call ProcessingCentralized Call Processing

Identity Management, LDAP, E-DIRIdentity Management, LDAP, E-DIR

Software Management integrationSoftware Management integration

IP TelephonyIP Telephony

Unified MessagingUnified Messaging

Personal AssistantPersonal Assistant

CRM Interfacing & IntegrationCRM Interfacing & Integration

Centralized Call ProcessingCentralized Call Processing

Identity Management, LDAP, E-DIRIdentity Management, LDAP, E-DIR

Software Management integrationSoftware Management integration


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ConvergenceConvergenceMeans Increased Productivity to End UserMeans Increased Productivity to End UserConvergenceConvergenceMeans Increased Productivity to End UserMeans Increased Productivity to End User

Increased Employee productivity.Increased Employee productivity.

Message access anywhere, any way, anytime.Message access anywhere, any way, anytime.

One-stop message management.One-stop message management.

Fax, Email, Voicemail, Contact, schedule and Task Information Fax, Email, Voicemail, Contact, schedule and Task Information in one User Interface.in one User Interface.

Customer satisfaction.Customer satisfaction.– Increases speed and quality of responses to all types of Increases speed and quality of responses to all types of

communication.communication.– Allows for flexible communication flow.Allows for flexible communication flow.

Cost reductions.Cost reductions.

– Moves/adds/changes are simpler and faster.Moves/adds/changes are simpler and faster.– Single infrastructure to manage and maintain.Single infrastructure to manage and maintain.

– Single transport infrastructure for all media:Single transport infrastructure for all media:Data/voice/video.Data/voice/video.

Increased Employee productivity.Increased Employee productivity.

Message access anywhere, any way, anytime.Message access anywhere, any way, anytime.

One-stop message management.One-stop message management.

Fax, Email, Voicemail, Contact, schedule and Task Information Fax, Email, Voicemail, Contact, schedule and Task Information in one User Interface.in one User Interface.

Customer satisfaction.Customer satisfaction.– Increases speed and quality of responses to all types of Increases speed and quality of responses to all types of

communication.communication.– Allows for flexible communication flow.Allows for flexible communication flow.

Cost reductions.Cost reductions.

– Moves/adds/changes are simpler and faster.Moves/adds/changes are simpler and faster.– Single infrastructure to manage and maintain.Single infrastructure to manage and maintain.

– Single transport infrastructure for all media:Single transport infrastructure for all media:Data/voice/video.Data/voice/video.

Source: Cisco Systems, NetConnX Technologies 2003Source: Cisco Systems, NetConnX Technologies 2003

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Financial Impact

Video Conferencing

Outsource Audio $15,000

Monthly Phone Bill Savings Long Distance Collapsed Trunks

$245,000

$50,000

Payback Period 14 months

ConvergenceConvergence A Real-World Business Case StudyA Real-World Business Case Study

$ 50,000

Area of Savings

Cellular Usage


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ConvergenceConvergenceTechnology Barriers To EntryTechnology Barriers To EntryConvergenceConvergenceTechnology Barriers To EntryTechnology Barriers To Entry

People Sales/TechnicalPeople Sales/Technical Medium/HighMedium/High

ProcessProcess High to Very HighHigh to Very High

ProductProduct HighHigh

PromotionPromotion Medium - HighMedium - High

ROIROI Medium – Very HighMedium – Very High

CompetitionCompetition MediumMedium


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ConvergenceConvergencePDIOO Barriers To EntryPDIOO Barriers To EntryConvergenceConvergencePDIOO Barriers To EntryPDIOO Barriers To Entry

PlanPlan Low – HighLow – High

DesignDesign High – Very HighHigh – Very High

ImplementImplement High – Very HighHigh – Very High

OperateOperate Very HighVery High

OptimizeOptimize Very HighVery High


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ConvergenceConvergenceVendorsVendorsConvergenceConvergenceVendorsVendors

Key Convergence VendorsKey Convergence Vendors Adtran, Polycom, 3Com and Adtran, Polycom, 3Com and Multitech, CiscoMultitech, Cisco

Certifications – 3Com - CiscoCertifications – 3Com - Cisco Various Requirements to sellVarious Requirements to sell

TrainingTraining 3Com/Cisco will provide 3Com/Cisco will provide training for certifications.training for certifications.

Additional RequirementsAdditional Requirements Strong IP Background and Strong IP Background and Strong Voice/Telco ExpertStrong Voice/Telco Expert

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Market Entry Market Entry In-House Convergence PracticeIn-House Convergence Practice –Option #1 –Option #1Market Entry Market Entry In-House Convergence PracticeIn-House Convergence Practice –Option #1 –Option #1


IP Telephony ToolsIP Telephony Tools $10,000$10,000

Experienced Convergence Experienced Convergence PersonnelPersonnel

$95,000$95,000

Certifications (per person)Certifications (per person) $5,000$5,000

Demo EquipmentDemo Equipment $5,000$5,000


$5,000$5,000



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Out-Sourced Convergence PracticeOut-Sourced Convergence Practice –Option #2 –Option #2Market EntryMarket Entry

Out-Sourced Convergence PracticeOut-Sourced Convergence Practice –Option #2 –Option #2


IP Telephony ToolsIP Telephony Tools $0$0

Experienced Security PersonnelExperienced Security Personnel $0$0


Cisco, Avaya, LucentCisco, Avaya, Lucent

$0$0

EquipmentEquipment $0$0



$5,000 to 25,000$5,000 to 25,000

Total Company InvestmentTotal Company Investment $5,000 to 25,000$5,000 to 25,000


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ConvergenceConvergenceEmerging TechnologiesEmerging TechnologiesConvergenceConvergenceEmerging TechnologiesEmerging Technologies

Identity Management – Single Sign-ONIdentity Management – Single Sign-ON

Software Management, Usage ReportingSoftware Management, Usage Reporting

Wireless PDA’s, Smart Phones, Wireless Workforce Wireless PDA’s, Smart Phones, Wireless Workforce Automation which integrates directlyAutomation which integrates directly

Identity Management – Single Sign-ONIdentity Management – Single Sign-ON

Software Management, Usage ReportingSoftware Management, Usage Reporting

Wireless PDA’s, Smart Phones, Wireless Workforce Wireless PDA’s, Smart Phones, Wireless Workforce Automation which integrates directlyAutomation which integrates directly

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StorageStorageStorageStorage

The past actually happened but history is only what someone wrote down.

-A. Whitney Brown

The past actually happened but history is only what someone wrote down.

-A. Whitney Brown

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Storage Storage Trends For 2003Trends For 2003Storage Storage Trends For 2003Trends For 2003

IT Security Drives Storage Business In 2003!IT Security Drives Storage Business In 2003!

Linux & NAS Strong In 2003!Linux & NAS Strong In 2003!

Software & Services To Drive Additional Software & Services To Drive Additional Revenue!Revenue!

SRM Growth Up 22% In 2003!SRM Growth Up 22% In 2003!

Volume of data grows faster then Moore’s LawVolume of data grows faster then Moore’s Law

IT Security Drives Storage Business In 2003!IT Security Drives Storage Business In 2003!

Linux & NAS Strong In 2003!Linux & NAS Strong In 2003!

Software & Services To Drive Additional Software & Services To Drive Additional Revenue!Revenue!

SRM Growth Up 22% In 2003!SRM Growth Up 22% In 2003!

Volume of data grows faster then Moore’s LawVolume of data grows faster then Moore’s Law

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StorageStorageGrowth FactorsGrowth FactorsStorageStorageGrowth FactorsGrowth Factors

IT Security – Logging data very largeIT Security – Logging data very large

Business Continuity and Disaster RecoveryBusiness Continuity and Disaster Recovery

Server Consolidations require larger simplified Server Consolidations require larger simplified storagestorage

Convergence, voice & video require storageConvergence, voice & video require storage

Cost of Storage decreasing, cheaper then Cost of Storage decreasing, cheaper then cleaning up older/mismanaged data.cleaning up older/mismanaged data.

IT Security – Logging data very largeIT Security – Logging data very large

Business Continuity and Disaster RecoveryBusiness Continuity and Disaster Recovery

Server Consolidations require larger simplified Server Consolidations require larger simplified storagestorage

Convergence, voice & video require storageConvergence, voice & video require storage

Cost of Storage decreasing, cheaper then Cost of Storage decreasing, cheaper then cleaning up older/mismanaged data.cleaning up older/mismanaged data.

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Storage Technology Deployed Storage Technology Deployed and Supportedand SupportedStorage Technology Deployed Storage Technology Deployed and Supportedand Supported

RAIDRAID

Disk DrivesDisk Drives

Storage Mgmt SoftwareStorage Mgmt Software

Network Attached Storage (NAS)Network Attached Storage (NAS)

Enterprise StorageEnterprise Storage

Disk Array, Tape Library, ApplianceDisk Array, Tape Library, ApplianceBased StorageBased Storage

Storage Area Network (SAN)Storage Area Network (SAN)

JukeboxesJukeboxes

Internet Based StorageInternet Based Storage

Automated policy based Storage Automated policy based Storage

Source: VARBusiness State of Market Study

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StorageStorageApplicationsApplicationsStorageStorageApplicationsApplications

Information Security ManagementInformation Security Management

Document ImagingDocument Imaging

Databases, rollback, snapshotDatabases, rollback, snapshot

Centralize Storage of User InformationCentralize Storage of User Information


Disaster Recovery – Replication of DataDisaster Recovery – Replication of Data

Log Management (Financial)Log Management (Financial)

Information Security ManagementInformation Security Management

Document ImagingDocument Imaging

Databases, rollback, snapshotDatabases, rollback, snapshot

Centralize Storage of User InformationCentralize Storage of User Information


Disaster Recovery – Replication of DataDisaster Recovery – Replication of Data

Log Management (Financial)Log Management (Financial)

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StorageStorageTechnology Barriers To EntryTechnology Barriers To EntryStorageStorageTechnology Barriers To EntryTechnology Barriers To Entry

People Sales/TechnicalPeople Sales/Technical MediumMedium

ProcessProcess LowLow

ProductProduct MediumMedium

PromotionPromotion MediumMedium

ROIROI MediumMedium

CompetitionCompetition HighHigh

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StorageStoragePDIOO Barriers To EntryPDIOO Barriers To EntryStorageStoragePDIOO Barriers To EntryPDIOO Barriers To Entry

PlanPlan LowLow

DesignDesign LowLow

ImplementImplement LowLow

OperateOperate MediumMedium

OptimizeOptimize HighHigh

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StorageStorageVendorsVendorsStorageStorageVendorsVendors

Key Storage Solutions Key Storage Solutions VendorsVendors

Computer AssociatesComputer Associates

Veritas, IBM, HP, SonyVeritas, IBM, HP, Sony

CertificationsCertifications NoneNone

Additional CA TrainingAdditional CA Training Certified Sales SpecialistCertified Sales Specialist

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ROI & MarginROI & MarginStorage Storage Business Case StudyBusiness Case StudyROI & MarginROI & MarginStorage Storage Business Case StudyBusiness Case Study

Client – Hospital with 600 Users.Client – Hospital with 600 Users.

Decision Maker – CIO.Decision Maker – CIO.

Server Consolidation and IT Security.Server Consolidation and IT Security.

During Security Assessment Discovered 15 un-need Servers and an additional During Security Assessment Discovered 15 un-need Servers and an additional 10 servers that could be removed from the budget.10 servers that could be removed from the budget.

Deployed SAN Solution with SRM.Deployed SAN Solution with SRM.

Key for Security Management Project.Key for Security Management Project.

Essential For patient record Storage with HIPAA Requirements.Essential For patient record Storage with HIPAA Requirements.

Additional IT Projects – Data Center Move, Identity Management.Additional IT Projects – Data Center Move, Identity Management.




Client – Hospital with 600 Users.Client – Hospital with 600 Users.

Decision Maker – CIO.Decision Maker – CIO.

Server Consolidation and IT Security.Server Consolidation and IT Security.

During Security Assessment Discovered 15 un-need Servers and an additional During Security Assessment Discovered 15 un-need Servers and an additional 10 servers that could be removed from the budget.10 servers that could be removed from the budget.

Deployed SAN Solution with SRM.Deployed SAN Solution with SRM.

Key for Security Management Project.Key for Security Management Project.

Essential For patient record Storage with HIPAA Requirements.Essential For patient record Storage with HIPAA Requirements.

Additional IT Projects – Data Center Move, Identity Management.Additional IT Projects – Data Center Move, Identity Management.





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Market Entry PlanningMarket Entry PlanningMarket Entry PlanningMarket Entry Planning

I Cannot Teach Anybody Anything, I Can Only Make Them Think.-Socrates (470-399 B.C.) I Cannot Teach Anybody Anything, I Can Only Make Them Think.-Socrates (470-399 B.C.)

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Market EntryMarket Entry A Three Step GuideA Three Step GuideMarket EntryMarket Entry A Three Step GuideA Three Step Guide

Step 1 - Develop A Business PlanStep 1 - Develop A Business Plan– Assess Your Core BusinessAssess Your Core Business

TechnicalTechnical SalesSales

– Additional TrainingAdditional Training Vendor Specific TrainingVendor Specific Training

– Target Market SegmentTarget Market Segment

– Existing Customer Base Existing Customer Base

– Market PotentialMarket Potential

– Business DriversBusiness Drivers HIPAA, GLBA, GIRSA, Cost ReductionHIPAA, GLBA, GIRSA, Cost Reduction

– ExpectationsExpectations

– CompetitionCompetition

Step 1 - Develop A Business PlanStep 1 - Develop A Business Plan– Assess Your Core BusinessAssess Your Core Business

TechnicalTechnical SalesSales

– Additional TrainingAdditional Training Vendor Specific TrainingVendor Specific Training

– Target Market SegmentTarget Market Segment

– Existing Customer Base Existing Customer Base

– Market PotentialMarket Potential

– Business DriversBusiness Drivers HIPAA, GLBA, GIRSA, Cost ReductionHIPAA, GLBA, GIRSA, Cost Reduction

– ExpectationsExpectations

– CompetitionCompetition


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Market Entry Market Entry A Three Step GuideA Three Step GuideMarket Entry Market Entry A Three Step GuideA Three Step Guide

Step 2 - Make Strategic DecisionsStep 2 - Make Strategic Decisions– Specialist Vs. GeneralistSpecialist Vs. Generalist

Can you be all things to all people?Can you be all things to all people? Value-add to your BusinessValue-add to your Business Making the Right Decision for your Organization & Client BaseMaking the Right Decision for your Organization & Client Base Personnel & StaffingPersonnel & Staffing Organizational CommitmentOrganizational Commitment

– Investment (Initial & On-Going)Investment (Initial & On-Going)– Identify Key VendorsIdentify Key Vendors– Talk with Vendor Partner About Geographic Market PotentialTalk with Vendor Partner About Geographic Market Potential

Talk with Vendor About Specialization OpportunitiesTalk with Vendor About Specialization Opportunities

– Determine CertificationDetermine Certification– Speed To MarketSpeed To Market– In-House or OutsourceIn-House or Outsource– Determine Market Entry Point Determine Market Entry Point

(50 – 100 or 500 – 1,000 Users)(50 – 100 or 500 – 1,000 Users)

– Set Measurable Goals or MilestonesSet Measurable Goals or Milestones– Return On InvestmentReturn On Investment

What is Breakeven?What is Breakeven?

Step 2 - Make Strategic DecisionsStep 2 - Make Strategic Decisions– Specialist Vs. GeneralistSpecialist Vs. Generalist

Can you be all things to all people?Can you be all things to all people? Value-add to your BusinessValue-add to your Business Making the Right Decision for your Organization & Client BaseMaking the Right Decision for your Organization & Client Base Personnel & StaffingPersonnel & Staffing Organizational CommitmentOrganizational Commitment

– Investment (Initial & On-Going)Investment (Initial & On-Going)– Identify Key VendorsIdentify Key Vendors– Talk with Vendor Partner About Geographic Market PotentialTalk with Vendor Partner About Geographic Market Potential

Talk with Vendor About Specialization OpportunitiesTalk with Vendor About Specialization Opportunities

– Determine CertificationDetermine Certification– Speed To MarketSpeed To Market– In-House or OutsourceIn-House or Outsource– Determine Market Entry Point Determine Market Entry Point

(50 – 100 or 500 – 1,000 Users)(50 – 100 or 500 – 1,000 Users)

– Set Measurable Goals or MilestonesSet Measurable Goals or Milestones– Return On InvestmentReturn On Investment

What is Breakeven?What is Breakeven?


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Market EntryMarket Entry A Three Step GuideA Three Step GuideMarket EntryMarket Entry A Three Step GuideA Three Step Guide

Step 3 – ImplementationStep 3 – Implementation– Selected Key VendorsSelected Key Vendors

– Determined Technical Determined Technical CapabilitiesCapabilities In-house or Outsource In-house or Outsource

Technical ResourcesTechnical Resources

– Acquired Additional Sales & Acquired Additional Sales & Technical TrainingTechnical Training Assess Your Own NetworkAssess Your Own Network

– Acquired Additional Acquired Additional Technical CertificationsTechnical Certifications

– Determined Target MarketDetermined Target Market

– Established Marketing PlanEstablished Marketing Plan Focus on Healthcare and Focus on Healthcare and

FinancialFinancial Demographic (50-100 or 500 to Demographic (50-100 or 500 to

1,000 Users)1,000 Users)

Step 3 – ImplementationStep 3 – Implementation– Selected Key VendorsSelected Key Vendors

– Determined Technical Determined Technical CapabilitiesCapabilities In-house or Outsource In-house or Outsource

Technical ResourcesTechnical Resources

– Acquired Additional Sales & Acquired Additional Sales & Technical TrainingTechnical Training Assess Your Own NetworkAssess Your Own Network

– Acquired Additional Acquired Additional Technical CertificationsTechnical Certifications

– Determined Target MarketDetermined Target Market

– Established Marketing PlanEstablished Marketing Plan Focus on Healthcare and Focus on Healthcare and

FinancialFinancial Demographic (50-100 or 500 to Demographic (50-100 or 500 to

1,000 Users)1,000 Users)

– Establish Marketing EventsEstablish Marketing Events Conduct Local Speaking Conduct Local Speaking

Engagements for Local Engagements for Local BusinessBusiness

Donate Your TimeDonate Your Time Be The ExpertBe The Expert

– Enter the Sales CycleEnter the Sales Cycle Focus On CXO Level ContactsFocus On CXO Level Contacts Leverage Your Existing Leverage Your Existing

Customer BaseCustomer Base

– Establish Marketing EventsEstablish Marketing Events Conduct Local Speaking Conduct Local Speaking

Engagements for Local Engagements for Local BusinessBusiness

Donate Your TimeDonate Your Time Be The ExpertBe The Expert

– Enter the Sales CycleEnter the Sales Cycle Focus On CXO Level ContactsFocus On CXO Level Contacts Leverage Your Existing Leverage Your Existing

Customer BaseCustomer Base


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®®Marketing EventsMarketing EventsMarketing EventsMarketing Events

Seminars & Major Client EventsSeminars & Major Client Events– Use MDF FundsUse MDF Funds

– Take advantage of all marketing programsTake advantage of all marketing programs

– Focus CXO AudienceFocus CXO Audience

– Conduct Business Process Based SeminarsConduct Business Process Based Seminars

– Keynote Speaker (Recognized Expert)Keynote Speaker (Recognized Expert)

– Share the LoadShare the Load

– Focus On RelationshipsFocus On Relationships

Seminars & Major Client EventsSeminars & Major Client Events– Use MDF FundsUse MDF Funds

– Take advantage of all marketing programsTake advantage of all marketing programs

– Focus CXO AudienceFocus CXO Audience

– Conduct Business Process Based SeminarsConduct Business Process Based Seminars

– Keynote Speaker (Recognized Expert)Keynote Speaker (Recognized Expert)

– Share the LoadShare the Load

– Focus On RelationshipsFocus On Relationships


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SummarySummaryKeys To SuccessKeys To SuccessSummarySummaryKeys To SuccessKeys To Success

Assess Your Core BusinessAssess Your Core Business

Make Strategic DecisionsMake Strategic Decisions

Acquire Additional ResourcesAcquire Additional Resources

Obtain The Right Training & ExpertiseObtain The Right Training & Expertise– Sales/Marketing and TechnicalSales/Marketing and Technical

– Test / Deploy on yourselfTest / Deploy on yourself

Create Profitable Partnerships & Strong AgreementsCreate Profitable Partnerships & Strong Agreements

Leverage Existing Customer Base “Trusted Advisor”Leverage Existing Customer Base “Trusted Advisor”

Establish Marketing Events to Build RelationshipsEstablish Marketing Events to Build Relationships

Stay The CourseStay The Course– Give Yourself TimeGive Yourself Time

Assess Your Core BusinessAssess Your Core Business

Make Strategic DecisionsMake Strategic Decisions

Acquire Additional ResourcesAcquire Additional Resources

Obtain The Right Training & ExpertiseObtain The Right Training & Expertise– Sales/Marketing and TechnicalSales/Marketing and Technical

– Test / Deploy on yourselfTest / Deploy on yourself

Create Profitable Partnerships & Strong AgreementsCreate Profitable Partnerships & Strong Agreements

Leverage Existing Customer Base “Trusted Advisor”Leverage Existing Customer Base “Trusted Advisor”

Establish Marketing Events to Build RelationshipsEstablish Marketing Events to Build Relationships

Stay The CourseStay The Course– Give Yourself TimeGive Yourself Time

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®®Market Entry AnalysisMarket Entry AnalysisMarket Entry AnalysisMarket Entry Analysis

Q & AQ & A Q & AQ & A

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Documents

000000_1 ® ® 2003 VentureTech Network Winter Local Chapter Meeting Market Entry Analysis