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EDGE
EXTEND New markets with Dynamic Cloud Solutions
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Cloud Update: Agenda
The Cloud Reality
Our Cloud Strategy
Where We Can Help Now
A Look Ahead
Story of Commitment
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The Cloud Reality
Cloud is often positioned as a ‘solution’ – either a business is adopting Cloud or it isn’t…but cloud simply provides flexible, phased delivery options for consumption based IT
End-users think about consumer-type services and understand the need for Enterprise-class capabilities – the line of business is becoming the IT decision maker
Too often we are selling the technology of the ‘Cloud’ – instead of selling the capability. We need to speak a business language to sell Cloud. Different sales approach and skills are needed
The opportunity accompanying reselling Cloud allows partners upsell additional Cloud, Managed and Professional Services that have higher value and will drive customer retention
Cloud offers do have a longer time-to-revenue cycle than traditional resale and this will change our business models but will also increase customer relationships, and business relevance
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Cloud Update: Agenda
The Cloud Reality
Our Cloud Strategy
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“Sell-To” Services
Syndication Platform
“Sell-Through” Cloud enabled
Services (CSP/Vendor
Partners)
Reseller Partners
(CSRs)
Partner Enablement
Comstor’s Syndicated Cloud Management Strategy
“Speed Gear” EDGE Academy Gold Seal ERS IaaS Cloud Playbook
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“Sell-Through” services
On-boarded and launched CMSP Partners
•100% Channel Centric • White label / Reseller offering • IaaS: Compute/Network/Storage • FlexPod as a Service
•100% Channel Centric •White label / Reseller offering •Dual-redundant Data Centers •Commercial – Available now •FedRamp/FISMA (EXCLUSIVE)
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“Sell-To” services
Managed Services Example
Power & Environmental
Network Hardware
Compute Storage
Hypervisor File system
Virtual Machines
Operating Systems
IP / DNS
Applications
Firewall Load Balance
VMw
are vCenter
VMw
are vCloud Director
Man
aged
Ser
vice
s Ia
aS
“White Label MSP”
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Partner Enablement
Playbook Academy
ERS IaaS
Product Order Mgmt.
Renewal Mgmt.
Solution Bundling
SLA Mgmt.
NOC / SOC aaS
Partner onboarding
Marketing as a Service
Academy Training
Executive Relevance Selling CRM as a Service
Billing
Technical Support
“Sell-to Services”
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Syndication Platform Strategy
Syndication Platform
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Syndicated Cloud Managed Services
“Sell Through”
Cisco
Hosted/ Powered
Cloud Enabled Services
Migration Services
Managed Services
Tech Services
Development Services
Integration Services
Implementation Services
“Reseller Professional Services”
Aggregation Platform
WiFi Mgmt. Service
Video Conf. as a Service
IaaS / PaaS
Hosted Collaboration
Solution
Security Mgmt. Service
Network Mgmt. Service
Reseller’s
Branded Web stores
End Users • Enterprise • Verticals • Mid-Market
“Sell-to Services”
Product Order Mgmt. Storefront
Renewal Mgmt.
Solution Bundling
SLA Mgmt.
NOC / SOC aaS
Partner onboarding
Marketing as a Service
Academy Training
Executive Relevance Sell ing (ERS)
CRM as a Service
Bil l ing
Technical Support
IaaS Managed Services- Presidio
Comstor Business Transformation Playbook
Structured Web Marketing as a Service
Academy Training
Executive Relevance Selling (ERS) IaaS Solution
SmartNet- Renewal Management
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Cloud Update: Agenda
The Cloud Reality
Our Cloud Strategy
Where We Can Help Now
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We Can Help Now
•Onboarded two Cisco powered cloud solutions (IaaS and HCS)
• CSP & CSR agreements/special addendums w. SLA’s/terms templates
• Comstor AM’s, RM’s, and BDM’s are cloud trained
• Comstor Business Transformation Playbook
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Comstor Business Transformation Playbooks
• 90 + pages • 800+ fast path links • Delivered to new
cloud resellers to help guide them
• Customized for Public Sector resellers
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We Can Help Now
•Onboarded two Cisco powered cloud solutions (IaaS and HCS)
• CSP & CSR agreements/special addendums w. SLA’s/terms templates
• Comstor AM’s, RM’s, and BDM’s are cloud trained
• Sales & Technical Training for partners: Comstor, Cisco, CSP’s
• Comstor Business Transformation Playbook
• Demand Gen: Marketing
• Comstor Cloud Microsite
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www.comstorcloud.com
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www.comstorcloud.com
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We Can Help Now (cont.)
• We have a good base of signed partners
• Partners have closed deals
• Growing Pipeline: Both Active (90 days or less) & Development
• Completing ERS module for Cisco Powered IaaS
• Announced HCS FedRAMP | FISMA solution at Federal Summit
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Exclusively through
Public Sector HCS Advisory Board
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Only one Cisco Powered HCS in process
Difficult to obtain & Expensive
June 2014 Federal Mandate
Federal Risk Authorization Management Program
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FEDRAMP/FISMA STATUS
We have a headstart as the ONLY Cisco powered HCS solution that our SLED/FED partners can offer!
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Cloud Update: Agenda
The Cloud Reality
Our Cloud Strategy
Where We Can Help Now
A Look Ahead
“ a move that will require more Cisco partners to make the leap to selling cloud..”
• Required to sell at least one Cisco Cloud or managed services offering
• Required to sell at least four Cisco Cloud or managed services offerings
Is Comstor leveraging innovation today?
Cranking out Proposals…Driving Revenue
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Cloud Update: Agenda
The Cloud Reality
Our Cloud Strategy
Where We Can Help Now
A Look Ahead
Story of Commitment
Hernando Cortes
“BURN THE BOATS”
We’re on the edge of tomorrow poised for exponential innovation and growth. We will need an EDGE to compete and win.
YOU are our EDGE
Thank You
