EDGE - structuredweb.com · Cloud Playbook . 7 “Sell-Through” services . ... Comstor AM’s, RM’s, and BDM’s are cloud trained • Sales & Technical Training for partners:

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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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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)

http://www.google.com/url?sa=i&rct=j&q=cisco+powered+logo&source=images&cd=&cad=rja&docid=smNRwL6dQvUeyM&tbnid=zUp7ddOE2vu-QM:&ved=0CAUQjRw&url=http://www.ciscolive.com/us/&ei=wJL2Ua-wGarqyQH02YD4BA&bvm=bv.49784469,d.aWc&psig=AFQjCNF10i4NjaCPzrFTF-3gMdBz4TRGTQ&ust=1375200312629701

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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”


https://www.google.com/imgres?imgurl&imgrefurl=http://www.presidio.com/&h=0&w=0&tbnid=l0LI2z2jhI7ntM&zoom=1&tbnh=65&tbnw=201&docid=HdPDoKjfFRViuM&hl=en&tbm=isch&ei=VIyUU__dIs-YyATJg4DoCA&ved=0CAsQsCUoAw

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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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The Cloud Reality

Our Cloud Strategy


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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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The Cloud Reality

Our Cloud Strategy


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?

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Cranking out Proposals…Driving Revenue


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The Cloud Reality

Our Cloud Strategy


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

EDGE - structuredweb.com · Cloud Playbook . 7 “Sell-Through” services . ... Comstor AM’s, RM’s, and BDM’s are cloud trained • Sales & Technical Training for partners:

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