National Sales Meeting Austin, Texas January 20, 2003 Services Division we build things.

National Sales MeetingAustin, Texas

January 20, 2003

Services DivisionServices Division

we build we build thingsthings

AgendaAgenda

Company OverviewServices DivisionLarge System ServicesSecurityIntegrated SystemsApplication DevelopmentWeb EnablementMarketing & Sales

Company OverviewCompany Overview

Cornerstone Mission

“To provide the highest quality service

and products in the industry to our clients

and partners”


Company PrinciplesCompany Principles

Client SuccessThe success of our clients is our highest concern.Their success is our success.

Ethics AlwaysWe keep our promises.We never compromise ethics for profits.

Technical CompetenceWe hire, train and retain the best people. Period.

TeamworkWe don’t work for our clients. We work with them.


Company FactsCompany Facts Established 1991

IBM Business Partner• Premier Partner since 1998• Exact Partner since 2002• Lotus Premier Partner

Premier Business Partner• Trend Micro• Symantec• Others

125 Employees• 40 Account Executives• 60 Engagement Consultants

Key offices in Irvine & Valencia, CA


Where the heck is Valencia?Where the heck is Valencia?

XX

XX

IrvineIrvine

ValenciaValencia

N


Reseller Division~ 80% of CSI

Reseller Division~ 80% of CSI

Services Division~ 20% of CSI

Services Division~ 20% of CSI


Large System ServicesLarge System Services

SecuritySecurity

Integrated SystemsIntegrated Systems

Application DevelopmentApplication Development

Web EnablementWeb Enablement


Do Services matter?Do Services matter?

Source: Gartner IT Spending & Demand Survey (North America) / October, 2002

Applications, Networking,

Security/Web

Applications, Networking,

Security/Web

60%60%

Systems & Storage

Systems & Storage

33%33%

OtherOther7%7%



33%33%

SecuritySecurity

26%26% Application DevelopmentApplication Development

11%11%


4%4%


26%26%


Key FactsKey Facts

33% of expected Services Division revenues

Headed by Dan Foulk & Dave Chittum• 45 Engagement Consultants• 15 Account Executives

Key analog to Reseller Division sales

14,000 years of combined experience• Dan Foulk alone – 10,000 years


Key OfferingsKey Offerings

TechCenterTM

• “Perform-based” (on Charter)• CSI’s premier services offering

TechBackupTM

• “Hours-based”• Use-it-or-lose-it

(2 months may be rolled forward)

Projects• Defined scope or Time-and-Materials

SecuritySecurity

Key FactsKey Facts


Headed by Mark Shneour & Erik Freeland• 5 Engagement Consultants• 2 Account Executives

Greatest area of interest and growth in IT budgets

Build on proven sales experience with Trend Micro

SecuritySecurity

Key VendorsKey Vendors

Trend Micro

Symantec

Panda Software

IntruVert Networks

Blue Coat Systems

Okena

SecuritySecurity

Security AssessmentSecurity Assessment

Managed Security SolutionManaged Security Solution

IntrusionPreventi

on

IntrusionPreventi

on IntruVert

Symantec

Okena

ContentFilteringContentFiltering

Trend Micro

Symantec

Panda

Blue Coat


Key FactsKey Facts


Headed by “Sir” Len Diegel• 2 Engagement Consultants• 3 Account Executives

Great opportunity for retaining mainframe customers by providing cost-effective expansion capability

Proximity to Dallas Cowboys likely to help Bill Parcells with salary cap in 2003


zFrame TM

FeatureszFrame

TM Features

Turn-key solution for VSE, VM, OS/390 or z/OS environment

Processing speeds available from 8-42 MIPS

All IBM, Intel-based hardware – integrated by CSI technicians


Key FactsKey Facts


Headed by Mike Donovan• 15 Engagement Consultants• 5 Account Executives• 2 Goatees

Second greatest area of interest and growth in IT budgets

Extensive and varied experience base


Key ProjectsKey Projects Database Development

• Lotus Domino• Microsoft SQL• Oracle

Web Development• Java• XML• WebSphere

Migration & Administration• Lotus Domino• Microsoft Exchange


Key FactsKey Facts


Headed by Mark Shneour & Dan Foulk• 45 Engagement Consultants• 2 Account Executives

Strong area of interest and growth in IT budgets

Build on traditional CSI mainframe expertise


HOSTBRIDGE TMHOSTBRIDGE

TM

Converts CICS data streams to XML documents

Installs natively within OS/390 and VSE environments

Provides universal integration between legacy mainframe and non-mainframe apps

Marketing & SalesMarketing & Sales

2003 Market Forecasts2003 Market Forecasts

Total IT budget expected to remain roughly the same as for 2002 ($23 B).• Needs and wants growing, creating customer

spending backlog• Most 2003 spending expected for replacement,

upgrading and extension of core systems

Most IT customers expect a modest economic recovery in 2003, and have a positive outlook on their company’s business prospects.

Security, Application Development, Web Enablement, System Integration and Storage are the top customer IT spending priorities for 2003.

Source: Gartner IT Spending & Demand Survey (North America) / October, 2002


Key 2003 Marketing Initiatives

Key 2003 Marketing Initiatives

Trade Shows• Lotusphere 2003 (with Trend Micro)• IBM Technical Expo (with

Hostbridge)• SHARE Conference

Marketing Collateral• Updated CSI Brochures• “Sitting” Duck Campaign

Customer Relationship Management• Updated Lead Tracking Database• Mass E-Mail Capability

“SPIF” Referral Program


Revised CSI Brochure


“Sitting Duck” Campaign


Updated Lead Tracking Database


Proposed “SPIF” Referral Program

$ 5,000 - 10,000 = $ 500

$ 10,000 – 25,000 = $ 1,000

$ 25,000 – 50,000 = $ 1,500

$ 50,000 – 100,000

= $ 2,000

$ >100,000 = $ 2,500

$ 250,000 for year = Rub-down from Dave

Chittum

National Sales Meeting Austin, Texas January 20, 2003 Services Division we build things.

Documents

csi slide

ca slide

csi services division

trend micro slide

services matter

security key facts

company overview company

integrated systems key