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Allied Telesis: Meeting Your Federal Internetworking Needs Terry Wrobel, Channel Manager Gov/ED August 2008.

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Presentation on theme: "Allied Telesis: Meeting Your Federal Internetworking Needs Terry Wrobel, Channel Manager Gov/ED August 2008."— Presentation transcript:

1 Allied Telesis: Meeting Your Federal Internetworking Needs Terry Wrobel, Channel Manager Gov/ED August 2008

2 Allied Telesis Presentation Agenda Why Allied? » Federal Market » Company Goals » PartnerPortal » Lack of direct sales force » Products in Federal Space » Core-to-edge Solutions » Partner Support Programs » New Rebates » Promotions » Wrap Up

3 Federal Market Drivers Information Technology (IT) contract spending by the U.S. federal government will grow 4.1% annually, from $71.9 billion in 2008 to $87.8 billion by 2013, according to INPUT’s five-year Federal IT Market Forecast. INPUT’s five-year Federal IT Market Forecast. As complexity increases in the federal government, and the government is looking more towards solutions-buying, we see professional services growing at a very high rate. And then, somewhat surprisingly, outsourcing is growing,” Colven said. “So that shows that federal agencies are doing one of two things: that they are hiring vendors to provide complete solutions, or they are outsourcing the capability altogether.” Richard Colven, who is vice president of industry analysis at INPUT. Information sharing, the need for better IT management techniques and relatively flat employment levels are major drivers affecting federal IT spending. For cost savings, agencies will move forward with IT infrastructure optimization and virtualization in addition to consolidation, Input said.

4 Report on Information Technology (IT) Spending for the Federal Government For Fiscal Years 2007, 2008, and 2009 ( dollars shown in millions) $33,032$32,082$34,384 TotalsDepartment of Defense $11,256$10,368$10,326 Department of Defense Agencies $7,028$7,080$7,768 Department of the Navy $7,744$7,771$9,468 Department of the Army $7,004$6,863$6,822 Department of the Air Force Department of Defense FY2009FY2008FY2007 Agency RequestEnactedFinal $70,716$68,121$68,160 Total IT Investments for the Federal Government $37,684$36,039$33,777 TotalsCivilian Agencies

5 Allied Goals Increase awareness and run rate of our new products » New secure NIC AT-2750 » New E-Xpress AT-2711 » New POE media converter AT-PC232/POE Grow Channel Revenue 35 – 40% Year over Year Increase average sales per partner Set up Government sales channel – no Allied GSA Ease of selling process for » products to earn plenty of profit » Net.Cover maintenance process Build our Reseller Loyalty Program » Partner Portal » Rebates » Project Registration

6 PartnerPortal We communicate with our partner network through monthly news letters. » EOL Notifications » Project Registration » Current Promotions » Spiffs & Rebates » Demo Program

7 Allied Telesis Sales Force Meet the Allied Telesis Sales Rep Now let’s review his territory. ANY QUESTIONS???

8 East Manuel N. Melchor Jr. Inside Sales Direct – (408) Fax – (408) North First Street San Jose, CA Yahoo ID: manyouall NA Channel Inside Sales Team August 2008 West Samuel Simmons Inside Sales Direct – (408) Fax- (409) North First Street San Jose, CA Yahoo ID: simmons_samuel East Ben Neranartkomol Inside Sales Direct – (408) Fax – (408) North First Street San Jose, CA Yahoo ID: ben_nkomol07 Central Jay Valdez Inside Sales Direct – (408) Fax- (408) North First Street San Jose, CA Yahoo ID: jvaldez37 West Vince Maldonado Inside Sales Direct – (408) Fax- (408) North First Street San Jose, CA Yahoo ID: vinnym33 CA TX OR WA MT ID NV AZ NM UT CO KS OK WY ND SD NE MN IA MO AR LA MSAL GA FL SC NC VA TN KY OH IN IL WI MI WV PA ME VT NYMA HI AK DE NJ CT NH

9 Old ATI Sales versus the New ATI Sales Old Road Warrior New Inside Sales Support +

10 Allied Telesis Sales Team Vision Lance Herring – Business Development Rep - Allied Telesis x

11 ATI - FEDERAL CUSTOMERS Homeland Security/NSA SPAWAR NUWC DOD Pentagon Air Force Army Navy Marines DISA National Labs – LLNL, LANL, Sandia Boeing Lockheed Martin Raytheon General Dynamics Northrop Grumman DOE DOT FBI IRS Office of Secretary of Defense Our products are found within every branch of the DOD and most civilian agencies

12 Allied Telesis Product Positioning Tomahawk cruise missile launch systems run on ATI Layer 3 switches US Navy NAVSSI navigation systems run on ATI Layer 3 switches NASA Uses ATI Switches and Media Converts Nuclear Subs use ATI Switches Media Converters and Fiber NICS Air Force uses ATI switches, Media Converters and Fiber NICS US Army bases use Switches, Media Converters CWDM and Fiber NICS

13 Allied Products Sold to the Federal Space - Fiber Media Conversion - Fiber NIC Cards for secure networks - Fiber switching for secure networks - Fiber switching for legacy 100Mbps solutions for distance - Fiber solutions within integrated sub systems (example – Tomahawk launch system, NAVSSI Navigation System, Aircraft Carrier Arresting System, etc)

14 NIC Cards Single port Copper Gigabit Ethernet Adapter 32- bit PCI, Full Duplex Gigabit Ethernet Adapter for Copper, 1000-Base-T, 64-bit PCI, Full Duplex Gigabit Ethernet Fiber Adapter Card Network Adapters Allied Telesyn offers a complete range of Ethernet, Fast Ethernet and Gigabit Ethernet adapter cards. Allied Telesyn is a market leader worldwide for Ethernet and Fast Ethernet fiber adapters. AT-2931SX/SC-001 AT-2916T-001 Allied Telesyn is the leading supplier of Fiber NIC’s to the Government Allied Telesyn ships 100,000+ Fiber NIC Cards per year

15 1000T to 1000SX/SC AT-MC Mb/s, GBIC optical fiber slot AT-MC1008/GB Mb/s, SFP optical fiber slot AT-MC1008/SP TX (RJ-45) to 100FX (ST) Fast Ethernet AT-MC101XL TX (RJ-45) to 100FX (SC) Fast Ethernet AT-MC102XL TX (RJ-45) to 100FX single-mode fiber (SC) AT-MC103XL-10 Media Converters Extend the distance of an existing network Extend the distance between two like devices Extend the lifespan of existing non-fiber based equipment

16 AT-8624POE POE - Switches - 8 Port L2 Unmanaged POE Switch (80 watts) Uses PD Power Management for Max Power on all 8 ports - 8 Port L2 Managed POE Switch (94 watts) 1 Combo Copper Gigabit Port/ SFP Slot Uses PD Power Management for Max Power on all 8 ports - 24 port L2+ Stackable Switch 400 watt total POE with 2 Expansion Bays Full Power 16 Watts on all ports - 24 port L3+ Stackable Switch 400 watt total POE with 2 Expansion Bays Full Power 16 Watts on all ports All switches support IEEE 802.3af for SAFE power FS-708/POE FS-AT8000/8POE AT-8524POE Chip Set

17 Focus on Building a Network CORE DISTRIBUTION ACCESS 10 Gigabit 1 Gigabit 100 Megabit XEM-1XP XEM-12S XEM-12T x900-24XS x900-24XT Cost effective 10/100 Layer 2 Plus Fixed Configuration Stackable Platform Cost effective Gig Layer 2 Plus Fixed Configuration Stackable Platform Highly Flexible Advanced Layer 3 Modular Stackable Platform Highly Flexible Advanced Layer 3 Medium Density Modular Stackable Platform AT-8000GS AT-8000S SwitchBlade x908 Layer 3Layer 2 x900-12XT/S

18 Partner Support Programs Allied Telesis offers a complete online support service, designed to help you access all product collateral and answer any queries you have quickly and clearly. » DealMaker » DesignCenter » Product Selector » Legacy Product Replacements » Special Pricing » Promotions » VAR Demo Program » VAR L3 Product Training

19 Start date: September 1, 2008 End date: October 31, 2008 The WebSmart Instant Rebate Fall Savings from Allied Telesis. Instant Rebate up to $10 on our WebSmart Switches LANCE HERRING Business Development Rep Direct - (800) ext: TERRY WROBEL Channel Manager Government/Education Sales Direct - (919) *Terms and conditions apply. Contact your Allied Telesis sales rep for more information. ATI Model #TD SKU #Product Description Instant Rebate AT-FS750/ B16 port FE WebSmart switch with 2 SFP/Tri Speed Copper Combo ports$6.00 AT-FS750/ B24 port FE WebSmart switch with 2 SFP/Tri Speed Copper Combo ports$8.00 AT-FS750/24POE59081E24 port FE Websmart Switch (12 POE capable) + 2 SFP/Tri Speed Copper Combo ports$8.00 AT-FS750/ E48 port FE WebSmart switch with 2 SFP + 2 Tri-Speed Copper Ports$10.00 AT-GS950/867941D8 port Gig WebSmart switch with 2 SFP$4.00 AT-GS950/ B16 port Gig WebSmart switch with 2 SFP$6.00 AT-GS950/ B24 port Gig WebSmart switch with 2 SFP$8.00 AT-GS950/ E48 port Gig WebSmart switch with 4 SFP$10.00

20 Start date: September 1, 2008 End date: December 31, 2008 ATI Part #TD SKU #Product Description Instant Rebate AT-8000/8POE14760B8port 10/100TX POE managed switch with 1 combo 10/100/1000Base-T port or 1 SFP slot (unpopulated) $10 AT-8000S/ D16-port managed 10/100TX Switch with one SFP expansion bay $10 AT-8000S/ D24-port managed stackable 10/100TX switch with two combo SFP slots and two stacking ports $15 AT-8000S/24POE67955D24-port managed PoE stackable 10/100TX switch with two combo SFP slots and two stacking ports $20 AT-8000S/ D48-port managed stackable 10/100TX switch with two combo SFP slots and two stacking ports $25 AT-8000S/48POE67957D48-port managed PoE stackable 10/100TX switch with two combo SFP slots and two stacking ports $30 The 8000S Stackables Instant Rebate Fall for Allied Telesis 8000S Series Switches LANCE HERRING Business Development Rep Direct - (800) ext: TERRY WROBEL Channel Manager Government/Education Sales Direct - (919) *Terms and conditions apply. Contact your Allied Telesis sales rep for more information. Instant Rebate up to $30*

21 VAR Demo Program

22 The Wrap Up What’s in it for you? Partner strength via Tech Data – leveraged resources Allied Telesis – the 21year brand in Gov/Ed Networking Expertise Cashing in with Allied’s new Sales & support teams Ease of doing business together Increasing your overall (margin & profitability) wallet share Cashing in on our new programs & promotions A trusted source for all your core-to-edge Networking needs » Tech Data & Allied – your one-stop Networking experience

23 Thank you!


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