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

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Presentation on theme: "National Sales Meeting Austin, Texas January 20, 2003 Services Division we build things."— Presentation transcript:

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

3 Agenda Company Overview Services Division Large System Services Security Integrated Systems Application Development Web Enablement Marketing & Sales

4 Company Overview Cornerstone Mission “To provide the highest quality service and products in the industry to our clients and partners”

5 Company Overview Company Principles Client Success The success of our clients is our highest concern. Their success is our success. Ethics Always We keep our promises. We never compromise ethics for profits. Technical Competence We hire, train and retain the best people. Period. Teamwork We don’t work for our clients. We work with them.

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7 Company Overview Company 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

8 Company Overview Where the heck is Valencia? X X Irvine Valencia N

9 Company Overview Reseller Division ~ 80% of CSI Services Division ~ 20% of CSI

10 Services Division Large System Services Security Integrated Systems Application Development Web Enablement

11 Services Division Do Services matter? Source: Gartner IT Spending & Demand Survey (North America) / October, 2002 Applications, Networking, Security/Web 60% Systems & Storage 33% Other 7%

12 Services Division Large System Services 33% Security 26% Application Development 11% Web Enablement 4% Integrated Systems 26%

13 Large System Services Key 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

14 Large System Services Key Offerings TechCenter TM “Perform-based” (on Charter) CSI’s premier services offering TechBackup TM “Hours-based” Use-it-or-lose-it (2 months may be rolled forward) Projects Defined scope or Time-and-Materials

15 Security Key Facts 26% of expected Services Division revenues 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

16 Security Key Vendors Trend Micro Symantec Panda Software IntruVert Networks Blue Coat Systems Okena

17 Security Security Assessment Managed Security Solution Intrusion Preventio n IntruVert Symantec Okena Content Filtering Trend Micro Symantec Panda Blue Coat

18 Integrated Systems Key Facts 26% of expected Services Division revenues 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

19 Integrated Systems zFrame 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

20 Application Development Key Facts 11% of expected Services Division revenues 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

21 Application Development Key Projects Database Development Lotus Domino Microsoft SQL Oracle Web Development Java XML WebSphere Migration & Administration Lotus Domino Microsoft Exchange

22 Web Enablement Key Facts 4% of expected Services Division revenues 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

23 Web Enablement H OSTBRIDG E 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

24 Marketing & Sales 2003 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

25 Marketing & Sales 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

26 Marketing & Sales Revised CSI Brochure

27 Marketing & Sales “Sitting Duck” Campaign

28 Marketing & Sales Updated Lead Tracking Database

29 Marketing & Sales 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


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