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

Allied Telesis: Meeting Your Federal Internetworking Needs Terry Wrobel, Channel Manager Gov/ED August 2008. Allied Telesis Presentation Agenda. Why Allied? Federal Market Company Goals Partner Portal Lack of direct sales force Products in Federal Space Core-to-edge Solutions

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

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  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. • 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) • Final • Enacted • Request • Agency • FY2007 • FY2008 • FY2009 • Department of Defense • Department of the Air Force • $6,822 • $6,863 • $7,004 • Department of the Army • $9,468 • $7,771 • $7,744 • Department of the Navy • $7,768 • $7,080 • $7,028 • Department of Defense Agencies • $10,326 • $10,368 • $11,256 • Department of Defense • Totals • $34,384 • $32,082 • $33,032 • Civilian Agencies • Totals • $33,777 • $36,039 • $37,684 • Total IT Investments for the Federal Government • $68,160 • $68,121 • $70,716

  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. NA Channel Inside Sales Team August 2008 West Samuel SimmonsInside SalesDirect – (408) 519-8719 Fax- (409) 519-8653 3200 North First Street San Jose, CA 95134samuel_simmons@alliedtelesis.com Yahoo ID: simmons_samuel Central Jay ValdezInside SalesDirect – (408) 519-8770 Fax- (408) 519-8653 3200 North First Street San Jose, CA 95134jay_valdez@alliedtelesis.com Yahoo ID: jvaldez37 East Ben NeranartkomolInside Sales Direct – (408) 519-8050 Fax – (408) 519-8653 3200 North First StreetSan Jose, CA 95134 ben_neranartkomol@alliedtelesis.com Yahoo ID: ben_nkomol07 ME WA VT ND MT AK NH MN OR WI NY MA CT SD MI ID WY NJ PA IA NE OH DE IL UT IN NV WV VA CA CO KS MO HI KY NC TN West Vince MaldonadoInside SalesDirect – (408) 519-8767 Fax- (408) 519-8653 3200 North First Street San Jose, CA 95134vincent_maldonado@alliedtelesis.com Yahoo ID: vinnym33 East Manuel N. Melchor Jr.Inside SalesDirect – (408) 519-8755 Fax – (408) 519-8653 3200 North First Street San Jose, CA 95134 manuel_melchor@alliedtelesis.com Yahoo ID: manyouall SC OK NM AR AZ MS AL GA TX LA FL

  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 800-237-8931 x 66594 Lance.herring@techdata.com

  11. 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 ATI - FEDERAL CUSTOMERS

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

  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 Allied Telesyn is the leading supplier of Fiber NIC’s to the Government Allied Telesyn ships 100,000+ Fiber NIC Cards per year 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. 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 AT-2916T-001 AT-2931SX/SC-001

  15. 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 1000T to 1000SX/SC AT-MC1004-10 1000Mb/s, GBIC optical fiber slot AT-MC1008/GB-10 1000Mb/s, SFP optical fiber slot AT-MC1008/SP-10 100TX (RJ-45) to 100FX (ST) Fast Ethernet AT-MC101XL-10 100TX (RJ-45) to 100FX (SC) Fast Ethernet AT-MC102XL-10 100TX (RJ-45) to 100FX single-mode fiber (SC) AT-MC103XL-10

  16. POE - Switches All switches support IEEE 802.3af for SAFE power - 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 FS-708/POE FS-AT8000/8POE Chip Set AT-8524POE AT-8624POE

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

  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. The WebSmart Instant Rebate Start date: September 1, 2008 End date: October 31, 2008 Fall Savings from Allied Telesis. Instant Rebate up to $10 on our WebSmart Switches *Terms and conditions apply. Contact your Allied Telesis sales rep for more information.

  20. The 8000S Stackables Instant Rebate Start date: September 1, 2008 End date: December 31, 2008 Fall for Allied Telesis 8000S Series Switches Instant Rebate up to $30* *Terms and conditions apply. Contact your Allied Telesis sales rep for more information.

  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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