8. PCM Market Segmentation
Go-To-
Market
PCM - Enterprise PCM Corporate PCMG
MacMall
OnSale
Customer
Segment
Focus
Mid-Market to
Fortune 500
Up to 5,000
Employees
Federal, State
and Local
Agencies
Education
Small Business, Consumer
Creative Professionals, Retail
Stores
Selling
Motion
Field Sales Force,
Sales Support
Team
Services
Organization
Inside Selling Org
w/ Strategic
Technology
Resources
Regional Field
Sales Org
Field Sales
and Inside
Selling
Organization
Inside Selling Organization,
Web Site, Catalog, Social
Networking,
Retail Stores
Overlay
Organization
Services, Marketing, IT, HR
PublicCorporate
MacMall
Business and
ConsumerEnterprise
9. • $200 M wholly-owned subsidiary of PCM, Inc.
• Headquartered in Virginia with additional sales offices in El Segundo, Montreal,
Connecticut , Ohio
• Dedicated exclusively to the Public Sector (Federal, State, Local & Education)
• 140 Headcount covers National territory with inside and outside sales resources
– Sales Force of 91
– Inside Representatives Nationwide assignments
– Field Presence:
• Washington D.C./Virginia, California, Connecticut, Florida, Georgia,
Washington, Texas, Pacific NW, Northeast
• Portfolio of Contract Vehicles to cover customer needs
– GSA, SEWP, GWAC, SSA, LOC, IDIQ and BPA
– State & Local vehicles
– Education contracts
– eCommerce catalogs
10. Delivering the best total customer experience through:
• Dedicated sales teams focused on transactions and contracts
• Understanding of Public Sector infrastructure
• Open market, Government, Education, and Contract pricing
• Multiple purchasing options
• Secure online purchasing and order tracking
• Depth & Breadth of offering for one-stop procurement
• A dedicated support organization- marketing, contract management, program
management, business development, professional and managed services
20. PCM Customer Briefing Center
• Showcase the latest Technology
and Solutions
• Located in our corporate
headquarters in El Segundo
• Cutting-edge facilities featuring:
• Cisco
• Apple
• HP
• Symantec
• Microsoft
• Demos led by Services
engineersCustomer Briefing Center
TelepresenceDigital Signage Large Classrooms Data Center
• Dell
• Citrix
• VMware
• EMC
21. PCM, Inc. – Cisco Certifications
5
• Cisco National Gold Direct
• Cisco Borderless Network Architecture Specialization
• Cisco Advanced Networking
• Cisco Advanced Wireless
• Cisco Advanced Security
• Cisco Collaboration Architecture Specialization
• Cisco Datacenter Architecture Specialization
• Cisco Advanced Datacenter Networking Infrastructure
• Cisco Advanced Datacenter Storage Network (DCUC, DCSN)
• Cisco ATP Unified Computing System
• Cisco Managed Services Certified Partner
• Cisco ATP Physical Security
• Cisco ATP TelePresence Video Advanced
• Cisco ATP Digital Media Suite
• Cisco ATP Identity Services Engine
PCM Services Cisco Solutions Overview
23. PCM – Key Partner Authorizations
Apple
• Corporate Reseller,
• Authorized Service Provider,
• Certified Product Professional
• Certified Support Professional
• Certified Specialist - Directory Services
• Certified Specialist - Deployment
• Certified Specialist - Security & Mobility
• Certified System Administrator
• Certified Xsan Administrator
• Certified Trainer
MobileIron
• MobileIron Silver Level Reseller
• MobileIron Sentry Authentication & Security
Specialist Certified
• MobileIron MDM Bootcamp Certified
• MobileIron Mobility Sales Specialist Certified
• MobileIron Administrator Certified
Cisco
• National Gold Direct
• Advanced Borderless Network Architecture Cisco
• Advanced Collaboration Architecture Cisco
• Advanced Datacenter Architecture
• Managed Services Certified Partner
• ATP Physical Security
• ATP TelePresence Video Advanced
• ATP Digital Media Suite
• ATP Identity Services Engine
Microsoft
• Microsoft Gold Hosting
• Microsoft Gold Software Asset Management
• Microsoft Gold Virtualization
• Microsoft Gold Volume Licensing
• Microsoft Silver Midmarket Solution Provider
• Microsoft Silver Server Platform
• Microsoft Silver Messaging
• Microsoft Silver Server Desktop
• Microsoft Silver Server Data Platform
• Microsoft DDPS
• Microsoft EDPS
• Microsoft PVDPS
VMWare
• Premier Partner
• VMWare 4 VSP Certified
• VMWare 4 VTSP Certified
• VMWare 4VCP Certified
• vSphere 5 Design accredited
• VMware Advanced Professional 4 - Datacenter
Design (VCAP-DCD) Certified
• Academic Specialization
• U.S. Federal Specialization
EMC
• EMC Premier Partner
• Consolidate Certified
• Advanced Consolidate – in progress
• Isilon Certification – in progress
• VCE
Citrix
• Silver Citrix Solution Provider
• Citrix XenApp Fundamentals Authorized
• Citrix Access Gateway Certified
• Citrix Branch Repeater Authorized
• Citrix Essentials for Microsoft Hyper-V
Citrix XenServer Certified
• Citrix NetScaler Authorized
• Citrix XenApp Certified
• Citrix XenDesktop Certified
AirWatch
• Elite Level Partner
Oracle
• Gold Partner
• Oracle DB (OCA/OCP) Certified
• Oracle RAC Certified
• Oracle Virtualization Certified
• Oracle Enterprise Linux Certified
• Solaris (SCSA) Certified
• Sun Servers and Storage Certified
Meraki
• #2 Reseller Corporate Reseller
24. • Sales Force Regionalization and Expansion
• Services integration and realignment
• Refined Customer Segmentation & Alignment
• Growth of New Buying Accounts
• Increased Share of Wallet within All Accounts
• SMB / Mid-Market Attack
• Public Sector : New Contracts- Dept. of Justice Contract / FBI and Social Security
Administration – Opportunity to Leverage
• Healthcare Focused Growth Strategy
• Double Down on Strategic Solutions & Services including Mobile Device Management
• Enhanced Marketing Programs: Partners – Sales – Services
TARGET: SIGNIFICANT ACCLERATED GROWTH IN 2013 & BEYOND
Growth Initiatives 2013
25. Strategic Solution Sales
Overlays
Regional CTO
Technical Sales Consultants
In region technical expertise
150 Field Sales
Professionals
Regionally Based
DVP, Sales Director and
Manager field direction
30 Field Locations
Business development for
demand generation
550 Inside Sales
Professionals
Focused training on
Strategic Technology
Full integration with field
resources: inside/outside
Regional VP management
single sales organization
PCM is a Leading National Solutions Provider
Fast Facts
1. Ticker = PCMI
2. 3,000 employees
3. 2013 Rebranding and Consolidation to PCM
4. CMP Tech Elite 250 Company
5. 35 offices – brick & mortar (in each time zone)
6. New datacenter in Ohio, existing DC’s in Atlanta and El Segundo
7. ONLY true lifecycle MDM/BYOD offer
8. 60% Cisco growth projected for CY13/CY12
PCM is now a single consolidated integrated Brand
With Sales, Marketing & Services for consistent GTM
Strategic Practices:
1. Secure Mobility
2. Borderless Networks
3. Collaboration
4. Datacenter
5. Cloud/Virtualization
1250 Service Personnel
1. Consulting
2. Config Centers
3. Installation
4. 7x24 Support
5. Hosting
