1. Mike Cooper
Deals Won
References
Excerpts from Performance
Reviews
MikeCooperAtlanta@gmail.com 678-595-2882
http://www.linkedin.com/in/mikecooperatlanta

2. Some of the Deals I have Closed
– LeapFrog IT - beat Microsoft for 5,000 Email Protect.cloud Users
– Navicure - Beat CommVault for Backup Solution
– $15M – 40,000 desktops - beat Dell @ The Home Depot
– $4M – beat IBM for SAP server solution @ Delta Air Lines
– $2.2M – beat IBM for Oracle consolidation/virtualization SuperDome @ SunTrust
Banks
– $1.5M – beat IBM for Oracle consolidation/virtualization servers @ Randstad
– $1.5M – beat IBM for ITA’s fare-search engine platform @ Delta Air Lines
– $1.2M – beat IBM for PROS Rev. Mgmt. software solution @ Delta Air Lines
– $1.1M – SQL consolidation on Integrity Windows servers @ SunTrust Banks and
Cox Enterprises
– $1M – beat Sun for Rational ClearCase environment @ Delta Air Lines
2 Month Year [or Rev. #]

3. Competitive Deals I have Won – LeapFrog IT
Symantec Wins Email Protect.cloud Opportunity at LeapFrog IT for 5,000 Users / $39,000 per year- to Start!
Symantec recently won an opportunity at LeapFrog IT, an Atlanta based Managed Services Provider, to provide spam
filtering services for 5,000 of LeapFrog’s end users to start. The deal equates to $39,000 per year for Symantec Email
Protect.cloud and opens the door for all other Symantec .cloud and on premise solutions. LeapFrog IT,
www.ribbit.net/, has over 60 employees and provides A to Z IT services for their 200 mostly SMB customers and
manages 12,000 endpoints for 7,000 people.
The opportunity was uncovered when Symantec Commercial Channel Manager Mike Cooper met with LeapFrog’s CTO
Emmett Hawkins to review LeapFrog’s business, solutions and possible partnering opportunities. Emmett liked the
fact that Symantec has a broad range of .cloud and on premise solutions LeapFrog could offer to their customers and
also liked the ability for LeapFrog to engage with fewer, stronger partners.
Emmett expressed an interest in providing a better, more cost effective spam filtering option for his customers. From there
Mike contacted co-worker Rondi Jamison Symantec.Cloud Service Provider Specialist. Mike and Rondi worked with
Emmett over a series of months to identify and define LeapFrog’s environment, requirements and cost parameters.
LeapFrog was providing Microsoft’s FrontBridge spam filtering services to their installed base and wanted to
investigate options to see if a leading edge solution could be offered that would also deliver cost savings to LeapFrog.
Rondi and Mike through a series of meetings demonstrated the service offerings and their benefits to the LeapFrog
team. Rondi through the bid desk was able to obtain special pricing contingent upon LeapFrog’s commitment to a
minimum number of users enrolled in a specified timeframe that met LeapFrog’s pricing requirements. Rondi over
several iterations also worked over 24 contract changes through Symantec’s legal, contracts, infrastructure and
support teams. When the Email Protect.cloud solution, pricing and contract changes all came together LeapFrog was
anxious to sign and begin moving their customers over to Symantec.
Now that LeapFrog is a signed Symantec Service Provider Partner they have access to and the contract in place for the
Symantec.cloud portal which means they can easily offer other Symantec solutions including: BE.cloud, SEP.cloud,
EV.cloud, Email and Web Filtering, Encryption.cloud, etc…
3 Month Year [or Rev. #]

4. Competitive Deals I have Won – LeapFrog IT
Team,
I wanted to share this with you. I had a meeting with an inside sales representative at one of our partners yesterday. He
said his outside representative and the local CommVault sales representative were pissed that they lost a deal last
week at Navicure to Symantec (as in our team).
I had to contain myself and it was too pleasurable to hear him tell how they and CommVault could not respond quickly
enough to reconfigure and requote to meet the customer’s changing demands in time. He told me how the customer
was not happy with their inability to reconfigure, requote and get special pricing quickly enough.
Let me tell you more of the story. This opportunity came about several months ago when the local Dell representative
contacted me about a NetBackup opportunity at Navicure. My systems engineer, Andrew DiNisio, went on a call to
Navicure with the Dell representative. I had a conflict. Andrew defined the customer’s needs and worked with
Kalesha Wiley our iTAM LAR to configure and quote. The deal went quite for a few weeks, Dell changed
representatives and the customer was non-responsive. I met the customer contact who had gone quite at a
Symantec/Dell Hockey game and we discussed the opportunity. He said our pricing was high and we needed to work
within his budget. I was able to get his agreement to a meeting to give us another try. At the meeting I met with the
customer and his team and we had Kalesha on the phone. Kalesha walked the customer line by line through the
quote and we discussed features, benefits and options. After that Kalesha requoted and we requested special
pricing. The deal went quite for a while and I received an e-mail from the customer two days before quarter’s end
and the morning that I had 5 customer calls in Birmingham. The e-mail basically said CommVault was less expensive
and offered more features. From there I called Kalesha and she ran with it all day engaging Steve Duncombe our
Enterprise Vault specialist on a conference call with the customer to define the customer’s needs around archiving.
She then requested special pricing, reconfigured, requoted and again sent the quotes to Dell to send to Navicure.
Don’t forget CommVault and our other partner were trying to do the same thing at the same time. The deal went
down to the wire last week and Kalesha and Nichole had to guide it though Ingram last Friday night. The deal came in
at $46k.
Congratulations on great teamwork for this highly competitive win.
4 Month Year [or Rev. #]

5. Competitive Deals I have Won - The Home Depot
• $15M – 40,000 desktops - beat Dell @ The Home Depot
• This opportunity came up just about the day HP & Compaq were approved for the merger.
I was the HP Account Manager on The Home Depot when they issued an RFP for 20,000
desktops. My Compaq counterpart on The Home Depot and I quickly found each other.
To make a long story short, we had a number of conference calls and face to face
meetings with our teams to iron out what solution we would propose against Dell. The HP
& Compaq teams jelled quickly and chose to propose a Compaq desktop solution. The
Home Depot issued a reverse auction and after several competitive rounds against Dell,
with corporate pricing, we won the deal over the Memorial Day weekend. This was when
the real selling started. We quickly shipped 30 evaluation desktops for testing and
supported that effort with The Home Depot for several weeks. After a few weeks of
working with The Home Depot on testing and responding to urgent requests we finally
really won the deal. The Home Depot decided to order an additional 20,000 units. Since
that time The Home Depot has grown to be a major HP corporate account bringing in tens
of millions of dollars of revenue.
5 Month Year [or Rev. #]

6. Competitive Deals I have Won – SunTrust Bank
• $2.2M – beat IBM for Oracle consolidation/virtualization SuperDome @ SunTrust
Banks
• This opportunity came about when the IBM sales representative (who was getting a SPIFF)
made a deal with SunTrust to take out our installed Superdome. The IBM representative
offered discounts on mainframe software that HP could not compete against. I quickly met
with the SunTrust Senior Vice President, his managers and systems engineers. To win SunTrust
with HPs products, services, partnerships and directions I arranged an executive briefing to
corporate headquarters in Cupertino, California. At the executive briefing I arranged
presentations from HP experts on virtualization, server directions, HP-UX operating system
directions, software, storage and services. I also scheduled Oracle, Intel and Microsoft
representatives to present our partnerships well. Over the course of the three days because of
the briefing center visit- we built even stronger relationships with the customers. The results
from the visit were the SunTrust Senior VP wanted to see options to keep and upgrade their
Superdome and have us compete with the IBM offer. I went to work with my Solutions
Architect, the SunTrust managers and systems engineers. We developed a solution and business
case with SunTrust’s input on financials to consolidate 15 servers in hard and virtual partitions
on the Superdome. After much wrangling with SunTrust we won the deal. A $2.2M upgrade.
Not an entire Superdome but and upgrade to an existing Superdome.
6 Month Year [or Rev. #]

7. Competitive Deals I have Won - Randstad
• $1.5M – beat IBM for Oracle consolidation/virtualization servers @ Randstad
• This opportunity came about when the IBM sales representative visited the Randstad
CIO, put his arm around him and said we want to replace your HP PeopleSoft / Oracle
environment with IBM IBM, proposed two large pSeries servers, storage and $100,000 of
consulting services to convert the applications. The Randstad CIO liked the proposal from
IBM and his understanding was their performance was superior. My team, a partner and
I went to work. It took several weeks of fighting FUD - Fear, Uncertainty and Doubt - to
get the CIO to realize that HPs “system” performance is much more than just “clock
speed on a CPU.” In addition, I arranged for an HP sizing expert and our technical staff to
work with our Randstad technical ally at no charge to research, study and develop a
solution. I also engaged with our Disaster Recovery representative to propose a new DR
solution. I worked with our technical ally inside Randstad to identify and spread justified
FUD that moving this PeopleSoft / Oracle environment to IBM was risky. To make a long
story short, I brought in an HP executive who knew the CEO, proposed a solution to
consolidate 15 servers consisting of two large systems, storage, DR and consulting. We
won the deal for $1.5M, beat IBM and kept the account.
7 Month Year [or Rev. #]

8. Competitive Deals I have Won – Delta Air Lines
• $4M – beat IBM for SAP server solution @ Delta Air Lines
• $1.5M – beat IBM for ITA’s fare-search engine platform @ Delta Air Lines
• $1.2M – beat IBM for PROS Rev. Mgmt. software solution @ Delta Air Lines
• $1M – beat Sun for Rational ClearCase environment @ Delta Air Lines
• After spending many years as a systems engineer at Data General, IBM, Sun Data /
Solarcom, and HP, I spent three years as a technical sales representative on the Delta Air
Lines corporate account. For these wins I built customer relationships at multiple levels,
partnered with the software vendors, shipped consignment systems and arranged for
consulting & support of the proof of concept tests.
• For these wins I just plain “out-partnered” IBM and SUN to win this $8M of business.
8 Month Year [or Rev. #]

9. References
Mr. Nelson Alvarez
HP (personal reference) – previous manager
404 229 3951, Nelson.Alvarez@hp.com
Mr. Eddy Lee
HP – coworker on The Home Depot account and Alliance Business Manager Project
404 964 3477, Edward.Lee@hp.com
Mr. Brian Stumpf
Accenture – coworker on SunTrust account and Sun Data
404 680 3881, brianstumpf@comcast.net
Mr. Charlie Thackston
Performance Methods Incorporated – partner on Alliance Business Manager project
404 964 3477, 770-331-7995, cthackston@performancemethods.com
9 Month Year [or Rev. #]

10. Excerpts from Performance Reviews – 2009
• ”I find Mike to be incredibly responsive, and quick to execute a request.”
• “If my goal is to meet a fast approaching deadline, which it is, I’m glad he’s
on my team.”
• “Mike has a passion for the business and doing his job. “
10 Month Year [or Rev. #]

11. Excerpts from Performance Reviews - 2008
• “One of Mike’s key strengths is his ability to focus on the ultimate goal and
keep that perspective during the winding road of a project. He also is
extremely engaged in the projects he leads and committed to the project
success”
• “Mike takes action to make things happen vs. waiting for things to happen,
and knows when to ask for help and coaching”
• "Mike is an excellent partner and a good team player. He is very
responsive, timely, and has good follow-through"
11 Month Year [or Rev. #]

12. Excerpts from Performance Reviews – 2008 cont.
• “I believe that many would have "crashed and burned" in the situation”
• "I have never been involved with a pilot where the program received a 4.9 out of
5.0 rating from the participants. Mike’s approach for engaging the sponsors,
engaging the managers and engaging the SMEs re the prep for the session, I believe
strongly contributed to this result."
• "I was disappointed when I heard that Mike would no longer be involved with the
ABM project”
• “He has strong intuition re the right thing to do and quickly adapts to the situation”
12 Month Year [or Rev. #]

13. Excerpts from Performance Reviews – 2007
• “Mike worked with over 80 ISVs and HP account teams to win business for HP by
recruiting the ISV’s to port, certify and sell their applications on HP Integrity servers.
Mike engaged with the HP sales teams, investigated the HP sales opportunities and
worked with the ISVs to find a mutually beneficial partnership for the end user
customers.”
• “Mike brings a depth of field sales experience to our team which provides a
valuable perspective His positive "can do" attitude has been recognized by all the
members of our team.”
13 Month Year [or Rev. #]

14. Excerpts from Performance Reviews – 2006
• “Michael was able to come into the team and add a great deal of value”
• “He was comfortable communicating with recruits at a more technical level”
• “He is aggressive in working the account teams”
• “Michael was able to quickly become productive and become a valuable member of
the team.”
14 Month Year [or Rev. #]

15. Excerpts from Performance Reviews - 2005
• “Mike is an excellent HP sales rep who projects HP values daily. One of his
significant strengths is his responsiveness and communications.
• “He is always positive”
• “His attention to detail is superb.”
• “Mike has a track record of solid customer relationships”
• “Mike has one of the strongest relationships with IBM”
• “He is a highly accountable rep”
• “Mike is an excellent rep receiving positive accommodations from his
presentations”
• “Feedback from extended team solicited for this FPR provided glowing feedback on
leadership, ownership, responsiveness, intensity, singlehandedly pulled together
Superdome opportunity at SunTrust, creative usage of programs and unflagging
persistence.
• “Mike is a positive, energetic individual and solid HP citizen who continues to reflect
15 the HP [or Rev. #]
Month Year way.”

16. Excerpts from Performance Reviews - 2004
• “Mike receives positive compliments regarding his teaming ability, follow through and
attention to detail”
• “He is always one of the “go to” people on the Server team that I rely on to provide feedback to
divisions and to external organizations for improvements in product, operational needs or for
training.” Mike is excellent with communications his responsiveness is first class”
• “Mike is very attentive to his customers” Mike would be the benchmark for responsiveness for
my team”
• “He has great follow through”
• “Mike stays on top of all business”
• “I see this as a very positive, thoughtful and leadership activity”
• “Mike also has excellent relationships with HP's channel partners”
• “Mike works extremely well with customers and has very good relationships.”
• “Mike is very ISV minded and has closed deals with PeopleSoft, Oracle, IBM, Ariba, VMware
and Intel.”
• “Mike won several very competitive deals. One of the most significant was at Randstad against
IBM where it was a dog fight with Mike leading the effort.”
• “Mike is persistent in finding information and never stops digging in order to win.”
16 Month Year [or Rev. #]

17. Excerpts from Performance Reviews - 2004
• “Mike is one of the top performing reps on the Server team. He had a very
successful FY04 and was a strong contributor to the success of HP overall and
that of the team. He takes on additional responsibility; his follow through on
commitments is outstanding. He meets the objectives laid out to him within
management/employee sessions. He acts as a mentor to others.
Contributing to his top performance is his strong sense of optimism and
positive attitude. He brings that to the table with the people that he works
with and creates a sense of camaraderie. As you can see from this review, I
see Mike as a tremendous contributor, HP citizen and great Server
Specialist and feel fortunate to have him on the team”
17 Month Year [or Rev. #]

18. Excerpts from Performance Reviews - 2003
• “Mike can be used as a resource for other team members for information
on products, competition and how to get things done inside HP”
• “Mike is leading the SUN Attack program”
• “Mike does a good job of keeping the management chain up to date on
sensitive customer issues”
• “Drove the desktop effort at The Home Depot to secure 40,000 units and
$15,000,000 of revenue”
• “Mike is one of HP's top performers and does an outstanding job as a
Server Specialist. He has meet all of his objectives and goals and is a leader
among his peers. I feel that by reading the responses to each line item you
can grasp the magnitude of his contributions, which have been extensive
this year”
• “Mike is a total asset to this team”
18 Month Year [or Rev. #]