Staples Technology Solutions

‘Network Services’
21st Century Office Products

Name: ENTER HERE

Title: ENTER HERE
Evaluating Staples Technology Solutions

Agenda:
•21 century Offing (Organic Growth Opportunities)
st

•SNS Offering
•Solutions
• STS Portfolio of Solutions
• Target Accounts
• Engagement
• Compensation
• Sell the Total Solution
• Success Stories
• Reference/Sales Tools
• Questions

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Introducing Technology

• Identity the proper point of contact

– This Can vary from standard buyer to IT Dir.
• Majority of these Items are purchased by your standard buyer. These are
items that are already in your core Office Supply list. At times the IT Dir. Is
involved solely to give a blessing to open these products up to Staples.

– Simply ask the question “Who is responsible for purchasing your low Tech
commoditized items?”

– Our Team does not expect the AM or BDA to sell the Technology program,
but only to introduce it.

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What is Staples Technology

• Staples Technology is an overlay position to our account managers, assisting to the sales
Low technology commoditized items.
• Our goal is to evaluate your current low Tech commoditized IT needs such as peripherals
and accessories and related items to determine where we can bring price savings and
value to your organization. Our core focus varies from the standard peripheral and
accessories to printers, wired/wireless headsets, memory, monitors and much more.
• Key Advantages
– Free freight on all core items
– Orders can be tied directly to customer’s Budget Center
– Products can be offered to all users or customized for only intended users.
– Vendor Consolidation (the combination of Office supplies and core peripheral
products on the same order).
– All Technology commoditized products are applied to any Rebates and
Incentives to the Account.
• This is a key initiative, since at times our point of contact (controller/CFO) can force
the hand of their IT departments purchasing decisions.

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What are 21st Century Products?

• Focus on low commoditized technology products

• Focusing will ensure we build our customer’s trust in buying technology from Staples

• Following are sample categories to focus:

• Headsets
• Flash Drives
• Keyboards and Mice
• External Hard Drives
• Shredders
• Privacy Screens and Laptop Locks
• Digital Cameras and Memory Cards
• Printers
• Monitors
• Webcams, Wireless PC Headsets and GPS
• Majority all of IT peripherals and accessories

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Staples Technology Solutions
Network Services Vision

To become the most valued and most referred

provider of IT services for small to medium
size businesses in the U.S.

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Overview

• Thrive was founded in June of 2000

• Acquired by Staples Contract Division in December 2006
• National footprint for Managed and Professional services
• Averaging greater than 90% annual client retention rate

Q: Can anyone guess what basketball team uses SNS for managed and
professional services?

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 STS Network Services Benefits

• Proactive support versus reactive support

• Remote access to all systems for faster issue resolution
• System and network consulting services for optimum system configuration
• Remote Support Center provides end user assistance
• IT professionals with multiple competencies supporting your client’s infrastructure
• Ongoing consulting in alignment with your client’s business goals

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 The Offer

• Managed Services means that your client’s IT environment can be

supported remotely
Benefit: Proactive management of IT assets on behalf of a client on a
subscription basis

• Professional Services means that your client is assigned a highly

experienced team of engineers dedicated to serving their business
Benefit: Each support team is a blend of IT engineers with various
competencies to keep your client’s business up and running

• Strategy Services means that your client will engage with a dedicated
CIO/CTO level consultant for their growing business needs
Benefits: Consultants draw up a customized, fully integrated, managed plan
that positively leverages your client’s IT budgets and investments to help
them make the right IT decisions

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 Solutions

Some of the solutions that deliver proven results:

• ThriveProtect
• Online Backup and Data Vaulting
• Network Monitoring
• Remote Support
• VoIP (Voice over Internet Protocol)
• Software Volume Licensing
• Desktop and Network Hardware
• Integration and Consulting Solutions
• Network Health Assessments
• Mac Services

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ThriveProtect

ThriveProtect gives your customer peace of

mind that their critical network devices are up
and running smoothly.

• Managed Antivirus

• Managed Anti-Spyware

• Patch Management

• Asset Tracking and Inventory Management

• Remote Support Center Services

Sell Sheet on SAVO

Sell Sheet on SAVO

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Software Volume Licensing

What is Volume Licensing

• Volume Licensing is a cost saving procurement method, for a business of any
size to manage multiple software licenses more affordably and efficiently

Benefits of VL for the Customer

• Volume Licensing is flexible with businesses, it can be owned or leased. (Most
clients elect to own)
• Volume Licensing is usually priced less than boxed Full Version retail product per
license.
• A client can enter a volume license agreement with an initial purchase of five
licenses.
• Volume Licensing features such as portability rights, down grade rights, re-
imaging, software assurance, and single key code activation assist in decreasing
unnecessary operational costs in maintaining a business

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Boxed Software Challenges

Management of Software
• With boxed software a customer must keep track of their physical media and the key codes to
prove ownership.
• In instances when a client must reinstall software, they will have to locate the media disk that
corresponds to the “specific” PC it was loaded on originally. If the incorrect software is loaded
on to the incorrect user, sharing violations messaging may occur.

Deployment of Software
• Boxed software incurs preventive installation costs for businesses. Usually an IT administrator
or even an employee is spending time on loading software by physically installing the media PC
by PC.
• With VL this is all eliminated by simply downloading the software on to a server and then
“pushing” the application to each PC. Or, if it is a small office, each PC can download software
from the Microsoft eOpen site, where the software resides.

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Why We Care for Volume Licensing?

VL helps develop rapport and relationships with technical decision owners of an

organization. VL allows our Technology Specialist to learn about our clients
network infrastructure and their business.
Some of the preliminary questions asked by a sales consultant as you see below
help build rapport and build a trust as an advisor.

• When providing a software solution, we must inquire what their network

infrastructure is like?

• What their expectations of the software will solve for them?

• What technical hindrances do they currently experience that costs

them time and money?

By asking the proper questions and listening to our clients technology

infrastructure challenges, we can provide the proper solution and display our
commitment in being a long term strategic partner for savings and growth of their
business. 14
 Software Volume Licensing

Microsoft Volume Licensing for:

Office Products Server Products Operating Systems (Desktops &
Laptops)
• Access • Project • Server • Windows Vista ●
Windows 7
• Excel • Publisher • Exchange Server
• OneNote • Visio • SQL Server
• Outlook • Word • Project Server • Windows XP
• PowerPoint • Office Suites • SharePoint Server
• Small Business Server

Licensing products for the following Manufacturers:

Adobe Symantec

• Acrobat • Antivirus Endpoint Protection

• Photoshop • Antivirus Corporate Edition
• Other Adobe Products as needed • Backup Exec for Windows Server
• Backup Exec for Windows Small Business Server
• Ghost Solution Suite
• pcAnywhere
• Other Symantec products as needed
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Desktop and Network Hardware

• PCs - HP, Dell

• Laptops - HP, Lenovo, Dell
• Servers - HP, Dell, IBM
• Switches - HP, Cisco, Dell
• Firewalls - Cisco, SonicWall
• Uninterrupted Power Supplies (UPS) - APC

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Mac Services

•Apple Networks require specialized attention.

– To achieve results for these special networks, STS has created a system
of Open Source and Apple management resources – IT engineers and
consultants working within a team to produce results for complex
environments

– STS offers a range of support solutions that are tailored to meet the unique
needs of Mac environments, delivered using IT consultants and engineers
who are extensively experienced in these platforms

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Target Contacts

• CIO
• CTO
• VP of IT
• Data Center Manager
• Director of IT
• Procurement Manager
• Director of Purchasing
• Marketing Executive
• Help Desk Supervisor

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Quick Qualifying Questions

• How large is your IT environment – how many computer users?

• How large is your IT staff?
• Do you have a mobile workforce or remote users?
• Do you currently use partners or vendors to provide any support for your IT platform
or projects?
• Do you have any specific technology related projects in the works right now that we
might be able to support?
• Who is the CIO, CTO or IT manager contact that we can speak to about services?

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 Service Compensation

ReferralCommissiononS
ervicesClosedThroug
hSTSS
M B(Thrive)*
*Referral cancomefromanyStaplesIAM,AM, BDA, businessunit, etc.

ThePlan:
*5%one-tim epayoutononem onthrecurringprofessional services
*5%one-tim epayoutonone-tim eprojectorconsultingservices
*15%one-tim epayoutononem onthrecurringm anagedservices
*$500kickerwhenthreeservicepurchaseordersaresigned(seenotes)

ToGetPaid:
*Referringassociatem ustbesetastheAccountOwnerinSalesforce.com
*Referral m ustbehandedoff toanSTSSMBInsideorOutsideAccountManagerinSalesforce.comproperly
*Deal referredm ustcloseandbeorderedthroughSTSSMB(form erlyThrive)
*Com m issionsoncloseddealsduringfiscal periodwill bepaidoutthefollowingmonth

Notes:
*Opportuntiesm ustbeclassifiedasSTSTechnologyopptypeintheappropriateServicecategory
*3POkickerconditions:
- Either3differentcom paniessignaservicePO,inanytim eperiod
- Ifthesam ecom panysignsm ultipleservicePO'stheymustbesignedatleast30daysapart
- Thelesserof$500ortheonem onthsumofthreesignedrecurringpurchaseorders
Scenarios:
Revenue Com m ission Revenue Commission
RecurringManaged: $ 2,000.00 $ 300.00 RecurringManaged: $ - $ -
RecurringProfessional: $ 800.00 $ 40.00 RecurringProfessional: $ - $ -
One-Tim eProfessional: $ - $ - One-Tim eProfessional: $ 15,000.00 $ 750.00
Payout: $ 340.00 Payout: $ 750.00

Revenue Commission Revenue Commission

RecurringManaged: $ - $ - RecurringManaged: $ 2,400.00 $ 480.00
RecurringProfessional: $ 2,400.00 $ 120.00 RecurringProfessional: $ 1,200.00 $ 60.00
One-Tim eProfessional: $ - $ - One-Tim eProfessional: $ 20,000.00 $ 1,000.00
Payout: $ 120.00 Payout: $ 1,540.00

*Scenariosdon'tincludethepotential fora$500kickerpaidonevery3PO'ssigned!(seenotes)
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 Hardware/Licensing Compensation

Referral Commission on Hardware & Software Closed Through STSSMB (Thrive)*

* Referral can come from any Staples IAM, AM, BDA, business unit, etc.

The Plan:
* 1/2 % of revenue paid on deals over 5.00% margin

To Get Paid:
* Referring associate must be set as the Account Owner in Salesforce.com
* Referral must be handed off to an STS SMB Inside or Outside Account Manager in Salesforce.com properly
* Deal referred must close and be ordered through STS SMB (formerly Thrive)
* Commissions on closed deals during fiscal period will be paid out the following month

Notes:
* Opportunties must be classified as STS Technology opp type in the appropriate License or hardware category
* Closed hardware & software opportunities do not count toward the "3 P.O." kicker found in the service opportunity
plan
* No commission on referred deals that close under 5.00% margin
* Commissions are based on percentage of revenue not including sales tax or freight charges

Scenarios:

Revenue: $ 10,000.00 Revenue: $ 10,000.00 Revenue: $ 20,000.00

Margin: 4.98% Margin: 10.00% Margin: 9.76%
Payout: $ - Payout: $ 50.00 Payout: $ 100.00

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Thank You!

Questions?

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