08 Q4 Hp Why Cdw
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© 2006 Hewlett-Packard Development Company, L.P.The information contained herein is subject to change without notice
Why CDW
2 24 October 2008
CDW Overview• Founded in 1984
• IPO in 1993
• Privately acquired by Madison Dearborn PartnersLLC on 10.13.07
• $8.1 billion in annual sales−Forbes: Number 39 America’s Largest Private
Companies
−2008 America’s Most Admired Companies in the"Wholesaler: Electronics“ : FORTUNE
−Ziff Davis, CIO/INSIGHT-Vendor Value Study ratedCDW #1 in industry (HP was #6)
−2007: Ranked no. 343 on the FORTUNE 500
3 24 October 2008
CDW Net Sales & Net Income(in millions)
NASDAQ 100
Most Bang For The Buck; Most Revenuesper Dollars of Assets, No. 15
FORTUNE Magazine - 2005
Most Bang For The Buck; Most Revenuesper Employee, No. 45
FORTUNE Magazine - 2005
Fortune 500, No. 343FORTUNE Magazine - 2007
Top 100 Best Companies towork for, No. 34
FORTUNE Magazine - 2006
Total Return To Shareholders -Last Ten Years, No. 28
FORTUNE Magazine - 2005
$8,145
$6,785
$6,292$5,738
$4,664$4,264
$3,961
$3,842
$2,561
$0
$1,000
$2,000
$3,000
$4,000
$5,000
$6,000
$7,000
$8,000
$9,000
1999 2000 2001 2002 2003 2004 2005 2006 2007
$98
$162 $169$185
$175
$241
$272 $266
$0
$50
$100
$150
$200
$250
$300
1999 2000 2001 2002 2003 2004 2005 2006
4 24 October 2008
CDW Overview• Over 450,000 Active Customers
• 7 US call centers spanning 5 states-Arizonaopening June 1st
• 11 Regional Field Offices - associated withBerbee Acquisition
• 2,500 Account Managers-segmented bygeography & vertical, margin based comp
• 300 field representatives
• 400 field engineers
5 24 October 2008
Inside and Field Coverage• Inside Account Manager Team
− Responsible for the day-to-day interaction on the account
• Order processing
• Allocation and delivery
• Customer satisfaction
• Field Account Executive
− Management of over-all relationship drivers
• Executive Introductions
• Execution of Advanced Technology Deliverables
− Resource facilitator
• Project Manager
• OEM vendor involvement
• Strategic CDW technology resources
− Dedicated field resources
• Field Solution Engineers
• Field Strategic Software Executive
6 24 October 2008
CDW Go-to-Market
CDW Core
CDW & Berbee*
• Complex solutions integration
− Unified communications*
− Web hosting & managed services*
• On-site technical support required
• Operational excellence
• Cross-sell & Up-sell
• Speed, agility, ease of business
• Great selection, strong price performance
• Industry-standardsolutions
• Servers, Blades, SANS,racks, networking,software and telephony
• Attach coreservices
• 400 systemengineers atCDW
Trustedadvisor
Missioncritical
Transaction
* Berbee currently operating in MN, WI, IL, IN, MI, OH & KY
CDW & Berbee*
7 24 October 2008
Proven results with differentiation• CDW and CDW Berbee’s Streamlined Effort: Large Procurement Arm with a Local
VAR Flavor
• Gaming Company
− Challenge: Local gaming company expanding facilities was challenged with wireless design,consulting, and expertise needs.
− Solution: CDW Berbee was able to assess, plan, and design the wireless infrastructure withexpertise and professionalism.
− Results: CDW provided a single point for procurement, knowledge, and service expertise tobuild-out the warehouse extension quickly and correctly to exceed the customer’s expectations.
• Laboratory Firm
− Challenge: A Midwest laboratory firm has stretched IT resources to carry-out integration ofimmerging IT needs.
− Solution: CDW worked to align the right resources for blade installation, Exchange healthcheck, and a virtualization assessment.
− Results: CDW provided a single point for procurement, knowledge, and service to extendour customer’s IT resources with proven and capable expertise.
• CDW Services Beyond the Box
− Account and technology management and simplification
− Enterprise configuration
− Full solution teams (services)
− Special operations
− Asset Disposition
− Training
8 24 October 2008
Consultative Engineering Expertise
More than 800 Technical Experts
• 125+ Cisco Engineers
− 40 Cisco CCIE’s
− 70 Voice Engineers
− 8 IP Telephony Application Developers
− 30 Security Engineers
− 20 Wireless Engineers
• 130 Microsoft-Certified Engineers
− 30 IW Consultants
− 20 Project Managers
− 50 Core Infrastructure and UC Consultants
• CDW Berbee has successfully conducted:
− Over 700 IP communications implementations
− Over 500 Security assessments
Over 2,000 Microsoft projects
− Over 5 Petabytes of storage sold/implemented
− Over 12,000 “Open System” servers sold/implemented
− Over $1 billion eCommerce transactions through our data center
9 24 October 2008
CDW Value Add: System Engineers
Network Infrastructure
− Network Management, Layer 2-7 switching, Routers
Corporate Security
− Firewalls, VPN, AV, Content filtering, QoS
Power
− UPS (Single Phase and Three Phase), Generators and Power Audits
Storage Architecture
− Powerful relationships with EMC, HP, IBM, LeftHand, Hitachi
Document Management
− Document storing and sharing
Voice & Data
− Master Agent for 21 telecommunications carriers
Telephony
− VoIP and Std PBX
•800 technical experts to provide customized solutions in:
10 24 October 2008
Operational ExcellenceSingle source supplier option to minimize product acquisition costs
Vernon Hills, IL Distribution Center450,000 Square Feet
Las Vegas, NV Distribution Center513,000 Square Feet
• Expansive Physical Inventory
• $220 million in-house inventory
• 23-25 annualized inventory turns
• 100,000 products offered
• Buy and Hold capabilities
• $65-$75 million HP inventory daily
Powerful Logistics
• Accuracy – 99.7%
• Efficiency – 90% within 24 hours
• Quality Assurance – 3 QC Checks
• ISO: 9001:2000
11 24 October 2008
Secrets to Success• 49,000 sq ft configuration center (Two Locations)
• Buy and Hold
• Customer Specific Skus
• Asset Tagging & Online Management
• Custom On-site Imaging services
• Image maintenance and secure storage• Hardware and Software Configuration
• Rack Configuration Services
• Multi-site system deployment
• 24 to 48 hour system burn in
• Ability to customize quality assurance
• Networking Configuration
• 2,400 systems configured per day
• ISO 9001:2000 Certified
• Level 1, 24x7 tech support
• Powerful extranet• Customer specific pricing
• Purchase Authorization System (PAS)
• Quote to Order Conversion
• Enhanced Order Status Tracking
• Purchase History Reports (up to 3 years of past history)
• Advanced search and competitive compare
• Asset Tag/Serial Number Tracking
• Software License Tracking System
• Reporting by customer
• Cost plus pricing
12 24 October 2008
Why CDW is Growing•Culture has always been built around a superiorcustomer experience
•Responsive Coverage Model
•Business Partnerships
•Operational Excellence
•Diverse Product Selection
•Business Value and Volume Leverage
•Technical Expertise
•Flexible E-Commerce Solutions
13 24 October 2008
HP• CDW is HP’s largest partner in the world
• HP Revenue $2.1bil
• HP-IPG shipped over $510 million in 2007
• $65 million in HP inventory daily
• HP comprises nearly 30% of CDWs total revenue
• CDWG claims just under 35% of HPs total CDW revenue
• In 2007 CDW− Processed over 6M invoices
− Sold over 495,000 HP Desktops
− Sold over 250,000 HP Flat Panels
− Sold over 192,000 HP Notebooks
− Sold over 650,000 HP Printers
14 24 October 2008
CDW- HP Resources• 14 HP Dedicated Partner Business Managers
− IPG, PSG, ISS, SWD, Service, Procurve, etc
• 21 HP Certified CDW Presales Engineers− IPG: 2 generalist, 2 MFP Specialist, 1 Smart Print Service Specialist,
1 ink/scanner specialist
− PSG: 3 generalist, 1 Workstation Specialist
− ISS: 3 generalist and 1 Blade Specialist
− SWD: 4 generalist
− Care Pack: 2 generalist
• 5 Marketing Brand Managers
• 32 HP Certified Enterprise Storage Engineers
15 24 October 2008
• EDI ordering for fast accurate sales credit
• CDW is optimized as an extension of HP SupplyChain
−Weekly forecasting in place with HP and CDW
• Desktops, Notebooks, and Printers
−Receives Direct Shipments from HP manufacturing
HP and CDW Supply Chain
16 24 October 2008
• Leverage CDWs relationships ([email protected])
• CDW’s wide customer base in the Midwest region
• CDW logistics: extensive inventory and industry leadingshipping time
• Customized configuration on IPG products: setting IPaddress to loading custom configuration for documentmanagement software with MFPs/scanners
• Co-Sponsor HP-CDW customer facing event in Chicago
• CDW’s field alignment, inside and field coverage
• Resources: 6 IPG Specialist− 2 MFP and Solutions Experts
− 1 Smart Printing Services Specialist
− 2 Generalists
− 1 Ink/Scanner Specialist
• 3 IPG Partner Business Managers
Why CDW and HP IPG?
17 24 October 2008
Everything we do
is to make YOUR customersexperience the best possible!
18 24 October 2008
Call-to-actionContact your CDW account manager today
and begin accelerating your revenue.