Program Call Guide Prepared For

Carousel Industries

www.carouselindustries.com

Program Manager: Tony Crilly

Program Manager Telephone: 585-484-1456
Date: March 2010 – October 2019

Carousel Industries enables clients to connect and collaborate the way modern IT users demand and advance from their current network infrastructure to meet tomorrow’s standards. With deep expertise across a vast portfolio of communication, network, and security technologies, Carousel is able to design, implement, and support solutions tailored to meet the unique needs of each customer. By offering professional and managed services with flexible deployments in the cloud, Carousel ensures clients achieve agility and utilize technologies in the way most effective for their business.

Solution/Service Overview

Cisco Infrastructure Solutions

• Networking: An organization’s network infrastructure can no longer just be about speeds and feeds. Rather, it’s about identifying and supporting the users and applications that drive the business. Carousel helps organizations enhance their end-user experience and reduce operational complexity by taking advantage of next-generation networking solutions.
  • Switches
  • Routers
  • Wireless
  • Hybrid WAN and Internet
  • Next-Generation Network
  • Enterprise Mobility
• Security: When businesses and IT leaders have traditionally thought about how to safeguard their organizations, firewallshave typically been top-of-mind. But the number and complexity of threats today requires a layered approach to security. Protect your organization’s sensitive assets with the most effective next-generation security solutions. Carousel’s innovative approach to layered security includes everything from asset security to threat detection and governance assistance for a comprehensive, full-service security solution.
  • Next-Generation Firewalls
  • Unstructured Data Security
  • Next-Generation Endpoint Security
  • Network Access Control
  • Security Services
• Unified Communications & Collaboration: It has never been more paramount for today’s organization to create a modern workplace and enable a next-gen communication and meeting experience, specifically as the ways in which we share, connect and drive productivity evolve. From analysis and design to deployment and management, Carousel can help you streamline expenses, increase efficiencies and deliver personal and timely communication—all by leveraging modern collaboration applications.
  • Voice & Video Communications
  • Messaging
  • Conferencing
  • Contact Center
  • Visual Communications and AV
  • Integration
• Wireless and Mobility
  • Access Points
  • Outdoor and Industrial Access Points
  • Controllers
• Data Center
  • Converged Infrastructure
  • Storage
  • Servers
  • Cloud Storage
  • Back Up Solutions
  • Disaster Recovery and Business Continuity
  • Virtualization and Automation
• Analytics
  • Data Center Analytics and Assurance
  • Network Analytics

Target Audience

IT Manager, IT Director, CIO, CTO, Network Manager, Network Director

Call Introduction/Road Map

Hello! My name is ___________ and I’m calling on behalf of Carousel Industries, a leading national IT solutions provider and Cisco Gold Partner. I was directed to you as the best person to speak to about your organization’s infrastructure, networking, and security. Is this correct?

IF YES– Great! Essentially the purpose of my call is to send you information on Carousel’s infrastructure, security, and network solutions. What is the best email address to send this information to?

IF NO– Obtain name/contact information of the correct contact.

Discussion Points

• What does your current enterprise look like (Number of sites, users, desktops, servers)?
• How are you storing your data currently? How old is this solution? Brand?
  1. How much data are you storing?
  2. How do you handle data backup and retrieval?
  3. How often do you test your DRP? What is your recovery time?
• What brand of servers? How many? How old?
• Do you have any remote employees? How many?
  1. How do you manage geographically dispersed desktop and mobile workers?
  2. Do you have problems with your remote employees’ ability to collaborate with your office workers in a timely fashion?
  3. Do you have any mobile collaboration/BYOD initiatives?
• I’m sure you’re familiar with UC (unified communications) applications. Have you started down this path? Do you have any UC applications in place?
  1. If so, what current capabilities do you have?
  2. How long have you had it?
  3. Have you looked into upgrades?
• Do you have employees that are often on the road or have to work from home 1-3 days a week?
  1. If yes:
  2. During this time, do you have a hard time getting in touch with them?
  3. Do these employees have to give out their personal numbers (home, cell, etc.) to others in the organization or clients so that they can be reached?
• When was the last time you tested your endpoint, cloud, or networking security? Have you done any breach testing recently?
  1. Are you worried that your security solutions are limited to protecting the edge of the network?
• How many routers do you have? Switches? How old are they? Will you be replacing any in the next year?
• Will you be expanding your wireless footprint this year by adding access points?
• From start to finish, how long does it take to receive your APs, configure, and deploy them? When one or more of your APs has a problem, how do you troubleshoot?
• When you encounter an issue on your wireless network, on average, how long does it take you to identify the problem & Resolve it?
  1. If you cannot resolve the issue, what next step do you take?
  2. If you cannot be on-site, how do you troubleshoot and manage your Aps?
• How old is your current phone system? What brand? Is it IP based? Is it cloud based or on prem? Wil you be looking at new phone systems for your company in the next year?
• Have you looked into Cloud Computing for your business? What interested you most?
  1. Are you already utilizing any cloud-based solutions? If YES, Public? Private? Hybrid?
• Do you have any compliance requirements (HIPAA, FISMA, NERC, etc.)
• What other areas of your IT environment are you looking to improve? Are you looking for outside assistance with any of these projects? Are you open to Cisco solutions for your needs?

Deeper Dive Questions (where applicable)

• Initiative Questions
• Tell me more about your project or plans to change?
• What do you hope to achieve?
• What features and benefits are important to your organization/efforts?

 

• Compelling reasons to change / consequences for not changing
• What is your main motivation for change?
• What happens if you do not change?
• What benefits do you expect to receive from changing?
• What are the business drivers of this initiative?

 

• key issues
• What key issues will you look at in your evaluation process?
• What would you like to see from a provider?

 

• Budget
• Do you have a budget in place for this initiative? If so, are you able to disclose the size of the budget?
• If you have not established a budget, when do you expect to establish?
• Do you have a rough estimate as to the size of the budget?
• Do you anticipate a minimum budget threshold?
• How much do you anticipate investing?

 

• Decision making process
• What is the decision-making process and how many people are involved?
• What is the prospect’s role in the process?
• How will the decision be made?
• Is there a final decision maker?

 

• Timeframe
• When will you make a decision on this initiative? When do you expect to start?

 

Next Action/ Offering:

Based on what we’ve talked about, I’d like to have my colleague follow up with you to further discuss your upcoming initiatives. How does next _____ at ______ look for your calendar?