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2003 Channel Chiefs: 31-40
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By CRN Staff
CRN
12:18 PM EDT Mon. Oct. 20, 2003
| 31 | SCOTT DUNSIRE, Vice President, U.S. Business Channels, Lexmark International
WHY? Dunsire was the driving force behind many changes to Lexmark's programs in 2003, including adjustments to rebates, a 77% reduction in the ineligible account list and minimum advertised pricing.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 95%, or approximately $4.2 billion
CHANNEL PROGRAM BUDGET: Increased investment of 20% to 25% anticipated to support SMB efforts.
TOTAL NUMBER OF PARTNERS: NA
ELITE PARTNERS: NA
RECRUITING TRENDS: Number of partners has increased slightly, while priority partner ranks remain flat.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 5 to 10
GOALS: Build relationships with key channel partners to "get the word out." Manage traditional partners alongside new alliances.
REPORTS TO: Bruce Dahlgren, Vice President, General Manager, North America, Printing Solutions and Services Division
| | 32 | AARON DAVIS, Vice President, Marketing and Communications, American Power Conversion
WHY? A top 10 vendor for many distributors, APC has been focusing on ways to reward resellers that invest in selling more than one APC line. The company's new InfraStruXure architecture for data centers also offers a way for UPS solution providers to move up the stack.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: "Virtually all."
CHANNEL PROGRAM BUDGET: "Growing significantly."
TOTAL NUMBER OF PARTNERS: 30,000
ELITE PARTNERS: 200
RECRUITING TRENDS: Both numbers have grown this year.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 2
GOALS: Continue to certify top partners on InfraStruXure and create awareness via joint-sponsored events, which allow APC's national marketing presence to dovetail perfectly with partners' local relationships and knowledge.
REPORTS TO: Rodger Dowdell, CEO
| | 33 | RAY ROBIDOUX, President, Netgear
WHY? Boosted sales force by 30%, including 11 new field representatives specifically dedicated to supporting channel partners; created free online training program.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 98%, with approximately 25% from VAR and solution provider models
CHANNEL PROGRAM BUDGET: Budget grew 7% to 10% in past 12 months and additional investment is planned.
TOTAL NUMBER OF PARTNERS: 6,000 (U.S.), 10,000-plus worldwide
ELITE PARTNERS: 100 Platinum members
RECRUITING TRENDS: All of the new Platinum members were recruited in the past nine months.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: At least 2
GOALS: Establish a solution provider advisory council, launch segment-focused marketing.
REPORTS TO: Patrick Lo, Chairman and CEO
| | 34 | THOMAS HAN, Vice President, Network Display, BenQ America
WHY? Continues to dog rivals in a crowded marketplace.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: NA
CHANNEL PROGRAM BUDGET: 2% of the total display team budget.
TOTAL NUMBER OF PARTNERS: NA
ELITE PARTNERS: NA
RECRUITING TRENDS: NA
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 1
GOALS: Increase market share with national distributors.
REPORTS TO: Ralph Tang, President
| | 35 | MICHAEL EVANS, Vice President, Channel Sales and Development, Red Hat
WHY? Designed an impressive hands-on certification and training process for VARs and is assembling a broad partner and alliance program set to launch in coming months.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 30% to 40%, up from 10% to 20% in prior 23 months.
CHANNEL PROGRAM BUDGET: NA
TOTAL NUMBER OF PARTNERS: Depends on definition; works with 300-plus ISVs and thousands of resellers.
ELITE PARTNERS: 30 Premier business partners worldwide
RECRUITING TRENDS: Ranks of all types are growing.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 5 to 10
GOALS: Relaunch program with continued focus on partners willing to be bold about their view of the business opportunity around Linux and the Red Hat Open Source Architecture.
REPORTS TO: Tim Buckley, COO
| | 36 | MARK HILL, Vice President, Notebook Commercial Sales, Acer America
WHY? Rejuvenating the vendor's reseller base in a tough systems market rife with channel conflict. Funding "Acer Champions" at distributors to help provide better touch to resellers.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 100%
CHANNEL PROGRAM BUDGET: 3% of total channel revenue; this will rise as revenue targets rise.
TOTAL NUMBER OF PARTNERS: 4,500
ELITE PARTNERS: NA
RECRUITING TRENDS: Total number of partners represents a 1,500 percent increase over 2002 levels.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 20 partners per month on average; spends at least 50% of time traveling.
GOALS: "To make Acer a one-stop shop for PC product for our reseller partners. Our goal is to make selling Acer product as easy as possible, as profitable as any of our competition, and as satisfying as possible for our resellers' customers."
REPORTS TO: Jeffrey Friederichs, Vice President, Notebook Business Unit, Acer America
| | 37 | CRAIG SCHLAGBAUM, Vice President, Enterprise Hosting and Broadband Services Channel Sales, Verio
WHY? A longtime channel advocate, Schlagbaum has signed 60 new partners to the viaVerio Enterprise Hosting and Access Referral Program since June 30. Verio recently won a three-year, $7 million contract for an online gaming community via partner Venicom.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 35% of Verio's hosting and broadband sales, up from 2002 year-over-year.
CHANNEL PROGRAM BUDGET: Investment grew 30% in past 12 months; another increase is planned for next 12 months.
TOTAL NUMBER OF PARTNERS: 80 partners and 1,500 subagents
ELITE PARTNERS: NA
RECRUITING TRENDS: Partner ranks are up 50% year-over-year.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: At least 15 partners over the phone; another 10 to 15 per month face-to-face.
GOALS: Grow partner contributions to Verio's overall sales to 50%.
REPORTS TO: Isabel Ehringer, President, Enterprise Hosting
| | 38 | LEONARD IVENTOSCH, Vice President, Channel Sales, Network Appliance
WHY? Delivered on pledge to open up the NetApp program by adding distribution partners.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Total indirect contribution for 1Q 2003 was 50%, up from 42% a year ago.
CHANNEL PROGRAM BUDGET: Increase planned; recently made a $1 million-plus investment in training and certification program.
TOTAL NUMBER OF PARTNERS: 500 worldwide, 125 in North America
ELITE PARTNERS: 8 national STAR members, 4 regional members
RECRUITING TRENDS: Flat for general channel; Elite ranks have tripled.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: 5 to 6
GOALS: Continue to boost revenue contribution from indirect channels, increase penetration in underserved vertical markets and geographies.
REPORTS TO: George Bennett, Vice President, Americas Sales
| | 39 | KEITH OLSEN, Vice President, Indirect Sales, AT&T Business Services
WHY? Olsen has been a champion of the channel within the massive AT&T organization, working with the AT&T Customer Care unit to help them become more responsive to partner queries on behalf of customers. Last fall, he introduced a playbook for collaboration between direct and indirect sales.
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: Total not available, but Alliance channel revenue grew in double digits.
CHANNEL PROGRAM BUDGET: NA
TOTAL NUMBER OF PARTNERS: 1,000
ELITE PARTNERS: NA
RECRUITING TRENDS: Total number of partners is about the same, but deal volumes per partner are up 21% year-over-year.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: Invests 12 days per month in meeting with principals, which translates into roughly 10 to 15 per month.
GOALS: Focus on channel partner return on sales. AT&T programs all reward resellers and agents for getting "deeper in the boat."
REPORTS TO: Pat Traynor, Senior Vice President, Networking Integration
| | 40 | KERRY BROCK, Vice President, Marketing, Exabyte
WHY? Formerly at Iomega, channel veteran Brock is leading the charge in recruiting VARs and systems integrators through a new program launched in June 2003..
PERCENTAGE OF REVENUE HANDLED BY U.S. CHANNEL: 98%, including OEMs
CHANNEL PROGRAM BUDGET: 85% of all U.S. marketing dollars are spent supporting channel partners.
TOTAL NUMBER OF PARTNERS: NA
ELITE PARTNERS: 150
RECRUITING TRENDS: Hopes to triple the number of partners in ExaPartner Premier and Authorized levels.
AVERAGE # OF PARTNERS MET ON A WEEKLY BASIS: Meets with 15-member advisory council once a month and speaks with VARs on an almost daily basis.
GOALS: Recruit and engage several hundred more ExaPartners in 4Q.
REPORTS TO: Bill Hake, Vice President, Worldwide Sales and Marketing
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