2015 Channel Chiefs Details


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One of our "50 Most Influential Channel Chiefs"

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Maurits Tichelman

Intel Corp

Vice President and General Manager

Bio and Background: Maurits Tichelman is vice president in the Sales and Marketing Group and general manager of the worldwide Reseller Channel Organization. He is responsible for Intel's local original equipment manufacturer (LOEM) sales and distribution reseller channel, which encompasses more than 140,000 Intel technology providers and 850 distributor locations around the globe. Before assuming his current position in 2013, Tichelman spent 8 years as head of Intel's reseller and distribution channel for the Europe, Middle East and Africa (EMEA) region. From 2001 to 2004, he was country manager for Intel Benelux B.V., with responsibility for all aspects of Intel's business in the countries of Belgium, the Netherlands and Luxembourg, including functions such as sales, channel development, business development, strategic initiatives and marketing. Earlier in his Intel career, he served as EMEA sales manager for Intel's reseller product division and as distribution channel marketing manager, based at Intel's European headquarters in England. He joined Intel in 1990 as a technical sales engineer. Tichelman holds a bachelor's degree in electronics from the Hogere Technische School (HTS) Rens & Rens in Hilversum, the Netherlands.

Number of years with the company: 25

Number of years involved with indirect sales: 17

Reports to: Robby Swinnen, Vice President and General Manager of Worldwide Sales and Operations Group

Does that individual report to the CEO/president: 2

Number of employees in channel organization: N/A

Top products sold through the channel: Desktops, notebooks, servers, tablets, Ultrabook and 2 in 1 PCs. In addition, components to support reseller integration and servicing; CPUs, Solid State Drives (SSDs), network cards along with security software and services.

Partner organization's top accomplishments over the past year: 1. Helped our channel partners, called Intel Technology Providers, obtain and resell unique tablet offerings in a very crowded market overrun with inexpensive -look-a-like- tablets. The number of tablet original design manufacturers (ODMs) building Intel based tablets grew from 4 to more than 80. These Intel based tablets dramatically improved the quality and lowered our channel partners return rates and grew their margins. These Intel based tablets provided a path to Windows based tablets allowing our channel partners to sell into new segments like small and medium business (SMB). Worked to create unique channel tablet designs and a path to the fast growing 2 in 1 space. 2. Executed our largest channel matchmaking events. Helping our channel partners meet key suppliers of highly integrated client devices such as notebooks, 2 in 1, phones, tablets and wearables. Each of our 5 regional Intel Solutions Summit had matchmaking showcases as part of these events. Our LOEM Summit held in China executed more than 1,200 channel customers and ODM meetings.

How partner community has grown over the past year: Membership in our channel partner program, Intel Technology Provider, grew by 7%, primarily with partners in the mobility, internet of things and data center segments. As more and more devices start computing and connecting, the channel realizes Intel's partner program is uniquely positioned in a comprehensive way that other programs are not. Our partners receive benefits across multiple segments and industries such as training, matchmaking, solutions recipes and industry research.

How do you expect your channel sales as a percentage of your company's overall sales to change: Increase

How do you expect the number of channel partners you work with to change: Increase

Top channel goals for 2015: Add more qualified partners
Increase overall percentage of company revenue that comes through the channel
Increase the amount of recurring revenue going through partners

Single most innovative partner initiative in 2014: We invested heavily in our new web platform. Our channel partners now have the ability to access industry training, account information, promotions and even submit warranty requests via any form factor like smartphone, tablet or traditional clients. This significant investment in helping our partners access exclusive content at technologyprovider.intel.com while on the go ensures they can take advantage of new opportunities and information wherever they are.

Key channel/partner investments made over the past year: 1. Strengthened our Board of Advisors (BOA), the key group of Intel Technology Providers who meet with management twice a year. 2. Expanded our Points benefits yet again, now covering a complete list of data center SKUs. As more end point devices (phones, sensors, clients, bracelets, etc.) are connected, this drives the need for more servers / data centers where our partners are growing 3% faster than the rest of the market. 3. Broadened our channel online training platform. Provided easier access to our partners, removing login barriers to our partner's staff level employees.

Plans for attracting the next generation of solution providers: If it computes, it does it best on Intel. More devices are connected and computing. Channel partners are looking for a program that covers multiple segments - clients, data center, wearables, internet of things and more. The Intel Technology Provider program helps our channel partners understand the changes taking place and how to enter these segments. As an ingredient brand, we're inside the solution, therefore we're brand agnostic and our channel partners like that perspective. They find our incentives and benefits are ones that cross the way our partners go to market either reselling branded solutions or self-integrating.

Advice to someone getting into the channel today: As more technology is integrated into more devices this provides a huge opportunity for our channel partners. Consumers and business alike will need our channel partners help in understanding, selling and supporting the right solutions. Growth in segments such as internet of thing, education and data center means there will be more choices than ever. I see nothing but huge growth for the channel during the next few years.

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