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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Alex Quinonez, Astaro
| Channel Chief Name | Alex Quinonez |
| Channel Chief Title | VP Americas Sales & Support |
| Company and Division | Astaro |
| Markets Served: |
Security |
| Company's overall 2007 revenue: | n/a |
| Percentage of revenue from solution providers: | 100% |
| Number of years with the company: | 3 |
| Number of years involved with indirect sales: | 22 |
| Number of employees in channel organization: | 30 |
| To whom do you report in your organization? | Jan Hichert, CEO |
| Does that individual report to your CEO/president? | n/a |
| Describe your channel organization's major accomplishments over the past year: | Boosted partner profitability by 40%, created two track technical education program, created a quick start program to get new channel recruits into active resellers closing business within 30 days |
| List up to 10 of your top products sold through the channel: | Astaro Security Gateway, Astaro Report Manager, Astaro Compliance Reporter for PCI, Astaro Secure Client |
| Describe how your partner community has grown over the past year: | Doubled the number of partners to 1000. The average revenue per partner increase 40% |
| Name the one individual who has had the most profound impact on your life: | Thomas Edison -- he was one of the first inventors to apply the principles of mass production to the process of invention. In our business challenges come daily and the need for innovative thinking is required |
| Please name the single most innovative initiative for which you were responsible for the past year? | Integrating our partner program portal with our CRM program accomplishing seamless lead transfers, providing visibility to the sales pipeline and closing business quicker. Annual revenue grew by over 30% |
| What were the key channel partner investments you made in the past year? | Doubling the technical support and technical training staff. Tripled the amount of customized partner demand generation programs and events creating over 18,000 new leads. Doubled the channel marketing support staff and launched quarterly marketing activities for each top tier partner Introduced new PCI Compliance solution to enable our partners to earn additional pre-sale service revenue. Opened new channel sales group in China |
| How are you attracting the next generation of solution providers? | Creating Brand awareness through multiple media channels. |
| What is the greatest challenge you overcame in the past year? | Empowering our channel sales and marketing team to provide immediate partner / customer satisfaction. |
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