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Joe Ashcraft, Brother International - Business Machines Group

Channel Chief NameJoe Ashcraft
Channel Chief TitleVP, Sales
Company and DivisionBrother International - Business Machines Group
Markets Served: Systems/Peripherals
Company's overall 2007 revenue:$5 billion
Percentage of revenue from solution providers:100%
Number of years with the company:20
Number of years involved with indirect sales:20
Number of employees in channel organization:n/a
To whom do you report in your organization?Brian Vincent, Senior VP Sales
Does that individual report to your CEO/president?Yes
Describe your channel organization's major accomplishments over the past year:We've increased our presence in the VAR Channel with introduction of new, cost efficient color laser product. Our Preferred Partner Program has grown as well.
List up to 10 of your top products sold through the channel:Multi-Function Centers MFC-8220 (low cost, sheet fed), MFC-8860DN (flat bed, duples, networked or wireless, MFC-9440CN (Color laser, Duplex, networked or wireless) Printers: HL-5250DN (duplex, networked or wireless), HL-4040CN (Color laser, networked or wireless w/duples)
Describe how your partner community has grown over the past year:We are attracting more partners with specific vertical applications like retail signage, POS applications for retail, and back office.
Name the one individual who has had the most profound impact on your life:n/a
Please name the single most innovative initiative for which you were responsible for the past year?Product introduction of Color Laser. Fast and affordable, they gave our partners new options for their customers small workgroup setting.
What were the key channel partner investments you made in the past year?VAR XChange, creative partnering on regional events for our resellers to attract new business.
How are you attracting the next generation of solution providers?Reworking and enhancing our Partner Program for fiscal 2008.
What is the greatest challenge you overcame in the past year?n/a
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