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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Jim Lima, A10 Networks
| Channel Chief Name | Jim Lima |
| Channel Chief Title | Director of Channel Sales and Marketing |
| Company and Division | A10 Networks |
| Markets Served: |
Networking |
| Company's overall 2007 revenue: | n/a |
| Percentage of revenue from solution providers: | 100% |
| Number of years with the company: | 2.25 |
| Number of years involved with indirect sales: | 15+ |
| Number of employees in channel organization: | 18 |
| To whom do you report in your organization? | Peter Stokes, VP of Americas Sales |
| Does that individual report to your CEO/president? | yes |
| Describe your channel organization's major accomplishments over the past year: | Over the past year our focus was on recruiting and working with key channel partners based on the mid year introduction of our AX Series Application Traffic Manager - Next-generation Server Load Balancers. We added three new channel partners in the US and built the channel significantly in Asia Pacific region. |
| List up to 10 of your top products sold through the channel: | AX Series Advanced Traffic Manager EX Series Bandwidth Manager with Identity ID Series Network Identity Management Appliances |
| Describe how your partner community has grown over the past year: | WE are growing our partner community slowly with a goal of building a loyal set of partners with little to now channel conflict. Their revenues have grown based on A10's products by an average of about 5-10% year over year. This is with just 4 months of shipments for AX Series products. |
| Name the one individual who has had the most profound impact on your life: | My father, Gus Lima, as he instilled in me the values of hard work and smart work, as well as how to work in partnership with others. |
| Please name the single most innovative initiative for which you were responsible for the past year? | Toward the end of 2007 we conducted third party validation with The Tolly Group comparing our performance to that of the market leader, F5. Innovation is delivered as part of our next generation architecture, platform and Advanced Core Operating System (ACOS) that will enable partners to provide a solution that is flexible, scales into the future and provides them excellent margins and service opportunities. |
| What were the key channel partner investments you made in the past year? | Marketing Development Funds for joint marketing with committed partners. Sales and Technical Training (to be added online 2008). Availability of evaluation and demonstration units to ensure that partners can learn the product at their facilities. |
| How are you attracting the next generation of solution providers? | Solution Providers are coming to us currently based on recent announcements about our Tolly test results. We also have targeted a few solution providers that sell competitive solutions that are looking for an alternative ADC or new solution (Juniper's recent announcement to stop DX development) |
| What is the greatest challenge you overcame in the past year? | Getting solution providers to understand why they would want to sell A10 Networks. The ADC market is fairly mature but A10 believes a big change with the internet is on the horizon. With applications like VoIP, Video on Demand, Mobile Video, etc. the ADC market is really just in it's infancy and will need powerful new platforms optimized with the latest processing technologies to provide unparalleled performance without compromising features. |
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