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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Keith Karlsen, D-Link Systems, Inc.
| Channel Chief Name | Keith Karlsen |
| Channel Chief Title | Executive VP |
| Company and Division | D-Link Systems, Inc. |
| Markets Served: |
Networking |
| Company's overall 2007 revenue: | $1.3 billion |
| Percentage of revenue from solution providers: | 30% |
| Number of years with the company: | 6 |
| Number of years involved with indirect sales: | 6 |
| Number of employees in channel organization: | 100 |
| To whom do you report in your organization? | Steven Joe, President/CEO |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | 1. Initiated innovative Switch for Free promotion designed to provide trial switch units to prospects. This resulted in quadruple sales calls and more 130 switches planted with an estimated potential revenue of $10 million. 2. Streamlined the Premier Partner Program to simplify the recruitment and service of solution providers. 3. Significantly increased business into the government and education markets with |
| List up to 10 of your top products sold through the channel: | 1. Computer network infrastructure products include: Switches Routers Access Points IP Cameras VoIP phones Storage devices |
| Describe how your partner community has grown over the past year: | The D-Link Premier Partner Program has grown from 3000 partners to over 3500 in 12 months, and the premier first tier partners climbed to over 100 from 80 the year before. Revenues increased accordingly. |
| Name the one individual who has had the most profound impact on your life: | Mark Hurt, CEO of HP because of his focus on the numbers, business goals and business acumen. |
| Please name the single most innovative initiative for which you were responsible for the past year? | The Switch for Free initiative was by far the most innovative and effective initiative undertaken. See above for the results. The program was designed to meet the needs of the partners and they have overwhelmingly accepted the idea. As Karlsen said, It is one of the best revenue-producing promotions we have ever had. |
| What were the key channel partner investments you made in the past year? | 1, Face to face road shows to meet partners on their own turf. 2, Newsletters, collateral and service support 3. The Switch for Free placement program |
| How are you attracting the next generation of solution providers? | By streamlining the entire Premier Partner program. The Online bid program reduces approval times from days to just hours. Minimum quarterly order limitation is cut from $75K to just $50K. Increased service commitments. |
| What is the greatest challenge you overcame in the past year? | For years, D-Link was known mostly for its consumer electronics products, although its business products were highly competitive in the SMB and enterprise environments. The biggest challenge was to make D-Link customers aware of the business capabilities and opportunities the company offered. Various promotions, the Switch for Free program, the government initiatives and increased marketing efforts proved effective and today revenues reflect this new awareness. |
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