Don McMahan, Eastman Kodak

Channel Chief Name	Don McMahan
Channel Chief Title	VP Sales and Regional Business Manager
Company and Division	Eastman Kodak
Markets Served:	Systems/Peripherals
Company's overall 2007 revenue:	$10.7 billion
Percentage of revenue from solution providers:	~ 100% (hardware business)
Number of years with the company:	1
Number of years involved with indirect sales:	28
Number of employees in channel organization:	50+
To whom do you report in your organization?	Dolores Kruchten, General Manager, Document Imaging and Vice President-Worldwide, Eastman Kodak Company
Does that individual report to your CEO/president?	No. Two levels down.
Describe your channel organization's major accomplishments over the past year:	We reinvigorated our channel program for our desktop scanners, growing from approximately 200 resellers at the beginning of 2007 to more than 1,200 by year end. We redesigned our production scanning reseller program, the Kodak Authorized Imaging Resellers, to include national-level office products resellers. We have also revamped our existing independent software vendor program and have increased vertical market focus, adding specialists for healthcare market and independent software development. Kodak's channel programs feature innovative training and technical support, unparalleled marketing and sales support and top-notch incentive plans--tying channel partners to one of the most, if not the most, trusted and venerated brand in imaging--Kodak. The new channel more than doubled in revenue year-on-year and is tracking to grow fourfold in 2008, at the same time our existing channels maintained steady YOY growth as well.
List up to 10 of your top products sold through the channel:	Scan Station 100 network scanner, i1200 series workgroup scanners, i1300 series departmental scanners, i1400 desktop series scanners, i1800 series production scanners, i600 series production scanners, Kodak Capture Software, s1740 capture system, s1220 photo scanning system, Kodak check imaging/remittance processing portfolio and Kodak Service and Support.
Describe how your partner community has grown over the past year:	We totally revamped all our channel programs from the desktop to the traditional production channel program for 2007. The Kodak Desktop Scanner Reseller group grew in size by more than 1,000 partners and was tracking by year-end at more than 400% of the previous year's revenue.
Name the one individual who has had the most profound impact on your life:	John Graves, former VP of Sales at Group III Electronics who was one of my early channel mentors, John taught me the value of the channel and gave me my channel ethics, reinforced my hard work habits and was inspirational as a great negotiator who also proved hard work and fun can both be found in the same job. A decorated navel aviator, John was a modest manager well respected throughout the market that I continue to connect to today.
Please name the single most innovative initiative for which you were responsible for the past year?	Simplified the Kodak channel engagement process all the way around, from creating a simple one page online signup to the reduction of four confusing pricing programs to one streamlined deal registration system that now gets even easier in 2008 as it too goes online. The newly redesigned channel incentive programs now provide up to 25 percent improvement in margin, all of these improvements driving the exceptional growth in our new channel and it's success for Kodak and our partners.
What were the key channel partner investments you made in the past year?	1-Created a new training program that emphasizes not just selling boxes but taking the time to offer full solutions to end-users. 2-Field organization-nearly doubled the sales and business development team in 2007 to better serve the channel and made significant investment in outside channel expertise to grow and enhance our channel presence. 3-Invested in a new POS reporting tool to better analyze and serve our channel partners. 4-Dramatically increased the amount of Kodak owned evaluation equipment at work in the field with our channel partners. 5-Invested in new a new fleet of mid size SUVs for the field sales organization to better service their partners by the ability to move larger equipment to their sites.
How are you attracting the next generation of solution providers?	Very targeted engagement through the SMB channels such as Tech Data's Tech Select and Ingram Micro's VTN.
What is the greatest challenge you overcame in the past year?	Growing Kodak's desktop scanner reseller base six times in number while maintaining the growth and success of our traditional KAIR community of resellers.

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