Steve Marconi,, Emulex

Channel Chief Name	Steve Marconi,
Channel Chief Title	VP, Worldwide Channel Sales
Company and Division	Emulex
Markets Served:	Storage
Company's overall 2007 revenue:	$470.2 million
Percentage of revenue from solution providers:	29%
Number of years with the company:	7
Number of years involved with indirect sales:	17
Number of employees in channel organization:	30
To whom do you report in your organization?	Fred Gill, Executive VP, Worldwide sales
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	Moving into 2007, Emulex's top channel goal was to expand its partner program and drive incremental sales. We accomplished this by launching the new Emulex Reseller Program in September, 2007, designed to deliver customized programs with unmatched efficiency to our channel partners. The new Emulex Reseller Program has expanded Emulex's network of server and storage integrators, VARs and channel consultants that recommend and deploy storage area network (SAN) solutions. Members of the new Emulex Reseller Program receive exclusive benefits including market development funds, trade-in and demo product, as well as sales incentives -- all designed to increase Emulex channel partners' profitability and growth. Through the launch of this new program, Emulex has strengthened the company's core business, enabling Emulex to more closely align its sales and marketing activities with its channel and OEM partners.
List up to 10 of your top products sold through the channel:	4Gb/s Host Bus Adapters (HBAs) Bus Type Max Bus Speed No. Ports Model Number Business Use PCI Express 2.5 Gb/s lane (x4) 1 LPe11000 Enterprise PCI Express 2.5 Gb/s lane (x4) 2 LPe11002 Enterprise PCI Express 2.5 Gb/s lane (x4) 1 LPe1150 Midrange PCI Express 2.5 Gb/s lane (x4) 1 LPe111 SMB PCI-X 2.0 266 MHz 1 LP11000 Enterprise PCI-X 2.0 266 MHz 2 LP11002 Enterprise PCI-X 2.0 266 MHz 1 LP1150 Midrange
Describe how your partner community has grown over the past year:	The expansion and re-launch of the Emulex Reseller Program resulted in an increase in membership of 45 percent in 2007.
Name the one individual who has had the most profound impact on your life:	Fred Gill, executive vice president of worldwide sales, Emulex Corporation, has significantly impacted my career and success as a channel chief. He has a unique and intricate knowledge and appreciation of the power of the channel that is rare and often ignored by others in his position. He is acutely aware of the importance of driving new revenue opportunities and partner support. His leadership is inspiring and encourages personal and professional growth. Fred Gill reminds all of us that people buy from people, reinforcing the power of the 'relationship' that builds a solid brand.
Please name the single most innovative initiative for which you were responsible for the past year?	The single most innovative initiative for 2007 was the expansion and re-launch of the Emulex Reseller Program, which led to an increase in our channel partner relationships and drove incremental sales. Emulex designed the new program based on extensive research within the VAR and distribution channels, so that we stands above competitive programs, delivering efficiency and above all else, profitability for our channel partners. The expansion of Emulex's network of channel partners has been critical to increasing the strength of our brand and capturing incremental market share and revenue.
What were the key channel partner investments you made in the past year?	• Creation of the new Emulex Reseller Program and the associated online Reseller Portal • Dramatically increased MDF investment in the channel • Added channel-specific headcount in both sales and marketing
How are you attracting the next generation of solution providers?	Emulex is constantly attracting solution providers to our partner organization because we understand that our partners have very different needs and a one-size-fits-all approach doesn't work. We've learned that direct involvement with each of our channel partners and understanding their business objectives is 'key' to the success of our relationships and improving channel sales. In 2007, Emulex made a significant product announcement that directly broadens our product offerings to partners. Emulex was one of the first companies to announce plans for 8Gb/s Fibre Channel host bus adapters (HBAs) into the market, providing enterprise-class end users with the ability to seamlessly transition to next-generation Fibre Channel SANs. Our 8Gb/s PCI Express-based product family will enable Emulex partners to offer end users industry-leading security, data integrity and virtualization features, while maintaining backward compatibility with existing 4Gb/s and 2Gb/s Fibre Channel SANs.
What is the greatest challenge you overcame in the past year?	The biggest challenge we face in channel sales is trying to meet and exceed the needs and expectations of a diverse set of channel partners throughout the world and to keep their goals aligned with our own.

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