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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Wendy Petty, FalconStor Software
| Channel Chief Name | Wendy Petty |
| Channel Chief Title | VP, North American Sales |
| Company and Division | FalconStor Software |
| Markets Served: |
Storage |
| Company's overall 2007 revenue: | $72.8 million |
| Percentage of revenue from solution providers: | 100% |
| Number of years with the company: | 8 |
| Number of years involved with indirect sales: | 17 |
| Number of employees in channel organization: | 40 |
| To whom do you report in your organization? | ReiJane Huai, Chairman and CEO |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | Among our major accomplishments were launching our 2 tier distribution channel and receiving channel-wide product recognition for our CDP Virtual Appliance by winning CMP's Tech Innovator of the Year award. |
| List up to 10 of your top products sold through the channel: | FalconStor Virtual Tape Library (VTL) Enterprise Edition • FalconStor Virtual Tape Library (VTL) Storage Appliance • FalconStor Continuous Data Protection (CDP) • FalconStor Continuous Data Protection (CDP) Appliance • FalconStor Network Storage Server (NSS) • FalconStor Network Storage Server (NSS) Appliance • FalconStor Single Instance Repository (SIR) • FalconStor Continuous Data Protection (CDP) for VMware Virtual Infrastructure • FalconStor Virtual Tape Library (VTL) Virtual Appliance for VMware Virtual Infrastructure |
| Describe how your partner community has grown over the past year: | We have continued to grow our channel in line with the growth of our company so that we can best support our partners. Over the last year we've seen our average deal size increase by 40-50% per partner. |
| Name the one individual who has had the most profound impact on your life: | My Family and Company |
| Please name the single most innovative initiative for which you were responsible for the past year? | Our joint Partner/End User advertising campaign, which featured our customers' picture as a testimonial and ran in end user and channel publications, proved to be a winner. |
| What were the key channel partner investments you made in the past year? | • Quarterly Rebates • Joint Field Seminars • Evaluation SW implemented in labs and used in production |
| How are you attracting the next generation of solution providers? | We've created a complete line of channel-friendly solutions that will enable our partners to leverage our software to create powerful differentiation. Our strong technology partnerships with companies including VMware, COPAN, and many others further help our channel partners meet customers' needs and broaden their market reach. In addition, Managed Service Providers can now incorporate our Storage Software as SaaS and we are empowering the system builder channel to build appliances for specific vertical markets. • Striving to be the market leader in all our target markets by developing innovative solutions that address top-of-mind storage needs for SMB and Enterprise IT organizations • Offering solutions that in turn, can be used to create Solution Provider branded solutions (i.e. turnkey appliances and managed storage services) • Providing solutions that are both high volume and high-margin • Offering various incentive programs designed to maximize partner margins and reward Solution Partner sales and technical staff • Delivering the best training and support personnel, materials and programs to surpass partner expectations • Driving qualified leads to partners through continuous integrated marketing programs • Implementing co-marketing programs such as advertising, seminars and eDM campaigns with partners. • Actively recruiting new partners by leveraging channel-oriented marketing vehicles such as CMP print and online advertising and partner events. • Making it easy to do business with FalconStor Software |
| What is the greatest challenge you overcame in the past year? | Brand Recognition |
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