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Darci Dutton-Reimund, Google Enterprise

Channel Chief NameDarci Dutton-Reimund
Channel Chief TitleHead of Channels, North America
Company and DivisionGoogle Enterprise
Markets Served: Software
Company's overall 2007 revenue:$16.6 billion
Percentage of revenue from solution providers:n/a
Number of years with the company:1
Number of years involved with indirect sales:13
Number of employees in channel organization:n/a
To whom do you report in your organization?Michael Lock, Head of Sales and Operations for North America, Google Enterprise
Does that individual report to your CEO/president?Yes
Describe your channel organization's major accomplishments over the past year:We have created a world class channel program that is supportive to our partners' investment through financial incentives, technical and sales support, product education, partner rewards, and a strong sales engagement model.
List up to 10 of your top products sold through the channel: The Google enterprise search and Postini product family
Describe how your partner community has grown over the past year:base or in specific market segments: 2007 was our inaugural year. We launched a two-tier distribution program and began a recruitment campaign for solution providers to invest and build a Google practice around our enterprise products. We also initiated the partner engagement model for Google account executives to work more closely with solution providers.
Name the one individual who has had the most profound impact on your life:My grandfather, who has inspired me to be passionate about my work, given me a drive to make others successful, and encouraged me to see the rewards of others' success as a source for my own happiness. Through his leadership and work ethic, I learned what it meant to truly give it my all. I strive each day to be better than the day before and to work harder than ever to make my partnerships with solution providers as mutually rewarding and successful as they can be.
Please name the single most innovative initiative for which you were responsible for the past year? In 2007 we developed the Partner Rewards Program. The program encourages our direct sales organization to work closely with solution partners and integrates a financial incentive program that rewards solution providers making the mutual investment with Google.
What were the key channel partner investments you made in the past year? 1.) Invested in a strong two-tier distribution partner with Ingram Micro. 2.) Built a channel program with rich financial benefits for partners 3.) Built technical training for partners - covered by Google. 4.) Invested in solution providers by driving all business (up through the mid-market) through the channel. We're also collaborating with partners in large accounts where it is mutually beneficial to the solution provider and Google Enterprise. In addition, to provide incentives both for our direct sales force and our channel partners, we've created a plan for direct sales that is compensation neutral. 5.) Invested in channel-specific demand generation programs
How are you attracting the next generation of solution providers? We're providing innovative products and partner-supported programs to help partners create solutions that meet the evolving needs of their customers' business.
What is the greatest challenge you overcame in the past year? Building a channel partner program that supports rapidly evolving technologies, changing partner business models, and solution providers, while driving the shift within the Google Enterprise organization from a direct to indirect sales model.
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