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<< Previous Chief | Back To 2008 Channel Chiefs | Next Chief >>Suresh Panikar, Adaptec
| Channel Chief Name | Suresh Panikar |
| Channel Chief Title | Director, Worldwide Marketing |
| Company and Division | Adaptec |
| Markets Served: |
Storage |
| Company's overall 2007 revenue: | $179.5 million |
| Percentage of revenue from solution providers: | 50% |
| Number of years with the company: | 2 |
| Number of years involved with indirect sales: | 20 |
| Number of employees in channel organization: | 15 |
| To whom do you report in your organization? | Manoj Goyal, VP and General Manager |
| Does that individual report to your CEO/president? | Yes |
| Describe your channel organization's major accomplishments over the past year: | Adaptec has had a 100%+ increase in SATA/SAS revenue quarter over quarter. We've seen a 71% market share increase -- from 17% to 29% (through June 2007). In addition, Adaptec has added over 20 new strategic ecosystems partners worldwide. Finally, we've successfully gained market presence in four new key markets: Web hosting, Digital video surveillance, Medial imaging, and Communications. |
| List up to 10 of your top products sold through the channel: | Adaptec RAID 3405; Adaptec RAID 3805; Adaptec RAID 3085; Adaptec RAID 31205; Adaptec RAID 31605 |
| Describe how your partner community has grown over the past year: | Our partner community has grown tremendously, adding over 50 new partners though the Adaptec PartnerConnect Program, with each partner offering the potential to deliver $250,000 of revenue |
| Name the one individual who has had the most profound impact on your life: | n/a |
| Please name the single most innovative initiative for which you were responsible for the past year? | The most innovative initiative in 2007 for my team was the launch of an entire new and breakthrough line of Serial products within a three month period. Adaptec has never launched a product that quickly in the history of the company, and the Unified Serial products we launched have continued to increase in sales/revenue quarter over quarter. |
| What were the key channel partner investments you made in the past year? | Adaptec established a new Ecosystem partner relationship for enhanced compatibility/stability of products |
| How are you attracting the next generation of solution providers? | Adaptec has created a new dedicated sales team focused on building new key Named account relationships and business leads. |
| What is the greatest challenge you overcame in the past year? | In early 2007, Adaptec had virtually presence in the Serial RAID market. After the launch of Adaptec's Unified Serial RAID products, we have been able to increase our visibility in the market exponentially. According to a recent survey from NPD (June 2007), Adaptec gained substantial market share in the SATA/SAS market space, increasing market share from 17% to 29%; this trend is continuing for Adaptec as we will continue to unveil innovative technologies for the enterprise market. |
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